Generating leads is a very important part of any business that involves sales. A lead, as you probably know, is a prospective consumer or buyer of a product or service that a business offers. Without leads, it would be difficult for a business to generate sales and possible reach its ROI.
Those in the telecom business are not exempted from the complicated process of generating leads.
It’s no secret that telecom companies have trouble drawing in prospective clients. That’s because more is involved than just a clear-cut transaction. When you sell telecommunications services, you’re also selling complicated solutions and customized configurations – Internet, telephone services, and data networking.
Because of the multifaceted sales cycle involved in selling telecom services, your sales team might encounter obstacles especially when they are trying to generate leads. What makes the whole thing even more complicated is most telecom companies have little experience when it comes to acquiring telecom leads. They are more comfortable using marketing practices and strategies that are outdated.
Why Generating Telecom Leads Is Crucial
Telecommunications is a cutthroat industry. If a telecom company holds back from going all-out with its marketing endeavors, companies that are more aggressive will leave it behind. It’s crucial to generate telecom leads if a company wants to get a fair share of its targeted market.
So how can a telecom company generate leads? “Through advertising,” you would probably say. Obviously, that’s the best answer. That’s actually the reason why advertising or marketing firms exist – to help businesses achieve success through effective advertising schemes and marketing campaigns.
Nevertheless, one question is worth scrutiny – what type of marketing strategy could work to generate telecom leads?
Multi-Channel Marketing to the Rescue
One reason why many telecom companies fold up is that they failed to generate sales leads since they never graduated from traditional marketing schemes. It’s as if they remained stuck in the 19th century and were never able to break free of the sales models they have been accustomed to.
If you want to generate leads like these telecom companies, you need to embrace the fact that marketing and PR have drastically changed due to technological advancements. The evolution of the Internet, the emergence of smartphones, and the onslaught of real-time marketing have paved the way for newer practices to acquire telecom leads. One of these practices is multi-channel marketing.
What is multi-channel marketing?
As the term suggests, multi-channel marketing refers to marketing efforts coursed through various channels. Typically, a telecom company would invest money on a foolproof advertising/marketing strategy, which, during the pre-digital marketing days, involved print ads, TV commercials, and radio ads. If the company had marketing funds, it may opt to install billboard ads and invest in additional forms of campaign materials to get their message across. For a time, such strategies worked. Nevertheless, telecom companies need to understand that marketing strategies should evolve with the changing times, too.
That being said, multi-channel marketing would be most helpful in generating telecom leads. How so?
Multi-channel marketing is multifaceted, which means more avenues for promotion are explored. Once again, here are the marketing avenues used in traditional marketing:
- Print ads
- TV commercials
- Radio commercials
With multi-channel marketing, the above-mentioned are still used, but more emphasis is given on digital marketing avenues. These include:
- Email Campaigns
- Search Engine Marketing (SEM) and Search Engine Optimization (SEO)
- Interactive and Social Media
- Press Releases
- Direct Mail Campaigns
- Content Marketing (through Blogging, Article Submissions)
Can you imagine how successful you will be in generating telecom leads if you take advantage of multi-channel marketing? You would be able to reach even far-flung areas. Thus, the scope of your business would expand, you would reach more people, and you could generate more leads for your business.
Even if it means spending more than you normally would, resorting to multi-channel marketing could reap a huge ROI for your company; thus, you could break even in no time at all. More importantly, more prospective consumers would get wind of your services and ensure long-term benefits for your business.