Build a Solid Understanding on IT Before Generating your First Lead in Malaysia!

Build a Solid Understanding on IT Before Generating your First Lead in Malaysia!

Becoming a successful marketing professional begins with making sure that you have the knowledge and skills necessarily to effectively promote your company to potential customers within its target audiences. This means that having a working knowledge about marketing theory as principles is non- negotiable.

But you know what the other non-negotiable thing in marketing is? Having a solid understanding of the technology industry is essential especially if you’re about to target consumers for your IT products and Services.

Essentially, we can sum this up the way Sun Tzu said in his famous book, The Art of War: “If you know the enemy and know yourself, you need not fear the result of a hundred battles.”

Of course, in this analogy, “yourself” means your personal marketing skills, while “the enemy” is the target consumer.

 

Now let’s prepare for war by knowing the enemy.

#1: Understanding the IT Industry: Trends and Jargon

Competitive Landscape

Demand for IT services is driven by rapid technological advances, but spending depends on the health of the economy. The profitability of companies depends on technical expertise, innovative services, and effective marketing. Large companies have advantages in broad service offerings and global reach, which give them the ability to provide outsourcing services to big corporate customers. Small companies can compete effectively by specializing in market niches or by partnering with larger companies that want to broaden their mix of services.

Products, Operations & Technology

Computer systems design, development, and integration services account for about 35% of industry revenue; application design and development services, 25%; and technical support, 10%. IT services companies help clients use computers, software, and communications systems more efficiently. In addition to providing advice on using computer systems, they frequently recommend hardware and software systems to their customers. Firms provide a variety of associated services, including business function outsourcing, data warehousing, systems planning, enterprise resource planning, and training.

Related: Why Businesses Need IT Consultants?

IT and the new Playing Field

Communication helps businesses grow and prosper, creates relationships, strengthens the effectiveness of organizations, and allows people to learn about one another. Technologies, such as the Internet, mobile phones, social media, and customer relationship management systems greatly affect the way companies communicate with prospective customers. These new forms of communication are changing the media landscape and the type of messaging strategy organizations use.

Related: Inspiring Quotes for IT Professionals to Keep on Innovating

Many consumers and business professionals seek information and connect with other people and businesses from their computers and phones. With access to many sources of information and an interest in interactive media, consumers may collect more product information on their own. Work environments are also changing, with more people having virtual offices, texting on their cell phones, or communicating through social media sites such as Facebook, LinkedIn, Pinterest, and Twitter. As the media landscape changes, the money that organizations spend on different types of communication will change as well. Once companies have developed products and services, they must communicate the values and benefits of the offerings to current and potential customers.

Get expert IT marketers to generate you IT sales leads!

 

Callbox Shares Lead Qualification Secrets in Singapore Through Answering 4Ws and 1H

Featured: Callbox Shares Lead Qualification Secrets in Singapore Through Answering 4Ws and 1H

#2: Why There is a Need to Understand IT Market before Generating Leads?

This is necessary when you want targeted and qualified prospects coming in. Knowing where IT prospects lurk and what medium are they best reached are just a few things you should consider in deciphering this demographic and in planning a marketing strategy for them.

Related: Proven ways to generate leads for IT Services in Malaysia

#3: Marketing Tools Used in Reaching IT Prospects

Effective marketing is all about getting messages in front of potential consumers in appealing ways that have the potential to influence purchase decisions. Doing so in the 21st Century requires the use of various tools. From managing your own schedule to keeping up with previous contact to distributing marketing oriented information via email and online marketing channels. 

Example of marketing channels and tools that are most likely to used my IT marketers:

  • Blogging: Many marketing professionals are involved in setting up and managing blogs for their companies.
  • Computerized Presentations: Marketers are often responsible for creating computerized sales and marketing presentations using PowerPoint or other applications.
  • Customer Relationship Management (CRM) Systems: Companies often use sophisticated CRM software applications to keep track of all types of customer contact, including sales calls, presentations, purchases, complaints and more. Marketers need to be able to access information that is in the system as well as input additional data as it becomes available.

Manage leads. Monitor campaigns. Nurture relationships Check out our very own Pipeline CRM!

  • Email Communication: Marketing professionals rely heavily on one-on- one email communication in order to accomplish their work. Email communication is quite common with customers, prospects, coworkers, member of the media and others.
  • Email Marketing: Many companies rely heavily on email marketing as a way of attracting new business and building relationships with current and past customers. Marketers are often responsible for building and maintaining an email marketing database as well as creating e- newsletters and email advertisements.

Related: The Hidden Gems of the Web: Where Can You Get a Good B2B Lead List?

  • Graphic Design Software: Marketers who are involved in designing advertisements and collateral, such as brochures and newsletters, for their companies are expected to be well versed in the use of graphic design software applications like InDesign, PhotoShop and more.
  • Websites: Having web design, development maintenance skills can definitely be an advantage for individuals who want to work in marketing. The level of web skill necessary varies from one company to another. In some organizations, marketing professionals are expected to handle every aspect of creating a website, including design, programming, security, content development and more. In other organizations, marketing employees work closely with in-house programmers or an outside web development firm on the technical aspects of site management.

Related: Increase your Fill Form Conversions with these 7 Calls to Action

  • Social Media: With so many companies incorporating social networking into their promotional efforts, marketing professionals need to be well versed in the use of popular social media technologies as tools for attracting new businesses and building customer relationships. Marketers are often responsible for setting up and managing Facebook pages and Twitter accounts for their companies, publishing video content to YouTube, and establishing LinkedIn profiles for key company personnel.

Related: 5 Social Media Trends for Businesses in 2016

Young people today are part of the millennial generation, and it is consumers from this generation who are driving the change toward new communication technologies. A young consumer might opt to get promotions via mobile marketing – say, from stores on your cell phone as you browse or via a mobile gaming device that allows you to connect to the Web. Likewise, advertisements on Facebook are popular as businesses continue to utilize more social media. Traditional media (magazines, newspapers, television) compete with media such as the Internet, texting, mobile phones, social media, user- generated content such as blogs, and YouTube as well as out-of- home advertising such as billboards and movable promotions.

Therefore, all forms of marketing media have been forced to come up with innovations to remain relevant. Technology businesses looking to grow should also strive to work more collaboratively with their customers to truly understand the core challenges they are facing. This insight will help them to better communicate how their products and services can deliver greater value to their customers.​

 

Helping Tech Businesses Market their IT Products and Services in Malaysia!

Do you wish to get more IT Sales leads in Australia?

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

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

No matter how good your business is, it will experience a slow season for one reason or another. Most businesses go through some of a dry spell – a time of year when sales drop off.

It may be because of the weather, or a really bad economy, or in the case of B2B companies, a month or a season with lots of holidays. Whatever the reason, no business is exempt from this dreaded event, and certainly no businessman looks forward to the dip in revenue.

There’s a silver lining to this. The period when business regresses from running to jogging to just doing a brisk walk is the time during which you should be even more active in maintaining existing sales leads, as well as working to generate new leads. In business, taking this time off is simply squandering these opportunities.

The methods you would use to generate sales during your peak season are probably going to be markedly different from those which you would employ in the slower part of the year.  Despite this, a resourceful lead generation team should have no trouble coming up with an approach to gaining leads during the lean season, and leads collected in the off-season could lead to sales during your peak period.

As is always the case, knowing the problem is half the solution. The other half is listed below.

Taking a New Approach

During the period when sales are down, it doesn’t mean that your customers just ceased to exist—they are still out there, and are likely planning their future purchases. It may not be coming for a few months, but by getting to your customers first, you can create an impression that will stick with them and translate contacts now into sales later.

Related: Sales Volume Freeze Over. De-Frost through Effective Telemarketing Campaign

Countless marketing and sales research firms, publications and thought leaders in the B2B industry, including Eloqua, RainToday.com and SiriusDecisions, report that


75% of the leads that don’t show solidified buying interest at the present time will go on to buy related services within the next 24 months. tweet this! 


So while these leads may be dormant now, they have full potential for revival into primed leads (and, ultimately, satisfied buyers) when the time is right. This is why you must motivate your sales reps to pay attention to those dormant leads. They must keep your company in mind and in sight – because within 24 months, that now-primed lead is ready to buy… and you want your company to be the one they think of and go to first.

Build trust and create your own pr armies through good customer service. Here’s an quintessential guide in building your business followers in Malaysia.

Getting To Know Your Current Customers

The dry spell between peak seasons offers a chance to get to know and better understand your customers. You can explore your customers’ demographics, find out what they like about your product and what attracts and drives them.


During this slow period, spend some time really getting to know your current customers. What do your current customers have in common?  What demographic do they come from?  What similarities do they have?  Who is really in your target audience – the people you expected or a whole new genre of customers?


To get an idea of how to draw in new customers, take a look at what brought your old ones to the company.  Which marketing strategies worked best?  What helped set you apart from the rest of the competition when it came to landing that particular sale? By exploring your customer base, you may even discover an entirely new demographic to whom you had never before even thought to market.

 

Callbox Shares Lead Qualification Secrets in Singapore Through Answering 4Ws and 1H

Featured: Callbox Shares Lead Qualification Secrets in Singapore Through Answering 4Ws and 1H

 

Tap new demographics and industries you think will be profitable to target.  We found out that we have strength in generating leads for IT and software industries so we give focal attention to them. Fortunately the gamble was all worth it. Here are some proven ways of generating leads for IT services Malaysia that we have mastered and applied to our own campaign. There’s no harm in trying though. As a marketer, shortcomings are inevitable and it’s just up to you whether you stop and your find other ways.

Check out how we formulated this 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales).

Give it a Personal Touch

The slow season offers a chance to not only get to know what type of person buys your product, but who they are specifically. Most of us are attracted by a friendly and personal touch. In addition, by getting to know your customers more personally, you can tailor your approach to what attracts them on an individual basis. In this way, you can make sure that a previous customer will be come back, peak season or not.

You could spend your off-season getting to know both the prospective and existing clients’ needs. Send them a personal email. If the contact information is available, give them a random call. Send a corporate card on their birthdays. Any of these extra efforts will go a long way and ultimately really set you apart from the competition.

Related: The Three-Step Guide to Better Customer Retention in Singapore

Generating Buzz Through Discounts

Another approach you can take is to offer promotions during the off-season. There are always companies who are always on the look-out for cheaper deals, and offering special rates during a period when a product is less in-demand is the proven method for attracting them.

Related: Use the Psychology of Free Stuff to Generate Leads

Not only can offering a special deal drive sales during the slower parts of the year, but it can help drive sales later when your product is back in season. The buzz that would be generated by a customer attracted by a discounted price can help to attract more off-season customers, and these same customers can help to draw in more buyers later, as well as be return customers themselves, literally multiplying your business.

This strategy also has the potential to jump start your post off-season sales.  The word-of-mouth created by your special deals might help bring in premature leads and get you out of your slump sooner than anticipated.

Nurture your premature leads, the right way!

Use the Off-season Wisely

The off-season is a challenging time for many businesses.  Just because the leads aren’t pouring in right now doesn’t mean they won’t be replenished in the near future.  Use the down time to generate as many leads as possible and nurture the ones that have potential. Rather than lying dormant during the months when sales are slow, utilize this time wisely – don’t miss opportunities for off-season sales, and likewise don’t miss the chance to lay the groundwork for future sales. Take this time as a chance to explore your customer base, get to know current and prospective buyers, and don’t overlook chances for sales that you might not have expected.

After all, a missed opportunity is still a missed opportunity regardless of the time of year.

 

Don’t lose hope. Team up with Best Lead Generation Professionals in Malaysia, specialized in lead nurturing and appointment setting.  Get help with our Marketing Consultant +60 3.2772.7370.

Generate leads in Malaysia - Callbox Can Help You

The Proven Ways to Generate Sales Leads for IT Services in Malaysia

Proven Ways to Generate Sales Leads for IT Services in Malaysia

Getting sales leads for IT services is really just the same as acquiring sales leads in any other market. It all starts with a sales-ready prospect list. In the vast IT field, however, what gives you the edge over your closest competitor is a prospect list built on a solid understanding of the IT industry, as well as its product and service needs.

Know the target Market

According to a study by the Australian Trade Commission, the Malaysian Information Technology Market has strong growth fundamentals, including low PC penetration, rising incomes, and a high-tech focused national development plan.

The market is somewhat fragmented – there is sophisticated metropolitan market in and around the capital, but still very much a developing market in other regions. The Malaysian IT market is import oriented and relies on foreign technologies, with international software, hardware, and service providers already active in the market.

Striking a Balance between Conventional and Emerging Trends

That said, let’s set this straight. There is no absolute best way to generate the sales leads you need. Yes, you read that right. There had been hundreds of studies done and thousands of man-hours of research spent for this, some even employing complex analytics, but there really is no clear-cut winner. Some observers swear by the influence of social media, while others say it’s overhyped. Still, others believe the traditional ways of generating leads are underrated and thus, underutilized.

While the experts are arguing about this, what one should remember is how to find the sweet spot between the conventional lead generation strategies and the emerging trends.

1) Use Only Good/Useful Content

These days buyers have become proactive because of the internet – they find their own solutions to business problems, instead of relying on salespeople’s pitches. Because of the internet, almost everything – yes, even IT solutions, can be a D-I-Y thing.


A recent report by TechTarget and Google suggest that 95% of technology buyers conduct their own research online, starting with search terms about solving particular business issues.


Let’s call this the “awareness phase”, when they are just discovering solutions to their problems. Next comes the “consideration phase”, where specific vendors or companies are researched, and finally, the “decision phase”, where brands are being compared until the buyer finally chooses what he believes is the best solution. Marketers should capitalize on this by being “top-of-the-mind” even in the early stages of the process in order to increase the chances of a buyer including his company in the pool of those which can help them address their business issue. How? According to www.onestopclick.com, it is wise to place content online, but make sure it is intelligent content.

Free! A Comprehensive Guide for Content Marketing in Malaysia this 2016

 

Find ways to have a positive presence in areas of the internet which target customers will be likely to go to for advice. Information must be knowledgeable, unbiased and authoritative – the emphasis is on engagement rather than selling your products. Companies that produce educational or informative content – ebooks, webinars, cool videos —  can establish thought leadership and generate leads earlier in the buying process, setting the stage to ultimately win the business.

The Recipe for an Award-Winning Content Dish [Infographic]

The Recipe for an Award-Winning Content Dish [Infographic]

 

Click to view full image.

 

2) Customer referrals

Customer referrals are an organization’s best friend. If the one giving the referral is a satisfied customer, he or she should be a friend for life. According to JR Rodrigues, CEO of NetCablesPlus, which sells a wide variety of networking cables and accessories, “There is nothing better than getting a sales lead from a happy customer.” An existing “customer knows what you are offering and probably has a good idea of what the referred prospect needs,” he says. It goes without saying that the lead is probably well-qualified. Beyond this, you will have tremendous credibility with the prospect since you come well-recommended from someone that they know and trust. However, taking care of customers well is an entirely different topic.

3) SEO: Use Long-tail Keywords in SEM and PPC

It is common knowledge in the marketing industry that the best way (in terms of lowest cost per acquisition) for an IT company or a service-based B2B company to generate leads is through pay per click (PPC) and search engine optimization (SEO).

Related: Generating Leads in Australia (The Inbound Way)

According to Gabriel Shaoolian, the CEO and founder of digital agency Blue Fountain Media,

“PPC and SEO are the most effective way to generate leads because when companies need IT services, they go to Google and search for IT companies.”


Fact: 90 percent of consumers — business or otherwise — go to Google search first.


To increase the effectiveness of your search engine marketing (SEM) and PPC campaigns, use “long-tail keyword phrases, which are highly targeted search terms typically consisting of three words or more. Long tail keywords are those three and/or four keyword phrases which are very, very specific to whatever you are selling. You see, whenever a customer uses a highly specific search phrase, they tend to be looking for exactly what they are actually going to buy.

In terms of SEO, consider something educational, something your audience could benefit from. Don’t we love it when we can benefit from something without shelling out much? Once you’ve identified your target keywords, create content around it. You may be amazed at how fast you will rank and start generating traffic and leads for this term.

Related: Confession of a Google Spammer

4) Social media

Social media is the way to go.


Consider this: 64% of the 19 million internet users in Malaysia are active in social media.


A study by www.wearesocial.org published in the Malaysian Insider reports that 15 million Malaysians are active on Facebook, while www.Techinasia.com claims that Malaysia is home to 3.5 million Twitter users, albeit only 21.8% of these users are active. Approximately 162.4 million tweets were published for a certain 30-day period, which means Malaysians sent out roughly 5.4 million tweets per day.

Tip (from respected social media influence Jeff Bullas): Twitter is not only a social networking website, but also a source of potential leads for your company.

Jeff Bullas - Proven Ways to Generate Sales Leads for IT Services in Malaysia

 

With the help of Followerwonk, you can analyze aspects such as; information about followers, at what time your followers tweet, etc., so that you can reach the audience that is associated with your niche.

Latest research findings from TNS show constant connectivity and digital media have enabled Malaysians to leap-frog to be one of the most socially engaged markets in the world.


According to findings from TNS’s Connected Life study released today, over three fifths (62%) of Internet users in Malaysia access social media networks daily, compared to 42% globally.


According to Joe Webb, Head of Digital, APAC, TNS, “Internet users in Malaysia are hungry for content and conversations. We’re seeing high levels of engagement with content and a desire to stay connected with friends and family. So while the medium has changed, the motivations haven’t.” Indeed, there’s a strong opportunity for businesses that really understand these behaviors.

5) Speaking at trade shows, conferences and industry events

“The best lead generator is to give an event presentation and follow it with customized letters, calls or emails to individuals that you met [there],” argues Susan Carol, CEO, Susan Carol Associates Public Relations.

Related: The Parts of the Best Events Telemarketing Script in Singapore

Speaking at an event immediately gives you name — and face — recognition, literally separating, and hopefully elevating you from the hundreds of other vendors or service providers trying to get noticed. There is no better way to achieve recall than by being physically present and doing so with aplomb. And by following up with people you meet at shows in a timely fashion, you stay top of mind.

Related: Like Dimsums in Hawker Centers: How to Make your IT Products noticeable in Trade Shows

No Right or Wrong Way, Just the Appropriate Way

Successful lead generation is a process that does not end once a lead arrives. It must continue beyond the initial indicators as to whether the prospect is ready to buy. Chances are they are not. But at some stage they will be and to ensure that your company is one that they want to talk to when they are ready, you need to be able to nurture the lead.

Get some good luck charms in starting your business!

There are a diverse number of strategies we can implement in order to increase our success in generating leads for our businesses. There is no right or wrong way, just the appropriate way for your particular company at any given time. Whatever measures you put into place, make sure they are fully integrated and sensitive to your customers’ needs. Keeping a balance of the right sort of tactics is the key – like any efficient system different tactics must be able to stand up to scrutiny and be measurable in terms of financial performance.

 

Sign up or dial +60 3.2772.7370!

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Challenges in Targeting Malaysia and What To Do About It

lead generation Malaysia

Asia is one gigantic market for internet users and has huge potentials for running business to business lead generation campaigns. With Singapore’s strong, limitless internet connection, and the Philippine’s reputation as one of the fastest growing number of internet savvies in the continent, Malaysia now shares a part of pie.

But how far has lead generation gone in the Malaysia market? How do Malaysian businesses perceive or behave towards lead generation as part of their marketing strategies?

Let’s probe.

1. Conservatism

Chinese, Indian, Eurasian and indigenous cultures comprise the Malaysian society. This racial fusion clearly shows how these people embrace change and explore diverse experiences as shown by its advancing technologies and booming economy which is well represented by its famous landmark – The Petronas Twin Towers.

However, despite the notable growth of Malaysia’s economy, its people have kept a percentage of conservatism that depicts their stance on Lead Generation.

How do we address this?

“Send me the information first and I will take a look at it”, is the usual answer that you will hear from a prospect during a lead generation call. Normally, 9 – 15% of a total number of acquired positive contacts requests more information first before agreeing with a follow-up call. Once these prospects have received and read the information, there is a higher chance that they will agree with a call.

2. Meticulousness

Relative to their conservative attitude towards engaging with new processes is their meticulousness in process implementation. Singapore businesses may just be as meticulous but are more flexible in adapting new business ideas and much familiar with B2B marketing strategies as compared to those in Malaysia.

How do we overcome this?

Aside from presenting a simple calling spiel, deliver a clearer view of your product and services to your prospect via email. It is also best to do knowledge checking with them during your follow up call, to be certain that they fully understand your product or service offering.

3. Business English Skills

Spontaneity is quite a challenge among Malaysian executives especially for small and medium businesses. Thoughts and words are sometimes atypically expressed for both spoken and written English which at some point may cause delay in completing the lead generation process.

How do we cope with the challenge?

The calling agent should adjust in his communication pace or speed and the choice of words. The same applies with email collateral – words and idea construction should be comprehensive, direct to the point and simple.

The subjects mentioned above may sway the lead generation process at some point, but let’s look at the bigger picture – Malaysia is fast becoming a highly industrialized region in Asia and a good risk for a lead generation campaign.

Every Lead is Special (The Callbox Lead Nurturing Tool)

Every Lead is Special (The Callbox Lead Nurturing Tool)

A repost from Callbox Singapore. Read the whole article here:

Nurturing means to take care of something or someone to grow or develop or succeed. It requires continuous enrichment of knowledge and idea, and perpetual coaching on challenges met through the process.

Callbox just thought exactly the same for You.

The Callbox Pipeline’s Lead Nurturing Tool was created to ensure that the leads of your campaign are nurtured through all available channels – call, email, social, web, mobile, and postal mail – we leave no room for anything unattended. So let’s take a deeper look into how the Lead Nurturing Tool becomes your work-buddy:

1. It acts as an automated workforce that requires less supervision, giving you more productive hours to do other important tasks

2. It will broaden your avenue of communications to prospects through different media.

3. It will enhance efficiency and accuracy of your business processes by leveraging current resources for more profitable results.

Callbox aims to bring your business at its peak. For us, every Lead is special, and deserves nurturing until it reaches its full grown potentials of success. Just like the Hindi flick I mentioned earlier – “Taare Zameen Par” which means “Every Child is Special”, for us it’s Every Lead is Special.

About Rona Gumban

Rona is the Production Leader for Callbox APAC clients. She has handled campaigns such as lead generation, appointment setting and call to invite for different industries. Having worked for Callbox for several years, she knows the how to make each campaign successful.

Malaysia IT Industry Watch: Cloudy with a Chance of Success

IT Malaysia, IT Lead Generation

At the moment, it is difficult to predict exactly the way the global IT industry is heading. Analysts see persistent up and down trends in the demand for certain business solutions, creating a highly volatile climate based mostly on the rules of “chance.”

One thing is certain however: There are a lot of opportunities to leverage. It is just a matter of identifying them and knowing how to realize effective results from them.

In Malaysia, where the local IT market is regarded as a high-growth sector, entrepreneurs should know by now that they are in a good position to maximize their resources to attain better sales numbers. This is attested by the fact that the Malaysian IT market is currently worth around $10 billion with an average growth rate of around 7.1% until 2019, according to a BMI Research study. This implies that there is a strong demand for certain services and products as well as an increase in spending for most enterprise level solutions.

Right now, the growth of the Malaysian IT market depends heavily on three different technology drivers:

Mobile and cloud computing. In a 2012 article published in ZDNet, enterprises in Malaysia continue to invest in technology despite challenges brought on by global financial difficulties. Even until now, businesses are investing heavily in utilizing cost-effective innovations led by cloud computing and mobile optimization. The downside however is that the increased demand for cloud services has indicated an observable decline in data performance, implying a need for skilled manpower as well as better security solutions. Nonetheless, forward-thinking IT vendors can attain the best numbers for their cloud and mobile computing products once they get to bypass the initial challenges presented by data deluge.

Hardware. Hardware spending will also see a significant long run increase. This comes as Malaysian enterprises have noted consistent increases in their income generation as well as a reduction in connectivity costs. We can see then that these companies are highly capable of investing in hardware upgrades that will get them to attain optimal business efficiency.

Security. We cannot discount security from the list of highly important enterprise-level IT solutions. IT security is still as important as ever, and as businesses handle an increasing volume of data, they profess a crucial need for effective software and hardware notably in the areas of business continuity and disaster recovery. IT Business Edge has even noted that cybersecurity will be a top area for increased IT spending in 2015, so it will be a no-brainer for Malaysian entrepreneurs to invest in that area.

Competition with the IT industry can be challenging. In order to get ahead, IT firms should invest in IT lead generation and appointment setting.

 

Make Better Business Decisions: A Guide for Struggling B2B Companies

Make Better Business Decisions- A Guide for Struggling B2B Companies

Until now, generating high quality leads is still the top issue for many B2B companies. Regardless what type of industry your company is into, identifying qualified prospects is an ongoing process and it shouldn’t be taken lightly.

Every business owners must evaluate whether their marketing channels such as email marketing, SEO, content marketing, lead generation and referrals are generating leads and sales opportunities for the company. There are many competitors in the market and as a B2B company, you must embrace change in  order to compete.

So what can you do to expect an increase in the success of your marketing strategies?

Let’s analyze and compare successful and struggling B2B companies to see how your company is doing.

1) Constant Learning

Struggling B2B Company

  • Business owner thinks he has answers for everything.

Successful B2B Company

  • Business owner is thirsty for new learnings.

Related: The New Year Resolution of A Singaporean Businessman

2) Employee Relationship

Struggling B2B Company

  • Business owner treats staff like a dirt or as their bestfriend.

Successful B2B Company

  • Business owner cares for his or her staff but managed to maintain professional distance.

3) Involvement in Financial and Operation side of the business

Struggling B2B Company

  • Business owner wait for his or her employees to provide him or her with all the information.

Successful B2B Company

  • Business owner knows every detail of his or her business to use in making good business decisions.

Related: Prepping your Lead Generation Plan for Malaysia in 2017: What to Include?

4) Set Data Driven Objectives

Struggling B2B Company

  • Business owner use his or her intuition in making decisions.

Successful B2B Company

  • Business owner based his or her decisions through facts. He or she evaluate and analyze the strengths and weaknesses of his company.

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

5) Well Balanced Life

Struggling B2B Company

  • Business owner is too busy at work. Says he or she don’t have time or is too old to do fun things.

Successful B2B Company

  • Business owner knows how to enjoy outside work for his or her personal development.

Related: Boost Creativity: Find Inspiration Inside your Office

Stop struggling! Instead, start making better business decisions using these tips as your guide and explore more opportunities for your company.

 

 

Read more posts on our blog or learn more about

our Effective Lead Generation Process in Malaysia!

Contact us here or Dial +60 3.2772.7370

 

 

Improve Telemarketing Effectiveness with these 3 Simple Tips

Improve Telemarketing Effectiveness with these 3 Simple Tips

The importance of telemarketing goes without question.

Being a channel that allows businesses direct access to the minds of their buyers, telemarketing has to be executed with the right approaches.

Here are tips from Business2Community.com on improving your B2B lead generation telemarketing.

Get personal

When 70% of B2B buyers rated how vendors engaged with them as being more impactful than what they’re selling – it’s time to really get personal with your approach, including your qualifying questions.

Before you even jump into your sales pitch, make sure you understand what challenges your prospect is facing and if a need exists for your product. The easiest way to do this? Just ask.

Don’t push your luck

With the changing role of B2B sales in the digital age, B2B buyers are becoming increasingly expectant of us to understand their business challenges and needs.

And when it takes an average of 80 calls to develop a new opportunity, you need to make sure you’re adding value to your prospects every time you speak.

Don’t just push them for a yes/no answer – a maybe is always better than a no. Discuss their hesitations, business and personal goals, and use relevant industry content to showcase why your product will benefit them.

Think about sharing video testimonials or case studies of successful clients in the same (or similar) industry. And leave enough time for them to digest that information – remember they don’t know your product like you do.

Create impact that lasts

Supercharging your telemarketing campaign is all about thinking outside the box (or phone, if you will). Look at how you can tie your campaigns in with your other marketing activity and put a voice to your digitally generated prospects.

When you’re appointment setting for the next call – does it really have to be another conversation on the phone? Why don’t you invite your prospect to an exclusive webinar, or set up a new google hangout, or even drop by for a coffee. You can discuss your proposition and provide product insight to a group rather than a single prospect, and get real insight back from them too.

We all know the rising success of B2B video marketing, so why not follow up by sending them a ‘What next?’ video. Get creative with your telemarketing campaigns and break your channels out of the silos at the same time.

 

FREE Virtual Event: Social Media Strategy

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FREE Virtual Event: Social Media Strategy
This Friday, August 9

How to Use Social Media to Engage Customers, Drive Leads, and Increase Sales

Sessions include:

  • Social Media Ringmaster: Directing a Three-Ring Strategy—In our opening session, you’ll learn how to be a ringmaster who successfully navigates the three rings of the social media circus. We’ll also share key steps for developing a solid foundation for your social media program.
  • KEYNOTE: Why Social Media, Content, and Great Websites are Today’s Key to Business Success—Shelly Kramer will walk you through the basics of how social media and relevant content contribute to a vibrant online presence that will drive more leads and increase sales.
  • Ten Commandments of Social Media—If you’re looking to get started with some building blocks of social media, then our final presentation is for you. Broken into two sections, this session will provide five ways you can engage customers using social media, as well as teach five invaluable lessons you will never want to forget.

When you claim your FREE virtual event pass, you get access to:

  •     Three actionable sessions
  •     Live, interactive Q&A
  •     A fully stocked resource library, filled with special attendee-only extras!

Read more: http://www.marketingprofs.com/events/24/aug2013#ixzz2bAjGa5Ka

The Five Sources Of B2B Leads Prospects

The Five Sources Of B2B Leads Prospects

When you prospect for new B2B leads, you are looking for new business opportunities. But what should you do if you do not have any idea about who to get in touch with? That would be a problem for your lead generation campaign.

When something like this happens, a lot of marketers always go for the easiest solution: find a provider of appointment setting prospects. Ideally, a business database provider will do the job, but if that is not ready available, then you can tap the following alternatives:

  1. Past customers – these are the people you have served before, have records of them, and may be interested in buying from you again. If they were happy with your service, then good for you. If not, then you have to work extra hard to mollify them.
  2. Referrals – these are potential sales leads that your current customers have a connection with and suggested to do business with you. Or, your current customers suggested these people for your telemarketing team to get in touch with.
  3. Networks – these are prospects that have a direct connection with you, either through industry events, forums, or social media networking. This requires for you to be in regular contact with them, and that you have enough proof that they might be interested in your product or service.
  4. Web visitors – this one is totally online, where interested prospects visit your website and leave their contact info in the appropriate page. You have to make sure that your website is presentable, user-friendly, as well as enticing enough for potential sales leads.
  5. Calling lists – these are lists that you purchase from a reputable agency. Ideally, these will contain the contact information of business executives in the industry you wish to enter.

Try using two or three of these sources to round out your list of potential sales leads. These are very helpful for your marketing efforts.

Better Lead Generation Through Better Content Marketing

Let us put it this way – content will always be king. This is especially true where lead generation is involved. I mean, if you do not have a compelling, informative, as well as attractive content, you will not be able to attract enough prospective sales leads. That is why creating the best content should be part of your lead generation efforts. Now here lies the challenge: how will you create better content? Here is how to start:

  1. Analyze data – by now, you might have collected sufficient information about your audience. From the data you have obtained, you can probably come up with a content strategy that will maximize impact, as well as ease up your appointment setting efforts.
  2. Analyze the competition – looking beyond the confines of your business (basically, checking your competition) will help you determine what kind of audience they have and if they have blind spots that you can enter. Creating a niche market out of your competition’s general audience can give you a better business edge.
  3. Analyze value – be it in your competition’s or your own, you need to know how your audience values the content you share. A lackluster interaction might be an indication of poor content creation. Once you realize that, you can then proceed in formulating a proper marketing plan.
  4. Analyze your promotions – be it through social media, blogging, email, or even telemarketing, you need to analyze whether the content you share reaches the right audience in the right manner. You might want to use certain metrics like conversion ratios and the like for that.

Ultimately, better content marketing can certainly bring you better results in your lead generation efforts.

Budweiser Brand Mistake: Lessons In Lead Generation

Who has not heard of Budweiser? This is an iconic American beer that always has a place in the market. Still, even though Bud’s have made a mark in its customers, profits are slipping. That is why they decided to expand their product line. The only problem here is: sales are not picking up. It seems that, in the desire to cover a larger market segment they still end up with poor sales. Why is that so? And what can we glean about this that can affect your own lead generation efforts?

The main mistake that Budweiser made was in expanding their product line too much. Under their brand, they introduced concoctions that may appeal to a broader market, but ultimately confusing the core identity of Budweiser. A lot of companies make that same mistake, especially in their telemarketing campaigns. When you offer too many options to your sales leads, you only end up confusing them as to what your business is all about. Budweiser, in their case, was known primarily for their beer, so introducing options like Lime-a-Rita and Bud Light Platinum can dilute their market share.

To avoid such problems, and keep your appointment setting process running smoothly, it is best to just stay true to your main strengths. Coke did that, so it is not hard to imagine that it can work the same way with you. You just need to know what exactly you can offer your B2B leads prospects, so you can craft a good sales pitch.