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Why Nurturing Can Spell Success For Your B2B Lead Generation Campaigns

After your marketing team has exhausted all efforts to generate as many leads as possible, it’s now time to make those leads “sales ready”.

Everyone knows that most – and in some cases, all – of the leads may end up not meeting the requirements of your sales team, so there would be a need for a little ‘cooking’ before these leads go into the funnel.

Still, there are marketers who choose to skip the nurturing process because they claim that it really doesn’t help process move forward. While this is clearly an incorrect assumption, it still pays to identify the ways in which lead nurturing can benefit your lead generation campaigns:

  • Nurturing boosts engagement – The initial phase of the lead generation process doesn’t really involve a close personal interaction between the marketer and the prospect. It’s only in the nurturing phase where the relationship becomes more in-depth which often leads to business understanding.

  • Nurturing establishes thought leadership – There’s no stronger foundation in the business industry than being regarded as a thought leader. But remember: no business started out as having that reputation by default. You have to work your way up the esteem ladder, and you start by nurturing your leads and giving them valuable insights they could use in their own businesses.

  • Nurturing manifests quick response – Prospects appreciate it when businesses value their time. A quick response is the best way to make a good impression, and statistically, it also produces more sales closes.

  • Nurturing uncovers pain points – While some nurtured leads may still end up unfruitful, the silver lining is being able to identify the things that typically causes a lead to be disqualified, and also being able to get awareness of what prospects are going through in their own respective business operations. This piece of research is vital in drafting future campaign parameters.

  • Nurturing sustains communication – When a lead is being subjected to your nurturing process, there would be constant communication between you and the decision maker. This strengthens your chances of beating out the competition while you have that lead on your plate.

  • Nurturing increases referrals – A disqualified prospect who was pleased with the way you have given him care and attention would likely recommend you to other businessmen in his network. There’s nothing more rewarding than being known by word of mouth as a customer-oriented business.

Why Telemarketing?

With the evolution of business and marketing tactics, there are plenty of ways for us to generate sales leads. The question here is which one of these would be an appropriate marketing medium. In this case, maybe something a little old-fashioned might do the trick – telemarketing. Really, there are plenty of reasons why you should give this medium a second look.

Sales Talk 101: Inserting the Value in B2B Telemarketing

 

According to MarketingProfs.com, telemarketing is still one of the most-sought after lead generation channels. In spite of this, getting prospects to engage you further down the funnel entails lacing your telemarketing calls with value.


Here are some tips that will help you out in that aspect:

1. Cite the challenges. Understand that a prospect – regardless of industry, size and budget – faces a myriad of challenges. Knowing what these challenges are is crucial in determining the value your product has to the prospect.

If the prospect is pursuing other priorities, then it’s best to move on to other opportunities.

 

2. Set goals. What does your prospect want to achieve other than to remedy these certain challenges? Clearly, organizations have long-term goals: expansion, better content creation, consistent marketing gains, the list goes on.

You can ask the prospect want he wants to accomplish in two to three years. Having him contemplate these possibilities can impact your product’s potential value to his business strategy.

 

3. Make SMART objectives. While the prospect of winning a sale makes you giddy, it shouldn’t cloud your view of what the prospects wants. Lay down how you are going to implement your process. As much as possible, don’t keep beating around the bush. Discuss in detail the process

Building a strong relationship between you and prospect goes beyond a sale. It’s a commitment that influences how potential clients view your product.

9 Simple Ways To Make Telemarketing Work For Your B2B Company

When doing research to prepare yourself for your first telemarketing campaign, you’ll most likely encounter hundreds of naysayers that claim telemarketing is as prehistoric as the dinosaurs. Of course, that isn’t true. With so many transactions going on in the business to business sector, telemarketing is getting more attention. If you want to improve your lead generation and b2b appointment setting campaigns through business to business telemarketing, then you must do remember the following do’s and don’ts:

Don’t –

– Open up with a sales pitch. B2b sales leads are seldom converted on the first attempt at cold calling.

– Mistake the word “no” for the words “I think I didn’t hear you clearly”. Repeating what you’ve said or explaining further after the potential business lead has already declined your offer will only irk them. If you keep pushing your products and services, you’ll end up losing more business opportunities.

– Talk over your business leads. It is one of the most disrespectful things you can do when telemarketing and will absolutely reflect negatively on your company.

– Immediately call back b2b sales leads who declined your offer. If they said no the first time, chances are they won’t likely change their minds in the next few hours.

– Ever call someone asking them for an appointment in the hopes of turning them into a client, when they already are! It simply shows how disorganized your customer management system is.

Do –

– Research your potential clients before you call them. The more research you do, the more likely you will get qualified b2b sales leads from your telemarketing list.

– End your calls immediately and politely when a potential b2b sales lead says no to your offer of product, service, or b2b appointment. This way, you’ll have a better chance of getting their business at some other time.

– Allow adequate intervals between your calls. Particularly when prospective business leads decline on your first call, let a few days—even a few weeks—to pass before you contact them again. Letting a certain amount of time to pass before calling again will allow events to occur that can influence the decision maker’s opinion about your initial offer.

Use additional marketing methods to augment your telemarketing campaigns. Most qualified b2b sales leads like to hear about the benefits of your services over the phone, but prefer to read the details on their emails.

6 Tips On How To Follow Up On Your Sales Leads

Small business owners, especially those selling services or large expensive products, are often faced with the need to follow up on their sales leads. However, those who are new to business end up feeling like they are intruding on their prospective client’s privacy by initiating a call. Some even fear that their leads would think they are simply after the profit. This should not be so, and you might even be surprised to know that your leads were expecting you to make that follow up call.

Here is a list of how you can effectively follow up your business and sales leads:

  1. To remove the uncertainty you have about following up on receptive leads, remember that leads themselves have no concrete value. A hundred qualified sales leads will probably only result to less than 10% of sales. So unless you’ve successfully converted your sales leads, you shouldn’t let fear or doubt stop you.
  2. Have your b2b telemarketers follow up with leads on a schedule. To make sure this task is not neglected and unconsciously set aside for more time consuming data profiling tasks and the all important sales leads generation, make it a habit to add this to your daily “to do list”.
  3. Don’t be the salesman when following up your leads. Be the solution. You don’t want to call your prospective clients and go: “Hi, I just want to remind you that you said you were going to buy our product/service the last time we talked. I thought I should remind you so you won’t forget what you promised.”
  4. To have a better chance with your follow up, have your best appointment setter do the follow up call. B2B appointment setting requires a straightforward approach, and you shouldn’t let gatekeepers control the situation. If the decision maker is unavailable on the first date you’ve suggested, give another specific date until you have set a schedule.
  5. Business and sales leads who simply can’t be scheduled for an appointment should be returned to the b2b telemarketers, unless they have asked to be removed from your telemarketing lists. Unless they explicitly request to be removed, you have permission to give them another telemarketing call. You can do this most especially if they never responded on your follow up call.

You can hire a telemarketing call center to do the follow up calls for you if you feel unsure about how to do it. Simply hiring professional telemarketers can take a huge amount of stress from your management responsibilities.