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Maximize Sales Leads Generation In Three Ways

Selling can be a pain, especially for people not used to this kind of work. Well, even veterans still find this profession a challenge. With the way markets move and trends change, adapting constantly can be a daunting chore. Even so, there are plenty of strategies that you can use to consistently stay at the top of the lead generation business. Generating sufficient sales leads is not that hard at all, as long as you keep in mind the following three tips:

  1. Set you bar too high – yes, this is unrealistic, but if you constantly push yourself to reach impossible goals, especially ones that exceed the average of your appointment setting colleagues, then you will find yourself improving way better.
  2. Keep yourself motivated – basically speaking, have an end in sight. Once you have reached that end, try creating another goal. Maintaining a proper motivation will help you reach your B2B leads goals much better.
  3. Believe in yourself – this can be a real game-changer. How can you make people believe in what you are offering if you do not believe in it yourself? Before you go marketing your product to prospective sales leads, you should market to yourself first.

Another thing you should remember would probably be the content. Regardless of whatever marketing tool you use, be it social media or telemarketing, you need to stay consistent in your message. This would be the first thing your prospects would be looking for. As for the other three, well, now you know them, it would be easier to do it.

What To Do When Starting Lead Generation

 

What To Do When Starting Lead Generation

In terms of successful marketing campaigns, it is very important that you know where to start. Like everything you do in life, you need to have a concrete plan in place. Otherwise, you will be lost along the way. It is the same thing when you are conducting lead generation campaigns. There will be more challenges that you have to face, perhaps more than you can imagine. But, if you really are determined enough, you might just be able to pull it off and successfully generate the B2B leads that your business will need. To do that, you just have to remember these simple pointers:

First, you must be able to form the right team in business. From the way your management is composed, down to the telemarketing team that will be responsible in generating sales leads, you need to know just who to rely on.

Second, you need to know exactly the kind of market you wish to penetrate. It would be a lost effort if you keep selling your products or services to a market sector that has no need for any of them. This calls for some efficient research to be done, like market surveys.

Lastly, you should try leaving your comfort zones. Only by taking a risk will you be able to get an edge over your competition. The unknown can be dangerous, but by being creative and innovative, you will be able to prevail.

That is the basics when starting a successful 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.

 

Why Sales Leads Prospects Doubt You

It can be pretty hard to do business, especially with business prospects that doubt your offer. But all that is just a normal day in the office. The way you deal with them is what makes all the difference. To be successful in generating sales leads out of these types of prospects, you need to understand why they doubt you in the first place. Only then will you be able to come up with a winning lead generation strategy. To start with, B2B leads prospects do not trust you because:

  1. You begin with a lie – a successful business relationship is anchored on trust. How will you be able to maintain that if you started the whole process with a lie? Sure, this might help you get more business leads in your appointment setting campaign, but it will not help you at all in the long run. In fact, it will lose you more leads.
  2. Your claims are unbelievable – with so many companies claiming that they are the best, or the cheapest, in the market, it is only natural that business prospects would be tired of hearing the same song over and over again. If you really want to get their attention, show hard facts. Even if your outlandish claims are true, no one will believe you until you show proof.
  3. Your opinions outweigh your facts – when all your prospects here are your own praises for your products, they would naturally be suspicious. To make it easier for them to believe your claims, make it a point to use testimonials from your clients, especially the big ones. Also, substantiate your claims by giving facts.
  4. You focused too much on closing – yes, you need to get that deal, but if your focus is just that, without regard to what your prospects need, then you achieve nothing at all.

Correct these bad habits and your sales lead generation campaign will be more credible.

 

How To Secure Your Sales Leads In Cyberspace

It can be a real pain to be a victim of cyberspace hacking, but it is a reality you need to face in today’s modern business environment. All those years of hard work in lead generation, all those gigabytes of customer and market data, and the lists of sales leads you have collected, all these can disappear at just a click of a mouse button, and you cannot do anything at all once that happens. That is why you need to prevent hacking in the first place. You need to improve your security. Only then can you fairly say that you have taken steps to deal to protect your B2B leads.

  1. Load on tech – as a business owner, you need to invest in the right equipment. You need to have the latest technology, like firewalls and antivirus, installed on your computer and communication equipment (like the phone lines used by your telemarketing teams). This makes securing them easier.
  2. Lock everything down – clear cache, create passwords, use secure back up, etc. are just some of the things you need to observe in order to secure your systems. In case an actual hacking takes place, the damage can be put on the minimum.
  3. Spread the word – not everyone gets the same information as you do. If, say, your appointment setting representative is using VoIP to make calls, recommend them a powerful antivirus or firewall to prevent illegal access to their VoIP account.

There are other things that you need to do to protect your lead generation campaign, but these three will top that list. Follow them well.

 

Lead Generation In the Post-Internet World

The Internet has totally changed the way we do business nowadays. Now, we can reach out the most number of business prospects, increasing our chances of generating B2B lead, in a manner that is not available to us from five or ten years ago. This is a great opportunity for your B2B lead generation campaigns, helping us convey more information to those interested. Of course, along with the ready availability details, there is the risk of what we call the ‘tyranny of choice’. What is that and how will you deal with it?

The tyranny of choice, as psychologists call it, is a condition where customers have so many alternatives to choose from that they practically cannot make a choice any more. Give the numerous products and services offered by a lot of marketers during their appointment setting campaigns, it is only natural that business prospects will have a hard time choosing which to buy or sign up for. This impairment can have a serious impact on your generation of sales leads. Of course, this can also have a positive outcome for your campaign as well.

It all depends on your ability to best represent your brand. People, especially the busy ones, tend to have too little time to analyze the products or services that their business will need. For them, it would be more cost effective if a seller can more as an information source, and help them make the right decision. At this point, it is also important to remember that sales leads are not everything. You need to establish a relationship with them.

 

When Not To Solve Problems During Lead Generation

Solving problems is only natural when we are conducting lead generation campaigns. After all, if we do not solve problems, how can we turn prospects into qualified B2B leads? That is why we need to offer the right business solutions to your prospects. There are a lot of things you would want to say to your prospects, offer answer to their problems. But have you ever thought of those rare moment where you do not need to solve problems? Sometimes, not solving a business issue can get you the sales leads you wanted. The idea behind it is actually sound.

To begin with, you must first understand that some of your prospects may be aware of their problems already. They might just want to have a sounding board, or probably a second opinion on whether this is their real concern. Also, it is possible that they know the solution already. Your telemarketing team may not need to talk much. Your team will just have to listen, and the answer will present itself on its own. And would it not be a much better appointment setting tactic. At least you will get the full cooperation of your business leads. All you need to do is to be sharp at the details.

While it is possible that you have a lead generation team ready for the task, it may not be economically feasible to have a large one for a seasonal campaign. Perhaps outsourcing the work will do you good. There are a lot of telemarketing, advertising, and other agencies that can do the job for you.

 

The Problem With Telemarketing Today

Telemarketing Problems Today

Critics and pundits all say that this is a dying form of marketing, but still it lives. It still functions. And it still does what it does best – generate B2B leads. That is the truth, and that is the reason why telemarketing is still employed during lead generation campaigns. It is the closest that a marketer can get to a face-to-face meeting with business prospects. It is affordable, it is measurable, and it is not that cost prohibitive. So, what are the problems plaguing this marketing tool? Heaps. There are a lot of issues that telemarketers need to face. To start with, we have:

 

  1. Fraud – yes, fraud is a big issue, since this prevents telemarketers from getting to their prospects. It takes a lot of hard work to build up credibility, and even if you are a credible firm, there is no assurance that you will get a sale.
  2. Rejections – related to point number one. Cold calling receives a lot of rejections (for a variety of reasons) from business prospects, causing problems for appointment setting campaigns.
  3. Evolving technology – first, there are answering machines, now there are caller IDs. The way technology evolves to screen out unwanted calls compels telemarketers to look for other ways to get in touch with potential sales leads. Robocalls are of no help either (since this actually increases the rejection rate).

 

These are just some of the challenges faced by telemarketing firms today. Solving or addressing these concerns would be crucial in keeping this marketing tool still viable in the years to come.

 

How To Start An Interesting Blog For Your Small Business

This week, we’re going to tackle the basics of how to set up your own blog for your business. A good blog will attract quality sales leads using your content and can eventually become the main lead generation channel of your business.

Every day, there are about 2 blogs created every second around the world, and a significant percentage of these blogs are by beginners. Due to the popularity of online entrepreneurship, most of these blogs are probably connected to a company website from a fledgeling business, much like yours. If you really want to make a significant dent in your target niche, then you have to make sure that your company blog will be able to attract your sales leads. To help your businesses get better returns for your efforts on blogging, we have provided here the essential tips on how to start a company blog from scratch.

The best way to start a blog is by using available free platforms for blogging, the most popular of which are WordPress and Blogger. Both platforms have their own strengths; Blogger, being affiliated with Google, allows for faster integration with Google-owned business tools while WordPress, being a bit more for professionals, offers more customizability for your blog. Using free hosting sites such as these will save you from the expense of purchasing the services of a hosting company. If you have funds set aside for you blog however, you can make use of a self-hosted WordPress blog for a few dollars, the cheapest web hosting service being about $3-$4 a month.

After you’ve selected a good blogging platform, it’s now time to create the design of your blog. A free hosted blog provides free templates from which you can choose and easily apply to your site. A self-hosted blog will let you create a more customized blog or, if you want, you can hire a web designer to design your blogsite for you from scratch. This is the best choice if you want to integrate your blog design to that of your website.

The important things to consider about design are:

  • It should be user friendly – you don’t want your sales leads to have a hard time finding previous or recent posts on your blog, much the the RSS button.
  • The colors should be appealing to the eyes and, ideally, reflect the colors from your website.
  • It would be best if you have a responsive design for your blog so that the template automatically adjusts when your leads view your blog through their mobile devices.
  • All elements of the site should load quickly so that your readers won’t bounce off, so as much as possible, keep flash designs to a minimum.
  • Integrate good SEO tactics like using meta and title tags in the framework of your blog to make it search engine friendly.

Do not forget to include a call to action on your blog. A splash page which instructs your viewers to sign up for newsletters will allow you to easily add them to your business list in case you have to email them or need your telemarketer to call them about product updates.

The next post will be all about what to write on your blog, what your posts are about, and how to make these easily searchable through search engines.