How to Effectively Do Social Selling in APAC

How to Effectively do Social Selling in APAC

Asia is home to the majority of social media users worldwide. Nearly 60% of those users will reside in the large area of the world known as the Asia-Pacific region, where more than 3.5 billion individuals will spend time on social networks at least once a month.

The domination of social network users in Asia-Pacific is nothing new. The rate at which the region’s user base is slowing down, though, is something new. Up to 2021, social network usage in Asia-Pacific has increased by double digits almost annually.

Through social selling, your company may focus on potential customers through social media and form relationships with a community of leads. When done correctly, cold calling may be replaced by social selling.

You are probably losing customers to rivals who are more adept at using social media if you have not implemented social selling in your funnel. But after reading this article, you’ll have all the knowledge necessary to make a difference.

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How Does Social Selling Work in APAC?

To display your items on Livestream programs devoted to your brand, your major trading partner needs to have their very own presenters on staff. This might assist you in educating and converting clients who are already familiar with your brand.

Additionally, you may collaborate with influencers, also known as key opinion leaders (KOLs), to promote your goods to their audience and increase your reach. The same strategies that have been utilized to connect and convert clients in China may also be employed in South East Asia.

Giving vs. Receiving

If there is a common theme throughout these social selling strategies, it is because adopting this mindset is the only surefire method to succeed on social media. Social media is mostly about exchanging material and ideas, thus in order to succeed, you must offer much more than you receive.

Make the bulk of your posts valuable by filling them with facts and advice that will benefit your readers. Spend a considerable amount of time discussing other people’s stuff as well as making insightful remarks.

Cultivate Personal Connections

Because of their mistrust or contempt for authorities, politicians, or the media, audiences frequently turn to social media. They have a voice on social media sites, where they may also develop bonds with their friends, neighbors, and the organizations they support. Therefore, the secret is to develop a more intimate relationship with the customers who provide you with their support. Why not publish pictures and videos of the staff at enjoyable outings? This would provide viewers with information about the individuals who provide the goods and services they value.

Your social media audience will notice if you genuinely care about their wants and problems. 

When there is a personal connection, there is more going on between your company and its clients than just economic dealings. On a purpose, social cause, or current fashions, both sides concur.

Maintaining Regular Engagement 

You must consistently communicate with customers and connections for social selling to be successful. Additionally, such encounters must be sincere and not come off as forced or as if you are trying to upsell. Engage your network in conversation and let it flow naturally to its conclusion.

It’s also crucial to consistently offer content and establish yourself as a go-to resource in your field. Offer answers, give pertinent details, share achievements, offer helpful advice, or engage in discussions about issues that are important to both of you.

Related: B2B Lead Engagement: How to get more Website Response

Don’t Forget About Your Existing Audience

It might be simple to ignore current clients on social media in the drive for new customers and marketing cash, but it’d be a mistake. Keep in mind that acquiring new customers costs six times as much as keeping your current ones. Even if it can’t be expected that customers who have previously purchased from your business would do so again, they probably will.

Ask deeper inquiries and spend more time cultivating connections with returning clients to make them feel unique. To learn as much as you can about them and to keep them interested, look through their social media sites and biographies.

Strengthen Your Brand Discoverability

When you first enter a foreign market, marketing expenses for customer acquisition might be expensive. We advise building brand recognition in the target audience using social media platforms in order to advertise on the marketplaces for any firms aiming to go global through marketplaces. Livestreaming video may be used to market your products in a variety of ways, both to engage people who are already familiar with your brand and to introduce new customers to it.

Marketplaces in the APAC area have embraced live broadcasting. Livestreaming services have been built by various big companies across APAC. All of these companies reported increases in usage in 2020, notably during lockdowns when businesses were shuttered.

Related: Building Brand Awareness Through Email and Social

Takeaway

When done correctly, social selling is one of your most powerful sales strategies.

If you aren’t actively searching for new customers on social media, you’re losing out on opportunities. As more people begin utilizing social media for both business and pleasure, this will become increasingly clear.

The Tech Selling Landscape: 2023

 We’re halfway through the third quarter and it’s giving us a glimpse of what the sales landscape is going to be. Having the foresight of the upcoming trends, prepares a business or an organization, allowing them to create strategies that can increase their market share and boost their revenues. 

In this article, we will be discussing what the tech selling landscape will be in 2023. It includes tech sales and forecasts for the coming year.

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Digital Transformation Will Be 2X Faster

Before Covid 19 happened, digital transformation was growing steadily, happening at different levels and phases. But when a worldwide lockdown was implemented, companies were forced to change and adapt immediately. 

Those who have digitalized their processes thrived and took a rather mild hit. Those who were ready were able to adapt immediately and also survived. Unfortunately, those who didn’t take the strongest hit closed down. It was an eye-opener in all industries — digitalization is a must. 

So it’s not a surprise that digital transformation will be twice faster in the post-pandemic era. According to the International Data Corporation (IDC), global spending on digital transformation will reach up to $6.8 billion by 2023. The report also added that 65 percent of the world’s GDP will be digitized in 2022. 

AI Will Be More Ubiquitous

Artificial intelligence (AI) is already everywhere. But its presence will even increase in 2023 and beyond. According to a report from PwC, AI could contribute up to $15.7 trillion to the economy by 2030. 

Furthermore, AI will make way for greater product variety as well as enhance personalization, attractiveness, and affordability. Because of this consumer demand will increase. Consequently, global economic gains are expected to increase by 45 percent. 

Sectors that will greatly benefit from AI are: 

  • Technology  and communication
  • Entertainment
  • Healthcare
  • Finance
  • Energy
  • Manufacturing
  • Transportation
  • Retail and consumer

No matter what sector your business is in, understanding which of your products and services will provide the greatest opportunity for AI is critical in how you will move forward. 

The Internet of Things (IoT)

Research conducted by the McKinsey Global Institute stated that the Internet of Things applications will be widespread in 10 years with an estimated global economic impact of up to $11 trillion by 2025. The report further revealed that ⅔ of the value will be generated in B2B settings and that business customers and consumers will likely capture more than 90 percent of the value created.

IoT will significantly impact the sales process in four major areas:

  1. Automation

The best example of how IoT impacts a business is Starbucks’ cashier-less cafe. People can just come and go to the store and get coffee. They don’t have to go to the cashier to pay but they are charged as they leave the place.  

  1. Data and Analytics

Companies will have more access to real-time data. This will give businesses insight into which item to advertise and when. It will show them real-time trends and show them how to leverage them to boost their income. 

  1. Product Incorporation

The most popular example is the introduction of QR codes to almost any item. They are unique and contain much more data than the bar code. Because of that, it has more uses than a bar code. 

QR codes can be linked to videos or audio, so you can use them as a call-to-action to attract people to your product or service. It can connect you to online or offline media. You can even use it to direct people to your landing page.

  1. Consumer Analysis

One marketing technique that emerged when the IoT was introduced was geofencing. It is the technique of discovering nearby customers using their smartphone GPS. This allows you to design a plan based on the information from individuals in close vicinity. 

But in order for this to happen, there are three areas B2B companies need to create:

  • Interoperable systems using analytics

Companies need to deploy interoperable systems that integrate and customize analytical software. Doing so will help companies generate business insight and have a more accurate prediction of the economic landscape. 

  • Privacy and security

One of the benefits, when the IoT automates business processes, is reduced overhead costs. The same McKinsey research showed that IoT can help companies save up to $308 billion dollars annually. 

The challenge, however, is how companies protect consumer data. Since the technology is new, it is also prone to attacks. So, businesses need to strengthen their security to avoid this. 

  • Right organization

Organizations are already facing different challenges. With the introduction of IoT, it can become even more challenging. Thus, if businesses want to benefit from this technology, they must be ready for it. 

IT specialists need to have a deeper understanding of IoT because it will significantly disrupt business processes. Managers also must learn to interpret captured data for their decision-making. 

The emergence of 5G Network

The 5G network is an essential component of IoT because it makes data transfer faster. Faster connections mean more people can go online anywhere in the world, even in remote areas. And the more people online, the bigger the market becomes. 

As the market grows, there’s also a need to process data. Marketers should also be able to segment their customer data much faster than before, allowing for a more personalized experience. 

The 5G network also brings advanced wireless networking which results in lower latency capabilities anywhere in the world. That means businesses can reach their market in real-time, minus the lags and poor video quality. The lightning speed can shorten the sales process not only in the tech selling landscape. 

You will be able to get your message across your market as well because consumers will lessen their use of ad blockers. According to Hubspot, 36 percent of people use ad blockers because ads take a long time to load and it slows down loading time. 

Increased Use of Chatbots for Customer Service Support

Chatbots based on advanced AI will become more popular together with IoT and the 5G network. These bots can improve not only your customer service support but also your revenue.

According to a report from Drift, 55 percent that use chatbots generated more high-quality leads. Furthermore, they have enhanced customer service support. And the result of that is an increase in sales. In fact, a survey revealed that 86 percent of customers are willing to pay 15 percent more for a better customer experience. 

The use of chatbots also reduces overhead costs. One chatbot is equal to more than 10 humans. They can communicate with multiple users at the same time; thus, replacing human agents to deal with customers. That reduces operating hours, saves office space, and optimizes operational expenses. 

Related: How to Create a Customer-centric Buying Experience

Introduction of Fog and Edge Computing

Fog computing can process and manage bigger data than cloud computing. Edge computing, on the other hand, ensures that the data is processed closer to the request — either in the user’s device or the local IoT. 

Fog and edge computing go hand in hand. Even after the data is processed locally on the edge device, it can still be sent to a fog node for more centralized processing and analysis. Because of this, there will be less latency because data is processed in real-time. 

Real-time processing leads to improved response time and a better user experience. It will also improve data security and privacy. Since data can be processed locally, there’s no need to send it to the cloud; thus, it’s more secure. 

Conclusion

The tech selling landscape will surely be interesting in 2023 and beyond as technology becomes more sophisticated. If you want to leverage it to enhance your business, you need to be ready. That includes your manpower, your business processes, and your infrastructure. Otherwise, these changes won’t create an impact on your organization. 

Benefits of outsourcing lead generation when expanding to Asia

For every firm, lead creation is crucial. In essence, it involves manually identifying, prospecting, and contacting potential leads in order to attract new clients into your sales funnel. A company will have to rely only on organic traffic if lead generation is not done,  meaning they are not increasing their chances of making sales and growing. You can employ a wide range of lead creation strategies and techniques.

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Better Time Management 

Your business time is extremely important, and you should respect it as such. You may save a considerable amount of time by outsourced B2B lead creation services.

Internalizing lead-generating activities may sound perfect, but many business owners overlook how much time it takes to:

  • Create a lead-generating plan and put it into action.
  • Find, employ, and educate fresh sales and marketing personnel
  • Identify, cultivate, and schedule sales appointments with leads.

The internal account executives and you can devote more time to running your business on a daily basis thanks to B2B lead generation outsourcing. The probability of turning a prospect into a long-term client rises as a result of giving your internal sales staff more time to create the ideal sales presentation.

Related: How Outsourced Lead Generation Can Save You Time and Money

You get all the Right Tech and Tools

Costly sales tools and technology might have a detrimental financial impact on your business. You may access all the technologies and resources you need for a long-lasting sales process by outsourcing B2B lead generation, including CRM software, Email marketing automation tools, Data enrichment technology, and streamlined communication platforms.

Your SDR staff must not just acquire these tools but also be knowledgeable in their application. It might take a lot of time to train SDR professionals on these platforms. Since the outsourcing SDR team is already familiar with these technologies, outsourcing B2B lead generation reduces the need for training, guaranteeing you get the most from your lead generation campaign right away.

Related: 20 FREE Marketing Tools to Get your Brand Out There

Access to Excellent Sales and Marketing Teams

Unfortunately, the sales business has a high turnover rate, making it difficult to locate top-performing SDRs these days. If your SDRs opt to go elsewhere, you won’t have to think about obtaining top personnel if you outsource B2B lead generation.

When you engage in outsourcing B2B lead generation, you don’t just invest in one SDR; you invest in a group of sales professionals. Clients may access a selection of marketing and sales professionals with a range of expertise through a B2B lead-generating business.

Reducing Expenditure Cost

 Businesses may recruit more employees for less money because of the decreased overhead it permits. The quality is unaffected by these labor cost reductions and remains unchanged. The main differences are in the prices per hour as well as an overall decrease in utility bills. There is fewer personnel needed to staff an office when company functions are outsourced. Your office may be smaller as a result, and you’ll pay less for power and other utilities.

You no longer need to spend money on new tools and applications since good outsourcing providers have the necessary software to accomplish jobs that are outsourced in the most effective way. All of this lowers your overhead.

The Takeaway

 Businesses may recruit more employees for less money because of the decreased overhead it permits. The quality is unaffected by these labor cost reductions.

Despite the fact that you may internalize your sales process, doing so will cost you a lot of money and time in the long run and won’t produce consistent results. And being a developing company ourselves, we are aware that this is no simple undertaking.

A corporation can gain greatly from outsourcing, as can global economies. Although there are major hazards and obstacles that must also be considered, technology can effectively fill these gaps. Outsourcing is indeed growing in popularity but has also grown necessary for many businesses as technological improvements pick up speed.

Lead Generation Strategies for EU Companies Looking To Expand Into APAC

Singapore, located in the heart of Asia, caters to the region’s fast-growing markets but also the rest of the globe. It also has world-class connections and well-developed infrastructure, making global markets accessible. It could be difficult to find time and assets to dedicate to your advertising strategies, especially if you’re operating on other aspects of the company that is more urgent, but lead generation is even more important, as a European if you want to broaden into an area on the other side of the world.

This article will discuss six lead-generating marketing tactics that you may apply. They will assist you in attracting leads to conduct business with you. Let’s get started.

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Why you should expand to Singapore

Singapore is Asia’s leading risk management hub. Its worldwide currency and derivatives trading center might allow international investors and dealers to easily manage their investment and trading portfolios from a single place. In addition to England, New York, and Tokyo, it routinely ranks Singapore as the world’s most busy trading center.

Finally, notably in the IT and financial services industries, the Singaporean workforce is highly skilled and educated. Singapore’s workforce is also globally competitive, which is a positive for foreign firms looking to develop their operations there.

Don’t Neglect Email Marketing

Any organization may benefit from a smart email marketing plan. It may assist you in creating an online presence, increasing brand recognition, and attracting leads engaged in your products or services. Lead segmentation can help you enhance your sales. By sending out personalized emails, you will be able to significantly develop your business. According to surveys, personalizing emails helps firms achieve significantly greater conversion rates.

Tell Success Stories

Success stories are beneficial to both new and existing enterprises. You can publish success stories about how your service or product helped another client solve an issue. One strategy to advertise your business is to provide testimonials about how you’ve assisted your clients. It not only helps to advertise your brand, but it also has the potential to attract new clients who are fascinated by what you are offering.

Social media networks are fantastic for spreading your message. It’s never been simpler to interact with followers thanks to platforms like Facebook, Twitter, and Instagram, which all provide people a unique location to share their views and experiences. Although, with many platforms to choose from, you must exercise caution in deciding which is ideal for you. You’re looking for something that will help you reach the appropriate people.

Study and Keep up with Competitors

hands holding books

Singapore is well-known for its business-friendly environment. Many corporations from across the world are opening new offices in Singapore to take advantage of the country’s economic advantages.

If you look to expand to Singapore, you’ll be up against all of these enterprises as well as flourishing local businesses. To hire exceptional personnel, convince customers to take an organization’s products, and create the revenues you need to succeed in this new market, you’ll almost certainly require professional assistance.

Make Gated Content

Gated content is a type of online marketing that restricts access to specific resources by requiring users to fill out a registration form. This is a technique for segmenting your audience and targeting the people who are the most interested in the brand.

It might be difficult to find the perfect audience for your company, but gated content can allow you to get started by segmenting consumers depending on their interests. If you don’t have any expertise in developing gated content, you could wish to hire a lead generation firm.

Appointment Setting

woman in front of calendar

Prospecting, setting an appointment, and getting a deal are the main processes of a B2B lead-generating campaign. Despite the importance of each component, only a small percentage of prospects would proceed to the purchase step without an appointment. Appointment setters are the people who gather, develop, and qualify leads, notwithstanding the importance of each stage. You may close more transactions and expand your business if you handle B2B appointment scheduling.

The Takeaway

Expanding to Singapore, especially from across the globe may seem quite intimidating at first as you have to take into account not just your methods but also your talents, the cultural differences, and language. Of course, all of these are a great factor to either making or breaking your expansion, but most importantly is that you know how to properly set up your lead generation strategies at the same time. We hope that this guide is going to help you as you expand your business to Singapore. They may seem simple yet prove themselves effective time and time again.

Live Events are Back! 4 Lead Gen Ideas for Attendees and Exhibitors

Live Events are undeniably necessary and they are back. With that being said, lead generation at conferences is still effective.

Whether it’s a live event, an online event or a mix of the two, events that may occur are an important part of efficient marketing tactics, and they’re still relevant despite the pandemic.

Event marketing methods that have worked in the past are no longer effective. You must make your event stick out in order to create qualified leads, organize a successful event, and achieve the desired objectives. Starting with entirely new lead generation brand management, you need to build an effective, unforgettable experience.

Involve Your Sales Team in the Planning

To ensure the growth of lead generation during your events, enlist the assistance of your sales staff. You don’t always have to rely on the marketing department to organize anything; they’re not the only ones who know how to put on a successful event or generate leads at them. Because they have particular expertise of your intended consumer group, sales teams are great assets.

Another thing to remember about your event is that it does not have to be a massive gathering with scores of people in order to be successful. Your gathering might be large or small, with a large audience or a small number of individuals.

Have a Solid Post-Event Nurturing Plan

It’s all about forming connections at events. However, many event organizers make the mistake of forgetting to keep up on leads after the event has ended.

Prepare a strategy for that you will touch up with leads before the event. Get imaginative and consider what you’ll do to make a significant difference. Everyone sends out an email to participants, but you should make an effort to stand out. You don’t want to send the same “thank you for joining our event” message that people have seen a dozen times.

Show your appreciation for their attendance by delivering something beneficial, such as a short video or key takeaways from the event. To remain in touch and develop a feeling of community, you should engage with them on media platforms.

Dabble into Virtual Reality

Although VR and AR) are not new technology, they are both unique enough to attract your audience and generate traffic to your booth. Indeed, don’t be shocked if a line forms!

Best of all, VR and AR are remarkably low-cost lead-generating tactics. Virtual reality headsets with your brand on them might take some technical know-how to get up and running, but they’re highly enticing.

Visitors will be so excited to check out your AR and VR that gathering information will be simple. During the setup procedure, inquire about it.

Tailor Your Presentation to Your Audience

Consider the audience before giving your presentation and personalize it to their needs. If you have access to pre-event registration information, make use of it!

You should always tailor your presentation to your audience while providing it. Think about their requirements and imagine yourself in their position. What do they know or trust about your subject already? What are the most crucial things you want people to remember?

After you’ve answered these questions, combine all of the above material with your knowledge to produce a customized, interesting, and memorable presentation.

Consider how some participants’ ears perk up when you start presenting examples, quotations, or images from the companies where they work throughout your presentation. Use data to generate a lot of attention than if you just used your standard template. It demonstrates that you care about the individuals who are there and it shouldn’t require much work on your side.

The Takeaway

You probably want something that will show for all your work and effort after months of planning and preparing for your Live Event. Giving your booth visitors engaging experiences will offer you an edge over the competition and generate quality leads for your company.

How to Set Sales Appointments with CIOs and Key Tech Buyers

Setting up sales appointments with tech buyers might seem daunting given that using any “tech”-based techniques might put them off, but there are still plenty of workarounds to gently nudge them through your sales pipeline.

Here are some ideas that can help you set sales appointments with CIOs, IT managers, and other tech buyers that are looking for what you have to offer.

(And get other tips for lead nurturing!)

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Webinars

A webinar allows prospects to put a face to the product and see that you are willing to add value to them even if they have not bought the product yet. The webinar may be an introduction to the product with the offer to set an appointment to learn how they can access full potential of the product.

This is a “win-win” situation. 

It allows marketers to indirectly market their products and services to prospects during the webinar itself, instead of directly marketing it to them via email or social media.

The only marketing you need to do is to get them to join the webinar, and from there you can enact your sales pipeline for appointment setting.

Digital Courses

A lot of B2B tech companies are now looking to use digital courses as a lead magnet to sell services to their prospects or book appointments.

By using a digital course – it doesn’t have to be paid – your company showcases that you are also in the information business. Once a prospect signs up, views your course, or engages with a video you have, you can then include them in your funnel.

With digital courses, they will have the opportunity to manage their time and have access to great information for their personal gain or to contribute back at work.

There are so many topics that can be shared over a number of short courses. In addition, anyone interested in a particular topic can pick and choose what it is that they want to learn. Someone may pick up a course on the recent research on technology investment or a basic course on how to install certain software.  

Use Virtual Events

A virtual event is different from a webinar or a single session. A traditional webinar may have participants coming in to learn about specific topics from an invited expert speaker. A webinar highlights sharing of information. A virtual event though has aspects that you will be able to find if you attended an in-person event. For example, a virtual event will have speakers, but have features that allow virtual attendees to engage. They can ask questions and share their experiences. There may be online breakout rooms for attendees to meet and network with each other just like they would do at an in-person event.

A virtual event may last for several days, just like attending a conference. Even before the actual event, you can start to build momentum and excitement for it. Building the hype and brand awareness may attract others who have not heard of this event, and it being online will be able to attend.

Unless you are restricting yourself to a certain geographical location, it can be attended by people all over the globe. An event such as a customer summit can stage the environment for customers to really get to know the business’s values and goals. There can be an exchange of frequently answered questions. Businesses will also be able to take the concerns or feedback of customers to prepare for the next product or event.

There are other creative aspects that you can incorporate in a virtual event to make it feel more personal. Mail customers who registered a packet that they would have normally received. Set up an online merchandise store where they can buy an event t-shirt or other paraphernalia. 

With the world opening up, you may also want to consider a hybrid virtual event. In this case, there may be attendees to show up physically to the event and there are a group of people who are still attending virtually. Media technology is important to balance this type of event to ensure that those attending in-person and online are both receiving maximum potential of the event.  

When considering a webinar or virtual event, it is important to understand your goal. If you are looking for more opportunities to build engagement or network, a virtual event may be a better fit than a webinar.

Market Yourself as an Influencer

As an influencer, you will be able to share your failures for them to avoid the same mistakes, and also offer your expertise in areas they have not yet developed. 

This is great for inbound leads through avenues like LinkedIn.

What you can do is optimize your profile, get active by pushing posts out, and start connecting with relevant CIOs and IT managers!

Establishing rapport with potential buyers on any platform is a leverage that influencers can use. By engaging on a social media platform, such as podcasts, listeners will pick up your perspective, tips, and also recommend you to their friends. It is important to remember that influencing may take a while, so this will yield results after some time.

However, this opens an opportunity to even engage and actively participate on someone else’s platform that may already have a following. Those who have an interest in what you are saying or of similar perspectives will continually be drawn and open to hear what you have to say which could later lead to an invitation to an appointment. 

Get a Third-Party to Help You Out

If you find yourself in need of appointment setting services, you can always hire a third-party to help you out.

Benefits of hiring a third-party is that they’re cheaper and cost-effective. For example, you will not need to hire employees. There are expert teams that are ready to assist with several years of experience which you can tap into.

They have systems in place that may be in line with other marketing systems that you are using. In addition, it also takes skill to know how to interact well with customers. Knowing how to respond and carry a conversation to keep an open line of communication and relationship is important to consider in human engagement. 

There is no maintenance cost. You will not need to provide office space, set up additional communication lines, or other. The time and finances that you save here can be put into work that you feel requires more attention. 

Indirectly Market to Other Members of Their Organization

Instead of marketing them directly at first, indirectly market to their teams.

You can run retargeting ads on Facebook, do brand awareness campaigns for their colleagues, so that they know about you before you reach out to them!

This is a complicated concept but the way it works is that you work on their team indirectly then target them afterwards. Teams that do the groundwork may easily see or catch on how a product can add value to their work. They can compare and contrast how their output can be improved with the product than without it.

This will be important to study for them to make recommendations for approval. Indirect marketing is not aggressive like direct sales, which if one is not careful can seem to be overpowering and pushy to potential customers. Through indirect marketing, nurturing a relationship becomes one of the main components. The benefit is that others will learn to trust what you are saying and follow you.

Custom Packages

There will be buyers looking to place orders for a large quantity of physical products. Perhaps you have the capacity to provide their need. In addition, having established your business, you can propose and offer customized packages to meet the needs of your consumers.

Not only can you offer the physical products, but buyers may also be interested to add your digital courses, individual or group coaching, and exclusive membership to your site.

The possibility of creating different kinds of products to meet the needs of your consumers where technology is considered can be further explored. 

Other Tips That Can Help You Out

  • Do your research. The context of a challenge pre-pandemic and post is different. While many managers may be looking for online solutions, perhaps there are other buyers who are also going to make an adjustment for an influx of customers who will frequent their stores especially that there are no further travel or mobility restrictions. The culture and budget of target consumers is also important to see if you can make a good fit.
  • Be clear and concise. You may not be the only option that they are looking at. Be clear on what pain points you can address and how you can assist them to get out of it with an invitation to learn more once the appointment is set. Confidence in what you are sharing about will be remembered by the consumer.
  • Be transparent. It is time to remove the awkward feeling for the prospect and for you on how to go about the conversation. Ask the consumer what their needs are and that you may have an offer for them to consider.
  • Ask questions. Take hold of the conversation by asking questions for you to understand their perspective, need, and wants. It may come up that what they are looking for cannot be solved with your product; and with that information, you still have served well by referring them elsewhere, but with your contact information should they be in need of your expertise in the future. 

As you can see there are plenty of quick ways to set sales appointments with CIOs, IT managers, and other tech buyers. You just need to navigate around their territory.
Contact us today and find out how we can help you out with your lead generation!

9 Cutting-edge Lead Gen Strategies for Non-tech Industries

Non-tech companies have a lot of cutting-edge solutions at their disposal, and it’s only a matter of knowing which one to implement to increase their lead generation capabilities.

Even if they’re based on tech, a lot of them can be used for non-tech providers.

In this guide, we look at what non-tech companies can do to ensure that they have a steady stream of leads coming in to enhance their growth potential. All of these strategies can be leveraged together or as standalone branches boosting existing lead generation systems.

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

Chatbots With Sales Functionality

As we move toward a more digitized future, all companies – tech or non-tech – need to have a website. It serves as the leading portal of any company, showcasing products, providing after-sales support, and informing potential customers about what they offer.

We’ve all heard of chatbots for customer support, but companies can leverage this technology a step further with chatbots with sales functionality.

This means a potential prospect landing on a website can interact with a chatbot to help “guide” them through your products and make a sale. Companies can program the bot to find out what the prospect needs, provide options, and even answer FAQs.

Here’s the kicker.

If the company has a more specialized product that requires a more personalized pitch, the chatbot can be programmed to qualify prospects and then book a call with a lead generation specialist on your team.

Using chatbots in this way allows for more efficiency in the sales process and cost savings. Furthermore, you get to have a more interactive touchpoint for prospects who happened to land on your website.

Related: B2B Lead Generation Across Channels: Your Guide for 2022

Facebook Retargeting Using Pre-Suasion

Facebook ad retargeting is one of the most powerful ad tools that non-tech companies have at their disposal because it allows them to target their ideal customer profiles (ICP) directly. However, companies can take this a step further by targeting people before they even start marketing.

This is helpful if they want to run a brand awareness and education campaign before the first touchpoint. Customers are already familiar with what they have to offer before receiving the offer.

It reduces the friction in lead generation as potential prospects are less reluctant to shy away from outreach if they are already familiar with the brand that’s communicating with them.

Robert Cialdini coined the term pre-suasion, and it’s used to explain what you do before attempting to persuade another party.

This particular technique is beneficial for non-tech companies dealing with B2B customers.

Use Your Social Networks …Personally

Many companies are taught to use their social media networks to promote the content that they have; while it does still work, a more effective approach is to turn team members into brand ambassadors for the company.

Team members can promote products, become mini-influencers, and engage with people more personally, and it works because of human nature. People would rather interact with people rather than a brand’s entity.

Using social networks via brand ambassadors helps make a brand more personable and easier to interact with. Prospects will see the value that a company places on relationships, and they’ll be under the impression that a company is easy to talk to.

B2B Influencers

While we’re on the topic of brand ambassadors, many tech and non-tech companies should start to take advantage of B2B influencers and thought leaders to promote their products. B2B influencers command their small market shares already segmented, are trusted in the community, and have lower talent fees than their B2C counterparts.

Another critical thing to note about B2B influencers is the social proof that it brings to any tech or non-tech company; in essence, their expertise and “trust” is ported over to the company they are supporting, so you benefit from “trust by association.”

Using social proof for lead generation is critical because building “trust” is one of the most challenging things to do in any business relationship.

It’s also reported that B2B brand ambassadors are more cost-effective than B2C, so it’s something they can look into.

Use Webinars

Webinars aren’t strictly for tech companies.

Many organizations have started to leverage webinars to raise awareness about their products and services and as the first or second step of their funnel for lead generation. And, it’s been working well.

There are different ways to market a webinar, and it can be a tutorial session with a class, a seminar, a product presentation, and even a virtual get-together.

Another thing companies can do to leverage webinar-style events for their industries where they can collaborate with similar and complementary companies for exhibitions. This helps reduce costs and is a win-win for everyone involved since marketing efforts are divided evenly among participants.

After the webinar, the follow-up process begins, and since participants will most likely provide organizers with their email and contact information, it’s easy to continue the process.

The only challenge to using webinars is promoting them, but that shouldn’t be a problem if you have a stable social network. Once the participants start coming in, they’re already a part of your funnel, and it’s time for you to get to work in reeling them in.

Related: Drive Sales Growth with Lead Generation and Webinars

Use the ABM Method

Account-based marketing (ABM) has been gaining much traction over the last couple of years because of its effectiveness in bringing in high-LTV clients. ABM is deeply rooted in personalization and customization, bringing in unique customer experiences through their journey with a company.

You start with a highly segmented list until that’s broken down into a small number of prospects targeted with the help of specific team members who develop unique relationships with each of the prospects.

It can be taxing for smaller enterprises, but it is still effective because prospects have almost a “concierge” system that caters to all of their needs.

The focus of this method is to take care of a potential client at every step of the way.

Related: Winning High-Value Accounts with Multi-Channel ABM

Omnichannel and CRMs

Many people throw around omnichannel like it’s a magic word that means marketing on different channels, but it goes beyond that. An omnichannel provides a seamless experience for prospects no matter which channel they land in.

For example, if they start an email conversation with you, they can pick up where they left on LinkedIn or if they begin with a form on your website, you can categorize their needs based on that and communicate with them somewhere else.

Now it might be a daunting task, but this is where a CRM kick in that helps track a prospect no matter where they are in the funnel across multiple platforms.

This is one of the most effective ways to enrich a customer’s journey, and non-tech companies have to look into it.

Referral Systems Still Work, But People Need to Know About It

Many organizations offer referral systems, especially ones that deal with more expensive deals, which is usually the case with tech or non-tech B2B companies, and the reason they work is simple; companies you work with will always know of another organization who might require your solution …plus getting the referral bonus isn’t so bad for everyone involved.

Non-tech companies need to have a referral system in place, whether extra services are added to their account, a free month on their subscription, etc.

Companies need to make sure that their current clients are also aware of their referral program, and they can do this through email or other means. More often than not, existing clients are not even aware that their vendor has a referral program, let alone its benefits to them.

A great way to make the referral program beneficial (and attractive) to both the referrer and the new customer is to make the reward mutually advantageous to both. This turns all three parties, including your company, into stakeholders with a vested interest, and you’ll be confident that everyone is working toward the same goal.

Using a Third-Party Lead Generation Agency

Another way a non-tech company can promote lead generation without having to break the bank is by using a third party for their lead generation needs.

A third party will already have systems in place for lead gen, own the infrastructure, and have a team to help out, saving a company from the hassle and costs of the initial setup.

This is also an excellent way for companies to take advantage and leverage the specializations of another firm, helping them focus solely on their core competency, which is the service or product they are producing.

Many people argue that hiring a third party might be costly, but it’s more cost-efficient since they don’t have to pay for setup and incidental costs, and it’s much easier to scale up or down depending on the business landscape.

High-tech lead generation strategies still apply to non-tech companies that aim to strengthen their growth.

If you’re a non-tech company looking to leverage technology for lead generation. Please do not hesitate to reach out to Callbox. We specialize in bringing hybrid technologies in lead generation to non-tech companies.

How to Re-engage and Recycle Old Tech Leads Using Email, Phone, and LinkedIn

Every salesperson has dozens of prospects who either didn’t respond to their calls and emails, told them to go lost, or started the process but didn’t convert – yet we need to re-engage those previous leads to turn things around.

Most salesmen would prefer to overlook these customers, but this would be a misstep. That’s why we’ll teach you how to re-engage with your former tech prospects.

EMAIL

Knowing what to say, when to say it, and how to say it is the most difficult part of utilizing emails to re-engage cold prospects. You can’t continue to send emails to cold leads asking whether they’re ready to buy right now. Send basic survey emails or online surveys to begin. Ask yourself where you went wrong or right. Include a prioritized list of possible causes for their abandonment of your funnel.

Relevant Conversations

To keep the dialogue continuing, keep the alternatives short and limited, and end with a call to action. To make your email communications more relevant, stay up to date on the prospect’s present status and try to anticipate future demands. This ensures that your communications are received well. Checking the news is a fantastic place to start in this respect. Find out what’s going on with them or their rivals, and tailor your message to fit. They will be less likely to abandon your material if they find it intriguing and tailored to their requirements.

Real Human Interaction

Responding to an email from a real human who is giving something of value is a good idea. It’s pointless to try to re-engage cold leads with an automated email. Instead, we have a sales development spokesperson reach out to leads with a personalized email, sending them content tailored to what we know about them and their wants. When compared to sending them throughout a new automated procedure, this yields a substantially greater success rate.

PHONE

Re-engaging your old leads via phone call is trickier than you think because of the whole stigma surrounding cold calling as being a nuisance to a lot of customers. When re-engaging through phone call, here are crucial things to remember:

Don’t Dilly Dally

One of the nicest things about dealing with an old lead is that you don’t have to tease them; you can get directly to the point. They’ve seen you on the internet, they understand who you are, but your first sale’s pitch (or lack thereof) failed. So, let’s go down to the point: what would you like now?

Individuals respond to people rather than advertisements. Maintain a dialogue that is basic and to-the-point, as if you were speaking with a friend or coworker.

Be Proactive

If it’s a hot lead, it’s not cold calling. So, how can you tell whether a potential client is starting to warm up to you? Tools for email marketing This allows you to track who read your email, click the link in it, and may even be visiting your site right now!

You’ve now created something that will catch the eye of a sales representative. You aren’t attempting to persuade them to call a six-month-old lead. Rather, they can call someone who has responded to your email campaign.

LINKEDIN

Re-engaging a cold prospect, particularly on social media, maybe intimidating, especially if you’ve previously been implicitly turned down. You want to initiate a conversation, and you also would like it to be genuine and natural. They’ll probably go on to a rival who has a better knowledge of their demands if you come out as too pushy or too focused on oneself.

Knowing how to engage your customers successfully can help you attract and please them at every stage of the customer journey. Then, here on LinkedIn, let’s look at some techniques to re-engage previous consumers. 

Online Community Forums

Customers that are enthusiastic about your product or sector can engage with you through online community forums. They connect consumers together, allowing fans of your business to tell everyone why they love it.

Asking Questions

Asking questions is one of the easiest methods to customize a client engagement. If you’re chatting with a customer, ask them a question that has nothing to do with the inquiry. Asking them about their day is a terrific way to rebuild your rapport with them.

One thing to keep in mind is the time. It may not be acceptable to ask a direct question if the client appears dissatisfied or ready to fix the problem. They may believe you have lost focus or are uninterested in helping them solve their situation. Wait for a gap in the activity when neither partner is speaking much because you want to continue the conversation.

Keep an Eye Out for Feedback and Inquiries

LinkedIn is a powerful feedback tool that provides you with the most up-to-date information on how your customers feel about your company. Customers that have concerns will utilize social media to air their grievances, and they will most likely anticipate an answer within minutes. This provides a fantastic chance for your customer care team to please dissatisfied consumers.

Your service staff demonstrates the excellence of your customer support by replying to their posts and comments. If you successfully resolve the issue and meet the needs of the customer, your social media followers will be aware of it. And it can lead to fresh lead discussions and free word-of-mouth.

CONCLUSION

Every marketing strategy should include re-engaging previous leads, so there should be automatic remarketing tactics in place if the timing is perfect.

Leads are expensive to acquire, so marketing teams should do everything they can to maximize the value of every lead they have. Companies can make the most of the data they have on potential prospects by putting in a genuine effort of lead nurturing. 

In the end, it’s all about intentionality. So, be intentional about reaching out and re-engaging with your old leads.

How japanese B2B tech companies expand to APAC

How Japanese B2B Tech Companies Can Expand Into APAC

In the B2B Tech landscape, Asia Pacific is poised for explosive development. So, how can enterprises considering opening a company in that territory take advantage of the opportunities — and do so correctly?

It can be tricky whether you’re a company set from a completely different continent or you’re from another country still within Asia. You must be sensitive to the culture and business practices of the locals. It’s a world of difference between interacting with a client in your own region and nation vs communicating with someone in Singapore or the Philippines, for example.

In this article, we want to talk about how Japanese B2B Tech companies can successfully and smoothly expand their business into APAC. 

Localization Matters

Localization Matters

While it’s true that English isn’t the official business language in a lot of Asian nations, it’s possible that it’s more widely used and understood than you believe. If you have the resources, translate everything to the local language since it not only expands your reach but also gives your firm a more local vibe. However, in most circumstances, you’ll only be able to do so to a limited extent.

Expressions can also be a source of confusion. While your English skill may be enough in general, you must also evaluate your genuine goal. Do you worry more about seeming interesting/creative to a tiny fraction of your target audience, or do you want to get the vital information out to a larger audience?

If you like the latter, choose simpler, more straightforward terminology, even if it seems less intriguing. Although figures of speech or gags sometimes have no counterpart in other languages, writing in shorter, more straightforward wording makes it easier to interpret.

Form good Local Relationships

Government laws in the region might sometimes be difficult to navigate. You have to expect to encounter a regulatory environment similar to that of their native country, but this is not always the case. Companies must be open-minded in order to succeed, as the process might be sloppy. It makes a lot of difference when you work with a local partner.

Set up a Physical Office

Set up a Physical Office

Although having a real office in APAC with local personnel may not be practical for some organizations trying to expand to APAC for the first time, establishing a physical office in APAC with local workers can substantially aid your company’s success. People are more inclined to trust that your firm is capable of conducting business in their neighborhood if you have a real office.

Additionally, having a local landline phone number ensures that clients can simply call your organization and chat with a professional in their mother tongue for help or information.

Many of these data have been aimed at gaining potential clients’ confidence and persuading them to approach your business.

Content that appeals to the Locale

So you’re going to make your webpage and content localized. What kind of material should you utilize, though?

APAC, like every market, has more popular material that does a greater job of selling your organization.

For example, your Japanese firm’s website would almost certainly include a ‘company profile’ in the header bar. The company profile serves as more than simply an introduction to your business; in order to win clients’ trust, organizations use it to display your office address, establishment, yearly income, and other information in one handy area.

Related: Make People Click: Tips to make your web content interesting

Focus on Your Lead Generation Strategies

Focus on Your Lead Generation Strategies

Penetrating the APAC market is one thing, but expanding it is another. In order to effectively expand your business further, you also need to pay close attention to the way you run your lead generation strategies. One of the best ways to get your lead generation started is by marketing your brand on LinkedIn. 

LinkedIn has it everything, from forming partnerships to generating leads to raising business exposure. LinkedIn, a mostly business-oriented site, is a fantastic place to generate new company leads with the right marketing plan. LinkedIn generates more social leads, and it also outperforms all other online platforms.

Direct Engagement

This strategy focuses on one-on-one interactions with your target prospects. This strategy doesn’t include the use of a third person or an intermediary; it just entails directly approaching prospects. Through live chatting, forums, and other methods, you may immediately communicate with your prospects and measure their interest.

To begin, put together a team of specialists who will be able to respond to any questions or concerns that your prospects may have. This should be done in a way that piques their interest in your business so that you may eventually convert them into paying consumers.

Hold Webinars

Hold Webinars

Organizing webinars is one of the most effective lead generating strategies for IT firms. They’re very educational, and they allow you to communicate with your audience directly. As a result, they assist both lead generation and lead nurturing. 

You may host webinars on a variety of topics pertaining to your industry and share your expertise with your audience. 

The goal is to get more and more prospects to come to your webinars since you will be sharing something useful with them. You may ask them to register for it during the process, and if they do, they’ll become highly targeted leads for your business.

Related: 6 Tips to Improve Post-Webinar Engagement

Conclusion

Many businesses are drawn to the dynamic, developing APAC area. Those who thrive in this unique area must approach it with a heavy concentration, rely on local experience, cultivate local relationships, and understand and respect local subtleties.

What's the goal of lead generation

How To Get a Positive Response from Your Tier 1 Prospects

What’s the goal of lead generation?

Positive responses.

It may not always be easy to get positive responses, but there are a lot of ways that you can improve your chances and your conversion rates.

In this article, we take an in-depth look at what you can do to make sure that you get better odds with your Tier 1 prospects on different mediums and how you can properly nurture leads to conversion.

Email

Email

In an email, personalization is key.

Your first step is the proper segmentation of your Tier 1 prospects. This allows you to create highly personalized messages that you can use. At this stage, you should be personalized by unique role and industry characteristics, if you can manage to tweak for certain personalities then you’re golden.

The goal here is to ensure that your messages are relatable so that they can resonate well with your prospects. Aim to create messages that connect rather than sell, provide value, and tackle their pain points.

Don’t just send one email out, but you’re also relying on a sequence to nurture the leads through your pipeline. Your sequences shouldn’t just be follow-up emails, but different steps depending on how they reply to the email before it.

Also, adopt an omnichannel approach so that you can use email as a primary method to communicate while other channels help with brand awareness.

Related: 5 Sales Email Tips That Will Help You Land More Meetings

LinkedIn

LinkedIn

LinkedIn requires you to have some level of authority before reaching out to Tier 1 prospects.

This means your profile has to act as a landing page, you have enough connections/followers to establish yourself as a thought leader, and you’re active enough on the platform posting content that’s of value.

Once you have that in check, only then can you connect with Tier 1s or use InMail to prospect. 

On LinkedIn, your prospects have the option to check out who you are with a single click, and you need to give off a good first impression before they decide to react positively to what you have to offer.

When putting out your offer on LinkedIn don’t try the hard sell right away but instead, connect with them with the intent of collaborating or giving them a free audit regarding their business. Remember, even if LinkedIn is a professional platform, you still need to be gentle with your approach especially given that they are Tier 1 prospects.

However, don’t neglect to do lead nurturing on LinkedIn. Once a Tier 1 prospect responds well to your outreach, it’s time for you to start following up with them.

One way to do this is to take some time to develop conversations with them on the platform apart from the omnichannel communication that you should adopt elsewhere.

You should also be releasing posts and articles that provide value to these prospects because it indirectly guides them through your funnel.

Related: Using Your LinkedIn Profile as a Lead Generation Tool

Phone

Phone

Reaching Tier 1 prospects via phone is pretty difficult given gatekeepers and being able to access their numbers, but when you do, there are a couple of things to keep in mind.

Do your research beforehand to avoid being labeled as a telemarketer who’s just trying to unload products on them. This means finding out who they are in the industry, how they function, and if you can, their corporate culture.

You want to start each call as a consultant and not a salesperson, remember you can turn this into a sales discovery call, but you don’t want to turn it into an immediate closing call unless the prospect starts pushing towards that direction.

Next, you want to practice active listening to remove whatever biases you have towards your prospect are replaced with real facts. This also has the added benefit of building rapport with the prospect and establishing a proper connection.

Continue to ask questions that get your prospect to do most of the talking, and try to attack their pain points from different angles.

Once you get towards the end, don’t end the call just yet without booking the next meeting where you can present a proper proposal with a concrete solution. Also, get their email – even if you already have it – so that you can send them a rundown of what you’ve talked about and continue lead nurturing on a different medium.

Also, send them a voicemail thanking them for their time with you. This helps complete the outreach.

Don’t waste your Tier 1 prospects, they are your warmest leads because they fit your ICP (ideal customer profile) and they might have already engaged with you in the past. You need to provide customized campaigns if you want to properly reach them.

However, beyond personalization, you also need to be relational with them and build an actual connection. Tier 1 prospects often end up being clients with high LTVs because of their inherent need for your solutions.

Make sure your prospect and nurture well, and if you need help you can chat with a Callbox rep today!

Related: Winning Sales Tips for Phone, Email and Social

B2B Lead Generation Across Channels: Your Guide for 2022 (Part 2)

B2B lead generation is more effective if done across multiple channels.

The fact is single-channel lead generation is effective in properly engaging B2B prospects and the only way to achieve growth in the B2B space is to engage in omnichannel or multi-dimensional marketing.

This is the final article in our two-part series on how to properly grow your B2B lead generation across different channels. Today we will be covering websites and events. To check out the first article, kindly click the link here.

Website + Chat

A website is integral to your B2B lead generation efforts because it forms the base of operations for your digital marketing.

You want to be able to reroute your other channels to your website because it serves as your main address for information, payments, fulfillment, and branding.

Now there are a number of ways to leverage your website for lead generation.

First of all, you can host all of your landing pages from your other social channels on it giving you a lot of creative space to set it up the way you want it.

Next, you can bring in a lot of additional leads and traffic using content. Through SEO and proper content marketing, you can take advantage of buyer intent through search and redirect that demand to the content that you’re putting out.

Content marketing doesn’t just help with new leads as it also helps you nurture existing ones because you can keep releasing content that appeals to them, and expose them to this content using email or other means.

Finally, having a website is great for fulfillment. Interested prospects can go to your website to find out more about what you’re offering, fill out forms, and even receive your solutions there. It’s basically a universal storefront for organizations that run multi-dimensional campaigns.

You have no excuse not to have a website for your B2B business and use it for a multidimensional digital marketing campaign.

Once you have a website set up, chat integration is essential.

There are a lot of vendors that offer chat services, but what’s critical is that you have a form of automation built-in – or a chatbot feature.

A chatbot can help with customer service, lead nurturing, and guidance for a prospect who’s landed in one of your funnels.

According to Startup Bonsai, “55% of businesses that use chatbots generate more high-quality leads”, and this is just only the beginning with the chatbot market poised to grow to more than $100 billion in the next couple of years.

What’s great about chatbots is that they instantly answer queries that a potential customer has without taking a toll on the current human resources that you have. This increases the quality of your customer service.

Chatbot tools are also relatively cheaper than having to hire a team to answer a huge volume of inquiries.

The caveat is that you should still have a team member present should a prospect choose to speak to a human. This allows that representative to handle high-level requests or inquiries, should they arise.

Webinar and Events

Webinars have been on the rise ever since video conferencing technology has proven itself to be stable, and now given the current state of the world, it is no surprise that webinars are here to stay and that they have a special place in every marketer’s toolkit.

A webinar is always a great place to pick up new leads because it capitalizes on one important factor: you’re giving out value for free.

They’re relatively easy to organize, are cheaper than physical events, and allow you to showcase your solutions in a more engaging space.

Now, you can use webinars and events for both lead generation and nurturing, but they only work if they’re also promoted through other means.

Think of them as a product or lead magnet that still has to be promoted, but instead of a static eBook or download, you get to fully engage with prospects in the event itself.

Webinars give you a chance to onboard new leads with lead generation, by appealing to people who have just happened to come across your webinar.

They’re also great for lead nurturing because this is one of the first times that your marketing team will get to have some personal engagement with warmed leads. Personal engagement is always better than an email because it allows you to build real connections with your leads.

However, you can’t just have a webinar without external promotion so make sure that it’s part of an overall lead generation campaign.

As you can see, B2B lead generation works better if spread across different channels, that’s the only way it can work to bring in considerable results for your organization. There’s no such thing as a single channel any more.

B2B Lead Generation Across Channels: Your Guide for 2022 (Part 1)

B2B lead generation is never a single-channel affair.

If you focus on a channel like an email alone, it could help with your specialization, but it won’t bring as many leads and maximize your growth potential.

This is why it’s critical that you know how to generate leads across different B2B channels and create an omnichannel presence.

In this two-part guide, we take a look at how to conduct lead generation across multiple channels and how to position your organization for growth.

Email

We start the list off with the crowd favorite: email.

Email is one of the most powerful mediums in B2B lead generation because it is still the primary platform where we conduct most of our formal business, and it’s easy to use especially if you want to conduct cold email outreach.

Doing B2B lead generation (and nurturing even) via email can be divided into three different stages:

  1. List Building

Email list building is basically building out a list of emails of your prospects based on a concrete target customer profile.

The way you approach this can either be in-house or via a third party. Email collection can start with current leads and expand to using tools such as Hunter.io, Snov.io, etc. to look for specific emails. Marketers can also use platforms such as LinkedIn to look for emails, or physically collect emails from events.

Emails that come in through lead magnets and forms should also be built into your individual lists at this point.

This stage is critical because it forms the markets that you will be reaching out to.

  1. Actual Outreach

This refers to creating the content that you’ll use to reach out to your leads and nurturing them until they’re ready to get on a call with your organization.

You need to design multiple stages that cover everything from objections to different paths that conversation may take.

Adding elements of automation will also help you make your campaigns more efficient.

  1. Lead Nurturing or Layering With Other Campaigns

After the initial lead generation stage and they’ve fallen into your funnels, you can now aim to nurture them with emails by using newsletters, resources, etc.

You can also start combining email with the other campaigns that you may have, this helps spread out your surface area.

Socials

Some people might say that you can’t run a B2B campaign on social networks because it’s too casual, but what a lot of people should understand is that as long as your prospects are on a medium, you can always run a campaign.

There are a lot of things you can do on social networks, such as generate new leads, nurture, engage, or launch brand awareness campaigns.

B2B lead generation on social platforms is a great way to subtly guide your prospects into making a buy decision because it’s a casual outlet to engage with them.

Use socials for:

– Lead generation – you can set up lead magnets using valuable resources or gated content, put up ads for your products, and launch promotional campaigns.

– Brand awareness – one of the great strengths of social networks is the ability to retarget. On mediums such as Facebook, you can grab leads’ emails and throw ads along their way depending on where they are in your funnel.

– Lead nurturing – just as in the example of brand awareness, there are plenty of things you can do to guide prospects towards a buy decision. You can regularly post about new developments in the industry to establish yourself as a thought leader, post valuable and actionable resources to help prospects with their daily struggles, etc.

When using social, you can start by focusing on Facebook and LinkedIn, unless your market is also readily reachable through Twitter and Instagram.

We find Twitter to be incredibly powerful when doing outreach because you can reach influencers and industry captains easily.

Instagram is great if you have a lot of visual material to send your prospect’s way.

Phone

Don’t dismiss cold calling.

It’s inherently different from telemarketing and it can be extremely powerful as long as you know what you’re doing.

To cold call, you have to start, again, by building a list of the leads that you want to reach.

After doing that it’s time to develop scripts to use and put systems in place for follow-up calls and monitoring.

However, it doesn’t end there.

You need to incorporate voicemails into your systems and make sure you know how to deal with gatekeepers and the like.

Also, make sure you use phone lead gen as a part of other campaigns to make it even more powerful.

We’ll end our list here, for the time being, stay tuned for part 2 of this definitive guide on B2B lead generation across multiple channels, and how you can leverage each channel for maximum growth in your industry.