Getting Feedback On Qualified Leads From The Horse’s Mouth
In teleprospecting our strategies are ever-changing and the ways in which we gather necessary information is constantly altered and upgraded. If there’s one area where there hasn’t been a defined path to the end goal, it’s been the ability to track and accurately monitor feedback from Qualified Leads we pass over.
There is a real advantage to gaining a stronghold on this information and we get this feedback straight from the horse’s mouth – meaning, instead of relying on the sales reps to provide it, we have a brief follow up discussion directly with the prospects to find out several key facts:
- Did the call occur? If not, were you able to reschedule it on the spot
- Was the information he/she received pertinent to their expressed pains and needs?
- And lastly, what is their next step in the process? Will they have a web-demo, an onsite meeting, etc.?
This helps mend some existing loopholes in the process. Now it’s not that we don’t trust the sales reps, but more the desire to get the full scoop from the prospect while at the same time taking the onus off that rep. If, for some reason, the prospect does not coordinate a next step with our rep, we’ll be able to better understand what that reason is in real time. This ensures that all future Lead Qualification will be that much better and error-proof.
Getting feedback directly from the prospect gives ownership to our teleprospecting reps and will only help get those leads that have a 100% positive feedback response.