SimpleTelemarketing lists continue to act as an indispensable sales tool for numerous businesses. However, business owners often undermine the importance of old telemarketing lists containing many potential leads that often go unnoticed due to a lean follow-up approach, or simply an unanswered call. It is therefore important for businesses to ensure that they are able to identify and revive these opportunities. To help, in this blog post, we provide a step-by-step guide to revive lost prospects from historic telemarketing call lists. Let’s take a look.

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1. Select Attributes

Consumer preferences change over time, and so must the approach to pitch a product or service. The set of attributes which worked out in the past may no longer be insufficient to attract leads. Therefore, data segmentation as per the relevant attributes of the current campaign is imperative to utilize the goldmine hidden in old telemarketing lists. For instance, along with personally identifiable information of a buyer, such as their name, email, and occupation, you can try to align their geography, annual income, and past buying behavior, while reshuffling your old leads to revive lost prospects.

2. Import Data

Many cold leads accumulate in the spreadsheets over the time. Post-segregation, you can identify those prospects who didn’t respond in one or two attempts; couldn’t be contacted at all; or were lost due to a lag in follow up. The reshuffling of data, along with the data mining done in the first step, will provide you with a clear picture of the leads that went unnoticed for a long period. Based on the outcome, you can start taking appropriate actions, and you never know how many leads you may convert this time.

3. Target the Product

Data segmentation is over along with identifying old qualified leads, bringing you to the next step- pitching or targeting the product. You need to be pitching those attributes of the products that can closely match to the requirements of your customers. Targeting your product effectively may require revising the way you market or making sustainable changes to the pricing policy to convert your customer into a lead.

4. Score Leads

Lead scoring is a crucial aspect of every telemarketing campaign. It is the process of ranking the prospects in decreasing order of their buying interests. In short, the most qualified lead ranks at the top, followed by others. Spending more time with the most probable leads enhances the chances of conversion, which is possible only through lead scoring. The factors in lead scoring include:

  • Persona (Talks about the job role, company position, industry of a lead)
  • Engagement and Buyer Stage (Recency of last responses indicating buying intents)

5. Integrate with CRM

The old refined data can be uploaded to a CRM, preferably a  cloud CRM solution where all the data remains intact during outage scenarios, and sales number can grow through automation of the sales funnel, while you spend more time on lead nurturing and customer experience. If you are yet to move to the cloud, you are definitely missing out on some great benefits such as easy scalability and freedom from in-house maintenance and upgrades.

Last Few Words

Last but not the least, telemarketers must comply with the DNC regulations that prohibit them from calling any numbers registered in the Do Not Call registry. Chances are high that the DNC status of a few numbers might have changed since the last time you updated your telemarketing lists, and therefore, to drive optimum returns from your telemarketing campaign, you need to update your business and consumer lists. This is where can help. We provide custom telemarketing lists for both B2B and B2C campaigns, delivering high quality data precisely aligned with client specifications. Contact our support desk to learn more about our custom business and residential lists in US and Canada.

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