A Rundown of the Best Lead Generation Techniques Every Startup Business Should Adopt

When it comes to B2B lead generation, startup businesses are mostly at a lost.

Branding and setting up a company mission and vision pretty much constitute the initial phases of a campaign, but there’s no doubt neophyte companies have to undergo the grueling business of acquiring qualified sales leads.

It’s a tough job even for experienced marketers. But there are ways to get around the complexities of the discipline.

It is imperative for startup businesses to stop lollygagging and start including these effective b2b lead generation techniques in their tactical drafts.

Rely on Referrals. Referrals are a good way to expand your brand’s reach. To have your customers recommending potential targets, you should be able to forge an effective online platform through your blog or website. In such cases, you might want to consider setting up fill forms and webinars that allow users to share content with their peers. Allowing them the liberty to spread your brand could help increase conversions rates.

Nurture Existent Networks. Being a startup is hard, especially when you possess an eagerness to acquire your very first set of equally eager prospects. But many marketers will tell you that the chances of getting new networks through social media are very minimal, most especially when you don’t have a profound standing. However, expansion can be possible through the networks you already engage in.  Whether they are friends or businesses, they offer a good avenue in which to dry run your campaign.

Practice your Telemarketing Muscles. In the campaign for leads, the telephones lead the charge. Cold and hot calling prospects are often cited as personalized ways of making a sale and following up on new offers. However, many startups seem to ignore their potential. The costs are just too intimidating, and the guarantees don’t seem very promising. For this, it is important that you hire a firm that has multi-channel marketing capabilities and is results-oriented to the point of giving a good ROI stream.

Devise a Direct Mail Scheme. Aside from hitting the phones, you might want to indulge in the ever relevant advantages of direct email marketing. As we all know, there are prospects that mostly prefer email correspondence above everything else, necessitating an engagement with that very demographic. Initiate your direct mail campaign in small personalized batches to 100 prospects. And depending on the results of your strategy, you might as well expand your mailing list to include more prospects.

In essence, startups shouldn’t need to examine their excuses not to engage in lead generation. Opportunities for expansion abound, but they can’t come to you if you can’t do anything to gain qualified leads.

Lead Generation: How to Perform Outbound Telemarketing Without Sounding Like a Telemarketer

Lead Generation has come a long way, and as professional telemarketers move towards perfecting the craft, so does the target audience. They, too, become more and more knowledgeable when it comes to dealing with sales and lead generation calls. Basically all the tricks of the trade are already out there, and everything is no secret. Therefore, the standing question: Is it still possible to perform a telemarketer’s task without sounding like one?

First of all, why wouldn’t a telemarketer want to be “tagged” as a telemarketer during calls? The answer is obvious: Not all people like spending time talking to telemarketers. In fact, some would even go as far as paying good money to BLOCK sales calls, especially in Business-to-Business (B2B) Outbound Telemarketing. So naturally, the first thing a telemarketer would not want to happen in a call is when the prospect immediately realizes that he or she is talking to a telemarketer.

The problem is, most telemarketers could (or would) not do away with the standard opening spiel that’s being used in lead generation calls. What else could substitute for introducing one’s name and affiliation? Common phone etiquette dictates that norm, and it would be rude to skip that part. And when a prospect hears an unfamiliar company name, their instinctive response would usually be: “Is this a survey?”

Obviously, it would be difficult to generate sales leads if prospects don’t want to talk. So how to deal with people who have telemarketer-phobia? The trick is to acknowledge, assure and ask.


Acknowledge the truth. Even if a telemarketer would lie about being one, eventually the gig would be up and the chance to build a relationship would be lost forever. So why not employ a little honesty and acknowledge the fact that one is indeed a telemarketer? It’s a risky move, but if done smoothly can turn tables and earn the prospect’s trust. It’s all about how to transition.After introducing one’s self and company, the telemarketer would have to cut to the chase and immediately reveal the purpose of the call. And that’s when assurance comes in.

Assure from the heart. Before the prospect can even think about how politely (or otherwise) he or she could end the call, there must be assurance that the call is not in any way invasive, that it would not take much time, and its purpose is not solely to sell things, but also to learn about their company and how they might require assistance in the future. Assurance is often partnered with sincerity and a genuine interest with the prospect’s business needs and welfare.

Ask the right questions. Now that the foundations have been established, it’s time to carry out the main task of extracting information from the prospect. Even in throwing questions, the telemarketer would have to maintain the air of comfort and trust by asking in a way the prospect would feel valued and appreciated.


This approach is very rarely used in telemarketing because it’s gutsy and straightforward. It entails practice and determination and it will ultimately help achieve the goal of performing the duties of a telemarketer without sounding like one.

How To Build A Winning Appointment Setting Team Like The NHL

How To Build A Winning Appointment Setting Team Like The NHL

With the National Hockey League (NHL) play-offs coming near, a lot of people are looking forward to an exciting sporting event on ice. Whoever will win in the finals will be crowned the champions for the year. And while we are at it, this will be a good opportunity for us to learn a thing or two in business. You can glean very useful lessons for your appointment setting campaigns. After all, what better way to understand the dynamics of a B2B leads generation team than by observing the aggressive dynamics of an actual sports team, right? In the case of hockey, well, here are just a few pointers to remember:


  1. Empowering through individual strengths– every person has a unique skill, be it in sports or in business. Your job, if you are the manager, is to consolidate the individual strengths of each member, so that the over-all performance increases. Identifying the individual strengths of your team will help you plan an effective strategy in your lead generation efforts. Keep in mind that generating sales leads is a team effort, and you need the strength of the entire team before  you can start to see any success in your endeavor.
  2. Do not always rely on the star players – it is a good tactic to leave the heavy lifting to those who can do the job well, but it would be tantamount to overwork if you use these same people all the time. Sometimes, letting others handle the generation of sales leads is a marketing tactic that can help you. Relying too much on your star players in a very seasonal production can be a bad strategy. You might end up losing potential sources of revenue if your regular team could not handle them. In a hockey game, leaving everything to your main scorers will leave you open to a steal or a new tactic by your competition.
  3. Look for outside help – there is nothing wrong if a hockey team decides to bring in an outsider to help in their game. It is the same thing in business. In the event that your sales team is having a hard time in your game, it is not unusual if you look for outside help. You can always outsource your work to professional appointment setting firm. There are a lot of professional telemarketing firms out there who could assist you in getting in touch with business prospects or help you close deals with them. All you need to is to choose which firm to rely your business with.


As you can see, there really is no difference between a hockey team and your appointment setting team. As long as you know who your best players are, and if you can manage them all, then it would be a simple matter for you to organize a winning marketing campaign. You just need to choose who to trust your business to, see if their processes will fit your needs, and you will be able to see better results in your marketing campaign.

3 Ways To Create Better Appointment Setting Conversations


In every appointment setting task that you have to involve yourself in, you also need to remember how to best keep a conversation going. As long as your business prospects talks, there is a chance for you to generate more sales leads or a closed deal. The only challenge here is how you actually pull that off. For the veterans, having a conversation would be a natural act. But for those new in the game, it helps to know a few pointers to do it right. For example:

  1. Create an advocacy – remember Guy Kawasaki’s principle of brand ambassadorship? You may not need to have your clients speak in your behalf, but if you can copy that energy they have in your telemarketing calls, then it would make your lead generation campaign much easier.
  2. Paraphrase what they say – after the prospect has said their piece, repeat (in your own words) what they meant. In this way, ambiguity is avoided, and you can see if you have truly understood what the problem is. You can come up with a better solution for them, for that matter.
  3. Talk about the gap – the reason why your prospect might not be willing to work with you is probably because of the gap between your solution and the severity of their perceived problem. Your job now is to explain to them why they should be working with you.

For the sake of generating good B2B leads, you should do your best to have a conversation with your prospects. Your lead generation campaign is dependent on it.

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?


Lead Generation Tips From Neil Gaiman

Lead Generation Tips From Neil Gaiman

What do American author Neil Gaiman and lead generation have in common? It has to do with the secrets to successfully generating B2B leads. Yes, finding, nurturing, and converting sales leads can be really hard to do. But, if you have a good foundation for your business, then you will be able to succeed. This is something that Neil Gaiman said in his speech. According to him, to be excellent in business, there are three things you need to posses:

  1. Be efficient – deliver your products or service on time. Be sure that you do what you promise during your appointment setting campaign, and that you do not let your customers down.
  2. Be effective – it is not enough that you deliver on time. You should also be able to deliver excellently. A lot of dissatisfaction stems from poor quality or delivery that brings down customer satisfaction.
  3. Be congenial – when you are a pleasure to work with, your clients and customers would be more receptive in working with you. This is an added investment that can support your business long-term.

Gaiman also mentioned that being able to fulfill at least two of the three conditions will help you along your work. But if you really want to be the best in your business, if you want your telemarketing team to be more effective, then all three conditions will have to be met. But it is not that hard to do, right? These are just the basics for a successful and profitable lead generation campaign.


Four Lead Generation Lessons from The Beatles

They sold millions of records, they attracted billions of fans from all generations, without a doubt The Beatles is the most successful and most influential band that has ever walked the Earth. If you could analyze and reevaluate the reason why they are such a successful band, you can adopt it, and apply it on providing lead generation services; it will guarantee a huge accomplishment for your business.

First lesson and probably the most important thing that has mold The Beatles’ sound is their creativity. If you could capture your leads just like their songs could capture their listener’s ears, your campaign will be more persuasive. Make sure your lead generation services has something unique to it. People get tired of the same marketing techniques over and over again. But if you add creativity in your lead generation activity you would not have a hard time engaging your leads, in fact you won’t really have to convince your leads, sing them a good song and they’ll voluntarily listen.

Content and the structure of that content play a huge role in producing a good campaign. Just like how a Beatles song is composed of great lyrics, your campaign needs to have a sense to it. Outline what you can offer to your leads and rank them in ways that whichever offer they chose will end up not only to their benefits but also to your advantage. An example of a great lead generation activity is inbound calls. In this case you have the liberty to talk to possible leads and present information they want and information that you need.

However, no matter how tempting your offer is if the delivery is not enticing, a lead generation campaign may bound to fail. If you listen to a Beatles song, the lyrics are simple and direct to the point, very easy to understand and relate to, however if you listen to its melody, it has something special to it. It’s the kind that your ears would follow and not want to miss a single note. A song’s melody is how you present your content. And right delivery of the right contents requires skill. For example, in using inbound calls and telemarketing, you should make sure that they sound convincing. An offer is only good when it is offered in a good way.

Business lead generation is a lot like playing music; you need to build an audience, you need to keep that audience and you need to provide what your audience need.  It is at most points a win-win situation for both businesses. Just like music, there must be a mutual connection, just like what the band has to their listeners.

What NOT To Follow From The Silicon Valley

The popularity of the Silicon Valley way of life is doing more than just sidelining formal business wear, it’s ruining the professional etiquette of amateur sales people. The phenomenon has become so upsetting in fact, that some business owners have begun sending their employees to business etiquette schools. Obviously, doing so is not only costly for companies, but also reduces the percentage of sales that the employees could have closed had they not been spending their time improving their manners.

Business to business companies should do well to train their sales people, these employees who represent them on business appointments, to ensure that not only are they presentable but also professionally tact.

How can you train your sales people in proper business etiquette without having to send them to business reform schools?

  1. Establish A Dress Code – sweatshirts and jeans may be acceptable in the Silicon Valley, but for the rest of the business world, business casual is the least formal attire recommended. As for your sales people, since they are relied upon to meet with business leads and close deals, they should be accustomed to wearing formal business attire. This is especially important if your salesperson is constantly flying around the state, or internationally. Nevertheless, the best attire to wear to impress clients and make a good first impression is always the formal business attire.
  2. Regulate Mobile Telecommunications. When your sales people are attending appointments, they must remember to turn off their phones or put it in silent mode. Answering phone calls during business meetings is not only rude, but also implies to your business leads that they are not that important. If your sales people are the same employees who are doing the cold calling, they must resist the urge to check if the call is from another business lead. To make sure that calls from business leads are not neglected while your sales people are in meetings, you can hire a telemarketing company who offers appointment setting services.
  3. Social Media Use. Unless your employees are in the marketing department and tasked with social media marketing, they must be banned from using any form of social media while at work. If you allow your employees unregulated access to social networks, they would certainly log-in every few minutes, instead of spending their time being profitable assets to your company.
  4. Respectable Character And Professional Attitude. This is very hard to cultivate using only company rules and policies. The best way to ensure that your company is run and represented by upstanding professional businessmen and women is by making this an important criteria for hiring. If they fail in this criteria, then no amount of skills and experience will make them assets for your company.

Another casualty that occurred with much help from the Silicon Valley is diminishing face-to-face interpersonal skills. While emails and text messages are quick and easy ways to communicate, you should train your new hires to participate in more face-to-face interaction so that they are prepared when the time comes to meet with important business leads.

Getting Over Lead Generation Campaign Failures

Both business to business (b2b) and business to consumer (b2c) entrepreneurs know the bittersweet taste of failure. This is because they know first hand that not many lead generation marketing strategies actually produce the desired results. In fact, most of the best b2c and b2b lead generation campaigns are merely an amalgam of previous failed or average-result marketing plans.

Failure is an event that every entrepreneur has to confront. Even the greatest corporations of the world have experienced failure in one way or another. Even Steve Jobs – who can be considered one of the greatest marketing minds of our age – experienced very public failures throughout his life: the great market failures known as Apple III, Apple Lisa and the iPad predecessor Apple Newton; getting fired from a company he co-founded; and his next business venture barely producing any profit till it was bought by Apple.

Like Jobs, what matters is not the size or number of failures, but rather the lessons learned from them. Here’s a list of a few common sales leads generation marketing failures that b2c and b2b marketers often commit and how to avoid them:

  • New technology that fizzle instead of sizzle – there are products and services that are so innovative, so revolutionary, that they are sure to change the world – at least that’s what the manufacturing companies think. However, they still struggle to generate sales leads despite monumental marketing efforts to push their products to the public.

Lesson: Market Testing. Without prior testing (by actual representatives of the target market), companies will not be able to identify the problem areas and shortcomings of their products, which results in undervalued and  low-quality merchandise that their sales leads do not want.

  • Lame Lead Generation Telemarketing – b2b and b2c companies who only wish to educate the world of their company’s amazing products and services, and yet are always reciprocated with hang-ups and “take me off your list – now!”.

Lesson: Targeted calling lists and marketing solutions instead of products. Business sales leads have no time to listen to stories about another company or their amazing products, what they need to know is HOW these products and solutions can help improve their business.

  • Empty Appointment Schedules – despite hours of cold calling targeted telemarketing lists, appointment setters still can’t get past stubborn gatekeepers, and when they do, the people who attend the meetings can’t make the decisions.

Lesson: Appointment setting best practices. Those “stubborn” gatekeepers are valuable assets for professional b2b appointment setters. Furthermore, these b2b appointment setters make sure to make appointments with only the relevant decision makers in their target industry.

These common marketing failures are often encountered by marketers and startup companies, but they provide valuable experiences that will help them lead their company to greatness in the future.