Benefits of Outsourcing and How to Stop Long Working Hours [GUEST POST]

Benefits of Outsourcing and How to Stop Long Working Hours

There’s nothing more satisfying for a team that works together than when they get swamped with work. The fact that your company is prospering in a saturated market such as the one we’re dealing with today is a cause for celebration. Well – if you can find some free time during your day when you’re not working and not thinking about work.

In order to actually enjoy your success, your company should think about outsourcing. Remote employment is getting bigger and better in the world of business, and it’s never been easier to find incredibly talented people who’re geographically distant from your headquarters. Therefore, check out the advantages of outsourcing for your business and how it will help you decrease the number of work hours for your team.

Cutting Down Expenses

No matter if you’re a startup, a small company, a medium-sized business, or a titan in your field, you should always look for different ways to cut down expenses. Instead of exhausting your team to work long hours, you should direct your efforts towards saving money.

Remote employment is definitely a way to do that. By introducing outsourcing to your business, it’s not necessary for you to expend your team permanently, and you can simply create contracts which last as long as a certain project lasts.

Related: How To Improve A Lagging Inside Sales Team

Increment of Efficiency

When a team is under constant pressure, you should be aware of the fact it creates a source of stress for them. And when employees feel stressed out, it’s impossible for them to pay attention to every detail which is exactly what will decrease the quality of your services or products.

In order to boost efficiency in your company, it’s necessary to take a certain amount of work and direct it elsewhere. This will directly decrease the number of hours that your employees need to spend in the office, instead of decreasing the quality of your offer.

Discovering New Talents

Talented people bring in money – we all know this to be a fact. With outsourcing a business process, your field for discovering new talents went from the borders of your country to the entire globe. When you encounter a person who you’d like to welcome to your team permanently and expand your cooperation from one project, you can simply make a job offer and collect a new member.

Higher Customer Satisfaction

When a wave of new projects overwhelms your office, not only that your team will be exhausted after investing impossible amounts of effort to deal with it, but your customers will also suffer from it. When you’re swamped with projects, and you can’t really spend enough time with your customers, they will feel neglected. Once again, relieving a part of the workload via outsourcing will make your customers more satisfied.  

Related: How to Turn Customers into Brand Ambassadors [GUEST POST]

Affecting Local Economies

Remote employment is one of the ways in which the digital market is spreading. Thanks to this trend, people who live in countries whose IT section isn’t as developed can turn to finding work someplace else and not be burdened by their geographical location. By hiring people who are in this situation, your company will have a positive effect on different local economies.

The ways in which outsourcing can help your business are obvious – this is a powerful growth hacking method that will enable your company to grow and expand without glitches. Take your time to get to know this method, keep yourself updated on the subject, and I’m sure that, after a short period of time, you’ll wonder how it was ever possible to lead your business without outsourcing.

 

Author Bio:

Catherine Park is a professional Content Writer and a blogger with full of energy and positivism. She is expert in writing exclusive contents on business and technologies that are helpful for large enterprises, SMEs and business startups.

 

 

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Selling Software and Services: A Short Guide to SaaS Marketing

Selling Software and Services: A Short Guide to SaaS Marketing

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Understand the SaaS selling & buying process and find out how to effectively engage with your buyers using the SaaS-focused tips outlined in this post.
Sales Productivity: Tips From the Top Salespeople

Sales Productivity: Tips From the Top Salespeople

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Refine your selling skills and boost your productivity as we take a look and learn from the stories of some of the world's most successful salespeople.
How to Sell to Match the 3 Types of IT Decision Makers

How to Sell to Match the 3 Types of IT Decision Makers

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Get to know the 3 types of people that drive IT buying decisions and learn how to effectively engage in today's highly-informed tech selling/buying process.

How to Turn Customers into Brand Ambassadors [GUEST POST]

How to Turn Customers into Brand Ambassadors

Word-of-mouth marketing is by far the most effective form of business promotion. Today, consumers would rather rely on personal recommendations than on commercials or paid expert opinions of any kind. That is why many companies are trying to win over their customers’ hearts and minds and turn them into brand advocates.

Although there’s no proven recipe for gaining more brand advocates, there are practices that can help you to motivate your customers to recommend your business to their acquaintances. In this article, we are going to share some of the ways that will help you to widen up your brand’s’ reach by using the benefits of word-to-mouth marketing.

Provide Exceptional Customer Service

Increased market competition has motivated businesses to search for a competitive gain outside of the regular product update cycles and marketing campaigns. Exceptional customer service is something customers remember and talk about. That is why it is a very efficient way of turning them into brand advocates. Consumers like to buy things from companies that respect them and the best way to show your respect is to provide a premium customer service.

Ask for Customer’s Feedback

Asking for a customer’s feedback will not influence their decision about your business. However, it will improve your word-of-mouth marketing prospects by reminding them about the top-quality products and services they purchased.

Today, an average consumer makes dozens of purchases per day, and they often forget how good some of these products were. That is why reminding your customers to recommend your business does the trick, and can drastically increase the number of brand advocates.

When asking for feedback, do not hesitate to be direct. Ask them: “How likely are you going to recommend our products/services to your family and friends?” Even if you do not receive a positive answer, you will have plenty of valuable data that you can use for improving your marketing, sales, and production processes.

Related: The Little Known Art of Exploiting Unhappy B2B Prospects

Organize Loyalty Programs

Loyalty programs can be very addictive to consumers. Sometimes, not only will they tell their friends about your business, but they will explicitly ask them to purchase a product from you so they can earn extra points and come closer to the wanted reward or a discount.

Loyalty programs entrench customers in your brand, and they will often draw some of their friends and family with them. MLM companies discovered the effectiveness of loyalty programs a long time ago, and they earn a large percentage of their income through personal recommendations.

Related: Callbox Takes Systems Integrator Leader From “Test” To “Trust” [CASE STUDY]

Organize Referral Programs

People often ask what the difference between loyalty and referral programs is. Loyalty programs are based on contestants purchases, while referral programs only count the number of new customers contestant brings into the circle. This means that improving word-of-mouth marketing is the sole purpose of referral programs as opposed to sales improvements.

Referral programs are often more efficient than loyalty programs because the new customers who are brought into the circle are more likely to stick to your brand and take participation in the referral program themselves.

Related: Building Tremendous Credibility and Make Clients Refer You

Personalize Customer Experience

In the customer experience segment, we have talked about showing respect and gratitude to your customers. There is no better way to show this than making your communication more personal. The commercial world and mass production tend to crash any type sales personalization, and that is why this tactic can produce more value than ever before.

Do you remember the time when your local grocery shop owner was also your friend? You do not get that kind of respect in a chain supermarket, do you? Consumers too are often nostalgic for these simple and carefree times and they will often recommend the company that tries to create a stronger connection with them.

Improve Your Company’s Identity

To develop a successful word-of-mouth marketing strategy, you will need to have an exceptional corporate identity. Although personal recommendations are more effective than any other form of marketing, to make consumers buy something you need to make your offer more professional.

Start from crafting a nice-looking logo, a company mission, and one or a few enticing, creative, and memorable slogans. You can hire graphic designers and copywriters for these tasks, but if you run a small operation on a shoestring budget, you can also use a free slogan maker or choose among the various open-source graphics programs.

Send Gifts to Your Customers

Everyone likes presents. Your customers will respect the fact that you gave them something for free and share it with their acquaintances. When giving out presents, you do not need to tie them with customer’s purchases. Sending a gift ‘just because’ is usually even more effective than bundling free products with the paid ones.

Be original when you send gifts. Choose a special date to do this. It can be a customer’s birthday or an anniversary of their subscription. Choose the present in accordance with customer’s preferences and wrap it up nicely.

Ask Customers for User-generated Content

User-generated content works like a charm on social media. You can motivate your customers to promote your brand online by promising them free products and discounts. This is one of the best ways to validate your business, and since people have hundreds of followers on social networks, your customer base can drastically increase.

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

Keep Customers Informed

If you do business online, keep your customers informed. They need to have total control over the ordering process, and they need to know where their product is at any point of the purchase and shipping process. Many eCommerce businesses use order tracking to ensure their customers that the products they have ordered are coming on time.

Leverage the Power of Brand Ambassadors

Every company that wants to become a market leader needs to leverage the promotional power of brand advocates. If you follow the tips we shared above, you will be able to create a winning word-of-mouth marketing strategy that will enable you to gain an army of loyal followers and supporters.

 

 

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Selling Software and Services: A Short Guide to SaaS Marketing
Sales Productivity: Tips From the Top Salespeople
How to Sell to Match the 3 Types of IT Decision Makers

7 Unbeatable Ways to Boost Your Ecommerce Campaign [GUEST POST]

7 Unbeatable Ways to Boost Your E-commerce Campaign

Running a successful e-commerce business can be a difficult task, and constantly expanding it even more so. With online businesses popping everywhere, the competition will make it really difficult to sell your products, but it’s still an achievable task. If you’re looking to boost your sales, what you need to start with is a good strategy to differentiate yourself from your competition and stand out from the crowd.

From increasing traffic to your website, to automating email campaigns, here’s our guide on how to quickly boost your e-commerce campaign and increase your sales.


#1. Focus On Selling Fewer Products


Having a wide range of products can be a good idea if you are running a big e-commerce business, and pack thousands of new visitors on daily basis. But if you’re struggling to sell some of your products, you should consider removing them from your main page and concentrate on one killer product. You can still offer your slow-selling products by using follow-up offers or just offer them from other web pages.

Having one lead product on your main page will allow you to have quality content that covers topics related to that product, thus making sales easier. Avoid trying to please everyone who visits your website, and has your marketing strategy built around a few high-quality products that will define you as a business.

Related: 15 Brilliant Web Design Hacks That Convert Traffic into Leads


#2. Improve Your Customer Support


Translating visitors into customers is tough enough task, but that’s not where it ends because retaining customers is actually more important than grabbing new ones. If you treat your customers far better than your competitors, they will most probably stay loyal to you and your products.

A good way to start is to add a live chat to your website. Having a call center is fine, but for some customers, it’s a bother and they might just give up before making a call. Emails, on the other hand, are slow. Live chat offers a live interaction between a customer and customer support representative while keeping things fast, simple, and cheap for you.

Related: Investing in Customer Support is a Must in the Modern Day Business


#3. Consider Free Shipping


Very much like with taxes, people just don’t like paying for shipping. Many recent studies have shown that people are much more likely to purchase from a site that offers free shipping, compared to those who don’t. There are many reasons why people just don’t want to pay for the shipping, with the number one being that they’re uncertain as it is to the quality of the product without touching it. Having an extra expense when customers are already uncertain whether to buy is just pushing them away from you. E-commerce giants like AliExpress made a career out of free shipping across the world, so it’s definitely something worth considering.

Related: How Amazon Sets the Standard for Customer Service Calls


#4. Add A Blog


Your store shouldn’t be just a place where you offer products. Customers who enter a site and start buying stuff are very rare, and definitely not something you should rely on. It’s imperative that you offer them high-quality content that is related to your products. Are you selling swimwear? Great, so have an article with all the health benefits of swimming, or how good it can be for getting your customer’s body into shape.

Having a blog is incredibly important because it can serve as a bridge between you and your customers. When visitors enter your store, they won’t immediately trust you. It’s up to you to gain their trust and hit their weak spots.


#5. Improve Your Traffic


Having high-quality products isn’t enough to actually sell them. If you’re not getting enough traffic on your e-shop, you won’t be selling quite a lot. Getting more traffic largely depends on optimizing your SEO (Search Engine Optimization), a specialized process which includes researching and using proper keywords in order for your website to appear higher when a potential customer uses them in the search engine.

If you do manage to optimize it though, it will grant you a lot more traffic and thus more opportunities to make sales. It’s a difficult task, and e-commerce businesses usually hire experts like this SEO company from Sydney to get them to the first page, thus boosting their sales.


#6. Have a Review System in Place


Potential customers will always trust your reviews more than you. Even if you don’t have reviews system on your website, there will be reviews about your brand elsewhere on the internet, and they’ll be quite easy to find. Reputation travels fast (especially bad one) and you need to stay one step ahead by having them on your website. Customer feedback can either make you a sale, or lose you one, but even bad ones are valuable if you’re looking to improve and fix the issues. A well written positive review is often worth more than a perfect copy, simply because people opt to trust their peers.


#7. Marketing Automation


Using a software to automate email campaigns or social media responses have become a go-to option for most online business owners, simply because it will save you a lot of time and money. When properly set, this software will allow you to target audience with ease and help you lead your audience on their journey from visitors, through leads to customers. Use it to send engaging content to your potential buyers, and make lead nurturing much easier than if you’d do it manually. Just remember, it’s just a tool, not a replacement for your business strategy, so make sure that you have one in place before even considering to use marketing automation software.

 

Conclusion

Whether you’re just starting an e-commerce business or you’re trying to expand already existing one, you’re looking at a tough road ahead. By following this guide you’ll make sure that you don’t leave anything to chance, thus increasing your chances for success.

Keep in mind that online markets change on daily basis and that the most valuable skill you can have is adaptability. If you keep in touch with the new trends and adapt your strategy to fit them, you’ll most likely succeed in your endeavor. Don’t be afraid to try out new things, because that’s the only way for small businesses to turn into e-commerce giants.

 

Author Bio:

Helen Bradford is a literature and business enthusiast whose main interest is digital marketing, mostly SEO. Therefore, she currently works part-time as a consultant for agseosydney.com.au, a digital marketing agency from Sydney. She spends her spare time doing fitness and traveling.

 

 

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Why You Should Bet Your Money on Digital Marketing (And Win)

Selling Software and Services: A Short Guide to SaaS Marketing
Sales Productivity: Tips From the Top Salespeople
How to Sell to Match the 3 Types of IT Decision Makers

How Amazon Sets the Standard for Customer Service Calls [GUEST POST]

How Amazon Sets the Standard for Customer Service Calls

It is widely recognized that a negative customer experience, when handled properly, can result in increased loyalty. However, an improperly handled one can result in a poor review. Companies may often disregard customer complaints due to a complacency with new business, but fail to consider that much of that ‘new business’ is in-fact generated from reviews and referrals the loyal customers provide.

Amazon realizes these facts and is why it invests so heavily in providing an outstanding customer experience and really setting the standard for any company that values business.

#1: It makes returns incredibly easy

A strategy employed by many companies is to make opting-out or returning a complicated process. However, Amazon realizes that the most persistent angry customers are the ones you do not want to upset. If they will go to the extent to maneuver the maze of requirements to receive a refund/return, what is a few extra steps to write a negative review? The lost business from a poor reputation, even a single bad review, is certainly not worth the lost revenue – at least as suggested by Amazon’s return policy.

Related: The Callbox Guide in Handling Bad Reviews

#2: It avoids the automated attendant masquerade

Many consumer facing companies, especially those with high call volumes, often attempt to segment callers into a self-help portal or direct them to specialized representatives. If you have ever had to call the US Postal service or BMV, you quickly realize that even pressing the ubiquitous zero a half-dozen times will not get you speaking to a representative, which is infuriating. These companies can usually manage customers in this fashion because, usually because they’re protected by billions in infrastructure – so good luck going to the next one. Amazon gets customers connected right away with a customer service representative who may speak with them with minimal automated guidance.

Related: Re-activate the Interest of Lapsed Customers to your Company

#3: It’s representatives are trained to manage angry customers – and stress

If you scour Yelp! or any other review website, you are likely to find at least one reviewer complaining about being ‘hung up on’ by the company. This generally means one of two things, the company cannot hire and train their representatives to maintain self-control – or they have a policy that allows them to ‘excuse themselves’ of angry customers. Either way, this is not tolerated by Amazon, who instead hires staff already capable of managing their stress and trains them to resolve complaints in a professional manner. Hanging up on a customer, is the brick & mortar equivalent, of escorting someone out of your building with security – which would possibly make the evening news.

Related: Be a SMART Marketer, Know the Best Time to Call your Prospects

#4: It doesn’t allow itself to be ‘taken advantage of’

What happens when you have a lenient return policy and comply to every consumer demand? They begin to find exploits and then share them with friends, or possibly the entire Internet. Eventually, you cannot sustain the policy anymore because people deliberately attempt to place deceptive or fraudulent claims. This happened to Amazon when the company Beta tested a policy that allowed customers to keep their money and items. The policy has since shifted, as with a brief Google search, one can easily find articles about how to ‘get free items on Amazon’ or similar tutorials.

Related: The Perfect Response to “We Are Currently Working With Your Competitor”

#5: It makes calling the company very easy.

Many websites have a hidden process for contacting the company. A person may click the ‘contact us’ button to only find a form an mailing address. It is likely that person does not even have mailing stamps in the home, some Gen Y consumers may not even be capable of addressing a letter. So, they go into the privacy policy page, do a Google search, and scour your site map looking for the phone number that Amazon has conveniently placed in many areas of its website and is accessible with a quick Google search – removing the distance between the consumer and company.

What does this mean for your company?

According to Chase Hughes, a founder of Pro Business Plans, companies should consider not only the value of a lost customer and referrals, but the potential damages associated with a negative review.

However, also be aware that if companies put themselves in a position to be abused, they most likely will be. The best way your company can learn how and train staff to properly increase customer loyalty and mitigate negative reviews is by observing the standard for excellence that Amazon has set for the rest of us.

 

Author Bio:

Chase HugherChase Hughes has six years of experience working in the consulting sector and three years in the private equity sector for large multi-nationals and emerging startups. He is the founding partner of a service that writes business plans for debt and equity capital for startups.

 

 

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Selling Software and Services: A Short Guide to SaaS Marketing
Sales Productivity: Tips From the Top Salespeople
How to Sell to Match the 3 Types of IT Decision Makers

Have you been Bitten by a Snake Oil Salesman?

According to history, between 1849 and 1882, around 180,000 Chinese immigrants moved to United States. They were offered to sign a 5-year contract with very low wages. When the Chinese workers moved in, they brought different medicines – including “snake oil”. This snake oil was made from the oil of the Chinese water snake. It helps reduce inflammation because it is rich in omega-3.

Chinese workers use this oil as a liniment to rub on their joints after a long day at work. It is known to be effective in treating arthritis and bursitis. It is said that Americans were amazed of the effect since the Chinese workers began sharing the oil with them.

The History of Snake Oil Salesman
 

Because of its popularity, Clark Stanley, also known as the “Rattlesnake King” decided to make their own version for Americans to use. However, he used rattlesnakes because there were no Chinese water snakes in America. However, it is less effective than the original Chinese snake oil and did not contain a drop of actual snake oil.

Snake oil salesman and traveling doctors (also known as quack doctors) are the ones selling Clark Stanley’s snake oil liniment. Eventually, Americans banned this product as it is not effective in treating different conditions. It was around then that the snake oil becomes a symbol of fraud in the US.

Until now, Americans would still refer a “Snake Oil Salesman” as someone who sells an product that claims their product actually works. They are considered as someone who misleads their customers just to gain profit from them. In order to push their products, a “snake oil salesman” would usually deceive their prospects that their products are effective and customers can benefit from it in order to get money from them.

So how will you know if you’re dealing with a ‘Snake Oil Salesman’? Here are some signs that you’re dealing and have been bitten by a Snake Oil Salesman.

 

#1: They keep on pushing their product despite too many objections.

This type of salesmen doesn’t care whether you need the product or service. Their only goal is to get your money and for you to buy to them.

Related: 27 Sales Experts Reveal the Single Best Piece of Sales Collateral For Closing Deals

#2: They practice poor customer service.

A salesperson who failed to acknowledge their customers means they don’t value who you are. Also, when you hear a salesperson complain or say something bad about their competitors, it’s considered a sign. This way of pursuing a customer is not healthy.

Related: 10 Best Marketing tools to Increase Productivity… and Leads and Sales

#3: They’re the ones who are doing all the talking.

They don’t practice asking questions to gauge if their prospect has a need on what they’re offering. They wouldn’t even let you ask questions or worst, they disregard your question. Instead, they just keep on pitching their product and how you can benefit on it.

A good salesman use CHAMP lead qualification methodology to qualify their prospects and to know their needs and challenges. Listen more than you talk and be able deliver the best solution.

#4: They focus more on sales to meet their deadline.

We all know that every salesperson has a quota or a deadline to meet. Their goals when speaking with you is to get a sale, not to find out if this is something you might be interested because your company needs it.

A good salesman knows when the lead is ripe or when it is still unqualified and  needs further nurturing

Part of this lead nurturing process is sending digital downloadables that could convince them even more. Here are the digital freebies in sales that could be use.

#5: They’re claiming their product is the best.

They pitch in their product by being defensive. They claim that their product don’t have any failed experiments prior to launching it. And that everyone can benefit on their product in all possible ways.

Take note of these signs when dealing with any salesperson. In sales, all sales reps must gain the trust of their customers in order for them to patronize and consider using the product over and over again. Providing customers with good quality product or service is important because that’s one way of building trust and relationships with your current and future customers.

“A good salesman must consider your need for the product and service.”

 

 

 

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36 Motivational Quotes to Keep your Business Alive and Kicking!

Skills are acquired and knowledge is learned but neither of these can take you up to the ladder of success unless you are motivated. You’ve got to have a reason for doing the things you do – why do you work hard, play in a basketball league or teach restless little kids at a grammar school? Whatever reason you have for doubling your time and effort on people or things, either appreciated or not, hang to it with great enthusiasm and conquer the world.

Don’t let negativity get into the way! Find some inspiration on these 36 motivational quotes!

Learn more business tips today!

 
 

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Growth Hacking Your Startup in 4 Awesome Ways

 Untitled design

Statistics for startups can be devastating and discouraging. And though the numbers vary when it comes to failure rate for startups, it is generally estimated to be somewhere between 80 and 90 percent. Even the businesses that start big can lose momentum and end up with closed door. There is no easy way for a small fish to start swimming with the big sharks, but if there is anything that can be a true lifeboat, that is definitely growth hacking.

It is the secret behind the miraculous Tinder’s overnight growth from 5,000 to 15,000 users and other successful business stories such as Airbnb and Product Hunt. It is what makes the difference between swimming easily and struggling to catch the air and beat the waves. Here are some tips for understanding and using growth hacking to your advantage.

Understanding Growth Hacking

Growth hacking is not some kind of marketing in disguise or a replacement for marketing. It is, in its essence, making decisions aimed towards growth. This exclusive focus on growth has created various methods, practices and tools which are foreign to traditional marketing repertoire, and the gap between the two disciplines continues to grow as the time goes by. Growth hackers are, in that case, a combination of marketers and coders, because they use technology-based solutions to accomplish their goals.

The Growth Hacking Process

There are some definitive steps which should be taken in order for your growth hacking to be successful.

Defining actionable goals – Too broad goals can easily turn into meaningless goals. Breaking them into smaller achievable tasks, however, can lead to overall growth.

Use analytics to track your goals – Without analytics, goals are pointless. If you cannot tell when the goal is attained, you cannot move ahead.

Leverage your strengths – When you already have some asset that requires little energy, but can produce significant results, you should use it as leverage.

Conduct an experiment – You have to try out a tactic and learn on your success or failure.

Related: Protect a Business from Sinking using this 5-Step Formula

 

Three Ways to Get Traffic

Naturally, in order to have a stable conversion rate, you will first need to establish sustainable traffic on your website. There are three tactics to help you achieve that:

  • Pull them in –Give the visitors a reason to come to you first. You have to draw them to you with interesting content, like instructions, blogs, etc.
  • Push them onto your website – Push tactic is more aggressive and it requires that you impose some content (video, add, blog) to visitors who are using the web for other reasons (YouTube, Google search, etc.).
  • Use the product – Use the product itself to guide visitors to your website. If the product is good enough, it will generate a positive word of mouth and grant your brand better exposure.

Creating Engaging Content

We have to point out that of all the tactics we have mentioned, pull tactic is the most difficult one. Push tactic is in the hands of Google engines and YouTube, the products sells itself, but to pull visitors onto your website means that you have to create your own interesting content. Blogging is the most efficient way to do that.

A blog is a powerful tool for positioning yourself as a leader in your field, build brand awareness, demonstrating your expertise, fostering an engaged community and generating leads. It would be useful to publish content on some websites that are already established names for your niche. To find such sites, you can research the websites where your competition publishes by using link prospecting tool which can show you the activities of your competitors online.

Related: Expanding Your Business in Asia This 2016

Activating the Visitors

A blog is just one way to activate your visitors. Furthermore, you can get them to create an account on your website, ask them for their email addresses, get them to comment or share some content, ask them to fill out some questionnaire, and, most importantly, get them to buy something. The particular goals you may have will depend entirely on your product. Some text, image or video are more likely to be shared if it affects visitors’ emotions. Do not forget to prioritize your goals, the fewer you have, the more likely is that you will achieve them.

Retaining the Users

Now that you have successfully brought visitors to your website and got them to be active in some way, you have to take certain actions in order to retain them – make them use your product in such measure that it becomes habitual (for a content company that means consuming that content on a daily basis). If your retention is low, your growth hacking is meaningless.

On the other hand, users that have been retained for long time are more likely to become evangelists for your product or content. The most efficient ways to retain visitors is to deliver the promises you have made, build a mobile app, give rewards, talk directly with unsatisfied customers, communicate with them on social media (follow their Twitter profiles), build a community, have a great customer support and, most importantly make them happy.

Now that you have seen what is all the buzz about, it is the right time to start using it to increase your conversion rate and become more successful. Who know, maybe one of these days, we will be using your startup’s name as an example of successful growth hacking?

 

 

Nate Vickery

 

Nate M. Vickery is a business consultant from Sydney, Australia. His fields of expertise and are company management and efficient work environment through latest technology trends, as well as internet marketing. He is also an editor in chief at Bizzmarkblog.com.

 

 

 

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6 Famous Quotes to Inspire your Calling Success Rate in Appointment Setting

6 Famous Quotes to Inspire your Calling Success Rate

 

“With the new day, comes new strength and new thoughts” – Eleanor Roosevelt.

There’s no easy way out of a bad call, but to keep moving on to the next, and anticipate success.

Below are some BEST PRACTICES you may ponder on before you start calling your prospects:

I have not failed. I’ve just found 10,000 ways that won’t work – Thomas Edison 

Know the DNA of your job.

When your usual calling tactics may not seem effective anymore, round up a few new styles that might help you get back on good performance track again.  

A daily, 3-5 minute call calibration or coaching session for a week or two,  with your Quality Assurance specialist or Supervisor will help you improve call quality and efficiency.

When you give time to grasp new knowledge, you’ll be able to discover more creative ideas in telemarketing like this  The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales).

I walk slowly, but I never walk backward – Abraham LincolnTwitter_bird_icon

Take one step at a time.

Coping with quota towards the weekend could hold you off to say, “Thank God it’s Friday!”, as you’ll be running around with the burden of undone tasks til Saturday.

Take advanced actions like banking appointments from Mondays thru Wednesdays, and Thursdays and Fridays would spare you ample time for other tasks, alongside the chance of still getting appointments as you make more calls.

Let your work stay in it’s rightful place, in the office. Don’t bring it home or you’ll get exhausted just thinking about it. Try these telemarketing tips on how to stay productive even in holidays.

If you think you can do a thing, or you think you can’t do a thing, you’re right – Henry FordTwitter_bird_icon

Mind over matter.

What comes into your mind when something new comes up like a new tool or a process that’s directed to be utilized by everyone in the office? Do you see the idea as an opportunity or an encumber?

New tools and processes are constantly updated/changed in order to scale up the standards of the business, otherwise regression overtakes growth.

Tell yourself to do more and learn more. Be excited to utilize new tools and processes – keep up with change and see yourself grow with the business.

Just recently, Callbox was able to pull off a marketing automation and a CRM together, a lead nurturing tool that helps clients generate campaign reports and easily follow up their leads through a customized schema. Don’t close doors on changes, without it probably  there’s no progress.

All of us have do not have equal talent. Yet, all of us have an equal opportunity to develop our talents -Ratan TataTwitter_bird_icon

Leaders are prominent figures in the workplace, but Appointment Setters like you are frontliners of the business.

Your Team Leader may have the skills and knowledge to manage your group, but won’t do without team members like you. Each has his own journey, a moment to take center stage, and a story to share.

Regardless of what you do, do your best at it – make use of the opportunity to develop your skills and talents that  will add value to you and your work.

If you can’t fly then run, if you can’t run then walk, if you can’t walk then crawl, but whatever you do, you have to keep moving forward – Martin Luther KingTwitter_bird_icon

Have that “Can-do” attitude.

If your prospect was not available when you called today, send him an email or connect with him via social media. There are many possible ways to do prospecting and appointment setting via different media: voice, email, social, web and mobile.

“I can do it” would be a good daily mantra to achieve your goals.

Ask not what your teammates can do for you. Ask what you can do for your teammates – Magic JohnsonTwitter_bird_icon

Be Proactive.

Voluntarily offer a hand to a teammate who is challenged with a campaign, or assist your coach on other tasks when he’s tied up with another. Participate in team activities, contribute ideas, and share some knowledge and skills.

These bits n’ pieces of goodwill will definitely forge Teamwork.

So start working and share some Best Practices around. If you flunk, pause for a minute or two, take a deep breath, and just keep going. 

 

And here’s to get you reminded, pinned it!

6 Famous Quotes to Inspire your Calling Success Rate - Infographic - Callboxinc.com

 

Share the inspiration to your fellow marketers! Aside from the big names above who else do you find inspiring and keep that marketing drive going?


Learn more business tips today!

 

How to Know if SaaS or On-Premise is Better for Your Startup?

 How to Know if SaaS or On-Premise is Better for Your Startup?

With rising popularity of SaaS and other kinds of resource environments such are data storing clouds, business world comes to an important steppingstone, when capabilities of these concepts need to be measured and when companies need to determine whether these smart solutions will be more beneficiary for them than standard software installations and other on-premise solutions.

When it comes to big corporate entities, on-premise installations are still the only way to use software. Of course we should have in mind that these companies have big and competent IT departments and enough money to buy all legal software they need. Small and medium businesses don’t have such a big talent pool and monetary capacity which is why they often switch to SaaS. In this article we will inspect whether SaaS is the right choice for startups.

Is It Cheaper?

This is one of the prime concerns for every entrepreneur who wants to switch all of his/her company software to “Software as a service” model. SaaS is definitely less expensive than on-premise software, especially when we are talking about small businesses with limited software needs. On-premise software requires:

  • Internal infrastructure costs;
  • Licensing costs;
  • Support costs;

All these are usually included in most SaaS packages that are far cheaper than any decent on-premise software. That means that SaaS enables entrepreneurs to direct some of the funds they previously used for software costs to upgrading their business in other ways.

Only additional cost that may come up, is the cost of migration of highly integrated applications from company to cloud servers. This cost can out-shadow some of the SaaS benefits, but since most small and medium sized startups are using applications that only have one or a few standard interfaces, it is really easy for them to move all of their business to the cloud, cheap and in a timely-manner.

What about Security?

Although there are a lot of concerns about SaaS security, packages offered by SaaS vendors to small and medium businesses usually as secure as on-premises software. These are some common security concerns entrepreneurs have, when it comes to SaaS:

  • Who owns the data?- In most cases client owns the data and all further arrangements can be negotiated with SaaS vendors before signing a Service Level Agreement (SLA). This agreement defines parameters of: data ownership, maintenance schedules and security requirements, which means it is the most important document when it comes to security of SaaS software.
  • Will My Data Be Secure While Being on a Cloud?- Today even small and medium startups work with very sensitive data that includes personal, credit and debit card information. Everybody wants their data to be secure, and this usually doesn’t have anything to do with proximity of the servers. SaaS vendor companies have much more funds to invest in security, than small startups, which is why storing sensitive data in clouds is always a better option than storing it on servers owned by company with limited funds to spend. In addition to this, web-based security systems are usually much more complex than on-premise ones and they often undergo strict security procedures such as SAS70 Type II.
  • What Happens when Vendors Shut Down Their Business?- This should also be defined by Service Level Agreement and in most cases vendors prepay data center hosting, which means that even if something bad happens to vendor company, its client can access their data freely until their subscription ends. Of course, clients always need to check SLA beforehand.

What Are the Downsides of SaaS?

Although SaaS comes with many benefits for small and medium business, it also comes with certain downsides that also need to be evaluated before signing a contract with the vendor. We already mentioned complications and additional costs that might come up while migrating complicated applications, and here are other disadvantages that can come with implementing SaaS principle:

  • SaaS can only work with fast internet- If the internet goes down, business will definitely take a hit. Although there are now vendors that offer certain amount of offline functionality, this packages are much more expensive and data can be synced only after good intenet connection is established again.
  • Most SaaS packages work only on Windows or Linux- Software services come with much less OS compatibility than on-premise software packs. Although certain SaaS companies are currently developing their MAC support, we will need to wait for some time to see software provided by these companies that is fully operative on MAC.

 

Bottom Line

Switching to SaaS concept is a huge step, and entrepreneurs need to make an elaborate plan that will require asking for business advice for companies and experts that already used services of SaaS vendors. In our opinion, this concept comes with many benefits for small- and medium-sized startups and is definitely worth trying, it is always good to search for second opinion online. We think that SaaS concept can even be compared with free and open source software. Companies need to pay for software they use, but it feels more like paying for expert IT services.  That’s because SaaS agreements usually provide great value for the money and include wide range of services such as: initial setup, regular maintenance, ongoing development, regular backups and much more.

 

 Nate Vickery

Nate M. Vickery is a business consultant from Sydney, Australia. His fields of expertise and are company management and efficient work environment through latest technology trends, as well as internet marketing. He is also an editor in chief at Bizzmarkblog.com.

 

 

 

How to Respond to “Send Me More Information”

20150805-how-to-respond-to-send-me-more-info

I found this great article on how you can avoid falling into that “Send me more info” trap on a sales call, published by the folks at Close.io.

 

If you’re doing any cold calling at all, this is one of the most common obstacles you’ll be confronted with once you actually reach someone. Pretty early on in the call, many people will ask you: “Can you send me some more information? I’ll review it and get back to you.”

New and insecure sales reps respond: “Of course! I’ll send it your way.” They send out the email, and that’s it. Maybe one or two timid follow-ups, and they file the lead away.

So how do experienced and successful sales reps respond to “Please send me more information”?

Watch the video: Cold Calling Jiu Jitsu: How to Respond to “Send Me More Information”? 

Many sales reps don’t even see their prospect’s requests to receive some info materials as an obstacle.

The painless way of losing deals

To insecure sales reps, it doesn’t feel like it’s a lost opportunity. There’s still hope, right?

Maybe the prospect will review the info you sent him, find you’re selling exactly like what he needs, call you up, asking one or two clarifying questions, and a subtle nudge of your elegant salesmanship is all it takes to close the deal.

Think positive, young salesman!

What does “Please send me more information” really mean?

It means “I’m not interested, and I don’t want to give you my attention and time.”

It’s simply the most convenient way for the person on the other end of the line to get rid off you. They don’t want to be rude – you don’t want to be rejected. You both know it. Thus, the unspoken agreement is reached between the two of you.

Why you shouldn’t just send more information when they ask for it

You haven’t learned anything about this prospect yet. You haven’t qualified him. You don’t know what his wants and needs are, which problems he faces, whether he can afford your solution, etc.

Based on this lack of knowledge – what kind of information will you send them?

Just generic stuff about YOUR company.

What do you think will come out of that?

Nothing.

When you send info materials to a prospect, you want to be sure that it’s custom-tailored to the recipient, so that it actually hits the mark.

 

How should you respond when someone requests more information?

 

#1 Use the power of yes

First of all, tell them: “Yes! Can I have your email?”

This is the jiu-jitsu part. You use the momentum their request has to your advantage, and then redirect it the way you want it.

#2 Get them invested

After they tell you their email address, speak these words:

“I want to make sure that I send you the most relevant piece of information. Can you tell me, _______ [easy to answer qualifying question, e.g. are you guys more interested in X or Y]?”

This is a tiny, little follow-up question that most prospects will answer. And by this, you’ve shifted the momentum, because they lowered their guard.

They gave you a bit more information, invested a bit more time and energy into the conversation – and thus are more likely to stick around.

#3 Ask more follow up questions

Elegantly engage them in a conversation by – sensitively – asking more follow up questions. The secret to success here is to fine-tune your antennas – but it’s really not rocket science. If you’re in a good state, and you genuinely care and listen, you can do this.

Some people will cut you off and tell you to just send you the information, and if they do – that’s fine. Thank them for their time, and get them the info they’ve asked for.

Many times you can really get them engaged in long sales conversations. I do this all the time when people ask me to send them more information because they’re “too busy to talk right now” – 20 minutes later, they’re still on the phone with me.

People actually often LIKE this – because rather than a high-pressure sales call with a sleazy telemarketer, they’re having a real conversation with a knowledgeable person showing interest in their opinions, problems, and wishes. (I’m assuming you have subject matter expertise).

#4 Take the next step

Usually, you’ll still end the call by telling them that they’ll get more information. But now you’ve moved the sale ahead much further. You know more about them, they know more about you, you both determined that there’s some real potential for mutual value creation. You’ll be able to send them much more relevant information to them, and they’ll study it much more attentively.

I’ve had many sales calls where a prospect tried to get rid of me by asking for more information, and using the simple engagement strategy I shared with you here, I re-engaged and closed them on that same call. And if you practice this enough, you’ll see similar results.

This article was originally published here by Close.io.

 

 

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Defend a Higher Price: 3 Steps

defend-higher

So you sell a premium product or service We’re talking big ticket here, not a dollar store find. So how do you convince your prospect to buy despite your higher price?

Article originally published on Inc.com here.

You can charge more than your competition once you learn how to make price irrelevant. Here’s how.

Probably the most common sales advice in the world is “sell value, not price.” Unfortunately, that advice is horse manure–at least in the way it’s usually interpreted.Most of the time, “selling value” consists of pointing out that your product has more features (or quantity) than the competition’s, even though it costs the same amount.I hate to point out the obvious, but delivering more product for the same price as the competition is just another form of discounting. And therefore, because you’re offering a discount, the discussion remains centered on price–even when you think you’re “selling value.”The only way to get out of “selling price” is to render the price discussion meaningless.  To do this, you make the customer feel that buying from you and working with you is far more valuable than the lower price they’d get from the competition.Successful small retailers do this all the time, or they quickly go out of business. They convince customers that it’s easier and more fun to shop where the prices are higher than at, say, Walmart.  A perfect example is Wegman’s.In B2B sales, most successful companies don’t “sell value” or “sell price.” Instead, they actually transcend price–by making those pesky price differences more or less irrelevant.

Why Customers Focus on Price

There are three reasons customers focus on price:

In small firms, decision-makers are more interested in working in their business than working on their business. They would just as soon avoid examining the cost structures of their business–a far more complex issue than simple price–and focus on doing what they love.

In midsize firms, decision-makers have too much information and not enough time to understand it.  When they make recommendations on what to buy, they know they’ll get less flak if they propose the lowest-price.

In large enterprises, buying decision have been moved to purchasing, which is specifically mandated to purchase things at the lowest price, even if the low price turns out to be a false economy.

In all three cases, the customer lacks the perspective to understand the true cost of their problems and the underlying causes. So instead they glom onto the one number that they can easily understand: price.

Therefore, if two companies are offering similar products, and the customer believes that the product will solve a problem, it only seems logical to the customer to “bargain down” and play the competitors against each other to achieve a price that is as low as possible.

Make Price Irrelevant

However, when the true cost of a problem is fully uncovered, the price of the solution typically becomes irrelevant.

For example, there’s no question that the price of a motorcycle is far less than that of an automobile, although both will get you from here to there.  However, if you’re transporting children–or, for that matter, home improvement supplies–the importance of the lower price dwindles into insignificance.

The same is true in B2B sales.  On the surface, it often seems as if two products perform an identical function.  However, no two competitive products are exactly alike, and those differences always have the potential to address different cost issues with the customer’s operations.

Therefore, if you want to defend your higher price, you must uncover the cost issues that will cause those price issues to dwindle into insignificance.

For example, imagine two order processing systems that have the same features and benefits. If one has a price that’s half as much as the other, the price-focused customer will naturally purchase the lower-priced of the two.

However, if the lower-priced system goes down for maintenance twice as often as the higher-priced system, it might cause the loss of millions of dollars.  In this case, the lower price of the less reliable system offers a false economy.

Raise the Stakes & Make the Sale

Almost every product offering has some economic value above and beyond the acquisition price of the core product. Your job is to uncover this economic value in such a way that the customer easily understands why your higher price is irrelevant.

Economic value is the total monetary worth of your offer, from the customer’s perspective. It stems from your core product in addition to the information, services and support that are provided to the customer before, during and after the sale.

However, because the customer does not realize the economic value of your offer, you must help them understand how your offering improves their performance, reduces their overall costs and/or reduces their exposure to risk and liability.

Here’s how.

  • Clarify the real problem. Identify the problem the customer is working to resolve. Then determine how much this problem is actually costing them. Uncover accurate dollars-and-cents information in order to quantify the total economic worth of your offering.
  • Determine the problem’s root causes. Probing deeper enables you to provide a long-term solution that will create more economic benefit for them. It also allows you to increase the total economic worth of your offer.
  • Expand the scope of your offering. Find ways to help the customer address these root causes, either with your offering alone or with a combination of your offering and additional information, services or support–such as problem solving, application engineering, start-up assistance, etc.

Approaching the sale in this way forces the customer to focus on the costs of the problem, rather than the price of your product.  What’s more, it ties “working with you” (and with you alone) to achieving that financial benefit.

The above is based upon a conversation with one of the smartest guys I’ve ever met: Robert Nadeau, Managing Principal of the Industrial Performance Group.

Article originally published on Inc.com here.


Geoffrey James
Contributing editor, Inc.com

How to Make Presentations for Business Appointments Interesting

How to Make Presentation in Appointments Interesting

The moment has arrived. After grueling weeks of nurturing the prospect, he or she has agreed to set an appointment with a sales rep. You have been waiting for this ever since you made the interaction. It’s like a high schooler’s first date, but instead of a quick smack on the lips, you are eager to secure a sales close.

But like any teenager who hasn’t had the experience yet, you might find yourself in a pickle of determining how to make a business presentation that is sure to get a resounding YES!

Businesses know that familiar feeling when they prepare for a sales appointment. Every word counts, as well as every pixel in your PowerPoint Presentation!

The fact of the matter is, there is a great deal of expertise involved in creating a presentation that will have a lasting impact on your prospect. Luckily, there are ways you can create a truly compelling business presentation. Let us fill you in on some of them.

Keep it fun

As much as it is a serious engagement, business appointments shouldn’t always be as dull as a lecture about the parts of the brain. You can still make a presentation that educates and informs while you put a dash of fun in your presentation. You are not just a businessman, you are also a friend to your prospect; a friend who wants to crack jokes and gives a light-hearted atmosphere to any kind of situation. You can show this by inserting some jokes here and there and (most importantly) avoiding monotony in your speech. Doing these will keep your prospects glued to what you want to say to them.

Related: Marketing Investments: Why Business Analytics Really Are Worth The Time And Money

Do not beat around the bush

In other words, go straight to the point. You prospect probably had important functions to attend but postponed them just to hear you out. Do not lose this chance to make a lasting impression. And the least you can do is avoid using too much industry jargon that will only bore your prospects to death instead of keeping them on the edge of their seats. Moreover, your presentation should have a logical flow that takes your prospect from point A to point B and eventually to possible sales close.

Related: Making a Good Impression on the Initial Call with a Senior Executive

Organize your materials

A good soldier knows better than to keep his things in disarray. And, although you are not at war, you should also keep yourself organized before the big day. Your presentation and handouts should be similar and should include the most important points you want to present. Aside from that, you should also check if the content of your presentation is in order, and that means checking for grammatical and spelling errors, as well as omitting parts that are too wordy and ambiguous.

Related: How to Get Quality IT Appointments Hands-Free with Marketing Automation

Do you have what it takes to create a handsome business presentation? Share your insights in the comments below.

 

 

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