May 2019 - Boom Demand

Call Center Marketing Strategy Recommendations

A good call center marketing strategy can change the way your customers interact with your brand.
Call centers are often where customers first meet your brand.
Every call agent’s actions and words will, therefore, affect your brand.
Good training and internal communications are essential parts of a good marketing plan.
Boom Demand helps clients to act on solid plans for effectively using call center resources in a marketing context.

When is a call center not just a call center? Every time anyone uses it, as it turns out. Your company’s call center is more than just a complaint department or sales office. It’s the front line in the struggle to get and keep customers. Having an effective call center marketing strategy is therefore crucial to successful outcomes.

What’s a Call Center For?

Call centers have a reputation from being one of two things. One is that it’s a customer service center that people only call when they have a problem. “The product isn’t working, why? Please fix it.” That sort of thing.

The other is that it’s a sales factory, where salespeople spend all day making cold calls to try and pitch the product. This is the one that usually has the worse reputation, and the greater potential for abuse by either side.

These reputations are often the products of incomplete understanding. Customers don’t usually know what kind of work goes into making a call center successful.

But are the people running the call center helping?

That’s an important question every company needs to ask. Likewise, they need to recognize that the call center is one of the primary ways that customers experience their brand.

If that thought terrifies you, then it’s time for a reevaluation!

Brand Representatives for Every Call

Herein lies the key: whether you mean for them to do it or not, every time a customer speaks to someone associated with your brand, that interaction becomes your brand in that customer’s mind.

That means that every single customer-facing staff member you employ is a Brand Representative.

What else does that imply?

If you want your brand to be strong, you have to make sure that it’s also important to your sales and customer support staff.

That means you need to have a call center marketing strategy in place. If you don’t, your brand may slip out of your control.

If you do have one, though, you’ll soon see what a powerful way it is to boost sales and increase customer retention.

Elements of a Solid Call Center Marketing Strategy

At a minimum, your call center marketing strategy should cover two key things: agent training, and internal communications.

Agent training means that everyone on your call center team, whether in a sales or in a customer service role, should be made as familiar as possible with all of your company’s products or services.

When a customer asks a question about the basic things your company does, it should be unthinkable that an agent would have to say “I don’t know much about that.” Having to look up the solution to a very specific problem is another matter, and quite normal. Having a solid base of product knowledge, though, is a great way for every agent to become a powerful brand representative.

Internal communications, or coordination, means that sales, marketing, and customer service all work together efficiently. These three departments or functions all feed each other.

Sales teams making outbound calls need good leads. The best leads often come from carefully analyzed and curated marketing data. they can also come from the customer service department, when there’s an indication that someone might be interested in another purchase.

The key is to build or use effective CRM systems that help each department gather, analyze and act on customer data fast.

A more sophisticated call center marketing strategy will also involve deeper specialization. You can route incoming calls to exactly the right agent with the right expertise, based on where the customer is coming from and how they got to you.

To get to that point, though, you’ll need to scale up, if you haven’t already.

Call Center Marketing Strategy Building With Boom Demand

Boom Demand provides clients with powerful expertise in the area of outbound sales. We help find more customers, faster, using the most effective sales development techniques.

From our call centers, we go to where the customers are, and we guide them to you.

Contacting Leads Faster and Better

After you purchase a contact list to get sales moving, contacting leads faster should be a priority.
Ideally, all leads should come from voluntary opt-ins within organic lead generation campaigns.
Many businesses don’t have the resources they need to develop such a campaign when they’re first starting or in a tight spot, though.
Purchasing a questionable or old list can involve risks to your brand if you’re not careful.
Boom Demand bridges the gap and helps you gain more customers.

Many small businesses that manage to survive the initial trial-by-fire that is the startup stage will attribute their survival to purchasing lead lists. Pure inbound marketing would be best, of course, and some will say that buying leads isn’t worth the trouble. But sometimes you just need to prime the pump and hit the ground running. Contacting leads faster is essential to making sure the list is good. If it is, you’ll also want to start building relationships with those prospects as fast as possible.

In a Perfect World…

Of course, getting nothing but free-range organic pesticide-free inbound marketing leads is the ideal. It makes perfect sense to want all of your sales leads to be definitely interested in what you offer. Sounds like sales nirvana!

It also sounds like a fantasy, at least at first.

Even the best inbound marketing campaign isn’t always going to generate only perfect leads, all the time. The real people behind all the email addresses and phone numbers on those lead sheets have a huge variety of motivations for opting in.

Some literally only want to read your free-in-exchange-for-your-email content out of pure curiosity or fun. Those leads have no intention of ever buying. Likewise, your competitors may find your email newsletters to be handy ways of keeping tabs on you.

Long story short, not everyone that an inbound lead generation campaign pulls in will become a prospect, let alone a customer.

Not Everyone Has Time To Scale Up Organically

So, organic lead generation isn’t perfect, but of course, nothing is. In fact, it’s clear that in spite of the few drawbacks it has, organic lead generation is usually better than buying a list.

Why would anyone buy a list at all, then?

Well, for one thing, organic list building takes a combination of a lot of time and a lot of effort. If not one, then certainly the other.

Not every business has both of those luxuries on hand, and some have neither.

Small startups are under a lot of pressure to start generating positive revenue, and they don’t often have many staffers yet. Proactively building and sharing the kind of content that draws in organic leads takes a lot more resources than they have.

Outsourcing and offshoring are strong alternative options that open up the possibilities, but there’s still the question of time.

How long do you want to wait to get enough names to call and message to deliver your sales pitch?

Danger!

There are known risks to buying a list of leads. One of the most common and obvious is that lead lists can be out of date.

Every sales professional knows the experience of reaching out to a lead only to be told that the person in question no longer works at that organization. It happens. With bad lists, though, the stories get almost comically bad, like hearing that the lead left the organization over ten years prior, or worse yet, died ten years ago.

Problems like that are sharply compounded by the fact that most companies that sell lead lists don’t just sell them once. That wouldn’t be a sustainable business model.

Instead, they sell the same lists to as many buyers as they can find.

It’s no wonder prospects are so sick of getting cold calls and overloaded inboxes! The competition to reach a prospect from a basic lead list is fierce, and it favors the early birds.

Companies that call on leads from an old list that has been on the market for years are likely to actually damage their brand by annoying those leads with yet another unwelcome interruption.

How to Filter the Good From the Bad: Contacting Leads Faster!

Is there a solution? Of course. The only limit to the marketplace for ideas and solutions to business problems is our sense of imagination.

There are many ways to improve the quality of lead list data.

Most of these methods involve careful data analysis and filtering before purchase. Others have to do with the specific ways of generating it.

The key, though, when you just can’t be sure, is to start working on the list as fast as possible to get a feel for it.

By contacting leads faster, you’ll be able to know how valuable your list is. Even if it’s not that good, there’s still a chance that some of the leads might pan out, so it’s never a complete waste of time.

Contacting Leads Faster With Boom Demand

This is one of the many business acceleration services we provide at Boom Demand. With the help of our affiliate brands such as Smart Funnel, we enable quality lead buying by working with strong affiliate publishing partners. These partnerships help us to generate high-value industry-specific leads that come with built-in interest.

Whether we help you buy the leads or not, our main focus is the skill and power of our team of sales development representatives.

Our SDRs are excellent at contacting leads faster so that you and your in-house sales team can focus on building relationships. We do all of the cold outreach and social media brand-awareness work it takes to find the customers that are ready to work with you.

We always ensure that you’re getting the best bang for your buck while we’re at it! Contact us today to jump-start your sales cycle!

Sales Lead Generation Prerequisites and Tactics

Black lady working on a laptop in her office

Sales lead generation helps you find new prospective clients
Businesses can’t grow without constantly finding new customers
The process of finding leads is now more technologically sophisticated
Lead generation specialists make business growth more efficient
Boom Demand acts on high-quality data to help scale your business

What’s the most basic process that enables continued business growth? We would argue that it’s the one that gets you on the road that leads to your customers. So what if you’ve got a great product if you don’t have anyone to sell it to? Sales lead generation is how you find people to sell it to.

Without those finding efforts, you have to rely on word-of-mouth and hope that your brand goes viral. For most companies, though, that’s just not fast or effective enough for survival.

Sales Leads: Critical Business Fuel

What’s a business without sales? Not much of one, that’s for sure!

According to HubSpot’s 2018 State of Inbound research report, lead and traffic generation is thebiggest marketing challenge for over 60% of all the companies that they surveyed. Likewise, more than a quarter of all those companies reported that their top marketing priority was to reduce the cost of lead generation.

Clearly, it’s something of a concern.

No other marketing activity has more potential to accelerate a company’s profitability than effective lead generation. Rather than waiting for customers to discover your products, you want to take the conversation to them. But to do that, you first need to know who they are.

That’s where the data comes into play.

The Data behind the Sales Lead Generation Process

In the old days, before the advent of the internet, some sales professionals would literally just crack open a phone book and cold call anyone.

Clearly, that’s not a very sophisticated approach. It’s not even targeted, except insofar as the phone book had business listings grouped by industry. But where else were you going to be able to find an effective compilation of potential customers?

The internet solved a lot of problems for sales and marketing people. It also gave rise to complex new challenges. On the one hand, it made it easier for companies to find their ideal customers. On the other, it made it a lot easier for prospects to verify claims and comparison shop.

This is good for everyone because it forces sales teams to be more careful about how they approach their prospects.

Customers have gotten so tired of answering cold calls that, increasingly, they don’t answer anyunfamiliar caller. They prefer text messages and social media connections.

This means that sales lead data has to include a whole lot more than just a list of phone numbers.

Specialized Experts Keep The Tank Full

The modern digital marketing landscape means that sales lead generation relies on targeted, high-quality data.

Any business that wants to use its limited resources effectively has to ensure that every lead they contact is at least in some way relevant to their market. No more random phone book pages!

You need to be sure that your lead data makes it possible for you to reach out across a variety of channels. It’s important to be where the customer is most comfortable because if you don’t, the competition will.

The Benefits of Trusting Sales Lead Generation to Boom Demand

Boom Demand acts on behalf of our clients as a performance sales development agency. We turn refined and accurate sales lead data into better and faster sales.

We ensure that each lead comes from trustworthy sources in full compliance with applicable regulations. More than that, we use the best and most effective outreach techniques. Such tactics ensure that leads come with a built-in interest in the right industry and market segments and that we find them where they want to be found!

Contact us today to get started with a specialized customer acquisition strategy that will help you scale up faster and better!

Sales Outsourcing With Two Great Nearshore Offices

Sales outsourcing is good for both clients and workers
Boom Demand sales happen at two nearshore offices in Mexico
Our office in Puerto Vallarta attracts international talent
Our new presence in Guadalajara is surrounded by tech knowledge
We offer great career and business partnership opportunities

What’s the best thing about sales outsourcing? Is it the low cost of building up a client base? Perhaps to some. For the sales development representatives and support staff who work in it, it’s got to be the opportunities it provides.

We get the chance to develop our talents and build our resumes with professional experience in a dynamic field. We also get to do it while living in some truly amazing places.

Sales Outsourcing With Boom Demand

A core part of Boom Demand’s sales outsourcing strategy is the old real estate rule: “location, location, location.”

When our parent company Boomsourcing started out as Teleserve, they opened up a nearshore contact center in Puebla, Mexico. Puebla is a gorgeous and cosmopolitan metropolis just a couple of hours outside of Mexico City. They were able to find many talented and educated professionals to work with them there. As they kept growing, though, a change of scenery was in order.

Enter Puerto Vallarta

You see, Puebla is a really nice place, but it didn’t have the kind of international draw that would later prove crucial to our success.

As they started to diversify the services we provide to include more than our core of outbound agents and inbound verifiers, they also needed to find more people with more diverse backgrounds.

By moving the contact center across the country to Puerto Vallarta, they planted themselves in a major international tourist hub. They started to draw in talent from all around the world.

That’s when it became possible to start offing sales outsourcing. Boom Demand was born.

Because of that, we now have a rapidly growing team of sales development representatives. We come from Mexico, the USA, Canada, the UK, and several other countries. It seems kind of funny to work in an English-speaking office in Mexico, but nearly all of us are also bilingual to varying degrees.

The contact center itself is in a great spot.

Puerto Vallarta as a whole offers a stunning array of fun activities to enjoy. These range from the vibrant nightlife and art scenes in its historic downtown to the fantastic restaurants throughout the city. The gorgeous beaches and captivating jungles that surround the whole region are breathtakingly beautiful. You should come and visit!

The Centrocity Office

Our current office is located in the Centrocity Aramara commercial plaza in the city’s Las Moras neighborhood. We enjoy excellent food and entertainment options for neighbors. The plaza provides convenient public transit access to all of the city’s major attractions and residential areas. Our workplace is within easy walking distance of major shopping centers. The Hotel Zone and its publicly accessible beaches are nearby. There’s also a greenbelt along the Pitillal River, and a variety of local shops and restaurants.

We keep growing, though. This office is already our second home in the city. We still have some breathing room where we are, but it had rapidly become necessary for us to start cultivating additional options for our expansion.

Growing to Guadalajara

As we considered our clients’ sales outsourcing needs, we discovered that not everything had to be in one spot. Puerto Vallarta is a great city for attracting an international workforce. We also saw the need to deepen our strength with Mexican talent, though.

For that, we decided to look for a place like our original home in Puebla. It just couldn’t be too far from our main nearshore facility in Puerto Vallarta.

Guadalajara was the logical choice.

As a cultural and educational hub of Mexico, Guadalajara provides much of the same benefits we enjoyed in Puebla. It has a larger and more tech-centered labor pool to draw from, though.

Guadalajara is the second largest city in the country and it is ranked as the eighth best city to visit in Mexico and South America. Known as the land of tequila and mariachi, it is rich in history and traditions; it is also known as the Mexican Silicon Valley.
https://www.visitmexico.com/en/main-destinations/jalisco/guadalajara

Guadalajara itself provides endless shopping and dining options in and surrounding its historic center. There’s entertainment to enjoy, and museums, monuments, and educational institutions to learn from. Transport connections to the rest of Mexico are highly convenient.

The Zapopan Office

Our Guadalajara-area contact center is in the La Estancia residential neighborhood of the adjacent city of Zapopan. Like our location in Puerto Vallarta, this puts our workplace within easy walking distance of Galerías Guadalajara and several other big shopping centers. A variety of local shops, restaurants, and nearby parks surround us. It’s easy for us to find a spot where we can relax and enjoy the city’s pleasant weather. It’s also just a few kilometers from Chivas Stadium!

All in all, Boom Demand’s sales outsourcing efforts are greatly enhanced by establishing these kinds of workplaces in such excellent locations.

Sales Outsourcing: Limitless Opportunities for Growth

These two amazing nearshore sales development offices in Mexico give our company the power to provide our clients with amazing benefits.

Our offices do more than just draw in amazing sales talent from around the world. They let us provide each employee with excellent benefits and compensation compared to the local markets. Because of the locations, those benefits come at a fraction of the cost our clients would pay to do everything in-house or otherwise onshore.

Working in these cities thus makes it possible for us to do a lot of good for a lot of people.

For us, being able to work in this company and this industry has been a life-changing opportunity. Boom Demand helps us refine our natural talents and build our careers. Meanwhile, we enjoy our lives with our families and friends in beautiful places!

If you think you’d like to join our teams and live as we do, explore our Careers page. If you’re building your business, and need the help of a happy and dedicated team that will help you find a lot of new customers, get in touch with us today! We make it happen!