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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Selling Medical Devices and Healthcare Solutions Using Online Tactics

Selling Medical Devices and Healthcare Solutions Using Online Tactics

Selling Medical Devices and Healthcare Solutions Using Online Tactics

The internet remains to be a lucrative channel when it comes to marketing medical devices and healthcare solutions.

Just like any product online, it relies on a specific set of strategies to make sure that you maximize your exposure.

In this guide, we take a look at several online tactics that you can use to amp up your game today.

Content Marketing

The development of a robust content marketing strategy is absolutely vital in the medical devices and healthcare solutions industries. Due to the field being highly technical and affecting the lives of real people, expect your prospects to be doing their research.

Everyone from SaaS healthcare providers to supplement suppliers have adopted one form of content marketing or another. They understand that their market is doing its research, so the fight for better content has become competitive.

Personalized Outreach

The healthcare industry requires that you take a personalized approach when it comes to your outreach. This means that whether you try to reach your prospects by email or social media platforms, it has to be customized to the person that you are targeting.

Account-based marketing works well with your online strategies because it allows you to tailor-fit your content exactly to the needs of your target.

This usually requires good research beforehand to determine the characteristics of your audience.

Take a look at your campaigns, if you find that you’ve been sending out general emails to your email lists, it’s time for a chance. Start by dividing up your lists into different customer personas and edit your material to fit their needs.

You’ll find that personalized outreach will have better engagement than general emails. Make sure that you throw everything into your CRM platform so that you can monitor your progress.

Boosting Your Search Engine Optimization (SEO)

Since it’s expected that your customers are doing their research, you’ve got to make sure that your website is on top.

Investing in SEO services is critical for companies who want to rank higher in search engine results pages.

You want your content to be the first thing a prospective customer sees when they search for a keyword that is related to your products or services.

Think of SEO optimization as lead generation. You want to get your customer to your website so that they can get into your pipeline.

Search optimizations might be costly in the beginning but the costs quickly pay for themselves when you’re able to rank for certain keywords that signify buyer intent.

Video Marketing

There are several things that you can do with video:

  • Conduct tutorials on how to use your products and solutions
  • Publish training and seminars
  • Cover health topics that your prospects could be interested in
  • Launch an educational series, etc.

You can leverage the power of video in your content marketing strategy because it’s extremely versatile. You can add value while being engaging at the same time.

Gone are the days of relying solely on articles to drive visits to your site or boost your branding. Video is now quickly becoming a rising star because a lot of people prefer to watch a video instead of view an article.

YouTube has quickly become a search engine on its own right because of the number of people who depend on video for their content consumption. This only stresses how important video is becoming.

Get Social Proof Via Medical Professionals

Using social proof has always been an effective way to sell to prospects, and the way it works is simple.

People want to know if a solution works, so they’ll look for the opinions of other people.

However, you want to take it a step further, so instead of just posting the comments of previous customers, try to get a medical professional or someone influential in the field to vouch for your product.

These little endorsements pave the way to gain your prospects’ trust in your organization.

Even B2B companies are looking at thought leaders and industry captains to endorse their products because they know that these people have access to a following that listens to their opinions.

On the plus side, paying for an endorsement from a thought leader can – at times – be more affordable than paying for advertising.

Developing Good Landing Pages

Your content pages might be able to draw people’s attention, but you still need your landing pages to be able to convert your visitors effectively.

A good landing page should be able to get people to act on your offer.

This means that you need to optimize your call-to-action, personalize landing pages depending on visitor demographics, make sure that you have shorter forms to minimize barriers of entry, have a great design, and monitor a range of other factors.

Make sure that you take a good look at the landing pages that you have and optimize them for conversions. Try running a few A/B tests on your web properties and see what draws in more conversions.

Lead Nurturing

B2B healthcare solutions usually involve longer sales cycles because budgets are set at the beginning of the year, and there are more decision-making units to go through. Plus, the medical field is known to be highly technical, so expect a lot of research to be done beforehand.

These sales cycles mean that if you don’t keep your lead interested or nurtured, there is a possibility that it can grow cold, and you could lose it along the way.

Implementing an online lead nurturing strategy while the prospect is in your pipeline is one way to protect your leads.

Regular emails that add value, content marketing, and even some ad retargeting on social media can go a long way in retaining your lead until they are ready to purchase from you.

In addition, consider automating some features of your lead nurturing campaign. This ensures that you don’t miss out on follow-ups and is a great way to be efficient with your marketing efforts.

A lot of these strategies can also be applied to other industries, but the main difference with the healthcare field is its technicalities and the sales cycles it entails. However, with proper planning, lead generation and lead nurturing, you can turn in good growth in the digital marketplace.

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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Tips & Thoughts: How to Engage Event Registrants, Non-registrants, Attendees and Absentees

Tips-Thoughts-How-to-Engage-Event-Registrants-Non-registrants-Attendees-and-Absentees

Not everyone who goes to Changi Airport is a flier. In fact, some are mere spectators of Jewel’s amazing indoor waterfall, the Kinetic Rain Sculpture or the Orchid Garden, while others are perky shoppers, diners or moviegoers.

It would be a cruel thing to miss these wondrous attractions from the “World’s Best Airport”. But, more than meets the eye is the lasting experience that every flier or visitor takes back home that leaves them in awe and engaged.   

So, how do you engage an audience?

Regardless of the presentation or event you are hosting, it is important to capture your audience’s attention, not just during, but before and even after the event. This would mean being able to manage and get everyone involved – registrants, non-registrants, attendees and absentees throughout the event cycle. 

Take a look at the insights below. These are tips to help you manage event audiences and thoughts to get them engaged.

Registrants – respondents who signed up

The registration process is crucial to the overall result of your event, so allocate ample time in planning and full attention in gathering registrants to meet your target numbers. 

Moreso, this period is the starting point of engagement. Collect relevant information from the registrants like complete contact name, company name, business address, contact numbers, email address, job title and social media accounts, and use these data to connect with them and for nurturing purposes. 

Leverage multiple promotional channels like Facebook, LinkedIn, Twitter, Website, etc.to reach prospects, but be sure to custom this approach based on their usage habits. Choose the platforms they often use so that they could easily find the information they need. 

Include CTA buttons to make it easy for them to navigate and access landing pages, and remember to make your email copies short, comprehensive and include details like event title, date, time, venue, and maybe a 3-bullet takeaways. 

Use an event management platform to manage repetitive tasks like tracking of registrations and sending auto response copies such as “thank you” email which should be received by the registrant upon signing up. 

Moreover, the thank you email must include words of acknowledgement and again, the event details. Also, attach a link to your calendar to give them the option to schedule an appointment just in case they are interested to talk. This could help shorten the lead generation process.

Some registrants may encounter difficulties along the way and send you a manually written email, so check your inbox regularly. Your prompt reply could translate to the thought of your willingness to assist and somehow please them.

Create a nurturing scheme that would remind them of the upcoming event. Below is an example of a month-long registration period:

Registrants Nurturing Scheme

Non-Registrants – opened the email invite or clicked the link, but did not sign up

Non-registrants are people who clicked or opened the email invite, but did not sign up. “Not interested” may be one of the reasons, but consider other possible factors like schedule and travel. Some of them may be truly interested to attend, but were grabbed of the chance to do so. In this case, create a follow up email that informs of your intention to invite them to future events. And may be on the side, ask them the reason why they failed to register. This will give you the idea on what to do next.

If they are willing to continue communicating, send them references like newsletters, case studies and blogs that are relevant to their business. This could give them the impression of how knowledgeable you are about their industry, and possibly build interest in them to know what products or solutions you might have that can help their business grow.

See if they are willing to talk.

You may use this nurturing scheme:

Non-Registrants-Nurturing-Scheme
Non-registrants Nurturing Scheme

Attendees – registered, confirmed, attended the event

For event attendees, your nurturing scheme would probably or ideally look like this:

Attendees-Nurturing-Scheme
Attendees Nurturing Scheme

Proper nurturing can help increase your conversion rates. Here are a few things to bear in mind:

  • During the session, set proper expectations of how the program will flow.
  • Encourage them to ask questions and express their thoughts. 
  • Don’t miss to acknowledge their comments to make them feel that their insights are important.
  • Create an interactive mood by providing tools that would get them to participate in activities such as Q&A and ice breakers. This may be conditional though, and should be based on the type of event you are hosting.
  • Document the event by taking pictures and videos, and utilize these materials in your post-event press releases. It’s a way of showing your appreciation to them for having joined your network.
  • Have a social media moderator who will manage the live stream and respond to tweets and comments to increase social media visibility.
  • After the presentation, engage the attendees in casual conversation as they might have questions they missed to ask earlier.

After the event, take proper nurturing steps to drive leads through the sales funnel.

Absentees – signed up, confirmed, but failed to show up

Take a similar approach to non-registrants for this type. Check back with them and ask why they failed to attend. The fact that they took the time to sign up and confirm to attend the event is full proof of their interest. Although, and for some reason, they failed to show up, draw optimism on the notion and use it to help them get back on track.

The best action to take is to send them a follow up email that features the highlights of the event, and express your intention to connect by offering usable materials relevant to their industry. This will surely make them feel important and involved. 

And of course, see if they are open to talk.

Your nurturing scheme may look like this:

Absentees-Nurturing-Scheme
Absentees Nurturing Scheme

Event audiences can be well managed when you have a process in place, but knowing what they need by delving into their thoughts and feelings, just as how Singapore Changi Airport impresses and pleases its fliers and visitors with comfort and gaiety, will definitely get your registrants, non-registrants, attendees and absentees, engaged.

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 B2B Lead Generation Strategies for the Enterprise

Top-B2B-Lead-Generation-Strategies-for-the-Enterprise

Although lead generation has become a byword in the business world, a lot of companies still think that lead generation is only for companies that market directly to consumers or B2B companies operating in the small or mid-market sector. That is not true, of course — lead generation is equally important to B2B enterprise companies.

What you need to do is modify your strategy so it becomes relevant to your business model and your target audience. 

Let’s use Instagram as an example. A lot of businesses assume that this social media platform is only for those people who love looking at photos and keeping in touch with what celebrities are doing at the moment. 

Instagram has more to offer to enterprises than that. According to HubSpot, 71 percent of businesses are using Instagram. And we are not just talking of businesses that focus on fashion or food but a wide range of enterprises from different industries. Therefore, if you are not utilizing social media, you are letting go of a great opportunity.

 

A word of caution, though …

Despite the great promise social media presents, you should use it strategically to get better yield. One way you can generate leads is by adding links to your high-performing offers on your different social media pages like Instagram, Facebook, LinkedIn, and Twitter. Set expectations by informing your visitors that they will be redirected to a landing page. 

Another method is by tracking which of your blogs are performing well, and linking them to your social media posts. You can also run a contest for your followers. Not only do they attract new prospects but they allow you to re-engage with your followers. 

 

Lead gen strategies beyond social media

Lead generation is not just about social media. It is made up of several components which you need to monitor. Otherwise, you’ll never know which part needs improvement and which ones need changing. Here are a few tips for your B2B lead generation campaign:

Use the right tools

Lead generation success is not just using the latest lead generation tools but rather the right tools.

They will tell you how many people visit your website, what their names and email addresses are, the pages they visit, their activities before and after filling out your lead conversion form. 

If you don’t know the information above, you might have difficulty engaging and connecting with your visitors. However, you can easily ask visitors to give them to you using the right lead generation tools. 

Some of these tools include:

  • CTA Templates – allow you to create eye-catching, clickable CTA buttons.
  • Visitor Tracking – gives you insight how the visitor navigates your site.
  • Form Scraper – collects information from the forms submitted by your visitor

Create interesting offers and CTAs

We all love shiny objects because they pique our curiosity. Your prospects and customers also act on the same instinct when they see amazing offers on your site. Make sure that you have these offers in each step of the buying process. 

Couple these offers with smart CTAs all throughout your website. They will allow you to monitor where your visitors are in their buyer’s journey. These CTAs create a personalized message which lead to a higher conversion. 

Be consistent and always deliver

It is hard to gain consumer trust but it is even more difficult to regain it once it is broken. Therefore, if you want your customers to stay loyal, you need to deliver what you promised. The product or service you deliver, should be the same or even exceed what you present in your message. If you don’t do that, you will have difficulty convincing your leads to go to the next life cycle stage. 

Be dynamic

Trends and consumer behavior change. Even opinions shift — it does not guarantee that their loyalty will be the same after some time in the future. There will always be a better product, a better competitor. So if you want to last, you need to be flexible — always in tune with the needs of your target audience and consumers. Stay relevant by experimenting on different marketing strategies and advertising channels until you find out what works well for your business.

Grow more with lead generation

We’ve just shown you the basics. Continue to innovate and experiment so you stay relevant. Make sure that you work hand in hand with your sales team to ensure that you are handing them high-quality leads.

 

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 Medical Devices and Healthcare Solutions Using Online Tactics

WhatsApp: Mobile tool for Lead Generation, Sales Prospecting, and Nurturing

WhatsApp: Mobile tool for Lead Generation, Sales Prospecting, and Nurturing

Being one of the most popular global messaging apps in the world, WhatsApp has approximately 1.6 billion active users daily.  

Together with other top messaging platforms for business, marketers take full advantage of it for lead generation campaigns.

 

Prospecting

By getting real-time responses from prospects, marketers have a better reach to the right contacts and decision-makers at all times. 

 

Qualification

To properly qualify a lead, you have to remember that communication is key.

Establish a relationship with them, and once they’re fully engaged, you’ll be able to get all their information to convert them into leads. 

 

Conversion

Since not all qualified leads are sales-ready just yet, which means you have to keep nurturing them until they are.

The WhatsApp platform alone is loaded with features that any business can leverage from. 

 

Choosing the right messaging platform, such as WhatsApp, for your platform will greatly impact and further your lead generation campaign.

 

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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Webinars: Making the Digital Switch from Live Events

3 Sales Call Misconceptions that You Should Watch Out For .... Always!!

3 Sales Call Misconceptions that You Should Watch Out For …. Always!!

3 Sales Call Misconceptions that You Should Watch Out For .... Always!!

Every business, every organization wants its sales and marketing team to reach their highest potential. So they let them undergo training and seminars as well as acquire the latest tools and systems to keep the team up-to-date.

By keeping the team abreast of new strategies and methodologies, organizations hope their marketing and sales teams get more leads and generate more sales.

However, despite all the training and tools, a lot of businesses are still puzzled why they can’t achieve the target they have. Organization leaders are left scratching their heads what could have gone wrong. 

“Didn’t we create an airtight strategy to reach our goals?”

Well, the problem might not be in the training or the tools. The problem could be in the misconceptions that leaders have failed to address from the very start. 

There’s an adage that says, “Every misconception is a poison; there is no harmless misconception.”

When that misconception occurs from the very start, imagine how deep-seated the damage can become. 

Nipping Misconceptions at the Bud

Cold calling is one of the primary steps in lead generation and even at this point, misconceptions already abound. 

Here are a number of myths/misconceptions in cold calling that you might or might not be aware of.

 

Myth #1: Cold calling is dead, people are annoyed about them already

With social media taking precedence over almost everything, it is easy to assume (and a lot do) that cold calling is not relevant to businesses anymore. 

Contrary to that belief, however, cold calling has even become more powerful because of social media. 

This point has been nicely illustrated in an article called, “The ‘Cold’ is Dead, Not the Calling.” The article points out that because of social media, your sales team won’t have to deal with names and phone numbers they have no idea about.

With social media, you can easily look up a person and get some information about him or her before you make the call. That information can give you insight into his position in the company, his skills and interests, and who are the people he/she is in contact with. 

Smart box: Social media and cold calling can become a powerhouse ‘couple’ for your lead generation.

 

Myth #2: The customer is always right!

On the contrary, the customer is NOT always right.

You already know this but for someone to actually say it, well, that might come as a shock.

Let me reiterate that: The customer is NOT always right!

However, the customer is KING.

There’s a whole world of difference between the two. 

The modern-day customer might have access to the information they need before their purchasing decision, but that knowledge is not as in-depth as yours. You and your team are the experts. On the other hand, consumers still need someone to guide them to make a better choice. 

The guidance includes helping them identify their pain points and show the relevance and value of your product to ease that pain. As your sales team does that, they are also establishing a relationship with the prospect, rather than making a sale. This, in turn, can turn the “cold” call into a “warm” one. 

 

Myth #3: If they said no, move one

Patience is a virtue – everybody knows that. The same goes true with cold calling. 

According to Tenfold, a typical lead needs at least two phone calls before you can get their interest. That’s also the same amount of time you need so you can classify them whether they are active or passive leads. 

And the work does not stop there. You have to be with the prospect throughout their buyer’s journey. Therefore, you should have a clear plan of what to do with each group on every level of their journey. You also need to anticipate any objections they have and address them accordingly. 

 

The Truth Will Indeed Set You Free

The phone is not dead and by combining the right strategy with the tools you have, you can turn a cold call into a warm one. 

Evaluate your current process to identify any misconceptions you have been practicing. Once you identified them, make your team become aware so they can avoid using them when calling prospects. 

So next time you make a call, remember that social media is a powerful ally; be the expert who helps identify your prospect’s need, and do not take “no” for an answer.

 

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+.

Reasons-You-Need-to-Team-Up-with-a-Lead-Generation-Agency
Selling-Your-Enterprise-Software-Products-and-Services-in-Asia
Selling Medical Devices and Healthcare Solutions Using Online Tactics

How To Use WhatsApp for Lead Generation, Sales Prospecting, and Nurturing

How To Use WhatsApp for Lead Generation, Sales Prospecting, and Nurturing

How To Use WhatsApp for Lead Generation, Sales Prospecting, and Nurturing

Whatsapp is one of the most popular global mobile messenger apps with approximately 1.6 billion monthly active users. (Statista)

Despite its good standing in the social network sphere, Whatsapp still faced controversies on security concerns, malware threats, and spams.

Recently, it stopped working on millions of older smartphones and iPhones, specifically Android 2.3.7 and iOS versions 8 and below in order to protect the security of its users as these operating systems don’t receive new security updates from Google and Apple which could put user data privacy at risk.  

The issues brought fear to many users but were not enough reasons for the Facebook-owned messaging platform leader to decelerate on the messaging apps runway.

In fact, it has even become stronger, joining other top messaging platforms that marketers leverage for lead generation campaigns. 

 

Prospecting

The lead generation landscape has widely evolved with technology. From what used to be a voice dependent approach, it has become a multi-channel, multi-touch tactic, incorporating email, mobile, website, and chat, to reach and engage potential customers. 

And among these channels, chat stands out to be the best. It enables organizations to communicate with their target audience through personalized messaging, and engage prospects in ways they are most convenient without the hassle of disrupting them from work, meetings and personal engagements. 

In countries considered to be centers of trade and industry, like Singapore, Whatsapp is the most popular among other app providers. Out of its 5.75 million population, 4 million are mobile users which are largely comprised of people from the business sector. This shows how Whatsapp has become a significant tool for business in Singapore as well as in other countries.

Whatsapp sends around 65 billion messages per day, and a large fraction of this number is messages sent by marketers who connect with prospects, speak to potential leads or schedule work meetings.

It has made doing business much easier than calling and sending emails. By getting real-time replies from prospects and maximizing the calling hours on target decision makers, marketers are able to connect with the right prospect at the right time, save time by prioritizing contacts who are open to discuss and mitigate useless efforts on negative contacts.

 

Qualification

Lead qualification is an essential part of lead generation because it will not only help determine whether or not a prospect is the right candidate to benefit from your product or service but save you time and effort. However, knowing how to do it and using the right tools to qualify a lead could affect your bottom line.

Communication is key. Before you can engage prospects, you need to establish a conversational relationship with them first in order to know more about them and cater to their needs. Know which tools and channels your prospects mostly use like who among them are using email, who are most reachable via mobile, or do they prefer chat over other channels. This will help you determine how and where to establish communication with them and become knowledgeable about their purchase habits.

Prospects can scale up your inbound traffic, but they will never freely give you the data needed to score if who among them are worth pursuing through the sales funnel, such as company size, annual revenue, budget, etc. unless you gain their trust and respect. And one way to do that is to communicate with them in ways they are most convenient without disrupting them from other important routines.

Among B2B messaging apps, Whatsapp has become widely used by marketers. It has 300 million daily active users worldwide. (99Firms.com) 

But, what’s more interesting about the chat platform which makes it stand out among others is that it gives marketers a great opportunity to address prospects’ needs by answering their queries in real-time either via chat or call and sharing with them valuable content like brochures, images or newsletters. 

Once prospects are fully engaged, you will be able to gather all their essential data needed to qualify them.

 

Conversion

Not all qualified leads are sales-ready. Some are hot and ready to fly out of the nurturing pan, others are warm and may require more time to mature, while others could go cold and may be best to keep in view for a while.

But, regardless of the type, all leads deserve to be nurtured. This means that you have to keep the conversation going. But then again, in ways and channels, these prospects are most reachable and convenient to communicate.

New tools and tactics come up every day, but you have to carefully decide which of those best share your business goals and objectives, and help you build a strong and lasting engagement with your potential customers. 

After qualifying a lead, determine the appropriate follow up steps to take: which channel to use, how often you should reach out and what type of content you should share to properly nurture them until they become sales-ready.

Choose the best content distribution channel that provides you a wider avenue to nurture these leads: send appointment reminders, follow up on the previous conversation or offer new and better deals, are some of the ways to direct leads through the conversion path.

In Singapore, Whatsapp is the most popular chat platform. 

93% of Singaporeans use the internet on a daily basis. 75% of them use it actively on their smartphone for social networking activities, and 73% specifically use Whatsapp. (Messengerpeople)

Whatsapp business platform, in particular, is packed with features that businesses of all types and sizes can leverage which includes:

  • Availability of your target’s Business Profile like store hours, business address, email ids, website links, contact details, and brief business description.
  • Smart Replies and Messaging. These are short quick replies like “thank you” or simple customized greetings that you may automate when you’re away.  
  • Labels that you may assign to active chats for easy filtering of conversations.
  • Vital Messaging Stats which provides insight on how many messages were sent, successfully delivered, and read by clients.
  • Whatsapp Web which allows you to access your Whatsapp account on other devices.
  • Whatsapp API which enables enterprises to reach customers from around the world.

 

Leveraging on the right chat platform, like Whatsapp, along with other useful channels for your lead generation campaigns will streamline all your efforts from prospecting to qualification, and down to conversion, without the hassle of having your prospects wandering on different channels.

 

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 Medical Devices and Healthcare Solutions Using Online Tactics

Tactics That Will Supercharge Your Sales and Marketing Teams in 2020

Tactics That Will Supercharge Your Sales and Marketing Teams in 2020

Tactics That Will Supercharge Your Sales and Marketing Teams in 2020

It’s very common for people to dissociate sales and marketing; taking them as two separate departments that don’t have much to do with each other. This is a concept that we have to break away from. Marketing and Sales have more in common than we think and that also goes for the way they work.

The undeniable truth is that a business cannot survive without money to sustain it. The responsibility to keep your business going falls onto your sales and marketing team because they are the ones who do everything in their power to convince their prospects to subscribe and avail of your products and services. It’s a cooperation between the two departments and not just a one-man-army.

And so since they have to work hand-in-hand, it’s important that the tactics they use are beneficial to both departments. Let us give you some tips on how to improve your marketing and sales approaches. 

 

A Hands-on Guide to B2B Social Selling on LinkedIn, Facebook and Twitter in 2020 [EBOOK] (Blog Thumbnail)

Take your B2B social selling skills a step further with the help of this guide and start generating more leads from LinkedIn, Facebook and Twitter.

 

Learn to Listen

Like with any other relationship, listening to the other party is always the key. In selling your services and products, you have to pay a good deal of attention to the person you’re trying to sell to. Maybe they are quite new or just at the beginning of the purchasing cycle and they don’t really know you yet. Therefore, they don’t understand the terms and product-specific lingo you’re using.

Take into consideration how you want to pitch your sale. Remember that marketing is all about telling stories. As a marketer and salesperson, it is your responsibility to tell your prospects how you can help them make their story a reality. Always listen to what they have to say and what concerns they have. You won’t be able to help them if you don’t know what their story is. 

 

Personas and Recording The Journey

Your personas when you talk to your clients is generally the job of the marketing team and the mistake here is that this is usually ignored by the sales team.  

Make it a point where the sales team is still involved in the making of influential strategies. The marketing team should interview the sales team throughout the process, asking for their approval and feedback in order to create personas that will benefit both teams in getting the results you strive for. 

Now that you’ve established the personas you’re going to use for your sales pitch, it is also important to note that your client’s buying process is the basis of all sales and marketing efforts. Never skip this step!

For sales and marketing leaders, you should work together through each personal and examine how they connect and interact with the clients, guiding them through the process of becoming a sure-buyer. Keep a list of the needs and questions each persona will have when they interact with the clients. By doing this you are guiding your clients from one step to the next.

 

Review Website and Online Marketing

Although social media platforms are very important and essential in modern sales and marketing, may we also encourage that you regularly update and take care of your website as well. Is your branding consistent? Do you post and update regularly? Is your content relevant to your clients’ and prospects’ needs? Remember that your website should be designed to attract your audience as well as educate them.

 

Build Relationships

Customers lose up to about 10% of their buying power each month which means they might not come back as often to you as they did in the beginning. Here, you have to make the effort to build good relationships with your customers and possible prospects. By enriching your relationships with them, you secure them as your customers for the future. If your current connections are happy and feel cared for, they will also most likely recommend your products and services to other people. 

 

Keep Up With Your Progress

Once you’ve got everything running efficiently and the way you want to, don’t forget to also think of a way to keep up and track your progress so that nothing slips past you. No matter how smooth your operations may be, it’s always good to be ready for any mishaps that may come your way. If they do, be sure to document any issues that you may discover as you review your processes, templates, etc. Be on the lookout for any possible black holes wherein your prospects or clients could fall into due to a lack of time or resources. 

 

Conclusion

These are some simple tactics that we have found helpful and the most effective way to help your lead generation and lead nurturing along. Moreover, these tactics will help bridge the gap between the sales and marketing departments as it is always a matter of working together and coordinating in order to get optimum results. 

Of course, as the business keeps evolving, our tactics must also. The work doesn’t stop here. There is always room for more improvement and tweaks here and there, but these tips should be able to give you a kickstart and serve as your guide as you move 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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Webinars: Making the Digital Switch from Live Events

7 Lead Generation Ideas for Q1 (and Q2) of 2020

7 Lead Generation Ideas for Q1 (and Q2) of 2020

Facebook acquired three major apps (Messenger, Whatsapp and Instagram), the most popular password “123456” was revealed and Apple launched Iphone 11 Pro Max, were some of the biggest tech news you might have missed last year.

But, the 2019 Most Successful Lead Generation Tactics story that told, 80% of the leads generated were from social media, content marketing generates three times as many prospects as outbound marketing (but costs 62% less) and email marketing was the most effective tactic by 42% of organizations, was really hard to miss.

This year, you have the power to hit the headlines with the 7 lead generation ideas for Q1 (and Q2) 2020.

  1. Socialize On The Right Platform
  2. Follow the king, Email Marketing
  3. Optimize and Get Searched
  4. Engage your Market in Events
  5. Content Means Creating More
  6. Multiply Wins with Account Based Marketing
  7. Find, not the best, but the Right Influencer

 

Socialize On The Right Platform

Social media has undeniably become an integral part of lead generation. It brings tremendous opportunities like collaboration and connectivity among users, and access to and disseminate information. Thus, enabling businesses to reach its target customers quickly and convert them into qualified leads.

  • The top 3 social media platforms are Facebook, Twitter and Instagram, but LinkedIn, which ranks 5th, works best in terms of professionalism. It’s a thriving hub of professionals and business owners.
  • Define your goals by determining which areas of the business you would want to improve, how would you like to reach and communicate with customers, and what you need to learn about their needs, wants and habits.
  • Examine the type of content that is most effective in generating traffic. Is it blogs, videos, podcasts or photographs? Once done, decide which social platform is best for your product.

 

A Hands-on Guide to B2B Social Selling on LinkedIn, Facebook and Twitter in 2020 [EBOOK] (Blog Thumbnail)

Take your B2B social selling skills a step further with the help of this guide and start generating more leads from LinkedIn, Facebook and Twitter.

 

Follow the king, Email Marketing

Although social media and all other lead generation tactics are important, email marketing ruled. In fact, it delivers 4400% roi and continues to grow in usability. From 3.7 billion global users in 2018, it’s expected to reach 4.3 billion by 2022, making it the third most influential source of information for B2B audiences.

  • Establish your goals by determining what you want to achieve, which approach to use, who to engage, type of content to use and how to measure success.
  • Build an accurate and updated email list to better connect with your audience, offer targeted campaigns and be able to measure results. It may include categories like new and existing clients.
  • Choose the email campaign that is aligned with your goals like newsletter, event invitation or offers, and the appropriate channel/s to use.

 

Optimize and Get Searched

To increase site usability, is the ultimate goal of SEO. You have to be searchable which means you need to be the first to be found by your target customers before anybody else on the web. And the best way to be easily found is to rank high.

  • Write comprehensive, compelling articles using well researched keywords and actionable headlines that your target audience use.
  • To gain quality backlinks, do guest blogging, and utilize infographics and internal links to draw more traffic, but ensure quality on each content you create.
  • Optimize your website for different channels in order to reach your target customers on whichever platform they are using and at their most convenient time.

 

Engage your Market in Events

There’s more to than just sharing new knowledge and skills with your event attendees – creating experience. Create the best experience for each prospect you reach out to from the time you first contacted them until the post event outreach. This will give them the reason to keep you in mind for possible partnership.

  • An updated and accurate data list is key to any marketing campaign. Ensure you have filtered the right accounts and utilize multiple channels like voice, email, chat, mobile and social media to reach, engage target attendees.
  • Keep a complete checklist of tasks, timelines and program flow to keep you guided on pre event, actual and post event marketing.
  • Track your lead conversions.

 

Content Means Creating More

Marketing is basically conveying your brand message to your target audience. And one of the most effective and leading marketing channels where you can share relevant information and ideas about your brand is content marketing. As your target audience becomes knowledgeable about who you are, what you can do and where to find you, a certain amount of interest grows in them which can lead them to engage and eventually convert into users.

  • Before you distribute any content, know who your audience is, where they hang out and what their needs are.
  • Talk to them and ask for feedback, suggestions, and what else they would want to know.
  • Monitor and nurture them throughout the buyer’s journey.

 

Multiply Wins with Account Based Marketing

Account based marketing will let you connect with key decision makers via inbound and outbound channels to drive the purchase process. If you are seeking specific high- value customers, want to achieve higher ROI, align sales and marketing efforts, reduce resource waste and be able to track goals and results, this is the right process for you.

  • Define your ICP (ideal customer profile) and discover high value accounts in your targeted list.
  • Personalize your messaging in such a way that it addresses a specific business challenge.
  • Determine optimal challenges and consider the ones that are effective on your targets.

 

Find, not the best, but the Right Influencer

Brand influencers are individuals with a strong media presence who share their thoughts and opinions about a product or service on a social platform. And as more people are leaning towards the social sphere for varied purposes, having the right brand influencer on social media to talk or represent your brand will optimize your reach and engagement with your target audience.

  • Choose a social media influencer who can speak and represent both your brand and your target audience.
  • Know their reach – which social platform are they most followed, are the platforms appropriate channels for your industry type, how do they engage with their followers.
  • Check their authenticity. They should be speaking from experience and tell personal stories about your product or service – subject-matter-experts and credible brand evangelists.

 
These are just a few of the best lead generation ideas for 2020, but you can create a zillion stories out of them, if done the right way.

 

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+.

A Hands-on Guide to B2B Social Selling on LinkedIn, Facebook and Twitter in 2020 (Featured Image)

[FREE EBOOK] A Hands-On Guide to Gaining B2B Leads from Social Media in 2020

How Outsourced Lead Generation Can Save You Time and Money

Marketing and social media have become inseparable elements over the past decade. We have experienced great advancements in technology and social media in especially recent years and how these have impacted the advancement of modern B2B marketing.

It’s undeniable that the use of Social Media is helping many businesses grow their brand presence and that this will definitely transfer over into this new decade. Counting as some of the most significant benefits of integrating social media into our marketing strategies are the following:

  • Finding and researching prospects
  • Reaching out and engaging prospects
  • Helping potential leads to find relevant resources and content
  • Complementing and enhancing other marketing channels
  • Keeping your company top-of-mind (gaining mindshare/visibility)

The three major social media platforms that are deemed the pioneers of this online marketing and are utilized the most are LinkedIn, Twitter, and Facebook.

This handbook will discuss the latest business features added to the platform and how you can optimize them to suit your lead generation needs. In it, we will also provide you with information on what to expect for each platform in the years to come and what we can expect to change and further improve. 

Here’s a little preview of what you can expect:

Preview of eBook content

How each Social Media Platform drives lead generation results

Door-to-door marketing has become obsolete over the years and so marketers had to look for new ways to market their products and services without having to disturb their prospects in the privacy of their homes. When social media exploded on the internet, companies did not waste a minute and immediately hopped on to develop ways to use online marketing to their advantage. 

With over millions of active everyday users worldwide, LinkedIn, Twitter, and Facebook have been deemed the biggest platforms used for online marketing. Each platform has drastically changed in the past years and we want to focus on discussing the following:

  • Latest Features
  • Strengths (What makes each platform stand out from the other)
  • How each platform will help B2B marketing in the future

More in-depth discussions on how to maximize your marketing experience include:

  • Optimizing your profile
  • Prospecting and Researching
  • Selling on each platform

Dissecting each feature and learning how to utilize them well is the key to setting up your online business account. Not only is it important to know how to utilize the platform effectively, but it is also necessary in order to know how to sell effectively on each platform. This counts for all the content you choose to put out as well as even wording your bio in a way that will send in leads for you.

Improving Social Media Content Distribution

Content distribution is another crucial factor that determines the success rate of your online business presence. Here is where we discuss the three most effective ways to ensure that you get your content distribution right. 

  • Posting Hours – emphasizing on the perfect timing of when your posts should go up and how it affects your site traffic.
  • Interaction – This is the very lifeline between you and your audience.
  • Audience-centered – Modern marketing calls for shifting from Me-centered marketing strategies to a predominantly audience-centered one.

The Takeaway

Social media is part of our daily lives now and there is no denying that. They have proven time and time again that they are the future of modern marketing. Every business is integrating the use of various social media platforms to boost their brands and obtaining lead generation. And because it is so convenient, you will also find yourself in competition with thousands of other brands.

By using our hands-on guide handbook, you will be able to equip yourself with the right tools, information, and guidelines on how to gain more B2B leads using your social media platforms.

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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 Medical Devices and Healthcare Solutions Using Online Tactics