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How To Make Your Call-To-Invite Campaign In Singapore Work

How To Make Your Call-To-Invite Campaign In Singapore Work

How To Make Your Call-To-Invite Campaign In Singapore WorkAll right, you have to admit that call-to-invite campaigns is a necessity for your business, especially if you are organizing some big event or occasion that either your customers or sales leads prospects should be taking attending. The problem here is ensuring that what you do is really working, that what you are aiming for is really met, that everything you have planned and prepared for can be used to the optimum. That is the challenge of many B2B lead generation specialists, something that you have to face as well. Anyway, since we are discussing preparations, here are some tips that you should remember before you start calling to invite prospects in:

  1. Hire warriors – not the sword-wielding types, mind you, but those who are not afraid to rise up to the challenge, the kind of people that you would want to have in your B2B appointment setting efforts. Veterans are a good choice, but they might be geared to use only one tactic. The younger generations may have something more to offer, plus they are very trainable.
  2. Be a realist – no matter how you think of it, generating more B2B leads is tough. This especially true if you are meeting business prospects for the first time. Also, you might have to make a lot of calls before you actually get the chance to meet your prospects, and that is a really bummer for some. Just keep grounded. Always remember to keep going, to never give up until you reach your mark. The mindset is very important.
  3. Invest in trainingcall-to-invite campaigns are different from the usual B2B telemarketing campaign, since you are not exactly selling anything. If ever, you are simply promoting a business. Now, for the success of your marketing efforts, you will have to ensure that the people you have are prepared for the job. And if personnel capabilities are the issue, then you might want to consider outsourcing the job to those in the know.
  4. Employ the right metrics – for you to gauge the success of your promotions, you have to know what metrics exactly you should be using. The problem with some marketing campaigns in Singapore is that the people involved just do their thing, without any real tool to measure the success of their efforts. And that, mind you, is a real waste of time and resources. You should know better than to do that.
  5. Think of your campaign in monetary terms – this is the normal mindset in telemarketing, but this is also the same thinking that disappears when transferred to call-to-invite campaigns. Really, if you want to be effective in your sales leads efforts, you have to think that every call you successfully close is the key to your success. That is the most important thing to remember. Without it, you might just be doing things in a daze, now that is not a good sign.

Seriously, do your call-to-invites right. This is essential to for the success of whatever you are planning for your business.

How To Make Your Events Telemarketing Campaign A Success

How To Make Your Events Telemarketing Campaign A Success

How To Make Your Events Telemarketing Campaign A Success

Be it for a private occasions or a business symposium, holding such events require that you get in touch with your prospective audience. To do this, you will need to conduct a good events telemarketing campaign. But here is the problem: how do you organize a successful campaign? There are just too many details that you should consider, and you might end up overlooking one of those that actually matter the most, in terms of potential B2B leads that you may have been able to collect. Still, this is something that should not give you problems from the start. As long as you have a strategy, you will be able to pull this off. So here is where you should start:

  1. Be ready for the waiting game – when performing such B2B appointment setting task, you need to have all the information in your hands. Getting these will take some time, so a little patience would be good in order to get your business of the ground better. Besides, if you hurry your pacing too much, you would often forget the small details about your prospects that can ruin your campaign and force you to go back to square one.
  2. Make a plan – a good marketing campaign calls for you to make a good marketing plan. This may take a lot of your time and effort, but if you want to be more productive come production time, then you will need to check on your calling list, assign the people and tools, as well as arrange for other facilities to be made available to the marketer.
  3. Know your budget – no marketing campaign can go without sufficient budget, so you need to ensure that funds are sufficient to sustain your campaign. A lot of lead generation campaigns fail because the person organizing such events fails to prepare enough money to keep their promoters going. Try not do the same mistake on your own, please?
  4. Always opt for measurability – to ensure that all your telemarketing efforts are in the right track, it pays that you know what metrics or measuring tools will be used. The right marketing metrics can help reveal interesting details that can help your operations better. Just make sure that the metrics you choose best represents the kind of business that you have.
  5. Optimization matters – when it comes to marketing and lead generation, this is an ever evolving art and science. You need to make sure that whatever process you have in place can be easily improved on or replaced by a better one. Legacy technologies and strategies never do well for a business in the long term, so it pays to keep things easy to optimize.

It is not that hard to promote your special events. As long as you know the proper events telemarketing strategies, then you would be in a better spot. Just be ready to adapt to any situation and any challenge that gets thrown your way. It is for your own good.

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Choosing Callbox for Sage Lead Generation Proven to be Wise Decision [CASE STUDY]

Choosing Callbox for Sage Lead Generation Proven to be Wise Decision

The Client

The Client is the IT services arm of its mother company which is one of the largest global accounting and consulting network in Asia and in other 120 countries.

The Challenge

The rapid growth in number of IT companies and the seemingly similar products and services offered tend to cause confusion among business owners on which IT service provider would best fit to address their IT needs, and the Client was not spared from such.

The conventional “WIIFM” (what’s in it for me) would not make any difference at all, the IT expert thought. So the “what” was replaced with “why” as (why is it for me) for their campaign to make target customers understand why they should choose the Client as their IT provider instead of simply knowing what they offer. The campaign was successfully carried out with Callbox.

The Callbox Solution

Customer Profiling

  1.  Though the Client had tried their best to keep their database in top condition, they still opted to have it validated by the Callbox team.
  2. Using the Pipeline Lead Nurture tool, the Callbox team sent an initial single-page email that contained an overview of the Client’s products and services with very limited information but included teasers of a current customer’s success story to pique the prospect’s interest.
  3. Active responses like opened emails, website visits, clicked links, and queries were tracked and saved for follow-up calls.
  4. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment Setting & Call-to-Invite

  1. Callbox utilized its SMART Calling system in order to reach the right prospects at the time they are most available to talk.
  2. The probing questions were not the usual that would simply draw the prospect’s needs but rather carry out realization in them what the previous strategy/provider has done to achieve their goals. Thus most prospects admitted results were below expectations.
  3. Upon reaching this point of conversation, agent proposed to set appointment with the Client’s IT consultants and invite prospects to an IT seminar.
  4. In order to ensure a solid appointment, Callbox agents sent a calendar invite along with a short but specific email containing information about the Client’s products and services that are probable answers to the prospect’s identified issues.

Results

The first month of the campaign generated 12 appointments and 4 registrations, but as the Calbox team got more familiar with the the target market and customer profiles, appointments delivered almost tripled in the second month with 34.

In the third month, another 12 appointments were generated with 6 registrations; 16 for the fourth month and 12 on the fifth month of the campaign.

The numbers escalated once again in the sixth month with 22 appointments and decreased a bit in the seventh month with 13 appointments and 8 registrations. While the eighth month took a bit of a hit with 3 appointments. The ninth month made up for the dip in numbers with 20 appointments and the tenth month closed out with 5.

The 10-month campaign generated a total of 149 appointments and 18 registrations. It is worth noting, however, that the Client is still counting more appointments and registrations as they go into the eleventh month, or technically, the first month following the end of the 10-month campaign.

Callbox Confirmed 600 Attendees for Events Leader [CASE STUDY]

Callbox Confirmed 600 Attendees for Events Leader

The Client

The Client is an events specialist and one of the many fast-expanding companies in its industry that could provide resources both in and out of the APAC region.

The Challenge

The Client is a decade old events services leader in Singapore that caters to varied corporate industries by providing the target attendees for trade fairs, forums and brand launches. The successes they earned for being a strong leader in the industry were drawn out of their stringent task implementation, tip-top customer service and dedication. So when the time came that they needed manpower for an event and decided to look for a partner to finish the job, they chose no one else but the equally competitive global lead generation company, Callbox.

The Callbox Solution

Customer Profiling

1. The database records needed to be validated so a customer profiling campaign was implemented.

2. Company and business names, addresses, phone numbers, email addresses, social media accounts and all other contact details were updated to ensure list accuracy.

3. To further validate the contact information, the Callbox team sent initial copies of the Client’s reminder featuring the upcoming and past events with links to their website and query boxes.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the decision maker.

Appointment Setting

1. Through Callbox’s SMART Calling process, active contacts that were filtered from the Customer Profiling campaign were called to remind prospects of the event and to confirm their attendance.

2. For prospects who were still on the fence with their decisions, drip email reminders were sent to them via the Pipeline Lead Nurture Tool.

3. Prospects who confirmed attendance were sent calendar invites.

4. A day before the event, a final confirmation call to all each one who confirmed was made to keep an accurate number of expected attendees for the event.

Thrice in a Row Callbox Boosts Event Attendance Rates for CRM Market Leader

Thrice in a Row: Callbox Boosts Event Attendance Rates for CRM Market Leader


CASE STUDY



Thrice in a Row: Callbox Boosts Event
Attendance Rates for CRM Market Leader


THE CLIENT



ABOUT
The Client is the Asia-Pacific unit of a USA-based cloud computing company that provides CRM solutions to business and enterprise customers. Its main product line is its suite of on-demand, cloud-based CRM platform available to users on a subscription basis. The Client also offers a number of other cloud-enabled tools for customer service and support as well as for sales team collaboration.



TARGET DECISION MAKERS
Marketing Manager, Sales Manager, Operations Manager, Managing Director, Owner, CEO, COO, IT Manager, IT Director


THE CHALLENGE



With its reputation as a key mover in the CRM software space, the Client regularly organizes a number of annual conferences and events aimed at customers, vendors, developers, IT professionals, and industry thought leaders throughout various locations around the world. These are typically high-profile events that generate attendance figures that average in the thousands, as well as receive considerable media coverage particularly from the tech press.

While many of the Client’s conferences fulfill both branding and PR objectives, there is also a more tangible marketing (and overall business) goal that underlies most of the company’s events: to attract more people into its far-reaching ecosystem.

Among the events lined up for 2017 are three sets of conferences scheduled for January, April, and July. All three events are set to take place in Hong Kong and Singapore, showcasing insights on Asian business innovation and customer experience.

The three events’ target audience consists primarily of decision-makers who deal with marketing technology in some way at small- to medium-sized Hong Kong- and Singapore-based companies. The target attendees mostly come from technology-intensive industries such as manufacturing, financial services, professional services, retail, and healthcare.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

• to ensure that relevant attendees from the specified verticals are identified and targeted
• to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.

HIGHLIGHTS
RESULTS WITHIN TWELVE WEEKS

• Launched three successful call-to-invite campaigns for CRM market leader
• Exceeded targets consistently in all three campaigns
• Improved event attendance rates and potential conversions


THE CALLBOX SOLUTION



Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.

• Since the Client wanted to ramp up registrations a month prior to each event, it allowed the Client to obtain immediate response from its target attendees and gain additional information to help improve preparations.
• Call-to-invite campaigns provided a way to quickly and accurately qualify likely attendees based on the parameters set by the Client, especially given the tight timetables associated with the events.
• This also enabled multiple outreach opportunities, such as follow-up and confirmation calls.

The call-to-invite campaigns included the following main activities:

• Callbox put together the list of target attendees to be contacted based on the Client’s specifications, as well as prepared the campaign’s call scripts. These were reviewed and approved by the Client.
• Contacts who expressed interest to attend the event and completed the registration via the registration link were tagged as qualified
attendees (RSVP). These were forwarded to the Client’s team on a daily basis.

• In addition to outbound phone-based qualification, Callbox also helped other interested prospects complete the registration process by assisting them through the submission procedure. Agents also managed the information send-outs for prospects who want to first receive the invites.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

• to ensure that relevant attendees from the specified verticals are identified and targeted
• to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.


RESULTS



Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.Each of the three call-to-invite campaigns ran for 22 days and was aunched a month prior to the respective event. Hong Kong and Singapore prospects were simultaneously contacted in all three campaigns. The below table summarizes the results from each campaign:

table

Taken together, the three call-to-invite campaigns were able to produce a total of 353 confirmed RSVPs for the three sets of events. Using a benchmark conversion rate of 11% to 20% (based on industry averages), the Client can potentially generate between 39 to 71 new customers from attendees at the three events that registered via the call-to-invite campaigns.


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Callbox ABM: A Quantum Success for Global Data Solutions Provider

The Client

The Client is a global leader in data backup, data recovery, and archiving solutions, providing expert advice and integrated solutions for reliable and cost-effective data storage management to customers worldwide.

The Challenge

The Client previously hired a lead generation company, but needed additional support for other marketing initiatives that they wanted to work out for the current year. So they looked for a reliable telemarketing provider with significant regional experience and robust resources to augment their current activities. After searching and comparing several service providers online, the Client was impressed by Callbox’s long track record in the B2B lead generation industry, and immediately penned a deal.

The Callbox Solution

Being a data expert itself, the Client did a thorough analysis of which marketing tools and strategies would best work for their needs.

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support done via Staff Training, Account Setup, and Back Office Sales Support.
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM.
  • Account Management with Strategy Building, Reporting, and Product Knowledge.

The Goals

  • The Callbox team was to invite participants to its open house events in Australia
  • Profile its database and generate market feedback to improve its sales lead generation campaign
  • Connect with prospects via social media

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, locations, and decision makers.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Both the Client and the Callbox team Identified two sets of target personas for the campaign.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The Events Marketing campaign gathered a total of 61 RSVPs. The ABM campaign which ran for a total of 9 months produced a total of 165 Sales Qualified Leads, 291 Marketing Qualified Leads, and 468 Social Media Connections.

Software Company Won Thousands of Registrations Thru Callbox Webinar Event Campaign

The Client

The Client is a provider of remote monitoring and management software products and services for managed service providers, IT service providers and value added resellers that offer IT support services to small to medium businesses.

The Challenge

The Client was to launch a series of webinars in US and Canada, and needed a marketing partner to help generate registrations. The campaign required hundreds of calling activities everyday which they saw to be a major challenge for their in-house marketing staff. 

Trying to outsource for the first time, the Client took careful steps in searching for the right telemarketing partner, and eventually chose Callbox from a list of B2B firms because of the latter’s extensive experience in running lead generation campaigns.

The Callbox Solution

Callbox designed an end-to-end Multi-Touch, Multi-Channel Webinar & Virtual Event Marketing campaign which utilized Voice, Email, Mobile, Web, and Social Media to target attendees from the US and Canada.

The Callbox team was to manage the whole webinar campaign starting from promotion, actual or live event, and onto post-event tasks which consisted of: 

Pre-Webinar Promotion:

  • Email Templates
  • Call Scripts
  • Landing Pages Form
  • Promotional Materials

Webinar Facilitation: 

  • Practice Session
  • Speaker(s) Introduction
  • Attendee Engagement
  • Q&A Moderation

Webinar Report:

  • Video Recording
  • Audience Feedback
  • Q&A Reports
  • Pre & Post Event Metrics

The Campaign Goals

The webinar campaign focused on contacting key prospects to introduce them to the potentials of increased sales and lowered business costs through managed services. 

Prospects who expressed interest in the Client’s services were booked for appointments with the Client’s lead development team, and were registered for the webinar.

Results

The US and Canada webinar events did very well which brought the Client to decide on signing another contract with Callbox for a 20-seat campaign to target the UK and New Zealand markets.

Overall, the Webinar Event campaigns ran for 3 years, and generated a total of 35,793 registrations.

Client Feedback

I am pleased to recommend Callbox. They have consistently worked with a collaborative attitude to ensure all processes are current and achieve all set key performance indicators. Whenever an issue did arise we worked through the issue in a timely and efficient manner so goals remained on target. They have a positive, easy to work with demeanor and strive to exceed performance expectations. I highly recommend their services.