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Cancelled conferences force startups to focus on scalable lead generation

One of the first clear impacts of the current Coronavirus pandemic on business was the postponement and cancellation of many spring-summer conferences.

As we move through the crisis and start to emerge into a ‘new normal’, it looks unlikely that in-person conferences, conventions and expos will be able to take place for many months.

Social distancing measures are likely to remain in place, requiring face-to-face contact to be kept to a minimum and imposing the now-familiar two-metre exclusion zone around each individual.

This has all put an immediate halt to one of the busiest times of year for in-person lead generation by businesses in many different sectors, all around the world.

With that in mind, companies that are targeting growth – especially new startups – need options for scalable lead generation at a distance.

Remote lead generation for startups

Despite the impact of COVID-19 on the economy, this is a good time to target growth, as disruption inevitably leads to new opportunities and may have reduced your number of direct competitors.

Reaching out to new customers is still possible by making good use of remote lead generation.

At Toucan Telemarketing we capitalise on the potential of B2B telesales campaigns, our core service for many years and even more relevant in the current climate.

We can design a B2B telemarketing campaign from scratch – so if this is your first time reaching out to new business leads, we can take care of constructing your campaign from the ground up.

If you already have a marketing database or contact list, we can also provide database cleansing to check that all your existing contacts are still relevant, which again is worth doing at a time when many are likely to have ceased trading either temporarily or permanently.

The future of appointment setting

Traditionally, a B2B telesales campaign will either generate new business leads or nurture prospects ready for in-person appointment setting.

However, social distancing rules have clearly made face-to-face meetings less appealing; this is where B2B telemarketing offers a perfectly joined-up alternative.

By nurturing your prospects over the telephone, we lay the groundwork for a long-term remote relationship, without the need to meet in person.

As we generate new business leads, we can turn them over to your in-house sales and marketing team, creating an ongoing sales funnel that can be conducted entirely by telephone.

During the coming months, it is likely that appointment setting will continue to take place remotely, with sales concluded via follow-up phone calls or video conferencing.

But as conditions eventually return to normal, B2B telemarketing campaigns can seamlessly transition back to meetings in person, so you can start to close deals face-to-face once again.

Find out more

At Toucan Telemarketing we work with our clients and make the extra effort to ensure our goals are closely aligned with your own – we act as an extension of your marketing team, to complement your in-house capabilities and to fill any gaps.

We can work with you to find the best approach to lead generation and retaining those leads until you are ready engage, so if you are targeting growth in the remainder of 2020 and beyond, please get in touch with any questions you might have.