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The Anatomy Of Viral Content For Appointment Setting

The Anatomy Of Viral Content For Appointment Setting

We all want our content to go viral. Just think of the various marketing possibilities for your appointment setting team once your audience gets exposed to your viral content. When your content goes viral, more people will talk about your product, the more it is talked about, the more prominent your offer is in the audience’s mind, and the more prominent your product is, the less you have to spend on your sales leads generating efforts.

But what consists of a viral content? What are the essentials in creating a viral marketing campaign?

To understand the concept of viral, we need to first understand the two elements that define it: the content should be worthy of spreading, and it should also have benefits in spreading it. While the second part is easy enough to fulfill, how can we make sure that the first qualification is satisfied? You need that to work properly for your lead generation process.

  1. It must be funny – humor is part of our psychology, and we cannot help but spread a funny tale.
  2. It must be incredible – we tend to spread the word on amazing or unbelievable stuff.
  3. It must be emotionalwe usually share stories and content that touches our hearts.
  4. It is agreeable to you we often use content that backs up or reinforces our own opinions.
  5. It makes us think we often share content that makes us stop and ponder the big picture in life.
  6. It is not covered by media relevant news that slip the news channel is worthy of sharing, right?
  7. It makes people smile feel-good stories are stuff we want others to know about.
  8. It is gossip-worthy dramatic events or tales spreads fast in the rumor mill, increasing discussion.
  9. It is embarrassing – does anyone remember Caitlin Upton?
  10. It is provocative – not in the extreme way, just more along the lines of slight spice to be shared.

Viral content spreads naturally. To make it rewarding, we need methods to collect the benefits. Communication tools like social media and telemarketing would be very useful methods for the task at hand.

Critical Telemarketing Practices That Can Potentially Harm an Appointment

Critical Telemarketing Practices That Can Potentially Harm an Appointment

When professional telemarketers get caught up in the fundamental norms of outbound telemarketing, they tend to forget how to distinguish which aspects of their style are beneficial and which are detrimental to their goals. It is important to assess whether a certain action – whether part of a routine or an experimental move – can fulfill its purpose, otherwise it must be unlearned.

In appointment setting, especially in business-to-business (B2B) campaigns, telemarketers face the challenge of A: penetrating a target company and its gatekeepers, and B: getting a true Decision-Maker to agree to an appointment. With these goals at hand, it is crucial to appraise the plan of attack so that no wrong move could put all efforts to waste.

Here are some critical practices that need particular evaluation:

Reading off a Script. While newcomers to the telemarketing profession may be pardoned from this mortal sin, seasoned telemarketers should know better. This very act not only negatively impacts a prospect’s initial impression towards the company being represented, but also, and most importantly, towards the telemarketer itself. No one wants to talk to someone who sounds like a recording and stutters whenever caught with off-guarding questions. It pays to be mentally equipped and familiar with a product or service and not rely on suggested spiels or responses.

Voicemails. It has become part of the telemarketing culture, yet the rationale behind this practice is becoming feeble. Yes, it becomes useful when a telemarketer needs to follow-up on a prospect regarding a future appointment or some missed details. But during the “cold calling” stage of the campaign, leaving voicemails may actually do more harm than good. Prospects hardly ever return calls off a voicemail, especially once they’ve realized that it’s from someone who’s selling something. The more they keep getting voicemails, the more they keep hearing the name of the company being represented. It allows them to consciously “block” any likelihood of communication and it destroys the chances of an appointment or sales lead. Leaving messages with a secretary is still preferred whenever possible – it’s more professional and usually more productive.

Talking to the wrong person. It wastes time, energy, resources and opportunities. Nothing could be more damaging to a campaign than spending precious minutes on the phone with someone who doesn’t make choices for the company. It may be reasonable to do so during lead generation, but definitely a no-no when it comes to appointment setting. There is no point in discussing things over with a non-decision maker only to find out in the end that there is someone else who needs to hear everything all over again. One other mistake is when a telemarketer talks to someone from the target company whose job might be compromised should they acquire services from the outside. It’s illogical and nothing short of rude.

Every opportunity to make contact and create a good initial impression should not be wasted by meaningless practices that could have been avoided in the first place. Professional telemarketers should make it a habit to “run a scan” of their common practices to see which ones are to be capitalized on and which ones are corrupted and need eliminating.

Why Invest In Snackable Content For Appointment Setting?

Why Invest In Snackable Content For Appointment Setting?

There are a lot of talks these days about creating snackable content to anchor your appointment setting campaign on, but there is always that issue about what exactly should be a ‘snack-sized’ content. Why go for smaller content? How can that improve our ability to generate B2B leads?

To tell you the truth, the average memory span of a human being is just 2.8 seconds, much lower than even a goldfish. And while most of us would bemoan the deterioration of the human mind, marketers like us would have to make do with what we have and adjust our appointment setting efforts accordingly. We want to increase our market’s awareness of our business, so we should be able to craft content that is not just good enough to attract their attention, but also compelling enough to keep their sales leads audience beyond their 2.8 second-long attention span.

It is not that difficult. As long as you know the needed keyword used by your audience, then utilize it in a fresh, informative, and attractive content, it would be your win. You could even use your snackable content as a compelling call-to-action for your prospects. Have them sign up to your offer, or probably leave their number so that your telemarketing team could follow them up. There are loads of things you can do with shorter content.

Just make sure that you know who you audience is, the products or services you want to offer, as well as the content you are creating for your lead generation campaign.

How to Manage Your Appointment Setting Team Like Baseball

If there is one thing that can be said about baseball, it has a lot of connection with managing a business. Sure, swinging a bat or catching a ball is all sport to you, but the underlying principles can be transferred into business. Among the lessons that you can glean from it deals with managing your marketing team, like in your appointment setting campaign.

Just like baseball, you need to know a few important things before you start generating useful sales leads for your business. Among these are:

Looking at the numbers, but relying on instincts – just like the time when Girardi replaced all. Star baseman Rodriguez in the 9th winning with Ibanez in order to hit a homerun (due to gut feeling), businesses owners should also use the numbers to get a clear picture of their market. But when the time requires it, you should also learn to trust your instincts.

Make the choice and stand by them – making that sacrifice play, or a trade from another team, can be painful, but the only way you can tell whether you made the right choice or not is at the end of the game. Do not falter in your business decisions and see it through the end. That lead generation gamble might pay off.

Keep calm and keep going – just like a baseball game, there is no fool-proof plan. One thing or another can affect your B2B leads operation, and it is your job to stay calm and plan your next step.

It also helps if you can choose the appropriate marketing medium for the job. Be it social media or telemarketing, you have to ensure that this is a match for your business.

How To Build A Winning Appointment Setting Team Like The NHL

How To Build A Winning Appointment Setting Team Like The NHL

With the National Hockey League (NHL) play-offs coming near, a lot of people are looking forward to an exciting sporting event on ice. Whoever will win in the finals will be crowned the champions for the year. And while we are at it, this will be a good opportunity for us to learn a thing or two in business. You can glean very useful lessons for your appointment setting campaigns. After all, what better way to understand the dynamics of a B2B leads generation team than by observing the aggressive dynamics of an actual sports team, right? In the case of hockey, well, here are just a few pointers to remember:

 

  1. Empowering through individual strengths– every person has a unique skill, be it in sports or in business. Your job, if you are the manager, is to consolidate the individual strengths of each member, so that the over-all performance increases. Identifying the individual strengths of your team will help you plan an effective strategy in your lead generation efforts. Keep in mind that generating sales leads is a team effort, and you need the strength of the entire team before  you can start to see any success in your endeavor.
  2. Do not always rely on the star players – it is a good tactic to leave the heavy lifting to those who can do the job well, but it would be tantamount to overwork if you use these same people all the time. Sometimes, letting others handle the generation of sales leads is a marketing tactic that can help you. Relying too much on your star players in a very seasonal production can be a bad strategy. You might end up losing potential sources of revenue if your regular team could not handle them. In a hockey game, leaving everything to your main scorers will leave you open to a steal or a new tactic by your competition.
  3. Look for outside help – there is nothing wrong if a hockey team decides to bring in an outsider to help in their game. It is the same thing in business. In the event that your sales team is having a hard time in your game, it is not unusual if you look for outside help. You can always outsource your work to professional appointment setting firm. There are a lot of professional telemarketing firms out there who could assist you in getting in touch with business prospects or help you close deals with them. All you need to is to choose which firm to rely your business with.

 

As you can see, there really is no difference between a hockey team and your appointment setting team. As long as you know who your best players are, and if you can manage them all, then it would be a simple matter for you to organize a winning marketing campaign. You just need to choose who to trust your business to, see if their processes will fit your needs, and you will be able to see better results in your marketing campaign.

3 Ways To Create Better Appointment Setting Conversations

 

In every appointment setting task that you have to involve yourself in, you also need to remember how to best keep a conversation going. As long as your business prospects talks, there is a chance for you to generate more sales leads or a closed deal. The only challenge here is how you actually pull that off. For the veterans, having a conversation would be a natural act. But for those new in the game, it helps to know a few pointers to do it right. For example:

  1. Create an advocacy – remember Guy Kawasaki’s principle of brand ambassadorship? You may not need to have your clients speak in your behalf, but if you can copy that energy they have in your telemarketing calls, then it would make your lead generation campaign much easier.
  2. Paraphrase what they say – after the prospect has said their piece, repeat (in your own words) what they meant. In this way, ambiguity is avoided, and you can see if you have truly understood what the problem is. You can come up with a better solution for them, for that matter.
  3. Talk about the gap – the reason why your prospect might not be willing to work with you is probably because of the gap between your solution and the severity of their perceived problem. Your job now is to explain to them why they should be working with you.

For the sake of generating good B2B leads, you should do your best to have a conversation with your prospects. Your lead generation campaign is dependent on it.

Five Tips in Effective Appointment Setting

Setting up an appointment may sound easy but once you get to be the person on the phone, talking to the customers might not sound like what you expected. However, there are tips to effectively set an appointment.

 

    1. A Call Always Work Out With a Plan

Most call centers follow a call flow, in order to take control of the call. A call flow is mainly a checklist of all the necessary and relevant information that must be shared to the customers. And most importantly the list should include the order of how the conversation should flow that way the call is organized and not stray too much off of the topic.

    1. Smile through your Voice

When talking to a person face-to-face, if you want them to listen to you, you smile. You want to sound and look friendly. Over the phone, you can’t see the customers; however smiling will still make you sound friendly. It is easier to communicate if the line is clear and effortless. Make them feel comfortable with the conversation. If you sound nice it is easy to convince people.

    1. Impress the Customer

Every sales call is like a meal, there has to be a sumptuous and tempting main course. In a sales call you have to have an offer that a customer can’t say no to. The tricky part is how to build up the offer while mostly the first part of the call would include resistant from the customer. Engage them first with the benefits and then impress them with the offer. The offer mainly will be the reason why you are making a call to set up the appointment.

    1. Engage on a Conversation

When on a call, you don’t always talk, you also listen. Sounding pleasant and interested in what the customer has to say always helps a conversation to flow spontaneously. However, remember to keep the conversation on topic as much as possible without sounding uninterested. Don’t forget to explain the reason of calling, in a clear manner. The duration of the appointment is a necessary mention since most people value their time. The technique in leading a good conversation is to ask open ended questions, paraphrase their answers and affirm it to them so they’ll pick up the habit of saying yes.

    1. Don’t Be Discouraged by a No

Giving up is a phrase that must not exist in appointment setting. Every call must be separated from each other; after all it was a different person at the receiving end. If a prospect says no, always evaluate what part of the call did not go well and work on it and use it if a similar situation happens again. Be positive and get positive results after.

When Not To Solve Problems During Lead Generation

Solving problems is only natural when we are conducting lead generation campaigns. After all, if we do not solve problems, how can we turn prospects into qualified B2B leads? That is why we need to offer the right business solutions to your prospects. There are a lot of things you would want to say to your prospects, offer answer to their problems. But have you ever thought of those rare moment where you do not need to solve problems? Sometimes, not solving a business issue can get you the sales leads you wanted. The idea behind it is actually sound.

To begin with, you must first understand that some of your prospects may be aware of their problems already. They might just want to have a sounding board, or probably a second opinion on whether this is their real concern. Also, it is possible that they know the solution already. Your telemarketing team may not need to talk much. Your team will just have to listen, and the answer will present itself on its own. And would it not be a much better appointment setting tactic. At least you will get the full cooperation of your business leads. All you need to do is to be sharp at the details.

While it is possible that you have a lead generation team ready for the task, it may not be economically feasible to have a large one for a seasonal campaign. Perhaps outsourcing the work will do you good. There are a lot of telemarketing, advertising, and other agencies that can do the job for you.

 

A Lesson From Warren Buffett For Telemarketing In Singapore

A Lesson From Warren Buffet For Telemarketing In Singapore

Lead generation is serious business in Singapore. After all, how are you supposed to continue selling if you do not have any customers, right? For this to be successful, you need to hire the right people for the job of generating B2B leads. While there are a lot of qualities that you need to look for, perhaps the words of billionaire Warren Buffett can help you:

“Somebody once said that in looking for people to hire, you look for three qualities: integrity, intelligence, and energy. And if they don’t have the first, the other two will kill you.” – Warren Buffet

Yes, integrity means a lot. This is the a mental and moral compass that ensures quality product and services. without it, all your efforts will not be worth it. You may have the intelligence, but if you cannot prove to your business prospects that you are reliable, then you are nowhere near generating sales leads. You may have energy, but if all you do is something apart from appointment setting, then you succeed in nothing at all. You have to build the trust of your business prospects.

Buffett understood the value of integrity. As an investments expert, he knows the abject fear of people that they will lose their money in businesses they invest in. By showing them integrity, he earned their trust, kept their money safe (not to mention growing it), and made his company the powerhouse investment firm it is today. This can be done in your telemarketing campaign in Singapore as well.

How To Build Rapport Fast In Appointment Setting

Nothing beats building rapport with business prospects. This is the secret to a successful generation of B2B leads. Rapport is the foundation that supports your interaction with prospects. If you want to be more effective in appointment setting, you have to know how to build rapport. It is not an inborn skill that only a few can do. Rather, it is a set of communication skills that you can learn, perfected every time it is used. In today’s highly competitive business environment, it can make a big difference in your inside sales campaign. How you build rapport with your prospects will determine whether they will stay with you or look to your competitors. How quickly you can do that will depend on how well you follow these simple tips:

First, you to show genuine interest in your prospects. This is one part that you should never do half- heartedly. People these days can be particularly sharp when it comes to identifying insincerity. If they detect that from you, then your job turning them into qualified sales leads becomes even harder. So be real when you come to them.

Second, listen carefully, picking up phrases and key words that your prospects likes to use. Incorporate them subtly in your conversations. It would also help if you could quietly follow their manner of speaking as well, since this shows your readiness to go to their level.

Third, observe how they prefer handling information. Do they like a detailed brochure or white paper about your business, or do they just need a summary of your offer. Some decision-makers have a thing for the smallest details, while others see the picture as a sufficient source of information.

Breathe at the same time with your prospects. You will find it easier to follow the conversation, as well as engaging them to talk more with you.

Next, keep a an eye on the prospect’s underlying intentions – their real aim. Often times, what they really want is not exactly what they say or do. In fact, they might have no idea what they actually need. You have to be very sharp in this in lead generation.

Another tip you need to remember your mannerism. This is so true, especially when you are in a face-to-face conversation with prospects. It would be great if you could subtly adopt their body language, their gestures, tone of voice, and speed of talking. Doing these will help you connect better with prospects.

Lastly, show respect for their time, energy, and money. Do not dilly-dally, show value in your offer, and be real. These will help you build rapport fast.

 

While these can be really effective marketing tips, you should remember that not all of them can fit your needs. You will need to try each one, sticking to those that will work for your appointment setting campaign. If you find new tactics to use, and if they work, use it. Business needs and demands constantly evolves, and you need to keep a sharp eye out for strategies and approaches that will help.

 

 

The Five Types Of Appointment Setting Representatives

 

Like everything you do in life, you need to make the right choices to maximize your benefits. In terms of appointment setting campaigns, you have to choose the right people, technology, medium, and market in order to generate sales leads effectively. Of the four things you need to keep an eye on, perhaps the most important would be the first. After all, no matter how good your tools are, or how easy to enter your market, if you do not have the right inside sales people to do the job, then you will not get any results at all.

While you can easily choose the people for the job, keep in mind that not everyone has the same qualifications. Some may have skills best fit for a certain stage in the appointment setting process, while there are others who are best at researching, building up calling lists that you can use for your campaign. Mathew Dixon and Brent Adamson come up with five categories of sales people, based on their skills. Depending on the nature of your business, plus the kind of results you want, then you might have to choose from the following:

  1. Relationship builders – their focus is in building relationships with their prospects. They usually spend a lot more time keeping in touch with prospects, gaining their trust, and establishing stronger connection with them.
  2. Hard workers – these are basically the type of people who would come in early, leave late, and always goes the extra mile. These are the type of people who makes the most calls and site visits than anyone else in your lead generation team.
  3. Lone wolves – some may say that they are the black sheep in lead generation. They tend to do stuff that is not part of the inside sales process, handle their own affairs, do not really keep tidy notes in the pipeline, and pretty much anything else that does not whiff of conformity with others.
  4. Problem solver – they are the people who fits well in the technical side of things, more focused in providing solutions to business problems presented to them. Simply put, they are customer service representatives clothed in the guise of inside sales representatives.
  5. Challengers – you can say that they are the debaters of the sales teams. In terms of objections raised by business prospects, they always have a ready rebuttal at hand. Not only do they know how to answer back, they are also not afraid to share controversial views.

As earlier stated, the results you want will depend on the type of appointment setters you put to work. If you want to have more sales leads, then the Challengers would be a good fit. But if you want to simply create a wide network of prospects, then Relationship builders would be a nice choice. Just remember that, whoever you work with, they must also fit with the environment and culture of your business.

 

Three Ways To Grow Your Sales Leads In Singapore

Three Ways To Grow Your Sales Leads In Singapore_DONE

Singapore is certainly a country with an unlimited business potential, and a lot of investors and entrepreneurs are interested in it. Think of the various selling possibilities that you can take advantage of. Still, there is the challenge of actually getting your firm a business deal or two. That is the reason why an outsourced lead generation agency is needed. After all, generating B2B leads requires some marketing skills that only a handful of entrepreneurs have. Think about appointment setting, a more involved form of generating sales leads. You need to take note of some important pointers to grow B2B leads:

  1. Look at your current customers – remember, your previous customers can become your new customers, so make it a point to include them. It is especially helpful if you are using telemarketing, since you can communicate better.
  2. Use the referral system – you will be surprised to know how many opportunities you can get for your campaign when you ask for referrals from your current customers. After all, they would be the first to know if anyone needed something.
  3. Make your offer clear – this is one common fault for many marketers. Too often, they would tell prospects about business offers that may not sound to have any value at all. That is why it comes as no surprise how difficult it is to generate B2B leads.

Yes, you can grow your business in Singapore. Even if you do not have the skills or experience to follow the three marketing pointers, you can always outsource the work to a good lead generation firm.