At one point or another during our sales lead generation campaign, we will encounter B2B leads that were generated through natural means. In other words, they called in. This can be a great sign of our increased presence in the market. That is, of course, if we know how to cultivate it. Handling such sales leads will need some careful handling. And to make sure they call us back, and back once again, we need to cultivate a positive relationship with them. One of the ways to do that is by providing excellent customer service. In this way, you can create a positive impression on them. But how will you be able to do that? There are some simple tips:

  • Learn to listen –your customers are a great source of information, so you should make an effort to maintain open channels with them. There are a lot of things that you can learn from your customers, if you know how to listen. It is also the same principle in which to follow when talking to prospects calling in, interested in hiring your firm.
  • Take a more proactive action – another way to build rapport is to engage your prospects in active discussions by approaching them first. You can use telemarketing for this kind of work. Despite what pundits will say, this method will actually work for this kind work. Just think of it as conducting telephone survey of sorts.
  • Respond to complaints, fast – You should consider yourself lucky. These days, more and more people want to be heard. Even business prospects do that, too. A good number of them would still call you back even after a bad experience. Use this opportunity to assure and save the B2B leads. They are doing you a favor, so you should show your appreciation.
  • Tap all your communication channels –even though most prospects would give you a call, there are still a good number of them that prefer communication through other channels. Regardless of what they use, be it social media, online forums, or email, you should make it a point to give them an appropriate reply as well. You do not want them to become frustrated, right? After all, it is you who wants to do business with them.
  • Let them know that you want feedback – feedback, whether good or bad, is a source of information for your business. You should make it a point to inform your prospects and current customers that you want feedback. For example, during your appointment setting campaign, you will want to know whether the way you approach prospects and customers for more business is actually working or not. You have to ask them, ideally in a candid and relaxed manner.

Building a good relationship with your customers is good. You should also extend the same courtesy to your prospects as well. If you want to be better in your lead generation campaign, a little customer service would be a great investment for your business.

This post originally appeared at CallBoxInc.

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