Trend-Based Telemarketing

While the methods of communicating with customers and prospects continues to grow in today’s digital age, nothing can replace the importance of a live phone conversation. After all, people want to do business with people that they know and trust. An actual conversation is a great way to build such trust.

Telemarketing doesn’t mean just calling a lead and hoping for the best. The best telemarketing lead generators know exactly what is going on in the industries they are targeting and are able to build a rapport with prospects in those industries. Often, the best way to come up with a relevant message is to tie it into what is happening in a prospect’s industry in a certain time or place.

In order to give prospects what they want, you have to know what they need. If you are a mortgage company, for example, the best time to talk to leads about mortgages is in the summer when many people are shopping for homes.

It can be particularly challenging during industry “quiet times” to know what to lead with—for example tax software can be a tough sell in the summer when tax season is still months away—so you may need to get creative. When it comes to approaching leads by phone here are some categories that may help spark your creativity:

Industry Trends: Almost every industry has a time of the year that is particularly active. The summer is the busiest time for the travel industry, for example.

Regional Trends: If you are working on leads in a certain part of the country or world, it can help to know what is going on in their neck of the woods. This includes things festivals or sporting events. Examples include Mardi Gras, the Olympics or religious holidays.

Target Market Trends: If you are marketing to students or teachers, back-to-school is a hot time of the year. If you are looking at retail customers, Black Friday is a huge deal.

This list is by no means exhaustive but gives you a starting point. The challenge of lead generation telemarketing is to make sure that you always do your homework before you talk to a prospect. People want to do business with those who understand their industry and its unique challenges. If you can convince leads that you know where they are coming from, they will be more likely to put their trust in you.