Lead Generator

☛ How well did your college experience prepare you for this Lead Generation Specialist job?

☛ What personal qualities or characteristics do you most value?

☛ Are you willing to work overtime?

☛ Tell about a time that you had to adapt to a difficult situation.

☛ Why are you the best person for this Lead Generation Specialist job?

☛ Do you prefer to work in a small, medium or large company?

This Lead Generation Specialist interview questions contains Final, Situational, Unstructured, Individual job interview questions.

Imagine walking into your office on Monday morning and finding ten hot leads flowing into your inbox. What a way to start business on a Monday, huh? Lead Generation is not a new form of gaining new business, but it now has a new approach. Rather than sitting at a trade show table for hours on end, or sitting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using the technology of the Internet.

Telemarketing is termed deceptive when misleading information of product is conveyed to attract customers. Deceptive telemarketing can be avoided by taking the following measures :

1. No telemarketer should represent a product with false or misleading information.

2. Lottery, chance and skill based offers should not be offered where :

★ Delivery of prize is conditional and is not conveyed at beginning.

★ Information about the prize is incorrect.

3. Offering products at no cost or less price when based on terms and conditions not specified before purchase should not be carried out.

4. Selling products at a very high rate.

As Mark Twain once said, "I didn't have time to write a short letter, so I wrote a long one instead." Brevity is a talent, and it's one that prospects appreciate. This question reveals the candidate's ability to hit the critical points of a story in a short amount of time.

Commonly called Sales Development Reps or New Business Development Reps, this function prospects into lists of target accounts to develop new sales opportunities from cold or inactive accounts. This is a team dedicated to proactive business development.Highly efficient Outbound reps and teams do NOT close deals, but create & qualify new sales opportunities and then pass them to Account Executives to close.

Here are a list of problems which are associated with paying per appointment :

1. Poor quality.

2. Rate of conversion is low.

3. Requirements for more meetings is not solved.

4. High competition.

5. Suppliers face a lot of problems.

6. Quality is deteriorated by quantity.

Even the best salespeople have bad experiences with clients. What you’re looking for in the answer is how they responded to the negative experience. What could they have done differently? What did they learn?

If they describe a situation in which it was everything was the client’s fault, that could be a red flag. It may show that they can’t take accountability for their actions.

Again, you’re looking for specifics here that indicate your applicant has a process. I review their LinkedIn profile and connections. I research their company’s product lines to see where we might fit into the mix. I look for mentions of them or their company on Google News. These are the kinds of specifics you want to hear.

If the answer is, “I look around online,” they don’t have a process in place.

Lead generation is a win-win for both the buyer and seller. A buyer is able to request information from several businesses that offer the product or service that they are looking for and the seller is given the opportunity to pitch their product or service to someone who has given them permission. Conversion rates on leads that you receive often have a higher conversion success rate than cold contacts because the prospect is pre-qualified, before you ever receive the lead.

Turning a cold call into lead is not easy but it is not impossible either. If handled with the right motivation and skill a cold call can be changed into a lead. It can actually be put down as the way that cold calls are perceived by the person making the call and the fear of failure. The key should be to back track for a moment and then offer what you have when you have completely understood what is the landscape of the situation. Always step in with a positive attitude as for this situation it is very important.

There are a few disclosures which are must before a person engages in telemarketing. Listed below are a list of things that need to be disclosed.

1. Disclosure of identity on behalf of which the call is made at the starting of the call in a polite and fair manner.

2. There should be a proper description of the product or business being put forward.

3. The price and terms and conditions related to the product should be made very clear.

4. Any other information related to the product prescribed should be conveyed.

Marketing can be broadly classified into two categories :

1. B2B - business to business

2. B2C - business to customer

The categories can be further classified into four categories based on the process carried out which are :

☛ Generating lead - Process of identifying a potential customer to make sale.

☛ Sales - Selling out products

☛ Outbound - Calls are made to the customers.

☛ Inbound - Calls are received from the customer.

Following are the common telemarketing fraud :

1. Charity purpose.

2. Asking for advance payment or fee.

3. Fraud by over capturing increased payments.

4. Bank related frauds.

5. Lottery

6. False representation of office supplies.

7. False verification calls.

Everyone has their own style, so this answer could vary a great deal among different applicants. However, it should give you an idea of how well-defined their process is. For example, they may say, “After the sixth phone call or email, I let the lead go cold.” Even though the average is 12 touches to close a sale, this level of detail shows they’ve thought their process through. If they give a vague or general answer, they may not have a defined process.

Lead generation has become popular with businesses because it enables a business to:

☛ Determine pricing on a per lead basis

☛ Choose the product or service they wish to offer to prospects

☛ Select the geographical area that the business is interested in

☛ Control the number of leads a business wishes to receive per month (this assists with budgeting)

☛ Pay only for the leads that are received

To make telemarketing more efficient every call should be planned with an objective in mind. The opening statements made by the telecaller should be made interesting to grab interest. It is the contribution of each tele-caller that makes telemarketing successful and thus each tele-caller should be motivated enough to make a deal and be clear with his objective. The objection for tele callers in the sector are easy to crack and thus a response to each should be prepared in advance to cross the hurdle and make sale.