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Productivity in B2B Lead Generation: Why Complacency could be a Bad Habit

Success in any undertaking is usually judged on paper, but sometimes, numbers and data aren’t enough to paint the whole picture. Marketers are naturally inclined to rely on evaluative statistics to assess their progress, but there is a catch.

There are things that statistics cannot measure, such as your marketing team’s determination to reach your lead generation goals. You also cannot measure – with absolute certainty – the level of satisfaction of your clients.

That is why business marketers should avoid being complacent on the current progress of their campaigns. While measurable data can represent the growth and outputs of your marketing activities, it’s still important to check those which can only be measured by allotting personal attention to discuss about the present and future conditions.

    1. Hold regular meetings to check up on individual and team progress. Most leaders only hold meetings to plan for something or to resolve any issues. This doesn’t mean you can’t have meetings even if everything is going smooth.
    2. Update, up-train. Make available a continuous developmental program for your team members, especially your telemarketers, for they provide the voice of your campaign. Make sure they are kept abreast with the latest trends and approaches in most if not all channels of online and traditional marketing.
    3. Listen to calls. Do you have Quality Analysts that monitor and evaluate calls and online conversations? Even seasoned veterans of the field still need to be checked up on, especially when dealing with new industries or modern interactions. Also, this a great way to discover what challenges telemarketers often encounter so they can be addressed as soon as possible before they blow out of proportion.
    4. Ask input from anyone in your team. It’s a team effort, at the end of the day, and that entails having everyone’s voice being heard. Leaders cannot be complacent and think that their members don’t have any problems just because they’re not saying anything about it. Conversely, members cannot be complacent and think that their leaders are always happy with their performance just because they’re not complaining. Hear each other out, and come up with the best way to carry out your marketing campaigns.

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

There are many good habits that successful lead generation representatives can practice. The third point to consider would be the idea of going against the trends. Following trending topics is fine. Come to think of it, this is an important part of the marketing process. You need to know what is foremost in the customers’ mind, and use that knowledge to craft a better plan in generating qualified sales leads. Failure to do so would only weaken your appointment setting capabilities. What do you think made marketers stand out? What made Steve Jobs, Jeff Bezos, Bill Gates, and Warren  Buffett win?

They went against the flow.

Despite what the market trends showed, these people decided to go ahead with their revolutionary changes. The result is an astounding increase in sales and profits. Sure, these did not occur overnight, but the mere fact they went against conventions of their time changed the world we are living in today. Instead of following a sure trail, blazing a new path can bring you better results. It can be in the form of products you offer, or the marketing tools you use, even the likes of telemarketing. All these things can play a big role in your success in B2B leads.

Do not be afraid to go against the flow. Yes, the risk of failure is high, but the rewards you get if you succeed will more than make up for it. Just do your best, perform your research, and believe in what you do. That will give you success in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

Secret To Better Sales Leads Generation? It Is All In Rapport

In terms of generating qualified sales leads, building rapport between you and business prospects is an important activity to do. After all, getting into the good side of business prospects is an aim that we ought to reach in all our activities. Building rapport is integral in our lead generation campaigns. Without it, we will not be able to generate the B2B leads that we need, not to mention failing to get interact effectively with customers. So, how will you do it?

  1. Personalize – from your emails sent to the telemarketing calls you make, you need to have some level of personalization to your prospects. Nothing could irritate a prospect more than receiving a “Dear Sir/Madam” letter, or a totally scripted call. Keep away from that practice.
  2. Advice – sometimes, give out business advice and marketing tips for free. This is against the common practice of give and take. While it might seem like an unnecessary expense in the long run, it is actually a good investment in building business rapport.
  3. Deliver – this is the point where the sale is made or the deal is struck. At this point, you might be lured to simply just deliver what you agreed on. Be careful: this is the point where your business prospect decides whether to do business with you again or not. So better impress, that will keep you their business.

Follow these business tips, and it will be easier for your lead generation and appointment setting campaign to perform. It will be to your benefit.