How-Do-You-Generate-Leads-in-Singapore

How Do You Generate Leads in Singapore

How-Do-You-Generate-Leads-in-Singapore

It goes without saying that different businesses require different sets of customers, and there are various different ways of generating leads in Singapore. You can drive people through blog posts or have several platforms where you can collect prospects’ information. Then again, there is no cookie-cutter way of going about it. So, let’s look at different ways that you can effectively generate leads in Singapore.

Lead Channels

There is an abundance of lead channels, but that doesn’t mean that each channel fits your business. The challenge lies in finding the right lead channel that’s specific to your business. 

For example, Facebook is a great medium with which you can give a lead magnet for free and get people to sign-up. You can give out case studies, E-books, and free courses are some great lead generation strategies you can use here.  

For sales leads, most companies will go to LinkedIn and start a group where they get people in their industry, gather them together, and provide them with solutions to their problems all while promoting their product. 

Many third-party companies use funnels in order to understand the flow and behavior of the user in order to acquire the best conversion. What they usually do is set up landing pages in order to run drip campaigns to convert the user and make them an appropriate lead for a business. 

In the Insurance industry, on the other hand, aggregators get really good at SEO and drive people to their website where they collect the user’s data and sell that information to Insurance providers. Others invest time and effort in putting out high-quality content regularly across all their platforms.

Embrace new technology

Singapore is far advanced when it comes to technology. So, it’s important that you are ready to keep up and embrace new technology. This means that you also upgrade your existing digital marketing tools. New technology will help you match the current digital market trends and do B2B lead generation.

Make content… and optimize ’em

Great content has always proven itself as foolproof. It will increase organic web traffic and help you generate more business leads. 

It goes without saying that your content should have quality, images, infographics, and video to increase engagement and share counts. By utilizing all the right tools, this will make high in the ranks on search results and bring in more traffic to the website.

Inbound and outbound marketing

Even though outbound marketing is more effective, inbound marketing shouldn’t be ignored either. We actually recommend that you use both approaches for a balanced and effective lead generation. 

Stay active in your online communities by providing solutions for your customer’s issues and sharing informative content.

Automate your marketing

Use your marketing automation to nurture the prospects you’ve collected over email. This will get more data for your business leads. 

Remember the drip application we mentioned earlier? This can also provide marketing automation through email marketing, a properly designed pop up and more. Social media is another area that you want to automate. There are numerous management tools that you can use to automate your different social media channels such as Twitter and Facebook.

Conclusion

Lead generation is not a one-time fix-all process. It’s continuous and long term. If you have all the efficient tools in your arsenal, it will be easier for you to streamline your processes and increase opportunities for your business to grow. 

You can’t depend on just one source to get your maximum outcomes. You need multiple sources in order to help you acquire all the qualified leads more efficiently. But once you find the right strategies and tools for your approach, you are sure to increase your conversion rates.

Author Bio:

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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Drive Sales Growth with Lead Generation and Webinars

Drive-Sales-Growth-with-Lead-Generation-and-Webinars

Webinars are an excellent lead generation platform for many B2B companies, and this is especially true for firms that specialize in IT solutions.

They can generate new leads, nurture ones that are already in the pipeline, and create buzz for the brand.

This article explores a real-life example of how an Asian IT firm we collaborated with used the webinar approach to create new markets of opportunity and supercharge their marketing.

The Objective

The firm had four campaign goals:

  1. Hosting the event
  2. Running the post-event campaign
  3. Profiling the database
  4. Engaging new prospects

All of these objectives were riding on one critical component: getting people to attend the event in the first place. This is where we were able to collaborate actively.

Customer Profiling

The first step was to analyze the company’s ideal customer profile.

All campaigns ride or die by customer profiling, and this is why account-based marketing (ABM) has gained major strides against more traditional marketing methods.

It doesn’t matter if there is an existing database of possible leads or if a firm has to build one from the onset, there has to be an active attempt to qualify and screen the leads before the first touchpoint. This allows marketers to create personalized solutions and methods that resonate well with the prospect.

After analyzing the target customer persona, we were then able to start crafting a list and marketing collaterals to go along with the lead generation.

Marketing Collaterals

We used a combination of email, appointment setting, landing pages, and social media marketing to generate the attendee list for the webinar.

Email Campaign

Four distinct email templates were used in the campaign.

The General Invitation Email

The general invitation tells your prospect about the event and provides necessary details about what to expect. It also contains the pertinent CTA to get your prospects to sign up.

As an incentive – and everyone should do this – we offered special coupons to the first 50 registrants to the webinar. This allows people to have a sense of urgency and adds to FOMO to speed up the process.

The VIP Email

This particular email was sent to a more select group of people who needed that “special touch.” In many ways, it’s akin to the general invitation email, but it differs in a sense because it actually refers to the prospect as a VIP, making them feel a little more special.

In a way, we told these prospects that they had been preselected to join the event because of their status and reputation.

This is a good way of providing prospects a more bespoke approach to invitations.

The Referral

A referral email was sent to people who weren’t replying or seemed disinterested in the webinar.

It serves to have the initial invitation forwarded to other people in a prospect’s contact list so that a firm doesn’t waste the leads they have.

The Follow-up

Not everyone checks their mail regularly, and there is a chance that a prospect has your email buried in their inbox.

A follow-up email is necessary to remind people of the event again and reconnect with prospects that haven’t been replying.

You can send the follow-up email a couple of days after the initial email.

Telemarketing Campaign

While the email campaign was ongoing, we implemented a telemarketing campaign to serve as another medium for webinar lead generation.

We used a brief and concise script that covered the following:

  • A brief introduction
  • A quick check to determine if we’ve contacted the right person
  • Concise invitation along with other details of the event

However, just as with email and other marketing campaigns, we made sure that they had follow-ups if the response was one that we did not anticipate.
If they weren’t able to go, we asked if there was someone else in the department who could make it. We also made sure that we checked on how their IT was implemented to update our profile on the company.

An important thing to keep in mind is that you need to target people in an IT department in higher positions before moving on to the juniors.

If there’s no one available, you could ask who else you could forward the information to.

Social Media Campaign

LinkedIn is a critical part of your B2B lead generation strategy because it is the largest professional social networking platform. Also, it is one of the most practical channels for generating webinar leads.

social-profile-setup-img
Social Media Profile

To use LinkedIn, we created and optimized the profile of one of the officers-in-charge of the event and crafted quick invite messages that we could send out to people on the network.

After sending the quick invites, we threw in a message asking them if they would be interested in the webinar; this included a freebie – just like in the email and a good CTA for them to register.

To keep the conversation running if they weren’t able to attend the event, we asked if they would be interested the next time around.

Landing Page

Lastly, we built a custom landing page that was able to take in registrations and provide pertinent information depending on which location the participant would like to join.

landing-page-setup-img
Landing Page

The technique with landing pages is to keep it as short possible with a clear call-to-action. Forms should be pre-filled and concise as well; the goal is to convert the viewer quickly and efficiently.

Tools

We ran with the Callbox Pipeline along with HubSpot for form fills. The two are a great combination for lead generation. We also had lead generation professionals and a team of other specialists to support the project.

The Results

We had 1,450 accounts to work with, which totaled to 2,157 contacts since we aimed to reach about two people or active accounts per firm.

Out of the 1,392 accounts that were touched, we averaged 2.71 touchpoints for each, an indicator of how engaging our campaigns were.

We had a total of 227 MQLs with 125 coming in from calls and the rest from LinkedIn (102). LinkedIn was so powerful that we were making 36.1 percent of our connections on the platform.

Needless to say, the webinars that were held and hosted for different parts of Asia were extremely successful.

This particular case study is enough proof that with proper systems in place, you can actively leverage webinars to create new marketing campaigns that generate leads for your pipeline.

Marketers also have a choice to set them up in-house or partner with a lead generation agency such as Callbox to make things easier and more efficient.

Whichever option you pick, what’s critical is to keep lead generation ongoing to guarantee your company’s growth, even in these times.

Author Bio:

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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Adapting Your Appointment Setting Strategy to the New Normal

Adapting-Your-Appointment-Setting-Strategy-to-the-New-Normal

COVID-19 is reshaping the way companies go about lead generation, but the new normal doesn’t have to be daunting.

Lead generation, nurturing campaigns, and appointment setting strategies can all be modified to adapt to changes in our world. And, there are still plenty of new opportunities for growth that marketers can take advantage of.

From moving physical meetings to digital ones, to leveraging different advancement in technology, there is still a lot of growth that companies can attain.

Goodbye Physical, Hello Virtual

The reality of the situation is that traditional physical meetings might not be back for a long time. There are physical restrictions on movement, and the public has been in a heightened state of caution for the majority of the year.

With this, companies have no choice but to adapt to the new normal by embracing the digital world and leveraging what it has to offer.

Supercharging your starts with ensuring that you have the proper equipment in place to hold an appointment. A simple checklist would be:

  • A clean and quiet area to hold calls or video conferencing
  • Stable internet access at least 1 Mbps or higher, although around 4 Mbps can be recommended for higher video streams and virtual events
  • Proper A/V setup for video conferencing – consider getting a professional quality headset at least and a high-quality camera
  • A snappy computer
  • Appointment setting software

There are a lot more pieces that you could get, but these are vital to ensuring a smooth transition to the new normal.

Automate Appointment Setting

Getting a steady stream of appointments coming in is critical in a company’s quest for growth, and automating the process is a great way of doing just that.

One of the biggest roadblocks in appointment setting is tracking last-minute changes to appointment schedules and keeping track of the numerous back-and-forths that a marketer can have with their clients.

Using an automated appointment setting software, marketers can leverage technology to have their calendars automatically booked and updated once a prospect’s books, modifies, or reschedules an appointment.

This makes keeping track of appointments easier and allows a marketer to focus on high-level tasks.

Another added benefit of this is its integration to CRM software; some systems will allow you to throw in other tools in the mix. This helps you track progress and keeps you organized.

Offer Flexibility

Work from home routines have given people plenty of time, but it has made schedules a little lopsided. Be prepared to give prospects several flexible dates and times that they can book. One can even add an unconventional time slot just to vary things.

Send Email Confirmations

Once an appointment is set, ensure that the prospect receives an email confirmation with a few details on discussion points and how to reschedule the meeting if they have to.

Reach Them With Other Channels

Don’t just limit the communication channel to a phone or video call. Create campaigns that reach out to them either directly through other platforms like social media or indirectly with carefully placed retargeting ads.

The only caveat is not to overdo it and create an oversaturated landscape for your prospect.

Provide Custom Solutions While Being Sensitive About the Current Climate

The pandemic has thrown many companies off-balance, and a lot of people are still trying to navigate their way through the chaos. Marketers should consider the pandemic while providing custom solutions for their prospects

While it’s a given that marketers should be selling custom and unique solutions to their prospects, it will also help highlight how their solutions will work, especially given the pandemic effects.

This allows a company to be more sensitive to the potential and current needs of their markets.

Video Calls are Better Than Audio

Appointments can either be physical meetups or phone calls, but the former isn’t something that we’ll have for a while.

If given the option, ask your prospect if they want to have a video call instead. Video calls allow both parties to express their emotions, and it’s easier to have a conversation when you can detect visual cues.

It takes the normal audio call to the next level, and it becomes a more personal conversation.

However, never force a prospect to opt for video, make sure that you simply offer the option.

Invite Them to Virtual Events That Double as Appointments

Looking to spice it up or frustrated with a client that can’t seem to book an appointment with you? Then, invite them to a virtual event or presentation, you’ll be able to chat with them casually, and it’s less sales-y than booking a one-on-one meeting.

Don’t Discard Cold Leads

Given COVID-19, there will be many who won’t have the budget or the need for your product or services at this point, but this is not enough reason to knock them off your list.

Make sure that you keep colder leads on a separate list to remarket to them when times get better. Keep nurturing them, and they could prove to be great referrals or customers down the line.

Appointment setting is still a great way to guarantee meetings – albeit virtual – for your sales teams. Alternatively, companies can also employ expert appointment setting agencies to further boost their sales capabilities.

There are still many tweaks that many can do for their campaigns, but the most important step is to keep improving the process.

Author Bio:

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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8 Marketing Strategies CMOs Should Consider in 2021

8-Marketing-Strategies-CMOs-Should-Consider-in-2021

2020 has been a defining year for many businesses in Asia. The state of the world economy coupled with a pandemic, have left businesses with no choice to adapt.

However, there is no stopping growth. 2021 will be another defining year in the strategic year in marketing as companies work toward increasing momentum.

In this article, we explore the different marketing strategies that your firm should consider this coming year.

Digitalization

The biggest lesson in 2020 is the importance of digitalization. As the pandemic impeded our ability to travel, we’ve found a new way of being present with digitalization.

More and more prospects are now working from the comfort of their homes, and a looming digital transformation has been given the fuel to become more common.

Companies that have relied on traditional face-to-face meetings and physical methods of communicating with their prospects have had to radically adapt overnight.

The trend towards digitalizing more aspects of a company’s marketing plan must spill over to 2021. Even if physical movement becomes laxer in the coming year, a lot of people have already gotten used to transacting digitally.

This means that:

  • Creating omnichannel digital experiences have to be part of the buyer journey.
  • Having meetings and setting appointments should be further facilitated through teleconferencing.
  • Automating lead generation and nurturing has to be the norm for marketing teams to be more efficient.
  • Virtual events are still going to be popular.
  • Companies have to look at every aspect of their business and find ways to transform it digitally.

Social Media Marketing

Social media platforms have become integral to everyday lives, and it still poses to increase the size of the lead generation net.

There are several things that you can do to harness the power of social media and use it to supplement and lead generation or nurturing pipeline.

Here are a few examples:

  • The use of email retargeting to help with lead nurturing and getting brand messages across.
  • Connecting with leads on other platforms other than email like LinkedIn to elicit varied responses.
  • Automating messaging to reach more prospects.
  • The use of social media platforms to cast a larger net over prospects that meet a company’s criteria for an ideal customer.
  • A/B tested ad campaigns to boost impressions.

ABM (Account-based Marketing)

More and more B2B companies are making the switch to account-based marketing because of how effective it is. As prospects demand more customized service, it’s no surprise that companies that can personalize their marketing are getting their fair share of leads.

ABM is more effective because it combines highly targeted prospecting with personalized marketing.

There has to be an effort to switch to ABM in 2021 because lead generation is becoming more competitive.

Companies should focus on targeting their prospects with messages that resonate with them. This results in higher response rates and more efficient usage of marketing resources.
In fact, ABM is reported to increase sales win rates by 38 percent and increase customer retention rates, too.

Focus on Branding

Branding has been the cornerstone of almost every successful marketing department. A good brand evokes trust and loyalty. Trust converts the customer, while loyalty keeps them coming back for more.

Dependable brands tend to survive a crisis, as prospects look for solutions; they are more likely to pick a brand that has a proven track record.

This is why it is critical to keep brand development a constant objective in any situation.

There are several ways to improve the firm’s brand image. Deploying visual assets, being involved in the community, and launching PR campaigns are all great ways of developing a brand that people can rely on.

Public Relations

Having a solid public relations campaign can help augment your marketing and branding campaigns because it shows stakeholders that you are concerned about their issues as well.

2020 has been a good year for companies that have shown compassion despite the pandemic, and 2021 is another good year to continue good public relations campaigns.

Influencer Marketing

We’ve established that building trust and brand image is essential in the coming year, and influencers are around to help push for that goal.

However, B2C companies aren’t the only ones that benefit from an influencer campaign. Many B2B companies are now utilizing influencers as well to promote their brand message more clearly.

There is no shortage of industry captains and thought leaders in different sectors that command audiences that a company can tap into.

Furthermore, influencer marketing can be considered a more affordable and targeted method of advertising given current influencer rates and highly-specific audiences that follow them.

Flexibility

The biggest consideration to any marketing strategy that CMOs have to consider is optimum flexibility.

There are still a lot of questions that remain unanswered in 2020 and 2021 might not be everyone’s year; so it pays off to be adaptable.

Marketing campaigns and teams have to remain flexible no matter the circumstances:

  • The ability to scale and cutback has to be a priority in marketing campaigns.
  • Budgets have to be flexible to keep up with demanding finances.
  • A push towards proactive monitoring and reactive A/B testing for more efficient campaigns.

Outsourcing

Flexibility leads us to consider outsourcing as another strategy to consider in 2021. As budgets can contract overnight and lead generation becomes more competitive, it makes sense to consider outsourcing other marketing activities to make companies more efficient.

Not only does outsourcing mean more affordable marketing campaigns, but it also allows smaller companies to leverage professional services and access to expert solutions.
It makes for efficient lead generation and effective marketing operations.

There is a lot to be learned in 2020, but 2021 presents itself an opportunity to test new concepts and continue towards a trajectory for growth.

CMOs are at the helm of ensuring their companies’ sustained growth. Through proper strategy, they can navigate whatever the new year has to offer.

Author Bio:

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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Why-Outsourced-Telemarketing-is-More-Effective-Than-In-House-Options

Why Outsourced Telemarketing is More Effective Than In-House Options

Why-Outsourced-Telemarketing-is-More-Effective-Than-In-House-Options

Telemarketing is still one of the leading lead generation tools that any firm can have at their disposal; it’s cost-effective, adds a personal touch, and delivers great results.

Some companies often consider building their telemarketing teams in-house to personalize their campaigns and save on costs but end up spending more than they anticipated.

In this article, we take a closer look at why outsourcing telemarketing is more affordable than building a team from scratch.

Training Costs

An argument for in-house telemarketing is the degree of control that a firm can get with their telemarketing operations because they can customize campaigns at will and train their staff in a certain way, but this can soon become pricey.

Training materials and the time spent on training can stress a startup’s finances, and even medium-sized companies will find the expenses to be a little heavy.

Outsourced telemarketing agencies already have a roster of trained professionals that can be assigned to your company. Most of these agencies will also allow you to customize your campaign to a client’s specific needs.

In-house Requires Management

A department will need some form of management to make sure things run smoothly, and this can soon take up resources. In-house telemarketing departments can requisition admins from other departments, promote from the team itself, or take on someone new.

However, these options aren’t exactly feasible because it costs money to hire managerial talent, and moving officers in a company can cause operational issues.

Outsourced telemarketing agencies come with management in-built to the packages that they provide to their clients.

Deploying Infrastructure

One of the biggest challenges in setting up an in-house telemarketing department is getting the infrastructure set up.

This is more than just getting the chairs, tables, headsets and computers to run calls from; it’s also getting the right can of software and VOIP platform that’s right for your needs.

The software has to be licensed out and usually comes at steep subscription prices, multiply this by how many lead telemarketing professionals you have, and the bills start stacking up.

Once the software and equipment are bought, there is the challenge of looking for a good space to have calls. Larger companies will need a larger lead generation team, and larger teams need larger spaces. Also, the area has to be adequately quiet to facilitate calls.

The physical set up including the software can quickly rack up thousands of dollars in costs, not to mention regular subscriptions and space usage.

Allows for Maximum Flexibility

Companies need to be flexible and adapt to the changes in their industry landscape.

Outsourcing telemarketing operations allows companies to be flexible with their campaigns. They can easily scale up operations without having to purchase any infrastructure and scale down should the need arise.

This minimizes the risk that goes with buying into new infrastructure and hiring new staff members only to have to realign if things go south.

It’s not just startups who need this type of flexibility; it also applies to larger institutions that need to adapt depending on their ever-changing needs. 57 percent of companies outsource so that they can focus on their core businesses. Outsourcing allows complements to the business to be added flexibly, without disrupting the focus.

Quick Deployment

Every venture has a deployment time that involves planning, hiring, purchasing, and the like, and the same applies to setting up an in-house telemarketing arm. The time it takes to set up represents sunk costs that can only be recovered over time.

On the other hand, outsourcing operations gives companies the option to quickly deploy campaigns because agencies will have teams that are readily available to start the project.

Creating something from scratch will mean forgoing the leads that could have been made if the campaign was deployed faster.

Access to Professional Help

Setting up a telemarketing campaign can be tricky, especially if it is integrated with other processes in a company’s lead generation campaign.

The great thing about outsourcing the process is it gives a company access to the latest technologies and strategies without having to look too far. Professional help coming from specialized lead generation agencies can prove vital to a campaign’s success.

Besides, the outsourcing agency always tries to make campaigns better for their client’s because it’s part of the service that they sell.

When a client is winning at getting conversions via their telemarketing services, it also signifies a win for them and continued business.

Bonus: Risk Management

Should there be a costly change in industry practice or technology, having a partner helps lessen the risk.

Both parties share the burden of adapting to the market, and this also applies to the costs involved.

This makes it practical to outsource telemarketing, especially for companies who are new to this particular method of lead generation.

Having an in-house telemarketing department might not be the most feasible idea for most businesses because of the high setup costs and the intricacies involved. Outsourced telemarketing still provides one of the most viable options for companies who want to get great leads today.

Author Bio:

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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How-to-Generate-More-Attendees-for-your-Next-Virtual-Event

How to Generate More Attendees for your Next Virtual Event

How-to-Generate-More-Attendees-for-your-Next-Virtual-Event

A successfully executed virtual event with a good turnout is every marketer’s dream during these trying times. Sometimes, getting prospects to turn up for these virtual meets can be daunting.

However, there are always a lot of little things that one can do to boost event numbers, even if just a little bit.

This article covers how companies can boost their attendee counts before the big day comes along.

Offer Freebies and Special Privileges for Early Birds

One of the best ways to gauge how many people are going to make is through preregistration. Marketers like the process because they can form a good estimate of how many people will be able to make it and adjust their event accordingly.

However, it can get difficult to get people to preregister for your event. Sometimes people can’t even be bothered to fill out forms if it takes out too much of their time.

One way to fix this is to sweeten the offer for them. You can offer an early bird promotion if the event is paid, freebies for pre registration (and for attending,) or other perks. This way, they won’t just be motivated to fill out the preregistration, but also to attend.

Use Your Speakers’ Network

Influencer marketing still works even in virtual events, and you’ve got a known industry guru or speaker that will be presenting in your next meet, you can utilize their network to get people to attend.

Make sure they promote your event on their online channels and that you give out freebies made specifically for their audiences.

This follows the same principles as B2B influencer marketing.

Create Hype On All Your Channels

Using social media is a great way to drive attendees to come to your event. You can alter your message depending on what channel you use.

Sponsored Tweets and Instagram Ads

Say you’re doing a product launch, you could have the details of the event on a sponsored tweet on Twitter while you can post teaser pictures of the product itself on Instagram.

Have a LinkedIn Campaign

LinkedIn is the biggest professional social networking platform on the planet. If you want to spark the interest of people in the same industry, your marketing on this medium has to be on point. Ensure that you have a separate campaign promoting your event on LinkedIn as well. This is where your professional attendees will come from.

Sync It Up With Facebook

You can use Facebook to create custom audiences so that you can remarket your event to your mailing list, leverage Facebook groups with niche interests, use the Facebook Events functionality to promote your event, and automate Facebook Messenger to send reminders.

Whether you use all the major social networks to promote your event or stick with one, marketers are encouraged to use social media to expand their attendee count.

Offer a Glimpse Into the Event

Just as trailers are to movies, so are previews vital to any virtual event because they entice a viewer to want to watch more. Every virtual event has to offer a preview of what the viewer can get out of it.

This could be a couple of seconds of your speaker presenting, teaser photos of the event, material that is going to be covered, activities like Q&A sessions that you’ll be having, and so much more.

Skip the all text preview and opt for a video or picture presentation. This will make it more visually appealing to the end-user.

A prospect wants to know what’s in store for them to decide if your event is worth viewing.

Make It Easy to Attend the Event

Nothing is worse than putting off an attendee that is about to join the event. This is why virtual event organizers are encouraged to make joining an event as easy as possible.

This means that everything from the signup form to the login panel for the web event has to have a user interface designed to draw the attendee in.

Remember, you can always collect attendee information during or after the event if you need it for your metrics. Please don’t put off potential attendees by bombarding them with too many questions or obstacles in getting them to join.

Invited Them Already? Send Them a Reminder Message!

Reminder messages don’t have to be strictly sent by email; marketers can use other channels in their disposal such as LinkedIn messaging, Facebook, or even DMs on Twitter. A reminder can also be sent on more than one platform at a time.

The reminder message is important because there is a chance that a potential attendee could have forgotten about the event.

Please put in the date, time, important speaker notes, and a small call-to-action in the message itself.

Remember, focus on selling the event itself, not the goods and services that your firm offers. There’s plenty of time for you to sell to your attendees in the event. Your event needs its own lead generation goals and lead nurturing strategies to make it successful.

Author Bio:

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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How-Companies-in-Asia-Can-Find-New-Sales-after-COVID-19

How Companies in Asia Can Find New Sales after COVID-19

How-Companies-in-Asia-Can-Find-New-Sales-after-COVID-19

The pandemic has severely affected all global economic activity. The Singaporean economy has suffered on both the demand- and supply-side. Sectors that have suffered the most are those on the international travel side which includes air transport, accommodation, and other tourism-related sectors. Those in the retail and food industry sectors have also taken a massive hit from the pandemic and even stretching out towards the outward-oriented sectors that deal with manufacturing and wholesale trade. 

However, looking at the silver lining, more businesses have also embraced the demand for online sales and services. That is already overcoming one of the hurdles. As more businesses come back to resume their operations, they will also have to figure out how to find new prospects and clients. 

That is exactly what we’re going to talk about in this article today. Let’s talk about the various ways on how you can fill your lead funnel again and jumpstart your business.

Online Presence

Singapore is a very technologically advanced country. Having a presence online as a business should not be a problem. What’s important here is that you strengthen your online presence now more than ever. This may require you to post a lot more frequently than before to keep your customers from shifting to your competitors. Let your customers know that you’re still present, seeing their struggle, and offering solutions to help their business as well.

Proactive Outreach

In both outbound and inbound aspects, you have to be proactive in looking for new leads. Businesses cannot afford to sit back and wait for their customers to come to them. Look back at your previous lead generation and outreach strategies to tweak and adjust your approach to make it more comprehensive.

Consistency is the Key

Improvisation may not be the best approach as current circumstances don’t leave much space for such as not all your prospects are as eager and financially ready to purchase right now. Devise a precise strategy that guides your customers through each step of their purchasing journey. Granted, every strategy will look different for each business, however, there are certain key stages that you should specifically focus on:

  • Discovery stage
  • Initial phone call with the sales representative
  • Product/service demo
  • ROI calculations
  • Interview with decision-makers
  • Closing the deal

Re-imagine your Offer

For the most part, it feels like we’re living in a totally different world right now and as we’re embracing the “New Normal” in all aspects this also means that we need to reposition our existing products and services in a way that exceeds our prospects’ unmet needs in real-time. Let yourself be open to embracing new approaches in your sales strategies that are ideal for the times we’re all living in right now.

Renew Salesforce Focus

When looking for new prospects, our first instinct is to go back to our existing roster. In this case, source new ones from your most promising and active social media channels as well as referrals from existing customers and service exchanges. Train your sales teams on the latest digital innovations, deal executions online, methods, and tools. Being fully equipped is the key here.

The Takeaway

There is no denying that the normal we used to know has been altered due to this pandemic, but we should not let it hinder our business advances. Pay close attention to your clients and prospects, what they need, what their pain points are and look for innovative solutions that will help not only solve their problems but also help their business (and yours!) to propel forward!

Author Bio:

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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Top Lead-generating Webinar Tips for Software Companies in Asia

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The 10 Webinar Benchmarks Every Marketer Should Know report shows that Software and Technology companies are the top producers of virtual events among industries. In addition, based on Callbox’s data gathered from webinars it has hosted for years, the tech industry also shares the most number of attendees in sales and marketing webinars in terms of registrants (37%) and attendees (42%). The software sector believes that webinars are key to market their products and services, and educate their customers; likewise, a way to gain knowledge and network with prospective clients. 

But, not all webinars are created equal. While many produce high converting leads, others gather a hefty number of registrations, but draw a very low number of attendees, while some generate 60% attendees out of the total registrations, however turn in poor conversion rates.

So, here are top webinar tips to help you hit all targets from promotions, facilitation to reports.

Pre-webinar Promotion

Before the big day comes, be ready to get swamped with a lot of tasks like creating collaterals and promotional materials such as email templates, call scripts, landing pages, registration pages and managing social media posts.

Tip: Leverage a multi-channel approach by utilizing email, voice, chat, social media and mobile in promoting the event to draw a good number sign ups.

Email Templates

Email best serves as a channel to formally invite people to your webinar because it’s the most credible and trusted marketing channel by B2B decision makers. However, certain rules must be followed to gain high delivery, open and click rates.

Tip: Keep the subject line to 70 characters or less to avoid bounces. The email body must be short, but should contain complete details of the event (title, date and venue) and a 3-bullet takeaway. Tuesdays and Wednesdays, 11 AM, are the best days and time to send emails to boost open rate and responses. Also, customize your email templates based on your target recipient or audience category. See samples below:

For new/fresh attendees

Webinar Invite for Fresh Attendees Email Example
Example email for new attendees

For absentees

Webinar Invite for Absentees Email Example
Example email for absentees

For past attendees

Webinar Invite for Past Attendees Email Example
Email example for past attendees

Call Scripts

The calling activity follows after an invitation email has been sent to confirm the prospect’s attendance to the event (may be optional). 

Tip: Make confirmation calls a day or two prior to the webinar to gain a high chance of confirmed registration

Call-to-Invite Script Example
Call-to-Invite example script

Landing Page / Registration Page

High converting landing pages are compelling, comprehensive and complete. It should contain relevant information about the event and clear instructions like “how to/click to register”, “next steps”, etc.

Tip: State what you offer, keep details at minimal, include 1 to 2 CTAs and show the value or benefits that attendees can gain from the topic.

Webinar Landing Page Example
Webinar landing page example

Promotional Materials

An event promotional material is the packaging of ideas for your product or organization. So, be creative in creating blogs, social media posts and banner ads to perfectly package your webinar. 

Tip: Promotional materials must contain a clear messaging of what your event is about, who your target attendees are, when and where it’s going to happen.

Blog / Announcement

Create pre and post webinar blogs to keep your audience engaged. Click the links below to see some examples.

Social Media

Webinar Social Media Post Example
Webinar social media post example

Banner Ad

Webinar Banner Ad Example
Webinar ad / promotional element example

Webinar Facilitation

Practice Session

Take time to run through the whole presentation to get yourself familiar with the tool/s, timing and the overall program flow.

Speaker(s) Introduction

Make the introduction spiel for the speaker short and simple, 2 minutes at the most, but build a credible description that would best profile him as a subject matter expert on the topic.

Engaging Attendees

Attendee engagement does not happen by accident, but is preceded, primarily, by a relevant subject and a well targeted contact list of invitees; followed by a thought speaker and a well-designed presentation.

Q&A Moderation

Attendees may shoot questions anytime, but it would be best if the host, co-host or a panelist could manage this to avoid delay or overtime.

Webinar Report

Video Recording

Make your presentation available on-demand after the live event – send it to your attendees and even to absentees and post it on your website. It will be a good remarketing strategy for those who missed the event.

Audience Feedback

Gather audience feedback to gauge your performance – what you did best and the challenges you need to overcome. Your audience’s questions, comments and suggestions will also help you come up with ideas on what topic to take next for your upcoming webinars.

Q&A Report

Not everyone who shows up at the webinar is an interested or a qualified buyer, so qualify the leads to see who fits well in your ICP (ideal customer profile) to save time and energy.

Pre and Post-webinar Metrics

Metrics are a must in every campaign. Apart from being determinants of success, metrics will help keep your tasks, staff and timelines aligned throughout the whole process. Consider the following:

Pre-webinar

  • Number of Registrants (target vs actual registrants)
  • Email Stats (click throughs and open rates)
  • Call Statistics (who, how many were reached via call)

Post-webinar

  • Attendee Ratio (registered vs attended)
  • Engagement Stats (length of time attendees spent in the webinar)
  • Questions, comments and suggestions
  • Poll (gain insight to your audience needs)
  • Absentees (no shows vs. confirmed)

Finally, plan and prepare for your webinar a month before to gather more registrations, execute all action plans on time and avoid webinar fails.

Author Bio:

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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6 Tips to Improve Post-Webinar Engagement

6 Tips to Improve Post-Webinar Engagement

6 Tips to Improve Post-Webinar Engagement

Engaging prospects do not end when your webinars do–work is actually just getting started! In post-webinar engagement, there is much more work to be done to nurture your guests to ensure they make the necessary steps to help you reach a higher return of investment.

Whatever your strategy may be, it is fundamental to stay in touch with your attendees. You can use these fun and prospect-focused strategies for your next webinar:

Create a post-event survey.

A survey is the simplest way to gauge attendee satisfaction with your virtual event or their lack of it. The results from these surveys provide helpful metrics for you as an organizer. Their answers will also inform you about your event organization’s strengths and areas for improvement.

You should send the survey within 12 hours after the event and include questions where guests rate various parts of your activity. You may ask questions such as:

  • How much did you enjoy the workshop?
  • How clear was the speaker’s presentation?
  • Was the staff helpful to you?

For low ratings, such as those five or below, ask guests what caused them to give a low score. Surveys can also come with incentives, such as discount codes, to increase participation.

Create a networking page or event.

People with common interests attend the same webinars. Networking provides these people with a community where discussion of your company or your industry remains fresh and vibrant.

After the event, you can set up smaller follow-up events where your attendees return to mingle and get to know each other. Networking activities can be live or hosted online. Either way, as your guests’ common denominator, you should facilitate their networking activity.

For a live event, you should identify locations where your attendees can meet. If you prefer a more straightforward approach, you can create a temporary forum on social media. You can start threads and facilitate discussions related to the event.

Stay active on social media.

Social media posts, including blogs, are common pre-event marketing channels. However, they are also useful for post-event engagement. In the days that follow your event, ramp up your posts by updating your guests with the material you’ve gathered during your activity.

Here are some of the things you can include on your status updates or blog posts:

  • A thank-you message to everyone who attended
  • Testimonials and event highlights
  • Post-event offers exclusive to those who attended
  • A collection of memes compiled from or related to the event
  • A more in-depth look into the products or services promoted at the event

Give back to guests.

Your attendees did you a favor by going to your event. Thank them by emailing them a quick thank-you note. You can also show your guests how much you appreciate their presence by giving them something they can use. These rewards can be a simple discount code for your products and services.

For some guests, something more physically tangible may be more appropriate. You may send them mail-in, handwritten thank-you notes that include a gift card inside. A thank-you gift should ideally be sent a day after the event. You can also send them additional gifts a few weeks after the event to show your participants that you haven’t forgotten them.

By the time you have a next event planned, you can send your guests personal invitations or exclusive early bird deals. Let them know that this offer is a personal thank you for attending your previous events.

Host social media contests.

Don’t let the fun stop after your event. Give guests something to look forward to by hosting some form of social media contest, with a special prize for the winner.

The contest should be kept simple. You can ask your participants to post a funny photo and caption using a picture taken during the event. You can also require all contestants to use your event’s hashtag. The contest winners can be those who get the most votes or shares.  Entries to these contests become user-generated content that furthers market your brand to your participants’ network.

You can send an email to announce who the winner is, as well as those who came in second and third. Be sure that every participant gets a consolation prize, such as a sizeable discount code.

Give event-only offers.

The 24 hours following your event is a golden window of opportunity to nurture your guests to ensure they convert to customers. If you launced a product at the event, you could continue to push the product within this 24-hour window. If the product launched was sold at a discount during the activity, you can extend that offer for an additional day, and only to your participants.

Likewise, if you hosted a charity event, you can republish your donation goals and continue to encourage donations to be made even after the event.

Post-event engagement should drive value for your guests, even when your participants have already gone home. Making a good post-event engagement plan helps you keep the discussion alive among your guests and prospects. It also enables you to maintain a connection with your participants, whose attention might otherwise go to a competing brand.

For an expert handling of your post-event engagement strategy, reach out to our experienced team at Callbox.

Author Bio:

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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3 Reasons Why You're Not Converting Your Leads to Sales

3 Reasons Why You’re Not Converting Your Leads to Sales

3 Reasons Why You're Not Converting Your Leads to Sales

Having tons of leads in your pipeline does not mean that your business is successful. Only when these leads become customers can you truly say that your customer acquisition strategy is effective. If you want to see more of your leads converting, you need to reexamine your business perspective as well as your strategy and training. That is not easy, of course, because you have to overcome several pitfalls in order to do that.

Let’s take a look at some of the reasons why your leads are not converting to sales and how you can turn them around to your advantage.

Disconnect between your marketing and sales teams

One of the most common reasons why a lead does not convert is that the marketing team does not properly qualify the leads before handing them over to the sales team. If this happens, chances are your sales and marketing team have different definitions of what a sales-qualified lead is. There’s no defined standard on how they should score their leads. 

In order to fix this, you need to create a lead scoring model where your sales team can recognize and articulately inform marketing which leads are ready for them. After that, you should create a system with checks and balances which helps both teams understand the qualities they use to identify qualified leads. If the leads do not convert, there is an error with your lead scoring model or you are not following the check and balance system for qualifying the leads. Then, you need to adjust these definitions or you need to train your sales team further on proper forecasting and overcoming objections.

Not enough value

The business landscape is becoming more and more competitive; thus, you need to consistently refine the value you offer so it remains relevant to the perspective of your customers and prospects. 

Arketi Group vice president Micky Long said that one of the biggest mistakes businesses commit is spending a lot of time on the words they will use in their content marketing materials (i.e emails, web pages, blogs, etc.) but forgetting their value proposition. 

If your target market does not see the value of your product or service immediately, they will not convert no matter how amazing your email sounds or your website looks.

There are several ways how you can add more value to your product or service:

Personalize

Customers tend to gravitate towards a product if they feel a certain connection with the business or the key people of that company. However, executives need to remember that being personal does not mean that you will talk to them like your family or friend. Rather, it is about positioning  yourself as a thought leader in your niche or industry.

Simplify

It refers to how your customers and prospects interact with your company — from the moment they become aware of your brand to the time they buy your product or service.

People want something that will make their life easier. If your process is complicated at the beginning, they will shy away from it. On the other hand, you present more value when you simplify it even more.

Customer Service

Whether you like it or not, your product or service is not that unique. Your competitors might offer better features or lower prices. So how do you win prospects to buy your product instead of the competition? 

The answer — an exceptional customer service experience! It becomes even more valuable if the product or service you are offering is on the technical side.

Not enough training

No matter how you sync your offers and messages across different channels and platforms but your sales staff does not have sufficient training about your product/service, they are nothing. 

Imagine entering a physical store and inquiring about an item you saw on their website. When you asked a sales clerk, however, he has no idea what you’re talking about. 

That’s frustrating, right?

So what will you do? You walk away with your excitement all but gone. Thus, if you want to have a better chance of converting prospects, all the members of your team should be properly trained and informed, so that they can always provide a seamless experience to customers and prospects. 

The same product knowledge should also be found in your customer service reps and other team members who will interact with your customers. There is nothing worse for customers than to encounter someone who doesn’t know how to answer their questions regarding your product or service.

The Bottom Line

Even though most marketing and advertising efforts are happening online, you still need all sides of your business covered. Also add the suggestions we gave in this article and notice significant changes in your lead generation efforts.

Author Bio:

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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5 Reasons You Need to Team Up with a Lead Generation Agency

Reasons-You-Need-to-Team-Up-with-a-Lead-Generation-Agency

Lead generation allows a business to increase traffic on its company website, enjoy better sales, and more significant conversion rates among its prospects. An effective lead generation strategy will enable prospects to see what a company is offering and why their products and services are the ideal choice in the market.

A lot of companies have focused on fostering their in-house lead generation team. Still, many also run the risk of missing out on the unique advantages of having a lead generation agency as a partner.

Do you think your sales team could benefit from the experience and expertise of a lead generation partner? Should you wait until sales have reached a certain level before you bring someone in? Should you just ride out the slump and wait for a better cycle?

If you are unsure, here are five signs that you need to bring in the help of a lead generation agency.

Slumping Sales

The most telltale sign that you need the help of lead generation experts is when you see that your sales have dipped. Most companies are confident about the strength of their homegrown sales team. Still, they acknowledge that their sales number can improve. If you have the same problem, you need to provide your in-house sales team with the right assistance that they need to reel in new customers and reevaluate their policies.

Bringing in an outsourced lead generation expert will allow your homegrown team to reassess their procedures, and identify gaps and opportunities for an improved sales strategy.

Poor-quality Leads

Unqualified leads remain a significant obstacle in every sector and industry looking to convert leads. In fact, in a survey conducted by Ascend2, 50% of business marketers shared that increasing their lead-to-customer conversion ratio remains to be their biggest challenge and their top priority.

Tried and tested lead generation experts can help you gain access to more leads in your target market. Not only that, but you can also be sure that the leads they deliver have the latest contact information and are primed for you to convert.

Wide Gaps in your Sales Calendar

When you notice that the gaps in your sales calendar have widened, that’s a warning sign that you need to reevaluate your prospect outreach strategy. You should be able to fill up your work calendar with sales opportunities, like networking invites and appointments with potential leads.

You should not be complacent with the number of clients you already have. Instead, look for ways to expand your prospects through face-to-face meetings, cold calls, pre-qualifying leads, and more. If you need extra support in finding more prospects to meet with, hire the help of an external lead generation team.

You Want to Expand your Sales Reach

Outsourced lead generation teams are especially useful when companies are looking to increase their presence in a specific market. Partnering with lead generating firms is also useful when you’re looking to venture to new markets. Expanding businesses require a continuously growing pool of prospects, and lead generating teams provide that pool efficiently.

Leads are at the base of your company’s growth. Without a designated team that can expertly bring you specific prospects, your business runs the risk of reaching a plateau. With sales on a flatline, your sales conversion will soon plummet.

Your Sales Team isn’t Reeling it in

According to a study conducted by Salesforce.com, sales professionals nowadays only spend 34% of their time selling. Members of your sales team likely do the same. Frequently, sales professionals are bogged down with activities such as data entry, quote generation, and emails that take them away from finding more customers.

Of course, these tasks are equally important to their job. Still, the main priority should be to bring in new customers to maintain a healthy flow on your sales pipeline. A lead generation firm can help streamline your processes and allow your team to get back on the phone to close more deals.

Many businesses only consider bringing in a lead generation company when their leads have finally dried up. But there is always an opportunity to get help before you reach that point. If you notice one or two of these telltale signs, you should find a lead generation team that can address your needs for backup. There are also telltale signs that you have chosen the right team!

You can always reach out to us if you feel that your homegrown sales team can use the professional help of the lead generation experts from Callbox.

Author Bio:

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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Selling Your Enterprise Software Products and Services in Asia

Selling-Your-Enterprise-Software-Products-and-Services-in-Asia

The biggest and fastest-growing online marketplaces in the world are definitely in Asia, and the consumer’s online shopping habits are far different from those that are usually practiced in Europe or in the Western world. When you think about e-commerce business the thing that’s on top of your mind is definitely changing. There’s constantly new technology on the rise and more powerful tools are changing how consumers and different businesses shop for software, expanding their expectations of convenience from vendors. 

If you’re planning on selling your enterprise software products in Asia, here are some tips to help you successfully market your SaaS products.

Employ ABM

Account-based Marketing has made its comeback and is widely used by industries around the world. It helps you with personalization and nurturing your key customers and prospects.

It’s only fair to say that every industry and company you’re trying to appeal to is different from the last one. So, marketing without creativity is almost the same as driving with your eyes closed, and aside from just helping you nurture your key customers, using ABM methods will allow you to reach and focus on the right customers and not on ones who don’t bring any added value to you. Considering that you are offering SaaS, you have niche targets, so you have to make sure that your marketing is going to be as specific as well for it to be successful.

Host Webinars

It goes without saying that webinars have taken over the marketing game and are by far the most effective way to real in leads. Bring your creative team together and come up with unique ideas for your presentation so that your audience will be left with an unforgettable experience. 

For SaaS businesses, webinars are also a great way of creating reusable content across your different channels. Let’s say you put together an hour-long webinar containing all your original content around a specific topic or product or service, you can post the replay on your website or dedicated webinar channel if you have one. You can also chop up your webinar into segments and post them on your social media channels as bite-size educational nuggets for your audience. 

There’s a myriad of things you can do with one webinar at a time, so take full advantage of it.

Empower your Sales with Qualified Leads

Highly qualified leads are everything. Having a proper sales database is not just important but also works wonders for your sales team. Being able to have all your sales figures, trends, and contacts readily viewable and available makes a huge difference when it comes to making sales. Provide your team with the right tools to nurture your leads and invest in outsourcing your lead generation. When you outsource your lead generation, the pressure on your own team for generating leads will be off and you can steer your focus more on selling to people who are actually interested in buying your product/service.

User and Business Value in an Enterprise Software Sale

In marketing, it’s common practice to balance user value and business value. You provide free content or product features that benefit the user, but may not be so great for your company. On the other hand, charging for every single feature may be great for your business but decreases the value for the user. It can be a tricky trade-off but you can definitely find a sweet spot in it without compromising either. 

Normally, enterprise software products are mainly priced by either the user or the amount of usage whether that may be as a function of time or data. Now, whether you control how much your company charges or not, you can always grow the number of users or attract them to deepen their usage. 

Here’s a strategy to increase the number of users. Have a combination of top-of-funnel content marketing that raises your leads’ awareness of your product/service advantage with a bottom-of-funnel customer success marketing approach that supports your customers’ needs and therefore, deepens their product adoption. 

You can strike a balance between paid and free content in many ways. Ultimately, this is why freemium is such a popular model to follow because it is the perfect combination of word of mouth all while maintaining your business value for you to grow, and continue improving your user’s lives.

Conclusion

If you want to sell your enterprise software products in the online marketplace giant that is Asia, these are the top strategies that you need to remember to practice. If you have any more questions, we are always ready to provide you with more insight.

Author Bio:

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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