Lead Generation Archives - B2B Lead Generation Singapore

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

April 2, 2020/0 Comments/in Lead Generation /by Katrina Chua

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

February 26, 2020/0 Comments/in Lead Generation /by Katrina Chua

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+.

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

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

Tactics That Will Supercharge Your Sales and Marketing Teams in 2020

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

February 12, 2020/0 Comments/in Lead Generation /by Katrina Chua

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+.

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

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

Tactics That Will Supercharge Your Sales and Marketing Teams in 2020

January 22, 2020/0 Comments/in Lead Generation /by Katrina Chua

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.

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.

Download Ebook

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

January 15, 2020/0 Comments/in Lead Generation /by Katrina Chua

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.

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

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.

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.

Download Ebook

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+.

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

January 9, 2020/in Lead Generation /by Katrina Chua

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:

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.

Author Bio:

Katrina Chua

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

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How Outsourced Lead Generation Can Save You Time and Money

December 18, 2019/0 Comments/in Lead Generation /by Katrina Chua

Every marketer aims to achieve success from his lead generation efforts, optimizing time, cost and all available tools from planning to implementation to results. For some marketing pros, this means outsourcing tools and skills relevant to goals achievement, while others construe as DIY in order to save on costs and avoid risks.

However, when your internal team comes short of production due to reasons such as lack of tools to nurture leads, outsourcing becomes your next best option. It’s like being ill and losing an amount of blood, but your system could hardly produce enough to sustain your body’s good health, and a blood transfusion is needed to get you back in shape. KInd of gross isn’t it? But, that’s exactly a picture of a lead generation done in-house and the need to outsource arises.

If you think that a DIY lead generation will save your marketing budget a fortune, here are the 3 things you might want to consider first before you conclude.

Time

Your marketing staff would basically look for leads, but how? Your purchased list may be a good resource to look for prospects and utilize email and phone to reach them. But, your staff has got other things to do as well, maybe they have a checklist for an event to fill in the next four weeks or running against deadlines for a series of blogs needed to be published at the end of the month. Loading many tasks on their plates would likely eat up their time and restrain them from continuously generating leads.

Here’s a quick math:

You target to generate 2 to 3 leads a day, but time constraint trims your numbers down to 0 or 1. This means you overturn half the number of your target leads and cut 50% chance of converting these leads into customers. Imagine how that scenario will impact the buyer’s journey and affect your goals and objectives.

Quality

The quantity of the leads you generate matter, but quality will impact the chances of conversion. Since your in-house marketers are not fully focused on generating and nurturing the leads, the chance of engagement is low and the quality is compromised. Chances are, you will be speaking to prospects who either do not have the need for your product or just curious to know how your product differs from their current system. Thus, resulting in sending all your marketing time and effort and money down the drain.

Here’s a quick stat:

Nurtured leads, on average, produce a 20% increase in sales opportunities versus non-nurtured leads (Hubspot)

Tools

With the broad range of channels available for customers like voice, mobile, web and social media, plus the amount of data that they can acquire from various communication channels that give them insights about the products and services they want, widens their options to choose what, how and where to make a purchase. This, however, became quite an uphill for marketers as they need to employ the best marketing tools to increase leads production has become inevitable.

People do not stop at just learning the alphabet, but need to learn something new every day as they grow in order to live and keep up with life’s daily demands. That is exactly how your lead generation process should adapt to change and grow.

The discourse on whether to DIY or to outsource continues, but the fact remains that lead generation is the lifeblood of every business. It’s something that needs to steadily flow in the system in order to survive and thrive. In fact, 85% of B2B marketers consider lead generation as their most important content marketing goal which most of the time translate to undermining the costs and braving the risks.

Author Bio:

Katrina Chua

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

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Why Now is the Best Time for SG Cybersecurity Vendors to Do Lead Gen

November 20, 2019/0 Comments/in Lead Generation /by Katrina Chua

In July 2018, Singapore has experienced a personal data breach of 1.5 million SingHealth patients. Prime Minister, Lee Hsien Loong was also greatly affected by this personal data breach. With about 160,000 patient’s worth of medical data as well as other personal information violated, it was later on concluded that it was due to lack of adequate cybersecurity awareness, resources, and training that resulted in the poor response to the cyberattack.

As this cyberattack has been ‘Singapore’s most serious breach of public data’, the government has decided to implement several recommendations to combat and deal with this issue. It was also noted by some officials that there was a need for partnerships across the private sector and the government to increase the threat intelligence sharing and to achieve a higher security level.

Moreover, the Singaporean government has announced to fund $30 million for the ASEAN-Singapore Cybersecurity Centre of Excellence so as to strengthen the country’s cyber capabilities and to be able to respond more efficiently to future global cyber threats.

Having a hacker not only tinker with highly sensitive personal information but also stealing it and doing with it as they please is a nightmare no one wishes to experience. Cybersecurity breach, however, is very real and many companies have experienced this to a degree and had to pay the price for it. The truth that everyone has to be aware of is that every business can be attacked or is already under attack, and if their cybersecurity is not strong enough they are going to most likely get breached one day or another. Not only will this cost the company eye-popping amount of money, but it will also affect and harm professional careers, personal lives, and business relationships.

With hackers making the digital world their playground, causing it to become a more dangerous space for sensitive information, it is crucial for cybersecurity to expand beyond the mere antivirus packages into a strong mix of devices, connections, and networks, blocking every entry for cybercriminals.

What does this mean now for Cybersecurity companies?

There is not a more perfect time than now to do lead generation for cybersecurity as it is a necessity for every company in order to protect their data. Having said that, the chances that you are the only cybersecurity company offering its services especially now is very slim. With the increasing demand, many new cybersecurity companies are coming up as well. The challenge lies in standing above the crowd in both your brand awareness aspect as well as your brand’s credibility so that more people with gravitate towards your services. Remember that good cybersecurity also requires cyber defense so be sure that you can offer your clients both because only security is not enough.

Tactics

Since there is a lot of competition out there on the market, how can you make sure that your marketing tactics are above theirs? Here are some tips that will help you market your cybersecurity services more effectively and make your audience aware of the need for one.

Content marketing

Blog posts are a great tool to use to pique your buyer’s interest as it is also an essential part of their own buying journey. Consumers will not buy unless they have read up enough on your services and how relevant they are to their problems. Think of their pain points and write about your solutions that you can offer them. Keep in mind that your content should be data-driven but also unique and educational wherein you can demonstrate how your product solves a security attack. Get creative with it and maybe even add a video to go along with your articles for your audience to watch.

Another vein of content marketing is case studies. These have proven to be the most important and effective tools for B2B companies. This is great for businesses who are already aware of their pain points and are looking for the best possible solutions to them. Your case studies act as a form of educational testimonials, and so they will look into numerous case studies so your part here is to include as much data to show how your cybersecurity solutions have worked and impacted other clients’ issues and problems.

Webinars

Yes, webinars are still alive and relevant to this day. For cybersecurity marketers, this is a great way to connect with your bottom-of-the-funnel leads. These webinar attendees already have an interest in learning more about the solutions you offer and most of the time they may have already done their own share of research. That is great as they will be very much interested and engaged in your presentation.

It may be costly to execute but think of it more as an investment. If your webinar is a success, then you can always make new content from the topics you have discussed during your webinar for future purposes.

More ways to improve your Marketing Campaigns

Data, data, and more data

As mentioned before, when companies are looking for a good cybersecurity service solution, they need all the facts that they can gather. So don’t be stingy with using your data for your marketing content. Your data is the key to get their attention and interest.

Don’t exaggerate

Speaking of using your data as proof and additional information, also remember to not exaggerate. Always practice honesty about your brand’s success and its capabilities. Ultimately, your brand honesty is what’s going to convince your buyers to buy your products and drive in more positive feedback and customer referrals as time goes by.

Easily accessible and easy-to-navigate

Do not complicate the process for your potential customers. The more complicated it is for our customers to navigate through your library of contents, the more likely they are going to stray away from your services.altogether. Make your content to educate them easy to access and navigate through by building an online library where they can view and go through them anytime. You may also want to include premium assets as well as they will highly appreciate that.

Cybersecurity is crucial in this day and age, and no one is completely safe from them. As cybersecurity companies, it is your duty to educate and spread the awareness of its need to prevent more companies from suffering the same fate as many others have before them.

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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11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects

November 14, 2019/0 Comments/in Lead Generation /by Katrina Chua

Words are powerful.

Many marketers and salespeople will agree that by just simply switching out a couple of lines of copy, you can make or break any campaign that you are running.

However, which words are the most powerful?

In this guide, the power of words in sales is tested through the exploration of various keywords that grab the attention of your prospects.

1. “Thank You”

People like to be appreciated, and sometimes it’s all you need to get them interested in the message that you have. The phrase “thank you” appeals to a person’s heart, and it creates a personal connection to them.

The phrase “thank you” can be used in subject headers or on display advertising for powerful messages that depict how an organization appreciates people.

2. “Save”

There are a lot of great products on the market, but a lot of decision-makers or DMUs aren’t making the jump to your product mainly because of the cost involved. Sometimes, telling a prospect about the savings that they will make is enough to get them aboard.

3. “Limited”

This particular word creates a sense of urgency for your prospects to act quickly towards an offer that you have. It also develops the Fear of Missing Out (FOMO) effect. This effect moves specific opportunities in your sales pipeline faster since they are pressured to make a decision.

4. “Now”

Just like the word “limited,” the word “now” creates a sense of urgency and set the timeframe for the prospect. They are urged to act quickly and to prioritize your message immediately.

5. “Special”

The word “special” works just like the word “secret,” it creates the premise that what you are offering to the reader is something that you don’t contribute to anyone else. It allows people to feel like they are getting something significant.

6. “Secret”

It seems as if everyone’s been hardwired to want to know a secret. It suggests a feeling of exclusivity, power, and access to information that is not available to anyone else.

This is the reason why this particular word is powerful in getting prospects to look at your message. People want to have access to information that no one else has because it gives them an edge in their affairs.

7. “You”

A lot of marketers agree that one of the most powerful words that you can ever use is the word: “you.” The personal pronoun amplifies any copy efficiently by centering the focus of the message on the reader; it turns any generic advertising copy into a personalized message.

Creating personalized messages is one of the most potent ways that you can get through to a person. In fact, ABM (account-based marketing) – one of the most successful B2B strategies relies on personalization.

In fact, “you” is one of the most persuasive words you have in your arsenal.

8. “We” or “Together”

These two words emphasize cooperation between an organization and a prospect. The reason it works is that instead of emphasizing a transaction, it emphasizes collaboration and teamwork.

Your prospects know that they need to pay money to avail of a product or service from you, but by being able to rally them towards a higher purpose, you give them more than just a product but a solution.

9. “Exclusive,” “Members Only,” “Only for You”

People like to feel special, and by using these particular phrases, you make a prospect feel like an offer was made, especially for them. This increases their tendency to pay attention to the message that you have.

Remember, people pay a lot for exclusivity, and by giving it to them for free based on their relationship with your organization, you can connect with them further.

10. “Bestseller”

This is another word that emphasizes on FOMO. People do not want to be left out, and by labeling a product or a service as a bestseller, you create the impression that they need to have your solution.

11. “Tips” and “Discover”

These two words are powerful because they drive a sense of value in the message that you are sending to your prospect. They remind a prospect that they are getting information that is not available to anyone else.

It tells them that you are giving them an edge in what they are doing and that you are a knowledge leader in your industry.

A persuasive copy is one of the best ways that a campaign can be modified to make sure it is running at full efficiency. By choosing the correct terminology to use, a marketer can grab and sustain attention until the prospect is lured in.

Good ad copy and marketing content cannot be separated from high sales because they work hand-in-hand in capturing and sustaining interest. Once harnessed correctly, anyone can quickly and efficiently supercharge any sales pipeline that may have to go on for them at the moment.

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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Components of Lead-generating LinkedIn Profile Page

October 16, 2019/0 Comments/in Lead Generation /by Katrina Chua

LinkedIn is undoubtedly the largest professional social network in the world, and a lot of people have been harnessing its power to generate new leads for their organizations. The question is: are you making the most out of your LinkedIn profile online?

Today we take a look at how you can amplify the power of your LinkedIn profile to generate leads for your business.

From optimizing your profile photograph to your write-up, we’ve got all bases covered. It’s time to take your LinkedIn lead generation campaign to the next level!

Profile Picture

One of the most essential parts of your LinkedIn profile is your profile photograph because it’s the first thing that a potential prospect will look at when browsing your profile page.

There is a lot that a photograph can do; it can convey emotion, personality, and at times, even trust. Faces have a psychological effect on people looking at them. In fact, there are also applications available that analyze your picture and show you what your emotions your face conveys.

You should take a headshot wearing clothes that you usually wear to work – to give them an impression of how you do business, and that you also wear a smile.

Trust us. It works.

Cover Photo

Your cover photograph also has to stand out; you don’t necessarily have to put something that is branded by your company — placing pictures that you have with other influencers in the industry, events that you have been a part of, or a photo of you in a city that you are geographically targeting for sales can make a difference in the way you are perceived.

Your profile photo conveys you as a person with all your emotions, while your cover photo backs up your claims.

Headline

Your headline is the second thing that your prospects read after they see your name. Now due to the limited character space, you really need to work your way around the limitations to stand out.

The best practice is for you to try and encapsulate everything that you do in just one line. One can skip formal titles such as: “Chief Blank Officer” and experiment using terms and additions such as “Growth Specialist | Head of Sales.”

Remember, the headline has to grab the attention of your prospect at the moment that they read it, but it has to be formal enough for them to know that you mean business.

Summary

Remember this.

“Your summary is not your resume.”

Time and time again, we’ve observed a lot of marketers using their summary section as their online resume, but this will not help you in the long run. Your summary page should be as it states: your summary.

This is where you can get creative with the type of copy that you want to use. You can promote yourself, but in a way that is engaging with your prospects. Don’t make it too long as you do not want to sound boring.

Add links to make them find out more about you, preferably on your organization’s website so that you can use your profile as a landing page for your company.

You can multiple links depending on where you want to send them or how you want to brand yourself, but don’t make it seem like you’ve turned your summary page into an affiliate page.

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Recommendations

People giving testimonials about you are one of the more exciting ways that you can provide your profile some social proof. A lot of LinkedIn marketers recommend that you have at least four or five on your profile.

If you do not have any yet, call your old employer or colleague, maybe it’s time for you to reconnect with them anyway.

Just as a testimonial helps sell a product, a recommendation on LinkedIn helps sell you.

Remember that the profile that you have on LinkedIn is an extension of the brand that you have.

Complete Your Profile

The more complete your profile is, the more professional you look. Whether it be logos or simple additions such as your educational background, you need to be able to make sure that your profile is complete.

There is a difference between it being loaded and being complete; you don’t have to put every single that you did on your profile.

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As you can see by merely applying a couple of these tweaks, you can make sure that your profile is ready to generate leads for you. This may seem to be a passive way to generate leads, but it’s part of your brand’s representation.

However, one must remember that it’s not enough that your profile is lead generating. You should also engage in steps to make sure that your lead nurturing efforts are up to par or greater than of the competition.

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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B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

September 25, 2019/0 Comments/in Lead Generation /by Katrina Chua

Lead generation is a unique way to uncover business needs and fire up interest in target customers by using relevant channels to shape up the sales pipeline. Over the years, marketers have relied on it in reaching their sales goals. However, some didn’t see the same effect in their marketing moves and reported the following as the worst lead generation tactics.

Telemarketing

Calling prospects to build up interest in a product or service may be over the hill, but for true-blue marketers, it remains to be one of the most effective lead generation practices until today. They find it a good way to proactively push an offer and receive immediate feedback from customers. Apparently, human interaction is one of its positive effects.

Worst when: running a campaign with a non-targeted database that could hold your chances of catching the right decision makers and end up chasing the wrong buyer.

Email Marketing

Among lead generation tactics, email marketing is hailed king. Lauded for its cost-effectiveness and versatility, email marketing enables you to reach, connect and engage a wide-scale targeted audience which helps build awareness for your brand and delivers measurable results. Like telemarketing, a well-profiled list is also key in lifting email KPIs. Thus, expanding your database aside from letting you create a deeper relationship with your target buyers.

Worst when: using an unhealthy contact list which may result in your email inbox crowned with bounces and invalids.

Content

There isn’t much required of content to be considered as converting other than it should contain a sufficient amount of data-backed information and setting expectations which brings in higher domain authority and increased conversion potential.

Worst when: your content missed to show substantial data that would address the needs and questions of your target buyers – not a single link clicked, no content shared or any form downloaded, which results in less product visibility in search engines and low web traffic.

Company Website

A website is sure to drive traffic if it’s visually appealing, easy to navigate, search engine optimized and geared towards actionable information.

Worst when: unresponsiveness and other reasons that cause your website’s underperformance can make your web visitors navigate away in 15 seconds after login.

Landing Page

Before you can revel in impressive conversions from your lead generation campaign, you must first learn the art of generating leads with your landing page. Creative and compelling content that would cause visitors to give up their information in exchange of valuable data will allow you to generate insights about your target market, grow your email list and establish a stronger connection with your target audience.

Worst when: your visitors don’t get enough answers and see no reason to navigate on your landing page. When this happens, you are likely to miss the 5-second chance to achieve 70% longer average sessions to convert visitors into possible buyers.

Events

73% of marketers who prioritize lead quality use in-person events for their lead generation initiatives. Whether it’s a masterclass or a trade fair, personally meeting your target customers will help you gain their trust, strengthen your brand message, boost visibility for your product and enable you to create a wider network of engaged customers, resulting in higher chances of conversion and a shaped-up sales pipeline.

Worst when: hosting an event without a solid objective, taking up topics that are not relevant to your brand and missing to create a detailed pre and post-event program that can cause an overrun on your budget and customer dissatisfaction.

Social Media

Knowing which social media platforms are best suited for your business will open doors to better engagement with your target audience, induce social presence and enable you to cross promote from one platform to another. However, these successes cannot be achieved by simply posting or sharing content on any social media app. You need to identify your ideal customer profile, define your goals and find your audience – be where they are, join their circles and speak their language.

Worst when: opting to use an app without knowing the culture of each social media platform which could get you blocked or unfollowed.

There are three factors that could cause the worst on a lead generation campaign: a non-targeted list, a non-compelling content and a lack of insight. But, ensuring the quality of data, creating relevant content and acquiring sufficient knowledge about your target market will bring out the best.

Author Bio:

Katrina Chua

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

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How to Score Your Leads for Better Conversion

September 13, 2019/0 Comments/in Lead Generation /by Katrina Chua

Lead scoring prevents your sales team from wasting their energy on wasteful leads. Furthermore, a good lead scoring system helps your team understand if a particular prospect is most likely to buy, how much they’re going to buy, and when they are going to buy.

Aside from this, you can also use lead scoring to:

Identify and focus on the leads that need nurturing
Understand your customers’ behavioral patterns and characteristics
Track your customer engagement and identify who are the most satisfied
Refine your messages for each segment

Is Lead Scoring Really for My Business?

As much as lead scoring has a lot of advantages, it does not necessarily mean that it is beneficial for every business.

How do you know if it is what you need at this point?

If the following elements are present, then you need to have a lead scoring system in place.

You have enough leads — It doesn’t make sense to create a program if you don’t even have enough leads.
You already have a service level agreement in place — That means your marketing team already knows how much leads they need to pass on to sale every month, and your sales team knows how many leads they should follow up within the same time frame.
You have enough data — You need two types of data to create a lead scoring program — behavioral and demographic. Behavioral data comes from your analytics and lead management platform. It shows how each lead interacts with your website. Demographic data comes from your lead gen or conversion forms.

Creating a Lead Scoring System that Works

If the assessment above indicates you need a lead scoring system in place, then you need to create one. Let’s start by listing the steps and ingredients for an effective lead scoring program.

Criteria

How do you know if a lead becomes a customer? You should have a list of qualifications that will serve as your guideline. The qualifications might include their age, gender, region, etc. Once you create them, these criteria are already set in stone.

Target Market

These are more specific because they include the qualities and characteristics of your target market. For example, if you are targeting teenagers, what kind of teenagers are they? Are they outgoing? What type of fashion do they like – emo, chic, sporty?

Your goal is to find people who fit the bill of your ideal customer, or people who look like your existing customers.

Your marketing and sales teams most probably have valuable insight to help you draft these qualities. After all, your marketing team does the research who they are while your sales team talks to them every day.

Perfect Lead

What makes one lead better than the other? Is it because they belong to upper management? Is it because they have a certain budget size? Or is it because they arrive at a buying decision much faster than the others? This information allows you to determine how much score each lead should get.

Lead Behavior

How does each lead behave when they visit your website or in your various channels? What do they do before they arrive at a buying decision? List down all the behaviors based on the data you have and assign a point value for each of them.

Lead Scoring System

Once you have identified the characteristics and behaviors of your ideal lead, it’s time to decide what system to use. It can be as simple as using a 1 – 100 scoring scale or something that has additional options but the point is, you have to stick to one system.

Adjustments

A lead system that works gives room for improvement. You should have a regular schedule to review and evaluate your system. Some point worth considering are:

Low scoring leads that end up converting – what were the steps that led to this?
High scoring leads but did not convert – what adjustments are needed to prevent this?

These situations are not consistently the same but your goal is to fine-tune your system so you can identify your best leads better. You will always find something new when you take the time to examine these leads closely.

It is also unlikely to create a perfect lead scoring program immediately. But as long as the percentage of prospects who convert are higher than those who do not, that is enough proof that your system is working.

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+.

Prospecting

Qualification

Conversion

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

Myth #2: The customer is always right!

Myth #3: If they said no, move one

The Truth Will Indeed Set You Free

Prospecting

Qualification

Conversion

Learn to Listen

Personas and Recording The Journey

Review Website and Online Marketing

Build Relationships

Keep Up With Your Progress

Conclusion

Socialize On The Right Platform

Follow the king, Email Marketing

Optimize and Get Searched

Engage your Market in Events

Content Means Creating More

Multiply Wins with Account Based Marketing

Find, not the best, but the Right Influencer

How each Social Media Platform drives lead generation results

Improving Social Media Content Distribution

The Takeaway

Time

Quality

Tools

What does this mean now for Cybersecurity companies?

Tactics

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More ways to improve your Marketing Campaigns

Data, data, and more data

Don’t exaggerate

Easily accessible and easy-to-navigate

1. “Thank You”

2. “Save”

3. “Limited”

4. “Now”

5. “Special”

6. “Secret”

7. “You”

8. “We” or “Together”

9. “Exclusive,” “Members Only,” “Only for You”

10. “Bestseller”

11. “Tips” and “Discover”

Profile Picture

Cover Photo

Headline

Summary

Recommendations

Complete Your Profile

Telemarketing

Email Marketing

Content

Company Website

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Is Lead Scoring Really for My Business?

Creating a Lead Scoring System that Works

Criteria

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Perfect Lead

Lead Behavior

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