Startup Guide in Beating the Business Giants

Startup Guide in Beating the Business Giants

It doesn’t matter where you learned your marketing tip from or how many you have on the list if you do not know the two of the most important rules in startup marketing:

1) A great product alone does not spell success; 2) No amount of marketing will make a lousy product gain a following.

That said, there’s an abundance of marketing tips for startups like you from others who have been there, done that, and bought a shirt to prove it.

Keep and Strengthen Connection with Customers

When companies grow from startup to big to huge, they sometimes forget about the boss: the people who buy from them, their customers or clients. Startups can and should capitalize on this. As a startup, you have absolutely no excuse to take your customers for granted. Because your manpower is relatively small, you can extend a more personalized brand of service to your customers. Do anything you can to make them happy, because as the cliché goes, a happy customer is the best marketing strategy. It won’t hurt to go the extra mile. Soon, they will notice the extra effort.

“For example, people like to compare big box retailers to specialty shops because specialty shops can’t compete on price, so they try to improve the customer experience by offering a more unique ambiance, or more personalized expertise. That logic can carry to just about any small business.”

Mike LaLonde, Founder, Londes Digital Marketing

Related: How to Lure Malaysian Leads To Invest on your Business

Capitalize on online tools

These days, anybody can make use of the internet to build a rich network of people and resources. Collaboration is key. Maybe some of your most important business partners, sub-contractors and colleagues are living on the other side of the world and you might never meet in person.

But all of these online tools and resources help make it easier for small companies to be more productive, more cost-effective, and compete with big companies. Online, the playing field is almost the same level – your Facebook or Twitter or LinkedIn profiles may just be as goof, if not better than that of your multi-million dollar competitor.

Related: Reach Prospects in Asia with Less Effort and 3x Results [VIDEO]

Marketing first, Product Second

marketing

Conventional wisdom says, create the product first, then do marketing. The problem is that, building an active customer base takes time, so the sooner you start marketing, the better. Yes, there are times when it makes more sense to defy conventional wisdom.

Rand Fishkin, cofounder of Moz, says “marketing after creating your product is a waste of energy, time, and money. Marketing first ensures a loyal and active audience so that when you do debut your product you will be able to get feedback right away.”

 

Related: Reaching Marketing Goals in Malaysia in the First Month of 2017

Don’t Make Generating Sales Your Main Focus

Half of the battle in marketing is won through planning and preparation. Before you set out to conquer the business world, you have to have a really deep understanding of your goals and your customer. Again, remember that you are not the boss. He who has the money is the boss, and that’s the customer. Once you totally know where your product or service is going, half the battle is won.

Martin Zwilling, business executive, entrepreneur, and author, says that entrepreneurs need to be more concerned with who they are marketing to and why. When you figure that out, then you will know how to get your audience to buy from you.


Here’s How to Make Prospects Buy From You. Watch Full video here..


Implement a Unique Marketing Strategy

unique

I don’t know what is unique for you, but for sure, it has to be way different than the one your competitor is using. Are they using physical marketing, like billboards, neon lights, mascots, and so on? Then go to social media. It pays off to be creative and innovative. Nowadays consumers are bombarded with messages all hours of the day, so it’s good to packaging your promotions and tactics in an innovative way with a quality message that suits your target audience.

 

Under-promise, Over-deliver

well done

You’ve probably heard this before, but it’s worth saying over and over again. As a start-up, the odds are stacked against you, so you have to take advantage of every little opportunity to build credibility and trust and ultimately make a name for yourself. One way is to exert extra effort in terms of positioning your product or service as the best (or best alternative if you’re competing with a household name).  Become one of the thought leaders in your industry and counter the messaging big brands.

“We knew we only had one shot at this, so there was nothing throughout our start-up that we didn’t purposely over-deliver on – from the way we pitched our distributors and investors to the way we rolled out in the market. If you always over-deliver, it’s going to draw attention and you will likely be successful.”

– Jeff Avallon, IdeaPaint

Related: How to Make your Business Thrive in Newer Markets this 2017

Divide and Conquer

This is an old and proven method used by leaders in battles, but it also applies to business. When you’re a startup and you are directly competing with a huge, already-popular entity, it would be foolish to take the fight to it head-on. It is better to find a segment in the business that you can focus all your energy and marketing efforts on. Once you’ve figured that out or established a substantial stake, move on to another segment. Pretty soon, you’ll be chipping away at the big company’s market share.

“On a macro level, one of the most daunting challenges was the prospect of entering a market with a fairly large entrenched player. Our strategy was to not even attempt to take them on head-to-head by trying to offer everything they did, instead, we sliced off a piece of the solution that we believed we could do better and that addressed a critical pain point for small businesses – invoicing.”

– Levi Cooperman, Co-founder and VP of Operations of Freshbooks

 

Originally appeared at Callboxinc.com

 

 

Grow your Startup business and get a steady flow of qualified leads!

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How to Make your Business Thrive in Newer Markets this 2017

How to Make your Business Thrive in Newer Markets this 2017

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When you’ve been in the industry long enough to establish…
Top Blog Post in Callbox Malaysia in 2016

A Recap of the Top Blog Posts in Callbox Malaysia in 2016

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2016 has its ups and downs, yet every turn on this roller…
Reaching Marketing Goals in Malaysia in the First Month of 2017

Reaching Marketing Goals in Malaysia in the First Month of 2017

Having a good strategy begins with a goal. You know where…

How to Make your Business Thrive in Newer Markets this 2017

How to Thrive in Newer Markets this 2017

When you’ve been in the industry long enough to establish a name, a loyal following, and profit that’s trending upwards, the next best thing to do is to expand the business into a new market. And why not? Expanding can be an effective way to leverage your business growth into, well, more growth. But like most things that involve a lot of money and put the future of other people on the line, it’s easier said than done.

Expanding is almost always a good option, that’s why oftentimes, decision-makers are faced with the question “When” and not with “Will I?”

General Tips

The golden rule is: Don’t make the mistake of attempting to grow too soon, but wait until you have a period of significant success behind you to support the fact that your business model works. Add this with some simple market research and due diligence and you’ll be able to ascertain whether there is enough demand to justify expansion. Read more Customer Profiling In Reaching Much Targeted Audience in Malaysia

So how do you know it’s the right time to expand? You have to answer this question: Do I have a realistic market advantage in the new market?

Now, if that is fairly easy to answer, the next question isn’t: How will I sustain that advantage?

Tough, right? But that’s why you’re here, so let me help you out. Remember that we’re not after fast growth; we’re looking at a steady, sustainable one, and it is easier to achieve in an environment where you don’t have much to stray off much from your existing business model. Here are the proven strategies that should help you succeed in the big leap. Thank me later.

  • Attract new customers through increased investment in promotion and advertising. Read more  about Reaching Marketing Goals
  • Sell more to new customers by leveraging on your relationship and credibility with your old customers. This may involve working harder to build relationships and taking on more sales staff. Can your current clients provide you with referrals into new markets? There is no better business than referral-based businesses. 

Get New Customers! Here’s How to Lure Malaysian Leads To Invest on your Business

  • Expand existing sales channels, or create new ones. This might include, for example, developing an online sales channel. Are there certain social media platforms that you can use to attract new leads? 

Reach Prospects in Asia with Less Effort and 3x Results [VIDEO]

Watch full Video here: Reach Prospects in Asia with Less Effort and 3x Results

 


According to an article on hbr.org, we found that companies in our database that expanded domestically typically had an average ROA of +1% after five years, rising to +2.4% after 10 years, with 53% exceeding 3%.


  • Introducing new products or services to your marketplace can give you an instant edge – providing you have researched your market thoroughly and have a clear product strategy.

Related: Extend your Software Company in Malaysia: Register, Market and Monetize

  • Introduce new technology to your business. Better equipment can increase your capacity and has the potential to free up staff time if used efficiently.
  • Review compensation for sales people in the new market. Do you need a new sales team entirely to go after the market? You need your best hunters at work, not your best farmers.

Related: 10 Habits of a Highly-Productive Salesperson


Kenichi Ohmae, a prominent globalization expert indicated in his Book ‘Going Global says “When people make over $20,000 annual income, consumers purchasing habits, spending patterns are the same all over the world.” See more: www.nmoa.org


  • Create partnerships with other businesses. Sharing resources and expertise with another business will enable you both to flourish without overstretching yourselves. It also opens the door to public sector contracts.

Of course, it always helps to prepare for all kinds of surprises, whether they are pleasant or discouraging. Think ahead about all possible scenarios and create contingency plans. Keep an open mind and be ready to adapt to any situation that might arise. Like I always say to myself whenever I have a new endeavor, “hope for the best, prepare for the worst.”

Here are some of our successful client stories as they expand their business across borders:

Originally posted at Callboxinc.com

 

 

Access newer markets for your business with

Multi-Touch Multi Channel Marketing Approach and Effective Lead Generation Services

Contact us at sales@callbox.com.my or Dial +60 3.2772.7370

 

 

Top Blog Post in Callbox Malaysia in 2016

A Recap of the Top Blog Posts in Callbox Malaysia in 2016

Top Blog Post in Callbox Malaysia in 2016

2016 has its ups and downs, yet every turn on this roller coaster ride comes with learning from wrong decisions. Another year has passed. And right now, we’re facing 2017 full of hopes, new learnings and opportunities. if you’re one of those who have read, viewed, shared and learned from our blogs, thank you.

And if you’re looking for informational blog post about B2B telemarketing, SEO, Lead generation, Appointment setting, etc. I’m sure you won’t mind if I take you back to last year’s top blogs.

Here are our Top 5 Most Viewed and Most Shared Blogs for 2016.

Top 5 Most Viewed in 2016

#1: Outsourcing Guide: Homebased Telemarketer or B2B Telemarketing Company

#2From Wannabe to Superstar: How to Do Marketing in Asia

#3: How To Build Rapport Fast In Appointment Setting

#4: 5 Mistakes That Attract Sales Objection: How to Turn it into a Success!

#5: Why Listening is an Important Component in Telemarketing

 

Top 5 Most Shared in 2016

#1: NEVER Forget these 7 Ground Rules for Creating Engaging Content

#2: A Need for Customer Profiling in Reaching Much Targeted Audience in Malaysia

#3: Outsourcing Guide: Home-based Telemarketer or B2B Telemarketing Company

#4: 4 Reasons Why Malaysian B2B Companies Need Data Profiling

#5: Business 101: Building Your Thought Leadership Level 2.0

 

Hope you start your 2017 with ideas and tips in these articles! Thank you for making us part of your 2016 and we’re looking forward for another year of blogging and success!

 

 

Gain more tips and generate more leads, read our latest post!

Get the Best Lead Generation team  in Malaysia now!

Dial +60 3.2772.7370

 

 

Reaching Marketing Goals in Malaysia in the First Month of 2017

Reaching Marketing Goals in Malaysia in the First Month of 2017

Having a good strategy begins with a goal. You know where you want to achieve and it’s easier to get there if you have a clear idea of where you want to go.

As the famous cliche goes “Begin with the end of the mind”.

Now, let us start by listing out our 2017 marketing goals as well as the techniques that  we need to include in our marketing plan this year. Follow the tips below and hit that elusive sales targets in the first month of 2017!

#1: Build brand awareness

By Creating Quality Content

One way of letting the people know about your company is by creating good quality content. And for the past few years, content marketing became the most effective digital marketing technique. It turns corporate websites into a source of information where consumers can find interesting and useful contents. This year, here’s what you can do for your content marketing campaign to continue to rule in the digital industry.

Create More Video Content

In the past years, a traditional way of content marketing is focused on article writing. This 2017, creating a short niche-specific video is the most popular way of letting the people know of your company.

Paid Marketing Distribution Will Succeed

Facebook and other social media platforms have paid ads features. Although it might look like paid ads options can lower your regular posts, it will become an integral part of content marketing. In the end, it will be able to calculate the exact number of leads each post can reach which makes content marketing spending more transparent.

Prepping your Lead Generation Plan for Malaysia in 2017, here’s what to include!

Authentic Content

Having authentic and unique content plays an important role in your content strategy. Everyone surely wants fresher ideas and topics to read on.  This is best when your target readers were on social media or google search dependents. I mean, who’s not?

TIP: The best way to create quality content is to identify your target audience, know their needs and be able to present a solution on your content.  Your clients and customers  inquiries, personal experiences and complaints are good sources where you could get ideas for your next post.

Through Billboards, Print Ads, Radio and Television ads, etc

Advertisements as one way of letting the people aware of your company offer a lot of advantages.

Radio and tv ads has major advantage when it comes to brand awareness. Despite of its high costs, companies have the best chance to reach a large audience through television as most highly rated shows have at least 20 to 30 million viewers. While radio ads have lower-cost because it does not require video equipment.


NEVER Forget these 7 Ground Rules for Creating Engaging Content!


#2: Increase Sales

  • Through Cold Calling

Many sales managers thought cold calling is dead and is considered an obsolete business practice. You’re wrong! Cold calling is still considered the most effective way to get in touch with prospects and set up appointments with the right decision makers. Others prefer to manage their own sales team while others outsourced a company who will do all the work for them.

But how can you convert phone techniques into actual sales?

  • Malaysian B2B companies know right from the start the importance of profiled data for their marketing campaign. To start an effective data profiling, first, telemarketers should ask the 3 most important information of the decision maker; complete name, email and direct line
  • Then, separate cold calling process into two: prospecting and pollowing up.

Related: 5 Steps Guide on Reaching Out To Malaysian Prospects

TIP: Know the best days and time to do prospecting and ask when is the best time to follow up.

  • Know the borderline of being persistent.
  • Make use of the search engine. Research about your prospect.

Related: Calling a Prospect on a Bad Day. What Should you Do?

Social Media

Billions of people around the globe use social media such as Facebook, Twitter, Instagram, LinkedIn, etc. It is a low-cost way to market your products and services. But how can you boost your sales through social media?

  • Never sell in your social media page. Instead, focus on your relationship with your audience.
  • Use the trends and all features such as “hashtags” to your advantage. This will help you become more visible to a much larger audience.
  • Be a problem solver. Use social media as a source of information for your audience. Share photos or videos (with examples) of how your product works and why people should buy it.

TIP: Ask your customers to share their photos and stories of their experience using your product or service.

Related: The Secret Ingredient in Turning Your Social Followers Into Qualified Leads

SEO

Search engine optimization services can be the key to placing your business at the top.

Level up your marketing strategies by combining the traditional and digital marketing techniques. Whether you choose the traditional marketing or digital marketing, you just have to decide where your business could benefit more and identify where you are lacking or need to improve.

Remember to use SMART goal planning to develop each of your plans.

  • Specific. Questions you may ask yourself when setting your goals and objectives are:
  • What exactly do I want to achieve?
  • Where? How? When? And With whom?
  • Why do I want to reach this goal?
  • Measurable. Break down your goals into measurable components. Identify exactly what you will see, hear and feel once you reached your goal.
  • Achievable. Investigate whether your goal is reachable and is acceptable to you.
  • Relevant. Ask yourself if this is something that you want to achieve based on your skills and personality.
  • Time-bound. Time is gold! Set a deadline for yourself and your team and go after them.

Shape the rest of your 2017 marketing techniques with these goals mentioned above!

Follow these strategies or learn more about

our Effective Lead Generation Process in Malaysia!

Contact us here or Dial +60 3.2772.7370

Medical Businesses: From Print Ads to Multi-Channel Marketing

Medical Businesses: From Print Ads to Multi-Channel Marketing

I went to see a dentist a friend recommended to me last week. His clinic turned out to be at the older part of the city, a place that used to thrive commercially before malls and hotels decided to expand away from downtown. Just as I expected, the building was a little too old school for my liking — it was a throwback to the 60’s with the heavy doors, wood walls, and geometric floor designs. Imagine my surprise when a battery of high-tech dental equipment greeted me. It’s like seeing a rippled, tattoo-covered, ill-dressed guy helping an elderly woman cross the street. It just doesn’t add up at first glance. Then again, technology has caught up with almost everybody and everything.

Up until maybe 15 years ago, marketing materials for health products and services were mostly printed on brochures and pamphlets. Back then, marketing was limited to print and television ads and collaterals — ballpens and paper fans with the names of the hospital or clinic or some over-the-counter drug.

Today, marketing strategies have invaded the virtual world, making it easier to reach potential B2B clients. It sounds just about right, because what else can we expect?  

But here’s the catch: the rise of these digital marketing platforms means an increase in online competitors.

Report by Strategy Analytics Advertising Forecast, 2015

Recent Report by Strategy Analytics Advertising Forecast, 2015

This gave birth to Multi-Channel Marketing, a smart integration of marketing techniques that aims to maximize marketing efforts and penetrate all the possible channels to reach business prospects. With the help of multi-channel marketing, we are given more ways to relay announcements and new deals to potential customers without having to go out there and personally pass the information.

But why should a medical businesses go with this kind of marketing?

According to www.pmlive.com,

“Multichannel is much more than a proliferation of channels – it’s an opportunity to look at multiple stakeholders, the experience an organisation creates and understand where and how they interact. To deliver that promise it’s essential that all available channels are integrated.”

This is the best way to communicate with your target market. Considering the fact that every decision maker is relying on these channels, you have a greater chance of talking to them and presenting your proposition. It also means greater chances of generating more leads and closing more sales.

Also, if a business communicates well with their target market, consumers and clients are assured that the company includes customer satisfaction in their goals.

How does multi-channel marketing work for medical businesses?

Let’s assume that you already have a website where you place all the details of your product and your services. Here’s a sample sequence on how to incorporate a simple multi-channel approach to your current marketing campaign:

Example:

1st Channel (Website and Search Engine) : This is when an interested prospect discovers your website through Google and decides to fill out the contact form because he/she is interested to learn more of your product or services. 

We all know that it’s not enough that you drive leads inside your pipeline — the bottomline here is closing the sales. 

Related: From Wannabe to Superstar: How to Do Marketing in Asia

2nd Channel (Phone call): Follow up these leads and respond to their inquiry by using the contact details they provided. Call them to make your offer and make them realize the benefits they could gain. Watch this video and learn how to make prospects buy from you..

3rd Channel (Email): Send them an email with all the details and benefits of your product and services. Here’s how to Make Decision Makers Call Back or Reply to your Email

4th Channel (Social Media): Connect with them on social media.

Marketing Mix By Channels

The one place where the increasing digital dominance wasn’t reflected was in the data about channel marketing mix (see below). Respondents devoted the greatest percentage of their marketing budgets — 13.7% — to professional meetings/conferences.

Sales reps sponged up 13.3% of budgets, sales materials 10.3%, and content/materials development 9.8%. Digital channels lagged behind: Respondents assigned 8.8% of their budgets to websites/microsites, 4.5% to paid digital advertising (versus 7.4% to print/TV/radio ads), and 4.0% to social media.

Ref: www.mmm-online.com

This is why multi-channel marketing works on so many levels — it will never leave a stone unturned. It aims to access all possible ways in communicating the prospects and not miss a single opportunity.

Related: Healthcare Marketing: Selling Products and Services, Creating Awareness

Of course there’s no definite sequence in using these marketing platforms. It always depends on your preferences as an organization and the marketing scheme you are most comfortable with.

Do remember that the most effective way to be able to establish a stable connection with the target market is to identify the prospect’s preferred business time and  their communication preferences. Incase, you called them on a bad day, here’s what to do. It is also important that a company should know how to treat their target market accordingly and invest in a good relationship with them.

Sales numbers looking a little pale?

You could probably use a shot of the best

lead generation strategy for medical business! Dial +60 3.2772.7370

From Wannabe to Superstar: How to Do Marketing in Asia

Japanese Dj, singer-songwriter and comedian Kosaka Daimaou aka Piko-Taro-Kosaka rose to world stardom in just a month after his song “PPAP” was uploaded over Youtube with over 24 million views, and counting.

The song may sound quite dorky to some people but others see a unique character in it that draws people from all walks of life to get LSS (last song syndrome) by it and even create their own version of the song and be shown over social media sites. The lyrics are short, simple and familiar to listeners which have made the song instantaneously popular.

 

“I have a pen, I have an apple, urgh, Apple Pen,”

“I have a pen, I have pineapple, urgh, Pineapple Pen”

Credit: thequackers.altervista.org

 

Voila! Kosaka is now a superstar! 

Like Kosaka, marketing specialists can become superstars in their field. Every marketer may have parallel knowledge and use almost the same tools in reaching, connecting and acquiring customers, but some wanna be’s dare to survive the tough competition by possessing extraordinary characteristics that make them standout among the crowd and become effectively popular to target audiences. Here are some tips on how you can become a Marketing Superstar.

 

Engage

You know who your target customers are, their needs and wants, their buying patterns and how they behave, but you’ll have the edge over your competitors if you are able to engage them to be interested in what you offer.  

Trade Fairs are perfect venues where you can meet and greet prospects who are likely to become future buyers. They wouldn’t be coming to the fair for no reason anyway so keep them engaged in productive conversation while you have them at a time. Here’s how to look for sales leads in business events.

Also, a nice big booth is not enough to attract and perk up prospects’ interest on your exhibits and interactive demonstrations but having the ear to listen to them and being able to answer their questions is invaluable.

Social Network Sites used to be just optional tactics but are now essential tools used by marketing strategists in connecting with prospective customers. Likes, shares, retweets, comments and all other web actions are now included as key performance indicators specifically for promotional materials and marketing content’s effectiveness. Be more like your customers by making yourself visible to them at social media sites they visit by reciprocating the actions they make.

Influence

Before you can influence your customers to believe in your brand, it is important to take into account cultural factors intrinsic to each market. Understand how a specific market behaves and you will be able to build a marketing approach that is familiar to them which they can likely relate. Innovate, influence and become effective leaders. Learn from these guys.

Brand Presence should be far and wide and accessible from all media forms: audio, visual and online. Make your target customers aware of your brand presence everywhere as this will give them the impression of how valuable your product can be.

 

SMART Marketing Tips from Influencers

Related: SMART Marketing Tips from Influencers

 

Clear Messaging starts in you. Distill tip-top points of the business that are most significant to your target’s interest and energize the words you use to instill a strong, reliable image to them. Make the message simple and jargon-free to be easily understood by target customers.

Related: The Quintessential Guide to Building Trust for Better Business Effectiveness in Malaysia

Nurture

Communication is the key to a long and lasting relationship. Use tools and tactics that keep communication lines between you and your target customers open like sending them emails to inform or update, call them to answer their queries, connect with them in social networking sites, feed them with significant information over the web and get in touch with them via mobile as needed. But it takes two to tango, so you should make yourself equally available for them at all times as this will build your market’s trust in you.

Here are some articles that could help you out:

Whether achieved overnight or for a month or year, it takes a certain period of time and a process of evolving strategies to Engage, to Influence and to Nurture, and Kosaka-like extraordinary characteristics that are Unique, Simple and Straightforward to become a Marketing Superstar in Asia.

 

 

Get some tips on our latest blogs and case studies today!

 

 

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When Less is More: How to Make Prospects Buy From You [VIDEO]

 

Don’t sell to prospects who doesn’t have any intentions of purchasing. Instead, influence them! There’s a big difference between selling to someone and making that someone buy from you.  

 

 

 

Transcript:

Do not ask, “Do you know…,” or it could open the door to “No.”

– Ciaran McGuigan, “King of Cold Calling” and a “Sales Guru”

Instead. Hasten the buying decision of your prospects and prevent slowing down their buying process.  Here’s how to make it happen.

Tip # 1

Identify the real issue why prospects don’t have interest in your product or service.

“We don’t see the need to change.”

As a sales rep, your goal is to help your prospect see the need to change by asking about their current setup. Make them realize they need it. When they say, “We don’t…”

Ask…

  • What are you using for your…?
  • How long have you been using this?
  • How is it working for you so far?
  • Do you have any issues or challenges with it?
  • Do you have a provider?
  • Do you have a contract with them?
  • How is it working with them?

Related:  How to Make Decision Makers Call Back or Reply to your Email

Tip # 2

Put yourself in your buyer’s shoes. Know who your potential buyers are and target them based on their needs. Think about their common needs and challenges (review Tip # 1) and offer a solution to their problem.

Related: Why Listening is an Important Component in Telemarketing

Tip # 3

Analyze all issues identified.

Ask yourself , “How can I help them that will make them decide to move ahead?

Identify and list down all the answers that you can think of and use these when engaging with the and provide solutions. Get back on track and go back into your sales mind. Connect with your prospects. Think of the benefits of your product that are related to their issues and say,

“We can help you with that! You see, our product can…”

 

Want more sales strategies?

Comment below for the topics that you want us to cover for our next videos

B2B Marketing Tips - Callbox Youtube Page

 

Learn more sales and marketing tips today!

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10 Habits of a Highly-Productive Salesperson

10 Habits of a Highly-Productive Salesperson

“What makes a successful salesperson?”

Many people became successful in sales for having a great personality. They make the best out of anything with natural born sales skills. They are the sales reps  a sales manager would like to have in his/her team.

When doing lead generation, all sales managers must have their own ideal salesperson when choosing a member of his sales team. I’ve listed down 10 of the most important habits when looking for a sales rep to become part of your team.


#1 Habit: They prepare ahead of time.

Following up or calling a new prospect, a good salesperson normally prepares before making a call. In order to become more effective most reps plans out on what to say to their prospects before calling them. This way, they would know how to handle impromptu questions and are prepared to offer solutions confidently.

Planning makes even better performance. It’s not just their skills that make them succeed, but how they prepare to it.

How should a sales rep prepare? When calling a new prospect, you must:

  • Know the information of your prospect
  • Know what to ask for from your prospect
  • Know everything about your product or service
  • When following up with a prospect, you must;
  • Know when to call
  • Have a list of all that happened during the first call (current setup; what they’re using, if they have provider, etc)
  • Have an idea about their plans and needs

Related: Maximize Every Call: Know the Different Types of Decision Makers

 


#2 Habit: They know everything about their product.

By thoroughly understanding the features of the product, sales reps are able to present its benefits with full confidence and conviction which makes it more convincing.

In order to sell anything, sales reps must know everything about their products or services. Why? This helps them understand what solutions to offer and how to address the issues of the prospect and eventually generate leads.

What information do you need to know?

  • The features and benefits of each product.
  • If you’re promoting your company’s services, identify what are the things that your company can do to help your prospects and how it can benefit them if they would consider your services.
  • The shortcomings of your products and services. If there’s anything your product or your company can’t do, be honest about it.
  • How your product works and its purpose.
  • The price. You may encounter prospects who would like to know about the price before they would consider your company.

New in sales or not, sales reps must invest time in updating their knowledge and keep up to date on the company’s products and services. Prospects are more likely to trust sales rep who show confidence in what they are selling.

Related: Teach Sales Reps to Sound More Natural Over the Phone

 


#3 Habit: They based their judgment on facts.

An effective sales rep doesn’t let their emotions affect their judgment.

How to do this?

  • Don’t take rejections and conflicts personally. Rejection happens but you can turn that into success.  Do not be surprised when you encounter prospects who will say “no.” 
  • Expect that not all calls are the same. Every call is different because you’re dealing with different people. You may encounter interested prospects right after a bad call. So don’t lose your momentum. Here are some helpful tips when calling prospects on a bad day.
  • Use rejections as learning and makes extra effort to improve on the following calls.

Watch this short video and make a graceful rebound after a bad sales call! 


#4 Habit: They listen.

The most important habit of a good salesperson but the hardest skill to learn when doing lead generation is to listen. Why listening is important in telemarketing? By doing so, sales reps will be able to address the prospect’s concerns, knows what questions to ask and what solutions to offer.

“When you talk, you are only repeating what you already know; but when you listen, you may learn something new.” – Dalai Lama

How to become a better listener?

  • Do not interrupt. Not because it’s rude but you might miss out something interesting that your prospect mentioned that can benefit you later on.
  • Listen to the emotions of your prospect’s voice.  Feelings are as important as facts. It gives sales reps an idea on how to handle a prospect.
  • Clarify and paraphrase. Don’t just listen to every word your prospect is saying. Instead, understand the exact message the prospect would like to tell you.
  • Practice. Make it a habit to improve your listening skills. Here’s an activity for you to practice on.

Do this! Turn on your television and your radio. Focus your listening on the music playing in your radio and block the sound of the television. Then switch your listening to the television and block the music playing on your radio. Do this every day to improve your listening skills.

Related: 5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

 


#5 Habit: They empathize.

Most sales reps think from the customer’s point of view. Good salespeople understand that to become effective in selling almost anything, they must not think about their paycheck but how to help their prospects. They know how to nurture and manage their prospects and follow up on them when the time is right. We, at Callbox, used our very own lead nurture tool to keep track with our old and new leads, that way we won’t be missing any opportunity or sales. 

Don’t push the schedule you want rather ask the prospect what would be the perfect time to call him/her. Call them at right time.

Watch full video to know more about Smart Calling:

 

Show empathy to your prospects with these phrases.

  • “I hear you.”
  • “I understand where you’re coming from.”
  • “I’m sorry to hear that.”

You can also show empathy to your prospects by listening and not saying anything at all.

 


#6 Habit: They believe in what they’re selling.

It’s easier to sell a product when we actually believe in it. In order to become effective, they must use the product and believe it can help improve your prospect’s business.

How to show your prospects that you believe in your product or service?

  • By introducing your products or services, confidently. (WARNING: Be careful, don’t overdo it).
  • By putting emphasis on the benefits your product or service.
  • Don’t answer questions about your product with an unsure tone of voice.
  • By using positive words/ phrases such as; “we can help you with that…” , “ our product can…”
  • By not using any words such as; “probably”, “I guess”, “I think so/ I believe so”.

Related: Don’t Know the Answers to Prospect’s Sales Questions? Fake it

 


#7 Habit: They follow up.

I’m sure you will agree when I say, many salespeople fail to follow up their prospects after a first call or after sending a proposal. Some don’t even have any idea if prospect’s opened their email, right? A productive sales rep knows when to follow up their prospects to eventually close a sale.

When to follow up a prospect?

  • When they’ve read your email/proposal.
  • When they replied to your email, asking for a callback.
  • When they didn’t respond to your email.
  • When they asked you to call them back.
  • When you set up a time for a callback.
  • When they have a need.

Find out The Do’s and Don’ts When Doing B2B Telesales

 


#8 Habit: They understand the buying process of their prospects.

A good salesperson knows that not all interested prospects are more likely to buy after the first meeting. All sales reps must think about how they can help their prospect instead of their paycheck. They know that sometimes it takes several stages for prospects to make a decision.

Here are the 5 stages of the buying process

  • Prospects realize they have a need.
  • Prospects are looking for a solution to fulfill their needs.
  • Prospects are looking for an alternative solution.
  • Prospects decide to purchase.
  • Prospects choose what and where to purchase.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

 


#9 Habit: They have a positive attitude.

Everyone will have bad days at times, but an effective salesperson doesn’t let it ruin their day. Instead, they manage their emotions and use their personal issues in life to do better at work. Be positive. Negativity spreads fast affecting other members within the team. Most people want to associate with those who are enthusiastic about their job.

How to show positive attitude in sales?

  • Don’t dwell too much on the problem.
  • Focus on finding a solution.
  • Think that every prospect is an opportunity.
  • Always believe in yourself and your selling abilities.
  • Open for changes and new learnings.

Related: GUIDE Coaching: Bringing the best out of a B2B Telemarketer

 


#10 Habit: Persistent. They Never give up

Having a sale is never easy! It’s not like every day, you will encounter prospects who are interested with the products and services you’re offering. Sometimes it can also be a bit depressing especially if you lose the deal.

A good salesperson never gives up. Instead, top performing salespeople focus on how they can succeed rather than looking at the negative side.

Here’s why you must never give up.

  • In sales, time is precious. Everything you do takes time. Be patient and learn to nurture your leads so you can turn them into a sale. Re-engage with warm prospects who have gone cold.
  • Persistence pays off. People buy when they are ready to buy, not when you are ready to sell them something.

No matter how much you teach your sales reps with these habits, if they don’t have the right attitude this can be a bit overwhelming to them. So instead of training sales reps to do all these habits, why not look for the right sales reps with the right attitude and have not just one but all future sales heroes within your team.

Gain more tips and generate more leads, read our latest post!

Get the Best Lead Generation team  in Malaysia now!

Dial +60 3.2772.7370

 

 

SMART Marketing Tips from Influencers

SMART Marketing Tips from Influencers

To become one of the best, you need to learn from one of the best. The following people are considered the most influential, innovative and effective leaders controlling media and marketing. They stand out when it comes to revenue growth and marketing performance. In order to become one of the best in marketing, you need to learn from some of the best and most influential people in marketing. Find out who they are and the pieces of advice they can give to their fellow marketers and entrepreneurs.

1.) Larry Page

CEO, co-founder, Google

larry page

Larry Page together Sergey Brin formed Google on September 4 1998. They revolutionized the way people can access information. Over the years Google continued to grow offering different software such as Google Docs, Gmail, Google Drive, Google+, as well as other applications such as Google Chrome, Google Photos and Hangout.

Here are his advices to all web marketers during one of his conference.

Related:  Top Ten Thought Leaders in Sales and Marketing in Asia

2.) Mark Zuckerberg

CEO, chairman, co-founder, Facebook

mark zuckerberg

Mark Zuckerberg changed the way people stay connected with families and friends by exchanging messages, post status updates and photos and share videos. Since its first launched on February 4, 2004, he is more focused now on mobile advertising. According to Standard & Poor’s 500 Index, Facebook became the fastest growing company on July 13, 2015. First quarter of this year, it reached 1.65 billion monthly active users.  

Here are some of the Success Lessons from Mark Zuckerberg:

  • Have a big dream. Start small but think big. Be ambitious and be ready to sacrifice anything to make it successful. Build something that makes a positive change in the world and will impact many generations to come. Know what you want to achieve and formulate guiding principles.
  • Be super passionate. Find the thing you’re passionate about because being passionate about your work is the key to success. Just make sure it doesn’t fade away.
  • Break Boundaries. Create a better world even if the things around your already looks good. Take risk and don’t set limits on yourself and on your business.
  • Work hard and smart. Believe in yourself. Do everything to make your dreams into a reality. Do your best to achieve what you want because everything can be achieved by hard work.

Related: Mark Zuckerberg just announced he’ll pay for hundreds of undocumented students to go to college

  • Have faith in yourself and stay focused. Never doubt your abilities. Always focus on managing and improving your business through customer value despite all the negativity around you. Use criticism as a way to improve and do better.
  • Be flexible and open to change. Don’t mind the success of other products. Use them to look for improvements and opportunities to do better.
  • Done is better than perfect. No one is perfect. Once you’ve finished something, you can always look back and improve it.
  • Stay humble. Even if you became successful, don’t refocus on busing expensive and luxury things. Focus on growing your company than on materials things you can afford.

Related: Mark Zuckerberg’s Best and Inspiring Response to Grandma Becomes Viral

3.) Petra Schreiber

Director, Marketing & Communication, Volkswagen Group Malaysia Sdn Bhd

Petra Schreiber

Volkswagen Group Malaysia was launched on February 16, 2006. Volkswagen brands are not a stranger to Malaysian people. Petra Schreiber is constantly looking for more creative and out of the box marketing and ideas to fulfill their requirements. Volkswagen has established their brand and was distinguished within the local automotive industry. They want to continue reaching out to their audience in ways that are effective, engaging and relevant.

For Petra Schreiber, Marketing is about giving people more choices, giving them what they want. Customers are the one’s making the decisions. So we should brand our products based on what the customers want.

Related: Attract High End Clients in Malaysia with Appointment Setting

4.) Steve Jobs

Founder, Apple Inc.

steve jobs

Apple was founded on April 1, 1976 by Steve Jobs, Ronald Wayne and Steve Wozniak and was renamed, Apple Inc on January 9, 2007. As of today, Apple is known as the world’s largest IT Company and is the world’s second largest mobile phone manufacturer.

Here are the some of Steve Job’s  branding lessons according to Stephanie Pollock Media.

  • Be Different. Stand out for what you believe in. Great brands try to be different and don’t do what’s expected. Know who your audience is and focus on your message on them. Don’t just follow the hype, rather listen to your audience. 

Related: Contradictory to the Hype: IT SMBs Should Invest on Telemarketing

  • Challenge the Status Quo. Just because your competitors becomes successful by doing it this way, doesn’t mean you have to do the same way. Stop worrying and comparing yourself with your competitors and start focusing on your customers. Do it the way you want to do it!
  • You don’t have to be the first, you have to be the best. Apple didn’t invent MP3 players, Smartphones, tablets and computers but they redefine and improve these products when it comes to user experience, weight, packaging and distribution.
  • Design Matters. Branding your product is important. Keep the design simple and consistent. Every product must be crafted thoughtfully as design is the first thing people notice when they would like to purchase something.
  • Stay hungry. Stay foolish. This is what Steve said in his 2005 Commencement Address to Standford’s graduating class.

Related: 12 Business Lessons I Learned From Steve Jobs

5.) Tan Sri Anthony Francis “Tony” Fernandes

Director of AirAsia Berhad and founder of Tune Group Sdn Bhd

Tony Fernandes is the founder of Tune Air Sdn. Bhd. He introduced, AirAsia to Malaysians with the tagline “Now everyone can fly”. He turned AirAsia into a successful budget airline. In mid-2003, Malaysian Prime Minister, Tun Dr. Mahathir Mohamad proposed the open skies agreements with Thailand, Indonesia and Singapore which granted AirAsia landing rights to these countries.

As of February 2014, Forbes Asia ranked him at number 28 on the Forbes list of Malaysia’s Richest.

Here are some of Tony’s Marketing Pieces of Advice:

  • Dream big.  One of Tony’s dream when he was a child includes running an airline. In order to achieve your goals, you have to “dream big” and have the courage to follow your dreams.
  • Encourage your people to pursue their passion.  Create an environment where people can learn and grow.
  • Know what the market wants. Go for what the market wants. AirAsia is not the first to invent low-cost travel and low-cost hotel but we’ve taken it to another level by adapting it and making it better for our part of the world.

Related: Is your Marketing Campaign OFF Targeted in Malaysia?

  • Branding is the key to success. Along with low cost operations, AirAsia has been branching out with into budget hotels and other online financial services. His advice to all start up entrepreneurs, “Go with your gut, give it your best bet and you may fail, but don’t give up”.

Related: How to Revive a Lead Gen Campaign Gone Dormant After the Lean Season

  • Break down hierarchy.  Encourage your people to speak up and provide ideas by breaking down walls.
  • Hire the right people.  Look for people with “hunger in their eyes and passion in their hearts.”
  • Be clear about your mission.  AirAsia’s mission “Now Everyone Can Fly” and live with it. Because AirAsia offers low fares makes it possible for everyone to fly with their families together, improve businesses and explore and have new adventures.

 

Get some tips on our latest blogs and case studies today!

Interested to get qualified customers for your business?

Contact us or call +60 3.2772.7370

 

 

Are you Wasting Resources on Dirty Marketing List? Here’s How to Know..

Are you Wasting Resources on Dirty Marketing List? Here's How to Know..

Are you always calling the wrong company?

Do you end up asking for dead people?

Do you find yourself looking for a wrong person every time you make calls?

Are your sales reps struggling to get hold of decision makers because of wrong information?

Do you always end up having a “DNC” (Do Not Call) because of duplicate records?

Do you get complaints through email, asking to take them off your mailing list?

Does your marketing list cost you money?

If you answered “YES” to all of these questions, then you have a bad data. Let’s talk dirty! And find out if you are wasting resources on your dirty marketing list.

You always end up calling a wrong company.

An outdated list means extra effort for Sales reps. Having to call a company and get a response, “You dialed the wrong number” is frustrating. Time is wasted because instead of finding out for an opportunity, Sales reps ended up profiling the list to get updated information.

Too many bounced emails because of incorrect email addresses.

Sending out emails before calling a prospect must be done so sales reps won’t be doing prospecting anymore. However, too many bounced email could mean, email doesn’t exist because the information has not been entered correctly or the person with the email address may have left the company.

Related: Is your Marketing Campaign OFF Targeted in Malaysia?

Keep sending information to the wrong person, every time.

Sending emails with the same content to the wrong person might lead to email blacklist because you’re targeting the wrong person. Plus, you’ll end up chasing and following up the wrong person.

Too many duplicate data

Duplicate data means, having a single company, number, contact, etc. that occupies more than one record in the database. Calling the same number, with the same company and contact person over and over again might lead to DNC (Do Not Call).

Multiple emails sent to the right person

No one likes a spammer. Customers might lose interest on your products or services because they were annoyed because they constantly receive the same marketing materials from you.

Related: A Need For Customer Profiling In Reaching Much Targeted Audience in Malaysia

Missing or inappropriate data.

There are a lot of empty fields that should contain data or some data were entered in the wrong field.  

Having poor leads.

Sales reps are wasting time chasing dead end leads. It will take time and extra effort to clean up dirty data through research or profiling.

Related: Get it Right: Increase Sales Leads Numbers x2 with Multi-Channel Marketing

Once data is stored, regardless of the process, certain errors are unavoidable which might potentially threaten and pollute a clean database. Data cleansing is a valuable process that helps companies save time and improve efficiency. It involves removing of duplicate or obsolete data. At the same time correcting inaccurate information within the database. It can be done manually or by the use of a data cleansing tool. Listed below are other advantages. 

  • It Cost Less by Improving your Decision Making Process

Having a clean data means, getting your money’s worth. Sales Reps will accurately be route to the right prospects which will help increase their productivity making the most of their work hours. It can also increase delivery and open rates. At the same time, constantly improve response rate. As well as reduce email bounced rate given that you won’t have to deal with outdated addresses.

  • Data Consistency Through On-going Data Cleansing

Scrub and clean. Customer information is forever changing. People leave, move to another department within the company or retire. And these changes need to be reflected in the database. Even if data from different database are combined, on-going data cleansing will ensure data consistency. This will help your team reach the right people on the right telephone numbers and with valid email addresses.

It’s time for you to change your old habits. Start cleaning your list and stop wasting money and resources on your old dirty marketing list.  Practice data cleansing because having an accurate data is more effective for all your sales and marketing efforts.

 

Have regular data cleanup to check your database for error, update your business data!

Learn more about our data cleansing services. Dial +60 3.2772.7370.

 

 

 

 

Get it Right: Increase Sales Leads Numbers x2 with Multi-Channel Marketing

Get it Right: Increase Sales Leads Numbers x2 with Multi-Channel Marketing

Struggling to reach out with your target prospects? Multi-Channel Marketing is one way of engaging with potential customers and interact with them using various channels. You have to be where your customers are. And many companies  are constantly doing a “trial and error” strategy to figure out what type of marketing will work for them on how to market their products and services.

Multi-Channel Marketing approach can improve and give high conversion marketing strategies. By reaching out to potential customers using different approaches, they are more likely to buy your products or services – doubling your sales leads.

Check out some of the different channels on how to reach out to potential customers and start maximizing the effectiveness of every customer touch points.

Email.

An introductory email makes more sense since the prospects doesn’t require to answer the moment they receive it. It’s a one step closer to you prospects as this could also be a reason for you to call them. Sending out email first let’s you educate your prospects and clearly connect with their current situation.

Challenges: Delivering the right message is not enough. You don’t only need your customers to receive the message but act at the same time.

Tips: Subjects must be strong and clear. Make it as interesting as possible. Your content should be direct to the point. Make potential customers believe that they need your product or services by focusing on pain points.

Related: Do you Have these Essentials in your Digital Marketing?

Social.

Connect with prospects through Facebook, LinkedIn, Twitter and Instagram. This can help in getting to know your prospects and establish relationship with them easily. It allows you to figure out what consumers are talking about and get to know their needs through social listening. And eventually initiate conversation which turn leads to sales. It also build deeper relationships with potential customers which drives them to purchase over and over again.

Challenges: A lot of customers are using social to find out what’s new and what’s hype in the market. And you can’t focus all of your efforts in all social media platform. It’ll take time and effort for your team to do so.

Tips: Focus on the most popular social media platform. Study where your target audience are to know which platform they are more likely to interact with. Initiate conversation with them.

Related:  Looking for Asia Pacific Leads? Try these social media sites

Web.

Be visible with your prospects. Create blogs, landing page, etc.

Challenges: Prospects are just looking information at your website but doesn’t purchase at all.

Tips: Create a catchy and clickable titles. Make your contents more appealing to them. Make them feel like they need your product or service upon reading it. Content must be easy to read. Highlight the benefits of your product or service. Put it in a bullet form so they can read it easily.

 

Voice.

One way to collect more customer information is by calling them directly. It can be done in a lot of ways. It can be through Prospecting and Profiling, wherein you will be calling targeted companies and identify the right person to talk to and gather and verify their information. Follow up on prospects who opened, replied, received or did not receive the introductory email you’ve sent. You can also use this to follow up on prospects who visited your website but didn’t make any purchase.

Challenges: Many companies have their own in house sales team or is considering outsourcing a company who can provide them with better service.

Tips: Be persistent and follow up. Calling 4th or even 8th time will give you a better  chance of getting hold of prospects than those reps who quits after a few calls.

Related: What is Telemarketing and How to Start Calling?

 

Never reach out to prospects without doing your research first. Regardless what channel you are in, whether calling, emailing, etc., if you research first you are in a much better position.

 

Get a Targeted List and increase Sales Leads in Malaysia!

Dial +60 3.2772.7370

 

 

 

How To Motivate Your Inside Sales Team In Three Ways

If there is anything you need to keep in mind in you lead generation campaign, it is the fact that success is built around your inside sales team. They are the people responsible for meeting business prospects, offering them business solutions, as well as negotiating with them. You will not be able to generate a lot of qualified B2B leads if you are lacking in terms of manpower. It would be a good idea to keep them motivated, right? After all, a high morale equates to a higher performance in your lead generation team. The question here is, how will you pull that off? There are several ways to do it.

For one, you should create a community of ownership in your company.

As a small business owner, it is easy, too easy, to think of your people as mere resources that you just throw into the sales process. In truth, people have their own opinions and ideas about your business as well. If you want them to help you reach your vision in generating sales leads, you should put into consideration their goals and aspirations as well. Maybe they have a knack for social media or search engine optimization (SEO) marketing. Think of ways to integrate their skill sets into your business. Support them, and they will keep you up.

Related:  Looking for Asia Pacific Leads? Try these social media sites

Second, always think that your business has a purpose.

purpose

Unless you are a non-profit organization, you ought to be earning money, right? But that is also the same goal of your competitor, and probably a dozen more after him. You need to come up with a purpose, an identity that your people can use to differentiate themselves from the others. Why are you in business? Knowing the answer to that question will help you in positioning yourself in the market. This also gives your people a reason to rise from their beds and continue in their appointment setting tasks. It should be something that excites them, something that they can live by, an identity that they can show proudly to others.

Related: Good Sources of Qualified Appointments in Singapore

Lastly, you should stay positive.

positive

As the business owner or manager, you, of all people, should have a positive outlook over things. Not that you have to sugarcoat real problems or anything, but you should try your best to see the positive side of things. Considering the challenges of meeting business prospects and compelling them to join you in a venture, you will need a strong positive outlook. When a challenge comes up, it is your job to take control, inform your team of what is happening, and find ways to solve it. It is also the same thing when someone comes to you with an idea. Try not to shoot it down immediately. Who knows, that might be the next breakthrough that you were looking for.

Keep these tips in mind and motivating your team will not be a problem anymore. In terms of your lead generation campaign, boosting morale, ownership, and respect to your leadership can be powerful ingredients for success.

 

You might want to check this infographic, 10 Low-Cost Perks to Keep Your Sales Team Motivated, by Avail.at.

 

Learn more sales and marketing tips in Malaysia!