Posts

How to Skillfully Recognize and Respond to True Buying Signals

Proper sales prospecting, setting up lead funnels, and qualifying leads is a lot of hard work, and usually, we as marketers are tasked with making sure that our efforts are not in vain.

Sure, we are all familiar with the premise that we cannot convert everybody, but the thing is, how can we make sure that we are not wasting our time on leads that will never convert?

In this short article, we will be examining the different types of leads that we get as marketers and how we can adequately identify buying signals and make sure we appropriately respond to them.

So sit back and relax as we go through the most common signs of buyer intent.

 

Some Subtle (And Not So Subtle) Buying Signals You Could Be Missing

There are a couple of signals that some marketers fail to take note of when they are presenting – or tracking – a product or service to a client.

For instance, constant repetition may not always be considered a buying signal especially if a client is insisting on acquiring some level of functionality from something that you are offering them. However, there is also the flipside to this if you think about it.

If the client is continuously asking about something, it means that there is the intention of that need to be fulfilled and this is where you can strategize your product or service to make the most of this opportunity. As long as you can also focus on meeting this need with your product – and not just faking it – then you can quickly make a sale.

Also look for the constant desire to be in contact with your sales team or metrics indicating that they are visiting your web property multiple times in a week.

Think about it this way, too, the metrics do not lie. If you see them visiting your site more than once in a day, or better yet, checking out your pricing page way too often to be a casual visitor, then the chances are they are ready to be converted at the soonest possible time.

Other tracking telltale signs are them checking out the case studies you have on your site – if you do not have any, then you should start putting them in.

Related: Using Social Signals to Spot Sales-Ready Leads

 

The Questions You Have To Look Out For

One of the best signs that you have as a marketer is when the prospective buyer has started to ask you questions about your product, services or the business in general. Not all questions are indicative of a buying signal, but there are a few that usually means that the buyer is ready to close.

The most important questions that you have to look out for are questions about the specifics such as terms and delivery dates. These are extremely indicative of a lead that is willing to consider your product as long as it can meet their standards. This is the time for you to play your cards right and make sure that you meet their organization’s needs.

If they ask specific questions about your business in general, this could mean that they are curious about your eligibility because they could already be hooked to your USP (unique sales proposition). This is also a time for you to act accordingly and try to deliver.

Of course, there are the more obvious questions about how the services or products that you offer would be able to meet their needs in general. However, the most significant questions that you should always get them to ask are:

 

How Much Does The Product or Service Cost?

How Much Does The Product or Service Cost?

This is undoubtedly the best indicator of purchase intent, and a lot of marketers will even confirm this for you. This means that the product seems to have met the specifications that are needed for it to meet a particular need, but the only question is how much would it cost them.

In essence, there is only one other question that can rival this one, and this would be:

 

What Are Your Modes of Payment?

What Are Your Modes of Payment?

This goes beyond the former question that was stipulated because this means that the intended buyer is alright with the pricing and is now wondering how they will be able to pay you. This is one of the most potent signs of buyer intent because it shows the inclination of the lead to make the decision soon.

Related: Using Neuroscience to Better Answer 5 Questions Leads Ask Themselves Before Buying

 

At the end of the day, sometimes the buying signals can be significantly trivial, and it might seem as if they could be more than evident. The critical thing to remember is if your product or service could potentially meet their needs. This is the main tipping point in getting conversions.

Be sensitive and feel around for a response, you never know what’s in store for your conversion efforts.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

We’d love to hear your thoughts on this article.
Feel free to comment below! 🙂

 

 

Gain insight into information drawn from Callbox past campaigns

Try out our new My Industry Insights tool

My Industry Insights - Callbox Interactive Marketing Tool

Ready to talk? Contact us 

or Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Increase your Software Sales in 5 Easy Steps

You can bet your bottom dollar that software is still an important industry that’s driving innovations the world over. It’s the information age for crying out loud, and we have to recognize the fact that software will bring about major disruptions across other major industries, particularly financial services and healthcare.

Still, we have to admit the fact that the software industry is a bloody arena, where survival depends on the hardness of your armor and the sharpness of your sword. Basically, you need to have a hardcore product that is expected to slice the competition to bits. But what if we tell you it’s not always the weapons that ensure victory. In most cases, it’s the way you move around the arena that allows you to identify opportunities to deal a devastating blow.


150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]


For a software company to get ahead with its SaaS and big data products, it is essential to make use of the right approaches to generate interest. However, this has become a challenge on account of several issues which have made it difficult for software companies to solidify their positions in their respective markets. In an article for HubSpot, Lindsay Kolowich is able to identify these challenges as follows:

  1. Generating Traffic and Leads
  2. Providing the ROI of your Marketing Activities
  3. Securing Enough Budget
  4. Managing your Website
  5. Identifying the Right Technologies for your Needs
  6. Targeting Content for an International Audience
  7. Training your Team
  8. Hiring Top Talent

One thing’s for sure, these challenges are nothing new, but they encourage software companies to take a step back and assess the approaches they got wrong and improve on those they got right. More importantly, it’s about using the right process along the lines of generating more sales for certain products and services.

Want a big boost in revenue, apply these steps and you will reach your income goals in no time.

 

Research the market

It’s always best to dip your toes in the water before wading in. In your case as a software provider, make sure what opportunities are there to leverage before you can even begin letting your target audience know about your offers. After all, the foundation of any effective marketing campaign is the very data that it bases much of its activities on. For Laura Lake in The Balance, market research allows you to bridge the gaps between your products and the very people that need them and build a strategy for filling such gaps.

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

Identify your platforms

As much as possible, you need to select the right platforms that will carry your brand’s message. Social media, in this case, has become imperative as B2B buyers also use services like Facebook and Twitter to seek out potential vendors. There are also buyers who prefer to receive proposals through email or telemarketing. At any rate, you are compelled to use a combination of inbound and outbound tactics to better seek out prospects.

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

Build your own list

Buying your own mailing list sounds like the easiest thing to do, but to be able to identify and locate the right leads for your pipeline, you have to build your own based on your specifications. This way, you will be able to rightly define the type of clients you are looking for. Still, building your own marketing list takes a whole lot of time and eats many resources, in which case buying a ready-made list of qualified leads becomes a viable option.

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

Cleanse your database

Handling a large CRM database offers a lot of challenges for marketers in the software industry. Using a lead management tool, in this case, is essential in keeping your mailing lists free from invalid numbers and duplications that will otherwise affect the performance of your marketing efforts.

Related: Why Cleaner Marketing Data is Essential for IT

Nurture your leads

To make higher software sales a possibility, you need to know how best to reinforce your lead nurturing efforts. For sure, your prospects need a lot more information before deciding on purchasing a software product. Delivering messages to them on a scheduled basis allows you to increase their knowledge about your brand and, eventually, help them make the leap. It’s only a matter of creating the kind of content that resonates well with their expectations.

Related: A Crash Course on Lead Nurturing… And Why it Matters

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

Helping software businesses for 14 years.
Learn how we generate B2B software leads.




Start making sales calls that build deeper connections with key prospects. Download your FREE guide now.

Download your ABM call scripts + persona templates

Ditch that Pitch: The Case Against Selling to First-Time Prospects

Ditch that Pitch: The Case Against Selling to First-Time Prospects

You’ve probably come across the ancient sales adage “resist the itch to pitch”, and you’ve most likely felt and gave into this irresistible urge yourself one too many times already. It turns out, there’s sound reason behind the rhyme. Sadly, though, this point gets lost on many sales and marketing folks, inevitably leading to an all-too-familiar outcome: prospects losing interest and going cold.

If someone submits a form on your site, becomes your blog subscriber, downloads your whitepaper, or happens to be a valid entry on a list, do you jump out at that potential prospect with your sales pitch right away?

Of course not. But that’s what most B2B marketers seem to be doing, and here’s why you have to set yourself apart and always start with a thorough understanding of your prospects’ situation before anything else.

#1: Putting yourself in your prospects’ shoes is bad advice

It’s going to take a long and careful process to get leads to that point where they’ll be interested in hearing about your pitch, and the first few steps will involve becoming really familiar with your prospect’s needs and pain points.

Pitching too early means that you probably haven’t done your homework thoroughly enough (and are just relying mostly on guesswork). There’s far too much nuance involved in creating a sales pitch that putting yourself in your prospects’ shoes simply won’t cut it. You have to ask questions first.

Related: The Remedy for Unqualified Leads: Nurture Them Until They’re Ready

#2: You can’t (and shouldn’t) connect the dots with just a single touch point.

It goes without saying that not all leads are created equal. Only some small portion of your new leads (about 15% by some estimates) will actually be ready to face your sales team. Clearly, this means that you’ll be putting off the vast majority of prospects that enter your pipeline by throwing your sales pitch at every new contact you come across with.

It takes two separate points to draw a line and, to paint a fuller picture of your lead, you’re going to need a series of connected touch points, with each one designed to incrementally sharpen your prospect’s profile. This will help you craft a more compelling sales pitch later on and help you decide whether a prospect is qualified enough to hear it.

Check this out:  Multi-Channel Approach & Marketing Automation: Partner for 33% Sales Increase in Sydney IP Services

#3: Taking time to qualify early speeds things up later.

The quality of the leads you work with at the early stages of the sales process is an important factor in determining how long it’s going to take leads to become buyers.

Assess your lead: Is hot, warm or cold? Find out here..

If you’re able to slow things down and thoroughly identify prospects that really have an urgent need, then the time-to-decision is going to be much shorter. Also, by taking this approach, you’re able to reduce the time spent on prospects who’ll never become your customers. This helps you put resources where and when they’re needed the most.

In other words, rushing things and pitching to new prospects right away will actually make the sales process longer than it should be.

Related: CHAMP Methodology: Spot on Sales-Ready Leads with These Questions

#4: Pain doesn’t always equal an urgent need.

Your target buyer’s pain points can be your most important resource–that is, if you can figure them out and have the solution they really need. But sometimes, pain points don’t often make up an urgent need. Urgent needs are what turn your prospects into buyers, so you have to gauge whether the issue your leads face is severe enough to require an urgent solution.

Once again, this means that you have to set your sales pitch aside and focus on knowing what your prospect is really going through. You need to ask probing questions that uncover specific issues in front of your leads and find out whether these make up a real business need or not.

There’s always a right time for delivering your sales pitch, and the early stage of the sales process (when you still have very little idea about your prospect’s situation) is clearly not when this should happen. That’s the time for asking questions, diagnosing pain points, and matching your solution with your prospects’ needs.

Proceed if and only if all these have been checked off. Otherwise, just ditch that pitch.

 

Author Bio:

Ralph is a content writer at Callbox. He closely follows developments in B2B marketing and occasionally looks back on interesting business stories. He enjoys reading, playing the guitar, and spending time with his pet cat.

 

 

Learn more Sales and Telemarketing 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

 

 

How to Skillfully Recognize and Respond to True Buying Signals

Proper sales prospecting, setting up lead funnels, and qualifying leads is a lot of hard work, and usually, we as marketers are tasked with making sure that our efforts are not in vain.

Sure, we are all familiar with the premise that we cannot convert everybody, but the thing is, how can we make sure that we are not wasting our time on leads that will never convert?

In this short article, we will be examining the different types of leads that we get as marketers and how we can adequately identify buying signals and make sure we appropriately respond to them.

So sit back and relax as we go through the most common signs of buyer intent.

 

Some Subtle (And Not So Subtle) Buying Signals You Could Be Missing

There are a couple of signals that some marketers fail to take note of when they are presenting – or tracking – a product or service to a client.

For instance, constant repetition may not always be considered a buying signal especially if a client is insisting on acquiring some level of functionality from something that you are offering them. However, there is also the flipside to this if you think about it.

If the client is continuously asking about something, it means that there is the intention of that need to be fulfilled and this is where you can strategize your product or service to make the most of this opportunity. As long as you can also focus on meeting this need with your product – and not just faking it – then you can quickly make a sale.

Also look for the constant desire to be in contact with your sales team or metrics indicating that they are visiting your web property multiple times in a week.

Think about it this way, too, the metrics do not lie. If you see them visiting your site more than once in a day, or better yet, checking out your pricing page way too often to be a casual visitor, then the chances are they are ready to be converted at the soonest possible time.

Other tracking telltale signs are them checking out the case studies you have on your site – if you do not have any, then you should start putting them in.

Related: Using Social Signals to Spot Sales-Ready Leads

 

The Questions You Have To Look Out For

One of the best signs that you have as a marketer is when the prospective buyer has started to ask you questions about your product, services or the business in general. Not all questions are indicative of a buying signal, but there are a few that usually means that the buyer is ready to close.

The most important questions that you have to look out for are questions about the specifics such as terms and delivery dates. These are extremely indicative of a lead that is willing to consider your product as long as it can meet their standards. This is the time for you to play your cards right and make sure that you meet their organization’s needs.

If they ask specific questions about your business in general, this could mean that they are curious about your eligibility because they could already be hooked to your USP (unique sales proposition). This is also a time for you to act accordingly and try to deliver.

Of course, there are the more obvious questions about how the services or products that you offer would be able to meet their needs in general. However, the most significant questions that you should always get them to ask are:

 

How Much Does The Product or Service Cost?

How Much Does The Product or Service Cost?

This is undoubtedly the best indicator of purchase intent, and a lot of marketers will even confirm this for you. This means that the product seems to have met the specifications that are needed for it to meet a particular need, but the only question is how much would it cost them.

In essence, there is only one other question that can rival this one, and this would be:

 

What Are Your Modes of Payment?

What Are Your Modes of Payment?

This goes beyond the former question that was stipulated because this means that the intended buyer is alright with the pricing and is now wondering how they will be able to pay you. This is one of the most potent signs of buyer intent because it shows the inclination of the lead to make the decision soon.

Related: Using Neuroscience to Better Answer 5 Questions Leads Ask Themselves Before Buying

 

At the end of the day, sometimes the buying signals can be significantly trivial, and it might seem as if they could be more than evident. The critical thing to remember is if your product or service could potentially meet their needs. This is the main tipping point in getting conversions.

Be sensitive and feel around for a response, you never know what’s in store for your conversion efforts.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

We’d love to hear your thoughts on this article.
Feel free to comment below! 🙂

 

 

Gain insight into information drawn from Callbox past campaigns

Try out our new My Industry Insights tool

My Industry Insights - Callbox Interactive Marketing Tool

Ready to talk? Contact us 

or Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Increase your Software Sales in 5 Easy Steps

You can bet your bottom dollar that software is still an important industry that’s driving innovations the world over. It’s the information age for crying out loud, and we have to recognize the fact that software will bring about major disruptions across other major industries, particularly financial services and healthcare.

Still, we have to admit the fact that the software industry is a bloody arena, where survival depends on the hardness of your armor and the sharpness of your sword. Basically, you need to have a hardcore product that is expected to slice the competition to bits. But what if we tell you it’s not always the weapons that ensure victory. In most cases, it’s the way you move around the arena that allows you to identify opportunities to deal a devastating blow.


150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]


For a software company to get ahead with its SaaS and big data products, it is essential to make use of the right approaches to generate interest. However, this has become a challenge on account of several issues which have made it difficult for software companies to solidify their positions in their respective markets. In an article for HubSpot, Lindsay Kolowich is able to identify these challenges as follows:

  1. Generating Traffic and Leads
  2. Providing the ROI of your Marketing Activities
  3. Securing Enough Budget
  4. Managing your Website
  5. Identifying the Right Technologies for your Needs
  6. Targeting Content for an International Audience
  7. Training your Team
  8. Hiring Top Talent

One thing’s for sure, these challenges are nothing new, but they encourage software companies to take a step back and assess the approaches they got wrong and improve on those they got right. More importantly, it’s about using the right process along the lines of generating more sales for certain products and services.

Want a big boost in revenue, apply these steps and you will reach your income goals in no time.

 

Research the market

It’s always best to dip your toes in the water before wading in. In your case as a software provider, make sure what opportunities are there to leverage before you can even begin letting your target audience know about your offers. After all, the foundation of any effective marketing campaign is the very data that it bases much of its activities on. For Laura Lake in The Balance, market research allows you to bridge the gaps between your products and the very people that need them and build a strategy for filling such gaps.

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

Identify your platforms

As much as possible, you need to select the right platforms that will carry your brand’s message. Social media, in this case, has become imperative as B2B buyers also use services like Facebook and Twitter to seek out potential vendors. There are also buyers who prefer to receive proposals through email or telemarketing. At any rate, you are compelled to use a combination of inbound and outbound tactics to better seek out prospects.

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

Build your own list

Buying your own mailing list sounds like the easiest thing to do, but to be able to identify and locate the right leads for your pipeline, you have to build your own based on your specifications. This way, you will be able to rightly define the type of clients you are looking for. Still, building your own marketing list takes a whole lot of time and eats many resources, in which case buying a ready-made list of qualified leads becomes a viable option.

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

Cleanse your database

Handling a large CRM database offers a lot of challenges for marketers in the software industry. Using a lead management tool, in this case, is essential in keeping your mailing lists free from invalid numbers and duplications that will otherwise affect the performance of your marketing efforts.

Related: Why Cleaner Marketing Data is Essential for IT

Nurture your leads

To make higher software sales a possibility, you need to know how best to reinforce your lead nurturing efforts. For sure, your prospects need a lot more information before deciding on purchasing a software product. Delivering messages to them on a scheduled basis allows you to increase their knowledge about your brand and, eventually, help them make the leap. It’s only a matter of creating the kind of content that resonates well with their expectations.

Related: A Crash Course on Lead Nurturing… And Why it Matters

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter and Facebook.

Helping software businesses for 14 years.
Learn how we generate B2B software leads.




Start making sales calls that build deeper connections with key prospects. Download your FREE guide now.

Download your ABM call scripts + persona templates

Ditch that Pitch: The Case Against Selling to First-Time Prospects

Ditch that Pitch: The Case Against Selling to First-Time Prospects

You’ve probably come across the ancient sales adage “resist the itch to pitch”, and you’ve most likely felt and gave into this irresistible urge yourself one too many times already. It turns out, there’s sound reason behind the rhyme. Sadly, though, this point gets lost on many sales and marketing folks, inevitably leading to an all-too-familiar outcome: prospects losing interest and going cold.

If someone submits a form on your site, becomes your blog subscriber, downloads your whitepaper, or happens to be a valid entry on a list, do you jump out at that potential prospect with your sales pitch right away?

Of course not. But that’s what most B2B marketers seem to be doing, and here’s why you have to set yourself apart and always start with a thorough understanding of your prospects’ situation before anything else.

#1: Putting yourself in your prospects’ shoes is bad advice

It’s going to take a long and careful process to get leads to that point where they’ll be interested in hearing about your pitch, and the first few steps will involve becoming really familiar with your prospect’s needs and pain points.

Pitching too early means that you probably haven’t done your homework thoroughly enough (and are just relying mostly on guesswork). There’s far too much nuance involved in creating a sales pitch that putting yourself in your prospects’ shoes simply won’t cut it. You have to ask questions first.

Related: The Remedy for Unqualified Leads: Nurture Them Until They’re Ready

#2: You can’t (and shouldn’t) connect the dots with just a single touch point.

It goes without saying that not all leads are created equal. Only some small portion of your new leads (about 15% by some estimates) will actually be ready to face your sales team. Clearly, this means that you’ll be putting off the vast majority of prospects that enter your pipeline by throwing your sales pitch at every new contact you come across with.

It takes two separate points to draw a line and, to paint a fuller picture of your lead, you’re going to need a series of connected touch points, with each one designed to incrementally sharpen your prospect’s profile. This will help you craft a more compelling sales pitch later on and help you decide whether a prospect is qualified enough to hear it.

Check this out:  Multi-Channel Approach & Marketing Automation: Partner for 33% Sales Increase in Sydney IP Services

#3: Taking time to qualify early speeds things up later.

The quality of the leads you work with at the early stages of the sales process is an important factor in determining how long it’s going to take leads to become buyers.

Assess your lead: Is hot, warm or cold? Find out here..

If you’re able to slow things down and thoroughly identify prospects that really have an urgent need, then the time-to-decision is going to be much shorter. Also, by taking this approach, you’re able to reduce the time spent on prospects who’ll never become your customers. This helps you put resources where and when they’re needed the most.

In other words, rushing things and pitching to new prospects right away will actually make the sales process longer than it should be.

Related: CHAMP Methodology: Spot on Sales-Ready Leads with These Questions

#4: Pain doesn’t always equal an urgent need.

Your target buyer’s pain points can be your most important resource–that is, if you can figure them out and have the solution they really need. But sometimes, pain points don’t often make up an urgent need. Urgent needs are what turn your prospects into buyers, so you have to gauge whether the issue your leads face is severe enough to require an urgent solution.

Once again, this means that you have to set your sales pitch aside and focus on knowing what your prospect is really going through. You need to ask probing questions that uncover specific issues in front of your leads and find out whether these make up a real business need or not.

There’s always a right time for delivering your sales pitch, and the early stage of the sales process (when you still have very little idea about your prospect’s situation) is clearly not when this should happen. That’s the time for asking questions, diagnosing pain points, and matching your solution with your prospects’ needs.

Proceed if and only if all these have been checked off. Otherwise, just ditch that pitch.

 

Author Bio:

Ralph is a content writer at Callbox. He closely follows developments in B2B marketing and occasionally looks back on interesting business stories. He enjoys reading, playing the guitar, and spending time with his pet cat.

 

 

Learn more Sales and Telemarketing 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

 

 

How to Structure a Successful B2B Sales Call Blueprint

Whether you’re selling a service or product, you need an effective B2B sales call blueprint in order to successfully close a deal. Hence, there are important techniques and skills to master that are similar to any marketing niche.

Basically, you are required to have charisma, style, accuracy, and credibility before you can entice a potential buyer to patronize what you are offering. So if you think cold calling is dead, think again.

 

Essential Guidelines to Consider

#1: Devise the ideal plan

Managing a business doesn’t need guesswork; you have to make accurate decisions or else you will fail. So when creating your plan, you can consider making a checklist to keep focus on the goal. Perhaps, you may write your targets on every call you make. This will make the sales call process simpler and more organized as it needs to be.

#2: Consider Lead Relevance

If you are not relevant to the type of lead you want to generate, then you’re on the wrong boat. Determine your target market, and from there, you will know how to create best lead generation techniques that truly work via phone calls.

Related: SMART Calling: What’s the Edge?

#3: Draft the B2B Sales Call Plan

phone

Consider some important factors like a sales script, mapping out the conversation, and preparing for unexpected questions from the other end. You need to make an original introduction to build rapport with the customer. But before you pitch anything; be sure that they are completely engaged in your conversation.

Related: The Best Technique In Sales Leads Telemarketing? Start A Conversation

#4: Ask Pertinent Questions

If you’re making your first sales call, asking questions will help in qualifying the lead. But for succeeding sales calls, you can now ask for deeper questions while discovering potential guidelines to make successful sales via phone call.

Related: Top 5 Sales Blind Spots in the IT and Software Industry

#5: Timing of the Pitch

You should know when to deliver the pitch because it’s crucial in the buyer’s decision. So after you have introduced yourself and made pertinent questions, it’s time to offer the pitch. However, it shouldn’t be always “salesy” that it only focuses on the product or service you are promoting. One tip is to concentrate on your call’s objective like a follow-up call, demo, in-person meet up, or a direct close deal.

Related: Ready, Set, Call: Getting the Most of Telemarketing in Generating Leads

 

#6: Handle Objections

Of course, you will surely encounter objections when making a sale on the phone. So when this part comes, be sure to know how to properly address them. Try to explain your part and assure the customer that you will manage the concern in the best way possible.

Related: Have you been Bitten by a Snake Oil Salesman?

 

#7: Call to Action

Before you end the conversation, spill your call to action. If you don’t, the next attempt will surely be difficult as it was during the first call. When it comes to sales call strategy, you need a holistic approach that matches your brand. It’s certainly a hard goal to make a sale via phone call but if you do, you will figure out how to effectively handle customers through cold calling. Just consider the tips provided above and customize your sales script for successful sales in the future.

 

Create better telemarketing strategies, Check out The Savvy Marketer’s Guide

Kick off your marketing campaign now

with proven telemarketing and lead generation process! Dial 888.810.7464

 

 

4 Fantastic Business Techniques That Increase Sales [GUEST POST]

Selling products and services isn’t always easy, especially for new companies. Sometimes, new business owners think all they need is a strong product or service, and customers will automatically come to them in droves. To be able to increase your sales over time, you need to be willing to invest your own personal time and money.

You may not see direct results at first, but you need to be patient and employ strategies that have a customer focus. Don’t be like a snake oil salesman. If you use methods that fit with your overall business goals and mission, you will have a better chance of gaining devoted supporters and increasingly your sales numbers in the process.

#1: Knowledgeable Staff

busynes

Customers are more willing to buy a product or service from someone who understands the ins and outs of what they are selling. As a business owner, it is up to you to make sure that your staff is properly trained. To develop a knowledgeable staff, you need to not only have a strong training but a well-coordinated shadowing program By having new employees learn from veterans, you can ensure that everyone on your team is involved with your company. Staff members will feel more invested in and have a desire to learn more about what you are selling if they feel you value their work. If you have knowledgeable sales people on your staff, you are more likely to increase your sales.

Related: Top 5 Sales Blind Spots in the IT and Software Industry

#2: Business Know-How

Having business knowledge and skills can help you to be able to run your own company better and have a better chance of beefing up your sales numbers. These days, many business people are pursuing business degrees through accredited MBA online programs. With this type of program, you can learn about business principles and practices in your own time, often from your own home. Many colleges offer special concentrations, so you can focus on specific areas of business such as digital marketing or real estate. Along with gaining valuable business skills that you can put into practice within your own company, having an MBA will likely make you more appealing to potential customers, clients or business partners. An online degree will show that you are willing to invest money and time into your business to see it succeed.


The Big Question: Why Sales People Should Earn More than CEOs Find out..


 #3: Multifaceted Marketing Campaign

Many companies rely on different forms of marketing to reach customers. While digital forms of media have become an important way to reach new audiences, especially younger ones, they aren’t the only means of advertising. Conventional print ads, flyers, posters, signage and word-of-mouth advertising can also be a great way to make people aware of your product or service, especially on a local level.

If you pair more conventional forms of marketing and advertising with a business website, social media page and online advertising, you will have a better chance of reaching a broader audience. Sure inbound and outbound strategies is a match made in heaven.

It is, however, important to have a strong message or focus with your advertising. Incorporating memorable imagery, catchy phrases or slogans and strong branding can allow you to get more people’s attention and increase sales in the process. Give away content that will even convince your prospects even more to invest and to let them know the possible benefits. Read this What are the Digital Downloads in Sales Outsourcing?

#4: Customer-Driven Experience

How customers are treated inside a store or on a website can determine whether they will shop from a store again. You can increase your sales by giving your customers a great experience. Whether you have a storefront or operate an online site, try to make your shopping experience easy and fun for your customers. You can do this by creating a website or storefront design that is easy to navigate. Addressing customer questions and concerns can help you to build a good rapport with your customer base. It is also important to take customers’ criticism and advice into consideration. They can often offer insight into how to make your customer experience even better.

Consumers who feel a strong connection with a business are more like to become longtime customers and to recommend that company to their friends and family members. Here’s How to Build Tremendous Credibility and Make Clients Refer You

As a business person, you likely know your product and market well but may not be seeing the sales numbers you expected. While it does take time to build customer support and increase sales, you can take steps to build a stronger business. By getting an online MBA, taking a multi-layered marketing approach, focusing on creating a better customer service experience and having a strong training program, you have a better chance of not only increasing your sales but seeing significant company-wide growth over time.

 

Author Bio:

Rachel WilberRachelle Wilber is a freelance writer living in the San Diego, California area. She graduated from San Diego State University with her Bachelor’s Degree in Journalism and Media Studies. She tries to find an interest in all topics and themes, which prompts her writing. When she isn’t on her porch writing in the sun, you can find her shopping, at the beach, or at the gym.

Follow her on Twitter and Facebook

 

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

What to Tell Clients Who Say You're Too Expensive

Credit: flicker

First of all, I can’t and won’t blame you if you just put an end to the whole thing right then and there. It’s the equivalent of being “friendzoned” by your love interest. Hey, don’t pursue it, don’t force the issue. And move on. There’s plenty of fish in the sea. You can even throw in the “it’s your loss, not mine” card.

That would have been my advice 10 years ago, when I haven’t had the benefit of a ton of experience yet – both stressful and rewarding — in marketing, sales, negotiation, compromise, and yes, nurturing relationships. I, too, wish it were as simple as that.

But it’s amazing how much the years teach you. As you log on miles in life and in whatever career you are in, so do you gain wisdom – wisdom necessary to prove your point, to refute a claim, and to respond to statements that the inexperienced of the lot dread. Such as when a client tells you — after you’ve gone through all the barriers and checklists and demos – that “Your product/service is too expensive.”

It will stun and it will sting and sometimes, it will leave you groggy – just like what a punch to the temple does to boxers. But when you’ve had more than your fair share of hits like that, you instinctively roll with the punch — and sometimes, throw a counterpunch or two.. Here’s what I’ve learned from experts, from clients, and from my personal experience.

 


Ignore it.


Yes, exactly what I would have said 10 years ago. But why? Because whether you like it or not, there are really times when you don’t have to defend yourself, or in this case, your price. When you’re in a position where you’re filled to the brim with other clients (who don’t complain), it’s better to use your energy on them than waste it engaging with people like this.

In this case, just thank the client for considering your company and tell them you were glad to have helped them. Never apologize for your price and stay connected with these prospects. We’ll never know when they change their minds and vacate to your company. Don’t stop nurturing and keep them interested always. Send them some digital downloads like your case studies or white papers. That’ll make him/her think twice.

 

Read more tips on How to Hold Prospects Longer on a Phone Discussion

 


Admit it. And sound proud.


Say, “Yes, you’re right. But our company – and most other self-respecting companies, actually – believes that price is a reflection of quality. You get what you pay for.”

Then proceed explaining in detail the kind of software or technology behind the product or service, the amount of work or the extraordinary skills required to come up with your special kind of product, or the amount of time it took to develop the product.

Some clients will be enlightened, some will even be ashamed of themselves, while others will not budge. But you’ve sent the message – you get what you pay for. Here are 3 steps to follow when defending a high price.

 


Respond by saying, “What makes you say that?”


This brilliant counter move should put the assertive-bordering-on-aggressive client on the retreat. Follow up by saying, “Expensive compared to what?”
Make sure your tone is genuine and curious and not aggressive. The last thing you want to do is alienate the client or create an air of animosity. Trying to put things in perspective will give the client an opportunity to justify himself, and you, the opportunity to know whether the client knows what he’s talking about.

Why is this important? Because this is the phase where you decide whether to pursue the client or not, and it depends on the client’s answers.

  • If the client honestly doesn’t know the cost, you have a chance to explain why the price they’re paying you is worth the investment. If it’s $5000, compare it to something of a similar value but with less or without ROI, like buying a big bike or a used car, both of which depreciate over time. Your product, meanwhile, alleviates a pain point, and has a huge potential to have a high ROI.
  • If the client has done his research, asked around, and happened to compare you with a cheaper company, then you have another opportunity to emphasize your value. Explain why your rates are higher – you shouldn’t have trouble doing that. And don’t forget to remind the client why he called you even when he’d been quoted a cheaper rate before.
  • If the client is just using the “you’re too expensive” card as an excuse because he’s not yet ready to buy, perhaps you can offer a limited-time-only promo or something to make him reconsider.

Bottom line is, asking “Expensive compared to what?” will open doors for you and potentially tilt the scales in your favor, and even lead to a sale.

 

Here are some tips on how to bounce back from a lousy sales call? Watch this!

Read more details on Rebound After a Horrible Sales Call [Video]

 

You might also like: CHAMP Methodology: Spot on Sales-Ready Leads with These Questions


Don’t Take it Personally


Every time you’re in a position where clients say your product is too expensive, don’t take it personally. Remember, most buyers have a linear way of seeing and understanding value: it’s a good or great price when perceived value is higher than the amount they pay for it, and it’s too expensive when the amount they have to pay outweighs the perceived value.
If it’s any consolation, think that if you’ve never had clients telling you that you’re too expensive, you’re probably not charging enough.

What did you miss: The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

 

 

Get better chances of generating leads, download our FREE Ebook: The Ultimate Lead Generation Kit

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Get a Spike in Revenue by Getting your Clients Satisfied

B2B companies are always seeking more effective means in order to keep their prospects in the sales pipeline. This is to make sure they generate enough interest to make a purchase. For this, a great deal of focus is put on CRM activities that are aimed at keeping the windows of opportunity open.

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

Then again, getting tangible results involves more than just maintaining communication with prospects. Successful marketing campaigns are aimed at making sales leads satisfied. Prior to scheduling a sales appointment with a prospect, it is crucial for companies to act on the interests of buyers.

Converting a lead into a paying customer doesn’t actually a great deal of time and resources. In fact, you only have to understand the preferences of potential buyers and assuring them they will be able to get the full value of their investments. This would require you do what you can to make your clients consistently happy.

Here are some essential things to consider:

 

Emphasize the value of your product

Don’t just focus on the supposed high points of your product and service. If anything, this will only bore the heck out of your prospects. What you really need to do is to shine a light on the importance of your solution to your client’s bottom line. Sales leads convert faster when you make the value aspect of your solutions central.

Related: 4 Tips on How to Get Prospects Interested in Your Business

Take your conversations by heart

Many marketing campaigns fail at the most critical stage. When a sales lead already knows a lot about your company, it is essential to move the engagement forward simply by shifting the focus from your product to the actual needs of your clients. Failing to take your conversations seriously will make it less likely for you to convince them into making a purchase. So, whenever you come in contact with a lead that’s warm, take the temperature to the next level by taking note of all concerns and issues and tie these up with your products and services.

Related: How to Use the 3 Levels of Pain Points for Better Sales Conversations

Share what they want to know

Rather than focus on the things that your clients already know, why not educate them on the things they have to know right now. With that said, it is important for you to share relevant knowledge that will further lead your clients into making well-informed decisions. You can use your blog, landing pages, and email campaign to pitch information that your clients need to absorb.

Related: Enlighten, Edify, Educate: The Best B2B Marketing Message for your Business

Make feedback your goal

Encouraging your clients to provide their feedback can help you improve your marketing campaigns. You can have them reply over phone or email. This will not only improve your future lead generation efforts but also build better rapport with your clients. What’s more, you can use such feedback in your website in the form of testimonials and reviews.

Related: How to get Business-Friendly Testimonials from your B2B Clients

 

 

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Inside Sales Tips to Put your Revenue Goals on Track

What do the most successful companies have in common? It’s not so much that they are of one mind when it comes to acquiring B2B sales leads, but they all share the same goal: increased revenue.

Hence, they resort to boosting their sales process in order to come up with high opportunity appointments. There are tons of blog articles and other informational materials that purport to help them in that aspect. But confronted by a noxious volume of sales tips and strategies to consider, they just can’t find the right springboard for your campaign.

For that matter, we’ve handpicked a few important insights from the web that point to the right track in revenue growth.

Foster teamwork

If there’s one part of your sales arm that needs a good flexing, it’s your personnel. Their job is to engage potential clients who need all the pressure they can get to consider a purchase. Fostering a healthy working environment for your team allows them to collaborate on the best possible ways to get prospects to say that resounding yes. “While it’s good to foster a healthy sense of competition, be sure to promote a team mentality, by rewarding more than just the top performers, and by inspiring confidence in the entire team’s capabilities,” says Velocity CEO Nick Hedges.

 

Be competent

In this sense, Results Paid Marketing President Aaron Bouren conveys the importance of knowing your strengths as a salesperson. It is not in many cases that up-to-date lead management systems contribute to an improvement in revenue. It’s not necessarily the case because competency and expertise in making telemarketing calls define the actual conversion of a prospect into a paying customer. In spite of having the best in terms of marketing-sales infrastructure, the lack of conversational proficiency in your telemarketing can turn away rather than net opportunities. Want to improve your sales calls? Click here.

 

 

Strengthen your offers

Make no mistake. With hundreds of B2B suppliers sprouting like mushrooms in a desolate forest, competition can be tough even for a veteran company that has been through the toughest. Still, the hostile landscape shouldn’t be enough to demoralize you. You can always strengthen your brand. Your competitors are clawing for a large share of the industry. But know that the modern B2B buyer is wiser, a tougher nut that would take a compelling hit from a consistent multi-channel marketing campaign to crack.

 

If you want concrete sales results, look no further than a competent company you can outsource your lead generation and appointment setting functions to. Now that’s two cents’ worth of wisdom for you.

 

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