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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.

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.

 

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.