| Contact Discovery / Custom List Development |
| NextBPO Representatives possess two qualities you won’t find with other telemarketing call reps: They are courteous and they are experts when it comes to having real conversations with your prospects. Because they’re conducting polite conversations, not interrogations, with your prospects, NextBPO Reps are able to quickly identify the true decision makers and deliver high-quality leads with complete contact information.
NextBPO can provide names of those key titles that are right persons for your kind of Software / Solutions / or are the best fit for your sales team. These are the “entrenched” contacts that are highly valuable but rarely identified for you. Our lists are always based off of intelligent research and are yours to keep, for use in multiple marketing campaigns. With accurate and up to date contact information you’ll have a variety of media through which you can reach your audience. We not only source contacts based on title, we also navigate an organization based on your requirements and the prospects role, responsibility and function. |
| Lead Qualification |
| The process of lead qualification is fundamental to any lead generation effort regardless of the particular tactics being used to generate interest. In fact, the process of lead qualification is the only way to separate inquires from sales-ready leads. In other words, you need to determine between those who are viable prospects and the ones who are just kicking tires? Lead qualification focuses on rating inquiries based on their relative readiness to be passed along to sales. Deciding when a lead is sales-ready should be based on a mutual agreement between marketing and sales. |
| Database Services / List Verification |
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NextBPO understands the value of information, especially in the form of customer and prospect databases. Each year, your sales and marketing database will become 30% outdated. With your sales and telebusiness reps making thousands of calls each year, this could mean that you are wasting about 30 % attempts in contacting that no longer exist.
NextBPO will successfully update and enhance your existing prospect or customer lists by obtaining correct contact information, updated addresses, name spellings, titles and email addresses. As a result, your database is updated with names of the current decision makers and old information is cleared out. NextBPO can build upon, modify and augment your existing database, including:
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| Appointment Setting |
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This starts after the contact discovery has been done. Assuming that the right lists with targets and their information is available, we start approaching the targets via phone. Call it an art or science the trick is aggressive calling until we get the live person on phone. Never leave a voice message. Another rule we recommend to our clients is to have minimum three relevant targets in the list – Supervisor, direct report of colleague. After all we all know some people always have the “Do not disturb” button ON all the time and will never answer the phone in years. And whoever told you they could get all or any target is simply lying. Background research is critical on each target individual and the company. We go at great lengths to understand what current challenges the target is facing trying to find the “Hot Button” to pick his/her interest. And before we start your campaign we will spend minimum 2-3 days understanding your services/products, industry, competition, building scripts/ FAQ’s / rebuttals and training our callers on your campaign. We have the processes built around all of the above and use different techniques to get C level/ VP/ Director/ Manager level targets.
We believe in working as a part of your sales team and internally carry a quota just as you do. So besides chasing the number on meetings we focus on getting you a meaningful meeting. We can confidently say that after the meeting you will be able to categorize the prospect in A/B/C category but never find that the meeting was irrelevant. |
| Market Research / Account Profiling |
| Through our unique combination of technology and experience and our business analyst team in India we are able to effectively aggregate, organize and rank information relative to your solution and prospects.
In depth information is the concrete base for all lead generation programs and efforts, the foundation from which all prospects grow. Cold calling may not be that effective if your sales reps (inside and field) don’t have the right information at their fingertips. Empowering reps with the right information will not only generate more successful calls. Too much time is wasted trying to figure out who to call and what to say-simply calling the main switchboard isn’t effective. Prospects aren’t concerned specifically about what your technology does or how it works, they’re really interested in how it will add value to their organization. Our clients provide us with a list of top accounts requiring detailed strategic account profiling. The resulting profiling data includes detailed account intelligence such as contact information, reporting structure, decision making process, business applications, business drivers, case studies, names of administrators, and the best times to reach key contacts. |