10 Lead Magnet Ideas to Grow Your Sales Pipeline

10 Lead Magnet Ideas to Grow Your Sales Pipeline

Lead Magnets are an excellent way to grow your email list without buying one. Besides, it’s unethical to buy or rent an email list and spam people. Don’t give in to the pressure of stealing email addresses to support your sales team.

In this article, we discuss compelling lead magnet ideas you can use to push organic leads further down the sales pipeline. Before that, let’s take a look at the essentials of a successful lead magnet:

 

Define a Clear Purpose

What value can customers expect from your offerings? Who is your lead magnet for? Target this marketing strategy to a specific market and offer concrete solutions to your customer’s particular problems.

Related: Enterprise Sales vs SMB Sales: A Side-by-Side Comparison [INFOGRAPHIC]

Offer Access to One Premium Content

Create several lead magnets each with access to a single gated asset. This strategy is preferable than offering a few solutions in one lead magnet.

Give What they Want

Study the pain points and desires of your target market and determine what they want. Then, make an offer in your lead magnet that gives them exactly what they want. Ensure you are providing value and set yourself as an industry expert.

Related: Creating Loyal Customers Through Curiosity Marketing

Give it Now

Make content in your gated asset short and sweet. At best, excellent value information should be consumed within 5 minutes. With this strategy, you are most likely to convert using lead magnets.

Make it Worth their Time

The moment your lead magnet shows up, it should appear as high-value content. Make use of professional graphic design to maximize the perceived value of your offer.

 

Creating a Lead Magnet

Lead magnets don’t have to consume a lot of time to be effective. Short and specific content that leads can read or watch in 5 minutes takes little time to create. You may repurpose existing content to generate lead magnets that match the needs of your target customers.

 

Using Old Content

If your website has a blog, chances are you’ve written enough to compile this content in one easy-to-access ebook. You can put together content or links to 5 blog posts all with one theme and purpose. Another effective lead magnet strategy is to offer printables.

 

1. Ultimate Guide

You can point your leads at other resources experts in your industry have written. This option is much better than rehashing content by other industry experts.

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

2. The Checklist

Make it easy for your customers to complete a step-by-step guide with your excellent checklist. A printable format is best with this type of lead magnet.

3. The Cheat Sheet

Offer a one-page sheet to make it easy for customers to remember the information they need. It could be a summary of critical points, step-by-step procedures, or a glossary of essential terms.

4. Tell Your Secret

Have you accomplished something that your target customers aspire? Let them in on the secret behind your achievement when they opt-in.

5. Bonus Content

Offer exclusive access to additional content than what is written in your blog post. You can offer more expert tips, products, and other information only those who opt-in can access.

 

Creating New Content

Grow your email newsletter opt-ins with these tried and tested lead magnets that you can make in a short time:

 

6. Video Training

Here’s a sneak peek preview of what makes you unique in the industry. Videos are an excellent way for customers to know who is behind the business and a way for customers to see if they want to work with you.

Related: How to Create Engaging Videos that Rack Up Views and Shares

7. Surveys and Reports

People love taking tests that reveal information they can use to improve themselves, their strategy, and their business. Create a quick survey or quiz and share specific solutions catered to the needs and goals of your particular audience.

8. Tutorials and Demos

Showing the easiest way to do things in your line of expertise is one of the best ways to grab audience attention. A how-to video that people can’t see on YouTube is a great way to gain opt-ins.

9. Audio Downloads

People will exchange their emails for content they can listen to while on-the-go. High-quality audio is an excellent tool for marketing. At the same time, you’re getting emails to benefit your sales team.

Related: The Best Marketing Podcasts and What You’ll Learn From Them

10. Introduction to Paid Content

Whether you’ve written a book or created a course, giving away the first chapter or first module can excite your leads to purchase the whole thing.

Related: 5 Types of Interactive Content and How They Can Boost Your Engagement

 

Parting Thoughts

Lead magnets are easy to create even with content you already have. It doesn’t have to be complicated and eat away at your time. A specific lead magnet with high perceived value will make it easy for customers to exchange contact information with you. Don’t forget to make content concise, practical, and easy-to-consume for leads to convert.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

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Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

The MQL vs. SQL Difference and How Leads Move Through the Sales Funnel
Pre-event Marketing: Boost Event Turnout Through Outreach
How to Convert Abandoning Visitors into Subscribers

The MQL vs. SQL Difference and How Leads Move Through the Sales Funnel

The MQL vs. SQL Difference and How Leads Move Through the Sales Funnel

Determining whether your leads are SQL or MQL ones should be at the top of your priority list because it makes absolute sense on a marketing efficiency perspective. There are plenty of ways for you to qualify leads and this article will show you how.

Leads are everywhere. If you understand this reality, then maybe doing your job will appear a little bit easier after reading this. Another truth is, it is easy to reach leads because of the presence of several lead generation tools that can produce a hefty amount of data about your target market enough to bring your business to the next level. The bigger question really is what to do next after successfully generating marketing qualified leads. As can be expected, you would want to produce sales-qualified leads and actually close the sale thereafter.

Honestly, however, too many companies are unknowingly losing their money – approximately 95% of sales opportunities – mainly due to low conversion rates. That’s a lot of profit lost! Businesses need to see the bigger need – coming up with efficient strategies so that leads become actual buyers.

 

Work on Your Prospecting Plan

Reality is there is always the possibility of losing opportunities simply because of unclear or unestablished protocols within organizations where it concerns MQL versus SQL. Differentiating between the two is crucial among marketers as they need to identify where in the sales funnel specific leads go. Being able to determine where your leads are in their customer journey enables you to create more conversions even with little leads.

This is where a prospecting plan will come in very handy. A prospecting plan is very helpful so that you get the task right the first time around. This tool ensures that your content and strategies are designed intelligently with the intent to make your target client buy what you are selling. You don’t hope they buy your product, you make them buy it! How? Write it all down in your plan.

A prospecting plan intends to accomplish the following:

  • Identify how many from your leads are potential prospects
  • How many will most likely be interested in your product
  • How many new accounts your team can afford to open once the responses start to come in
  • Follow up approaches that will not turn off your prospects

Related: B2B Lead Generation: What Works and What Doesn’t?

 

MQL vs. SQL

MQLs quite often signal that they are ready to buy the product only that they want to be clarified about specific details, waiting for the right timing or anticipating a potential discount. The good thing about MQLs is that there is little need to do hard selling as they already believe in the integrity of the product. You only need to update them every now and then until they are ready to make a purchase.

When people qualify as an MQLs, it also means that the clients are ready to know more about the product being offered. You have their attention already and now is the time to bring out the big guns in order for them to become fully convinced that your product is the best answer to their present need.

MQLs are often those recipients who opened the marketing email, signed up for something, filled out forms, or sent additional inquiries about details not included in your marketing campaign.

SQLs are those people who are open to listening to a demonstration or accepting free trials. They are more responsive to follow-ups and often make time for them in spite of their busy schedule. You have not just caught their attention, you have aroused their interest and this is where the sales people come in and close the deal.

Related: Consulting vs. Selling: Crafting a Winning Business Pitch

When handling SQLs, marketing and sales personnel need to work together closely in order to further evaluate the readiness of the prospect to buy the product or service. When deemed ready for the next stage in the sales process, both marketing and sales personnel will pull resources together so that the sale is sealed. Mostly, however, a prospecting plan would clearly outline that the closing of the deal will be handled by the sales personnel.

When an MQL transitions into becoming an SQL, it means that the marketing team has one their job well and it’s now time for the sales team to come in and complete the transaction. There should be no competition between the sales and marketing personnel. Instead, they should work closely together and marry their efforts in order to establish systematic practices that will hasten the increased conversion rates. When conversion rates are high, profit can naturally be expected to increase as well.

Related: Lead Scoring: The 5 Attributes To Consider When Ranking Your Leads

 

Sort your leads today by using different MQL and SQL automation techniques and see how you can expand your business and grow your clientele.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Discover how Callbox’s Multi-channel approach helped generate 1,800+ leads for AU security firm

AU Security Firm Gets 1,800+ Sales Appointments from 18-Month Callbox Campaign

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Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Consulting vs. Selling: Crafting a Winning Business Pitch
Creating Loyal Customers Through Curiosity Marketing
This Labor Day, Start Future-Proofing Your Marketing Team

Pre-event Marketing: Boost Event Turnout Through Outreach

Pre-event Marketing: Boost Event Turnout Through Outreach

In the B2B market where change is constant, businesses continue to search for new opportunities to grow. Suppliers and clients alike are on the lookout for new collaborations, new markets, and sales growth opportunities.

Digital marketing practices have unlocked new opportunities for brands to reach more people by using targeted strategies. Yet, face-to-face interactions remain valuable for any business.

Event tech company Bizzabo recently published data valuable to event marketers. Based on their survey of C-Suite executives, 91% of overperforming businesses value the importance of live events as a marketing channel. Companies like Microsoft, Google, Apple, HubSpot, Ford, GE, and Salesforce place great importance on face-to-face interactions, in particular, through live events. An average of 24% of these companies’ annual budget is invested in live events.

 

Why 87% of C-Suite Executives Utilize Live Events and Why You Should Too

A live event is an exciting tool for brand awareness. It shows your authenticity and makes you stand out from the competition. At the same time, you are connecting with your customers, sharing with them what you value, and encouraging loyalty and repeat clients.

Event marketers also see its potential for networking with existing customers, their sponsors, partners, and generate new leads. A successful event results in great publicity in public relations and high ROI. There are many types of events you can consider for your next event marketing strategy, including:

  1. Guest Speaker Presentation or a Panel Discussion
  2. Conferences
  3. Trade shows and expos
  4. Community building and festivals
  5. Networking Sessions
  6. Workshops and Classes
  7. Seminars
  8. VIP business dinners
  9. Sponsorships
  10. Awards and competitions

Related: How to get Tangible ROI in Joining Events

 

Overcoming Challenges in Event Marketing

With a huge chunk of a company’s investment going into live events, event marketers are pressured to increase outreach. Yet at the same time, it is hard to plan for outreach amidst the day-to-day priorities of a marketing pro. In this article, we will talk about various outreach strategies you can utilize internal to your organization as well as external.

So how can a live event drive significant results and ROI for your business? Here are 11 tips:

 

1. Plan Ahead

Putting on an outstanding event for your clients and prospects requires smart planning. The earlier you start planning, the more attention your outreach efforts will receive. Consider setting goals, the needs of your audience, and the message you will convey.

 

2. Be Goal-Oriented

Start by determining what you want to achieve through the event. Goals are essential for you to measure the success of an event and help you plan future events. Choose the Key Performance Indicators (KPI) that are most important to your company. Some of the most important KPIs used to measure event success include:

  1. Event Check-In vs Total Number of Registrations
  2. Live Polling Response
  3. Attendee Satisfaction Surveys
  4. Social Interactions made by attendees
  5. Mentions and Social Media Engagement
  6. Press and Media Coverage
  7. Monetary Returns after event attendance (both new and repeat customers)
  8. Cost vs Gross Revenue (include Revenue by Promo Code and Cost per customer acquisition)
  9. Sponsorship satisfaction and engagement
  10. Number of returning attendees and qualified leads

Once you’ve determined your key metrics, focus on building the event around achieving these goals. The event topics should reflect your goals as well.

 

3. Give Your Audience a Reason to Join Your Event

What value will you offer to your audience? Is it new information, collaborations or a rare experience? Will they learn a new skill or meet a VIP guest? Emphasize what sets your brand and your event apart from the rest. Promote the takeaway from attending the event.

 

4. Personalize Your Message

There are many ways to disseminate information about your event. You can use email marketing with a personalized subject line to avoid getting sent to spam mail. Map out blog posts and other written content you want published before, during, and after the event. Use infographics and graphics on your social media posts to catch the attention of your followers.

Live content action is equally important to the success of every event. Maximize tools like live Tweeting, Facebook live, video, and photographs to create a buzz about your event.

Related: Lead Generation: Utilizing AI to Create Personalized Customer Journey

 

5. Test Your Content

A/B Testing is a great way to test the efficacy of your content. Experiment with various subject lines, fonts, colors, and rich HTML then analyze the click-through rate of each style.

Related: The Math Behind A/B Testing: A (Simplified) Visual Guide [INFOGRAPHIC] 

 

6. Communicate with Your Audience

Build relationships with your audience before planning an event. Know your customers and prospects. Then, you can send relevant information in a timely manner. Your outreach efforts should not reveal too much information. Instead, content should spark curiosity in your prospects.

 

7. Organize the Customer Experience from Beginning to End

It is important to plan for customer experience. Streamline their experience from finding out about your event and registering to attend, engaging with other attendants, and sharing the experience to their own network. On the day of the event, ensure a flawless process from the moment they walk inside the event hall. Make it an experience worth sharing with others.

 

8. Encourage Word of Mouth

People want connections with other people. Make your content share-worthy. Word of mouth continues to be a highly trusted resource for marketing and advertising. Consider offering different promo codes that can be used when sharing your event.

 

9. Bring in the Whole Community

It is wise to leverage whole communities, industry organizations, and associations where your target audience engages. Think about how you can encourage social media outreach from these communities. You can discuss the event with the administrator or the community may allow you to post content directly. Some communities also have an open calendar where event marketers can add an event.

 

10. Tap into Public Relations

A good PR can help you reach a wider audience beyond your marketing database. Make sure to incorporate SEO optimization with keywords and links back to your site. Consider hiring press release services for this purpose.

 

11. Be Open to SMEs and Influencers

Research industry experts and influences within your industry. Think of ways to encourage their participation in the upcoming event. Take note that these subject matter experts have lots of followers whom they can promote to and they are always active on social media.

Related: How to Reach Influencers and Grow Your Content Audience [VIDEO]

 

Final Thoughts

There are many different strategies you can use to attract prospects and maximize event attendance. With the right planning, connections, and focus on customer experience, you can achieve your event goals. Make sure to use tools like referral codes and attendee surveys to help you evaluate event success. It is equally important to show a direct link of your outreach efforts to the growth of your event so you can always plan the same huge success.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Boost event conversions

Dial 888.810.7464 | Chat on WhatsApp

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Consulting vs. Selling: Crafting a Winning Business Pitch
Creating Loyal Customers Through Curiosity Marketing
This Labor Day, Start Future-Proofing Your Marketing Team

How to Convert Abandoning Visitors Into Subscribers

How to Convert Abandoning Visitors into Subscribers

What’s worse than getting little traffic to your website is your visitors leaving without converting or making any purchase.

There are many reasons why it happens. It’s either they don’t need what you offer them, or what you offer is more than they need. You might offer a downsell, but it doesn’t seem to be working. You scratch your head and ask why.

Thinks about this:

If you are an internet service provider offering a 30% discount for those who will purchase a one-year subscription of your $247/month plan with a 10Gbps up/down speed, a company that is already earning a large revenue will easily convert. However, that offer might be overwhelming to a startup that is just starting to break into the market. Even if you put a one-month limited offer condition to your offer, the probability of them converting is slim unless they are big risk takers.

Therefore, they clicked the button to leave your site and look for better offers. Before they leave, however, a pop-up appears offering them a $50 Mbps plan at $35/month with a 15% discount for a one-year subscription. That might not be as fast as 10 Gbps but fast enough for their needs and at the price they can afford.

Congratulations! You have just converted them and made them purchase from you just as they are about to leave your site without doing anything.

You have also witnessed the power of exit-intent technology.

 

What is exit-intent technology?

Exit-intent technology, as shown by the example above, is an innovative tool used in digital marketing that tracks the behavior and mouse clicks of your visitors, most especially if they are about to leave your site without making any purchase.

Once it detects the visitor is leaving, it presents captivating information to re-engage the customer, so they don’t leave without learning about the best product offers you have. These messages come in different forms, such as discount deals, special offers, content upgrade, and newsletters.

If you haven’t used exit-intent in your marketing efforts, it’s time to utilize its power. Xeroshoes, the company that created unique footwear called barefootwear, which simulates barefoot running, was able to convert 28.4% of their abandoning visitors into buyers after using the exit-intent on their website.

Related: Essential Components of a Lead-generating Website

 

Your visitors are the key

Your visitors are the people you want to convert; thus, it makes sense to understand them first before you can even tailor a strategy to convert them.

How can you do that?

Communication

You talk to them and find out what they want, why they are leaving, and at what point they leave. You can use surveys or questionnaires with a few questions. It will further motivate them if you offer them something in return when they answer the survey.  

The answers you can get might vary depending on the traffic source they came from. A visitor coming from Facebook might be looking for a different offer than the one coming from Google search. In the same way, a person who left your customer page might need something different than the one leaving your support page.

Aside from talking to them, you can also analyze their behavior using Google Analytics. Find out what actions the different kinds of traffic (organic, direct, referral) have when they visit your site. Where do they abandon your site? What page do they stay the longest or the shortest?    

Knowing what your visitors want and understanding their pain point allow you to gain insight on how you can re-engage your prospects before they leave.

Related: B2B Chatbots and How This Tech Can Improve Your Conversions

 

Customize your message

Customizing your message according to the individual needs of your visitors is time-consuming since each person is unique. What you can do is segment your visitors based on the information you got. You might not be able to create a message for each of them, but you can still create personalized messages based on their interests.

That will make your target audience feel valued and when they feel that, they convert.

Eventually, those new conversions become buyers and your revenue increases.

How do you segment?

  • Identify who are first-time visitors and who are the returning ones. You don’t give a discount code to your returning visitors.
  • Identify who is in the early stages of the buying process and those who already placed some products in their cart.
  • Identify which of your visitors are already subscribers. Offering new subscribers an exclusive deal is a good strategy for new visitors but a bad one for those who are already in your mailing list.

Page level targeting is another strategy for delivering a personalized message to your visitors. What you do is customize your message based on the page your visitors were viewing before they decided to leave.

Related: 5 Strong CTA Examples (with Solid CTRs and Conversions) to Learn From

 

Using the exit-intent for conversion

As mentioned earlier, an exit-intent can come in different forms but with the sole purpose of telling your visitors not to leave because you have a better offer. However, there’s also an art on how to effectively use each of these forms of the exit-intent.

Abandoned Cart

Offering a discount code at a point where they want to abandon their cart is a good strategy; however, it might not be enough to convince them to stay. Other alternatives include starting a live chat or offering to call them so you can ask how you may help them. These methods will also help you find out what prevented them from making the purchase.

You can also send them an automate email flow to check if they have made the purchase or not. Just make sure that the exit-intent popup will only show once every session.

Survey

You should take caution in offering a discount code at this point because you might not get the high-quality answer you might be expecting. Instead, you can direct your visitors to a landing page where you can check how much time they have spent reading and answering your survey. The length of time they spent is a good indicator of whether it is spam or not. Also, make sure to make the survey quick and concise, or they will abandon your site completely.

Visitor re-engagement

If your visitors want to abandon your site, you can present them with your newest products and redirect them to that page. To catch their fancy, this exit-intent form should have high-quality images of your products because our brains can process pictures much faster than words. If the product you’re offering requires some special technical knowledge, you can provide a how-to guide on how to fully utilize that product.

No matter what purpose your exit-intent is for, they should always be a popup, and they should be eye-catching enough without diverging from the general design and color of your website.

Related: What is Conversion Rate Optimization and Why Your Website Needs It

 

You can also get more inspiration for your lead generation strategy from successful marketing campaigns using the exit-intent technology.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Do you want more leads?

Dial 888.810.7464 | Chat on WhatsApp

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Consulting vs. Selling: Crafting a Winning Business Pitch
Creating Loyal Customers Through Curiosity Marketing
This Labor Day, Start Future-Proofing Your Marketing Team

Lead Scoring: The 5 Attributes To Consider When Ranking Your Leads

Lead Scoring: The 5 Attributes To Consider When Ranking Your Leads

If you have not heard of lead scoring before, or haven’t really had a primer on it, then now is your chance to tactically use these quick tips on how to be able to get yourself more leads and be much more efficient with your resources.

Lead scoring saves you a lot of time. It allows you to identify leads that are more or less receptive to specific marketing campaigns that you will come up with. You wouldn’t want to keep on sending the same content and strategies to leads that have not even taken the time out to open your emails. At some point, you have to personalize your approach and create relevant content for each group of people you are trying to reach.

However, before you can accomplish this, you need to be able to do lead scoring or rank your prospects according to the pre-identified values you have set. Studying your prospects in this manner creates a timesaving process for you and your whole team. Additionally, you are able to strategize your approaches by targeting those that are ripe for the picking. Naturally, you would want to continue building a connection with leads who have shown some form of interest on what you are trying to sell.

 

The following attributes will help greatly when you do your lead scoring:

 

1. Demographics


Who are you trying to reach? Where are they located? What age range does your product attract? These are the common questions you need to consider when going over demographics for lead scoring. While it is easier to score age ranges, it is quite challenging to score geographical locations. This is where the assigning of values will come in very helpful.

For instance, you can assign a point higher to places that are ideal for your business and assign a negative point to those that are not your priority at the moment. When choosing which locations can be assigned negative values at the moment, look into the city or state where they are located. You may also opt to use their zip codes as points of reference.

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

 

2. Company Information


If you are trying to stay competitive as a B2B company, then it is best that you look closely into the corporate information of the leads you gathered. Once you have identified the leads that will be very beneficial to your business, make them your priority when you send out proposals and marketing campaigns. You may also opt to reclassify the other leads remaining, but without totally discarding them. You will most likely need them again in the future if not now.

Related: Savvy Ways to Identify and Qualify B2B Decision Makers

 

3. Buyer Behavior


One way for you to know if your prospects are ready to make an actual sale is to study their behavior in terms of their previous transactions. Did they make purchases right away after reading the first email? Did they take their time? Did they wait for all the promotional emails to come in before making their decision on the day of the deadline itself? Did they send inquiries after reading your email?

By answering these questions, you will have an idea about the buying behavior of your target client. Of course, you would have to work harder to convince those who took their time before making a purchase or abandoned their cart in the end that your product is something that they truly need.

Buyer behavior is influenced by various factors that commonly involve purchasing power, economic conditions, influences from groups or peers, culture, marketing content, and personal preferences to name a few. When you understand how these factors play out in an actual decision-making process – whether a consumer decides to purchase or not – you will avoid making the mistake of coming on too strong and turning off your prospect.

Related: The B2B Buying Process Has Changed: Here’s How Not to Get Left Behind

 

4. Areas of Interest


Areas of interest are very good attributes to consider when doing lead scoring. Identify which products your prospects normally respond well to, sites they often visit, items they always click, and purchases they make if there are any. To assign scores in an efficient manner, always assign negative values to those who normally.

Having a hard time figuring out which leads are sales-ready and which ones are not?
Check out our primer on predictive lead scoring and start ranking and classifying your leads.

 

5. Lead Decay


If you have leads that are really unresponsive over a long period of time, continue to reduce their scores until you are ready to decide whether or not they should be removed from your prospects list. Other indicators of lead decay is a high rate of unopened emails and length of time they have been in the system and did not make ay favorable decisions such as buying your product.

Related: Warm Leads Gone Cold? Here’s What You Can Do

Don’t wait too long, apply these simple principles in order to achieve better leads and get better results in the long run. It’s definitely time to start implementing better procedures to get things done in the best way possible.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Do you want more leads?

Dial 888.810.7464 | Chat on WhatsApp

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

The MQL vs. SQL Difference and How Leads Move Through the Sales Funnel
Pre-event Marketing: Boost Event Turnout Through Outreach
How to Convert Abandoning Visitors into Subscribers

Traditional Marketing Tactics That Still Work In The Digital Age

Traditional Marketing Tactics That Still Work In The Digital Age

The internet has become a battleground for marketers. These are increasingly competitive internet marketers who make it harder to stay on top of search engine sites and lead generation.

The statistics are alarming.

  • A look at the previous years reveals that Social Media traffic has decreased by 50%.
  • Facebook Ads are working only for 40% of digital marketing strategies. Even organic ads hover at a mere 2%.
  • Pay-Per-Click (PPC) that was all the rage last year revealed a mediocre conversion rate below 1%.

Email marketing seemed to fair better. On the other hand, email marketers note the struggle to reach their target audience who get an average of 121 emails per day, plus promotional emails.

Search engine optimization or SEO strategies remain to be vital in working with lead generation. Still, the competition for the same SEO keywords is like a breeding ground for crabs, each wanting to get ahead of the other.

In fact, growing website traffic has become the top priority for more than half of digital marketers. In particular, 61% of these marketers reveal building organic presence and SEO as their top priority in 2018.

 

What are We Leading Towards?

No matter which modern advertising tactic you use, that strategy will go through the same cycle as every other strategy—from conception and testing to finding success and facing the inevitable saturation of your methods.

In the process, we have forgotten old school marketing techniques and focused on inbound noise instead.

This year, more and more marketers are forced to look back. They start to rethink these old marketing strategies. Now is the time to revive these tactics and make them work in the modern digital landscape. Let’s tackle them one by one.

 

#1 Success in Snail Mail Marketing


You’d think that in the digital age, direct mail is dead.

That’s a myth.

It’s outdated, but the wheels have turned, and its efficacy rate is shocking.

  • Marketers who sent their message through direct mail saw their response rate increase by 10 and even 30 times more than through their efforts in email marketing.
  • Outreach emails for the sake of landing leads and sales are sent to spam and promotional folders.
  • On the one hand, 100.7 million adults in 2016 purchased through a catalog.
  • These consumers believe that direct mail adds the personalized touch that online interactions lack.
  • Your leads have flooded inboxes, but their mailbox at home still has space.
  • Despite the decline of direct mail sent in the past decade, it is reaping a return on investment of 15 to 17%, on average.
  • There is less competition via direct mail. Meanwhile, email marketing has become saturated.

Even Conversion Fanatics, an SEO company, turned to direct mail with a 25% response rate which happened to be big-ticket clients.

The marketing team of Intronis, a cloud backup and data protection company, leaned in favor of direct mail. They invested as much as $10,000 and raked in 700% ROI.

If you like to make a significant impact on your annual revenue, target the big clients. Surprisingly, direct mail is the fastest and most effective way to get big-ticket deals.

 

#2 One-on-one with Clients and Serve their Individual Needs


Account-based marketing (ABM) is not as old school as direct mail. However, it is built in older marketing strategies that understand and apply personalization.

These days, marketing campaigns personalize their lead outreach by calling the client by name. Still, the message is a cookie-cutter one with generalized pain points.


Optimizely is one of the companies who had success using the ABM strategy. They targeted 26 different accounts, focusing their efforts on these handfuls.

Among their target market was Microsoft.

Optimizely provided a fully custom experience for their target market specific to their pain points and desires.

The result is a 117% elevation in account signups.


On average, marketers who employ ABM strategies reap 97% ROI.

Here is how you can use the ABM strategy for your business:

  • Study and determine which types of account demographics result in more sales.
  • Identify businesses that match these demographics and will benefit the most from your products or services.
  • Personalize your message to every target account.

The ABM strategy focuses on building real relationships with clients. It drives in massive sales and improved relationships between the client and the company.

Related: Account-based Marketing: Why It Delivers the Highest ROI

 

#3 The Power of Networking in a Conference


Nowadays, it is considered time-consuming and a waste of money to attend conferences.

Meanwhile, companies like HubSpot rake in thousands of new leads attending conferences.

Think of $10,000 spent on conferences as an investment. Connecting to sponsors and partners in these conferences can quickly pay you a higher ROI.

A Google search will reveal hundreds of sponsors in a single conference, ranging from small businesses to large companies.

Using this data, you can analyze these companies beforehand.

If you do conferences right, you can leverage a sponsor list to create a personalized sales pitch and land the big-ticket clients.

Just remember to study, plan, and specify your objectives, goals, and strategy before networking to the partners in a conference.

Boost event turnouts and conversion with Callbox’s Event Marketing services

 

Final Thoughts

The resurgence of old marketing strategies does not go to say that digital marketing efforts don’t work in 2018.

Combine digital marketing strategies with direct mail, ABM, and personalized networking in conferences, you have yourself a better game this year.

It’s all about directing your efforts in a market that is still wide and open, and then building relationships that encourage clients deeper into the funnel.

Now we know it’s best not to judge a strategy based on its old and tattered cover.

 

Build your digital presence, attract the right audience, and engage potential customers with the help of Callbox’s integrated Digital Marketing Solutions.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Do you want more leads?

Dial 888.810.7464 | Chat on WhatsApp

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

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4 Simply Effective Ways To Land More Consulting Clients

4 Simply Effective Ways To Land More Consulting Clients

You are an expert, but if you can’t market your consulting business, you will soon find yourself out of business.

Once you create a brand, your goal is to position your business so your ideal clients can find you.

There is not one magic solution to making clients come to you. Instead, you need time, money, effort, and a great deal of strategy.

Let us take a look at the common marketing tips that also apply to consultants:

  • Provide expert value; become a thought leader
  • Be an active voice on various social media platforms
  • Networking is marketing, so it should be like a second skin to you.

Consistency is key to making these techniques work for your business. It also demands a lot of time—hours that you’d rather exert on performing and growing your business.

Today we break down specific and affordable marketing tactics. These four strategies should help you market your business wisely and get you results more quickly.

 

#1 Pay for Ads to Your Advantage

The internet has caused advertisers to go overboard with their campaigns. Whether you’re watching a movie on YouTube or doing research on the Net, ads will suddenly pop up and block your view or distract you from accessing the content you want.

Contrary to what advertisers will tell you about marketing with ads, the audience has become smarter in avoiding these annoying distractions. Ad blockers for one make your paid efforts virtually useless.

On the other hand, you can still make the most of paid advertisements. If you do Paid Advertisements right, you can successfully land client after client.

Nowadays, content marketing is becoming more popular among businesses and organizations because they are effective.

Related: 5 Essentials of Hyperlocal Marketing to Help You Find Your Best Customers

Two Words: Attention Span

Experts say you have as much as three seconds to get the attention of a potential client through ads.

The three-second rule is the same whether you use digital advertising, email advertising, print advertising or direct mail.

While it is vital as a thought leader to construct a message with urgency and utmost importance, a photograph that demands attention is a must. Visually, the image you pair with your message should stand out in a sea of advertisements.

Related: 5 Email Opening Tips to Conquer Shorter Attention Spans

 

#2 If You Want to Grow, You Can’t Do it By Yourself

One of the downfalls of independent consultants is when they try to handle their business single-handedly.

Everyone has weaknesses even as they have uncontested strengths.

When working through a marketing strategy, you need to understand what you’re good at and know your limitations.

For instance, not everyone is good at sales. Not all look forward to delivering a cold pitch. If you can create a team and outsource your weaknesses effectively, you can focus more of your time doing what you genuinely enjoy.

Successful consultants know where they excel and build a team that is strong in areas of their weaknesses.

Related: A Complete Cheat Sheet to Social Media Branding for Consulting Firms

 

#3 Don’t Be Afraid to Charge for Your Services

One of the dilemmas of those in the service industry is knowing how much to charge.

You may resolve to offer a standard price based on how other consultants charge.

On the other hand, you shouldn’t compare your worth to what others offer. Each person has his or her level of expertise. Focus on authenticity. Your customers will be able to tell.

In no way should you give your time and labor for free. No matter what consultancy services you offer, you have a right to demand a fee—or else don’t jump in on a deal.

Be wary that you will be losing contracts when you stand by your worth. Others may say you are not worth that much and compare you to freelancers on Upwork, for instance. Don’t be discouraged.

Clients who understand the value that you offer are ready to pay your real worth.

On the contrary, you need to be willing to offer some of your time. You may need to sit down with a potential client, listen to his problems, draft a solution, and cue in your expertise.

Never be pushy. Leave it to your client to decide whether or not he needs your services now. Do offer yourself as open to doing business with the client anytime they need your consultancy.

 

#4 Don’t Expect to Sell Every Time

People want to feel like they have the control over their decisions when buying. No one wants to feel like they are pressured to purchase. When growing your consulting business, be genuinely helpful without expecting a sale in return all the time.

The sale will come in its own time. In the meantime, you are putting yourself out there as someone who provides value. Once your services are needed, your clients know you are the go-to.

Related: Enterprise Sales vs SMB Sales: A Side-by-Side Comparison [INFOGRAPHIC]

 

Author Bio:

Judy Caroll

Judy Caroll is a marketing executive at Callbox. She is a blogger, online marketer and loves to share with you the best stuff in sales and marketing. Follow Judy on Twitter and Google+.

 

 

Do you want more consulting leads?

Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Consulting vs. Selling: Crafting a Winning Business Pitch
Creating Loyal Customers Through Curiosity Marketing
This Labor Day, Start Future-Proofing Your Marketing Team

5 Strong CTA Examples (with Solid CTRs and Conversions) to Learn From

5 Strong CTA Examples (with Solid CTRs and Conversions) to Learn From

Conversion rates occupy a vital spot in any marketing dashboard, but they’re by no means the end-all and be-all of marketing metrics. Every conversion is the end result of a series of actions that prospects need to complete.

It’s these tiny, intermediate steps that ultimately determine whether someone subscribes to your newsletter, downloads your latest whitepaper, signs up for a webinar, or reaches out to a rep at your company. Maximizing conversions means making this process as smooth as possible for your audience.

This is why click-through rates (CTRs) is a more meaningful metric to keep an eye on than overall conversion rates. CTRs give a clearer picture on what’s working and what’s wrong with your digital marketing campaigns at each stage of the conversion process. And because clicks tend to be strongly correlated with conversions, increasing CTRs will, in general, also lead to higher conversion rates.

One proven way to boost CTRs is to optimize your calls-to-action (CTAs). CTAs influence clicks, which in turn drive conversions. This makes CTAs not only a key factor in maximizing CTRs, but optimizing conversion rates as well. According to Michael Aagaard of Unbounce, CTAs represent the “tipping point between bounce and conversion”.

But with so many elements of CTA optimization to focus on (and so many tactics to make it happen), it can be challenging to figure out how to tweak CTAs for better clicks and conversions.

Let’s take a look at some proven ways to do this by dissecting actual examples of CTA changes that led to significant improvements in CTRs for different digital marketing channels. We’ll cover effective CTA strategies for email, social media, paid search, website, and video.

 

Email: Putting only 1 CTA lifts CTRs by 42%

On average, a typical B2B email newsletter contains three CTAs. But averages aren’t necessarily the most optimal numbers to follow, especially with email CTA best practices. That’s because real-world results continue to show that the fewer the CTAs, the higher the CTRs. In fact, as one email case study demonstrates, the optimal number of CTAs might be exactly 1—nothing less, nothing more.


In 2014, Thomas Mender, head of database marketing at Whirlpool decided to test out a series of tiny tweaks to an upcoming email campaign. His team ran an A/B split test in order to determine how many CTAs the templates should include:

The control group contained a total of four (4) CTA buttons, Consisting of three (3) “Learn more” buttons (each leading to a separate product landing page) at the bottom and a single “See details” button (which pointed to the campaign’s main landing page).

control-group-test-a

The treatment group exactly mirrored the control but included only the “See details” button.

treatmen-group-test-b

The results spoke for themselves. In terms of CTRs, the treatment emails outperformed the control by 42%. This clearly shows that, when it comes to CTAs, less is definitely more.

Related: 4 Email Closing Lines That Close Deals (Backed by Concrete Results)

 

PPC: Changing one word in the CTA leads to a 90% boost in CTRs

According to Elisa Gabbert of WordStream, there are four factors that influence a PPC ad’s CTR: a compelling headline, some relevant keywords, an appropriate display URL, and a convincing CTA. Sometimes, something as small as changing a word or two in your CTA will result in a huge boost in CTRs.

That’s what Unbounce did with its PPC campaign. The company split-tested two versions of their free trial signup CTA (each with a slightly different phrasing). One version read “Create my account”, while the other said “Create your account.”. The test results showed the CTA that used “my” fetched a 90% higher CTR.

Further analysis by WordStream found that this applies to PPC CTAs in general. Top-performing paid search ads tended to use specific words, such as:

  • “Buy”, “Shop”, and “Get” for selling
  • “Learn”, “Discover”, and “Sign up” for lead generation

 

Social Media: A strong CTA can increase CTRs by up to 285%

AdRoll says adding CTAs to your Facebook page increases CTRs by up to 285%. That’s almost a four-fold increase with just a simple tweak. In his highly-recommended article “What I Learned Spending $3 Million on Facebook Ads”, Noah Kagan of AppSumo and SumoMe credits a key part of his campaign’s stellar results to the right choice of ad CTAs.


Seattle-based agency Point It did a little digging on the effectiveness of Facebook CTAs at improving CTRs and found the following:

For the insurance vertical, CTA clicks made up 0.9% of ad clicks, and CTA clicks were more likely to convert than non-CTA clicks.

For the tech vertical, CTA clicks represent 11.4% of total ad clicks, and CTA buttons result in higher conversions (though not as high as in other verticals).

For the SaaS vertical, CTA clicks comprise 3.3% of ad clicks, and CTA buttons result in a “significant” lift in conversions.

Here’s a quick rundown of proven social media CTA tactics and the concrete results to back them up:

Tailor each CTA to your audience

Buffer saw massive improvements in its ad campaign’s engagement and clicks (on a budget of $5 a day) by zooming in on its target audience and making sure the CTA copy resonated with them.

Make it clear and distinct

By changing “webinar” to “workshop” in a CTA copy, Facebook ad specialist Angela Ponsford doubled CTRs and leads for a client.

Always offer value upfront

Sales and marketing analytics platform InsightSquared ran a very effective Facebook ad campaign with a CTA that clearly mentioned what was in it for the target audience: a free eBook from one of the biggest names in SaaS.

Related: 5 Methods that Will Help Increase Conversion Rates Using Social Media

 

Web: Ditching free offer in homepage CTA grows signups by 200%

Most marketers swear by CTAs that leverage free offers like “Sign up. It’s free” or “Get your free guide now”. But as the next example shows, taking a completely different approach sometimes reaps better results than staying on the well-trodden path.


Back when Basecamp was still known as 37signals, the company’s co-founder, Jason Fried, wanted to generate more free trial signups from its HighRise CRM homepage. His team tested out many different versions of “free trial” but failed to find the optimal verbiage.

It wasn’t until they decided to drop the phrase “free trial” altogether and replaced the CTA copy with “see plans and pricing” that things finally started picking up. Signups eventually increased by as much as 200% as a result of the CTA tweak.

This example teaches us a few important lessons:

  • CTAs with free offers tend to perform well, but just because something doesn’t cost money doesn’t mean it’s what your prospects are looking for.
  • Prospects and leads want to know exactly what they’re signing up for. Free trials and demos can put off prospects, especially if leads are afraid of committing to something that might be hard to get out of afterwards.

Each CTA should nudge prospects toward a tiny step, not a huge leap. Going from homepage to a free trial can feel like a drastic jump for some first-time prospects, while a visit to the pricing page is probably a smoother transition.

Speaking of website optimizations, this resource focuses on fifteen (15) proven web design ideas that can help you convert visitors into leads.

 

Video: Well-placed CTA leads to 340% ROI in 2 weeks for video campaign

For KISSmetrics, a CTA within a video fetches 380% more clicks than a CTA in the sidebar. That’s the power of a well-placed CTA. In the example below, we’ll see how you can leverage CTAs the right way in your marketing videos.


Veeroll, a video platform for businesses, launched a Facebook ad campaign to promote its Veeroll Pro Membership (with a 30-day free trial). The ads led prospects to a landing page for a live webinar, which then took them to an order page that listed features, testimonials, and FAQs. The campaign ran as follows:

  • Tested both video ads and text ads simultaneously for comparison (video ads generated 18x more engagement and 3.5 more conversions than the text ads)
  • Decreased their CPC and improved conversions with retargeting
  • Split-tested various CTA ideas for each of their 4 video ads
  • Gained 122 new subscribers in 2 weeks that resulted in monthly revenues of $11,000 while spending a total of $2,500 on Facebook ads (a 340% ROI)

Learn how to create engaging videos that rack up views and shares

 

The Takeaway:  Sean Martin of Moz says it best when describing what CRO really does. CRO isn’t about optimizing webpages. It’s about tweaking the small things on your page that influence your prospects’ decisions. That means focusing on things like CTAs and making sure it’s going to be very easy for your visitors and leads to take action.

 

Build your digital presence, attract the right audience, and engage potential customers with the help of Callbox’s integrated Digital Marketing Solutions.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Do you want more leads?

Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

The MQL vs. SQL Difference and How Leads Move Through the Sales Funnel
Pre-event Marketing: Boost Event Turnout Through Outreach
How to Convert Abandoning Visitors into Subscribers

Lead Generation: Utilizing AI to Create Personalized Customer Journey

Lead Generation: Utilizing AI to Create Personalized Customer Journey

Let’s face it – the modern consumer has become smarter. Thanks to the wealth of knowledge they can find on the internet, they can get information about a certain company, product, or service before they decide. Because of this knowledge, the modern consumer has also become more demanding, requiring businesses to deliver a more personalized experience.  

Attracting the interest of the modern day consumers has become more and more challenging. They prefer a business that creates products and services that are tailored to their needs. Providing individualized experience to thousands or even millions of online consumers can be overwhelming, but not impossible.

 

How Businesses Use AI to Create a Personalized Customer Experience

Businesses such as Netflix, Amazon, and Spotify have been providing the best-personalized experience to their consumers using AI or Artificial Intelligence. They use recommendation engines. Customers do not have to search for what they want. Instead, recommendations are sent to them, making them feel special.

These recommendations that the large businesses give are based on every client’s purchase history.  The trailers that Netflix offers its subscribers are on genres that they usually watch. Consumers who go for Sci-Fi movies will get trailers of this type from Netflix.

By tracking their customers’ behavior, Netflix is able to provide them with products that they want. They do not have to browse for movies to watch. Instead, they get recommendations, which correspond to their preferences.

These companies have invested in gathering customer data that the AI can process and analyze to provide individualized experiences to clients. Even if you are a company not as big as Netflix, you can learn from them regarding the use of AI to give your customers a more personalized customer journey.

Related: What Personalization Means to Your B2B Customers and How to Implement It

 

Start Small with Your Personalization Strategy

Using AI or machine learning for a personalization strategy will require tons and tons of data. It’s okay if you only have little information about your clients in the beginning. Start with what you have now and add later when you have gathered more data. There are five steps to accomplish this.

 

Step #1. Keep a record of the client’s behavior across channels.

Nowadays, businesses can purchase customer tracking software to do this. The program will give an analysis of the buying habits of people that visit your website or make use of your app. You will know how many people are just making a random visit and how many converts into sales.

Among the site visitors, who will most likely make a purchase? You can target this specific group when sending messages in real time, making offers, providing tips and updates, and conducting surveys to find out what else they want.

Related: How Behavioral Targeting Can Help You Achieve Your Bottom Line

 

Step #2. Merge all data gathered with pertinent customer data with other systems.

Getting information from varied sources and systems will give an unbiased assessment of the customers. This broad understanding of how and why they act the way they do will serve as the framework for each individualized experience to offer.

Related: The 5 F’s of Data Hygiene for Deeper Sales Conversations

 

Step#3. Automatically interpret the data to determine affinities and intent.

AI can analyze and interpret large data instantly. The information will help find out customer affinities and intent. A customer’s affinity profile reveals which products he will most likely buy. However, a customer’s intent is something he buys because he needs it. A marketer can offer the customer items that meet his preferences and needs.

Related: The Math Behind A/B Testing: A (Simplified) Visual Guide [INFOGRAPHIC]

 

Step #4. Place everything in a central storage system

Once a customer’s profile is established, products that meet his preferences and needs are gathered in a single place. Real-time messages and offers are sent to the customer from this place, which is based on his profile.

Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool

 

Step #5. Act on all data in real time.

Marketers must act on all data gathered immediately. When a consumer shows preference or intent to buy a particular product, he expects an immediate response. This means that he finds what he wants to buy right away. If he prefers a specific color and style, his search results must show these items.

Related: How to Skillfully Recognize and Respond to True Buying Signals

 

In Conclusion

Artificial Intelligence will be more and more significant and vital in individualizing consumer experiences. As a business, however, you must gather all relevant information about each customer for AI to process, analyze, and interpret.

With all the relevant data collected for each client, you will be able to nurture your clients in every level of the buyer’s journey as you provide real-time responses to each of their queries, giving them a better experience.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Do you want more leads?

Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Consulting vs. Selling: Crafting a Winning Business Pitch
Creating Loyal Customers Through Curiosity Marketing
This Labor Day, Start Future-Proofing Your Marketing Team

Warm Leads Gone Cold? Here’s What You Can Do

Warm Leads Gone Cold? Here's What You Can Do

You have a hot lead that needs immediate attention, and you called to make sure they are guided through the sales process successfully. But what happens to your cold leads? What do you do with them?

Cold leads, as you might know already, are those who aren’t ready to buy yet. They are also those who have been receiving emails from you but haven’t opened or engaged with them yet.

Cold leads are a natural occurrence in every sales pipeline. However, you have to identify which of your leads are hot, cold, or lukewarm.

 

Identifying Your Lead

The best way to identify whether your lead is hot or cold is to score them. You can do this by creating a point scale based on your needs. Assign points to every aspect of a prospective customer.  Our buyer persona will come in handy at this point.

When assigning points to your customers, use any past information you have to help you make informed decisions. For example, if you think the sales department of a large company is more likely to become a customer, give them a higher point in their sales titles and company size.

Let’s say that a customer service representative gets 5 points because they are less likely to be interested in your service, while a sales manager gets 10 points because he has the buying decision capabilities. Furthermore, a company with 50+ employees gets 10 points while a company with less than 20 people gets 5 points because they probably will not need the services you offer.

Other criteria you might want to include in your point system are:

  • The level of interaction a lead had with your business
  • The number of pages visited before the decision the buy was made

By scoring your leads, you get to target your messaging based on how hot your leads are. Just make sure that you have collected the right information so you can score your leads accurately. If you know that a particular demographic is interested in your services/products or they are more likely to purchase them, you can give them higher points making those leads hotter. Here’s how to Capture More B2B Sales Leads with Multi-Channel Marketing.

However, specific leads are ice-cold. What do you do with them? A freezing lead does not necessarily mean it’s a hopeless situation. In fact, there are a number of ways how to revive them and bring back the heat.

Speaking of classifying leads, this resource can help you get started on using a predictive lead scoring system for ranking and classifying leads.

Related: What Personalization Means to Your B2B Customers and How to Implement It

 

Make your email desirable to them

If you noticed that a group of leads hadn’t opened any emails you sent, don’t abandon them. Instead, group them and craft an email designed to target them. Come up with a subject line that will pique their interest.

It could go along these lines:

Hi there. We noticed that you hadn’t opened the emails we sent you. Let us help you find what you’re looking for. You can talk with any of our agents so they can answer your questions. If you’re not interested, click here to unsubscribe.

It’s okay if someone opts out of your email list because there’s no point in sending one to those who don’t want them.

 

Highlight what’s new

If the leads you had interacted before lost interest and had gone dark, you can revive their interest by sending them something new about your company. It could be a new product/service, new pricing, or a new feature that will enhance their experience. Don’t miss the opportunity and tell them.

Headline anything new about your company – Check our NEW pricing or NEW product features to increase team productivity. Be creative to get those cold leads hot and excited again.

Related: 5 Types of Interactive Content and How They Can Boost Your Engagement

 

Come with gifts

If a cold lead can still be revived, find ways how to re-engage them. When it comes to re-engagement, nothing beats gifts. Those gifts could either be a free consultation, an e-book, a discount, or a coupon code – anything that would add value to their business and at the same time, warm them up a little. If a company sees that there’s something of value you can provide them, they will want to build a relationship with you.

Related: Use the Psychology of Free Stuff to Generate Leads

 

Experiment with new channels

Calling or sending emails to a prospect, again and again, can get annoying. It can even tarnish your sender reputation. People who don’t open your emails but haven’t unsubscribed might get frustrated and mark you as SPAM.

Instead of doing that, try different methods of how to engage these cold leads. For example, you can try a popup ad on your site targeting those who still visit but don’t open their emails.

Related: Effective Lead Generation Channels to Watch For (In Case You Missed Them)

 

Don’t let your cold leads freeze to death, warm them up!

Cold leads don’t have to die. You can still revive them by keeping in touch with them regularly even if they don’t decide to buy right away. It’s also necessary to have a team to help you warm these leads and nurture them until they make a decision. Most of all, show those cold leads that you are building a relationship with them by giving them something of value for their businesses.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Do you want more leads?

Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

The MQL vs. SQL Difference and How Leads Move Through the Sales Funnel
Pre-event Marketing: Boost Event Turnout Through Outreach
How to Convert Abandoning Visitors into Subscribers

What is Conversion Rate Optimization and Why Your Website Needs It

What is Conversion Rate Optimization and Why Your Website Needs It

Take it from us, conversion rate optimization is not a digital marketing buzzword, and it’s probably an excellent time that we should start focusing a lot of our efforts around it.

For some reason, there are times where we forget about CRO in favor of other optimizations. However, there is a lot that we can do today to improve our conversion rates.

In this article, we will be exploring the different ways that we can improve our conversion rate optimization on our web properties and how we can get improved conversions by merely understanding CRO.

 

What is Conversion Rate Optimization?

To put it simply, conversion rate optimization – or CRO – is the process of analyzing the data that customers are leaving on your web property to find out how to improve the performance of your website.

This is not just limited to one particular metric or a specific form of analytics, but rather the holistic study of how you can get the right kind of customers to interact with your web property the way you want them to.

 

Think about it this way

CRO is the process of optimizing your website to make sure that you can meet the wants and needs of your customers to get them to go onwards with the next part of the conversion journey.

It does not also mean that you need to focus on one particular key performance indicator (KPI), but rather trying out a combination of different factors.

Related: Essential Components of a Lead-generating Website

 

How Useful is CRO?

CRO is handy for many reasons. First of all, it is a way of ensuring that you are efficient with the resources that you have to achieve your conversion goals. This means that you can be more frugal with the way you spend money on your campaigns, but still can obtain the maximum benefit of the rest of the optimizations.

The common sense approach to CRO is that it is a safeguard to ensuring that your potential customer, client, or visitor will not lose their patience with your site before getting them towards a specific action.

This is not just about blind optimizations, this more about getting the right type of customers that you are targeting. Most of us spend ages trying to optimize for this and that, but how many of these optimizations matter to your target market share.

Related: Search Engine Optimization is a Continuous Process

 

How Do I Go About Conversion Rate Optimization?

There are plenty of ways to go about CRO, but it starts with the data that you already have about your customers. There are numerous ways to extract data that will better help you identify how your customer reacts to some aspects of a web property.

After you have analyzed this data, this is where you can start determining what KPIs you should be focusing on. Most people aim to get more unique visitors, but you also have to combine this particular factor with the conversion you want to achieve.

Optimizing for maximum conversions is usually focused on the landing page of your visitor. This is where most of the action takes place, and it can involve anything from heat mapping the page to figure out where they are clicking, to hacks such as changing the colors of your call-to-action (CTA) buttons.

Another thing that can be achieved through proper CRO is reduced bounce rates. You see, sometimes we need a visitor to consume certain parts of the page for them to make that decision that will equal a conversion, but more often than not, they get distracted or lose patience and leave.

CRO allows you to optimize your page to ensure that you have user’s interest and that is kept long enough for them to make whatever decision you want them to make.

Speaking of web property optimizations, learn how to turn your site into an effective lead generation tool with the help of our 15 Brilliant Web Design Hacks That Convert Traffic into Leads ebook. Grab it now for free!

 

It is not a guarantee, but you are guaranteed to do better!

Proper conversion optimization does not automatically make your site better nor does it mean that you will be able to make more conversions. However, it is a guarantee of more effective methods of driving traffic where it matters most.

You still have to extensive testing afterward and it is essential that you regularly monitor for changes and adapt tactics and strategies accordingly. It’s the same with most of the optimizations. You still need to look out for proper feedback.

Related: B2B Chatbots and How This Tech Can Improve Your Conversions

 

At the end of the day, you want your user on your page for a specific reason and conversion rate optimization is one of the ways that you can make sure that you are achieving the goals that you have set out not only in an efficient manner but also in an effective one.

So check out your site today. Do you think it is optimized for conversions? Or are there other ways where you can improve the way your users interact with your website? You’ll be surprised at what you’ll find.

Once you have optimized your site’s conversion, it is essential that you follow-through your efforts by utilizing powerful lead nurturing using various channels.
 

Build your digital presence, attract the right audience, and engage potential customers with the help of Callbox’s integrated Digital Marketing Solutions.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Let’s get you started selling more.

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Lead Management Best Practices for Fintech Firms

Lead Management Best Practices for Fintech Firms

One might think that lead management for FinTech firms might seem to be a daunting exercise, but in reality, they function the same way as other lead management campaigns for other industries.

In this short article, we’ll show you how you can create opportunities for more leads and how you can nurture the ones that you have right now.

 

What Type of Lead Management is Effective?

While there are numerous lead management practices out there, not all of them are considered adequate. Among the limitless best practices we observe each day, on the other hand, you can choose those that will best serve your needs as a growing company.

Here are five best practices that you may want to consider for your FinTech business to remain competitive, healthy and sought after in the market.

Related: Lead Management Best Practices: Marketers Should Take into Heart

 

1. Study, Revisit and Reevaluate Your Systems Constantly

Your target market today may not be the same potential consumers that your product or service will satisfy six months from now. Markets always change, and it is imperative that you continually check whether you are still targeting the right group of people. When you upgrade your product, it is highly likely that you will need to consider either a new set of targets or filter your previous ones and add new individuals to the list.

Being aware of this reality, it is highly recommended that you keep your lead management strategies in check to ensure that you are still following the right database of clients who can keep your business afloat.

Does your lead management effort translate into actual sales? Do they allow you to build lasting professional relationships with your clients? Has your company been benefiting from the data that your lead management activities have generated? These are but a few among the many questions that you need to ask yourself when reevaluating your systems.

Related: 5 New Year’s Resolutions to Refine Your Marketing Analytics Stack

 

2. Make Your Product Relevant

Since you provide the technology that companies need to manage the financial aspect of running their respective businesses, you best serve them when you keep your product highly relevant. This means that constant upgrades to your program or application are in place and initiated on schedule. Being relevant means keeping your clients on top of the game. It also means making them very competitive.

Your product should be so useful that your clients make it their priority to keep it in good shape. This is only possible if your company has a constant presence in their business long after you have installed the product.

Related: Industry Insights: How to Influence Today’s B2B FinTech Buyers

 

3. Invest in Software that Will Fortify Your Lead Management

What better way to keep your FinTech company in fighting form than to invest in the one thing that you believe will generate significant returns for your clients – the best software!

One way to grow your business steadily is to have an efficient and reliable software system that does unquestionably effective lead management for you. Having a software system that provides automation solutions, for instance, allows you to receive data within a short period and little supervision. This means that you will have the capacity to identify the consistent and inconsistent behavior of your target market where it involves your product.

Related: Not Just an Address Book: 4 Hacks to Turn a CRM into a True Sales Tool

 

4. Keep a Clean Database

Learn to discard unimportant or irrelevant database to make more room for the ones that will give you good results. Avoid making the mistake of getting too excited about the prospect of making a sale without filtering your target client very well or else you will find yourself troubleshooting debts rather than generating more leads.

Make it a regular habit to clean your database so that you do not have to spend so much on extra storage space. There is also a need to eliminate inactive leads from your list so you can focus more on making new ones. Additionally, watch out for duplicate leads, so they do not end up eating up valuable storage space.

Related: The 5 F’s of Data Hygiene for Deeper Sales Conversations

 

5. Take Care of Your Leads

 The whole idea behind generating leads is for you to identify potential clients suited for the product or service that your business is offering. When the leads start to get in touch with you, your company must be equipped to respond to their inquiries and needs immediately. For one, it is necessary to give your potential client a proper reply 48 hours after sending you their inquiry.

Make giving quick responses part of your core competency as a company. When you establish this effectively, this will give you a winning edge over your competitors, and you would not have to worry about losing some of your clients to another provider.

Related: Value Your Leads: Lead Nurturing Best Practices to Boost Conversion

 

To sum it up, you have to understand that your leads are people, too, and at the end of the day, it is more than just maintaining a business connection, but relationships as well.

 

Callbox can help you overcome growth challenges through lead generation. Start increasing your revenue today!

 

Author Bio:

Judy Caroll

Judy Caroll is a marketing executive at Callbox. She is a blogger, online marketer and loves to share with you the best stuff in sales and marketing. Follow Judy on Twitter and Google+.

 

 

Callbox can help you overcome growth challenges through lead generation
Start increasing your revenue today!

Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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