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Reason Why You Cannot Sell Software Services Effectively? Communication

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Reason Why You Cannot Sell Software Services Effectively Communication

In software services, to stand above the rest in the B2B appointment setting game is an integral part of your success. You want your sales leads prospects to trust you, to have faith in what you offer, and are more than willing to promote your business to those they know. But why is it there are so many firms having a hard time with this? Why are some so slow in gaining the trust and confidence of potential B2B leads? What is the reason for this? The answer is simple: communication. The main culprit in failed B2B lead generation campaigns is poor communication. And what are these errors?

  1. You talk while you think – a lot of marketers are guilty of this, especially those involved in B2B telemarketing. While it is true that you have to think your way around challenges in meeting business prospects, talking while thinking can cause you to trip, lose focus on your discussion, and generally make you look like a fool. A simple solution is to just think a bit before answering. This will give you some slack during business discussions.
  2. You do not follow through – I have had the opportunity to talk to a telemarketing representative selling Internet services, and she promised to call me back in ten minutes. Problem is, she did not. And it took someone else to call me back before any conversation can take place, in which I was in the negative. How to solve that? Follow through what you said. That person on the other end of the line is probably waiting for you.
  3. You end up debating – rebuttals are necessary for your business, but never should it become an avenue for you to argue with your prospects. Remember, you are the one in need of their business. Rebuttals are just there to give your B2B leads prospects more reason to do business with you. Having a debate, while spirited, will only antagonize them. You should avoid that as much as possible. It is for the good of your business.
  4. You provide solutions to non-existent problems – this is the typical ‘pushy salesman’ image that you should never develop. Keep in mind that your business exists solely to satisfy a need, and to ensure that the people receiving them are actually in need of them. Selling your prospects something they do not need is not only unprofessional, but also a sure-fire way to ruin whatever chance you have at making a profit. So, when you sell something, make sure the other party is actually in need of it.

 

Communication will always be part of business. After all, doing business is interacting with people. And what better way to interact with them than to communicate, right? Your ability to generate more B2B leads will depend on your skills in communicating. It may be hard at the start, but at least you have something good to work on. Just take your time and practice, and you will polish your communication skills.

Why Invest In Snackable Content For Appointment Setting?

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Why Invest In Snackable Content For Appointment Setting?

There are a lot of talks these days about creating snackable content to anchor your appointment setting campaign on, but there is always that issue about what exactly should be a ‘snack-sized’ content. Why go for smaller content? How can that improve our ability to generate B2B leads?

To tell you the truth, the average memory span of a human being is just 2.8 seconds, much lower than even a goldfish. And while most of us would bemoan the deterioration of the human mind, marketers like us would have to make do with what we have and adjust our appointment setting efforts accordingly. We want to increase our market’s awareness of our business, so we should be able to craft content that is not just good enough to attract their attention, but also compelling enough to keep their sales leads audience beyond their 2.8 second-long attention span.

It is not that difficult. As long as you know the needed keyword used by your audience, then utilize it in a fresh, informative, and attractive content, it would be your win. You could even use your snackable content as a compelling call-to-action for your prospects. Have them sign up to your offer, or probably leave their number so that your telemarketing team could follow them up. There are loads of things you can do with shorter content.

Just make sure that you know who you audience is, the products or services you want to offer, as well as the content you are creating for your lead generation campaign.

The Truth about Appointment Setting

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by: Vaibhav Aggarwal

Appointment setting is important…you may agree or you may not, but the truth is that you cannot survive without appointment setting. What is appointment setting? It is about identifying prospects and then setting an appointment with him where your sales or marketing professionals can meet him personally.

You can find plenty of organizations offering b2b appointment setting services. You would need to give them a list of prospects and they will set an appointment with them for your sales and marketing people to meet personally. However, the truth of the process is far from what is generally believed and before contracting a consultant offering appointment setting services, you probably need to evaluate, “does this process actually lead to better sales performance?”

A lot of times appointment setting has turned out to be a misnomer, because a lot of b2b appointment setting service providers would simply start calling up your prospects without even having a true knowledge of what your company is offering and why the prospect would be interested in setting up an appointment. It happens in plenty of occasions that prospects agree for your sales professionals to meet, but many of the meetings do not end up bearing any fruit…interestingly, and some prospects even may not recall setting the appointment in the first place. Such unqualified appointments definitely add cost.

To make the most out of, say, IT and Software services appointment setting, you should ideally contract a company to whom you do not simply outsource your appointment setting services but one who provides sales solutions. Such a company would fill client forecasts and set important appointments, not halfhearted meetings. You should also make sure that their expert sales and marketing professionals can deliver the opportunities you would need to increase sales leads, correctly cover client markets, and add predictability and surety to prospecting.

How To Choose An Appointment Setter For Your Business

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When choosing an appointment setter for your business, it is important to that their services are compatible with your company goals to develop to provide excellent customer service.

We all know that lead generation is important for a business to grow. It is also important to have a good system for contacting the leads to establish good relationship with them. Appointment setting services can help you manage your contacts, call them, deal with them and to set up a meeting.

To find new clients from those leads is not an easy task. It is absolutely impossible for a business owner to manage time and manpower to contact all those leads and make deals with them to do business. With B2b appointment setting, you can do all the tasks up to rescheduling and dealing with clients confusions about the set meeting.

Cost-Reduction

Outsourcing appointment setting services will not only help your business increase sales but it is also for cost-reduction and increase revenue. It will be much expensive if you plan to have your own appointment setting company. Training people and building the infrastructure will cost you a lot.

Double the Sales

B2B appointment setting services works like they are within your own company. They know how every product and services that you offer. They know how everything works. These will double the force of your selling system and increase sales output. They are expert in this field and able to make strategies that will work for your business.

To be noticed

Working with an appointment setter will not only increase your sales but will make you to be noticed by your prospects. There are different mediums that can be use nowadays like radio, TV, and online ads but business owners cannot be contented with them. They know that using the phone and talking to the potential customers is still the best.

What Appointment setting company to look for.

When working with an appointment setting services it is important that you work with a company that is already experienced and have good reputation. Check the companies that they have worked before. Look if they are effective like they said they are. Do not hesitate to ask questions. You must know how their calls are made, time they call, how many shifts and more. You might also want to know what other services they offer that can help your business grow.