Posts

5 Ways to Maximize Lead Quality [GUEST POST]

5 Ways to Maximize Your Lead Quality

No matter your industry, you know that not all leads are created equal, which means generating leads isn’t enough; you need to generate quality leads so as not to waste time and money. How big a deal is lead quality? A 10% increase in lead quality can create a 40% jump in revenue, according to Marketo.

 

What is Lead Quality?

Lead quality is a measurement of how likely a given lead is to convert to a paying customer or how much revenue potential that a given lead could generate for your company. Since a lead is essentially just information you’ve attained on someone who is interested in your product or service, it makes sense from a business perspective to rank all those leads.

By measuring lead quality, sales teams can focus on specific leads instead of inefficiently allocating resources attempting to convert low-quality leads who have little interest in becoming paying customers, or who present little potential for revenue. According to Salesforce, companies that have a method for scoring leads have an ROI of 138% versus companies without any lead scoring criteria.

Related: Classification of Sales Leads: Hot, Warm or Cold

Each company takes its own approach to measuring lead quality. However, a common method is to assign a score to leads based on certain criteria, such as the B.A.N.T criteria (budget, authority, need, timetable). However, B.A.N.T is mostly used within B2B marketing, and even there, debate rages about the ongoing relevance it. B.A.N.T assumes telephone contact with leads, which is not a valid assumption in a marketing world dominated by online marketing.

Other possible lead scoring criteria include:

  • People who have downloaded lead magnets from your website
  • Leads who have browsed through product pages, checkout carts, or pricing pages
  • People who have emailed or phoned your sales teams to inquire about your products/services
  • The revenue potential of a given lead

Companies can segment their leads based on a set of lead scoring criteria by integrating marketing software with customer relationship management (CRM) systems.

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

It’s important to note that not all leads with high likelihoods of conversion are high-quality leads by default—leads might be very likely to convert but present poor earning potential. This is one of the biggest issues with the idea of lead quality—different people have different definitions of what exactly constitutes quality. It can be helpful, therefore, for marketing and sales personnel to work together to develop sensible lead scoring criteria that they agree on.

A high volume of bad leads is the fastest way to clog up your sales funnel. If you’re casting too wide of a net, it’s time to re-evaluate how and where you’re getting leads, what constitutes a good lead and why some leads go cold so fast. Here are a few tools to help you maximize and improve your lead quality.

 

#1 Define what a qualified lead is

#1 Define what a qualified lead is

Who determines what’s a good lead in your company? If you don’t know, or if you think it’s the wrong person, it might be time for everyone involved in the sales process to sit down to define a qualified lead for your business.

Is it simply someone who falls within your target market? Is it based on behavior when visiting your website? Maybe it’s someone that agrees to hear your pitch in person.

If your sales team is expected to follow up immediately on every nibble, you’re taking time away from the qualified leads so it’s important to define what a qualified lead is.

 

#2 Identify where leads come from

#2 Identify where leads come from

Where do you get your best leads from? Identify your lead sources so you can fine-tune your lead generation process.

Consider using a tool like Google Analytics or Oktopost to look at your metrics and determine where your quality leads come from and what campaigns, referrers, and channels are paying for themselves.

Knowing the information, you can devote more time to channels that are most effective and may even consider eliminating channels that aren’t filling your lead pipeline.

Related: The Five BEST Sources Of B2B Leads Prospects

 


Check out our latest Marketing Infographic

A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

 

#3 Deploy data enrichment tools

#3 Deploy data enrichment tools

To connect with prospective customers, you need to a way to reach them. You can search LinkedIn, run Google searches, and scour social media channels for leads, but it takes a lot of time to find the right people, and then, find their contact information.

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

Ease some of this workload with data enrichment tools that can help you build a list of leads along with credible contact information. Here are a few tools to consider:

Lusha

Turn domain names into full company profiles and add contact information right into your Salesforce account to convert leads faster. Lusha can even automatically enrich all your contacts and update your contacts in spreadsheets.

InsideView

Increase your volume of clean, actionable leads thanks to the missing data that InsideView automatically adds to incoming leads as they’re inputted into your CRM and marketing automation systems.

Openprise

Streamline your sales funnel by connecting your third-party apps to pull together data, then create your own set of rules to clean the database with Openprise.

Related: The Essential Checklist to Finding a Decent Leads Database Provider

 

#4 Use lead generation tools

#4 Use lead generation tools

Rather than find leads yourself, have them come to you. How? Use a few lead generating tools, like these:

PromoSimple

Create custom sweepstakes, sign-up forms, and contests that can be added to Facebook pages and websites to generate leads, which are then integrated into an email service provider.

SocialCompass

Find quality leads on Twitter with this all-in-one app that combs tweets to find locals with purchase intent, allowing you to reply with an offer.

Related: Best Marketing Tools to INCREASE Sales Leads Production

 

#5 Prioritize your leads with management applications

#5 Prioritize your leads with management applications

As you generate leads, you’ll need a way to manage them. Try these tools that can help you prioritize leads and track important metrics like cost per lead:

Velocify

Help your sales reps determine who to call and when, thanks to this sales acceleration solution that sorts, prioritizes and re-ranks sales leads in real-time.

Really Simple Systems

Track cost per lead, per opportunity and per sale to calculate your ROI with this lead tracking app.

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

Wrap up

By identifying what a qualified lead is, making a list of your best lead channels, and integrating several tools, you’ll be able to reach more prospects than you thought possible. Lead generation is a time-consuming process, but if you’re taking a strategic approach you’ll likely see an impressive return on your investment.

 

Author’s Bio

Lisa Furgison

Lisa Furgison runs a content marketing company, McEwen’s Media, that helps clients sell products through data-driven marketing strategies.

 

 

 

 

Check out our recent Client Success Story

LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months [CASE STUDY]

Read the latest updates on The Savvy Marketer’s Blog

Get Qualified Leads or Learn more about Callbox Multi-Channel Marketing Strategy

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

 

 

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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make

5 Ways to Maximize Lead Quality [GUEST POST]

5 Ways to Maximize Your Lead Quality

No matter your industry, you know that not all leads are created equal, which means generating leads isn’t enough; you need to generate quality leads so as not to waste time and money. How big a deal is lead quality? A 10% increase in lead quality can create a 40% jump in revenue, according to Marketo.

 

What is Lead Quality?

Lead quality is a measurement of how likely a given lead is to convert to a paying customer or how much revenue potential that a given lead could generate for your company. Since a lead is essentially just information you’ve attained on someone who is interested in your product or service, it makes sense from a business perspective to rank all those leads.

By measuring lead quality, sales teams can focus on specific leads instead of inefficiently allocating resources attempting to convert low-quality leads who have little interest in becoming paying customers, or who present little potential for revenue. According to Salesforce, companies that have a method for scoring leads have an ROI of 138% versus companies without any lead scoring criteria.

Related: Classification of Sales Leads: Hot, Warm or Cold

Each company takes its own approach to measuring lead quality. However, a common method is to assign a score to leads based on certain criteria, such as the B.A.N.T criteria (budget, authority, need, timetable). However, B.A.N.T is mostly used within B2B marketing, and even there, debate rages about the ongoing relevance it. B.A.N.T assumes telephone contact with leads, which is not a valid assumption in a marketing world dominated by online marketing.

Other possible lead scoring criteria include:

  • People who have downloaded lead magnets from your website
  • Leads who have browsed through product pages, checkout carts, or pricing pages
  • People who have emailed or phoned your sales teams to inquire about your products/services
  • The revenue potential of a given lead

Companies can segment their leads based on a set of lead scoring criteria by integrating marketing software with customer relationship management (CRM) systems.

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

It’s important to note that not all leads with high likelihoods of conversion are high-quality leads by default—leads might be very likely to convert but present poor earning potential. This is one of the biggest issues with the idea of lead quality—different people have different definitions of what exactly constitutes quality. It can be helpful, therefore, for marketing and sales personnel to work together to develop sensible lead scoring criteria that they agree on.

A high volume of bad leads is the fastest way to clog up your sales funnel. If you’re casting too wide of a net, it’s time to re-evaluate how and where you’re getting leads, what constitutes a good lead and why some leads go cold so fast. Here are a few tools to help you maximize and improve your lead quality.

 

#1 Define what a qualified lead is

#1 Define what a qualified lead is

Who determines what’s a good lead in your company? If you don’t know, or if you think it’s the wrong person, it might be time for everyone involved in the sales process to sit down to define a qualified lead for your business.

Is it simply someone who falls within your target market? Is it based on behavior when visiting your website? Maybe it’s someone that agrees to hear your pitch in person.

If your sales team is expected to follow up immediately on every nibble, you’re taking time away from the qualified leads so it’s important to define what a qualified lead is.

 

#2 Identify where leads come from

#2 Identify where leads come from

Where do you get your best leads from? Identify your lead sources so you can fine-tune your lead generation process.

Consider using a tool like Google Analytics or Oktopost to look at your metrics and determine where your quality leads come from and what campaigns, referrers, and channels are paying for themselves.

Knowing the information, you can devote more time to channels that are most effective and may even consider eliminating channels that aren’t filling your lead pipeline.

Related: The Five BEST Sources Of B2B Leads Prospects

 


Check out our latest Marketing Infographic

A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

 

#3 Deploy data enrichment tools

#3 Deploy data enrichment tools

To connect with prospective customers, you need to a way to reach them. You can search LinkedIn, run Google searches, and scour social media channels for leads, but it takes a lot of time to find the right people, and then, find their contact information.

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

Ease some of this workload with data enrichment tools that can help you build a list of leads along with credible contact information. Here are a few tools to consider:

Lusha

Turn domain names into full company profiles and add contact information right into your Salesforce account to convert leads faster. Lusha can even automatically enrich all your contacts and update your contacts in spreadsheets.

InsideView

Increase your volume of clean, actionable leads thanks to the missing data that InsideView automatically adds to incoming leads as they’re inputted into your CRM and marketing automation systems.

Openprise

Streamline your sales funnel by connecting your third-party apps to pull together data, then create your own set of rules to clean the database with Openprise.

Related: The Essential Checklist to Finding a Decent Leads Database Provider

 

#4 Use lead generation tools

#4 Use lead generation tools

Rather than find leads yourself, have them come to you. How? Use a few lead generating tools, like these:

PromoSimple

Create custom sweepstakes, sign-up forms, and contests that can be added to Facebook pages and websites to generate leads, which are then integrated into an email service provider.

SocialCompass

Find quality leads on Twitter with this all-in-one app that combs tweets to find locals with purchase intent, allowing you to reply with an offer.

Related: Best Marketing Tools to INCREASE Sales Leads Production

 

#5 Prioritize your leads with management applications

#5 Prioritize your leads with management applications

As you generate leads, you’ll need a way to manage them. Try these tools that can help you prioritize leads and track important metrics like cost per lead:

Velocify

Help your sales reps determine who to call and when, thanks to this sales acceleration solution that sorts, prioritizes and re-ranks sales leads in real-time.

Really Simple Systems

Track cost per lead, per opportunity and per sale to calculate your ROI with this lead tracking app.

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

Wrap up

By identifying what a qualified lead is, making a list of your best lead channels, and integrating several tools, you’ll be able to reach more prospects than you thought possible. Lead generation is a time-consuming process, but if you’re taking a strategic approach you’ll likely see an impressive return on your investment.

 

Author’s Bio

Lisa Furgison

Lisa Furgison runs a content marketing company, McEwen’s Media, that helps clients sell products through data-driven marketing strategies.

 

 

 

 

Check out our recent Client Success Story

LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months [CASE STUDY]

Read the latest updates on The Savvy Marketer’s Blog

Get Qualified Leads or Learn more about Callbox Multi-Channel Marketing Strategy

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

 

 

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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Phone Sales Closing Techniques That Will Get You More Deals
Telemarketing Mistakes That Expert Salespeople Still Make

A Lead Generation Guide for Canadian Businesses

A Lead Generation Guide for Canadian Businesses

Being stereotyped as a country known for its politeness and its neurotic addiction to hockey doesn’t exactly define how Canada is like in the world of business. For all intents and purposes, this North American country which lies at the Arctic threshold thrives to be an important player in several industries – and not only on maple syrup and flannel shirts.

More so, the country has gone on to be an important leader in the world of B2B, alongside the United States and the Asia-Pacific region. As the Business Development Bank of Canada forecasts positive growth of about 2% for 2018 and as “consumer confidence, global trade, and investment growth have finally picked up from the recent lows,” companies will have to re-examine their strategies and come up with more effective ways in generating better lead generation numbers.

This leads us to a discussion on marketing strategies. For a lot of businesses, global integration has made it possible to collaborate with other entities across borders. And as Canada continues to experience a massive boom in its tech and financial industries, there is a need for both large and small enterprises to improve on their marketing and branding efforts and, in turn, obtain a better position in the market.

Related: The 5 Success Factors of Multi-Channel Marketing Revealed [INFOGRAPHIC]

Companies should look no further than their current lead generation campaigns as these are critical to growth. Being able to come up with the right approaches will enable these companies to increase the amount of sales opportunities they need to impact their bottom lines. Still, we have to admit that there is a whole range of challenges to hurdle in order to reach specific targets. The most important and obviously the most difficult part would be “finding a strategy, tactic, or offer that gets the attention of potential leads.” This is according The RAIN Group Vice President Erica Stritch, which goes on to suggest that top performing companies were able to overcome these hurdles simply by dancing a different set of steps. In other words, these companies were able to do something different, thereby increasing their profitability.

So what exactly constitutes a unique marketing plan that offers better results in terms of sales?

While there are many schools of thought on this issue, we thought best to give you some of the most effective lead generation tips.

 


Looking to expand your business reach to USA and Asia Pacific markets? Check out Callbox lead gen service!


 

Know how to handle big data

Know how to handle big data

In order to ensure your sales pipeline doesn’t run out of leads to nurture, you will need to generate a large volume of data from your landing pages. Big data will continue to impact the way businesses in Canada achieve their marketing goals, and it is crucial for these businesses to know how to organize, analyze and measure a great deal of information that’s entering the pipeline. In this case, B2B marketers can always implement an automated marketing system to help them address the issue of data management. After all, automation can help reduce costs by way of a faster and easier process for validating and qualifying leads.

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


Try out our new Data Preview Tool and get a breakdown of our data list by country!

Our Data List By Country


 

Go beyond the walls

Go beyond the walls

In terms of audience outreach, attending industry-related events is one strategy you wouldn’t want to leave out of your marketing plan. For sure, events do not only function as avenues where you can share knowledge with other stakeholders; they can also help you build your brand, especially if such an event is an important one.

Related: 5 Trends that Will Drive Tech Tradeshow ROI in 2018 [INFOGRAPHIC]

 

Be an influence

Be an influence

Aside from attending events, you can also boost your lead generation by becoming a contributor to reputed sites such as Forbes or The Huffington Post. As long as you have relevant opinions to share, you can always hook up with these platforms to express your opinions on trends and share topics that are close to the hearts of your audiences.

Related: Take Advantage Of These Tips In Finding Guest Blogging Opportunities – Read This

 

Integrate with social

Integrate with social

Social media marketing isn’t a new thing anymore. In fact, it has become a staple for businesses that want to be on top of their game. Platforms like Facebook and Instagram greatly improve your lead generation numbers considering the number of people present in social media at any given time – and that also includes business executives. So, when you’re planning on implementing a multi-channel approach to your lead generation, you need to integrate your social media accounts with other platforms. This will give your efforts a much-needed boost in no time.

Related: Top Influencers Weigh In: Social Media’s (Measurable) Impact on Sales

 

 

Check out our Client Success Story

Callbox-Packs-Webinars-for-Candian-Software-Company

Read the latest updates on The Savvy Marketer’s Blog

Get Qualified Leads or Learn more about Callbox Multi-Channel Marketing Strategy

Contact us or Dial 888.810.7464

Add us on WhatsApp +65 8232 2417

 

 

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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Mobile-First Indexing: What It Means for SEO and How to Prepare
Why B2B Marketers Need to be in the Micro-moment
The Management Consulting Industry 2019 and Beyond

Believe it or not! You can get More Leads without Generating Web Traffic

Believe it or not! You can get More Leads without Generating Web Traffic

In B2B marketing, perhaps no two words are as important as Traffic and Conversion. These two spell the difference between being in the black and being in the red. But you probably already know this by now: More web traffic does not always mean more leads. Traffic that does not convert is useless. That’s really unfortunate. Luckily, you can still increase your leads production without necessarily increasing your web traffic. Convenient, right?

Here are surefire ways to increase your conversion – meaning, turning traffic into leads – without actually increasing your web traffic.

Amplify your Unique Selling Point

I said amplify. Not just state or declare or put it there for all to see. Maximize and optimize it by making sure it grabs the viewers’ or readers’ attention the moment they see it, or at least, creates a strong connection with them. A convincing declaration of your unique selling point can build trust and keep prospects on the page longer than they originally intended.

Pro tip: Use “action” words, not just passive words. And yes, sell the solution to their problem, not your product. Don’t be too salesy like a snake oil salesman.

Related: Threesome Tactics To Generate Sales-Ready Leads Through Inbound Marketing

Simplify your Home Page

Really, just KISS it, or “Keep It Short and Simple”. Or “Keep it Simple, St****.” The simpler your homepage is, the easier for the viewers to navigate through it and find what they need and want. Just make sure it answers these questions:

#1: What does your product or service offer? 

Callbox - Best Sales Lead Generation Services

 

#2: How will your product or service solve my problem? Explain the benefits you provide, not the features.

HOW WE HELP BUSINESSES SUCCEED - Callbox

Don’t make the common mistake of talking about yourself at length. Harping about your accomplishments will bore, if not totally turn off your viewer.

Pro tip: Remember, the homepage is yours, but it’s about the customer or client or guest. If it’s about them, they’ll stay longer.

Related: Inbound and Outbound Strategies is a Match Made in Marketing Heaven

Make your Headlines & Contact Information Visible

It’s the goal of the webpage to at least generate inquiries. If your headlines can’t be seen, what do you think would make any visitor want to learn more from it? Make sure your headlines attract the visitors’ attention as soon as their eyes land on the page. And that “Contact Us” page? It’s not just for display. You really have to make an effort to make it as user-friendly as possible – make it visible and easy to read. No fancy fonts, please. If can make your contact number(s) so conspicuous the visitor doesn’t have to look for it, so much the better.

Pro tip: You have to make the visitors feel confident in you, in your product or service or whatever you’re selling.

Related: What to Tell Clients Who Say “You’re too expensive.”

Offer Incentives

What sounds better than freebies? Rewards! Incentives! Bonuses! Use the psychology of free stuff. I don’t know, but there’s something about those words that give them a really nice ring when spoken. Positive reinforcement almost always works, and it’s true especially in marketing. When you add something extra – like a reward or bonus – to your unique selling point, it’s easier to close the deal with the visitor. Offer a “money-back guarantee” or “free replacement” or “lifetime warranty” and chances are, you’ll clinch the sale.

While you have already effectively differentiated your product or service from the competition through your unique selling point, the incentive to bonus or reward adds value to the whole thing, and even builds a deeper client-business relationship.

Pro tip: Your message should be “You can’t get from others what I’m offering you.”

Related: How to Defend a Higher Price: 3 Steps


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


Focus on Outbound

The previous four tips focus on optimizing the webpage. This last one is a no-brainer in terms of increasing leads without increasing web traffic volume. Why not try some of the most effective outbound marketing strategies?

Event marketing is a simple and easy way to interact with prospects and turn them into leads. Experiential event marketing is even better, as it goes beyond the mere physical presence of people at an event. Here are some unconventional event marketing campaigns, find out why they totally worked.

 

You can also try email marketing if you’re on a shoestring budget.

Watch our Email marketing video series now.

Email Marketing Series: How to Make Emails your Impossible to Ignore [Video]

And of course, there’s good old targeted telemarketing if you want fast results. Whatever medium you choose, the most important thing is choosing an efficient and effective third-party service provider.

Pro tip: Do not settle. When you’re outsourcing, you simply do not settle for mediocre results. 

Related: Is there such thing as a good B2B lead Generation Company?

Conclusion

One key takeaway here is, when you implement something new, make sure it’s measurable so you’ll know what works for you and what doesn’t. More importantly, don’t stop trying testing new things. Observe what your competitors are doing successfully that you may apply to your own. If you don’t think imitation is the highest form of flattery, then just make it your inspiration.

Case Study: Giant Software Solutions Provider Improves Lead Capture and Conversion with Callbox

 

 

Learn more lead generation lessons and tips at The Savvy Marketer’s Blog!

Love to know how we generate qualified leads?

Get in touch with our Marketing Consultant or Dial +1 888.810.7464  or 310.439.5814

The Ultimate Lead Generation Kit - FREE Ebook

 

 

The 6-Day Lead Management Bootcamp [Free Email Course]
5 Things to Know Before Outsourcing your Lead Generation

Proper Listening Skills: Secrets for Lead Generation

 

How to make your lead generation campaign successful depends on a lot of things. You have to have a good product that will get the attention of your business prospects, a marketing campaign that maximizes audience impact, as well as a few other tricks that will help you bring in the sales leads that you need. Of course, while it is true that the above three factors, there is also another factor that can affect your success in generating B2B leads, and it so happens to be the most basic, the most important, of all: your listening skills.

Really, with good listening skills, you can be effective in your appointment setting efforts. Unfortunately, that is precisely the skill that a lot of marketers these days tend to forget. With their desire to get their sales volume up, they take on an overly aggressive and pushy stance in increasing their sales volume. Not only does this actually push prospects away from you, it is also counter-intuitive to what proper marketing is all about.

To be effective, you need to listen properly. But how will you do that?

  1. Be focused – you need to concentrate on your work. Getting distracted or letting your mind wander will not do well, especially if you are having a discussion with appointment setting prospects.
  2. Get clues for emotions – this is especially when you are talking to prospects on the phone. Since you do not see them personally, you have to listen carefully to how the talk, as well as the tone of their voice.
  3. Ask proper questions – you cannot just go fill in blanks on your own, since this will only create misunderstandings. You have to ask right in order to understand right what your prospects really need.
  4. Do not interrupt – this is especially true when using telemarketing as your communication medium. You need to keep the flow of information going.
  5. Never assume – assumptions are never good during a business, since there is a great likelihood that whatever you are thinking that the prospect needs is wrong.
  6. Keep a pen and paper close by – in case your office is a paperless one, have a notepad application running, instead. Write down all the key details said, in order to remove the need for repeats.
  7. Review all the details – you need to check that all the data you collected is right, and that you understood what exactly the prospects’ issues are.
  8. Ask for a repeat – during those moments that you fail to get the details at first, it does not hurt to politely ask your B2B prospects to repeat their point. Just make sure you do not do that all the time, since that would make you look incompetent.
  9. Do not stereotype – this is the one common error of marketers. When they stereotype, they end up closing their minds during the conversation. This, in turn, affects their ability to comprehend what the talk was all about.

See? These are not that hard to follow, and are guaranteed to help make your lead generation campaign more effective.

Maximize Sales Leads Generation In Three Ways

Maximize Sales Leads Generation In Three Ways

Selling can be a pain, especially for people not used to this kind of work. Well, even veterans still find this profession a challenge. With the way markets move and trends change, adapting constantly can be a daunting chore. Even so, there are plenty of strategies that you can use to consistently stay at the top of the lead generation business. Generating sufficient sales leads is not that hard at all, as long as you keep in mind the following three tips:

  1. Set you bar too high – yes, this is unrealistic, but if you constantly push yourself to reach impossible goals, especially ones that exceed the average of your appointment setting colleagues, then you will find yourself improving way better.
  2. Keep yourself motivated – basically speaking, have an end in sight. Once you have reached that end, try creating another goal. Maintaining a proper motivation will help you reach your B2B leads goals much better.
  3. Believe in yourself – this can be a real game-changer. How can you make people believe in what you are offering if you do not believe in it yourself? Before you go marketing your product to prospective sales leads, you should market to yourself first.

Another thing you should remember would probably be the content. Regardless of whatever marketing tool you use, be it social media or telemarketing, you need to stay consistent in your message. This would be the first thing your prospects would be looking for. As for the other three, well, now you know them, it would be easier to do it.

The Seven Deadly Sins Of Lead Generation

The Seven Deadly Sins Of Lead Generation

 

Starting your own business can be the most exciting chapter of your life. Finally, you can be your own boss, managing people under you, and exploring lead generation possibilities that can help improve your bottom line. It all seems rosy, right? But once you put things into practice, well, you might discover some things that can give you problems. Make a mistake, and all your efforts can unravel. That can affect your ability to generate sales leads. So what kind of errors can you commit in your B2B leads efforts? For easy reference, we could classify them according to the seven cardinal sins, since these can reflect the kind of negative actions you might make:

 

  1. Greed – maximizing profits is good, but too much of a good thing is bad. Never take on business leads that may give you profits now, but can prove to be a headache to your business later on. Greed compels marketers to chase short-term rewards, without regards to what the future has in store.
  2. Gluttony – trying to collect all the sales leads that you want may result to a glut in your pipeline, slowing performance down, as well as failing to deliver promised services to your clients. Remember, there is a limit to how many accounts you can handle. Too many, and you will not be able to serve all.
  3. Lust – being the business owner presents a lot of temptations, like buying a few luxuries here and there. While rewarding yourself is fine, spending on extras can reduce the available funds that might be needed for your appointment setting campaign. This is very risky for business.
  4. Sloth – just because you are the business owner does not mean you can just sit back and relax. Truth to be told, this position is exactly where the most work is required. Besides, you have to take the lead for your employees to follow, right? You have to push yourself, even if it means joining your telemarketing team so as to reach your quota.
  5. Pride – ego is not that bad, especially if you want to create a strong image for your business. But if you let all go out of hand, you will fail to see the truth. Sometimes, you just have to swallow the bitter pill and admit that maybe, your current business set-up is not the best.
  6. Wrath – showing passion for your business is great, but it must not devolve into an emotional train wreck. People who get carried away by their passion tend to think irrationally, often going into destructive actions that, ultimately, destroy their business.
  7. Envy – comparing your business to others can be useful in setting benchmarks to reach, but if it begins to get into your nerves, then you are probably doing it the wrong way. People who let envy get the better of them often use their time and resources to sabotage their competition, neglecting their own potentials to grow and prosper.

 

So, which of these lead generation sins are you guilty of?

 

Thinking Strategically In Lead Generation

Thinking Strategically In Lead Generation

 

Handling a small scale business can be a challenge for entrepreneurs like you. It will not be surprising if you juggle between manager, accountant, promoter, travel agent, and auditor all at the same time. It does make you wonder if you still need to add strategist for lead generation. But that is the one thing you should never do without. Companies that lack a strategic approach in management weaken their ability to generate B2B leads. This, in turn, makes it harder for them to find additional sales leads that could keep their business afloat. So, how does one think strategically?

  1. Do not assume that the current thinking is correct – there is such a thing as market evolution. Yes, your appointment setting process may work, but it may not be effective today. You might have to reexamine your current strategy.
  2. Be ready to explore – even if you reach a dead end, you must be ready to explore all avenues in business. If it means adopting a different communication medium (like telemarketing) or tap a different market, you should do so.
  3. Have a little confidence – strategic thinking requires that you look into the unknown. You will not reach anything if your insecurity prevents you from taking the first step.
  4. You are always faced with choices – you always have to make a choice in actions. Strategic thinking is never a straight path. You have to constantly make the right decisions.

All these play a key role in strategic planning for your lead generation campaign.

Secret To Better Sales Leads Generation? It Is All In Rapport

Secret To Better Sales Leads Generation? It Is All In Rapport

When dealing with other business decision-makers, one thing must always remain at the top. And that is building rapport.

The B2B industry, for the most part, involves a lot of linkages. But the most important thing is how you actually maintain professional relationships with your clients. There is a difference between treating business prospects as customers and treating them as friends you can have coffee with on a Sunday afternoon. As things go in B2B marketing, you might want to opt for the latter.

But aside from forming significant engagements, building rapport is also integral to generating qualified sales leads. When you start interacting with clients at a more benevolent level, you will start to feed  the sales pipeline with prospects with a high inclination to buy a product.

How do we do it exactly? Well, first:

Personalize.

Don’t settle for messages that sound too technical and well, robotic. Instead, go for newsletters and other digital campaigns that strike the right chords in your prospects. In terms of telemarketing, businesses respond effectively to talking points that have a natural flow instead of being read from a script.

Related: Who Says Telemarketing Can’t Drive Leads Further Down the Sales Funnel?

Advice.

Your prospects will find it helpful if you can consult them on the things they want to address. Whether it be tips for maximizing the use of a POS system or tidbits on how to make an enticing website, as long as they mean something for your clients and their bottom line, you may want to consider creating a blog and social media marketing campaign with an audience advocacy component.

Related: Want to Increase POS Software Sales? We Got you Covered Fam

Create.

More than text-based content, businesses nowadays respond better when they encounter visual messages. Infographics are still the best ways to gain prospects’ imaginations and communicate your ideas effectively. Here’s how to Fine-Tune Your Next Content for Visual Learners.

It is just a matter of knowing what type of content is most suitable to the type of industry you want to target. You can start by using Cat Memes or YouTube tutorial videos to stimulate interest in your brand.

Deliver.

We come to a point that the prospect knows you all too well and that a sale is just over the horizon. And this is where businesses often struggle the most. Think of it as a minefield. You have gone this far, but one step can be fatal. So, as much as possible, try to maintain interest and deliver what the prospect expects from you. If it all goes well, then you just gained a sale – and a new friend (Awwww).

 

Lead generation and appointment setting involves more than just the four aspects mentioned above. Want more juicy tips to maximize your marketing and gain quality leads? Read more from our blog and discover just how much you can do to put your revenue generation to fifth gear!

 

 

Let us help you generate leads, learn more about process!

Read our latest marketing news or Subscribe to our newsletter

Dial +1 888.810.7464 / 310.439.5814

 

 

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

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

5 Things to Know Before Outsourcing your Lead Generation
Maintaining a Growth-focused B2B Marketing Approach in Q4

Secret In Innovative Lead Generation – The Inclusivity

Secret In Innovative Lead Generation – The Inclusivity

Too often, people fall victim to the notion that innovations in lead generation must come out of a closed room, from only a small number of people. Well, that would be a warranted mistake if they think of the likes of Steve Jobs, Thomas Edison, Henry Ford, etc. but those people belong to the surprising minority.  If you want to have real innovation in generating B2B leads, you just need to open your doors and let others enter the picture. Believe it or not, the people around you might be the best source of innovative ideas in finding more sales leads.

Remember, true innovation does not come from one man alone, nor does it require the input of only a few managers. Think of how Samsung got into the top in smartphone sales. They did not have that extensive innovation team to come up with revolutionary designs. What they did is analyze customer buying behavior. They studied which phone designs and software fit the tastes of the market. From there, they came up with newer and better designs (in the fastest way possible) to capitalize on those customer tastes. You can do that, too. You can try having a telemarketing survey to figure out what you need to meet your customer needs.

Letting others have a say in what you do is not a bad idea at all. In fact, it can be a liberating experience for you. It can give you fresher idea on how to go about your appointment setting campaign or some new product or service in the future.