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In Converting B2B Leads into Sales, There are 3 Rules to Remember

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As B2B lead generation is rapidly turning into a purely online endeavor, some marketers are having a little problem with adjusting to the differences with traditional and digital marketing.

For instance, when it comes to leads, traditional marketers would often wait for an optimum response time (surveys indicate it to be 31 hours); however for online leads, it’s a different story. Leads that come from page visits or subscriptions forms online are live – meaning they require a faster, more engaged response than traditional leads from phone calls and events.

To be safe, here are 3 rules to follow:

Rule 1: Never make online leads wait

MarketingProfs calls this one The Taco Stand Rule.

It’s like you’re selling tacos and a customer walked up to the counter. He’s been thinking about tacos all day and could not wait to eat one. Now, you wouldn’t say “We’ll get back to you within 24 hours with your taco“. The buyer is already right in front of you, so you’d give him what he wants.

If you make leads wait, they will most likely move on to the next and find one that could satisfy their needs. Your best chance of reaching these leads is the moment when they identify themselves as a prospect.

Rule 2: The need for speed

CRM platforms can feed online leads to your reps in real time. But not all online leads are created equal, so you may have to work with your marketing team to distinguish the high quality leads from the poor leads. That’s where the element of speed is crucial.

Again, because online leads require immediate response, your team should be able to handle the task of responding to each lead based on type: inquiries, requests for data, warm leads, hot leads and whatnot. You could track response times and make reps accountable for speedy follow-up, or adjust your compensation plan to create incentives for real-time responses.

Rule 3: Better to be quick than accurate

Every response from a lead indicates a small timeframe window for marketers to take hold of the action. That principle allows one to prioritize the quick response over accuracy, because you can’t spend precious time making a response perfect while time is ticking away.  You can’t afford to make your response later, when it might be too late.

Strike whilst the iron is hot. If a prospect gets a response from you (even if it’s not perfect, just a good one), there will be no need for the prospect to start the process all over again with another option.

 

The Future Of Generating B2B Leads Online

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The Future Of Generating B2B Leads Online

We must admit, generating more B2B leads online has become an exercise of necessity. With automation and interactive voice recognition (IVR) being the norm, it does make one wonder if telemarketing is still needed in the lead generation business. Pundits are saying that the internet, with its wealth of information, will make salespeople obsolete. Customers have information right at their fingertips, so they no longer need anyone peddling directly to them anymore.

That could not be further from the truth.

Based on the recent research done by the Acquity Group, more than 95% of business owners looking for new businesses online still prefer having someone on the phone to discuss business with. In other words, a salesperson is still required in the appointment setting process. These potential sales leads still require talking to an actual person, in order to assess the value of a business they wish to work with. This is an important development in the B2B lead generation business.

The explanation is simple, direct consumers only need to read user reviews or company pages before they buy anything, leaving the salesperson out of the loop. Corporate buyers, however, are in a different field. They spend a lot in just one purchase, so they have to think their options carefully. Naturally, they would require someone to walk them through the buying process.

This is an opportunity for you. Just be sure that you remove the aggressive selling part on your lead generation campaign, since this is a turn-off for these prospects.

Why Branding Matters In Lead Generation

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Before you begin your lead generation campaign, be sure that you have a brand that will back up your business. After all, in today’s highly brand-conscious market, how you describe your business, as well as the name you choose, could very well spell a bonanza of B2B leads, or probably make your appointment setting team’s work harder to do.

A company brand is essentially your name and calling card. This is the first thing that your business prospects will see in your calling card, as well as the name they will hear when you give them a telemarketing call. You brand would be the one on display during trade fairs or symposiums you participate in. That is why you need to choose your brand name well.

To do that, you need to first think about the tone. You need to choose a name that fits your image, like the way Ford uses nostalgia and classics in their imagery. It also helps that you research your brand. You may have thought it up on your own, but there might be others using it already. Avoid using brand names that have already been used, lest you are ready to deal with trademark lawsuits. And be kind to feedback, mind you? If people do not like your name, or could not connect your brand to your business, then it means you need to change it. Remember, you are creating a brand to generate sales leads.

Choose your branding well, and you can do better in lead generation.

 

Going Global In Lead Generation The Coca-Cola Way

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Going Global In Lead Generation The Coca-Cola Way

We all know how big Coca-Cola is as a brand. It is practically everywhere you go in any part of the world. And while we might say that all large companies can do that, and smaller firms could only sit and moan their situation, it is a rather flimsy excuse. No matter the size, a company can still go global in their lead generation efforts. Generating sales leads from different markets (not to mention countries) can still be done. In Coke’s case, they went for a simple mantra – same company, different approach.

Coke serves a huge market, and they know it. That is why they set up marketing teams in every country they get into. These people must be immersed in the local culture, aware of the norms, knows what clicks with the audience, and come up with a marketing plan that jives with the local market and the global branding efforts. And here is the keyword to be remembered: research. You have to do proper research in the local market if you want to

This is a good lesson for you and your appointment setting team, especially if you are employing certain promotions to advertise your products or services in the global market. Before you begin any marketing campaign, you need to do your homework well. And you might have to double up your efforts if you do not have a local team to guide your way.

It is necessary. You need to understand what message is acceptable or unacceptable in your business. You also need to know what medium will work best. If telemarketing brings in the B2B leads, then so be it. It is a mix and match kind of marketing you have to do, since you have to test the waters and see what works best.

 

Lead Generation Lesson From The Miami Heat

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Lead Generation Lesson From The Miami Heats

Miami Heat rules the ball court – as usual. Their game play is so good that other teams could only scratch their heads as the Heat blitz their way to the finals. But what is the secret to their success? What kind of lesson can we get from it, a lesson that can help in our own lead generation campaign? Put it simply, it is all about intelligent play. Come to think of it, as long as we work intelligently in our appointment setting efforts, it would be an easy thing for us to generate better sales leads.

In the Miami Heat’s case, they wasted no time and effort in their shots. Every throw, every move, every dribble they made were all carefully calculated against their opponents. They also made careful evaluation of the opposing team and assigned the appropriate player to face-off with them. That pretty much matches up to what a marketing campaign should be. Study the market, know who to reach, as well as identify the marketing mediums to employ. Be it social media, telemarketing, email, or all of them, these should be geared up to help your business generate more B2B leads. Marketing can be likened to a game. As long as you know how to play, then you can handle it.

All that remains would be choosing the winning team. Good for you if you can organize your own lead generation specialists. But if you do not have one yet, you can still ask the help of outsourced appointment setting firms.

The Most Credible Phrase In Lead Generation: I Don’t Know

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The Most Credible Phrase In Lead Generation: I Don’t Know

Yes, a lot of telemarketing representatives and sales managers will cringe at the thought of saying those words, and for a good reason. They are trained and focused on being the experts in a particular business, where their words will convince their potential sales leads that they can be trusted. Saying, or admitting, that they do not know the answer to a question is a bad sign, one that can ruin the success of a lead generation campaign. But that is not always the case.

The first thing that you have to remember is that no one is perfect. No matter how much you study or prepare yourself before an appointment setting call, there will always be a case where you may not be able to answer a question. It may sound counter-intuitive to admit that you do not know the answer, but actually, it can work the other way around.

A lot of business prospects are tired of hearing marketers and sellers claiming that they have all the answers to their current business woes. So it can be a refreshing change to hear someone admit that they do not know something, perhaps along the lines of how a prospect’s business operates. This creates an opening for you to know more about the prospect. Ask them how they go about their business, learn from their demonstration, check all the facts, and look deeper into their problems. Only then will you be able to come up with a winning solution.

That is the winning strategy in gaining more B2B leads for your business.

How To Retain Current Customers In Lead Generation

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How To Retain Current Customers In Lead Generation

Generating new sales leads can be hard, so why spend so much effort if you can just get it from your current customers? Of course, this will only work if your current clients are actually still willing to do business with you. That is why it is important to know some customer retention skills.  Lead generation can be a very demanding work, especially if you are talking to prospects for the first time. It will be very sensible if you could just talk to your current customers and see if they would like to sign up for a new service (or simply stay with you in the future). So, what are the basics that you should keep in mind?

  1. Communicate consistently – this is very important, especially if you have some new policies or changes that are taking place. For example, you are going to terminate your current line of product or service, and you want to know if your prospects are interested to accept the change. Communicating with your customers and B2B leads will not only help in disseminating information, it also serves to cushion the impact of such change when it happens.
  2. Know what your customers want – while this might sound like an easy tip, you might be shocked to learn that all you did was ‘think’ that you ‘know’ what your customers want. Be more active in learning their desires, their needs, as well as their requirements. Only then will you be more effective in offering business solutions. It would be a good idea to employ telemarketing here, since this will give you an open channel for communication.
  3. Improve constantly – in order to maintain a business relationship as much as possible, you must constantly improve your product offers. Appointment setting is a task that can be made much easier if you have something new and exciting to offer. Current clients and business prospects would be thrilled to know that you have something good to offer.
  4. Have a channel of communication – it can take many forms, like social media, a reply option in emails, or perhaps a regular telemarketing call. All these can be used in order to gauge the current of customer thinking, as well as provide an avenue in which to identify what customers want from you. Also, you can provide your customers an avenue to air their grievances.
  5. Always be ready for the competition – you cannot take your competitors lightly. In one way or another, you will always be faced with the possibility that they might steal your prospects and clients. Be ready to deal with their machinations. Remember, you need to retain your customers if you want to save time in generating B2B leads.

Of course, if you need help in marketing, it would be a good idea to outsource the work to a capable telemarketing firm. You need to be in touch with your business prospects, right? It might require a little aggressive tool to improve your sales leads generation.

 

How To Do Your Own Lead Generation

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When looking for qualified b2b sales leads for your business, you might have considered buying a pre-generated business list from a third party or a service provider. This is just one of the many common mistakes that business owners make when looking for more chances of a sale. The truth is, if you don’t want to hire a professional lead generation company for your business (which is the best way to get a steady flow of qualified business leads), then you’re better off generating your own business list from scratch. Try these simple tips to start generating your own leads now:

Put a sign-up form in your website or blog.

If you haven’t already done so, placing a simple fill-up form on your website or blog is the most basic (and easiest) way to get qualified b2b sales leads into your business list. Place the form in an unobstructive yet conspicuous space within your blog or website. Also, to motivate people to sign-up, have contests, promotions, or free giveaways that would require your readers or visitors to sign up. Just make sure your website or blog has certification. Your b2b leads and sales leads are more likely to give you their contact information if they can see an assurance that you don’t participate in spam, or that you won’t sell their contact information to a third party. There are various certifications available on the internet that you can place on your site to offer this assurance to your qualified b2b sales leads; web hosting service providers even offer this as a cheap add-on to their services. When your sales leads see that your online business is authentic, you can look forward to more visits and sign-ups to your business list.

Scour the internet for completely free business information.

It’s a common practice for online (and even offline) businesses to share their basic contact information on their websites to the general public. It helps their customers reach them easily, and you should take advantage of this. A simple Google search will yield hundreds of thousands of business b2b sales lead information. Though this may seem like a daunting task, you can be completely sure that the contact info on your business lists are made up of potential business sales leads from the right niche market.

Utilize the information on social media.

Even if you don’t have a lot of followers on Facebook and LinkedIn, you can check the profiles of these followers and collect their business information, just like doing a Google search. The benefit of getting the information from social media is that they will be more likely to recognize your products and your brand, which means they will be more accepting of your newsletters. You might even be able to ask for referrals from your followers to further increase your business list.

7 Factors To Remember When Outsourcing B2B Appointment Setting

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7 Factors To Remember When Outsourcing B2B Appointment Setting

Before you decide to outsource your b2b appointment setting campaign to an appointment setting service provider, you have to take note of these 7 factors. Knowing these things about your BPO of choice is a must if you want your appointment setting campaign to be successful and ensure your ROI.

  • Efficient appointment setting quality controls – When setting appointments, not just any business lead will do. Good b2b appointment setting campaigns only contact high quality b2b sales leads which are already pre qualified from the initial lead generation process.
  • Source of the business list used for appointment setting – Bought lists can be used, but these tend to be sold to your competitors as well, which means your chances of finding qualified leads are slim. A good business list for appointment setting should be freshly sourced from organic searches.
  • Scheduling coordination between appointment setter and client – shared calendars such as Google’s are a good choice for coordinating sales and appointment setter schedules, but to ensure that every member of the appointment setting team and the client company is well-coordinated, CRM software that have scheduling tools are a better choice.
  • Script or content quality – just as expert b2b telemarketers use telemarketing scripts when cold calling b2b sales leads, good b2b appointment setters use scripts or content which have been tested before they are put into action on campaigns to make sure they deliver the desired results.
  • Pay for performance appointment setting or fixed rate – while both methods have positive and negative points, pay for performance appointment setting service providers can be quite unreliable. Fixed rate appointment setters offer more security for companies who want to outsource.
  • Reporting methods – knowing how a b2b appointment setting company reports about campaigns are important to make the most out of each campaign. To make reporting more specific to the data or information that a client wants to know, a CRM software containing all datas pertaining to the campaign that can be accessed by the client whenever and wherever he wants will make reporting completely hassle free.
  • Appointment setters previous campaign metrics – b2b appointment setting service providers should share feedback from previous client campaigns to allow prospective clients to gauge their ability to successfully set business appointments. The portfolio of the BPO firm should be easy to spot in their website, or they should be readily available should the potential client ask for it.

The Importance Of Finding New B2B Sales Leads For Your Business

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All businesses, regardless of size, need a steady flow of sales leads to continue growing. This is the reason why sales and marketing should be allocated a significant portion of the budget, with the main focus on finding new b2b and sales leads. While lead generation is just one segment of the overall sales process, it remains an important function of your company.

For a business to business company, generating b2b leads can be done through various processes. Some of the most effective b2b lead generation strategies include: email marketing, networking, b2b telemarketing, paid advertising, and content marketing. Deciding on which marketing strategy to implement in your business depends on which one works best for your business.

But why look for new business leads when you have a lead nurturing process in place?

Having a lead nurturing process is obviously a necessity in business to further increase profits and maintain long-term profitability. However, despite having a lead nurturing process to make the most of all b2b leads generated, business lead generation should remain of prime concern to business owners and marketing managers. No matter how reliable your lead nurturing process is, your sales and marketing people can only nurture as long as leads and clients allow them to. The time will come when you and your clients have to part ways, and if you have not been continually looking for new b2b sales leads, you will be left with no client or business leads to nurture.

Why existing clients leave.

Even if you nurture your existing clients properly, it is an inevitable truth that they will eventually leave. There are various reasons for this:

  • The client decided to transfer to a competitor who offers a cheaper alternative.
  • The client is cutting down on business expenses.
  • The client can no longer sustain the business and has filed for bankruptcy.
  • The client has decided to move to a different location, and subsequently, to a different service provider.

Finding fresh new business sales leads for your business is an ongoing process. As stated above, there are various business lead generation strategies that your company can utilize, and the best strategy is to use 2 or 3 different strategies at time to get the best results. If your company uses email blasts to reach out to prospects for your b2b appointment setting campaign, you should complement this with other marketing strategies like b2b telemarketers and content marketing. As your company continues to grow, you must also increase your lead generation campaigns to find more new leads to sustain your business.