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Winning B2B Leads Relationship: The Industry Movers

 

When you generate B2B leads, you are not doing it alone. Everything you do affects everyone around you. What you say, what you do, what you look for, it influences the actions of others as well. Lead generation is not a lonesome activity. In fact, if you know just who you need to work with, finding and qualifying more sales leads is even more involved and rewarding. But just who should you be working with then? What are their qualities that makes them ideal to your campaign? Will they be able to give you good results?

One key relationship that you should invest in would towards what we as the ‘industry movers’. They are the people who are known and respected in their respective industries.  What they say or do is closely heeded by their followers. These are the people who command the highest respect, since they are the masters of their industry, and may perhaps know more about it than you will ever learn. If you want to increase your presence in the market, you should gain the attention of these influencers. Provide them with inside information that you do not readily share with others. Giving them valuable insights about your company will provide them topics that they can share with others. This will increase your visibility, as well as make your telemarketing campaign easier to execute.

Working with industry movers are an important investment in your appointment setting plans. Once you get their attention, you can be sure to garner the attention of business prospects as well.

 

Make Your Lead Generation Campaign Flu-Free

This is the time of the year that would most certainly bring worries for many business owners (correction, worries for everyone). It is inevitable, and everyone is needed to handle it – the flu season. And this can have a negative impact on your lead generation campaign. If the situation becomes worst (where key appointment setting personnel becomes absent due to sickness), then you really will have a hard time to generate the needed sales leads in your campaign. You will need a contingency plan in place. Considering the various methods that you need can employ, which ones are the most important? You will find these below:

  1. Plan specific employee roles – to prepare your company during the flu season, you need to come up with a plan that includes the specific roles of each employee. Study your critical operations (like those in telemarketing), find out the people necessary in those parts, and discuss with them what plans to make in the event some calls in sick.
  2. Conduct a flu awareness campaign – nothing beats an aggressive information drive. Not that your employees are anywhere dense in head, but a little reminder about sneezing and cough etiquette can go a long way in preventing the spread of flu in your workplace. This is also a good time to inform everyone about medical services and, if available, flu vaccination to prevent flu infection.
  3. Invest in more technology – the nice thing about technology in the work place is how it can contribute to overall B2B leads productivity of everyone (without the requisite close physical contact with each other). If this is possible in your office, have your employees work from their homes. Working remotely from their homes is also a contingency plan that extends beyond that of the flu season. It can provide you and your people added flexibility on how they go about their work. Just make sure that you have the equipment for this arrangement.
  4. Test your systems – this is related to point number three. You need to ensure that the communication and work tools installed in your employees’ homes are in good working condition. Conduct a test run of your system and see if there are any bugs that you need to take care of. Try picking a date, and then send at least a quarter of your employees home to use the system. See if they connect with your production floor.

Of course, this arrangement will work perfectly for companies that does not handle that much sensitive data. This is a different story if you handle data processing and retrieval tasks. In cases like these, you really have to keep your personnel reporting to the office. Still, as long as you keep everything clean (and remind your people to wash their hands after using the washroom), then you can still prevent the spread of the flu. It may border on the obsessive, but a little cautiousness can be a great help in maintaining the health of your company. In this way, your lead generation campaign can be flu-free.

 

Fix Your B2B Leads Sales Pitch Like Dinner

Generating sales leads through the phone can be a real challenge, one that always pushes the limits of telemarketing services. That means a need for a better sales pitch. Now, before you start saying that sales pitches are no longer part of modern marketing and networking campaigns, you need to remember that this is the one part of the process where you introduce your business to sales leads prospects. Failure to properly execute your pitch will cause you to lose prospects, as well as fail to attract those at the periphery of your market. Now, to ensure proper delivery, you need to proceed with these steps, akin to a dinner:

  1. The aperitif – at this point, the appointment setting prospect has absolutely no idea about your business. Do not bombard them with details yet. Rather, use this time to tell them what you do, like ‘we make the future safer’, ‘the answer to the world’s problems’, and the like.
  2. The appetizer – after hearing your initial description, your lead generation prospects would most certainly be curious at what you exactly do.  This is the right opportunity for you to dive into the details of your business, telling them what you exactly do and the number of clients and customers that you have helped.
  3. The main course – this is the part where your selling skills will be needed, since you will be convincing your prospects that your business will work for them as well.

If you have properly introduced your business in the first two steps, then you will not have any lead generation problems when doing the last stage. The dessert would be the B2B leads you generate successfully.

 

How Can You Best Generate B2B Leads From Current Customers?

This is a question that a lot of marketers have in mind. After all, when it comes to getting new business coming in, one of the best sources of sales leads would be your current customers. The only challenge here is how you will handle the task. Generating B2B leads can be easy, if you know which ones will work. Make the wrong move, and you will push your lead generation way back to the drawing board. But to be sure that you are doing things right, you just need to follow a few simple tips:

Think of value in the long run – businesses these days is not just limited to one transaction only. If you want to maximize your ability in your appointment setting campaign, you need to look ahead. Think of the value you offer to your prospects in the long run. Sure, a quick sale is good, but repeat sales would be much better, right?

Give complementary products or services – aside from the usual business offer you make to customers, you can also offer them some additional products or services to sweeten the deal. It may not even have to be related to your original offer. Still, you should focus on something that will make your customers feel that you really care about them.

Keep in touch – sometimes, keeping in close contact with your business prospects can be a powerful aid in the lead generation process. Give them a casual call, ask them how they are doing. Maybe a telemarketing call every once in a while might be a good idea for them. Ensuring that you are the type that prospects can talk to ca be a huge help to your business.

Practice your sales pitch – this is something that a lot of marketers tend to forget, especially if they are dealing with current customers. Even if they have done business with you before, it always helps if you can remind them of who you are. Freshening up memories, and appealing to their past experience with your service can be powerful tools in generating sales leads.

Find customers for your customers – in case you are doing business with other companies, you can easily get higher revenue by helping them find new customers as well. Think about it, when your customers receive larger orders from their own customers, they will turn to you for help. That could be a very large order. It will certainly add more to your revenue.

Provide incentives – what better way to encourage customers to help than by providing incentives? For example, you can offer discounts or special promos to customers who refer other companies to you. There are also other offers you can give, but the focus here is to provide encouragement for them to help increase your sales.

Very simple tips, right? Just imagine how it can help improve your b2b lead generation campaign. Your customers are your lifeline in this competitive business environment. Keeping it strong is your best bet.

Best Tips On Handling Lead Generation Stress

STRESS – the bane of the lead generation profession. It is a physical and mental condition that can bring qualified B2B leads productivity down of even the best employees. You know you are stressed when you do not want to leave your bed in the morning, work sluggishly through the day, suffer from headaches, or in a generally bad mood. This is something that you can typically see when telemarketing is employed, where rejection rates can be pretty high. Surely, you would want to do something about it, right? Getting stressed out will not just affect your performance in the company, it can also affect the state of your physical health. Actually, dealing with it is fairly easy. All you need to do is to follow these tips:

Clean up your work desk – a cluttered desk can have an impact on your perception of things. A messy desk makes you feel overwhelmed by your work. By tidying up your desk during and after your work, you put a more positive spin on your tasks.

Have a massage – appointment setting work (more active form of lead generation) can be a pain in the neck at times, and it can bog your body down. Having a professional massage your body relaxes your senses, as well as improve the flow of blood in your body, thereby reducing the level of stress you feel.

Walk around – whether you are in the office or going home, walking is an excellent way to excellent way to exercise. Plus, it is very useful in releasing pent up stress in your body. By the time you get home, you will often feel better about it.

Take occasional breaks – work hard and then unwind a bit. Sure, the last call gave you a headache, but if you take some time to take a breather, not only will you get your bearings back, it will also prepare you better for the next number on your lead generation list.

Cut down the caffeine – a cup of coffee to start the morning is good, but if that is your sole beverage, then you are not doing your body any good. Too much caffeine has been known to increase stress levels, so you should make it a point to reduce the quantity you drink.

Drink water – working all day in a dry environment can reduce the level of fluids in our bodies. If you want to make your mind work better in generating sales leads, you need to grab a glass of water to rehydrate.

Relax after work – do yoga, stretching or any activity that can help you unwind after work. This will help you prepare for your work the next day.

These are just some of the tips that you and your marketing team can follow in combating stress. An effective lead generation campaign is a necessary part of your business operation, so you should prepare something to put your bearings back in order after a long day’s work.

Lead Generation Tip: Don’t Count on Numbers

As the US Presidential elections draw near, we see lots of poll numbers on who’s leading who and who’s gaining ground. In the end however, it’s the final vote that matters and despite the polls nobody knows exactly who’s going to win come November 6. In B2B lead generation and appointment setting, statistics do matter, but how much attention should marketers put into them?

Take for example companies engaged in online and social media marketing. Online marketers have a tendency to use raw statistics such as Facebook “Likes”, website visits, clicks, and page views as basis for the effectiveness of their sales lead generation campaigns. What I have noticed however with most online and social media campaigns is that, those numbers rarely translate to business appointments or sales, and therefore, mean nothing. Additionally, petty figures like these can cause distraction in a campaign.

My advice to B2B marketers using social media and online tools to generate sales leads: Do not use absurd metrics such as “likes”, clicks, and page views to measure your results. The only reliable indicator of success in lead generation is if you are actually generating sales qualified leads based on certain lead qualification standards set by your team. And this is true also for telemarketing and email marketing campaigns.

Forget numbers. Not everyone who “liked” your Facebook page, visited your blog, or clicked your banner is a qualified business lead. Focus on behaviors and actual interactions. After all, what people do when they visit your site or click your ad is what truly matters in the sales process.

How To Convert Hit And Run Inbound Telemarketing Calls Into A Sale

For those in the inbound telemarketing business, you will most certainly have experienced having business leads calling you simply asking for the price of your products or services, and then hanging up. This is what I call “hit and run” inbound calls.

First of all, why are these callers important?

There is a large chance that these callers are qualified business sales leads as they have already decided on a “solution” and are now canvassing for a good price. If you know how to respond properly to these telemarketing calls, you can prevent these calls from being a case of “hit and run” and actually turn it into a sale.

How can you turn these calls into productive telemarketing inquiries?

There are two important things you must remember: getting the contact information from the caller and not giving them the price right away. If you give the price for your products and services the moment your caller asks for it, then you lose control of the telemarketing call entirely. The b2b lead will no longer need your help and they can easily hang up on you. If you withhold the information they need, you will have a chance to get necessary information and find out if they are a qualified b2b sales lead and eventually convert them. Asking for their contact information allows you to add them to your telemarketing list for possible lead nurturing or so you can call them should the connection suddenly get cut.

How do you keep your caller from pushing for the price?

It’s inevitable that your caller will insist by saying that they just need the price. You (or your professional b2b telemarketers) can inform them that you follow a specific procedure to find out the exact needs of potential clients and then base your pricing depending on their situation. You can also give a rough range based on their initial description of their need. Once they agree to going through your process of sales leads qualification, find out as much about their problem as possible so that you can ask them for a business appointment or get them to convert. Make them realize that your services (and/or products) are the best solution for their problem, not just a plausible option.

When you implement this method of answering inbound telemarketing calls, you will be less likely to experience telemarketing hit and runs and be able to convert more inbound callers in the future.

5 Points To Consider Before Using Location-Based Marketing For Lead Generation

Location-based marketing is definitely an effective sales lead generation tool and a fast-rising star among b2c and b2b marketers. It’s no surprise why location-based marketing has become so popular, and why location-based apps are clamoring to gain the top spot for app of choice. As more and more transactions are completed through mobile devices on the go, these applications need to be able to provide fast and secure data processing for the businesses and consumers that depend on them. However, compared to established traditional lead generation marketing strategies such as cold calling, email marketing, paid advertising and direct mail whose pros and cons have already been clearly defined, a relatively new lead generation strategy using location-based marketing is still waiting to be thoroughly explored.

Here are a few important points that b2c and b2b marketers should consider before using location-based marketing and location-based services to find their business leads:
1. Data security.

As with any business tool that handles sensitive data such as sales lead contact information, ensuring security is of prime concern. If businesses are to use this marketing strategy for their lead generation, they should be able to provide reliable assurance that will put to rest…

2. Client privacy issues.

As with the first concern above, your business leads will also be concerned with their personal data security. Location-based services are often cited for secretly sharing user information without informing a user. For b2b marketers to truly understand the benefits and disadvantages of this new way to generate b2b leads, they must get past the…

3. Learning Curve.

To be able to use location-based services properly, as with any new marketing strategy, b2c and b2b marketers must take time to learn more than the basics of the marketing strategy to be able to implement it properly. However, marketer knowledge is not the only concern, they must also measure…

4. User knowledge/adoption.

Unlike strategies such as telemarketing, email marketing, advertisements and other traditional marketing, location-based marketing requires a specific action from prospective business and sales leads that not all may be familiar with. Aside from the requirement that business leads “check in”, this marketing strategy also requires a lead to have an android or iOS mobile phone to do so. While not everyone is equipped with these devices, the popularity of this technology can still lead a business to viral status, which brings us to the issue of…

5. Getting past the initial hype.

A truly effective sales and b2b lead generation strategy does not require hype to be able to attract enough leads. It must be easily sustainable and able to deliver long-term results for the businesses using it.

21 Location-Based Marketing Strategies To Improve Lead Generation

As the competition for b2b leads and sales leads becomes more fierce, you will need more capable weapons to help your business remain competitive. As discussed in the previous posts, location-based marketing is one of the rising stars among these marketing strategies.

There are so many things you can do to make location-based marketing an effective lead generation tool. So if you want to test the waters and get a feel of whether this marketing strategy is the best for you, here are 21 methods on how you can do better local marketing to get those much needed leads.

1. Encourage check-ins whenever you sponsor conventions, seminars, trade shows, and other events.

2. Use various analytics apps to measure your engagement with visitors to your establishment.

3. Offer incentives for people who check in at your place.

4. Use location-specific tags for your blog posts such as the name of your state, city, or town.

5. Spread awareness by creating real badges that your sales and business leads can wear or carry as a sign that they’ve checked in at your place.

6. Offer discount coupons for those who achieve a certain number of check-ins.

7. Submit your complete contact info on online directories for all search engines so that you are more visible.

8. Remember the 7 F’s (fun, fame, friends, flirt, fancying, following & freebies) when trying to improve engagement with your business location.

9. Use mobile marketing in conjunction with location-based offers.

10. Partner with relevant third-party establishments that your business leads frequent and promote your products there.

11. Make your company or business website mobile-friendly.

12. When telemarketing, check to see if location-specific products, services or promotions help increase interest and sales rate.

13. Utilize location-specific keywords on pay-per-click campaigns for businesses in the repair, consultation, food service, and similar industries.

14. Monitor tweets and reviews or tips sent from or about your business location.

15.Use SEO to optimize your website and blogs by adding specific locations to meta tags and meta titles.

16. Don’t just wait for your clients to drop tips at your place, encourage your employees to give tips for your business prospects and sales leads.

17. Host location-based games at your place such as sharing the best photo taken at your office or who can hold the mayor title for the longest duration.

18. To further increase your visibility, connect to popular spots and venues in the city by mentioning these in your blog posts and in the directions on how to get to your office.

19. Get yourself and your team to master at least one location-based app such as Foursquare, Yelp, Gowalla, etc.

20. Reward the client who achieves the “Mayor” badge for your business location with a special discount or even a special feature blog post.

21. Acknowledge your Twitter, Facebook and other social media evangelists who share their check-ins to their friends on other social networks.

Using Location-Based Marketing For B2B

While b2c marketers are ecstatic about how location-based marketing has greatly improved their sales lead generation, certain business to business or B2b marketers are left questioning themselves whether this type of marketing strategy can also be an effective option for finding b2b leads for their business. The answer? A resounding YES! Frankly, I believe there is no marketing strategy specifically made for only b2c or b2b marketers and customers. With the right preparations and implementation, all strategies can be adapted to deliver what marketers require of them, whether it is business sales leads or consumer leads. Another thing that makes location-based marketing optimal for b2b are the various apps made available to the market. Traditionally, to network with as much business people as you can during conventions and other events, you would have to do a lot of walking and talking. But doing so usually decreases the quality of relationships that you can build. Through these location-based apps, identifying the attendees of such occasions has become so much easier. All you would need to do is log-in, and you would be able to see all the attendees of the event.

Location based marketing can be a great lead generation method for b2b companies. Here’s how your marketing people can use location-based marketing to get those much needed yet highly elusive business sales leads:

  • Attend Trade shows.

What better venue to use location-based b2b marketing than on trade shows? These events, along with conventions and seminars, are ideal because they require business people to converge in one place.

  • Claim your online presence.

Even if you don’t require your business leads to visit your office to make a purchase, it is still advisable to verify that you own the establishment where they could check-in. Doing so will allow you to edit the contact details for that location so that whenever a business lead is nearby, they would be able to find your contact information right away.

  • Leave tips.

With Foursquare, your clients may leave tips for your establishment that can be viewed by others who have checked in. These tips are not only beneficial for b2c, but also for b2b. Anything that allows your clients or b2b leads to write about your company can be classified as reviews and may also be used as valuable content online.

  • Create partnerships.

As a b2b marketer, you’re obviously connected to a lot of businesses in various industries. Why not use these connections to expand your reach? Offer discount coupons for clients who purchase certain service or product packages from you that they can use at one of your other client’s businesses.

If you spend time on it, location-based b2b marketing will prove to be a highly efficient b2b lead generation tool. It’s all about finding ways to make a marketing strategy work for your business, not the other way around.