Old School Lead Generation for Financial Services

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Old School Lead Generation Tips for Financial Services That Still Work Wonders

Companies in the financial services industry really know their stuff, but when it comes right down to lead generation and appointment setting, some of them need to brush up on the most important marketing strategies to leverage.

In any case, financial services are a hard sell for the reason that potential clients are usually particular in the type of service they want to purchase.

According to Experian.co.uk, financial businesses are facing three marketing challenges and these are:

  • Keeping up with the latest Financial Services marketing regulation – keep the customer first
  • Encouraging loyalty and retention within Financial Services
  • Making inroads into new markets within Financial Services

These, are also the reasons why companies selling financial services are finding more effective strategies to increase their product’s profitability and, more importantly, nurture client relationships that can last a long time.

On this note, let us fill you in on what you can do t improve your lead generation – using the old strategies! We’re not kidding. Apparently, from what we can observe with the marketing campaigns we are handling, old school lead generation still has enough fire to keep the sales pipeline alive and kicking with high quality financial leads.

It’s just a matter of deciding whether or not to apply them in your current campaign and see where the old dog takes you.

 

Cold calling.

92% Of All Customer Interactions Happen Over The Phone.  (Source: www.thebrevetgroup.com)

 

We know what you’re thinking: We have smart devices at our disposal. So, why should we settle for such a prehistoric strategy as cold calling? Well, be it as it may, cold-calling seems to be an outdated channel for getting the kind of financial leads you want. Still, B2B telemarketing in general is still as efficient as it was before.

And this is because decision-makers in the financial services industry demand quality interactions with a marketing representative. In particular, there are still high-level managers (and there is a lot of them) who prefer receiving calls to reading a long Facebook post or a newsletter. For this to work out well for you, of course you need to partner up with a company that knows telemarketing like it knows the financial services sector.

Cold calling pointers you might just want to check out:

Related: To Gain Financial Leads without the Added Costs, Plan and Expand

 

Trade shows.

Going to events with other financial services enterprises? Sounds like a good plan.  But here’s why you should dip your toes on it.

 

According to marketeer.kapost.com,  trade shows generate the highest lead quantity and quality.

Source: marketeer.kapost.com

Source: marketeer.kapost.com

 

  • 83% of the attendees have some kind of buying power
  • 85% of decision makers say attending trade shows saves their company time and money by bringing vendors together under one roof
  • 79% of the attendees say that attending shows helps them decide on what products to buy
  • 91% of attendees say that trade shows impact their buying decisions because the competition is in one place allowing for comparison shopping in real time
  • 85% of an exhibitor’s success lies in the performance of the staff
  • 53% of exhibit managers say its “difficult” or “very difficult” to keep effective booth staffers
  • Converting a trade shows lead to a sale costs 38% less than sales calls alone
  • Trade show visitors will tell 6+ people about their experience
  • 81% of attendees at a recent show agreed that trade shows help attendees become aware of new products and services
  • 91% of attendees tell us they get the most useful buying info from trade shows and events

(Source: 10 IMPRESSIVE STATISTICS TO BACK YOUR TRADE SHOW MARKETING PROGRAM)

 

Trade shows, where companies in the past had secured most of their quality B2B leads, still remain to be effective avenues from which a financial services company can acquire a steady stream of prospects.

Related: Social Media Promotion as an Effective Tool for Financial Services Marketing

All you have to do is to sign-up and prepare the things you need to draw in interested decision-makers. While you’re at it, you can publicize your company’s participation through your official blog. This healthy combination between the new and old schools of marketing create an effective mechanism for generating quality leads. Get your first tradeshow clients with these marketing ideas.

 

But before you can put on your Throwback Thursday shirt, you have to realize that you need someone to help you navigate through the traditional side of B2B marketing. 

 

 

Get some help in finding new clients for your Financial Services

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Where to Find Qualified Solar Leads these Days?

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Where to Find Qualified Solar Leads these Days?

Solar power has been one of many alternative energy sources that have cultivated a certain level of attention ever since people have opened up to the idea of environmental security. Then again, there is still a need for research institutions as well as governments to publicize the benefits of using solar panels.


The US solar market grew 41% last year – www.techrepublic.com


Although there has been an increase in the use of solar panels in recent years, a lot of effort is needed in order to convince more people to go solar.

For companies that are developing and selling solar technology, nothing is more difficult than to promote their products to people who need them the most. In this respect, generating qualified solar leads is the main issue and marketers in this type of industry have to scour everywhere to find potential buyers.

If you were a customer with an interest towards solar panel installation, where would you be? Below are some of the best sources for solar leads you can always count on.

Social media.

Well, you can always bet that your prospects are in the web, mingling with other users who have the same sentiment for cleaner energy. In solar lead generation, it is only a matter of using the right messaging and content to draw in interested clients. You can always opt for informational material such as infographics and videos that have viral potential

You also have the option of providing external links to sites that offer more information about solar technology (*coughs* via your website *coughs*).

Some pointers on social media and content marketing you could check into:

Tradeshows.

Tradeshows? Who comes to these things anyway?” Well, just some decision-makers who want to engage vendors of efficient solar technology such as yours. Really though, tradeshows are basically a goldmine for the solar industry because it is where the juiciest leads go to for scouting potential products. As experience tells us, direct engagements offer more possibilities for future appointments. In short, they help you obtain as much high quality solar leads you can stuff the sales pipeline with.

Related: How to get Tangible ROI in Joining Events

Online forums.

If you were a solar lead, you would be spending much of your sweet time researching about the potentials of solar energy. Especially if you are an environmentally-minded decision-maker with a desire to cut electricity costs across the board, you might as well discuss about the topic with like-minded people.

Where, you ask? Well, there are tons of online forums where you can mingle with an audience of prospects. You only need to throw a good message that will get their attention.

Related: The Value of Niche Marketing to Solar Companies

 

Solar energy is a step forward towards a cleaner (and brighter) future. And if you opt to brighten up your lead generation and gain qualified solar leads for less, there is always a reliable third party marketing firm that can help you out.

Learn more how to get solar leads with Callbox.

Learn our process, talk with our marketing consultant.

Dial 888.810.7464

 

 

Lead Generation Services for Solar

Why Companies are Spending Heavily on Lead Generation

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Why Companies are Spending Heavily on Lead Generation

Companies always find themselves in some sort of dilemma. But what’s running a business without running into a roadblock anyway?

Whatever the industry your enterprise belongs to, you are always faced with the challenge of keeping it afloat. Selling a certain range of products – from software to cleaning services – requires a great deal of investment on your part. But more than just pumping money into product development, lead generation for some reason remains at the very top of every B2B company’s marketing priorities.

No doubt resource management forms a crucial part of an enterprise’s success, but the fact that more and more B2B companies nowadays are spending tons of cash on lead generation is worth looking at.

So, why do companies find themselves in this kind of situation?

Reason #1: Feeding the pipeline

Any businessman worth his salt knows that growth can only be possible when there is a steady stream of potential customers flowing into the pipeline. Generating leads is part and parcel to ensuring your marketing and sales team never gets dry of sales prospects. This goes to explain why both B2C and B2B companies are coming up with better and more efficient strategies to draw in a good volume of leads and pick out sales prospects from there.

Related: Classification of Sales Leads: Hot, Warm or Cold

Reason #2: Emphasize quality

Even more essential to generating tons of leads is making sure you get the best prospects from the basket. Sure you have an endless river of leads crawling towards the pipeline, but there is no guaranteeing all of these will end up actually purchasing your product or service. Filtering these out using an effective marketing automation system is what a company needs to reach its sales goals, whatever cost it may entail.

That’s why we emphasized the value of lead scoring and ranking leads according to their readiness to reach the full sales process in our recent ebook. Here’s the guide for lead scoring that will get you started, go grab it. After all, it’s free.

Related: Using Social Signals to Spot Sales-Ready Leads

Reason #3: Nurture leads and foster relationships

It may sound cliche, but there is truth to the matter of seeing leads as real persons with preferences and attitudes we should never overlook. Right now, companies are cultivating ideas that appeal to the taste of their target audience. Sending regular newsletter, posting blog content on a fixed schedule, and optimizing your website to better suit your lead generation needs can gobble up a good deal of resources, but you are sure to gain benefits in the long run – prospects who like what you are saying and who are more than willing to arrange a sales appointment. Here’s the perfect remedy for unqualified leads, don’t trash them yet.

Related: AskCallbox: What makes an effective lead nurturing program?

Reason #4: Long-term growth

At the end, companies would rather say they made the right decisions directing their marketing resources towards lead generation. And this is because of the successful sales they have made due to quality leads. Moreover, they enjoy a  more effective way of reaching out to their audience rather than simply sending them dull, machine-made messages.

Do you ever think of growing your company the same way successful enterprises do? Make the move towards lead generation and see where it goes from there. 

 

 

5 Research-Backed Reasons to Outsource Your Marketing Program

5 Research-Backed Reasons to Outsource Your Marketing & Lead Generation Program

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Using Neuroscience to Better Answer 5 Questions Leads Ask Themselves Before Buying

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5 Questions Leads Ask Themselves Before Buying

Cognitive neuroscience, the study of the brain’s wirings and how these affect behavior, can help you make sense of the things your prospects do. What’s even more interesting is that many of this field’s recent findings shed some much-needed light on how and why your prospects reach a buying decision.

In this post, we’ll go over five key questions that B2B leads typically ask themselves in the decision stage of the buying cycle, and find out what neuroscience has to say about how you should be answering each of them.

To be clear, we’re focusing on the final step before leads turn into customers, so we won’t be talking about prospects’ questions in the awareness and consideration stages. That is, your prospect has already identified a need, has narrowed down her choices, and is now considering your company as a potential vendor. As such, it’s extremely important to get your message right in the decision-making phase since this is where all your marketing efforts become sales results.


#1: Will I really benefit from this, too?


 There’s ample evidence to suggest that emotions drive decisions more than reason does.Clinical studies have found that patients with impaired emotions tend to experience decision-making difficulties despite still having their reasoning abilities intact. This means that, at the point of making a decision, feelings take higher priority over hard facts and figures.

Accordingly, your messaging at this stage in the buyer’s journey has to appeal to your prospects’ emotions as well. You need to go beyond telling leads what to think; you help them find out for themselves that your solution feels right and that there’s something in it for them personally, too.

Related: How to Reach C-Level Decision Makers and Boost B2B Sales


#2: Can I trust this solution?


 Your prospects look to others they can relate to in order to help them determine what actions they should take. That’s why word-of-mouth recommendations from peers influence as much as 90% of B2B buying decisions.

Here, social proof comes in very handy. Social proof is the idea that people will do what others are doing if they believe those actions are the right things to do. Some examples of social proof in action are client recommendations, influencer testimonials, and user reviews. Here’s how to build tremendous credibility and make clients refer you.

It’s not enough to convince leads that your solution works; you have to tell a story that it has worked for someone else in a similar situation. Social proof is most effective when seamlessly weaved into a compelling story, which brings us to our next point.


#3: Can I work with this vendor?


 Convincing prospects your solution works is one thing; earning enough of their trust to turn into your business partner is another story. In fact, it’s going to take a pretty captivating story to convert your lead into your customer.

Telling your company’s or brand’s story helps build and cultivate your relationship with a prospect. Stories are an indirect way for your prospects to go through what your other customers have experienced. This is why brain scans show that a well-crafted narrative is more persuasive than a slide deck packed with stats and charts.

Related: Why work with a lead gen company when I have an in-house marketing person & my own CRM?


#4: Do I have enough information?


 Making decisions based on limited or partial information is the rule, not the exception, in most business situations. But there are ways to turn this potential obstacle into opportunities for helping leads reach a buying decision.

According to the information gap theory, curiosity arises when there’s a gap between what we know and what we want to know. That is, curiosity increases with uncertainty. At the buying stage, you have to frame your prospect’s belief that she probably doesn’t have sufficient information as motivation to find out more and engage with you further.


#5: Will I be able to justify this?


 In our first point above, we focused on the need to highlight what your prospects can potentially get out of making a buying decision. But when it comes to motivation, the need to avoid pain or loss is a more powerful force at driving our actions than the desire to gain. That is, people care more about losing a dollar than gaining a dollar.

To help your prospects justify choosing your solution, you also have to emphasize what they stand to lose by sticking with the status quo or selecting another option.

 

The Takeaway

The key idea to remember here is that, at the final step before leads convert into customers, you need to appeal both to the rational and emotional sides of your prospects’ brain. Of course, we’ve only outlined some pretty broad brush strokes here, and you still have to rely on how well you really know your prospects to come up with answers they’re really looking for. Just because an area in the brain lights up in FMRI scans doesn’t mean that’s exactly how your leads are going to behave.

 

 

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This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring - FREE EBOOK

How Can Lead Generation Help Airline Companies Sales Soar

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How Can Lead Generation Help Airline Companies Sales Soar

Emirates ranked number 1 in the 2016 World’s Top 100 Airlines and has been in the top 10 list since 2012. This travel statistics made me wonder how the airline has kept its standards and marketability soaring high for many years now. Quite curious as cat, I browsed through their website and found out that Emirates leverages on different marketing media to deliver their message to their target market to generate leads.

Open Skies, an inflight and a dual-language publication with content for both English and Arabic-speaking readers for their premium and cosmopolitan flyers that features interesting public figures and articles about travel, technology, health and business. They make use of their customer’s feedback and even include a video on their page.

Reference: emirates.com

The Portfolio, an exclusive business magazine catering to First and Business Class passengers packed with features, interviews and business news.

Spafax, an inflight entertainment medium that offers TV advertising on Emirates.

Lead generation can be rolled out via different platforms like calling, mobile, email, web and content and may be structured in various processes but bring out the same benefits that can help airline companies sales soar.

Helps build a strong clientbase

Customer profiling and database management are services that come along in a full-packaged lead generation program from leading providers. Contact information are demographically and psychologically profiled which results to a well built chock-full database. Lead generation will provide airline companies accurate and validated contact information to use for quality prospecting process. Having a well profiled list of current and target customers will provide airline companies gateways to send announcements about deals, fees and flight updates.

Reach the right prospects at the right time

An accurate and well-profiled database coupled with automation tools utilization will help efficiently get the right message to the right target customers at the right time. Such capability can empower airline companies to connect and relate with the right decision makers/target customers and be fully knowledgeable of their buying behavior and the common trends like peak season.

Genius examples and suggestions from blog.mailerlite.com in their post, Email marketing for travel industry: sell sunsets not flight tickets.

 

#1.  Valentine’s Day offer from Shadows of Africa

 

#2. Send your offer at the right time ala Airbnb

Airbnb

Nurture leads via automation platforms

Marketing automation has now become the life and blood of lead generation programs. It gives businesses a hold of the right prospects via multiple touch points like calling, mobile, web and email from the point of offer until purchase. Content, is one marketing channel that lead nurturing platforms can efficiently and effectively carry out, and from which airline companies can greatly leverage via automation tools to manage booking, cancellation, flight reschedules, promotions and other important communication.

Related: How Marketing Automation Helps You Outgrow Your Competitors

Lead generation is an effective marketing tool, and the different channels have statistics to prove:

Lead generation, regardless of which channel/s you use would always require proper prospecting process and intuitive marketing technology utilization in order to work.

It is best for airline companies and other industries as well to know which tool and tactics would work best for their business, just as Emirates leveraged on content which was coursed through different media to generate leads and successfully carry out business goals which has kept them soaring high as the leading airline company for years.

 

 

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Learn more about our effective marketing campaign for Airlines

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Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 

Using Social Signals to Spot Sales-Ready Leads

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Using Social Signals to Spot Sales-Ready Leads

As much as 86% of B2B companies are using some form of lead scoring method to help them manage their prospects. But a huge segment of these marketers are relying on no more than demographic data plus basic web tracking to rate how sales-ready their leads are. While certainly better than having no lead scoring system in place at all, this approach can be further refined with insights from social media.

By now, talking about social media as an ocean of untapped marketing data can seem a bit clichéd. But that’s exactly what this channel is. Prospects’ social media behavior and activity can give away buying signals not available in other sources. Together with traditional lead scoring criteria, social signals can paint a sharper picture of where your prospects are in their buying journey and, more importantly, where they’re going.

Fit: “Is this lead what we’re looking for?”

Any lead scoring model worth its salt starts with a set of qualification criteria that measures how well a prospect fits your target profile. These are attributes that help you answer the question: “Is this lead what we’re looking for?”That is, they tell you who exactly the prospect is.

Identify your prospect whether they’re hot, cold or warm sales leads.

Prospect characteristics that describe fit include explicit demographic and firmographic data that you typically collect from forms or from a database entry. Some examples are a prospect’s job title, responsibilities, company size, as well as software or technology being used. Use the CHAMP method by asking these questions to spot qualified leads.

Interest: “Is this lead looking for us?”

Once you’ve determined that a prospect is someone you can most likely do business with, the next thing to find out is whether that lead is in fact actively looking for you, too. This is typically determined by knowing what the lead is doing within the marketing channels you’re using.

These signals can include both explicit and implicit data points on prospect behavior such as page visits, whitepaper downloads, subscription activities, email actions, and other triggers that indicate how they interact with your marketing materials.

Related: 5 Research-Backed Reasons to Outsource Your Marketing & Lead Generation Program

Intent:“Is this lead looking to buy?”

A prospect’s fit and interest characteristics can tell you a lot about that lead’s suitability as part of your pipeline, but they play a limited role in determining how likely that such a prospect is going to turn into your customer. For this, you’re going to need a set of qualification criteria with more predictive power. That is, you need to look for signs that indicate a prospect’s intent.

This is where social signals come in very handy. Marketers are increasingly relying on predictive lead scoring to help them identify sales-ready leads.Among the many things needed to keep a predictive lead scoring system running smoothly is lots of data, and social media is among the sources where these insights are mined.


 Don’t waste your “A” material on unqualified leads. Find out how..


Social Signals: “Why is this lead looking at you?”

So, what social signals constitute buying intent? Prospects can flash many different social signals that indicate they’re already in the decision stage of their buying journey. It can be keyword searches on your industry topics and events, Twitter mentions about your brand or product, a comment on your blog post, replies to your updates and announcements, and any relevant online conversation that’s happening outside your site.

As a set of lead scoring criteria, each type of social interaction needs to be graded based on how they impact the buyer’s decision. This will depend on how your prospect uses social media channels in the buying process. For example, signals that indicate potentially higher scores include mentions of your product, while those that can mean a lower score include shares or retweets without much context.

The Takeaway

A prospect’s level of fit and interest can tell you where a lead has been, while data on a lead’s intent can say something about where she’s headed. To anticipate a lead’s buying intent, you’re going to need to capture social signals. Social signals go beyond telling you what actions a prospect has taken; they uncover the reasons behind these actions.

 

 

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This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring - FREE EBOOK

5 Research-Backed Reasons to Outsource Your Marketing & Lead Generation Program

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Here’s an interesting tidbit about how far outsourcing marketing has come in just the past 10 or so years.

According to a 2005 Harvard Business Review article, about 53% of respondents in a Forrester survey of B2B marketing executives aimed to outsource more than half their marketing activities in 2004. Flash forward over a decade later, and we find this trend in marketing outsourcing growth still very much holding steady as shown in the 2016 CMO Survey report.

2016 CMO Survey Report

2016 CMO Survey Report

This only goes to show that, for most organizations, outsourcing their marketing functions is a viable business decision. So, is your company part of this group, too?

There’s no one-size-fits-all approach when deciding whether to outsource marketing activities or to carry them out in-house. That’s why this decision needs to be made on a per-situation basis, ideally separately for each area in your marketing program.

To help you decide, here are five reasons to outsource part or all of your marketing initiatives, as well as the stats to back them up.

#1: Cost-savings

This is, by far, the most overwhelmingly compelling reason for outsourcing marketing responsibilities. It’s hard to pin down exact figures on how much cost reductions outsourcing can bring, but a commonly-cited benchmark is that outsourcing an entire marketing team costs less than having one full-time marketing professional on staff.

That is, outsourcing lets you tap people who can get the job done minus the overhead, onboarding, and other expenses related to having an internal marketing team.

#2: Expertise and Experience

Another top reason why organizations choose to outsource marketing is that they lack the relevant expertise to carry out specific marketing tasks. In fact, a CMO Survey report from a few years back has found this to be the number one motivation why companies sought out the services of marketing agencies, even ahead of cost savings.

“Indeed, why would you hire some agency to do the marketing for you when you have an in-house team and your own CRM (Customer Relationship Management) platform at your disposal? Simple: the best way to do lead generation is to not do any of it. Let the experts handle it.”  says Christian

Read more on AskCallbox

Outsourcing makes business sense if you don’t think the value from developing skills related to a marketing function can exceed the value you get from an expert doing the same task.

#3: Scope and Scale

Gleanster Research reports that as much as 34% of average-performing B2B companies feel that their current marketing processes won’t be able to scale up and meet their marketing challenges in the next 1 to 3 years. That’s why the ability to ramp up marketing activities in response to new opportunities is a key benefit that an outsourced marketing agency can offer.

The responsibilities of assigning more people on a project, upgrading marketing systems/processes, and expanding a program’s scope rest mainly, if not solely, on your outsourcing partner.

Case Study:  Multi-Channel Marketing & Marketing Automation: Partnering for 33% Sales Increase in Sydney IP Services 

#4: Tried-and-tested Processes

Generating high-quality leads is the number one challenge that B2B marketers face and, with nearly 7 in 10 marketers still unable to identify their funnel, the primary reason for this issue is the lack of clearly-defined processes.

Doing these processes in-house takes up resources not only in terms of people but tools and technology as well. Outsourcing frees up these commitments so that you’re able to prioritize other more critical areas of your business. Check out this List of the Best Marketing Tools to INCREASE Sales Leads Production!

#5: Performance and Accountability

According to the Fournaise Marketing Group, as much as 90% of marketers are not trained in marketing performance and ROI, while another 80% find it difficult to justify the effectiveness of their marketing spend.

Good marketing service providers can clearly explain how results are measured as well as justify the benchmarks to compare against. Combined with transparent pricing and costs, outsourcing to a third-party provider can help you attain and gauge returns more effectively.

 

The Takeaway

Of course, outsourcing is not for everyone, nor is it applicable in every situation. Again, the decision whether or not to outsource needs to be evaluated on a case-by-case basis. While the numbers we’ve cited here point to the benefits of outsourcing marketing, the stats that really matter will be your marketing metrics.

 

Author Bio:

Ralph is a content writer at Callbox. He closely follows developments in B2B marketing and occasionally looks back on interesting business stories. He enjoys reading, playing the guitar, and spending time with his pet cat.

 

 

Do you know that  3 Review Sites Name Callbox Among the Best in Lead Generation Services

3 Review Sites Name Callbox Among the Best in Lead Generation Services

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Break the Habit, Use Lead Generation Fad for Medical Businesses

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Break the Habit, Use Lead Generation Fad for Medical Businesses

How’s your medical business going? Getting more clients or having problems with sales numbers?

When it comes to successful promotion of medical products and services, old marketing techniques are still a thing that you should not overlook. For instance, email marketing has always been an excellent way in pursuing potential customers in your market. However, with the fast-changing needs of consumers across the globe especially in the healthcare industry, using new lead generation fads can help you keep up with the current market demands.

Related: Top Healthcare Marketing Trends to Expect in 2017

Even before the onset of up-to-date technologies, traditional lead-generating techniques have been used by telemarketers to score profitable markets, make arrangements with qualified targets, and generate quality healthcare leads. So whether you are using old marketing approach like publicity, affiliate marketing, opt-in email blasts, SEO, paid search, fax, trade publications, and direct mail, upgrading your methods is the way to successfully penetrate your modern market. After all, it’s all about the customers, right?

Latest Fads to Consider Today in the Healthcare Industry

But why stick to old techniques when you can break the habit and enjoy innovative lead generation approach? Here’s the thing, I’ve read a lot of medical-related posts on the internet today and it’s interesting to know that there are new fads in the medical industry to learn from. What are they? Here are some of the best healthcare marketing trends to consider this 2017:

#1: Integrated systems

Due to changes made in the rules under the Affordable Care Act of 2010, healthcare institutions are now spending money in medical practices to successfully form integrated systems that can coordinate care between hospitals, doctors, and other delivery systems in the medical field. In other words, physicians are becoming employees in hospitals with 20% increase in 2014.

Related: The Advantages of Medical Tourism: Why Aren’t You Hopping on a Plane Yet?

#2: Informative content

Did you know that healthcare consumers today are becoming keen researchers? They don’t just rely on what the physician tells them. In fact, before a patient go to the doctor, they’ve already researched about the symptoms and possible treatments they can use.

Studies show that 72% of today’s internet users are looking for medical information online.

 

#3: Major players in the medical field

Marketers currently target payers and consumers who are actually the major players in the healthcare industry. In fact, they are the primary market when it comes to promoting medical products or services. Hence, doctor decision-making gradually shrinks just like decision making moves to medical consumers and payers. And the fad is that medical marketers increasingly targets payers and consumers.

Related: Lead Generation: The Main Road to Success in the B2B Healthcare Industry

#4: Digital channels surpasses old marketing

Understanding the profile of your target audience is important, this helps align your marketing strategies with the current needs of the market. However, when promoting on digital platforms, remember that people aging between 30 and 50 don’t have social media accounts. Instead, you can target those 20 to 30 years old because they are guaranteed to have profiles on LinkedIn, Facebook, Twitter, Google+, and other channels.

Related: Why Healthcare Companies should Outsource their Lead Generation Processes

These fads combined with multi-channel marketing remain a great way to reach your target audience like C-Level decision makers wherever they are. You can integrate email, social media, voice, mobile, and web marketing to meet standards. But don’t forget to track your success in order to keep updated with how you can improve your sales marketing approach in the long run.

 

 

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The Crucial Benefit of Telemarketing in the Field of Healthcare

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6 Growth Hacking Lead Generation Techniques for 2017

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6 Growth Hacking Lead Generation Techniques for 2017

Every year, businesses need to come up with new strategies to achieve success. Your marketing plan may have served you well last year, but you need a fresh and updated one to attain your goals this 2017. So your lead generation techniques, for example, must keep up with the new demands and needs of your market today. This will help you create a steady stream of income as well as higher conversion rates that you exactly need.

By planning a new budget that is based on successful channels, your business will prosper in no time. But what are the latest growth hacking lead generation techniques that you can use this year? Let’s take a look at the ultimate tips you can use in your marketing plan this 2017:

#1: Learn how other companies beat competition in the market

You know what they say, “If you can’t beat them, join them”. This is very much applicable in today’s global market competition played by huge companies around the world. You can compare your business to others that offer the same products or services. That way, you can learn the best ways on how to attract potential customers and convert them to repeat buyers. Check out paid search, review sites, or product listing pages.

Related: The Hidden Gems of the Web: Where Can You Get a Good B2B Lead List?

#2: Personalize your marketing campaigns

When people feel special when visiting your site, they are more likely to return. Make sure they get what they exactly need and provide them up to date information that excites them. Email marketing is also a great way to achieve customer retention and build new contact lists this 2017. Exert more effort in achieving great customer experience for better lead conversion rates.

Related: Multi-Channel Marketing: A Fresher Way of Reaching IT Decision Makers 

#3: Practice account-based marketing

This technique is now a trending issue for marketers. ABM campaigns help salespeople in creating a targeted accounts’ list that make lead generation easier. For better results, they offer beneficial services to customers such as training, business assessment, and personalized videos to grab their attention.

Related: Why Customer Profiling Could be the Best Investment your Company Makes

#4: Focus on customers as ultimate investment

By improving your customer’s journey while they transact with you, it’s easier to make them come back. You can practice thoughtful and strategic communications to ensure engagement and healthy interactions. Customers are satisfied when they get assisted all throughout the buying process.

#5: Track channels that give closed deals

Marketers know that zero attribution equals to zero spend. It doesn’t matter which industry you are in this 2017. What is really important is how you play your game. Don’t forget to track down channels that provide you closed deals every time. This will help you get more volumes of leads while you gauge your marketing success. In addition, it will open more opportunities because you know which channels to target and what factors to benefit from. Here’s how to increase new business inquiries this 2017 in 5 easy ways.

#6: Content marketing and blogging

Content is important to business sites more than ever. If you can create infographics, blog posts, videos, and other similar content, your visitors will always be thrilled to get to your site. Fresh content also scores to more effective lead generation strategies this 2017.

Here are some tips from our recent blog posts:

 

 

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Increase New Business Inquiries this 2017 in 5 Easy Ways

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How To Increase New Business Inquiries This Year

Many things in life rely on good old trial-and-error method – choosing a major, looking for a job, hiring an employee, finding a significant other. But especially finding a significant other. You never really know until you try. Indeed, life is a box of chocolates.

When it comes to business, there’s only so much you can do to make sure everything goes well. There are feasibility studies, various marketing strategies at your disposal, and all other measures necessary for a business to thrive. But there are also numerous factors beyond your control that impact your business trajectory. Needless to say, nobody can eliminate these variables from the equation altogether. You can only limit their potential negative effects, and that is by adhering to certain standards – standards that have evolved through time and practice and continuous innovation.

Here are several tips on how to level up your business inquiries this year.

#1: Planning is Winning Half the Battle

Is there a saying that means in the neighborhood of “Planning is winning half the battle.”? No? Then it’s high time we had that saying. Planning, strategizing, preparation – whatever you call it in whatever language – is always the key to success, be it in sports, academics, war, or business.

Anybody who comes in prepared will beat, nine times out of 10, somebody who’s good but ill prepared. Ok, you can argue that we can never be truly prepared for anything, but by golly, just do your best preparing.

That said, list down your new year resolution for your business or planning out a decent marketing or lead generation strategy will always beat an incredible tech solution or software.

Rebecca Matias, Business Development Manager of Callbox, agrees.

“To put things in perspective, optimizing landing pages so they perform better, or qualifying leads properly before they move down the sales funnel will have a much better outcome than just making a hundred updates and wishing for the best,” she said.  Get to know Rebecca, read more about her..

#2: Lead by example

Whether it’s data management, a new payroll software, CRM, or an automated lead nurture tool, learning to use a new system is a pain in the neck. Sure, some people enjoy discovering how a system works, but aren’t really keen on infusing it into the “whole system” because they’ve grown too comfortable with the existing one. It’s always more love at first sight than an enduring kind of love. Most of us abhor change and would rather stay where we’re comfortable at or do what’s convenient. The solution?

Find a team of people to lead the charge. Better if they’re more senior than the subordinates.

ameer ahmad

Based on experience, being senior and able to show “battle scars” adds up to one’s credibility, authority, and overall respect. Sometimes, it just needs a great leader and a little prodding to make a great team. In our case, because we know brief internal correspondence from the bosses come through Spark and Slack instead of email, we’re far more likely to keep an eye on them than email,”

said Ameer Ahmad, Lead Generation Specialist and Appointment Setting Expert.

In your own organization, try to get people on board fast to make sure you don’t waste your money on a system no one uses.

#3: Cleanse your Lists

Oftentimes, we use the turning of the year as an excuse to start with a blank slate, to recalibrate our standards, to raise the bar, and it’s only fitting that when we do this, we do it across the board. Along with your plans to go to the gym, save more, get a pet iguana and volunteer for that group of tree-huggers, include cleaning your mailing list/s this year. I think it’s a good place to start.

“A bad email address can never convert. A clean email list increases conversion rates by removing addresses that will never convert. When your messages are being received by an engaged audience, your conversion rates will increase,” the nice people of GetB2BLeads, say.

Read more on Start Fresh with a Clean Email List for 2017

What you need is a database of leads that’s clean and qualified at all times so your sales team is able to focus more on closing significant sales. Of course, a clean and qualified database starts with a one qualified lead at a time, and ends with regular cleansing. That said, your organization should have a team dedicated to cleaning your data. If you don’t, your platform wouldn’t work. 

Here are some easy tips and guide for you to have a cleaner list this 2017:

Put greater emphasis on quality marketing data this year, learn more about our customer profiling process!

#4: There’s more to content than Blogs

Make sure you’re creating and distributing varied content. Again, that’s easier said than done, but it makes a ton of sense. Blogs are a staple. But you can add press releases, short videos, podcasts, case studies, and whitepapers in the mix. Always think about John Paul Aguiarwhere customers want to engage with you. Is it via Email, webinars, social media, events or through phone calls? Which is best for specific customers? Think about that when building personas out, and when qualifying leads.

“Write targeted, helpful content that fits your audience at all levels. Don’t worry about giving to much away for free, I would rather write a helpful piece of content that teaches something on its own, than to write content that leaves the reader needing to go elsewhere to finish the ‘learning’,” 

said John Paul Aguiar, an Internet entrepreneur,  pro blogger and social media consultant.

Related: The Five Elements of Quality Content (According to an End-user)

#5: One Man’s Meat is another Man’s Poison

Any decent lead gen system will have dozens of templates and automated triggers to help you get more out of it.  It’s great, but don’t let your life depend on them. Set aside some time to – for lack of a better term — breaking rules. By that I mean implementing something that veers a little away from the traditional way things are done. But first you have to have a deep understanding of your internal processes and know what works for you and what doesn’t.  

Consider this strategy from a PR guy who was helping his team come up with ways to assure their prospects their phone and chat lines are handled by real people and not bots. Running out of solutions, the PR guy told his team to deliberately use typos in their live chats (and apologizing for them right away). “That way, they’d know the one they’re chatting with is 100% warm-blooded.” PR guy = borderline genius. So yeah, ignore advice that doesn’t fit your style and do what works for you.

Related: How NOT to Market your Product: 9 of the Worst Branding Failures

Parting Shot

If this list looks familiar, it’s because the pros have said this at one time or another. And by pros I don’t mean those who have the most awards, the most twitter followers, or the biggest names. These are people who have been around long enough to commit a significant number of errors, learned from them, moved on, and succeeded. They just care enough to share some of the lessons from their blunders. After all, success isn’t success just by falling down and getting back up, but by also preventing others from falling down in the first place.

 

We’ve been generating leads for more than a decade. Learn more about our lead generation process

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Contact us, dial 888.810.7464

 

 

Why Marketing Leads Production Shouldn’t Go on a Holiday

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Why Marketing Leads Production Shouldn’t Go on a Holiday

Yeah, I know. It’s the holidays and everyone should just enjoy themselves and have fun, worry about waistlines and not deadlines, and, at least bring good cheer if not gifts. Also, it’s the best time to be laidback, to take some time off the routine, to bask in paradise called Doing Nothing. But guess what? Just because you’re taking a break from work, it doesn’t mean your work is taking a break too. A huge part of success is being focused when everyone is else distracted. Here are several reasons why leads production should never take a holiday off.

More Internet Traffic

It’s the time of year when most people look forward to celebrate, to be laidback and to take time off of work, to gorge on pastries and other food that threaten to halve one’s life expectancy, to get drunk and wasted and live to tell about the next day – with the same people you got drunk with. Hey, it only happens once a year, right? When people don’t spend their time in the office, that time is obviously spent on the activities mentioned above, and also browsing the Internet. So whatever you do, always think about your internet mileage during the holiday season. Whether they’re blogs, articles, infographics, ebooks, or anything of value or anything that can directly help your prospects, launch them or maximize their distribution during the holiday season. In our case, we made sure we had an ebook launched just before December so that people have ample time for them.

Spending Increases

In case you don’t know, people spend a lot of money during this time of the year. Think about bonuses, productivity pay, quota bonus, etc. When people get their bonuses, they spend them. After all, it’s the holidays. You can always save in January. Even big companies splurge during the holidays because chances are, once you don’t spend within the year the budget you were given to start the year, the board might decrease your budget the following year. It’s not uncommon for management to declare unspent budget as surplus and or savings, so some decision makers just spend them on products and/or services that are useful to them. The bottomline is, people generally spend more during this period. I don’t see why your business can’t take advantage of that.

Related: What to do with your Telemarketing Campaign before going on a Holiday

People Upgrade Stuff

People want to change their lives (for the better) as the new year approaches. But if you’re leading a company, you also make sure your systems and processes are not left behind. As you’ve decided it’s time you got healthier, quit smoking, lost weight, joined a gym, or imporved your general well-being, you also decide to improve the company infrastructure, the software, or anything that directly affects the company’s performance and outlook. If you’re a B2B company, ask yourself if your product or service can truly improve your prospects’ lives. Will people be specifically searching for your product or service over this time? It’s also a great idea to utilize a remarketing campaign to re-capture audience who have visited your site before. If you can make a difference, you want people to be able to find you, and believe in your business and product.

It’s Time to Raise your Game

It’s pretty simple. You go to the same gym with the guy everybody looks up to – washboard abs, biceps look pregnant with biceps, the works. Of course you don’t want to be like him – you want to be better. You know the only time you don’t see him in the gym are Sundays and holidays (he has a girlfriend that demands time on holidays, good luck to him). If you want to be better than him, you don’t take the time off when he’s not there. You don’t take Sundays off either. You put in work because someday, you know you will be like him, if not become a better version of him. It isn’t news that if you want something, you’ll need to put in the work for it, and that includes your work ethic  and your relationships with people around you.

 

Bottom line

It’s not fun working hard. It’s much less fun working so hard when everyone else is having the time of their lives. But take a look at your goal again. You don’t want to be mediocre. You want to make it big. But those who made it big in whatever field they chose — big time entrepreneurs, businessmen, inventors, tycoons, even top-level athletes — see holidays differently. It’s not an excuse to slack off; for them, it’s an opportunity to get better, to cut the rival’s lead or increase one’s own, to get closer to perfection. The same is true when it comes to marketing. In this industry, every second you are away means another second for your competitor to try to take your prospect away from you.

 

How to start your campaign in 2017? Go ahead and scribble some tips from these guides.

 

 

Before you take your holiday, plan your marketing campaign ahead! 

Talk with one of our Marketing Consultant Dial 888.810.7464

 

 

4 Signs That You Badly Need a Lead Generation Team

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Lead generation is simple. Just find leads and turn them into sales. Now, if the term “easier said than done” has a poster boy, it’s good old lead generation, hands down.

Lead generation may be simple, but surely, it isn’t easy. Especially if only one or two people in an organization are tasked to do it. Realistically, lead generation requires a diverse pool of specialists – be it in analytics, marketing or writing. If you’re generally having a tough time producing leads, then it’s either you’re doing it wrong, or you don’t have a team that does it – which, technically, also falls under the doing-it-wrong category.

It’s not enough to know you’re not doing it right, however. What you need to know are the signs that yell “YOU NEED A LEAD GENERATION TEAM!”. Here they are.

Sign #1: Your Sales Process is Sluggish

“Sales process” refers to a set of steps your organization takes to move the prospect from “lead” to “customer”. Because it’s a process, it repeats itself perpetually like clockwork. It follows that it also has to be systematic and efficient. The usual sales process is as follows:

  • Prospecting – The process of sourcing new leads. Prospecting may involve online research to find net new prospects, or looking into an existing database of contacts. Read more about The Line Between Lead Generation and Lead Prospecting.
  • Connecting – This is one of the most critical stages in the sales process because it can make or break a deal. This is where a lead generation representative makes initial contact with a prospect, gathering relevant information and assessing the quality of the lead.
  • Researching – More specifically, it’s learning more about a prospect and their company. This is necessary in order for the representative to craft and offer more customized experience to the lead.
  • Demonstrating – This is in the latter stage of the sales process, where formal presentation or demonstration of a product or service is done. Usually, only those prospects that are rated as “qualified” earn this privilege. Here’s the usual digital downloads used in in convincing prospects even more.
  • Closing – A lead is just nothing but a lead until a deal is closed.

Related: What to Tell Clients Who Say “You’re too expensive.”

It’s a tedious process to say the least, and sluggish when done by people who need to multitask. But done right and with the right system, it becomes simple, fast, and efficient. In order to do it, an organization needs a team of experts on each stage to carry out the task proficiently and for each stage to progress as seamlessly as possible.

Sign #2: Your Sales Costs are Skyrocketing

The first instance you notice that costs are moving up faster than the price of petroleum when there’s war in the Middle East, your basic instinct tells you it’s time to fire some people.  After all, a huge percentage of costs goes to salaries. But before you do that, ask yourself.  Which services can’t I live without?  Do I really have to fire people, or just make them work like a solid, cohesive group? Understanding this allows companies to focus sales resources where they are needed and to cut waste, not value. The key addressing this issue is to promote efficiency in the sales organization.

Related: Top 5 Sales Blind Spots in the IT and Software Industry

Sign #3: You Have Poor Brand Visibility

Have you heard of this phenomenon called social media? Yes? Cool, right? How about blogging and other marketing channels? Do you take advantage of them like you ought to? Yes? Nice. With optimum use, you can achieve maximum brand visibility using these tools. But let me tell you, if taking advantage of all these means you only have one person doing all the writing and blogging and vlogging and posting on social media, then either you’re extremely lucky to have found a human version of the Swiss Army knife, or you’re setting yourself up for failure. 

Here are just some fine examples:

 

Sign #4: Lacking High-Quality, Qualified leads

What do you expect from a one-man army? Chances are, this guy’s spreading himself too thin to get all the bases covered. You can’t blame poor Mr. Smith for prioritizing quantity over quality because, hey, it’s the numbers that matter. Or so you believed. With a team of dedicated and relentless individuals who clearly know what they’re doing. You’re putting your organization in the best position to achieve all its marketing goals.  

There are so many proverbs that emphasize the value of team work, but my favorite is (and perhaps the corniest of all), “There is no ‘I’ in ‘team’. Oftentimes, we marvel at the height of achievement individuals can reach singularly. But more marvelous still are the limits individuals collectively break. That’s the essence of the human spirit – in sports, in marketing, in life.

 

Get help with our Expert Lead Generation Team

Talk with our Marketing Consultant, Dial 888.810.7464

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