5 Ways to Get your ERP Software Noticed By C-Level Buyers

“What is ERP? How does it work?” This is the first question that came into my mind when I was first assigned an ERP campaign. As a salesperson, it is important for me to know and understand every detail of the product that I’m going to introduce to my prospects in order to become effective.

Enterprise Resource Planning (ERP) is business process management software designed for medium to large businesses that allows them to manage and automate their business operations. It covers a wide range of business functions and processes such as manufacturing, marketing and sales, Inventory, HR, Finance, planning, purchasing, etc.

When selling ERP software, different people within the organization is involved in the decision making process. Buying process takes longer than others and in order to make a sale, you need to speak to the real decision-makers – the C Level Executives.

There are 4 stages in the buying process.

  • Evaluation. A process of assessing if the current solution used within an organization is usable, maintainable, and sustainable or if there are specific areas that are lacking or needs improvement.
  • Planning. This is the part where IT team is doing their research of any software that is available in the market that fits their needs and will help them improve their business operations.
  • Purchasing. After thorough planning. This is the part where all of the people involved in the buying process will decide what software to purchase.
  • Implementation. This is the process of installing and maintaining the new system.

So, how did I get prospects especially the C-level Executives to notice my ERP software? Whether you’ve decided to call or email them, C-Level Executives are the busiest person in every organization. So preparation is important before you try to reach out to them. Here’s what I usually do.

STEP 1: Research

  • Start with those who are involved in the evaluation process, IT Managers and IT Directors. They are the ones who will identify if there is a need to change and will propose an ERP project to the big boss.

Related: Stop Objections!!! Double Your IT Sales Leads with These 3 Tips

STEP 2: Gather information and Pre-Qualify

  • Whatever you do, don’t do any selling on your first attempt. Determine whether they need your product or not. Don’t focus on your company and your software.  Instead, ask about their current setup and pre-qualify the company.

Ask questions such as:

  • What software are you currently using?
  • How long have you been using it?
  • Do you have a provider? Do you have a contract? When will it end?

When you pre-qualify the company, ask information about their company such as:

  • How many users do you have for your ERP?
  • How many employees does the company have?
  • How much is your company’s annual revenue?

Related: Why “Qualified” Lead Matter So Much for Businesses in Malaysia

STEP 3: Establish the plan.

  • Identify their pain points and stress out what your software can do to help them resolve their issues. Ask;
  • Do you have any issues or problems with your current software?
  • Are there any areas that you would like to improve?

      Once you’ve identified they have a need, ask about their plans;

  • When do you plan to evaluate your current software?
  • Do you have plans to look for new software by the time of your evaluation?

       Also, don’t forget to ask the role of the person that you’re talking to and the availability of the final decision maker (C-Level Executives):

  • What would be your role in this project?
  • Who is the final decision maker for this project? (Get the name, job title, email, direct line/ext no.)
  • When is the best time for me to call him/her?

Gather as many information for you to use when speaking with the C-Level Executives. 

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

STEP 4: Plan

  • The main reason why C-Level Executives speak and listen to me is, I sound like I don’t have any intention of wasting their time. Plan on what to say and what to ask based on the information gathered on your initial call with the IT guy.
  • Refrain from calling them over and over again. Preparation is important to discuss everything in one call.

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

STEP 5: Call the C-Level Executive

  • When speaking with the C-level Executives, be direct to the point.
  • Use the referral technique.

Here’s what I usually say;

Hi, (name of the C-Level Executive). This is Ameer Ahmad from ABC Company. I spoke with (Name and Job Title of the IT guy you spoke on your initial call) about your company’s software evaluation. He mentioned you’re the best person to speak with regarding this, am I correct?

Then try to close the sale and set up for a follow up call to discuss further about their plans.. How?

  • Recap the plan mentioned by the IT guy and ask for a confirmation about their plans.
  • Set up a follow up call as to when to discuss when they’re ready to start with the project.

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

Reaching out to C-level Executives whether through email or call may take time. Most of the time, call or emails are kept unanswered. They’re the hardest person to reach to. Don’t sell on your first attempt. Earn the right to speak with them by following these steps.

 

 

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

Watch Full video here: When Less is More: How to Make Prospects Buy From You

Expand your business in Malaysia!

Learn more about our Software Lead Generation Services for Malaysia

Dial +60 3.2772.7370

 

Why Companies are Spending Heavily on Lead Generation in Malaysia

Why Companies are Spending Heavily on Lead Generation

Companies always find themselves in some sort of dilemma. But what’s running a business without running into a roadblock anyway?

Whatever the industry your enterprise belongs to, you are always faced with the challenge of keeping it afloat. Selling a certain range of products – from software to cleaning services – requires a great deal of investment on your part. But more than just pumping money into product development, lead generation for some reason remains at the very top of every B2B company’s marketing priorities. Here’s how to prepare  and what to include your lead generation plan for Malaysia.

No doubt resource management forms a crucial part of an enterprise’s success, but the fact that more and more B2B companies nowadays are spending tons of cash on lead generation is worth looking at.

So, why do companies find themselves in this kind of situation?

#1: Feeding the pipeline

Any businessman worth his salt knows that growth can only be possible when there is a steady stream of potential customers flowing into the pipeline. Generating leads is part and parcel to ensuring your marketing and sales team never gets dry of sales prospects. This goes to explain why both B2C and B2B companies are coming up with better and more efficient strategies to draw in a good volume of leads and pick out sales prospects from there.

Related: Why “Qualified” Lead Matter So Much for Businesses in Malaysia

#2: Emphasize quality

Even more essential to generating tons of leads is making sure you get the best prospects from the basket. Sure you have an endless river of leads crawling towards the pipeline, but there is no guaranteeing all of these will end up actually purchasing your product or service. Filtering these out using an effective marketing automation system is what a company needs to reach its sales goals, whatever cost it may entail. Take for example Callbox Lead Management and Marketing Automation Tool. It had helped a list of our clients in North America and Asia Pacific.

#3: Nurture leads and foster relationships

It may sound cliche, but there is truth to the matter of seeing leads as real persons with preferences and attitudes we should never overlook. Right now, companies are profiling their data and cultivating ideas that appeal to the taste of their target audience. Sending regular newsletter, posting blog content on a fixed schedule, and optimizing your website to better suit your lead generation needs can gobble up a good deal of resources, but you are sure to gain benefits in the long run – prospects who like what you are saying and who are more than willing to arrange a sales appointment.

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

#4: Long-term growth

At the end, companies would rather say they made the right decisions directing their marketing resources towards lead generation. And this is because of the successful sales they have made due to quality leads. Moreover, they enjoy a  more effective way of reaching out to their audience rather than simply sending them dull, machine-made messages.

 

Do you ever think of growing your company the same way successful enterprises do? Make the move towards lead generation and see where it goes from there.

 

 

Learn more about how we Generate leads in Malaysia

Or Check out the Successful Campaigns of our Clients

Dial +60 3.2772.7370

 

 

Financial Businesses Should Not Underestimate the Value of Lead Generation

Financial Businesses Should Not Underestimate the Value of Lead Generation

As marketers, we all know that lead generation is a way of finding new leads for your business.

In lead generation, you are building trust with your prospects. It involves nurturing by sending the right message to the right people to create brand awareness, establishing interest and eventually making a sale.

In modern lead generation, regardless what industry your company is into, there are different ways to reach out to potential buyers. Whatever channels you use, be it through email, direct mail, social media, web and voice, lead generation can help you guide your prospects through their entire sales process.

For financial service industry, the main challenge is generating qualified leads.

Whether you decide to have your own sales team or outsource a company to do lead generation campaigns for you, every business owner must look for professionals that are good at sales as others don’t have enough skills to do the job right.

Here’s why financial businesses should consider lead generation.

  • It Opens Up New Opportunities

Whether direct mail, email, or social media, reaching out to prospects usually open up opportunities to sell and promote your financial services and provide information that they may not know about. Following up on inquiries or calling someone upon sending a direct email to check if they need additional information or would want to know more about your company provides good opportunities.

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

  • Helps Build Good Relationship with your Customers

Prospects nowadays take time to purchase but since you know who your best customers are, you will be able to identify which stage of their buying process they are into, know the buying signals and when to follow up. Prospects are more likely to consider those who show trust and respect in every stage of their buying cycle. 

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

  • Can Target Your Desired Customers

Knowing your audience an essential part of your lead generation strategy. If you know who you’re talking to, you will be able to personalize your message based on their needs.  You need to understand your prospects in order to develop a successful marketing strategy to reach out to them. What to look for when trying to know your best customers?

  • Demographics. Their age and gender
  • Behavior – Their likes and dislikes
  • Buying Habits – How, what and where do they look and buy a product

Here are the 4 Reasons Why Malaysian B2B Companies need Data Profiling to have better business decision.

Because of the high competition for customers in financial services, businesses often use lead generation to reach out to potential customers and increase sales and profit. More leads means more closes for your sales team.

 

Check out our case studies for the Financial Sector:

 

 

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

Click to watch full video here!

Generate High-Quality Financial Leads today!

Dial +60 3.2772.7370

 

 

Why “Qualified” Lead Matter So Much for Businesses in Malaysia

Why “Qualified” Lead Matter So Much for Businesses in Malaysia

Regardless of the size of your company or what type of industry you’re into, lead generation is important because it creates interest in your products and services among your target audience.

And in order to be truly effective, it is essential that your sales and marketing departments are aligned when it comes to identifying a qualified lead.

So what is a qualified lead?

A definition of a good qualified lead varies from business to business. Most companies define qualified lead as CHAMP or sales ready customers who:

  • Shows interest on your product or service
  • Are experiencing challenges within their organization
  • Are authorized to make a decision as to what, where and who to consider when purchasing a product
  • Has the money and request quotes about your product or service
  • Has the timeline as to when and what challenges and issues within their organization to prioritize

Related: Signs That Your Buyer is Not a Good Fit for your Business

But why are qualified leads important?

A qualified lead is someone who is interested to buy from your company.  With so many competitors in the market, having someone that shows interest in what you are offering is a great opportunity for your business.

Qualified leads are easy to convert into close deals because these are prospects who expressed strong interest for your company.  Less effort and time spent for the sales and marketing team to contact and nurture these prospects because of higher close opportunities.

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

Having more qualified leads means more potential customers and having more customers means more money for your business.  

However, prospects who are not yet ready to purchase should not be taken for granted. They are still qualified leads and can be considered as future customers once nurtured and followed up properly depending on what stage of their sales cycle they’re into.

 

 

Here’s How to  Get Qualified Busines Leads in Malaysia

Dial +60 3.2772.7370

Learn more about our Lead Nurturing Process

Learn more about our Lead Nurturing Process

 

 

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

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

It’s a new year and everyone is excited for new opportunities. If you’re looking to start a business in Asia, you might want to consider exploring a business investment opportunity in Malaysia.

According to The Star Online, World Bank expects Malaysia’s economic will increase to 4.3% in 2017. 

Sitting right next to a highly developed trade-oriented market economy of Singapore and in Indonesia, one of the largest economies in Southeast Asia puts Malaysia in a good position when it comes to business opportunities.

So if you are an entrepreneur, and are considering Malaysia to grow your software company, here are some of the key points to consider when starting a business.

  1. Is the business feasible and are there many opportunities to be explored?
  2. What are the options for ownership? Can I have 100% ownership of my business?
  3. All of the trade licenses required for the business.
  4. Approval of trade licenses and work permit after company registration.
  5. The total cost involved from company registration, set up, trade licenses and work permit.
  6. The different problems faced by foreigners with businesses in Malaysia.

Here’s your quick guide when starting a business as a foreigner in Malaysia.

Register

Company Registration

According to registercompany2u.com.my, foreign investors who wish to start a company in Malaysia are facing these problems.

  1. They need at least 2 local directors to register company in Malaysia
  2. Foreign investors cannot open company’s bank account
  3. Foreign investors cannot apply business visa/working permit under new company
  4. Foreign investors may not able to increase his/her company’s paid-up capital

However, starting a business in Malaysia as foreigner is very simple. Based on Suruhanjaya Syarikat Malaysia, a foreign company may carry on business in Malaysia by either:

  • Incorporating a local company with the Companies Commission of Malaysia (SSM); or
  • Registering the foreign company in Malaysia with SSM.

For the complete procedure on how to register your company, visit www.ssm.com.my

Find a reasonable business premise

Choosing for the right location for your business is one of the key for your business’ success. Find out which location suits your business and your customers. A company location must help you operate without excessive cost.

Here’s a list of the things to consider in finding the right premise for your business.

  1. Size of the location
  2. Structure and appearance (internally and externally)
  3. Facilities for employees and visitors – including lighting, toilets, etc.
  4. Utilities such as power and backup power in case of emergency. As well as any special requirements, such as air conditioning.
  5. Parking space for deliveries and for the customers.

Applying for Business Visa or Work Permit

According to Malaysia Business Advisory, all foreigners who wish to start a business in Malaysia can apply for work permit in 4 different categories.

  1. Setting up your own Malaysia International Company and get 2 year Business Visa for you and your family.
  2. Setting up your own business and apply the Malaysia 2-year work permit under your own Malaysia (Sdn Bhd) company. It comes in two forms:
  • Non-residential company where foreigners can own 100% Malaysian Private Limited (Sdn Bhd) company.
  • Joint-venture with local Malaysian for the Malaysian Private Limited (Sdn Bhd) company.
  1. Be employed by Malaysian companies regional/representative office in Malaysia and get work permit for 2 years.
  2. Setting up your own Regional/Representative Office in Malaysia and get work permit for 3 years.

These work visas comes with multiple entry and is renewable with permission to include your spouse and children under 21 years old.


Read more on How to Reach your Marketing Goals in Malaysia in the First Month of 2017


Market

How marketing in Malaysia works?

There’s no need to change your solution in order to sell it to Malaysian audience. As a non-Malaysian software company, how you present your company and your product matters. The best way to do it is to change the way you present it. You must understand how your target market works and adapt to Malaysian culture, religion and tradition that’s acceptable to Malaysian society, old and new, to make it more appealing to them. Here’s the 5 Step on how to effectively get in touch with your prospects!

We collated helpful guides to help you kick start your business:

 

Monetize

Regardless of the size of the business, how to monetize your website is the hardest and the most challenging part. So, how can you really make money from blogging and creating good quality contents for your website? The truth is, there’s no shortcut in blogging and it takes time to generate income from it. You need to work hard, be patient and consistent at the same time.

Here’s an 8 powerful ways on how to monetize your blog according to Neil Patel.

  1. Offer a coaching service to motivated clients
  2. Become an in-demand freelance blogger
  3. Create and sell online courses
  4. Write and make money from Kindle books
  5. Make money from private label rights
  6. Create a high-converting funnel and recommend products at the backend
  7. Build relationships and partner with influencers in product creation or launch
  8. Launch a virtual summit

Doing business in Malaysia can be challenging especially if you don’t have enough local knowledge of the investment environment. But this quick guide will help you start get started.

 

The BIG Question: What drives a Successful Lead Gen Campaign for Software Companies? Find out here!

 

 

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

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

Expand your business in Malaysia!

Learn more about our Software Lead Generation Services for Malaysia

Dial +60 3.2772.7370

 

 

What drives a Successful Lead Gen Campaign for Software Companies?

I was chilling on a comfy sofa sipping a cup of mint tea at Acme Bar & Coffee, a lofty cafe beside KLCC, when a co-worker of mine, Sazali, came in and got his own drink, matcha. It was almost 6pm and we both just got off from the office, and an after-work tea drinking spree seemed to be the most relaxing way to start the weekend. Well, it is indeed for me but maybe otherwise for this co-worker, with whom I spent talking for more than an hour – not about love nor life but still, work.

“My team and I are quite challenged with the current campaign we are handling – decision makers are quite evasive so we were not able deliver enough leads for the client this week…might be another unsuccessful software campaign for our LOB” he said. “… a common issue for lead generation campaigns” I thought.

Our cups of tea are still too hot to finish so I thought and without any apprehension, I shared with him some wise ideas that would drive success for a software campaign.  

“Software campaigns require careful execution of strategic processes by deeply understanding the product features and benefits, and an open communication line among working teams in order to achieve the best results. You have to maximize both Tools and Skills, you need to Innovate and Evolve with technology and trends and learn to Value Time.”

“That seems much to do!” he exclaimed.

“Nope!” I quickly retorted, “just carefully take things one at a time but keep focused on your daily targets to hit the best results”.

Careful Strategy Execution

Study and learn in order to have product-specific knowledge before you can present the software’s value proposition to your target decision makers: WIIFM (what’s in it for me) – what does your software do and how can it be beneficial to their business. Once you have the concrete knowledge about the product, you will be able to conceptualize on which processes and strategies are most applicable and effective when talking to target customers. Below are some proven strategies for Software campaigns:

  • Customer Profiling – profile the database right from the start, up to the last call made in the whole campaign duration to keep it accurate and well-managed.

Related: Is your Marketing Campaign OFF Targeted in Malaysia? Profile your Database

  • Manage Tasks, Monitor Results – aside from keeping track of your numbers everyday, also note the challenges encountered in the campaign and come up with ideas to cope. It would do best if you get to involve the whole team to brainstorm which at the same will keep them aware of the current status of the campaign and how far to go to achieve the best results.
  • Tools Maximization – most lead generation providers nowadays invest not just in people skills but in tools that would hasten the campaign progress: CRMs that can contain bulk of contacts and information, Lead Nurture Tools that let’s you manage leads, follow ups and email communication at specific timing and accuracy.

Related: How Callbox’s Marketing Automation Tool Accelerated Success for Singapore’s Leadership Curriculum Provider

Open Communication

Communication is  two-way process which occurs between the speaker and the listener. Never limit communication just among you and your team but involve the client as well. After all, they’re the most and should be the first to know “what’s going on” about their campaign/product.

  • Have all collaterals (script, brochures, email copies) approved by your client to make sure everyone is knowledgeably aligned.

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

  • Hold a regular (daily, weekly) meeting to update each other with the current status of the campaign, specifically tackle challenging issues and draft tactics to cope.
  • Ask questions, clarify vague information and suggest action steps not just to improve the team’s performance but mainly expedite progress within timelines.

After all having these said, Sazali had a grin on his face. “What’s the grin all about?”, I asked. He replied “Well, I’m just quite excited about some new bright ideas running in my mind right now. I’ll set a meeting with my team first thing on Monday morning to come up with new strategies for the campaign and right away schedule a conference with the client in the afternoon”.

“Awright!” I prompted. We then ordered for another round of each drink, raised our tea cups and shouted “Cheers! For an upcoming successful software campaign ahead of us!”.

 

 

Read our Client Successful Stories

Let us help you generate more Software customers in Malaysia

Dial +60 3.2772.7370

 

 

Prepping your Lead Generation Plan for Malaysia in 2017

Prepping your Lead Generation Plan for Malaysia in 2017

Homes are cleaned and decorated, debts are settled, offerings and prayers are made, plenty of foods are prepared and new clothes are purchased and family members reunite – things that Malaysians prepare before the New Year comes.

Planning ahead is good habit. In business, filling out your calendar with forward actions for the coming year will not only give you and your business direction but will motivate you to achieve daily successes. Below are some tools that you may include in preparing your lead generation plan in 2017:

Social Media Has Just Gotten More Sociable

Edison Research showed Facebook as the top social media platform preferred by most marketers, next in line are Instagram, Pinterest, Snapchat and Twitter.

Note that Snapchat made a big leap into the top five from it’s previous rank (8th) in 2014. Does this mean including Snapchat in your as your marketing tool for 2017 is “a must”? That’s for you to decide

Regardless of which social platform you regard as the best marketing tool for your business it all boils down to a single analysis:


Thebalance.com says “Social media gives marketers a voice and a way to communicate with peers, customers, and potential consumers. It personalizes the “brand” and helps you to spread your message in a relaxed and conversational way.” 


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

Trade Shows Bear All

Marketingsage firmly believes that “Trade shows are a great way to demonstrate products and to meet people face-to-face. They are very useful when you sell products that require a demonstration or that need to be handled by the prospect. For these reasons, trade shows are usually good for introducing new types of products or for complex products.”

In trade shows, you can bear almost everything about your product and can instantly acquire leads after a quick chat with a visitor getting into this gratifying part require a full effort and resources preparation. To help you out check some guerilla marketing ideas for staging a trade show from Handshake and posted trade events in Asia Pacific for 2017 from Eventseye.

Related: 3 Simple Tips To Hit Trade Shows With A Bang in Singapore!

Webinars Are Doing Good So Far

Sproutmedialab.com has Webinars in their list of best ideas for 2017. They say “You are able to speak directly to your users, give them information and teach them what you know. Give them great training and show them real-life applications.”

Online meetings may come fast and easy for most marketers and for any business specialist for that matter but have you got the best webinar tool to use? The list below are the top five webinar tools from Small Business Trends:

Click here for more in-demand webinar tools.

Mobile Is Going An Extra Mile

Mobile marketing has swept the hearts of marketers. Econsultancy bore four things you ought to know about mobile marketing in Asia Pacific:

  • Asia Pacific companies are rising to the challenge and investing in mobile.
  • Experimentation will be key over the next 12 months.
  • Many organizations lack a strategic direction for their mobile marketing.
  • Companies in Asia have taken the leap

There is no doubt that mobile marketing will be much utilized by more companies in 2017 as digital giants continue to create and recreate mobile applications that enhance contactability between consumers and businesses. Read this Top Tips to a Better Mobile Marketing

Content Is Worth All Efforts Spent

Like a race car competing against a speeding aeroplane – that;s how content marketing is fastly rising and maturing in Asia Pacific. Consumers are getting more interested for knowledge and engaged for using trusted brands.

Will this trend continue in 2017?

Forbes confirms and presents: Content Marketing Trends – What to expect in 2017 and beyond:

  • Live streaming will grow in popularity. Facebook Live, YouTube Live, and SnapChat will continue to offer easy-to-use apps for hosting live demos.
  • Virtual reality might take off.
  • More email newsletters.
  • Storytelling will become a key part of content marketing
  • Push advertising will fade away and be replaced with native advertising.

Related: NEVER Forget these 7 Ground Rules for Creating Engaging Content

Distribution Channels

Marketers will continue to use methods of sharing information via email, video, downloadable reports and blog posts. These channels are easily available via mobile so Forbes suggests “Make your blog and site easy to read on mobile devices.”

Related: Medical Businesses: From Print Ads to Multi-Channel Marketing

Prep your lead generation plan for 2017 now, or you’ll cram like fireworks popping in the Chinese New year celebration.

 

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

How to Lure Malaysian Leads To Invest on your Business

 

Implement the most Effective Lead Generation  Campaign

in Malaysia this 2017! Dial +60 3.2772.7370

 

 

Reference: www.moneyjournal.com, www.thebalance.com

How to Lure Malaysian Leads To Invest on your Business

How to Lure Malaysian Leads To Invest on your Business

World famous pretzels Auntie Anne’s had to rename one of its delightful pretzel variants before it got a Halal certification for a franchise in Malaysia. This is a strict requirement for investors in Malaysia before they can market and sell their brands, more so to be more aware of the race’s sensitivities to adhere to and respect the Islamic belief and practices, and one of those is renaming foreign products by making them sound more Muslim-ish.

From Pretzel Dog to Pretzel Sausage – what’s the difference between the two by the way?

Getting a business tie-up with Malaysians may not be as fast and easy as the other Asian counterparts. If you’re an outsider who aims to expand business in Malaysia or somebody offering partnership to Malaysian entrepreneurs to invest in your business you have to know some very important SOPs before you can lure them to invest on your business. Here are some insights that can help:

#1: Get to know them better before you can get them interested to join up.

Malaysia, although mostly (50-55%) are Malays, is basically a society of converged races: Indians, Chinese and Europeans who brought their respective cultures and customs to the Malay Peninsula, which opened Trade to merchants and investors. The Malays’ openability brought about change in its focus from agrarian to a fused economy of investments and privatization that continuously thrive on major industries like tin, rubber, palm oil, timber, oil, textiles and electronics.

Malaysians are open to opportunities, but before discussing about your business with them build rapport by asking them some simple personal questions like “how are you” or “were you able to attend the IT event”. Earn their trust for better effectiveness. These type of questions are likely welcomed by them not like some other western counterparts where personal questions on rapport building is a big NO.

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

 

 

Related: How does Multi National Company Expand their Business in Asia

#2: Be like them, respect and adhere to their norms.

The Malaysian society is, in many ways, very traditional. They value “respect” especially for elders and such character is prevalent even on how they do business. Below are some do’s and don’ts for personal meetings:

  • Be at your best business suit when meeting with them.
  • Handshakes is mostly done by men; as for women wait for them to initiate the action.
  • Exude politeness both in words and actions.
  • When exchanging business cards, receive with both hands
  • Most suitable business gifts would be a pen or notepad with a company logo, others may be perceived as bribe.

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

#3: Perfect their timing, observe their Holy days.

Although Malaysia has western influence, before you set a business appointment or call them, double check on which part of the peninsula is your prospect located.

Parts of the country that follow an Islamic work schedule are Kelantan, Terangganu, Perlis, Kedah and Kohor. Don’t be surprised if you get voicemails and auto replies when you call or email prospects on these days in the said areas.

  • Thursday – half day
  • Friday – holiday (Islamic holy day)

Sabah, Sarawak, Federal Territory, Pahang, Negri Sembilan, Perak, Penang, Malacca and Selangor mostly follow wester concept work schedule with weekdays off.

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

#4: Do business their way

  • Malaysian prospects often conduct business negotiations longer and quite detailed. Be prepared with collaterals and references which at most of the time they may request along the process.

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

  • You may communicate with them in English both in speaking and writing but patterned to be simple, short and in most polite manner. Malaysians may be warmth and open to strangers in their land but remain loyal to their culture and traditions. Such characteristic is evident in their content in speaking their native language, Bahasa over other foreign languages.
  • According to a research conducted by GlobalWebIndex, Malaysians are among the five races (Filipinos, Thai, Vietnamese and Indonesians) with the highest internet usage at an average of 5 hours per day. tweet this! This is a good reference factor to be able to connect with Malaysian leads via social networking sites but still, you have to keep all your actions and comments, in the most polite and respectful manner.

Getting prospects to invest on your business takes a process, but for your Malaysian counterparts it is most likely to be longer and more detailed: Get to know them to get them interested to join up, Be like them by respecting their norms to gain their trust, perfect their timing and do business their way. Thus, you will definitely not just lure them to invest on your business but build a long-term business relationship.

Final tip: Don’t bother yourself much about Pretzel Dog and Pretzel Sausage, what’s important is that you sold them fresh and delicious to make your Malaysian customers happy.

 

References:

journeymart.com

www.mzv.cz/file/1033199/Doing_Business_in_Malaysia.pdf

 

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

From Wannabe to Superstar: How to Do Marketing in Asia

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

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

I’ve been trying to get a meeting with the CIO for 2 weeks now and was so happy when I got hold of him on the phone. The conversation is going the way I want it to be.

Suddenly, he asked “Can you explain to me in details how your product works and the process on how to install it and integrate with our system?”

I’m a salesperson who happens to know about the product I’m selling. However, the technical side of our product is the part in which I knew nothing about.

I smiled and paused for almost 5 minutes. I know he’s interested so it’s too hard for me to mess up now!

It was an awkward moment. As a sales rep, I know you’re familiar with this situation. Salespeople spend most of their time talking which means it is not impossible to  end up discussing something new to you at  times. When doing lead generation, most sales reps panic because of fear that not knowing the answer may lead to a loss of interest on the side of the prospect.

That’s true. But don’t you know that not knowing the answer could also mean “opportunity” on your end as a sales reps? How? 

Here’s what to do and how to answer prospect’s question even if you don’t know what you’re really talking about.

#1. Admit your ignorance and refer prospect to an expert

In telemarketing, being honest with your prospect is important. You’re only human. Admit you don’t know the answer and tell the truth in a creative way.

Example:

I’m not the best person to speak with regarding that. That’s actually the reason why I called. What I can do is take note of your question then I’ll have one of our Consultant give you a call to discuss this with you. (Set the date and time of the appointment)

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

#2. Take note of the prospect’s question

This is for your Consultant’s reference. So he knows what to discuss with the prospect when he called.

#3. Continue asking question

Proceed to finding more about their current setup. This way, your Consultant will have an idea about their current and can prepare what to present on a scheduled phone call. Here’s how to nurture your leads and guide them to sales funnel.


SALES LESSON

Not knowing the answer to a prospect’s question can’t be considered a problem. To somehow avoid this from happening, here are the things you need to improve before making a call.

  • More product knowledge.
  • Look for other products that your company is selling so you’ll have other options on what to sell. Don’t just focus on one product.
  • Be confident even if you don’t know the answer. This is your chance to refer the prospect to speak with your Consultant and eventually close a sale.
  • Don’t avoid the question. Acknowledge even if you don’t know the answer. Just be honest.
  • Don’t answer “Yes” with an unsure tone. You will lose your credibility.
  • You can also advise the prospect that you’ll send an email right after the call to address his questions.

If you’re prepared and your answers does lead to a sale, at least you’ll know what to do the next time you encounter a prospect asking you questions you don’t know anything about.

 

Learn more about sales and marketing

or get help in generating leads in Malaysia

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Refresh your knowledge in marketing, check out this presentation!

5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

Knowing your ideal customer is important before reaching out to them. It’s essential to have a targeted list so your team’s effort will not be put to waste. The information you gather in profiling a list makes it easier to identify why customers buy from you. The more information you have about your customer, the easier it is for you to know if there will be opportunities to sell them your product.

Also, you must make sure that you’ve examined your existing data before reaching out to your prospects. Having a clean and updated database with no duplicate records is important for your sales team to maximize their time and effort in getting hold of their target prospects. Here’s how to know if you’re wasting resources on a dirty marketing list.

As discussed in my previous article, Get it Right: Double the Number of Your Sales Leads with Multi Channel Marketing, the best method to reach out to prospects in Malaysia is through Multi-channel marketing. Follow these steps to have better campaign results: 

STEP 1: Send out introductory email first

5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

Now that you have a targeted list, you are now ready to reach out to your prospects.

Email allows you to communicate with your prospect and at the same time, respect their time. According to Robert Graham, the author of Cold Calling Early Customers, “An initial email makes more sense because it doesn’t require for the prospect to answer the moment they receive it.”

Emailing let’s you educate your prospect about your product or service and connect it with their current situation. Plus, you can always use email as a reason for your call. However, if many are already familiar with your company, for example; Salesforce.com, Dropbox, Microsoft, etc. Then I suggest that you should start calling your prospect and ignore the email-first rule.

STEP 2: Make sure to maximize every call

5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

When calling, you don’t only focus in one decision maker. Different people with different roles are involved in the decision making process. These people are;

  • The evaluator. He’s not the decision maker but he’s the one who evaluate if there are some issues with their current setup.
  • The recommender. He’s usually the one who evaluate what’s available in the market and present a recommendation with reasons why the top decision maker should consider a certain product.
  • The influencer. He’s not the final decision maker but he’s the one who can influence the decision of the final decision maker.
  • The final decision maker. He is the top decision maker. He’s not directly involved with the process but he’s the one who decides which product to consider.

Also, when making a call, follow a prospecting schedule. Learn about your prospects availability and evaluate as to when is the best time to call Asian prospects that will give you higher contact ratio.

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

STEP 3: Warm referrals through word of mouth

5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

You may have satisfied customers, only to the fact that their expectations  were low or no one else is doing a better job. Having a satisfied customer isn’t enough nowadays. For you to have a booming business, you need to have loyal and satisfied fans who will keep on patronizing your product or service to their family, relatives and friends.

How to get more referrals?

STEP 4: Conducting or Attending trade shows and events

5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

Trade show, conference or any event is usually targeted for a specific industry. The people involved or those who attend are usually interested in that industry. Hosting or attending a trade shows can be a great way to reach out to your target market, create brand awareness and promote your product or service.

Find out what’s the best event marketing game plan for your next event.

STEP 5: Connect through social media platforms (LinkedIn, Facebook, Twitter, etc)

5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

Stay in touch with your prospects through social media by sharing contents, company update
s and tips regularly. It is one way to establish yourself as one of the experts in your field. Also, using social media to communicate and interact with your audience can be an advantage on your end. However, be careful as social media is ineffective when it comes to sales. Social media is more effective if you educate your audience about your products and service and make them feel like they need it, instead of selling it directly to them.

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

It is easy to sell something to someone when you know that they’re interested with the product or service that you’re offering. By profiling your database and having a targeted list, it’ll be easier for you to reach out to your prospects through various channels and create brand awareness which may eventually convert into a sale.

 

Reach out more targeted customers for your business,

Learn more about our client profiling services!

 Dial +60 3.2772.7370

 

 

Most Recommended Lead Generation Tips to Improve Logistics Company’s Sales

3 Recommended To Do's to Improve a Logistics Company's Sales

Distribution, transport,freight, hubbing and consolidation, orders and retailing are among the basic prime services of a logistics company. Their workflows are numbers-driven and require proper time management.

In Malaysia, the logistics business comes next to manufacturing in terms of progress but both have contributed to the country’s booming economy. Despite the challenge on prospecting, the logistics industry is thriving in the supply chain market. And for those logistics companies who are able to testify success, lead generation has played an important role in their stories.

Each lead generation company may have its own 5, 10 or many ways of helping a logistics company hit its sales goals but let’s take a look at the three most important ways that summarize how lead generation can improve a logistic company’s sales numbers.

Profiling the Customer

As a logistics company, you very well know who your target customers are but getting to know them better is another thing to work on. Customer profiling will help you identify your prospect’s demographic and psychological characteristics.

What to do:

Have your database profiled by scrubbing off wastes or invalid contacts like DNCs, verifying and updating information like contact names, addresses, emails and phone numbers. Also, compose some probing questions that will help you discover your prospects’ buying behaviors like how long is the evaluation, when and how they purchase and the approving process of decision makers.

Related: How to Get rid of Dead Leads on Your Database?

Monitoring the KPI (key performance indicators)

A logistics company’s strength lies in numbers – managing millions of square feet of space, keeping a daily of track its growth and by delivering millions of units of consumer products from one region to another is one tough goal to achieve. This is the reason why, the lead generation program must also be kept monitored.

What to do:

Monitor all KPIs from all marketing channels

Calling – keep track of the number of leads and have a ready disaster recovery action plan for each challenged met.

Emailskeep data integrity in your database. Have all bounced emails verified and replace invalid ones to ensure a flawless communication between you and the prospects. This way you will be assured that your message is sent to the right person at the right time. Bounce rate should not exceed at 10% of the total number of emails delivered. Also note that bounces are likely impacted by some factors like subject line appeal, length as well as the email content structure and CTAs.

Web – make sure that your offers are well represented on the web. Content marketing can help your logistics services be known and recognized by your target customers if done right: benefits are primarily positioned for the customers to see in a compelling but realistic approach and CTAs (call to action) and hyperlinks are fast and easy to use for querying customers.

Monitoring website’s data through marketing tools like analytics will show you the number of website visitors, how many of them turn into leads or how many of them comes back and read your blog.

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

Reporting and Collaborating Actions

With  the help of technology innovations like automation and nurture tools, lead generation programs are now able to track customer actions and easily respond real-time.

What to do:

Integrate the automation tools with your CRM for easy tracking of real-time alerts. Collaborate with your lead generation team and discuss both campaign successes and challenges through detailed reporting. Acknowledge both the daily successes achieved by the team as well as the challenges they encounter. Remember, that you’re working with a team of sales and marketing professionals who are subject-matter-experts in the lead generation field but you also have to consider other factors that might impact the campaign such as customer responses and business/industry’s economic status.

The 2016 Agility Emerging Markets Logistics Index showed Malaysia ranked 4th surging economy giants like Saudi Arabia (5), Brazil (6) and Indonesia (7).

Related: The BEST Answers for Frequently Asked Questions in Marketing Automation

Run a multi-channel lead generation program that includes all the three important ways that can help your logistics business improve and hit its target sales numbers: profiling the customer, monitoring the KPI and reporting and collaborating actions.

Your success would definitely become a factor to Malaysia’s worldwide acclaim in the logistics industry.

 

Looking for more way to increase sales and revenue?

Visit B2B Marketing Blog or get targeted customers for Logistics in Malaysia.

Dial +60 3.2772.7370

 

 

 

 

The Best Social Media Sites for Lead Generation in the APAC Region

The Best Social Media Sites for Lead Generation in the APAC Region

Lead generation is about collecting information from potential clients that can be passed onto your sales team. It goes without saying that the more leads you have, especially quality ones, the more chances you have of converting them into sales. Good thing leads are found everywhere – even in virtual space like social media. These days, we can’t overstate the impact of social media in lead generation.

Here’s a quick fact-check:

  • Of the 7.2 billion people on earth, 3 billion have Internet access; 2.1 billion are active on social media; and 1.7 billion use social networks from a mobile device.
  • The average social media user maintains five accounts.
  • Facebook has more users (1.5 billion) than the world’s most populous country – China – has people (1.36 billion).
  • The average Facebook user spends 1 hour and 48 minutes a day on the social platform.
  • Twitter has 310 million active users.
  • 90% of young adults (ages 18 to 29) use social media. 35% of those over age 65 do.

(sources: Statista and Business2Community)

 

This infographic by wearesocial.com provides a very clear picture:

There’s really no hiding from or avoiding social media.

But who says we’re trying to avoid it anyway? Fact is, social media is kind of the great equalizer in marketing: if small businesses cannot keep up with their bigger rivals in terms of old-school and traditional advertising and marketing, they go to social media, where there’s a goldmine of leads.

“APAC is home to almost 3.9 billion people, accounting for just under 55% of the total world population. The region hosts just under half the world’s Internet users, and 52.2% of the world’s active social media users.”

So stop putting your head in the sand and find those sale leads through social media. Here’s where you should capitalize:

Facebook

facebookFacebook is still the most popular social media platform in the world. Of its more than 1.5 billion users, 500 million is in the Asia Pacific region. That’s a staggering number, especially since China only contributed 1.9 million users (China banned Facebook since 2009).

Lots of industries are dominating with Facebook marketing, but retail is the reigning champion (for now, anyway). Although marketers admit that lead generation isn’t the main reason they take their business on Facebook, the fact that it has the potential to be seen by half a billion people simply cannot be ignored.

2

While it’s use is not primarily for business, Facebook has great potential to gather more leads, not to mention lower your marketing expenses, reach a targeted audience, build brand loyalty, increase your web traffic, and boost SEO.

Related: B2B Lead Generation Statistics You Need to Know

 

Twitter

twitterAccording to eMarketer, it is estimated that Twitter’s growth will continue to be in double digits through 2018, with the Asia-Pacific region playing a large part in the growth trend. As of the moment, Twitter users in Asia-Pacific already outnumber those in North America and Western Europe, accounting for almost 33% of all Twitter users, the report says. By 2018, the Asia-Pacific region will account for over 40% share of Twitter’s user base. And the caveat? These numbers do not include China because just like Facebook, Twitter is banned there.

Twitter penetration rates as a percentage of the internet population are highest in Japan, Indonesia and South Korea, though even in these relatively penetrated markets fewer than one in five web users is a Twitter user. As a share of the population in each country, penetration is significantly lower, with a high of 15.3% in Japan compared with a low of just 1.5% in India.

But the smaller group of social network users in these Asia-Pacific markets has warmed to the service more. Nearly two in five social network users in Japan use Twitter at least monthly, on the high end, and even in lowest-ranked India, 15.0% of social networkers are on Twitter.

So what does this mean?  As Twitter is slowly gaining ground in the Asia-Pacific region, especially in countries with emerging markets, it would be a viable medium for lead generation.

Use multiple channel to increase more qualified leads in Malaysia!

LinkedIn

linkedinLinkedIn has made a number of changes to the way that you can reach people on the platform, and this has made a huge impact in its drive to increase user penetration in the Asia-Pacific region. As a matter of fact, LinkedIn’s growth in Asia-Pacific has outpaced its growth in the West.

4

Whereas they used to only allow for small ads on the side, you can now promote updates directly in the feed, where people actually look, in many different formats (link, photo, text).

But the single greatest benefit of using LinkedIn for marketing is that you can target professionals.

Sure you can proxy this capability by targeting the right keywords in Google or interests in Facebook, but neither of these compare with being able to target someone’s job title, company size, seniority, etc. That is, if you are targeting people who work in the IT industry in, say, Singapore, you simply cannot find them as effectively anywhere other than on LinkedIn.

Related: Update your LinkedIn Profile for a Better Lead Generation

Qzone

Qzone

China is the world’s largest social network market. Its market composition varies considerably from the rest of the world. Due to the Great Firewall of China, as the Chinese government’s internet censorship project is commonly called, Facebook, Twitter and Youtube, the leading international social-media players, are all blocked in China. However, China’s social media landscape is not incomparable with its western counterparts. Tencent’s Qzone, the most valuable social media brand in China as of 2015 with a reach of over 700 million users, is a combination of Facebook and Tumblr, where users share photos, leave messages and blog.

The importance of tapping this massive user base for data or leads can’t be overstated. As international brands have focused increasingly large shares of their digital marketing spend on ads, content and promotions across the major social networks like Facebook and Twitter, there’s still a major opportunity to connect with Chinese consumers through their own platforms.

In China, 70% of social media users are under the age of 35 (30% are between 26 and 30), Internet users spend five to six more hours online per week than Americans and an average of almost 90 minutes per day on social networks, and 38% of consumers make product purchase decisions based on recommendations they read on social networks. This makes Qzone a legitimate goldmine for leads, especially the blanket ban on Facebook and Twitter in China is yet to be lifted.

In 2015 there were around 350 million online transactions in China, and according to http://www.statista.com, it generated around 2.6 trillion Yuan. The best part? In comparison to the business-to-consumer and consumer-to-consumer sector, the business-to-business e-commerce sector currently generates the greatest amount of revenue.

 

Choose a marketing channel that works for your campaign or combine cold calling, email and social media for better results!

Get more industry targeted leads in Malaysia today. Dial +60 3.2772.7370.

 

Is your Marketing Campaign OFF Targeted in Malaysia?  Read more on how to get industry targeted leads..