Building A Strong Relationship With Prospects

by Belinda Summers | Nov 12, 2012

Engagement with your prospects is one of the most important points to smooth over in lead generation and appointment setting campaign. There are  choices of medium to use in reaching out to prospects. But if you want to get more B2B leads, keep in mind that building rapport is very important. Time and again it has been proven to be a very effective vehicle in generating sales leads. Still, there remains the fact that you still have to talk to prospects. How can you improve your prospect engagement?

Luckily for you, there are several tips that you can follow in improving your over-all lead generation operation.

First of all, act like a human being. Remember that prospects are people to, as well as the telemarketers that handle the work. Sounding like a robot is not only bad selling tactic, it is also a sure-fire way to alienate your prospects and ruin your appointment setting campaign.

Second, you should be sensitive in your discussions. Whether it is in terms of information they want to disclose to us or the situation they are in, giving prospects a little leeway in telling us their concerns can be a great deal of help in making us more effective in our business calls.

Third, make an effort to build relationships. Remember, you have to make a connection with prospects. This is not a one-way street. You have to work on building rapport, loyalty and, ultimately, a relationship. It means that the telemarketers you hire must have the qualities of a professional who can push your business forward. You will agree that this is a very important business investment to make.

Fourth, listen to the feedback of your current customers. If you wonder whether you are doing your stuff right, it is time that you should take a look at the feedback of your customers. Provided that you have properly recorded what your current customers have said, then you can glean some very good data.

Fifth, you should also learn to use new technology. Communicating on the phone is still the main medium to use, but you will also have to integrate it with other tools that can further improve your campaign. Other means like social media are wise investments to ensure generating sales leads will go smoothly.

Lastly, use the right data, at the right time, and at the right prospect. Data inconsistency can happen at times, that is why you should put more effort into cleaning up your information base. You do not want to create an embarrassing situation where the prospect you are looking for and the actual decision-maker are two entirely different persons. So better pay attention with the market data you use.

Engaging your prospects and keeping them so is an important part in your lead generation campaign. Of course, while you now know the strategy, you still need the right medium for the job. That is why you should invest in a good telemarketing company to help you grow.

About Belinda Summers

Belinda Summers is a professional Lead Generation Consultant helping corporate organizations increase their revenue through telemarketing, lead generation and appointment setting strategies. To know more about lead generation and appointment setting, visit:


About Chia-Li Chien

Chia-Li Chien Chia-Li Chien, CFP®, CRPC, PMP; Chia-Li “like JOLLY!” She is Chief Strategist of Value Growth Institute dedicated to helping private business owners increase equity value of their firms. She is the award-winning author of “Show Me The Money”, “Work toward Reward” and faculty member of American Management Association. Her blog and newsletter was named a top small business resource by the New York Times “You’re the Boss” blog.
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