Tips On Answering B2B Lead Generation Queries In Singapore

Tips On Answering B2B Lead Generation Queries In Singapore

That customer callback may be the most anticipated call of B2B lead generation specialists, but answering those odd or unique queries that potential sales leads give out can be a tricky task. You do not want to offend, that is the truth, but you might find yourself puzzled at how to best answer these questions. Too bad, there are no fast or clear-cut solutions for this. Each question or concern requires a unique reply. So, how will you deal with this? Well, there are several ways to do that, most which leans on the negative. But mind you, if you can follow the best practices that are given below, then you have very little to worry about in your B2B appointment setting process.

  1. Listen carefully – this rarely happens, but some business prospects intentionally sound stupid just to check if you are actually listening. Usually, these people know what they need already and what you can provide them. They just wanted to know if your B2B telemarketing team is involved in the conversation.
  2. Apologize properly – in those rare instances where you are called back by a prospect that have been an unhappy customer, you should immediately apologize for whatever poor service you have provided in the past. Fib it up, like selling immediately, will only rub more salt in the wounds.
  3. Consider the question seriously – there are times that the funny question a prospect posted to you may not actually be a funny question to them. Remember, each business is unique, and they may really have issues that may look odd for your people. Even so, make an effort to solve the issue. You might have just the answer they are looking for.
  4. Keep calm and stay on – while this usually applies in customer service, there is a chance that you receive an occasional irate, frustrated, or just plain angry caller. When that happens, stay calm. Apologize for the inconvenience and, if possible, transfer the call to the right department.
  5. Give your best answer – the success of your B2B lead generation efforts will depend on just how good is the solution you are offering your prospects. The reason why some marketers fail in their campaigns is because they fail to consider what their prospects is looking for, which leads to the wrong solution being provided.
  6. Be ready to accept all calls – okay, you do not have to be manning the phones twenty-four hours a day, but you can set up a system where your prospects in Singapore can get the answers they need even without calling, for example, your company website, blogs, even your pages on Twitter or Facebook.
  7. Stay honest – there will be questions that you will not be able to answer, or is simply just too weird for you to handle. In those cases, just be honest with your B2B leads prospects. Tell them that you have your limit. You can also offer to look up their questions so that you can call them back with the answer.

Do these tips, and rarely will you get problems in answering B2B lead generation queries of prospects in Singapore.

A Pre-Campaign Questionnaire for B2B Lead Generation

A Pre-Campaign Questionnaire for B2B Lead Generation

When there’s too much going on, sometimes marketers tend to overlook important things during the course of a B2B lead generation campaign, causing them to struggle in making adjustments. Once the campaign has already kicked off, focus should be allotted on maintaining the marketing momentum, instead of controlling the damage caused by an oversight that could have been prevented in the first place.

Three Ways To Waste Money In Your Lead Generation Campaign

That is why preparation is very crucial before the start of a campaign. When everything is laid out clearly and systematically, the operation would be smooth-sailing and achieving the desired results would be much easier.

Before embarking on a lead generation campaign, gather your team and go for a rundown of these pivotal questions:

Is your campaign anchored from an in-depth understanding of your target market?

Understanding the audience should be the heart of lead generation above everything else. Plans and activities are easily executed if they are based on how prospects behave when they do research, interact with sales people, choose their products/services, or make the deal/purchase.

Do you have an accurate and updated data pipeline?

The information in your sales pipeline is like your map as you go out into the wild jungle of the B2B industry. Not making sure it’s reliable only slows down the progress of the campaign.

Have you selected which key success indicators you will be measuring?

The sign of a successful campaign isn’t always based on actual ROI figures. You could also gauge your success by looking at certain points, i.e. click-throughs, shares, sign-ups or web traffic – whichever you decide to be an important factor for your team.

Are you satisfied with the content you will be offering to your audience?

If you have faith that your content pieces are engaging enough to elicit a desired response from its readers, then you’re ready to put it out there. You will only need to know how.

Do you have a holistic, integrated marketing strategy in place?

To carry out multiple, unrelated minor tasks within the campaign can be counter-productive; you need to have a system that puts all your efforts complementing each other to reach a common goal.

How would you nurture your leads?

Although every lead is more or less unique, you should still have a standard lead nurturing scheme to make sure all your prospects are well taken care of. The campaign should not stop at just merely generating leads; it should carry them through the end of the sales process.

The 4-Step Approach to Effective B2B Lead Generation

Too many stuff are going on in the realm of B2B lead generation that at times marketers have got to stop for a while and look at the basics. Letting yourself get caught up with emerging and short-term activities could make you lose sight of what you’re really aiming for.

It’s not a sin to develop extraneous goals here and there, especially if they contribute to your overall mission, but working in a cluttered setup without a straight-arrowed path to an objective is unhealthy – both to you as a marketer and your campaign in general.

What you need is a guide; an outline of the essentials for you to achieve exactly what you need to achieve. In B2B lead generation, it’s all about raking in quality prospects that have the highest potential to buy. And here are the 4 things you really only need to do:

1. Get Attention

Before, all it took was to paint bright colors and add wonderful images and you’d have all the attention you could hope for. Today, people don’t easily bite at decorations. They thirst for something new and exciting, something that could make their brains actually work. Provocative headlines. Viral videos. Location-based penetrations. Elaborate infographics. Anything that satisfies their need for novelty and quality content.

2. Be direct

Lead generation content is not a suspense novel. You don’t put unexpected twists or obscure characters. You don’t bring your readers along to a confusing, mind-draining ride of garbage. Your message should be obvious and clear. Don’t spend too much time trying to creatively convey what your message is; instead, focus on how you could deliver it so they could grasp it with ease.

3. Back it up

Casual readers would willfully absorb your content without any form of objection as to its credibility or accuracy. But the ones that do question it – those are the ones who are truly interested. They are your prospects. Now if you don’t have any evidence to support the assertions on your content, how can you expect these prospects to trust a company that makes bogus claims.

4. Brew a conclusion

You know that feeling when you’re reading a very compelling piece of article that cites several strong points to prove a claim, going on and on and then suddenly at the end it starts playing safe by saying something completely impartial? Frustrating, right? When you’ve started giving your stand about a topic, stick to it. Make a conclusion. It doesn’t matter whether people would agree or not – what matters is that you’ve chosen a side. Being “safe” makes prospects think that you’ve just wasted their time, and will never consider making business with you.

Why Should Your Lead Generation Campaign Invest In LinkedIn?

Why Should Your Lead Generation Campaign Invest In LinkedIn

As a marketer, you would want to use all tools available in getting in touch with business prospects. After all, this is an activity that requires a multi-touch approach in tapping your target market. Think of it as a matter of necessity. Business lead generation is not like the old days, where you can easily reach potential B2B leads through the phone or a simple visit to their shop when you have the time. These days, you have to work through different channels to get in touch with them. It could either be through telemarketing, email, social media, among other things. So, where does LinkedIn enter the picture?

LinkedIn is, for a lack of a better phrase, a social network geared towards professionals. This is a place where people of similar interests (around the globe) to connect, discuss their professions, and identify better opportunities for business. They can also create groups or publish articles that can be read by various people from any part of the world. These are just some of the benefits that professionals get when they sign up in LinkedIn. And this is also the reason why marketers conducting appointment setting campaigns are so interested in using this network. It is a virtual treasure trove of information that can help you find more business prospects.

Still, you might wonder if using LinkedIn as another business network would be worth your time and effort. That is a warranted question, since this is a relatively new form of social media network. It is a valid observation, but the achievements that LinkedIn has achieved in connecting professionals with each other. It is also a reliable source of information for many marketers who are planning their next campaign in generating and nurturing of potential sales leads. The professional data of professionals (most who are executives or sales managers in various firms) can be used by marketers in their promotions.

Let us look at the facts:

77 percent of business researchers use LinkedIn for their work. 83 percent of online marketers tap the network. As for reliability, 87 percent of LinkedIn users trust the information stored there for products and services they are interested in. And these are just a few of the reasons why LinkedIn has a lot of market power. In terms of effectiveness, this could be the next best source of market information, after Facebook. It is not that hard to obtain the information you need. If you already have an account, you only need to log-in, search for a professional group of your interest, and view the profiles of those found there. It is that easy.

The only challenge here, in this regard, would be the people tasked in handling your company’s LinkedIn profile. We all know how bad things can go when you put ill-experienced or incompetent people on the helm of our online efforts. The last thing you would want your telemarketing team to answer during a lead generation call is how much of a liar our online promoter is. And LinkedIn is the one place that you cannot afford to make a mistake. It has your professional presence there. Make it count.

The Unsung Source Of B2B Leads? Your Old Customers


We all know just how hard lead generation can be. As a business, you need to increase your customer base in order to make a profit. But here is an interesting question: why spend more on getting new sales leads when you could have just expended a little effort to keep the ones you already have? Not only is this more cost efficient, it can also be a sustainable business model in the long run.

Research has already shown just how cost-efficient retaining current customers are in the lead generation front. Considering how hard it is to convince business prospects to do business with you, or the time it takes to convince them to sign up to your offer, it is only natural that you want to make your marketing efforts easier to do. And what better way to do that than by tapping into your current market.

Here is the deal on sourcing new B2B leads from your current or past customers: by increasing your marketing efforts by only 5%, you will experience a 95% increase in profits. This is not something you can achieve by concentrating your appointment setting efforts on new markets or prospects. Besides, if you are able to keep your current line of customers happy, it would be easy for you to charge a premium for additional services.

It also pays to have a good telemarketing sales team in place as well. You will need one for customer retention, as well as business negotiations. This will be a very useful arrangement.

The Five Sources Of B2B Leads Prospects

The Five Sources Of B2B Leads Prospects

When you prospect for new B2B leads, you are looking for new business opportunities. But what should you do if you do not have any idea about who to get in touch with? That would be a problem for your lead generation campaign.

When something like this happens, a lot of marketers always go for the easiest solution: find a provider of appointment setting prospects. Ideally, a business database provider will do the job, but if that is not ready available, then you can tap the following alternatives:

  1. Past customers – these are the people you have served before, have records of them, and may be interested in buying from you again. If they were happy with your service, then good for you. If not, then you have to work extra hard to mollify them.
  2. Referrals – these are potential sales leads that your current customers have a connection with and suggested to do business with you. Or, your current customers suggested these people for your telemarketing team to get in touch with.
  3. Networks – these are prospects that have a direct connection with you, either through industry events, forums, or social media networking. This requires for you to be in regular contact with them, and that you have enough proof that they might be interested in your product or service.
  4. Web visitors – this one is totally online, where interested prospects visit your website and leave their contact info in the appropriate page. You have to make sure that your website is presentable, user-friendly, as well as enticing enough for potential sales leads.
  5. Calling lists – these are lists that you purchase from a reputable agency. Ideally, these will contain the contact information of business executives in the industry you wish to enter.

Try using two or three of these sources to round out your list of potential sales leads. These are very helpful for your marketing efforts.

Engaging B2B Leads – Lady Gaga Style


Love her or hate her, Lady Gaga is still a force to be reckoned with. And the way she has captured the minds and hearts of people around the world is incredible. How she did that is a real achievement, the type that many marketing and lead generation companies to learn a lesson from. Really, what is the secret to this success? How can that translate to more sales leads for your business? In Lady Gaga’s case, she did that by appealing to one customer trait: identity.

To get inside the hearts and minds of your audience, you need to create a personal identity that they themselves will embrace. Lady Gaga does that by calling her fans her ‘little monsters’. Her message here is that, no matter what your flaws are, she will accept them all. That is the reason a lot of people flock to her. In your case, if you can create an effective identity, your appointment setting or telemarketing efforts will be much easier.

Receptive B2B leads will flock to your banner – as long as you hoist the right one.

To do that, you need to carefully examine what your business is. Maybe take a look back into the reason you came into business in the first place. Look at your strengths, the type of people you work with, as well as the people who buy your products or services.

Once you have considered all these, it will be easy for you to come up with a winning business identity. Just like Lady Gaga.


Generating B2B Leads? You Ought To Delight And Entertain

Generating B2B Leads_You Ought To Delight And Entertain

While some pundits will say that this is just what selling is all about, I would like to point out the fact that there is a difference between selling and selling right. Selling is just that, selling. There is no concern on whether you want to generate qualified sales leads or not. You can lie, deceive or misinform, just to get results. Of course, if you want to be effective, you need to be honest and factual. Now this is where the problem with B2B lead generation comes in. You ought to show your business prospects the facts, but number and figures alone will not get you those B2B leads at all. You need to take care of presentation as well. And this is how you do it:

  1. Surprise them – give them an ‘Aha!’ moment. Give them a familiar situation, but one where your insight is fresh and innovative. That can help your B2B telemarketing team.
  2. Tell them a story – stories can be an incredible way to keep their attention. A well-paced narrative will keep your prospects spell-bound until the last chapter of your presentation. Pepper it with trivia and other relevant facts that they can use.
  3. Make it fun – this will also liven up the conversation, as well as help grease the wheels of your appointment setting process. This can aid you greatly in relationship-building.

There are other tactics that you can use to delight your prospects, but these three would be a good place to start. You can succeed in your lead generation campaign better this way.


Make Your Lead Generation Campaign Flu-Free

This is the time of the year that would most certainly bring worries for many business owners (correction, worries for everyone). It is inevitable, and everyone is needed to handle it – the flu season. And this can have a negative impact on your lead generation campaign. If the situation becomes worst (where key appointment setting personnel becomes absent due to sickness), then you really will have a hard time to generate the needed sales leads in your campaign. You will need a contingency plan in place. Considering the various methods that you need can employ, which ones are the most important? You will find these below:

  1. Plan specific employee roles – to prepare your company during the flu season, you need to come up with a plan that includes the specific roles of each employee. Study your critical operations (like those in telemarketing), find out the people necessary in those parts, and discuss with them what plans to make in the event some calls in sick.
  2. Conduct a flu awareness campaign – nothing beats an aggressive information drive. Not that your employees are anywhere dense in head, but a little reminder about sneezing and cough etiquette can go a long way in preventing the spread of flu in your workplace. This is also a good time to inform everyone about medical services and, if available, flu vaccination to prevent flu infection.
  3. Invest in more technology – the nice thing about technology in the work place is how it can contribute to overall B2B leads productivity of everyone (without the requisite close physical contact with each other). If this is possible in your office, have your employees work from their homes. Working remotely from their homes is also a contingency plan that extends beyond that of the flu season. It can provide you and your people added flexibility on how they go about their work. Just make sure that you have the equipment for this arrangement.
  4. Test your systems – this is related to point number three. You need to ensure that the communication and work tools installed in your employees’ homes are in good working condition. Conduct a test run of your system and see if there are any bugs that you need to take care of. Try picking a date, and then send at least a quarter of your employees home to use the system. See if they connect with your production floor.

Of course, this arrangement will work perfectly for companies that does not handle that much sensitive data. This is a different story if you handle data processing and retrieval tasks. In cases like these, you really have to keep your personnel reporting to the office. Still, as long as you keep everything clean (and remind your people to wash their hands after using the washroom), then you can still prevent the spread of the flu. It may border on the obsessive, but a little cautiousness can be a great help in maintaining the health of your company. In this way, your lead generation campaign can be flu-free.


The Three C’s Of Value In Lead Generation

With the way information has become more mainstream in the Singapore marketplace, it has become even more important for firms to stand out even more. This means you have to show your value to prospects. This is a challenge faced by SEO service providers, since there are a lot of firms competing in the country. So, how can you stand out on this? How will you be able to attract the attention of business prospects? This is where your understanding of the three C’s of value proposition come in. Your perception of value will depend largely on these three factors.

Capability – when conducting appointment setting work, SEO leads will often challenge your capacity to deliver the service. That is why you should have a clear concept of your own business. Knowing your strengths and limits will help you fend off attacks on your business.

Clientele – the kind of people you wish to serve will also determine the value of your firm, as well as the quality of your sales leads. You have to understand who exactly you wish to serve, since you do not want to waste your time and effort in chasing after prospects that will not become SEO leads.

Competitors – you also need to know who the other players are in the market. Identifying who might weaken your position in the business can help you head them off before they reach your prospects and steal them from you.

Once you know the details of your three C’s, your B2B lead generation work will be easier to do.