How to Create a Customer-centric Buying Experience

How to Create a Customer-centric Buying Experience

How to Create a Customer-centric Buying Experience

Creating a meaningful buyer journey is one of the most critical aspects in lead generation, but sometimes it can be a long process with a lot of challenges along the way.

In this guide, we take a look at the five main ways that marketers can influence the buyer journey and leverage techniques that form better relationships with their prospects.

Personalized Content

Personalized content

Personalization is the key to almost every single B2B transaction today, and there’s a lot of reasons why it works – people respond well to content that resonates with them.

For marketers that are looking to gently nurture their leads through the pipeline, personalized content is the way to go.

However, this is not just about creating content that appeals to prospects from a particular industry.

It also has to match with where the buyer is currently at in their journey.

At the start of their journey, marketers can create general industry-based content that tries to tackle common problems. As they progress further in the pipeline, they become more open to more in-depth pieces and technical pieces.

This type of targeted lead nurturing can make all the difference in subtly guiding prospects.

Related: Crafting the Perfect Personalized Email

Personally Checking Up on Warm Leads

Apart from personalized content, a great way to build rapport with a client is to personally check up on them and ask them how they are.

It could be in the form of a message, email or even a phone call.

At this stage in the buyer’s journey, the marketer should refrain from trying to close but rather use it as a chance to check on the challenges that the prospect is facing and how they are dealing with their pain points.

Fostering a real personal connection with a prospect is one of the best ways that a marketer and a lead can build a true relationship.

Marketers can use this opportunity to understand the mindset of their prospect, and even adjust their lead nurturing campaigns accordingly.

Trust Signals

Trust signals

Before a lead decides to buy a solution or move forward from the awareness stage of their journey, they first need to trust the solution provider.

Building trust online can be a massive feat, but it isn’t impossible.

Organizations can employ a number of trust building elements in the things that they publish.

Here are a couple of examples:

  • Showing logos of previous clients – this builds trust by association since prospects will want to work with providers that have worked with similar clients or captains of industry. This suggests expertise from the provider and it helps the client feel that they “belong”.
  • Showing logos of third-parties – this is mostly used on payment portals. It helps build trust as a third-party assures prospects that they are overlooking transactions.
  • Testimonials, comments and reviews – this is the most classic example of a trust signal. They’re easily relatable, they come from real clients that have experienced the provider’s services, and they’re a preview of things to come.

If a marketer can nail down a couple of these elements, then they’re on the way to building trust and securing a conversion.

Passive Lead Nurturing

Apart from sending your buyer lead nurturing material like personalized content, make sure that there’s also effort being spent on passive lead nurturing.

Here’s what this means.

Platforms such as Facebook or LinkedIn allow marketers to interact with their prospects as long as they’re connected with each other.

They can do this through the posts that they put out and through retargeting campaigns that subtly show ads about their services to boost brand awareness.

This is a great way to market to prospects indirectly without having to accidentally “spam” their inboxes unnecessarily.

Additionally, marketers can also adopt the thought leader approach – especially on LinkedIn – by making sure that they’re actively publishing new ideas and content that resonates with their target audiences.

A prospect doesn’t even have to interact with the post, but seeing regular content from a marketer subtly ensures that the brand is ingrained with the prospect.

Another great benefit of this is that it also helps with passive lead generation as their content can also be tweaked to become lead magnets.

Related: 3 Tips To Engage and Nurture Prospects that Say “Not now”

A Special or Custom Offer

A special custom offer

Sometimes all a prospect needs is a little push for them to buy into the solution that you’re offering and one way to do it is with a special offer.

Now, this doesn’t mean that marketers should slash their prices.

The offer has to be personalized.

It could be anything from a proposal for customized solutions that are built exactly for the needs of the prospect, a special discount if they sign-up at a particular time (to move them along quickly), or a free upgrade to the next level of the solution.

Being personalized, the prospect knows that it was made just for them, and this helps push for deeper and more meaningful relationships.


Understanding and respecting the buyer’s journey is important. This is where a marketer truly gets to understand their prospect, which is critical not only for a conversion, but for real relationships to be made.

Relational lead generation and nurturing are the ways to move forward in an increasingly competitive B2B landscape.

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2 Surefire Strategies that Increased My Conversions by 70%

2 Surefire Strategies that Increased My Conversions by 70%

2 Surefire Strategies that Increased My Conversions by 70%

Van, one of our seasoned sales reps here at Callbox thought he’d personally share the 2 things he did to improve his sales conversions – by 70%


As one of Callbox’s sales executives, closing deals was one of the biggest challenges I encountered. But over the years, there are two things I’ve learned when it comes to prospect engagement and closing deals. 

It starts with the mindset of not treating your prospects as transactions. Yes, you want to make a sale and increase your sales stats – that’s a given. But there’s a problem with treating prospects as mainly statistics — we lose empathy. 

However, when I changed that mindset, it opened me up to learning strategies that work.

Watch webinar

Listen and Ask Questions

A good closer is not aggressive, pushy, or unethical — even when you’re excited about closing the deal.
– Van Salang

A good closer is not aggressive, pushy, or unethical — even when you’re excited about closing the deal.

People are not transactions nor are they statistics. 

They come to us because they have a problem or pain and they believe we have the solution. So start helping them, making them feel that you genuinely care. 

Instead of selling, I do the opposite — I keep quiet and let them talk about their existing pain points and difficulties. I ask questions that allow me to learn more about them and their challenges. In that way, I can effectively demonstrate how our services will benefit them.

Understanding their present position and them showing how we can assist them is a winning strategy.

Here’s one helpful tip when you ask questions — know when and how to ask them. In other words, timing is very important and the only way to perfect that is to listen to your prospects. 

Related: From Feet on the Street to Digital: 3 Sales Tips That Never Left

Giving the Perfect Quotation

Callbox has standard rates but a good closer should be flexible by providing customized pricing that fits the client budget. 

Our pricing guideline is just that — a guide. Don’t follow it to the letter, especially after speaking with the prospect and learning of their situation. 

This is the newest strategy I’ve been using with my clients. Instead of basing my proposal on our standard pricing, I factor in their sales cycle, the total number of sales reps, geographical presence, and other scopes of work. 

When you actively listen, you can give the exact  solution they need, especially when you’re on a proposal review
– Van Salang

Again, the art of listening is at play here. When you actively listen, you can give the exact  solution they need, especially when you’re on a proposal review. You’ll be able to explain and justify the quotation you’ve given them. It always works 70% most of the time.

Related: How to Market and Sell Your New Tech Product in APAC

Final Thoughts

I’d say that what I shared is a very basic and common strategy. However, a lot of salespeople miss them because they do most of the talking. They think that if they talk more, they show their expertise and knowledge. But experience has taught me that isn’t the case. 

Talking a lot doesn’t close sales but actively listening does. 

And I feel great not just because I closed the deal but because my clients were happy to find a solution. At the end of the day, it’s very encouraging to hear them tell me that I have helped them.

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From Feet on the Street to Digital: 3 Sales Tips That Never Left

From Feet on the Street to Digital: 3 Sales Tips That Never Left

From Feet on the Street to Digital: 3 Sales Tips That Never Left

So our BDM, Mike Carter has this to say when we asked him about his views on selling in the digital age.


As a salesperson for more than three decades – from selling Kirby Vacuums in the ‘80s, starting my financial firm back in ‘96, and now as Business Development Manager at Callbox – I’ve had the opportunity to experience the shift from “feet on the street” to digital selling. While the methods, strategies, and technologies may seem worlds apart, the core concepts have remained the same. Let’s go over the 3 elements of B2B sales that have withstood the times and why they’ll always matter.

Kirby vacuum

1. Relationship building

People buy from those who they enjoy talking with and the sales journey that you take them on. If you know what potential obstacles may be in front of you, always address them at the beginning, as once you close the door on obstacles, it will make your sales cycle much smoother. Always make sure that you present with a logical sense that addresses their desires, so it becomes a no-brainer why they should buy from you.

Mike Carter quote

Related: Consulting vs. Selling: Crafting a Winning Business Pitch

2. Building rapport

If people like you and enjoy talking to you, they will want to do business with you. Finding a hook, meaning, get to know your contact with gentle probing to find out what they need/desire, and could benefit from. Once you find a strong need/desire, the hook is to show them how they can acquire it with you.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

3. Focus on your goals

Sales for me is being focused and disciplined and never taking your eye off your goals. Never be afraid to analyze yourself and to give yourself self-critique, until you are consistently producing results, there is always room for improvement. You will know when you are there, reaching your goals, and once you are, never take going forward for granted, as complacency can be your greatest weakness to failure.


Mike Carter quote 2

The way we sell will continue to change as we continue to make advancements but as long as we adopt a mentality of helping over selling, we’ll find that customers are more willing to engage and buy.

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How Can Businesses Maintain Productivity in the Age of Remote Work

How Can Businesses Maintain Productivity in the Age of Remote Work

How Can Businesses Maintain Productivity in the Age of Remote Work

Even before 2020, remote work was on the rise. But, for the time being, the model is here to stay. Many homebound knowledge workers have altered their normal office routine in the previous year or two. The advantages vary from time saved on commutes to the opportunity to employ more people from different parts of the country.

As good as it sounds, though, there are still challenges that you have to face working from home. It may be tough to be consistently productive and tuned in to the requirements of the rest of your team after months of working from home.

Implement the Right Tools

When it comes to maintaining equipment and software up to date, many businesses are slipping behind. CEOs who have invested in offering business laptops and cloud-based applications like G Suite or Office 365 will do better than those that rely on desktop infrastructures.

Now that these tools are more generally available and recognized, it is more vital than ever to ensure that everyone is heard when working remotely. When everyone is in the same room, this is a challenging idea to grasp, but it becomes even more difficult when a team is scattered. Those businesses that are set up to use virtual meeting and presentation software, which allows employees to participate and stay engaged while supporting data-driven choices, will be spared the sting considerably more than those that aren’t.

Also remember that while business networks are likely to be more secure than average, home and public networks are not. As a result, giving virtual private network (VPN) software to employees is critical when attempting to keep any connection to the business network safe.

Related: Top 5 Sales Tools for Your Work From Home Setup

Defining Boundaries 

Defining boundaries

To concentrate better and reduce interruptions, working remotely should designate a certain section of their house as a workstation. Distraction-free strategies, such as finding a workplace that meets their needs and arranging arrangements with family members to reduce personal distractions, are usually included into the work plan of competent remote employees.

Always Communicate

Since you can’t be interacting face-to-face in an office setting it’s important that you constantly communicate with your team. In this case, there is no such thing as “over communicating”. As managers you have to over communicate in order to ensure that your team gets all the right information crystal clear so as to avoid any miscommunication. In the same vein, you have to encourage your team to also articulate their ideas and feedback to keep the engagement between both parties transparent and going. 

Related: How Digital Marketing Revolutionized Business Practices

Use Tracking Tools

You may want to explore time tracking solutions to assist you manage and track your remote workforce, depending on the sort of business you run.

These tools will provide you with a comprehensive picture of how our staff spend their time. You can see what applications and websites they’re using, as well as how frequently they take breaks. You may compare workers in the reports, making it simple to spot outliers and see how they correspond to their real work.

With these tools, you’ll be able to figure out why some staff aren’t doing as well as they could, and you’ll be able to start making changes. You may discover that someone spends too much time on social networking sites rather than phoning clients. Understanding what constitutes effective time management may raise the standard for everyone on your team, encouraging them to give it their all every day.

Limit your Video Conference Calls

Limit video conferencing

Zoom meetings have been a part of everyone’s daily routine since the transition to working from home. You’re probably going to get on at least one video call to communicate with your team at some point during the day.

Zoom fatigue is a result of this. When you’re on a video call, you have to be fully present at all times. Your crew will notice if you glance away from the camera. You end up paying more attention and concentrating than you would in a typical face-to-face encounter.

Video calls are a great way of direct communication than simply sending an email or a private message. However, having more than two or three zoom conference calls can fatigue your team out faster and stall their productivity. So, it’s best to keep it to a limit to just once per day or two if it’s an urgent matter. 

Conclusion

Working from home is definitely here to stay. So, it’s important to keep up the productivity as best as you can. Remote working can be enjoyable and less taxing the first few days and maybe weeks, but as time goes on it gets more difficult to stay focused and stay consistently productive. We hope that these tips will help you and your team build and maintain a healthy and productive work (remote) work environment.

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How-Digital-Marketing-Revolutionized-Business-Practices

How Digital Marketing Revolutionized Business Practices

How-Digital-Marketing-Revolutionized-Business-Practices

Digital marketing is one of the most powerful forces shaping the business landscape.

It’s made everything from lead generation, customer service, to announcements, more accessible for the average consumer.

However, beyond that it’s allowed smaller, more creative companies to leverage technology to gain the upper hand in the face of rising competition.

In this guide, we take a look at what advancements in digital marketing processes are helping make businesses more efficient.

Prospecting Tools

The prospecting tools that marketers have at their disposal today are unparalleled with that they used to have a decade ago.

Marketers can easily build lead generation lists using sophisticated software that automatically pulls up not only a list of names and their numbers, but also valuable socio-demographic indicators that can help with personalizing communication.

Nowadays, doing the groundwork for market analysis and penetrating new segments can be done using a computer.

It doesn’t just end there, more advanced prospecting can be done via technology-used, second and third connections with other people, etc. leading to more niche prospect lists.

These tools can also integrate with other apps and social media platforms.

Related: Prospect Research and Profiling Tips to Help You Build Your Contact List

Retargeting

Real digital marketing transcends a single medium and that’s why retargeting is now becoming a part of daily life.

Although the idea of being tracked can seem a little creepy, proper retargeting has helped the lead generation efforts of a lot of organizations.

There are ways to tailor your retargeting to make sure that prospects are “gently” being guided through.

Facebook is a prime example of this with Pixel, and its custom audiences feature in its ads manager.

This is great news for content marketers who want a secondary touchpoint after a prospect bounces off.

Automation

The rise in the use of automation has been one of the biggest breakthroughs in making business practices more streamlined.

A lot of repetitive business tasks that involve a computer can now be automated using specialized software and programs, with a lot of these solutions residing in the cloud so users would always get new versions and have access anywhere in the world.

There are instances where even prospecting has been automated to a certain degree, auto-responders and repliers are now becoming the norm, and even scheduling and booking a meeting can all be done without needing a human to personally balance schedules for two parties.

At times, you don’t even need a full system, apps such as Zapier can automate one or two menial tasks at a time.

These advances have allowed a lot of businesses to focus more on their competencies than spend time doing busywork. Organizations can now spend time doing things that are more valuable to the business than worrying if a certain contract was automatically sent or if a reply was given to an inquiry.

Related: How Marketing Automation can make an impact on Singapore B2B Marketing?

Scheduling Software

Everyone loves scheduling software.

It can be used to automatically post on social media, send out emails, and even put out blog posts.

Apart from standalone scheduling software you also have the likes of Facebook with scheduling software baked right into their Business Suite.

It’s allowed marketers to plan out their content beforehand, make changes if necessary and not worry about being awake on different time zones to post things online for their different audiences.

This doesn’t just free up time, but it allows creatives to manage their time properly.

Related: How to Generate Software Sales Appointments in Singapore (and APAC)

Chatbots

Chatbots have taken customer service to the next level with their “AI” powered responses and ability to cater to both prospects and customers with minimal human supervision.

With chatbots, basic customer related queries can be answered immediately and they can help serve as a touchpoint if prospects happen to land on a landing page.

Another great thing about them is that they’re now being set up for lead nurturing, they can help guide a buyer through a website and recommend solutions to their needs.

The use of chatbots has grown tremendously over the last few years, and they are becoming common in almost every site conceivable.

For startups who want to take their customer service to the next level, using chatbots is the way forward.

CRM Integration

Customer relationship management tools have been around for a while, but their integrations have slowly become so vital to how a lot of companies operate.

CRM providers such as HubSpot, for instance, allow massive integrations with a variety of apps making tracking the process of a prospect from the first touchpoint to the point of remarketing very calculated.

This has helped companies in a number of ways, sales and marketing can now sync up efficiently, there’s a proper reporting process, and it can even help check on your digital marketing efforts.

Related: Top 5 Sales Tools for Your Work From Home Setup


Digital marketing tools will continue to lead the way forward in revolutionizing the way standard business practices work and it’s exciting.

We should see better prospecting, qualifying, and marketing moving forward.

These are truly exciting times for marketers all over.

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Top Regions in Asia for Cross border Expansion

Top Regions in Asia for Cross-border Expansion

Top Regions in Asia for Cross border Expansion

Are you in the early stages of planning your company’s international expansion strategy? No matter where you’re headquartered, consider Asia as your next landing spot.

With strong and growing economies, it’s one of the most dynamic regions in the world for business growth. It’s an ideal location for companies that are expanding internationally in order to expand their total addressable market as well as access top-tier talent.

Singapore

Singapore rose four spots from last year’s Global Expansion Tech Index to claim the #1 spot on this year’s report. 21% of U.S. and UK tech executives cite Singapore as their first choice for accessing top tech talent in the region.

But it’s not just talent drawing tech firms. Singapore scored well across the board; the country topped all other markets in terms of ease of doing business and outperformed all other Asian markets on the index in regards to skills availability and innovation capability.

Related: 7 Reasons Why Companies Should Consider APAC Expansion

Hong Kong

26% of tech executives see Hong Kong as the top destination in the region for accessing premier talent, ahead of the index’s top market, Singapore.

Hong Kong places closely behind index-topper Singapore in terms of regulation and ease of doing business. But perhaps more impressive is Hong Kong’s foreign direct investment, topping even Singapore.

Related: How to Avoid Common Lead Gen Mistakes in APAC

Malaysia

Bordering Singapore, Malaysia may come as a surprise to firms just exploring global expansion—but it has much to offer. Much like its neighbor, Singapore, and other top Asian nations, Malaysia offers one of the most business-friendly markets anywhere.

Though Malaysia sits fourth among Asian markets overall, it takes third place (behind Singapore and Hong Kong, respectively) for its GDP growth. Similarly, Malaysia’s foreign direct investment outpaces all other markets in the region except for Singapore and Hong Kong.

Thailand

The current population of Thailand is 69 million. It has been widely cited as a development success story, moving from a low-income to an upper-income country in less than a generation.

For decades, Thailand has been a stronghold for automobile manufacturing. The government offers land ownership rights for international investors and smooth visa and permit processes. 

Establishing a branch office or subsidiary in Thailand to engage a small team is time-consuming, expensive, and complex. Thai labor law has strong worker protections, so requiring great attention to detail and an understanding of local best practices is important. 

Related: Cross-Border Lead Gen Strategies and Best Practices to Follow

South Korea

South Korea is among the top Asian markets for the second year in a row, thanks to strong performances in multiple categories. It remains one of the easiest markets in which to do business, both in- and outside of Asia. The World Bank listed it as the fifth-most business-friendly country in the world, and the third-easiest market in Asia, behind only Singapore and Hong Kong, respectively.

Of the Asian markets, South Korea places third in terms of knowledge availability, making it one of the most promising markets for firms’ tech talent searches. Businesses reliant on exports and imports find South Korea an easy market in which to do business. It places third behind Singapore and Hong Kong, with South Korea’s infrastructure streamlining regional and global trade.

Conclusion

Asia offers growing tech firms fertile ground for growing their brand abroad. But companies must perform their due diligence before selecting a market for global expansion. 

So, with the regions we mentioned above, we hope that you’ll consider them to be part of your own cross-border expansion journey.

Author Bio:

Callbox Singapore Marketing Manager - Katrina ChuaKatrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.
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7 Reasons Why Companies Should Consider APAC Expansion

7 Reasons Why Companies Should Consider APAC Expansion

7 Reasons Why Companies Should Consider APAC Expansion

If your firm is eyeing global expansion, then chances are you’ve heard a lot about APAC, the Asia-Pacific region. Since the 80s, the term has become commonplace in discussions of global business, finance, and geopolitics — and with good reason. The region encompasses much of the planet. 

The APAC region has made many international companies and businesses turn their heads, and in this post, we are going to explore the core reasons why companies should consider expanding and cross-border marketing into the APAC region. 

Fast Developing environment 

Asia has become extraordinarily tech-focused and innovative. World-class tech hubs are growing in Singapore, Hong Kong, Tokyo, and other Asian cities. Advancing technology, government support, and tax breaks create a favorable environment to nurture businesses.

Mobile is also changing and advancing the business environment in Asia. This growth will be driven by mobile apps and improving logistics networks, the report suggests.

Increased access to mobile devices, increased e-commerce and apps, and improved networks mean more opportunities and a better environment for every type of business.

Massive population market

Asia is a gigantic market. Not only does the vast population represent a large market of potential customers, but also it is a market of upcoming and untapped talent. The growing population combined with the evolving tech industry means a steady supply of promising engineers, designers, and entrepreneurs.

With a large talent pool and customer base, the opportunities in Asia are limitless.

Advanced infrastructure

Major cities in Asia have advanced infrastructure that makes setting up businesses easier. Rapid growth in Asian countries has required a larger investment in both economic and social infrastructures, and improvements in these areas are visible.

Improvements in the business sector are reducing barriers to entry and increasing opportunities. In Japan, for example, relaxed requirements now allow foreigners to start businesses in the country without a permanent residence

Exciting atmosphere

Markets in Asia are still developing, and that’s exciting. Unlike established markets in the U.S. and western Europe, an emerging economy leaves more room for innovation and unique opportunities.

Various studies have conducted that India was the fastest-growing startup ecosystem in the world, with 800 new startups launching each year.

Getting in on the ground floor of rising economies means seizing new opportunities and more possibilities than are available in developed economies that are growing at a much slower rate. 

Business-friendly 

Asia has a very business-friendly environment, especially for foreign investors.

Singapore, for instance, offers low taxes for companies, and it has an easy setup for new businesses. Singapore has consistently been recognized among the world’s best places to do business and remains among the top choices for business investors. 

Compared to other countries considered as business hubs, Singapore offers one of the easiest and quickest processes of business registration, which attracts investors to start a business in Singapore. 

Hong Kong is similar to Singapore in terms of business advantages and ease of setting up and doing business. Foreign investors in Hong Kong have access to low taxation, and international corporations can expand their operations into other Asian economies by opening a branch in Hong Kong. Hong Kong has the added advantage of proximity to the vast Chinese market and preferential trade terms with China compared to other countries.

Great Economic Growth

Asia has experienced spectacular economic growth and has become a breeding ground for fast-moving, innovative, and competitive businesses. It has become richer faster than any other region of the world. 

The majority of the growth will come from China, India, and the ASEAN countries, and it will give rise to shifting world order with Asian economies taking the lead as global leaders and advertising their governance model across the world.

Highly-skilled workforce

Singapore is known worldwide for its superior education system. It is therefore not surprising that this country has one of the best available skilled workforces in the market. Singaporeans are known for their hardworking and rule-abiding nature in addition to their educational and technical expertise. Additionally, the favorable immigration systems attract a lot of global talent that you can also recruit for your business by pairing with a reputable recruitment agency. Another big advantage of this workforce is that it is primarily English-speaking, making communication with most foreign HQs easy.

Conclusion

The above is by no means an exhaustive list of reasons why you should consider Asia as your next opportunity to expand abroad. There are so many additional nuances worth exploring depending on the jurisdiction you may be looking at, but these are the main reasons why you should start considering expanding into APAC.

Author Bio:

Callbox Singapore Marketing Manager - Katrina ChuaKatrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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5 Growth Strategies to Bounce Back Strong in the Year of the Ox

5 Growth Strategies to Bounce Back Strong in the Year of the Ox

Even as countries across the Asia Pacific are making preparations for a historic roll-out of COVID-19 vaccines, authorities are staying vigilant about safe distancing measures. This means that more consumers than ever will be shopping online during Chinese New Year (CNY).

In 2021, the annual event, also known as Lunar New Year or Spring Festival, will fall on February 12 and kick off the year of the ox, an animal on the Chinese zodiac which represents diligence, strength, and resilience. 

With all the repercussions you’ve trudged through this past year, how do you gain the momentum and expertise to bounce back in 2021? 

Despite the challenges 2020 dumped on us, we can still come out strong. Here are the best ways to grow your business. Use each tip to help your team stay rooted in strategy, intuition, and hope.

Budget Well & Plan Accordingly

First things first, what’s your 2021 marketing budget looking like? While it’s good to have ideas on strategies you’d like to pursue, you also need to be realistic and determine if they’re even feasible with your budget.

Take a look at your 2020 revenue to see how aggressive you’d like to invest this coming year. For guidance, use a trusted marketing budget calculator to sort out your budget. From there, you can identify how to allocate that money to different marketing channels (SEO, social media, PPC, etc.). 

Don’t hesitate to tap into industry research while you’re crunching the numbers. It can help ensure you’re investing in the right places and on track to grow. And who knows, the findings might also provide ideas on how to build more agile strategies for 2021. 

Make Sure Your SEO Is Up & Running

In today’s digital world, taking an agile approach often means investing more in online channels. This can give your business the extra boost it needs to consistently stay connected with your customers—no matter what circumstances arise. 

A good place to start? SEO. Ninety-three percent of experiences begin with a search engine. Not to mention, SEO leads have a 14.6 percent close rate compared to 1.7 percent for outbound leads (radio/TV ads, direct mail, etc.).

Think of SEO as the fuel to your business’ engine—you need it to consistently attract the right customers and stay miles ahead of your competition. 

Here are a few tips to stay on top of your SEO efforts: 

Think about search intent

One of the most essential 2021 marketing trends is search intent. Google is getting better and smarter as we speak. Though keywords still play a pivotal role in search rankings, search engines are looking at the intent—why is someone searching for this phrase? Focus on this as you build out your content.

“Alexa, where’s the nearest cookie shop?“ More and more Google searches are being done this way. In fact, 76 percent of smart speaker users perform local searches on a weekly basis. Instead of simple search words, opt for full question phrases in your SEO practices.

Think about your local audience/searchers

If you’re a business that provides products/services in specific geographic areas, local SEO is a must. Otherwise, your business will pop up in Google for the wrong audience. So start by ensuring your local citations are in good shape and your information is consistent across all listings.

Personalize through Automation

Eighty percent of consumers are more likely to buy from businesses that offer a personalized experience—it invokes authenticity and trust. But we understand establishing this is easier said than done. 

When you have numerous leads, how the heck do you make each person feel special? Not to mention, how do you consistently stay connected with them without wanting to pull your hair out? 

The answer is marketing automation. Automation software enables both your sales and marketing team to look at your buyer’s journey and identify ways to streamline and customize your marketing campaigns. Better yet, it allows you to automate the following tasks: 

  • Segmentation: Are your leads in different stages of the buying process? With the right automation software, you can easily group them by key characteristics. That way, you can send out personalized messages to each group to better nurture your leads. Marketers who use segmented email campaigns see a 760 percent increase in revenue.
  • Lead-scoring: Lead-scoring is another way marketing automation allows you to step up your personalization game. You set up a lead-scoring model that assigns a value to each of your contacts. The values prioritize them, which enables you to invest your time and effort in the folks who matter the most. This method can bring a serious boost to your lead generation game.

Let Your Data Do the Talking

Are you tracking the performance of your campaigns? More importantly, are you monitoring them to help guide your decisions? 

Setting up SEO, social media, and marketing automation strategies are great, but to really boost your revenue, you need to let the data do the talking.

Here are a few tools to consider to help you make sound decisions in 2021: 

Google Analytics

This free tool tracks and monitors key metrics like site traffic, bounce rates, conversions, and click-through rates. These numbers can help your team discover what’s working and what isn’t and make the necessary adjustments. You can also integrate AdWords into Google Analytics to measure your PPC campaigns.

HubSpot

This platform not only lets you execute marketing automation tactics, but it also tracks key metrics of your marketing and sales campaigns. For example, you can implement A/B testing to find the types of call-to-actions (CTAs) that bring in the most conversions.


Establish the Right Connections

In addition to investing time in each employee, you also need to think of the big picture. This might involve finding ways to bridge gaps between teams and looking to resources outside your organization. 

Reach out to your colleagues

Web development, design, sales, content, the list goes on. These teams play a large role in your marketing efforts. Remember, an impactful marketing strategy is a collaborative one; it involves the skills and expertise of various teams. So take a moment to analyze how your teams work. Do you need to bridge any gaps? Reach out to your colleagues. Give them the opportunity to share their strategies with others. And from here, find ways your teams can productively work together to drive better results.

Reach out to thought leaders within your industry

Thought leaders can be influencers and/or people you look up to in your industry. Don’t hesitate to be proactive and reach out to them. For example, if you come across an article or video that really resonates with you, leave a comment for the writer or connect with them via LinkedIn. This can potentially lead to guest blogging or backlink opportunities. Not only will you gain a valuable connection, but you’ll also get a chance to elevate your online authority. Win-win.

Conclusion

Uncertainties still lie ahead, but with the right team to help safeguard your business and a solid set of strategies, you can have better peace of mind. Here’s to a fresh start and bouncing back in the Year of The Ox.

Author Bio:

Callbox Singapore Marketing Manager - Katrina ChuaKatrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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Healthcare-Marketing-Trends-for-APAC-in-2021

Healthcare Marketing Trends for APAC in 2021

Healthcare-Marketing-Trends-for-APAC-in-2021

There’s no other way to put it: healthcare marketers have their work cut out for them in 2021. Even though agility and adaptability are nothing new to the work of a healthcare marketer, it has never felt quite like this. COVID-19 has created tremendous uncertainty, economic instability, and political volatility. Locally, nationally, and globally, healthcare is both top of mind and totally upturned.

Nonetheless, the drum beats on. At some point, the clock will strike midnight, and 2021 will be upon us. As healthcare marketers, here are the trends that we need to keep our eyes on this coming year—where to invest, where to dial back, and some thoughts on the future of healthcare marketing as we know it.

Effective Communication Will Be Essential

In an environment where even routine visits now look vastly different—from how they’re scheduled to how they’re carried outpatients need information. While authoritative, proactive communication has always been a hallmark of strong healthcare brands, today there are practical and safety considerations unlike ever before.

Patients want to know how to seek care and how safe it is to do so. When it comes to COVID-19, specifically, people want facts—they want information on prevention, symptoms, testing, and treatment. The ability of healthcare marketers to cut through the noise and meet this demand will be essential to building trust and nurturing patient relationships.

What it means for healthcare marketers

Believe it or not, this is a tremendous brand-building opportunity. It’s an opportunity for healthcare marketers to humanize their communication strategies. Any communication coming from a healthcare brand needs to be:

  • Compassionate
  • Trustworthy
  • Useful

Think about the information that your patients need right now. For example, we’ve been closely monitoring Coronavirus Search Trends from Google. A cursory glance reveals that people are seeking information about symptoms, treatment options, and a vaccine.

To meet this search demand, healthcare marketers can source verified, factual information from subject matter experts within their healthcare organizations and make that content available to their patient communities through various communication channels.

Patient Experience Will Remain a Top Priority

It has to. Have you had any kind of engagement with your primary care provider or dentist lately? Pre-appointment communications, check-in procedures—everything has changed. Our view is that it’s not the patients’ job to “figure it all out.” Instead, healthcare organizations need to audit every touchpoint across the patient journey and, where needed, update and enhance the interaction so that patients feel cared for, understood, and confident in the safety of their care.

What it means for healthcare marketers

Again, communication is essential to shaping the patient experience. Healthcare marketers should focus on a few high-level areas that must be communicated to patients in light of COVID-19:

  • Appointment availability and scheduling
  • Procedures for in-person and telehealth appointments
  • Accommodation of elective vs. non-elective procedures
  • New safety procedures and requirements
  • General information about COVID-19

Next, it’s important to optimize the experiences themselves. For example:

  • Update your website content and navigation to make COVID-19 and telehealth information impossible to miss, ideally, with a dedicated page that’s easy to find and includes FAQs and links/CTAs out to things like appointment scheduling and additional resources.
  • Revisit your automated phone system and call routing to include information about updated procedures, policies, and contact information. If patients can get the information they need without proceeding to live phone interaction, it will help ease the increased burden on contact centers.
  • Personalize email and text notifications so that they’re bringing value to the patient journey. Do you have dedicated responses for telehealth appointments? Has your appointment confirmation and cancellation policy changed? Are there opportunities in your email and text sequence to include information about COVID-19 or business operation changes?
  • Provide a mobile app experience. Mobile healthcare apps now allow patients to send physicians messages without a call, upload documents, check appointments, and see test results. Follow My Health and My Chart are excellent examples. As healthcare further limits in-person interactions, mobile apps will be a key part of giving patients all they need conveniently and effectively.
  • Post updates to your business listings. A lot of people use Google Maps to search for healthcare providers nearby, especially for urgent care. Make sure your Google My Business listing is updated so patients can find you! Include safety and health bulletins, too, so patients know what to expect before they come in. Read our article to get more tips on how to optimize your Google My Business listing.

Investment in SEO and Content Marketing Will Evolve

How to optimally direct marketing spend is always top of mind for healthcare marketers. It’s a conversation we have every day. In the immediate aftermath of the global pandemic, the knee-jerk reaction was to hit pause on marketing and SEO budget—at least for the time being.

But that won’t remain the norm. Now, the conversation has evolved into, “how can we redirect our spending to best support our patients—current and future—given the ‘new normal?” Organic search volume hasn’t gone away; people are just searching for different things. Demand for high-value content hasn’t disappeared; people are just interested in different topics.

Telemedicine Will Become More Prevalent

Necessity is a great motivator, and COVID-19 has created the resurgence of telemedicine (also known as “telehealth”) options. While some appointments still require in-person visits, telemedicine appointments are suitable for visits that don’t require a face-to-face examination. This helps limit exposure and spread while keeping both patients and healthcare providers measure safer. Plus, telemedicine gives physicians a way to see and evaluate people with COVID-19 symptoms without direct exposure. While telemedicine won’t replace traditional healthcare, we predict that these types of appointments will become more common and essential for specific market segments.

Healthcare (and Healthcare Marketers) Will Lean into Innovative Services

Medicine is always at the forefront of innovations in treatment and technology. Yet, the pressure on medical practices to develop new ways to treat patients and improve the patient experiences promises to increase in 2021—especially as a COVID-19 vaccination remains an open question.

From 3D modeling in surgery to using artificial intelligence for hearth therapy treatments, the pace of new healthcare innovations is dizzying. On the patient experience side, healthcare providers are rolling out telemedicine, curbside care and diagnostics, new healthcare apps, and AI-powered chatbots.

The Takeaway

A unifying theme across all of these 2021 healthcare marketing trends is patient experience. In our view, the call of the hour in 2021 and beyond will be innovating, communicating, advertising, messaging, and marketing with the patient in mind—empathy marketing, if you will. No matter where you focus your energy, the patient experience should always be the starting point. Remember, COVID-19 is just one challenge facing your patient base.

To that end, communication will be essential to connecting patients with the care they need. Isn’t that what healthcare marketing is all about? Marketers who can adapt to changing circumstances, adapt to market volatility, and connect with patients in a way that brings value to their journey, will do wonders for their brand.

Author Bio:

Callbox Singapore Marketing Manager - Katrina ChuaKatrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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2021 B2B Growth Strategies and Trends for APAC

2021 B2B Growth Strategies and Trends for APAC

2021 B2B Growth Strategies and Trends for APAC

We all know this: Growth is very important for a business to survive.

You may know how to deal with clients and close deals. But if you don’t know how to maintain the growth, your business will soon be just a name in history. 

When a company struggles with growth, it gives its competitors a chance to pitch their customers by providing them with more advanced services and products.

Especially in the year 2021, where the whole world is going through a pandemic, companies are looking at just one opportunity to capture your client share.  

In light of this, we have outlined our top Growth Trends required to survive in these tough times.

Going Digital in ALL possible Departments

There are new technologies being developed daily and businesses all over the world are greatly adapting to this digital revolution. Looking at the growing pace of this digital transformation, you can’t afford to be left out. 

The digital world has several technologies for helping your business with efficiency and other operations. B2B companies in huge numbers are using the Cloud-based tools and SaaS powered systems to seamlessly carry out business operations. 

In order to grow your business in 2021, you have to accept internet-based technology with open hands. Here are a few tactics you can use to flourish in the market: 

  • We are living in times of social distancing. But it is important to maintain a sense of human element amidst your team. Using business apps like Skype, Google Meet, or Webex Teams can help you conduct regular team meetings, manage sick leaves, record overtime data, and even have private communication with your team individually.
  • Artificial intelligence can also help you manage your accounting and finance. Predicting revenue, comparing historical performance will be made easier digitally.
  • Use CRM software to take care of your leads. Also, send scheduled and follow-up emails to your clients.
  • Based on the purchase history stored in your CRM, send personalized emails with exclusive offers to your leads to make the most of email marketing.

Unparalleled Customer Service with a Personalized Experience

Not only B2B companies are largely employing cost-cutting techniques this year, but the customers also have less surplus money at hand. They are buying only what is necessary.

Not only that, but the customer’s buying habits have also been ghastly changed due to the horrific pandemic. They are buying what seems personal to them. In such a case, personalization has become very important. Not only does it give you a chance to connect to the customers at a deeper level, but it also makes them feel like an individual rather than “just a buyer”.

Companies are advised​ to reengineer their customer service like never before and give customers ample reasons to stay.

Listed down are a few tactics you can use to give unparalleled customer service to your customers:

  • Keep a record of the customer’s purchase history. Send personalized invites with exclusive information and offers to every individual customer.
  • Answer customer queries as soon as possible.
  • Let the customers decide the kind of communication they want to share with you along with the timing.
  • Based on the buyer’s past purchase history, suggest recommendations of products and services based on their interests.
  • Make the refund and cancellation policies flexible.

Online Events and Meetings

Valuable data and key performance goals are achieved through business meetings. Covid-19 has forced everyone to stay inside their homes, hosting online community meetings and corporate events have become essential.

Without proper communication, organizations fail to have direction and focus. Online community meetings can become a great tool when the employees of your company reside in different parts of the city.

Hosting Online Community Meetings and Corporate Events can help you create a bridge of communication between you and your other community members. This pandemic if not dealt with well can create distance among your community members which will greatly impact your business which can only be remedied with well-thought online corporate events.

Analytical and data-driven decision making

Until now most of the business decisions are made on ideas and instincts. But not anymore. Going forward, it will be replaced by data and analytics.

Brainstorm ideas in team meetings and encourage growth optimized tactics but don’t blindly implement them. In these tough times, another failure can take a major hit on your business.

So instead of making momentarily decisions based on opinions and viewpoints, rely your decisions on solid, trackable data. This data can be best sourced via Customer Feedback.

Go through the data from Customer Feedback forms and analyze it. Know the reason for the cancellations as well as the confirmation of the deal. Use the data and check where your product or service is lacking and what can be improved. Clear away the confusion and work on the concern.

Sales and Marketing alignment or Employing RevOps strategy

Sales and Marketing Teams operating in isolation can cause a setback to your business growth. Thus, a well-crafted RevOps or Revenue Operations strategy is the only way ahead if you want to achieve the unimaginable.

Sales and Marketing teams have a long history of argument on lead quality. But an aligned marketing and sales team can help you generate high quality leads in doubled up numbers.

Quality leads can be generated when the Sales team inform the marketing team about the leads that can benefit them. The marketing team then can ignore the low-quality leads and attract the hot leads with the right pitch.

This will directly affect the Sales. The Sales Team will no longer chase the low-quality leads and focus their time on converting high quality leads into loyal customers.

The Takeaway

If you want to keep your place safe, you need to employ new growth strategies and this think-piece can be your starting point. While we all gear up for a new year, remember, you want to stay ahead of your competition to leave a lasting impression in the industry. And, if you are still unable to crack the growth code, don’t be afraid to reach out to expert B2B sales and marketing consulting firms. They will help you craft personalized growth hacks conferring to their years of experience.

Author Bio:

Callbox Singapore Marketing Manager - Katrina ChuaKatrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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Content Marketing Tips for Technology Companies in SEA and APAC

Content Marketing Tips for Technology Companies in SEA and APAC

Content Marketing Tips for Technology Companies in SEA and APAC

Content marketing is still one of the most powerful methods of bringing in traffic and starting passive lead generation.

It allows companies to provide added value to their prospects while representing themselves as true market and industry leaders.

Let’s explore content marketing hacks for the Singaporean (and SEA, APAC) tech market that can allow any tech firm to leverage knowledge and gain a market advantage.

Don’t Forget Case Studies

Case studies are still one of the best types of long-form content, especially for technology companies. They are powerful because they resonate with companies who are looking for an example to follow.

These studies are not only a reflection of a tech company’s success but also their industry prowess and competency. It highlights the value in a company’s offerings.

Tech readers want something informational, and the more informational content is, the more a firm comes off as a thought and industry leader.

Besides, case studies are fairly easier for content marketing teams to write because they have primary source material that they can work with. It’s easier to repurpose into other articles.

Content Promotion

Content should always be actively promoted on the different social media channels that a tech company has.

Whether it is a quotable piece of text that can be tweeted, a picture quote in Instagram with a link to the original piece on a website, or an email notification, there has to be traffic coming into the content.

Active content promotion gets viewers on the site, and these viewers can turn into sessions where they check out the rest of your offerings.

Don’t Focus on Articles

Whenever content is mentioned, articles always come into mind, but there are different types of content available to technology companies in Singapore. Video tutorials, webinars, infographics, podcasts, etc. are all excellent examples.

The push for engaging and interacting over the last decade is tremendous, and it’s time that everyone took advantage of that, especially technology companies who are the forefront of the future.

Also, it helps advance your storytelling.

If You Do Focus on Articles, Change the Layout

Gone are days of using a basic blog template when posting articles. Responsiveness is already a must, so firms should work on making their articles as engaging as possible.

This includes pictures, responsive elements in between, videos, and even adding full-sized graphics above the fold. Firms have to differentiate even in article presentation to stand above the rest.

It’s All About The Metrics

Google Analytics is a gold mine of information. By consistently monitoring statistics, marketers can determine the type of viewers that are on their site and what type of content resonates with them.

In this way, goals can be realigned, and successful pieces of content can be followed up.

Marketers can avoid content-types that do not do well and get information on why some articles are doing better than others.

Getting the metrics game on point is also critical when it comes to A/B testing, which all tech firms should be doing with everything the release. A/B test allows marketers to keep tweaking the materials they release to ensure that only the most engaging ones are kept online.

This saves time, effort and a considerable amount of marketing resources.

The Follow Up

Metrics will also shed light on which topics deserve a follow-up. A quick follow up piece, complementary video or infographic can allow a content marketer to ride on the momentum of the previously successful release.

Older pieces of content that have been successful in the past can also benefit from a quick do-over. This could mean updating the content to reflect new information or giving it a second part.

Always Repurpose Content on Other Mediums

Article or blog content is not always applicable to all mediums. For instance, a 1,500-word guide can’t be posted in its entirety on LinkedIn and Facebook. The aim is to take whatever content published on the site and make alterations to suit the other mediums it will be published on.

For LinkedIn, the introduction could be switched out, and the main content divided into two parts with one part of the platform and the second part as a read more line on the website.

Facebook follows a different formula where a blurb with a link is more appreciated.

By doing this, a tech firm can have content that appeals to different types of audiences depending on the platform.

Repurposing the content is also a form of promoting the content on social media.

However, content marketing should also be paired with a lead generation system so that it can turn into a powerful funnel for the firm. There still has to be a concentrated effort to build proper nurturing strategies and facilities to keep bringing in more leads.

By combining these techniques, tech firms can maximize their efforts leading to more sales and higher growth.

Author Bio:

Callbox Singapore Marketing Manager - Katrina ChuaKatrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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4 Creative Ways to Generate Leads after Coronavirus Cancelled Your Event

4 Creative Ways to Generate Leads after Coronavirus Cancelled Your Event

4 Creative Ways to Generate Leads after Coronavirus Cancelled Your Event

At the wake of the coronavirus havoc, everything seemed to be put on hold and many changes had to be implemented suddenly and immediately. For a lot of businesses, that means almost everyone had to work from home or worst, stop operations for good. For some, it means cancelling vacations, business trips, or an upcoming conference.

Cancelled events might have a small or significant impact in your business depending on the scale and timing. No matter how big or small the effect is, there’s no denying one thing – a cancelled event means losing leads that you meant to capture during that event. 

Here’s the thing – it’s not the end of the world for you and your business. You can still capture leads using alternative and fresh lead generation strategies. Here are some ideas for you:

Offer Extended Trials

In a survey conducted for video marketers, 50 percent of customers said that free trials played a major role in their buying decisions

As mentioned above, consider this time an opportunity to showcase your product by giving more time for your customers to experience it for free. If you normally offer a 14-day free trial, why not extend the timeframe to 30 or 60 days or even more. This strategy encourages people to respond positively. After all, who can resist such a generous offer

One noteworthy company who’s doing it at this point is the yoga app, Down Dog. They provided an ingenious CTA that even first-time yoga practitioners cannot resist. Under the “Subscription” section, there’s a message that asks users what their major reason is why they cannot pay for subscription now. Once you click that, a pop-up will appear where you can type your answer. Their reply is also quite phenomenal because visitors receive a reply within 24 hours with a link that enables them a free 6-month subscription. The move is thoughtful especially during this time and it is also a great way for them to get more information from their customers.

Host a Webinar

Webinars are a great way not only for generating leads but sales as well. Among other strategies, it is the closest experience to a live event. Different platforms, like Zoom, allows hundreds of participants to attend which translates to hundreds of leads per webinar. In fact, 73 percent of B2B marketers say that it is the best method to generate high-quality leads. That is why a lot of companies – from insurance to tech – are hosting webinars these days.

Give Out Freebies for a Limited Time

Aside from extended trials, giving out freebies for a limited time can generate both leads and sales. The freebie doesn’t have to be costly. It can be a free content that gives tips and guidelines to your customers and prospects. It can be a free webinar or coaching session, or a free tool that will benefit businesses that you are targeting. 

Giving out something for free, especially this time, is your thoughtful way of saying that you care. Not only will it help you drive sales but it will improve your brand image and increase customer loyalty.

Widen Your Social Media Outreach

Social media platforms have evolved overtime. Now, they are equipped with built-in features that help businesses boost their sales and generate their leads easily. Utilize these features to your advantage and get the needed boost your brand needs. Use them to announce any upcoming webinar, conference, or content to your customers and target audience.

Consider This Time an Opportunity

There are still a lot of challenges that are going to happen in the coming months due to the coronavirus outbreak. But rather than treating it with fear, you can consider it as a good opportunity to generate more leads. And as long as you engage those leads and become transparent to them, your efforts will have its rewards in the future.

Author Bio:

Callbox Singapore Marketing Manager - Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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