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.

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.


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.


Lead Generation Lessons From The MySpace Comeback

Lead Generation Lessons From MySpace Comeback

While MySpace may not have the same social networking power of Facebook, the mere fact that it still around (since 2003) does still give one some thought. Even after its near disaster under the hands of News Corporation, MySpace is still trying to get on its feet under Justin Timberlake. So what can we learn from the mistakes of the former social network giant? Can it be applied to our own business? How will it help improve our B2B leads efforts?

Effective innovation – this was a point that MySpace did wrong. Sure, it did a lot of changes in its site, but it all pretty much offended current users. Also, with all the changes being made, the management failed to consider its impact on users. This is a bad business move, one that your own company should avoid when trying to shore up your sales leads.

Playing on strengths – News Corp wanted MySpace to be another news and commercial channel for its business, an aspect that the site’s current users dislike. MySpace is young, hip, and vibrant. These strengths were ignored by top management. That can happen to your lead generation efforts as well – if you fail to play on your strengths.

Security – this was a real weakness. Considering the number of problems that hounded MySpace, especially in privacy, protection of children, fraud, etc. it is only expected that its users would migrate to the competition. You have to prove your business is stable, or else your appointment setting efforts would be weakened.

What more can you add in the list?


Lead Generation Inspiration – Alan Arkin From Argo

Watching Argo is a very amazing experience. It has action, suspense, and adventure at the side. But what struck me the most was one of its actors, Alan Arkin. The reason here was his performance, one that garnered him the Best Supporting Actor nomination. And it was more than four decades after his last nomination for the same role. What does it say to you? What does it mean in terms of lead generation? Understanding this can help us be better in our B2B leads campaign, or perhaps renew ties with our past sales leads. How can we apply his sudden entry into this prestigious award, after so many years out of the limelight.

The lesson we can learn here deals with relevance. It took Alan Arkin decades to get another Oscar nomination. But it is worth the wait, since he does deserve it. His performance made him relevant again in the awards circles. This is something we can learn for our business as well. No matter how long the last successful appointment setting campaign was, as long as we prepare ourselves, look at the trends, study the tastes of our market, craft the right sales pitch, as well as prepare the necessary tools needed for our business, like telemarketing, then we can be noticed by our business prospects. That is the secret to a successful marketing campaign.

It is possible. Time is not really a big hindrance. What we need to do is simply to stay relevant. That will ensure the success of our lead generation efforts.


The Danger Of Big Data In Lead Generation

John Hagerty, founder of advertising giant BBH, is not a man who minces his words. And he surely riled up a lot of people last March when he expressed his disdain for big data in marketing. He explained, “It’s because I’ve spent my life dealing with people who’ve got all the data in the world and yet they can’t invent anything.” This is something that should be heeded by those involved in b2b lead generation. While they may claim that big data, precision marketing, and targeted audiences can bring in the much-desired sales leads, actual experience shows just how messed up the results can be.

It seems like big data is no use at all.

The poster child for this would be Facebook, the juggernaut of big data marketing. No matter how much data they used to precisely target their audience, Facebook ads are really performing badly. Come to think of it, how many mainstream companies have advertised in this social media site and earned big-time sales or B2B leads? Not that many. One might as well go back to telemarketing, since it seems to get much better results.

Problem here is pretty much the use of big data. In the marketing world’s attempt to be more measurable, more precise, more numbers-based, and more elaborate, in their appointment setting efforts, they lose the most basic element in getting their message across the audience – the human factor.

Ignoring the power of genuine human connection and concentrating more on numbers is the one most damaging effect to your lead generation efforts.


The Seven Deadly Sins Of Lead Generation

The Seven Deadly Sins Of Lead Generation

Starting your own business can be the most exciting chapter of your life. Finally, you can be your own boss, managing people under you, and exploring lead generation possibilities that can help improve your bottom line. It all seems rosy, right? But once you put things into practice, well, you might discover some things that can give you problems. Make a mistake, and all your efforts can unravel. That can affect your ability to generate sales leads. So what kind of errors can you commit in your B2B leads efforts? For easy reference, we could classify them according to the seven cardinal sins, since these can reflect the kind of negative actions you might make:


  1. Greed – maximizing profits is good, but too much of a good thing is bad. Never take on business leads that may give you profits now, but can prove to be a headache to your business later on. Greed compels marketers to chase short-term rewards, without regards to what the future has in store.
  2. Gluttony – trying to collect all the sales leads that you want may result to a glut in your pipeline, slowing performance down, as well as failing to deliver promised services to your clients. Remember, there is a limit to how many accounts you can handle. Too many, and you will not be able to serve all.
  3. Lust – being the business owner presents a lot of temptations, like buying a few luxuries here and there. While rewarding yourself is fine, spending on extras can reduce the available funds that might be needed for your appointment setting campaign. This is very risky for business.
  4. Sloth – just because you are the business owner does not mean you can just sit back and relax. Truth to be told, this position is exactly where the most work is required. Besides, you have to take the lead for your employees to follow, right? You have to push yourself, even if it means joining your telemarketing team so as to reach your quota.
  5. Pride – ego is not that bad, especially if you want to create a strong image for your business. But if you let all go out of hand, you will fail to see the truth. Sometimes, you just have to swallow the bitter pill and admit that maybe, your current business set-up is not the best.
  6. Wrath – showing passion for your business is great, but it must not devolve into an emotional train wreck. People who get carried away by their passion tend to think irrationally, often going into destructive actions that, ultimately, destroy their business.
  7. Envy – comparing your business to others can be useful in setting benchmarks to reach, but if it begins to get into your nerves, then you are probably doing it the wrong way. People who let envy get the better of them often use their time and resources to sabotage their competition, neglecting their own potentials to grow and prosper.


So, which of these lead generation sins are you guilty of?


Lead Generation Tips From Neil Gaiman

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

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

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


Keeping Sales Leads Through Stellar Customer Experience


Generating qualified sales leads is hard work – there is no doubt about it. So it is only natural that you would want to find ways to keep the ones you have. And how will you do that? It all lies with your customer service. Yes, a successful lead generation campaign also depends on the quality of customer service you have provided to your current and past clients. If you want to get your B2B leads back, or find new ones through referrals, then you need to take a good look at the way you treat your customers and clients.

  1. Being user-friendly – be it on the web or at your company’s doorsteps, how do you present your business to your clients? Is it easy enough for them to access, or do they have to navigate too much all the way to their intended page?
  2. Accessibility and approachability – what kind of ambiance or image do you project to your customers? Is this what you want them to see? Do your employees treat your customers exactly as you envision it to be?
  3. Presentation – in all customer and client interactions, how do you and your telemarketing team talk? How do you dress up or present yourselves? Are you approachable, informative, or professional? What kind of personal image are you trying to create?
  4. Following-up – once your appointment setting team has found prospects, are you following up on them, or just sitting back and wait for them to call? A little aggressive marketing can do mean a great deal.

Providing an excellent customer service is crucial in keeping sales leads that you worked so hard to gain.


Thinking Strategically In Lead Generation

Handling a small scale business can be a challenge for entrepreneurs like you. It will not be surprising if you juggle between manager, accountant, promoter, travel agent, and auditor all at the same time. It does make you wonder if you still need to add strategist for lead generation. But that is the one thing you should never do without. Companies that lack a strategic approach in management weaken their ability to generate B2B leads. This, in turn, makes it harder for them to find additional sales leads that could keep their business afloat. So, how does one think strategically?

  1. Do not assume that the current thinking is correct – there is such a thing as market evolution. Yes, your appointment setting process may work, but it may not be effective today. You might have to reexamine your current strategy.
  2. Be ready to explore – even if you reach a dead end, you must be ready to explore all avenues in business. If it means adopting a different communication medium (like telemarketing) or tap a different market, you should do so.
  3. Have a little confidence – strategic thinking requires that you look into the unknown. You will not reach anything if your insecurity prevents you from taking the first step.
  4. You are always faced with choices – you always have to make a choice in actions. Strategic thinking is never a straight path. You have to constantly make the right decisions.

All these play a key role in strategic planning for your lead generation campaign.

Four Lead Generation Lessons from The Beatles

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

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

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

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

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