Cross-Border-Lead-Gen-Strategies-Best-Practices-to-Follow

Cross-Border Lead Gen Strategies and Best Practices to Follow

Cross-Border-Lead-Gen-Strategies-Best-Practices-to-Follow

In the world of business, there is no escaping Lead Generation. As far as a process goes it is one in which is over complicated time and time again. There is no need for this, as by building a well-structured plan and strategy you can align your business to the same goals.

In preparation for your strategy planning, we have put together a list of our top lead generation strategies  and practices that you can take note of and incorporate as you venture into cross-border lead generation. 

Build Opt in Campaigns

This is the first and most important step for getting more leads. You need to create an optin campaign to start growing your contact list. That way, you can nurture cold leads into warm leads and warm leads into sales over time.

An optin campaign is a special message that you show to your site’s traffic to get them to take the action you want. This can be anything from redeeming a coupon to redirecting your traffic to a landing page. But more often than not, the goal of an optin campaign is to get a piece of contact information like an email address.

B2B lead generation still requires a system in place to grow your contact list. That way you can drive communication with your audience on your own terms, whenever you want, for free.

Lead Magnet aimed at Businesses

Once you’ve determined to get more leads with an optin campaign, it’s time to figure out what lead magnets you’re going to use.

Lead magnets are some kind of content or promotion that’s used to entice people to opt into your call to action (CTA). Lead magnets come in many forms, such as eBooks, infographics, locked content on your blog/website, checklists. 

But why do you need a lead magnet at all? Because you can’t expect people to hand over their email address without giving them something of value in return. Using a lead magnet drastically increases your odds of getting people to join your contact list. Once they do, you can nurture the lead and grow the relationship until you’ve got another lifelong and loyal customer.

Related: 3 Lead Magnet Ideas to Grow Your Sales Pipeline

Craft powerful Calls to Action

Calls to action (CTA) are one of the most important parts of any B2B lead generation strategy. You need to be crystal clear on what you want your audience to do.

Remember: even though you’re showing an offer or lead magnet to a business, there’s still a real person on the other end of the screen. And that person still needs to be persuaded to do what you want them to.

When you’re working specifically with B2B lead generation, though, you want to focus on value and benefit in your call to action. So instead of saying something like, “Sign up for an eBook today,” you could focus on the benefit of what your eBook offers. A stronger call to action would be something like, “Learn How to 10x Your Leads in 7 Days.”

Retarget Hesitant buyers

One of the most frustrating parts of B2B lead generation is that the wheels tend to turn more slowly. That’s because there are usually more people who need to sign off on any decision.

Let’s say the head of the department likes your product and wants to sign up. They need to then check with accounting to see if it’s in the budget. Then they may need to get it signed off by their superior, who may need to check with their superior, who may need to check with…You get the point.

But you can use this to your advantage. That’s because decision-making will often lead the same people to revisit your website.

Related: 7 Reasons Why Companies Should Consider APAC Expansion

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-for-your-First-APAC-focused-Lead-Generation-Campaign
A-Tech-Companys-Guide-to-APAC-Expansion
Tips-for-your-First-APAC-focused-Lead-Generation-Campaign

Tips for your First APAC-focused Lead Generation Campaign

Tips-for-your-First-APAC-focused-Lead-Generation-Campaign

Asia is, by far, the biggest and most populated continent on the planet. Understanding how to do business, and how to be successful in Asia, deserves much more intuition and preparation than in any other territory in the world.

This highly populated giant provides great challenges to the Western-minded entrepreneur. Observation, patience, and respect will timely provide the answers to these challenges, revealing a world of opportunities for the well-informed, smart companies and businesspeople who want to expand to Asia.

When you plan on expanding your business into the APAC region, you also have to be ready to conduct the proper lead generation in your chosen region as well. In this post, we’ll expand on what you need to know about the APAC region before you dive in to do lead generation for the first time such as what their business culture is like.

Collectivist Nature 

Almost all Asian countries are collectivist in nature. This means that the needs and aspirations of the whole group, family, society, or community are kept above the individual needs and wishes. Family values, hierarchy, and importance to kinship, even in businesses, are the key factors kept in mind while doing business in Asia

One can benefit from this particular culture by advertising their product as beneficial for the whole family or community. If you market your product as useful for a whole organization, you might be able to succeed in your endeavor.

Similarly, when you go to any of the Asian countries, remember to keep in mind their collectivist nature. Asians emphasize socializing in groups. Therefore, it is of no use if you build a strong relationship with just the concerned decision-maker of an organization and do not consider the others.

Customer Relationships

Most cultures with collectivist nature give importance to relationship building while conducting trade and so does the Asian culture. They love to get together at festivals, birthdays, weddings, anniversaries, etc.

Even while doing business with Westerners, they expect them to build a cordial relationship before conducting any commercial activity. Hence, by having lunch/dinner together or by getting along with them during a festival, one can develop a good bond with an Asian. Asians also love it when someone welcomes them with a gift or brings a memoir of a different country to cherish their meeting.

Long-term Relationship

A complete guide of doing lead generation and business in general in Asia is incomplete without the mention of the Asian’s belief in fore-sightedness. Remember to keep this in mind when you present your proposal to an Asian organization.

Your business proposal should not only benefit their society or community but should also have a hint of long-term relationship building. Asians seldom invest their time and money in a one-time business. They would simply love your offer if it gives them a long-term benefit and partnership.

Time is of the Essence

Time is money for people in many parts of the world. However, for Asians, it means slightly different. They like to invest a lot of time in a potentially beneficial business deal. They might not open up in front of you in your first meeting. Instead, they like to plan another one for doubts clarification, until you are able to satisfy them with your pitch. Expect another meeting for negotiation and probably another one for finally signing the contract.

Another thing to note is that while doing business in Asia, do not start with your company or offer right away. Business meetings in Asia are started with small general talks related to customs, culture, weather, tourist places, etc.

So before you plan to expand and do lead generation in any of the Asian countries, have a lot of time in your planner and a lot of patience in your mind.

Surround yourself with the best

Spend enough time and money, in finding key individuals to help you properly conduct lead generation in the APAC region. An expert in every needed field might sound costly, but it will be nothing compared to the provided advisory and the experience they will put into your business. 

They will prevent expensive mistakes, go the extra mile, and will care for the company as if were their own. Also, your employees are experienced in acknowledging the differences in both cultures and markets in Asia. This understanding will take years for you to realize and will help you improve your chances of success.

Conclusion

Being able to experience the Asian culture and its differences will increase your understanding of this commercial giant. Also, being able to understand, respect, and not impose your way of doing business will take you anywhere.

As Asia is constantly evolving, while keeping its traditions, western businesses and individuals are forced to realize and follow guidelines, completely unknown to them. Being patient, respectful, and loyal are the key to success.

Embrace, respect, and enjoy these differences, as there are a million things to be discovered while conducting business in this incredible continent.

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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A-Tech-Companys-Guide-to-APAC-Expansion

A Tech Company’s Guide to APAC Expansion

A-Tech-Companys-Guide-to-APAC-Expansion

Thanks to modern technological advances, it is now almost as easy to sell your products and services internationally as from your home country. We may not all use the same currency, but that doesn’t stop us from easily exchanging money over the internet. Technology startups have a particular advantage when it comes to reaching international markets since SaaS products often have universal practicality.

For example, if you have a piece of software that increases the effectiveness of CMOs in your home country tenfold, it’s likely that the same software will be just as useful to CMOs in other parts of the world – specifically in APAC. 

The key to a successful expansion into the APAC market as a tech company is making strategic decisions based on the metrics that matter most. While the process is, of course, unique to every company, there are some common steps that must be taken. 

In this article, we will tackle the top actions that are essential to every tech company that desires to expand its business in APAC. 

Initial Research

Much like when you first started your company, expanding overseas requires taking a comprehensive assessment of the marketplace and your desired place within it. 

This means evaluating factors such as:

  • Your business’ strengths and weaknesses within the desired APAC region.
  • The strengths and weaknesses of your competitors within the region. 
  • Product modifications that need to be made to accommodate your APAC users. 
  • The total available market vs. the serviceable available market. 

Basically, you want to obtain an accurate picture of how much demand is really there for what you’re offering. That means thoroughly utilizing every available avenue to research everything there is to know about your target market and the competition. If you skip out on the research now, you will surely regret it later. 

There are several ways to go about conducting your research:

Online Database

During this stage, there is no such thing as “too much information.” Your goal is to scour all available public information to gain a thorough understanding of what your competitors are doing it, and what they plan to do in the near future. 

Web Campaigns

If you’re seeking to conduct more personalized research, consider conducting web campaigns that drive traffic to a targeted landing page. Since you can set your own budget and geographic parameters, this is a great way to test your assumptions about the APAC market. 

Are prospects clicking on your ads? Which ads are they responding to? How well is your offer converting? You also want to set up a landing page where you offer some sort of incentive in exchange for contact information. This way, you can follow up with interested parties when you expand. 

On-the-ground Research

There is no substitute for on-the-ground research. Meeting face-to-face with the individuals you want to market to can provide invaluable feedback that will tell you how you might modify your approach. Cultural values, social protocol, and innate preferences vary dramatically from country to country. Without a deep understanding of your APAC target market, you leave a large margin for costly mistakes. 

Choose your First Expansion Market

Once you have narrowed down your options, it’s time to settle on the first APAC market you would like to infiltrate. Often, tech companies start with a country that has a high enough market demand to justify the move. The most popular countries that fit this criteria are countries such as Singapore, China, Korea, Japan, etc. 

At the end of the day, you want to prioritize countries that have the following:

  • High broadband and mobile penetration
  • Stable political environments
  • Accessible payment infrastructures
  • And favorable regulatory and tax requirements. 

Cloud Computing

Cloud is the core enabler to today’s agile, flexible business, bridging boundaries and making workforces more mobile and productive no matter where they may be. For organizations expanding into APAC, the cloud brings the key benefits of not actually needing local resources and its scalable nature means organizations can ramp operations up or down as quickly as the new location needs.

Secure Legal Protection

Another key player you will need to support your expansion initiative is a good attorney. Local legal representation in your target country can guide you through the paperwork and help lay down the groundwork for a seamless launch. 

In addition to general representation, you will also need an experienced trademark that can guide you through the process of protecting your brand names abroad. 

Lead Generation

Most importantly, you need to have a solid lead generation team and campaign that can take care of fueling prospects while you focus on the intricacies of your service and products. The best way to achieve this is by partnering with an outbound lead generation service provider. 

Having a team of professionals handling the ins and outs of your lead generation is essential to also make sure that the quality of your service is not compromised.

Conclusion

Global expansion doesn’t happen overnight. But it can happen a lot faster when you surround yourself with the right people. Callbox is always ready and available to aid you in your queries on lead generation to make sure that your business receives the lead generation service it deserves.

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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Marketing Tips for Companies Expanding Into APAC

Marketing-Tips-for-Companies-Expanding-Into-APAC

Establishing a business within the Asian-Pacific region requires a high level of knowledge for the local markets and culture, unprecedented in any other part of the world. One factor to consider is the importance of localizing and translating your content to resonate with international consumers. However, to establish a long-term presence within the world’s biggest and highly-competitive markets, such as the Chinese, Korean and Thai, you need to come up with a unique, personalized marketing campaign, with an emphasis on the most popular platforms for online communication.

Going Mobile

In recent years, mobile has come to dominate over desktop use, and this revolution has not surpassed the Asian markets, where app usage is at an all-time high. If you are looking to introduce your product or service to the Asian-Pacific region, mobile is the first platform you should be optimizing for. A mobile app offers a direct communication channel with your customers, allowing you to send promotional messages, including offers and discount codes. 

However, before focusing on mobile app development, you need to ensure that your website is also optimized for mobile use. Providing a seamless online experience for customers browsing on mobile is essential for generations leads and sales. 

Most importantly, consider the increased use of social media on mobile devices. The mobile platform most frequently used by Chinese consumers, for instance, is WeChat. As a consequence, many brands have created official accounts within the network, enabling customers to get in touch at any time of day, via a communication platform they know and love.

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

Strategic Localization to Overcome Cultural Differences

Introducing a product or service to Asian consumers requires a unique marketing strategy, based on the locale’s cultural and linguistic specifics. If your product is already successful in Western countries, do not be tempted to use the same materials and techniques when it comes to capturing the attention of Asian consumers.

Considering the major cultural, linguistic, and behavioral differences between the markets in the East and West, you might need to seek the services of a professional translator with previous experience in crafting localization strategies. Working with a specialist who understands the way customers communicate will help you get your brand’s message across in a way that resonates with the targeted audience.

With that being said, businesses looking to establish their presence within the Asia-Pacific region need to be careful not to generalize consumers by their nationality. Try to find the similarities in consumers’ purchasing behavior, explore their interest in similar products, and see which marketing campaigns have had previous success. Once having identified a consumer group with the same interests and a common language, it will be easier to create a need for your product and establish your name on the market.

Content-driven Campaigns

If you have decided to target APAC consumers, then the sooner you realize the importance of high-quality content for the success of your business, the better. If you are thinking about recycling your old marketing campaigns by translating them and featuring a few local images- then you better give your hopes of dominating the marketplace. To succeed, you’d need to work with a team that can produce content that will resonate with the cultural and economic background of the consumers, presenting your brand’s story within a local context. Coming across as a company that is conscious and respectful of the foreign customers and their culture will win you their trust and respect and will set you apart from the competition.

Related: Content Marketing Tips for Technology Companies in SEA and APAC

Video Marketing Campaigns

Video has become an essential part of digital content marketing strategies, as it generates the highest return on investment out of any other type of promotional content.

The rise of video has a lot to do with the increased mobile use and customers’ demand for instantaneous, real-time communication with businesses. Video content is a great way to engage with your customer and facilitate brand loyalty.

Conclusion

Indeed, it is challenging to crack the code of being successful within the Asian markets. However, provided that you put in the necessary effort, you will be rewarded with a loyal customer base that relates to your brand image and is interested in the products you put out. For this to happen, however, you need to unify your marketing and content creation strategy, focusing on not only translating old materials but also on working with language specialists to create new, tailored content.

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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Mapping Your Lead Gen Strategy with Your Customer’s Journey

Mapping-Your-Lead-Gen-Strategy-with-Your-Customers-Journey

Every great B2B lead generation strategy begins and ends with a keen understanding of the buyer’s journey. From the moment a potential customer realizes they have a need, to the second they sign on the dotted line; this journey presents a window of opportunity for you as a marketer to make an impression. Whether that impression ends up being good or bad ultimately depends upon whether you truly understand where your customer is in their decision-making process—their buyer’s journey.

There isn’t an official template which you should be using… simply because no two customer journeys are the same. Depending on the business, product, or service which is being mapped, best practices and design may vary. This means you have a great deal of freedom to explore and be creative – so construct your basic customer journey map using the following steps, and then go ahead and embellish it all you want.

Perfect your Buyer Persona

The first step in creating a journey map is understanding who your customers are.

As you do this, keep in mind that it isn’t sufficient to have just one buyer persona. People at different buying stages will behave differently and interact with your business differently, so it’s worth distinguishing between someone who has been doing market research for a few months and is ready to make their purchase, and someone who has only recently begun thinking about solving his/her particular need (by trying your product/service).

Understand your Buyer’s Goals

Once you have your buyer personas built, the next step is to dig deep and understand what each of them hopes to achieve as they go through the customer journey.

Think about what your customers’ ultimate goals are in each phase (and remember that these may change as the process unfolds).

Some examples might be:

  • Researching the different options that are available
  • Ensuring that s/he is paying a fair price
  • Seeking reassurance that s/he has all the necessary information about the product

A great way to go about doing this is to first identify the paths that your visitor may take on your site. If your visitor is a member or pre-existing customer, the first thing that they might do is to log in. Other activities include browsing, searching for products, comparing products, and more – once you’ve nailed down a full list of these activities, you’ll be able to identify all your touchpoints and the goals associated with each touchpoint.

Map your Buyer’s Touchpoints

A “touchpoint” refers to any time a customer comes into contact with your brand – before, during, or after they purchase something from you. This also includes moments that happen offline/online, through marketing, in person, or over the phone.

Some touchpoints may have more impact than others. For example, a bad check-in experience at a hotel can taint the entire stay.

You’ll want to take all potential touchpoints that occur between your customers and your organization into account. That way, you won’t miss out on any opportunities to listen to your customers and make improvements that will keep them happy.

Prioritize and Fix Roadblocks

If you look at it from a micro perspective, here are some questions you can ask yourself: What needs to be corrected or built? Is there a need to break everything down and start from scratch? Or are a few simple changes all that’s necessary for a big impact?

For instance, if customers frequently complain about how complicated your sign-up process is, it’s probably time to revamp it and make things easier.

After you’ve identified these roadblocks, take a step back and look at the big picture from a macro perspective. Recognize that the end goal is not to optimize each step or touchpoint just for the sake of optimizing it, but so that you can push your customers down the funnel, and bring them one step closer to converting.

At the end of the day, you want to be getting more conversions. So everything you tweak in each customer touchpoint should all be contributing to that one goal.

Update and Improve

Your customer journey map shouldn’t be left to gather dust on the shelf once it’s completed. Because your customers are constantly changing and evolving, your customer journey map should be doing the same as well. Consider it a living document that will continue to grow and develop.

If possible, test, update and improve your customer journey map every 6 months or so. In addition, customer journey maps should also be tweaked accordingly whenever you introduce significant changes to your product/service.

The Takeaway

We’re entering an age where businesses are all about the customer experience.

By shifting the focus to the customer’s perspective, brands can better understand consumer wants and needs. This allows them to create more effective and satisfying experiences for their customers.

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

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

Everyone talks a lot about content marketing strategy, email marketing mistakes, and so on. But the thing is – who are you targeting with all these strategies? Being able to build a b2b prospect list that will help you market your solution and close more sales is key.

You surely must have an audience in mind before you go about your multiple marketing strategies, right? If that’s not the case then you need to rethink your whole strategy roadmap immediately because you are doing it all wrong.

Here’s the deal: Your prospect list is probably one of the most important assets of your whole marketing campaign. From earning permission to joining the opt-in list, to segmenting your audience – all these are just a few reasons to build a B2B prospect list.

But here’s the catch – building your own B2B prospect list is hard. That said, with a few awesome tips, you will be well on your way to easily build a B2B prospect list.

Email Marketing Tool

The market is inundated with multiple email marketing tools to make your prospect building experience super easy. These email marketing tools gather all the information regarding your prospects including their contact information. These email marketing tools even allow you to transfer the prospect list to various other database platforms.

Furthermore, most of the email marketing tools allow users to send out multiple emails at once. This makes the whole prospecting experience very easy and smooth.

Ideal Customer Profile (ICP)

The ideal customer helps you to target only prospects that are best suited to your company and the prospects that are most likely to turn into paying customers.

Once you create an Ideal Customer Profile, you can negate the chances of wasting your efforts and time chasing unproductive leads and prospects.

Have a look at the important aspects that are required to create an ideal customer profile:

  • The company’s size and the region.
  • Whom should you approach in the company?
  • Your prospect’s background
  • Prospect’s previous payment routine
  • The age group of your prospects
  • The gender that you are targeting
  • Challenges faced by the prospect
  • Goals your prospects have

Now you can start building your ideal customer profile, keeping all these things in mind. Once you are done with your ICP, you can start prospecting based on your narrowed-down list.

Start Networking

Prospecting is all about networking and building connections. You have made the ideal customer profile but who are you going to contact?

Now that you know who the decision-maker is, it’s time to reach out to them. In our first point of discussion, we talked about LinkedIn and how it can be used for prospecting. Similarly, you can try connecting with the decision-maker via LinkedIn or any other social media platform for that matter.

Apart from the medium – think of the ways you might be able to start a conversation with your leads. What are the important points you would touch upon so that the leads turn into permanent prospects? Now based on the response of each lead you can segment your prospect list even further.

For example, if you are receiving a cold response from one of your leads, the best thing to do is to cross out the lead from your prospect list. On the other hand, if someone is giving you an agreeable response, then you can include the lead in your prospect list to further compel them to turn into a paying, permanent customer.

Using Linkedin To Build A Highly Targeted Prospect List

LinkedIn can help you to build a B2B prospect list very easily. Use this step by process to build a B2B prospect list that is highly targeted using LinkedIn:

Searching for prospects with filters – First and foremost, you want to search for your targeted audience by clicking the “Filter people by” option. Here, you will get plenty of filters to narrow down your search. For example, you can filter using the region of your audience, or their industry, the company they work for, and much more.

Ask for an introduction – There are two ways to move ahead. The first option could be to send a personal message to your prospect but for that, you would require a “premium” account on LinkedIn. There is another option – if your prospect is the 1st connection then you can ask your common contact to introduce you and equip them a bit about your work and the brand.

Members of the same group? Don’t hesitate to send a direct message if you and your prospect are members of the same group. You can even discern their interest, problems, and requirements based on group activities. Even if you are not part of the same group, why not consider joining the same group as your prospect. It will also allow you to send a free direct message on LinkedIn.

Final Research

After all the final preparations and knowing your targeted prospect list, you can finally analyze the list and narrow it down a bit more. You might want to know everything you can about your prospects that you included in the prospect list. For example, it might turn out that you have added someone who is not as suitable as you had thought at first. In this case, you can cross out that name and save your time and efforts. You can start monitoring your prospects through social media platforms or using the LinkedIn Navigator.

So let out your inner spy and do the last minute trimmings of your prospect list based on your final research. The data and information you gather will be vital for segmenting your prospect list and turning your prospects into your permanent, paying customers.

Building your prospect list is extremely vital. Researching and going out of your way to connect with your target audience should never be an afterthought. You need detailed data and information on your prospects to actually come to a conclusion whether they are worth the time and effort.

Moreover, create a consistent strategy and schedule to decide which way to go when it comes to how to build a B2B prospect list. Once you are done building your list, you must further spend the time to connect with your target prospects and get an edge over your 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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APAC B2B Lead Generation Strategies for Singapore Companies

APAC-B2B-Lead-Generation-Strategies-for-Singapore-Companies

Having gone through substantial changes, mainly, digital, and social, lead generation at present means to focus on being found and nurture long-term relationships with buyers.

Let’s dive into learning how businesses in Singapore can generating more leads across APAC to drive sales leads for long-term success:

Using Direct Engagement

This approach is all about interacting with your target prospects on a one-on-one basis. It doesn’t require any third party or an in-between medium; this tactic basically involves reaching out to prospects head-on. You can directly engage with your target prospects and gauge their interest through live chatting, forums, etc.

To start with, you can form a team of experts who will be able to respond to any queries or doubts that your prospects might have. This should be done in a manner that works towards building their interest in your brand until you can finally convert them into paying customers. The key is to be as authentic as you can be by going out there to tell them about your brand, what it has to offer, and why they would be better off with you.

Market Your Brand on LinkedIn

From establishing partnerships, winning leads, to creating brand awareness, LinkedIn’s got it all. An essentially business-centric platform, LinkedIn is an amazing space for driving new business leads, through the correct marketing strategy. More than 80% of social leads for B2B are generated on LinkedIn and it also beats all the other social media platforms. Get started with:

  • Defining your goals
  • Optimizing your search
  • Publish engaging content
  • Use rich media
  • Sponsor your post
  • Create LinkedIn ads
  • Leveraging LinkedIn analytics
  • Have a well-devised plan in place to ensure that you reach out to the right people and establish meaningful connections 

Related: Components of Lead-generating LinkedIn Profile Page

Importance of CTA (Call to Action)

Your lead generation efforts and strategies are worth nothing if you don’t call your targets to action. Prompt your visitors to take the action that you want them to take by placing the CTA button on your landing page or at the end of your blog or video. Some examples of this are:

  • Free trials sign up buttons
  • Download buttons
  • Add to cart buttons

The whole point of having a CTA is to prompt visitors or prospects to do what you want them to do and convert them in the process.

Use of Cloud Telephony

Companies have started switching from their legacy phone platforms to cloud telephony for the cost-effectiveness and convenience that technology offers. Not only does it help offer a better customer experience but also increases the efficiency of the salespeople. When incorporated with certain tools and tactics cloud telephony can help you:

  • help you keep track of missed calls and can distribute them to the appropriate channel
  • Go local
  • Be more flexible
  • Scale your Salesforce

Try Guest Blogging

Another helpful tactic is to guest blog in order to drive leads. Getting traffic and making yourself heard can be a difficult task to accomplish, especially when there’s so much noise out there. It is important to take notice before people can even stop by to listen to your offer. To capture leads through guest blogging you need to:

  • Direct the visitors who come for consuming your content to your landing page. This has to be done in a very tactical manner so as to not come off as desperate or “super-salesy”.
  • Only guest blog for a trusted website. It goes without saying but picking a website that isn’t credible or respected enough might get you started on the wrong foot. 
  • Make valuable, high quality, and relevant content.
  • Ensure your content is unique and not pulled-off of other blogging sites.

Related: 2021 B2B Growth Strategies and Trends for APAC

Outsource is Key

The reality we have to face is that there will always be companies better than our own. So, lead generation and outsourcing are the biggest examples of how other companies perform better and many digital marketers are not afraid to outsource to other people if these people are better in a specific aspect of their business process.

The same goes with B2B. You’re not always going to ace lead generation on your own, so it’s wiser to assign it to a group of professionals. This way, you can save the cost and time that you would’ve ended up spending to generate leads by yourself. 

The strategies listed above are a few of the essential strategies for you to incorporate, and by taking these into account you’ll ensure that your business is always on the right track to growth and expansion. Times and inventions may be continually changing especially as you’re looking into the market across APAC, but it is crucial to remember one’s core values and how that can make your customers’ lives more meaningful.

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-of-Funnel-Marketing-Strategies-to-Drive-More-Leads

Top of the Funnel Marketing Strategies to Drive More Leads

Top-of-Funnel-Marketing-Strategies-to-Drive-More-Leads

Sales teams need a high influx of new leads in order to achieve their goals. Therefore keeping new business leads in the pipeline is a constant need. Marketers can help fill this need and improve their organizational value by generating new leads at the top of the funnel.

When you only convert sales-ready leads—for example, when your only digital lead capture is a “contact us” form or simply a phone number to call—you lose out on the majority of people visiting your brand online who are not ready to buy.

So by opening up top of funnel conversion opportunities you immediately widen your lead pool. And by nurturing these top of funnel leads, you create new sales opportunities, too.

The best top of funnel marketing strategies is targeted to help bring in relevant B2B leads who could be a good business fit, not just any website traffic.

Here are the most common and most effective strategies.

Video Content

Video is the web’s hottest medium. It’s not looking like this will change anytime soon. A lot of people prefer to watch than read or interact. Fair enough.

I’ll spare you all the “growth of video content” statistics you see on so many sales and marketing blogs and simply suggest you make video an element of the ToFU content you promote via advertising and social channels.

Your options are immense. Consider one or more of the following approaches:

  • How-to’s, tutorials, or “explainer” videos
  • Interviews
  • Webinars
  • Short video courses
  • Live streams you’ve archived
  • Customer stories
  • User-generated content (UGC)
  • Events
  • Product demos (Some may be more aligned to the middle or bottom of the funnel)  

Promote worthy content

Think about your goals. Obviously, when we’re talking about investing ad dollars in driving people from a website “in the wild” to yours, we’re talking about brand awareness.

  • But think also about subsequent goals…
  • Can you capture an email address?
  • Can you start a meaningful conversion?
  • Can you get a newbie to share your content?
  • How might you inspire a ToFU prospect to make his or her way quickly into a try-or-buy scenario?

Of course, you can promote product pages, special offers, and blog posts, but don’t limit your options. Get creative and experiment.

Tools and templates

The utility is the name of the game in content marketing and magnetic as all get-out. An immensely powerful way to attract new prospects is to provide practical tools or templates. The Website Grader from HubSpot is an epic example. It’s been kicking butt and taking names (and email addresses) for years. Use your imagination and perhaps some budget for development and you can conceive all kinds of digital tools, such as:

  • Widgets and plugins for websites and blogs
  • Predesigned and/or prewritten templates
  • Calculators

How-to’s

If we are about to climb a steep and scary mountain, we prefer to have a guide who’s scaled the terrain before.

This little slice of psychology makes for a simple, practical as well as a powerful approach to creating and promoting content via advertising.

Write, design, or record a how-to.

The how-to form of content is the master, and main man of top-of-the-funnel content. It’s what people seek. Your prospects have a question. They want to know how to accomplish something meaningful. You have an answer.

Compose, publish, and promote it.

Want help getting started? Fill in the blank with a lesson you can deliver.

How to ___________________ .

Want a variation? Review the title you created and 86 the “how to.” It’s still a how-to with potentially immense pulling power. Here’s an example (which you’ll notice is inspired by the topic of this post:

  • How to create effective top of the funnel content to build awareness for your brand.
  • Create an effective top of the funnel content to build awareness for your brand.

Infographics

Netizens love visual content. Infographics have proven to have enormous staying power as click magnets, making them an ideal top-of-the-funnel content play.

The behavior of social media enthusiasts has proven time and again, infographics do very well for inspiring social shares, earning backlinks, and republication. My experience with creating infographics has proven this to be true and then some.

Account-based Marketing

Account-based marketing (ABM) strategies vary dramatically from company to company depending on your business and target audiences. The execution strategy outlined below focuses on top of funnel ABM content execution best practices for B2B acquisition and expansion marketing.

As a reminder, in account-based marketing, it’s easy to go too deep on the content so that you’re putting forth a lot of effort for a slight bump in conversions. In your ABM content strategy, it’s imperative to consider which pieces of content you’ll use when they need personalized content and how often that content will need to be refreshed. Be sure to track the ROI on your content to determine the apex of an optimal balance between effort and conversion rates before hitting the rate of diminishing returns.

Keep it Flowing

Once you have tactics like these in place, you’ll be well-positioned to keep your funnel full of new leads. And, once you can do that, you can keep your funnel flowing with acceleration activities like nurture campaigns that are designed to strengthen relationships and turn those leads into customers.

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-Traits-of-a-Well-defined-Lead-Generation-Process

Top Traits of a Well-defined Lead Generation Process

Top-Traits-of-a-Well-defined-Lead-Generation-Process

Lead generation is incredibly important for marketers and the businesses they want to grow. Increasing leads means increasing brand awareness and interest in your products or services, nurturing curious prospects through the marketing funnel and into your sales pipeline. If done well, lead generation strategies create strong relationships with qualified customers who invest in your business for a long time.

Considering that every business has its own lead generation process, here are some of the top characteristics that a well-designed lead generation process should have in order to get the most out of your campaigns.

Targeted / Personalized

Personalization is an integral part of any business and one of the most pivotal aspects of the Lead Generation Process.

By leveraging holistic data you can easily analyze key characteristics and buying behavior of your target market. It’s a continuous process which helps marketers to build long term relationships with clients and customers.

challenge filling the sales funnel with quality leads. Sales teams sell better when they have more number of qualified leads. On the other hand, marketing teams strategize better when they have a clear and accurate database. While sales teams want marketing teams to provide highly qualified leads, marketing teams expect sales teams to nurture leads. All these small gaps, in turn, don’t allow the lead to finally get converted.

Personalization here plays an important role by allowing marketers to get highly qualified leads. This allows marketing and sales teams to work in sync and perform better.

Earlier, lead generation was all about getting names of potential buyers and pass them onto sales and marketing to qualify them. Today buyers do their own research about the product or service before even speaking to a salesperson. In fact, according to Forrester, buyers might be anywhere from two-thirds to 90% of the way through their buying journey before they even reach the vendor.

The reason this is happening more often is that buyers have relevant access to information produced by companies.

Creating a highly personalized lead generation strategy will help you build trust and capture the interest of your buyer before they are even ready to contact sales.

Additionally, you don’t want your sales teams spending time going down a list and cold calling. If you can generate leads for sales, the process is easier and you will see more of your leads being turned into deal closures faster.

Multi-touch

Multi Touch Lead Generation is similar to Outbound Lead Generation but in addition to email uses additional “touches’ ‘ to make contact with your prospects. For a standard Multi Touch campaign we include an online display and ‘retargeting ads’ and LinkedIn text-ads and display ads. We can also include other touches via social media.

Why use Multi Touch?

  • Multi-Touch generates Higher Responses – prospects more likely to respond when they see you on multiple channels.
  • Multi-Touch LinkedIn Placement and Brand Awareness – having your brand promoted and associated with LinkedIn and high quality websites improve response rates; using retargeting ads to display your brand on high-quality websites also increases the perception of your company and solutions.
  • Number of Touches Relates to Success – overall increase in frequency and volume of touches increases the number of positive lead responses.
  • Highly Targeted – As with Outbound, you pick who you want to target at the beginning, and you can specify who to target with online ads – so all responses should match the target profile.
  • The first step toward Account-Based Marketing – Account-Based Marketing is a fast-growing approach to enterprise sales prospecting. It uses all elements of Multi-Touch but is highly targeted at a narrower set of potential accounts. It also requires a higher level of customization for each campaign step. Multi-Touch lets you ‘learn the ropes’ before committing to full ABM.

Multi-channel 

The technology market is crowded with the majority of companies offering services and products similar to yours. It can be very challenging to acquire new customers, to demonstrate what makes your offerings valuable to new customers. As well as why they should choose you instead of the competition. While this multi-channel lead generation strategy applies to all markets. 

By leveraging all the available online channels and the data that comes with it, while adopting a multi-channel approach to your online lead generation strategy is a must. It is an effective and clever way of achieving your goals of generating leads for your business. The key is that you need to set clear targets of what success looks like and choose channels that are easily compared and optimized based on your results. Testing is always the key to success. You should spend a large amount of time testing your campaigns on different channels to find the perfect mixture and the right allocation of budget.

Webinars

Webinars are also a great tool for every business. Here at Callbox, you can choose to incorporate webinars into your Callbox campaign in order to complement all the other channels and strategies that we use and offer.

Live Chat

HubSpot’s free live chat installed in your website, Callbox representatives are available for 24/7 live chat that will allow your web visitors to talk to your Callbox team in real-time, allowing for quick conversion. Qualified prospects identified via chat sessions are entered into your Target List and appropriately tagged and nurtured via both manual and automated touchpoints.

Email

Callbox initiates contact through targeted email – that is, having attention-grabbing subject lines, brief but precise body text, and compelling calls to action, which almost always guarantees better open and reply rates. Thousands of initial and follow-up emails are sent via Callbox’s email system — fully equipped with open and click tracking and KPI reporting.

Tech-driven

The rapid evolution of technology has significantly impacted nearly every facet of business today, from generating marketing content to managing client issues. One of the areas that technology has affected the most significantly, however, is in the realm of lead generation.

Content Marketing

Content marketing is arguably the linchpin of lead generation. If you want people to volunteer their contact information, you have to give them something in return. More often than not, that “something” will be a piece of content. There are a number of different avenues for publishing and circulating lead generation content (third-party syndication among them). Regardless of which you pursue, you’ll need a way to post and manage assets on your website.

That might include an industry blog, a research library, case studies, pricing guides, frequently asked questions, or all of the above. The key here is to pick something that lets marketing users access and edit the content on a regular basis without needing help from engineers. If you have the necessary resources, your Dev team might decide to build a custom solution into the backend of your site. Otherwise, you can use an off-the-shelf content management system (CMS).

Landing Pages

Landing pages are ground zero for prospect-to-lead conversion. After traveling in through a link from one of your various marketing channels, prospects must decide whether or not to abide by your call to action. In the context of lead generation, that usually means submitting their contact and firmographic information through a web form — name, email address, business name, industry, location, etc. According to a 2012 benchmark study by HubSpot, B2B companies with 40 or more landing pages generate five times more leads than companies with only a few.

At Callbox, we continuously optimize our landing page. We always test each page element as well as tweak the content and design to ensure that our prospects respond to the campaign’s call-to-action. In order to boost your Landing Pages, we’ll also help you build powerful online forms so that you can start growing your database with leads converted from your landing page or website. 

Marketing Automation Platform

A marketing automation platform (MAP) is one of the most important tools in the lead generation stack. That’s partly because of its broad range of features (a MAP helps you orchestrate multichannel campaigns and track ROI) and partly because of its lead management capabilities (lead nurturing, scoring, segmentation, and analysis). MAPs are also great at identifying prospects and logging their behavior across your digital properties. Since somewhere between 57 and 90%of B2B site visitors are anonymous, that’s a big deal.  

If you don’t use a marketing automation platform, your ability to capitalize on generated leads will be severely limited. This is especially true in cases where a marketing team buys in bulk from a third-party provider. Purchased leads should meet an agreed-upon standard for quality and engagement, but they will still need to be nurtured through at least the first couple stages of the purchase process before speaking directly with sales.

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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Marketing-Traps-You-Need-To-Set-Up-To-Capture-B2B-Intent-Signals

Marketing Traps You Need To Set Up To Capture B2B Intent Signals

Marketing-Traps-You-Need-To-Set-Up-To-Capture-B2B-Intent-Signals

Data plays a big part in completing a successful lead generation campaign. It is key to identifying, profiling, and finding the right prospect who qualifies to leverage your product or service. But, you can only fully maximize the power of data if you know where and when to find it. 

Let’s first take a look at the different kinds of data.

Firmographic Data

Know your customer by verifying their identity as a target, by collecting firmographic data such as industry, company size, revenue, and location, and all other relevant details that would complete your ideal customer profile, like contact name, contact number, job role, email address, and social media account. Having all this information in place will verify if your lead generation arrow is aimed towards the right target or not. 

And of course, top up your strategy with popular B2B approaches like Account-Based Marketing to widen your search horizon, by reaching all relevant decision makers and help you discover more opportunities along the process. 

Psychographic Data

Know more about your customer by validating their suitability as target buyers by building their psychographic profiles. These are data sets or answers derived from qualifier questions such as what are their needs, when do they plan to purchase, how do they want to pay, why are they switching providers, etc., that will give you insight into their buying habits, system preferences and capabilities; and ultimately, enable you to design the right buyer’s journey for your target customers. 

Technographic Data

Profile your target customer by knowing which system they use. Profiling your targets in a more granular way will let you probe into their pain points and help you lay out the WIIFM (what’s in it for me) to the customer, and eventually customize the best fit solution for them. 

Firmographic, psychographic and demographic data are pillars that will support and complete the picture of your ideal customer. But, there’s more to it than just crafting a collage of information. There’s a data gathering tool that can advance your lead generation tactics by uncovering your prospects’ needs and their buying habits even before you get them engaged in any communication channel, and get you right at their doorsteps before your competitors do.

Intent Data

Wondered how photographers catch the best shot of their subject in wild forests? 

Wildlife photographers set up several cameras in specific areas in the forest and leave those for months, which automatically triggers when there’s motion or signals of roaming animals. That’s likely how Intent Data works.

Intent Data is the collection of information that signals that someone may be in the market looking to buy a product or service. It’s a data gathering tool that intercepts prospects in the early part of the buyer’s journey by tracking digital footprints through the topics they browse or download online, websites they visit, product or service trial they engage in, newsletters they subscribe to, content that they view, and events they register and attend. 

Some experts suggest that employing a third party vendor who has the tools to track online searches and content consumption is the easiest way to get B2B intent signals. Apart from that, however, traditional customer interactions like email replies, phone and office meetings, and events, are equally strong buyer intent signals that you can gather through your own efforts and further the engagement between you and the prospect. 

The key is to capture it fresh, which means that you need to be fast, and be the first to track prospects’ digital footprints on the web like when they view infographics, download tech publications, browse contents or click links.

Here’s a 4-step takeaway to help you maximize the power of intent data:

Identify and Connect

Identify and connect with organizations that are most likely to buy based on their digital footprints such as Downloads, Website Visits, Product Reviews, Newsletter Subscriptions, Content Views, Attendance in Webinars, and all other interest signals on topics related to your solution.

Profile and Segment

Profile and segment target accounts based on their technology stack such as CRM, Content Management, Marketing Automation, and Infrastructure & Data Storage. By including technographics data, you can easily identify qualified potential customers fit to benefit for your product or service.

Reach

Reach out to companies with recent buying intent signals based on Projects, Funding, Leadership Moves, and all other press releases posted on company bulletin.

Discover

Find out which organizations are often visiting your website and landing pages, and gauge their interest based on Multiple Visits and Number of Unique Visitors.

With the surge of marketing platforms, data can just be roaming everywhere – could be viewing a content on a website, attending a webinar, or talking right in front of you in a telecon meeting. But, perfect timing is beat. If you catch these signals ahead of anyone, then everything will go like clockwork, and you will win the campaign.

The picture below is titled, “The Embrace”, a stunning shot of one of the rarest animals on earth caught on cam.

Wild and free Siberian Tiger!

Capturing this amazing image was not all luck, but skills. Camera traps were set up in the Leopard National Park for 10 months, by professional wildlife photographer Sergey Gorshkov, which captured the stunning moment the tiger rubbed herself against the bark to leave a scent and mark the spot as territory. The clever shot won Gorshkov this year’s Wildlife Photographer Award.

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-Drive-New-Business-Leads-and-Grow-Your-Business-in-2021

How to Drive New Business Leads and Grow Your Business in 2021

How-to-Drive-New-Business-Leads-and-Grow-Your-Business-in-2021

The New Year is just around the corner, and the economy is still reeling from a difficult 2020. Growth might be daunting for everyone, but one thing remains true, there is still a lot of room to drive new business in 2021.

In this guide, we look at the trends that will be the driving force of growth in the year to come and how firms can take advantage of them.

Lead Generation Automation

There has been a lot of talk about automation, and it’s a term that’s been generally thrown around, but specific automation related to lead generation is something that can propel a firm to the next level.

Although lead generation can’t be fully automated in the strictest sense, there’s a lot that firms can employ now to free up valuable human talent. Automating marketing workflows, email sequences, retargeting and remarketing, autoresponders, and cross-platform integration within apps is something that firms should look at.

Also, a lot of lead prospecting tools with features to target highly-specific audiences are increasingly becoming commonplace.

One of the biggest ways to drive new business leads is to make sure that active lead generation efforts are using the latest technology. This free up time and resources and minimizes human error.

Local SEO

Businesses looking to expand their local reach can rely on local search engine optimization to bring in passive leads through search. Local SEO usually consists of optimizing a business’ local listing on Google Maps via Google My Business to appear higher in rankings when a prospect searches for a keyword related to their establishment.

Improving rankings is usually dependent on sending on local signals to Google by updating your Google My Business pages, having great citations, reviews, etc.

Start Rethinking Content

Content has – and will arguably – always be king, but there has been a push towards non-traditional types of content.

A great example would be Hubspot, who’s moved to turn traditional-looking content into responsive pages that seem to look like miniature websites. This move towards responsive content allows firms to engage viewers with the novelty and keep their attention with the array of media on the page.

Firms that compete with content have to start rethinking the way they deliver content to their followers.

Although whitepapers and case studies won’t be extinct anytime soon, the use of gamification within the content, surveys, augmented and virtual reality, infographics, etc. all deserve a little attention as 2021 rolls in.

People have started to demand richer content, and if trends are something marketers go by, they’re going to get it.

Video Marketing

Video-sharing giant YouTube is in a league of its own, with its video search feature turning into one of the world’s biggest search engines. This has opened up a whole new world of marketing using video to reach wider markets.

The beauty of video is not only the fact that it’s engaging but the number of things that firms can create to leverage it.

There are different types of video content, such as:

  • Webinars
  • Q&As
  • Instructionals
  • Educational content
  • Product guides
  • Vlogs

These types can be leveraged in the same way that traditional articles have been used to gain traction for companies in the past.

Leveraging Social Media 

Social media is also continuously changing. This year, we saw the rise of examples such as shoppable posts on Instagram and the use of “stories” on Facebook to drive marketing campaigns based on storytelling.

This trend will continue toward 2021 as people start to get used to storytelling instead of just plain deliberate advertising.

Companies that want to drive new leads with social media marketing have to start thinking in terms of stories because it’s one of the best ways to capture attention and create campaigns that resonate with viewers.

LinkedIn is Taking Center Stage

The professional social media platform already has around a quarter of a billion active users monthly, with that number set to grow as more people graduate to the platform.

According to recent statistics, using LinkedIn for lead generation is 277 percent more effective than using Facebook or Twitter.

Running LinkedIn-centered marketing for B2B campaigns is becoming a trend as potential prospects on the network are already there for business, to begin with.

Automated lead generation campaigns and funnels centered on passive lead generation on the market have become prevalent.

It’s important to note that LinkedIn is a great network to develop a multi-channel approach to lead generation and nurturing.

B2B Influencer Marketing

Influencers and thought leaders in the B2B realm are increasingly being tapped to be spokespeople and representatives of brands because of the audiences that they command.

What started as a popular trend in B2C markets is becoming a mainstay in the B2B realm because of what they bring to the table.

B2B influencers that endorse particular products are popular because they bring a notion of trust to the brand that they support. People can see them as modern-day “trust signals.”

Also, B2B influencers bring their followers to the table, allowing brands to tap into hyper-segmented audiences whenever they are brought on board. To a degree, they can be more cost-effective than running traditional online ad campaigns.

There are plenty of ways to drive new business leads for 2021 and get new prospects in your pipeline. What’s important is to stay informed and keep up with the trends your potential prospects are adopting.

Author Bio:

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

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

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

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

It is undeniable that appointment setting is still one of the most powerful ways to generate a steady stream of verified leads for tech startups and software companies.

However, there are still a lot of ways that marketers can improve their practices.

In this guide, we look at how software companies in Singapore can supercharge their efforts using these simple hacks.

Invest in Research and Data and Employ Advanced Segmentation

No matter how good the offer is, using a basic script will not cut it anymore. Standard scripts don’t solve highly specific problems, sound relational, and don’t have a chance to resonate with a prospect.

One way to create powerful sales scripts is to personalize them, depending on the prospect’s customer profile. This is done through heavy research before even picking up the phone.

Lead generation efforts shouldn’t just be concentrated on pulling up contact details, but rather on hard data and other supplementary information.

The proper way to run a personalized appointment setting campaign is to:

  • Determine customer profiles
  • Build contact lists that are supplemented with additional data based on the customer profiles
  • Segment these lists based on demographics and other information
  • Integrate customer details such as industry, tool stacks used, pain points, etc. into scripts

By doing this, appointment setters can develop advanced scripts that mention pain points, tools being used, etc., in their scripts and create richer conversations with prospects.

Switch Up The Timings

Decision-making units (DMUs) don’t always follow normal Singaporean office hours. There are often stories and real-life examples of decision-makers working past office hours or clocking in before everyone else.

Switching up timings allow you to catch the prospect at more comfortable times where their normal workloads do not burden them during office hours. It’s also a fresher take on appointment setting.

Multichannel Outreach is the Way to Go!

Software companies shouldn’t limit their appointment setting to calls. Companies should always leverage multi channel outreach.

An appointment can be followed up with an email or even a quick check-in message on LinkedIn.

Adopting a multichannel approach allows companies to retarget their prospects, create favorable brand awareness, lead nurture, and connect with their clients on their favorite platforms.

Furthermore, it allows prospects plenty of opportunities to connect and engage with your brand, regardless of the platform they’re on.

Create Options for Appointment Setting in Your Landing Pages

There are many third-party applications such as Calendly that allow marketers to insert a link for prospects to book an appointment on landing pages or even emails.

This serves as a convenient way to turn any web resource into a passive lead generation tool that increases the number of ways a prospect can book an appointment.

Firms shouldn’t miss out on quick and easy hacks, such as this, to take their appointment setting to the next level.

Turn it Into Sales Discovery

Appointment setting doesn’t just have to be about a pitch; it helps if a marketer can use the opportunity to turn it into a sales discovery call.

Asking the right questions allows marketers to learn more about a company and its pain points and it keeps prospects on the phone longer, potentially building rapport for the long run.

The more questions you ask, the higher your chances of success.

The process also allows marketers to qualify the prospects and check out which products are services are the best fit for their needs.

Give Them Options

Always take into account the importance of a prospect’s time. When setting an appointment or booking a call, ensure that the prospect has multiple options during the week and convenient ways to reschedule.

Nobody likes a hard sell, and by providing options, the firm comes off as both respectful and professional.

Don’t Set One Appointment

When done with the first appointment, ensure that another one is lined up for the next sales phase.

Follow-ups are critical in lead generation, and a lot of leads can be lost without a proper system in place.

However, if the feedback was negative, always keep the door open for future business to come through. Marketers can gain new referrals and leave the conversation open if the prospect eventually decides to buy from them.

Reach Out to An Agency

For firms that don’t have specialized appointment setters or startups without a solid marketing division, reaching out to an agency is a more cost-effective way to book leads and get clients through the pipeline.

There is no need to train new staff members, navigate through the process, or spend valuable time and resources. The company can concentrate on developing new technology while the agency brings in the leads.

Agencies provide specialized services, access to trained staff members, and help software companies access high-end resources at only a fraction of the cost.

Traditional appointment setting doesn’t work anymore. Marketing campaigns have to be constantly tweaked to keep with changing interests and differences in customer-behavior.
These quick and easy tips will help propel your company forward and add flair to your current lead generation campaigns. Need help setting up an appointment setting strategy in Singapore? Let us know how we can take you to the next level today.

Author Bio:

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

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