callbox-video Archives - B2B Lead Generation Singapore

Winning High-Value Accounts with Multi-Channel ABM

April 11, 2019/0 Comments/in Lead Generation /by Katrina Chua

Video transcript:

Andrew heads sales at a B2B tech firm.

His team leverages multi-channel ABM (Account-based marketing).

With this approach, Andrew’s ABM program is on a winning streak…

Targeted 6.3x more tier 1 accounts
Booked 17x more meetings
Grew pipeline value by 8x

How?

By connecting with the right stakeholders at the right time with the right touch

Step 1: Identify

Andrew’s team picked their most promising accounts and mapped org charts for each.

Step 2: Expand

They then researched each contact to build detailed profiles.

Step 3: Engage

The team then reached out to contacts via different marketing channels and personalized messaging.

Step 4: Convert

They turned contacts into opportunities using a cadence of touches.

In short, multi-channel ABM sets the stage and opens doors for Andrew.

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+.

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

Grab a copy of our FREE EBOOK, By the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects

Components of Lead-generating LinkedIn Profile Page

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

Winning High-Value Accounts with Multi-Channel ABM

April 11, 2019/0 Comments/in Lead Generation /by Katrina Chua

Video transcript:

Andrew heads sales at a B2B tech firm.

His team leverages multi-channel ABM (Account-based marketing).

With this approach, Andrew’s ABM program is on a winning streak…

Targeted 6.3x more tier 1 accounts
Booked 17x more meetings
Grew pipeline value by 8x

How?

By connecting with the right stakeholders at the right time with the right touch

Step 1: Identify

Andrew’s team picked their most promising accounts and mapped org charts for each.

Step 2: Expand

They then researched each contact to build detailed profiles.

Step 3: Engage

The team then reached out to contacts via different marketing channels and personalized messaging.

Step 4: Convert

They turned contacts into opportunities using a cadence of touches.

In short, multi-channel ABM sets the stage and opens doors for Andrew.

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+.

Drive your sales with more leads, meetings and data

BOOK A CONSULTATION

Dial +65 3159 1112

Grab a copy of our FREE EBOOK, By the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects

Components of Lead-generating LinkedIn Profile Page

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

The 5 F’s of Data Hygiene for Deeper Sales Conversations [VIDEO]

Data is the new oil.
Without it, your sales engine stops running.

Like oil, data needs to be refined.
Or else, it won’t fuel your sales machine.

The problem is that B2B data has a very short shelf life.

24% to 36% of your CRM data decays each year Tweet this!
25% of sales contacts are invalid at any given time

Poor data causes reps to waste 27.3% of their time,
and ends up costing you 12% of revenues.

The good news is that,
by following a few simple data hygiene best practices,
richer data-driven sales conversations are always within your reach…

#1 Find out what’s wrong

Start with a thorough audit of your CRM
Interview key data handlers and users
Identify what types of errors and potential issues you encounter

#2 Fix what’s broken

Validate data entry errors and typos first
Research and update inaccuracies like phone numbers, email addresses, etc.
Define rules for merging and removing duplicate records

#3 Fill missing values

Use the main company phone number as a placeholder until you obtain a direct line
Infer email addresses from common company-specific email patterns
Populate empty fields with data from publicly-available sources and third-party providers

#4 Fit data together

Follow standard naming conventions for contacts and businesses
Make sure to use consistent abbreviations and punctuations throughout a column
Create formatting rules for categorical fields (e.g., job titles, industries, etc.)

#5 Feed into a data management process

Plan for each stage of the data lifecycle (from collection to removal)
Automate as much as you can, but keep humans in the loop
Farm out a specific task when you don’t have the resources to do it in-house

Keep in mind that data hygiene is a continuous process, not a one-time thing.
Always go back to the 5 F’s:

Find
Fix
Fill
Fit
Feed

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+.

Do you want more leads, opportunities, and sales? Talk to an Expert.

Dial +65 3159.1112

Chat on WhatsApp +65 8232 2417

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

The 5 F’s of Data Hygiene for Deeper Sales Conversations [VIDEO]

0 Comments

/

July 12, 2018

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

0 Comments

/

May 31, 2018

Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]

0 Comments

/

May 17, 2018

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

May 31, 2018/0 Comments/in Email Marketing /by Katrina Chua

Email remains the Swiss Army knife of B2B Marketing.

It does a lot of things,
and it does them really well.

But email’s performance is only as good as your goals.

Let’s understand the
5 essential B2B email marketing goals,
and learn why you need to focus on each of them.

#1 Connecting with new prospects

Emails are ideal for starting relationships with potential customers.

They enable personalized touches at scale.

That’s why 13% of B2B leads come from this channel.

#2 Nurturing leads and opportunities

Emails play a key role in keeping leads engaged throughout the sales cycle.

They help deliver compelling content at each stage of the sales process.

51% of B2B marketers personalize lead nurturing through email segmentation.

#3 Automating response to specific triggers

Emails provide a personalized way to automatically respond to lead activity.

They make your entire marketing automation process run smoothly.

B2B marketers who implement email automation boost their sales pipeline by 10%.

#4 Promoting exclusive offers

Emails work well at promoting free trials, discounts, and special offers.

They let you match relevant offers with an interested audience, boosting conversions.

In fact, 66% of online purchases resulted from an email.

#5 Closing sales deals and providing post-sale follow-up

Emails can help sales reps close deals and encourage repeat purchase.

By providing reps with an extra layer of touch points, emails shorten the sales process.

Between 31% to 59% of B2B marketers believe emails have the biggest impact on revenues.

Tweet this!

Now that you know which goals to focus on, keep in mind that…

a goal without a plan is only a wish.

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+.

What are your primary email marketing goals?
Comment them down below! 🙂

Gain insight into information drawn from Callbox past campaigns

Try out our new My Industry Insights tool

Contact us

Dial +65 3159.1112 | WhatsApp: +65 8232.2417

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Why Now is the Best Time for SG Cybersecurity Vendors to Do Lead Gen

0 Comments

/

November 20, 2019

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects

0 Comments

/

November 14, 2019

Components of Lead-generating LinkedIn Profile Page

0 Comments

/

October 16, 2019

Track These KPIs and Learn How to Increase Sales Call Volume [VIDEO]

May 17, 2018/0 Comments/in Telemarketing /by Katrina Chua

Telemarketing still pretty much remains a numbers game.

To deliver results, calls need to be made at scale.

Not convinced?

Let’s do the math…

Let’s say your funnel looks like this:

15% of contacts you reach are decision makers

25% of decision makers contacted become qualified leads

50% of qualified leads become sales-ready

If you want your reps to meet 20 opportunities,
you need to call up over 1,000 prospects.

Keep in mind that’s all based on some pretty decent conversion rates.

If those percentages go down,
you have to call more contacts to hit your targets.

That’s why you need volume to get results.

To manage and improve sales call volume,
keep a close eye on these 4 crucial metrics…

#1 Calls Per Hour

This shows you the average rate an agent/rep places calls.
High calls-per-hour numbers are generally a good sign.
But when this metric is too high, it indicates low-quality conversations.
So, don’t look at this metric by itself.

#2 Average Call Length (Average Talk Time)

This indicates how much time an agent/rep usually spends on each call.
You want to keep average talk times below some threshold.
But very low call lengths can also mean low-quality conversations.
To understand this metric, also look at script complexity and amount of admin work required.

#3 Occupancy Rate

This is the ratio of time spent on calls versus time spent between calls.
It tells you how efficiently agents/reps use their time.
Occupancy rates greater than 1 indicate agents are spending more time calling than not calling.
If it’s below 1, it means something is keeping an agent preoccupied between calls.

#4 Calls Per Record

This shows how many times an agent/rep dials a record, on average.
It tells you how persistently agents pursue each contact.
Keep in mind that it takes up to 18 touches to reach a lead.
So, always be sure this metric is flashing on your dashboard.

To start managing your sales call volume, keep track of:

Calls per hour
Average talk time
Occupancy rate
Calls per record

Drive more customers into your sales funnel using Callbox Multi-Channel Marketing Strategy

Ready to talk? Schedule a consultation

or Dial +65 3159.1112 | WhatsApp: +65 8232.2417

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Telemarketing in Singapore: 7 Best Practices for Sales Prospecting Calls

0 Comments

/

July 16, 2019

How Effective is Telemarketing in Singapore and APAC?

0 Comments

/

July 4, 2019

Sample Cold Calling Scripts for Key Buyer Personas in Managed IT (Featured Image)

Cold Call Scripts That Land Meetings with MSP Buyers [Free Download]

0 Comments

/

May 23, 2019

Marketing and Transactional Emails: How to Leverage Both [VIDEO]

April 24, 2018/0 Comments/in Email Marketing /by Katrina Chua

The inbox is a crowded place.

An office employee gets 121 emails each day.
Half of incoming mails are spam.
Only 38% of emails in the inbox are useful.

How do you make your emails rise above the noise?

First, here’s what’s inside a typical inbox:

Promotional Emails

0%

Transactional Emails

0%

Personal Emails

0%

It’s clear that to engage recipients,
you need the right mix of marketing and transactional emails.

While these two types of emails serve different uses,
combining both can boost marketing results through:

More ways to connect with prospects and customers
Deeper insight into prospect’s interest and intent
Extra opportunities for conversion

Here’s how to integrate marketing and transactional emails:

#1 Understand the difference

Marketing emails nurture leads, promote offers, and make a sale.
Transactional emails are sent to complete a process
Marketing emails include: cold emails, newsletters, event invites,, promos, etc.
Transactional emails include: welcome emails, order confirmations, account updates, etc.

#2 Know what rules apply

Marketing emails must comply with applicable laws like the CAN-SPAM Act, CASL, GDPR, etc.
Transactional emails are mostly exempt from these legal standards.
For example, marketing emails require a valid postal address, but transactional emails don’t’.

#3 Separate them properly

Gmail suggests sending emails separately by purpose for better deliverability.
Use different sending IP addresses for each type.
Avoid using the same domain for marketing and transactional emails.

#4 Let the two types complement each other

Transactional emails typically fetch better engagement rates. Use them to:

Ask recipients to sign up for your newsletter and other marketing emails
Get referrals and recommendations
Carry out surveys and gather feedback
Point recipients to relevant resources like whitepapers, guides, webinars, etc.

Now, it’s time to improve your email results.
Leverage both marketing and transactional emails into your mix.

Try out our new
Data Preview Tool ↪
for a breakdown of our record list by country!

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide on targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Best Practices for Writing Effective B2B Lead Generation Emails

0 Comments

/

April 10, 2019

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

0 Comments

/

May 31, 2018

Marketing and Transactional Emails: How to Leverage Both [VIDEO]

0 Comments

/

April 24, 2018

4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

April 12, 2018/0 Comments/in Telemarketing /by Katrina Chua

By 2050, machines will take over half of all jobs.

… and telemarketers will be the first ones to go.

An Oxford study says

there’s a 99% chance
AI will replace human telemarketers soon.

But until AI learns how to build genuine rapport,

sales calls will remain a person-to-person interaction.

That’s because there are four building blocks of rapport

that only we humans can do for now.

#1 Listening and Empathy

Talking about oneself releases feel-good chemicals in the brain.

It’s even more rewarding with a person who’s really listening.

How Not to Sound Like a Machine:

Start with an open-ended question;

let them share a bit about themselves.

#2 Being Authentic

People do business with people they like.

No matter how well AI mimics human speech,

there’s nothing like the real thing.

How Not to Sound Like a Machine:

Let the conversation flow naturally and show genuine interest,

but don’t overdo it.

#3 Finding Common Ground

AI knows more about your prospects than you do.

But only people can connect and find common ground in a conversation.

How Not to Sound Like a Machine:

Bring up interesting tidbits that prospects can relate to.

Build on these points at different moments in the call.

#4 Creating Shared Experiences

The secret to building rapport is creating shared experiences.

Whether it’s defining the prospect’s problem or identifying a solution,

working together brings people closer.

How Not to Sound Like a Machine:

Turn sales calls into collaborative brainstorming sessions.

Use “we”, “our”, and “us” in the conversation.

Rapport is a two-way connection between people.

It’s going to stay that way unless machines master these four skills.

Get Started: Effective Telemarketing Scripts for All Industries [FREE TEMPLATES]

Try out our new
Data Preview Tool ↪
for a breakdown of our data list by country!

Get more customers in your sales funnel using Callbox Multi-Channel Marketing Strategy

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

Telemarketing in Singapore: 7 Best Practices for Sales Prospecting Calls

0 Comments

/

July 16, 2019

How Effective is Telemarketing in Singapore and APAC?

0 Comments

/

July 4, 2019

Cold Call Scripts That Land Meetings with MSP Buyers [Free Download]

0 Comments

/

May 23, 2019

How to Handle Early Sales Objections, According to Science [VIDEO]

March 14, 2018/0 Comments/in Telemarketing /by Katrina Chua

Objections pop up anywhere in the sales process.

We know they prevent deals from closing.

But they also stop sales conversations from moving forward.

That’s why you need to handle early sales objections.

With a little help from science,

these obstacles become guideposts.

Objection: “Just send me some info…”

How to Respond:

“Sure, I want to make sure I send the right info. Tell me more about…”

Why it Works:

This uses the ‘Context Effect’ in psychology.
The context surrounding an event affects how it’s perceived.

Objection: “We already work with your competitor.”

How to Respond:

“That’s great. What results are you getting?”

Why it Works:

This response reverses the direction of change.
It’s the best way to overcome status quo bias.

Objection: “Call me back in 6 months…”

How to Respond:

“What are your company’s other priorities right now?”

Why it Works:

Prioritizing activities is better than time management.
Best-selling author Rory Vaden shows this approach defeats procrastination.

Objection: “We don’t have any budget right now.”

How to Respond:

“That’s okay. I’m not calling to sell you anything today.
But if I could ask you about…”

Why it Works:

This response shows empathy.
Harvard neuroscience research finds that trust depends on empathy.

Try these tactics out for yourself
…and take the conversation to the next level.

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

Telemarketing in Singapore: 7 Best Practices for Sales Prospecting Calls

0 Comments

/

July 16, 2019

How Effective is Telemarketing in Singapore and APAC?

0 Comments

/

July 4, 2019

Cold Call Scripts That Land Meetings with MSP Buyers [Free Download]

0 Comments

/

May 23, 2019

5 Email Opening Tips to Conquer Shorter Attention Spans [VIDEO]

February 27, 2018/0 Comments/in Email Marketing /by Katrina Chua

Attention spans are getting shorter.
One study claims it’s shorter than a goldfish’s.

But this doesn’t mean people now have fishlike intelligence.
We simply got smarter at spending our attention.

That’s the key to getting your emails opened and read.
You have to show they’re worth people’s attention
… and you only have 8 seconds to do this.

Follow these proven tips to make each crucial second count.

#1 Figure out the best sending schedule

Send times affect email engagement rates.

Research shows mid-morning on weekdays work best.

Tweak your send times based on your own campaign and audience.

#2 Spend extra effort crafting your subject line

47% of recipients open emails based on subject lines alone.

Good subject lines use recipients’ curiosity and self-interest.

Come up with 2 to 3 subject line ideas and test each one.

#3 Avoid starting with “Hi, my name is…”

Opening lines affect whether your emails get read.

Your email won’t be worth reading if it starts off by talking about you.

Hook your prospects by making the opening about them.

#4 Show that you really did your homework

Personalized emails fetch 29% more opens and 41% higher CTRs than generic emails.

But deeper personalization improves conversion by up to 360%.

Open by mentioning a recent trigger event or a shared background.

#5 Pay attention to layout and formatting

Recipients spend only 5 seconds scanning an email.

In one glance, your prospect should know what the message is about.

Break the body into smaller chunks and make key items stand out.

But as attention spans continue to dwindle,
this is the best way to email prospects:

Seek respect, not attention.
It lasts longer.

–Z. Abdelnour

Sign up for The Savvy Marketer

and get more Singapore Email Marketing Tips & Strategies

Get qualified B2B leads today!

Dial +65 3159.1112

Add us on WhatsApp +65 8232.2417

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

Best Practices for Writing Effective B2B Lead Generation Emails

0 Comments

/

April 10, 2019

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

0 Comments

/

May 31, 2018

Marketing and Transactional Emails: How to Leverage Both [VIDEO]

0 Comments

/

April 24, 2018

How to Make Sure Your Cold Emails Make it to the Inbox [VIDEO]

February 16, 2018/0 Comments/in Email Marketing /by Katrina Chua

1 in 5 commercial emails sent never reaches the inbox.

6% end up in the spam folder
14% are blocked by ISPs entirely.

For cold emails, inbox placement becomes even more challenging.

That’s because…

You don’t have a relationship with your recipient yet.
You’re sending unsolicited messages.

But this doesn’t mean cold emails are spam.

That’s why they belong to the inbox, not the junk folder.

Follow these steps to make sure things stay that way…

A Visual Guide to Email Marketing Analytics [INFOGRAPHIC]

40 B2B Sales Email Templates for Every Situation [Free PDF]

Step 1: Scrub your list thoroughly

Your cold outreach’s success depends on the quality of your list.

Use list cleaning tools and services to remove bad addresses
Run a double opt-in campaign, especially when using a third-party list

Step 2: Check your copy for spam triggers

Your email’s content and design can set off spam alerts in dozens of ways.

Limit your use of known spam words
Maintain a 60-40 text-to-image ratio
Link exclusively to reputable domains

Step 3: Segment and personalize your campaign

In the eyes of ISPs, there’s a fine line between non-personalized bulk emails and spam.

Add some prospect-specific snippets to your email templates
Segment your list and customize the message for each group

Step 4: Let ISPs know you’re someone they can trust

Sender authentication tools and services can help you improve deliverability.

Setup SPF, DKIM, and DMARC anti-spoofing
Sign up for sender and email certification audits

Step 5: Watch how you use your sending IP

Once your sending IP and domain get blacklisted, your emails no longer reach recipients.

Send emails in small batches each day and gradually increase the volume
Use a dedicated IP for your sending server
Keep hard bounces below 5% and spam reports below 0.1%

Remember, cold emails are not spam unless you make them that way.

Sign up for The Savvy Marketer

and get more Singapore Email Marketing Tips & Strategies

Get qualified B2B leads today!

Dial +65 3159.1112

Add us on WhatsApp +65 8232.2417

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

Best Practices for Writing Effective B2B Lead Generation Emails

0 Comments

/

April 10, 2019

5 B2B Email Marketing Goals that Make or Break Results [VIDEO]

0 Comments

/

May 31, 2018

Marketing and Transactional Emails: How to Leverage Both [VIDEO]

0 Comments

/

April 24, 2018

4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

February 13, 2018/0 Comments/in Telemarketing /by callbox

On average, seasoned reps get past gatekeepers only 13% of the time.
For newcomers, that number goes down to 1%.

With the 4 proven sales call best practices in this video,
you’ll be able to reach prospects every time you dial.

But first, let’s understand what gatekeepers really do.

When gatekeepers screen out calls,
they’re really just doing two things:

Keeping the wrong person away from the boss
Letting the right person reach the boss

Clearly, you want to find yourself in the second scenario.

Here are 4 ways to make this happen…

#1 Get yourself referred

The top 2 reasons why executives meet with sales reps are:

Referrals from people in their companies
Referrals from trusted external sources

So, leverage your network and ask for an introduction.

#2 Connect with the prospect before calling

Avoid gatekeepers by making prospects expect your call

Send a short intro email
Ask for industry-specific advice via LinkedIn or Twitter

The point is to build a relationship well before dialing.

#3 Mention something you learned about the prospect

Show gatekeepers you’re someone who knows about the prospect

Point out a recent award, published post, or announcement by the decision-maker
Explain how your call relates to the prospect’s role

The idea is to avoid sounding like you just called out of nowhere.

#4 Stay in charge but be diplomatic

Keep in mind that the person who asks the questions controls the call

Always redirect with a question
Resist the itch to pitch

Gatekeepers don’t have the authority to approve your offer, so stay firmly in control.

Now, try these 4 ideas out on your next sales call.

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +65 3159.1112

Add us on WhatsApp: +65 8232.2417

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

Telemarketing in Singapore: 7 Best Practices for Sales Prospecting Calls

0 Comments

/

July 16, 2019

How Effective is Telemarketing in Singapore and APAC?

0 Comments

/

July 4, 2019

Cold Call Scripts That Land Meetings with MSP Buyers [Free Download]

0 Comments

/

May 23, 2019

The Secrets to Increase your Database with Qualified Contacts [VIDEO]

November 23, 2016/0 Comments/in Data Cleaning and Verification /by Katrina Chua

Video Transcript:

You called Shengya Company today but a nice robotic voice on the other line said…

“The number you called is now disconnected.”

“Disconnected huh! How can that be uncontactable, this is the same database I used two years ago!”

Savvy Marketer: Wait, did you just say two years? Hey, that’s a lifetime of wasted time and effort on dead contacts.

Did you know that 35% of business data becomes obsolete every year? And if you’ve been using the same database a year or more ago, you’re more likely to be calling invalid or the worse, dead contacts.

Get your database some life man!

Let me share with you some secrets on how to increase your database with qualified contacts.

Run a customer profiling campaign!

If you’re not equipped to do the job, outsource an expert who has thought processes and tools to do the following jobs on your behalf.

Verification of Data
Data Scrubbing
Deduplication
Database Management

Here’s How to Get Targeted List in Singapore with the Help of an Outsourced Lead Gen Company

Caller: “Are these four different from one another? Can I just pick one process instead?”

Savvy Marketer: Different, yes, but they are linking processes that work as one. Take a look at how it’s done.

First

Your service provider will send Initial Email copies to their email addresses to test the accuracy level of your database. “Delivered” emails, which return replies and show actions signify the activeness of the contacts.

Second

Data Verification: they telephone the contacts to verify all details like, business name, contact name, business address, phone numbers, emails, social media accounts and other important information.

Third

Data Scrubbing: missing details and goneaways are replaced.

Fourth

Deduplication: duplicates are deleted to give room for fresh, active contacts.

Fifth

Database Management:

Remember to keep your database well-managed, updated and fully locked and loaded with qualified contacts. Once that’s done, you’ll discover embedded knowledge that would result to a productive, successful campaign.

Caller: “Will I get someone to answer my call if I follow your tips?”

Savvy Marketer: Go on and call.

“Hi, thank you for calling Shengya Company, this is Mulan how may I help you”

Improve sales performance by keeping your database updated!

Learn more about our Data Cleansing and Management Services

Talk with our Marketing Consultant Dial +65 6248.5023 or +65 3159.1112

Related: How to Get rid of Dead Leads on Your Database?

Why Now is the Best Time for SG Cybersecurity Vendors to Do Lead Gen

0 Comments

/

November 20, 2019

11 Sales Keywords and Phrases that Attract, Capture and Convert Prospects

0 Comments

/

November 14, 2019

Components of Lead-generating LinkedIn Profile Page

0 Comments

/

October 16, 2019

Pissed-off Prospects in Telemarketing? Here’s How to Make It Up to Them

September 22, 2016/0 Comments/in Telemarketing /by Katrina Chua

A salesperson or not, we all make mistakes. Unfortunately, when you mess up in sales (even if it’s unintentional) it will affect the entire business reputation. If you relay a wrong message to a prospect, it can cause blunders such as false promises and unsatisfactory results which can potentially damage trust and might lead to lost sales opportunities.

Here are 5 phrases to make it up with them and recover from a damaged deal.

#1: “I’m sorry”

Regardless if the mistake is unintentional or wasn’t really your fault, the relationship you’re trying to build between you and your prospect has gone wrong. Apologize and express a feeling of regret for the damaged done. Tip: Be quiet and Listen

Our first reaction when we make a mistake is to explain and make excuses. But in sales, the best thing to do when you have an irate prospect is to be quiet (especially if you’re the reason why they’re pissed off in the first place). Let them vent out their frustrations and make them feel that they are heard. It will somehow lighten up the situation. Here’s Why Listening is an Important Component in Telemarketing

#2: “I take full accountability for …”

If the mistake was your fault, make sure to take full responsibility for it. Don’t try to talk yourself out and make excuses. Be upfront and admit your mistakes.

#3: “I understand how you feel.”

Empathize and acknowledge your prospect’s feelings without annoying him more. Use this statement to open up a positive conversation with your prospect and dig in deeper into the issue.

#4: “How can I help and fix this?”

Every conflict needs a resolution. Fixing the problem helps maintain your credibility and a good relationship between you and your prospect. If you promise something to your prospect and not able to commit t your words, do whatever it takes to help and fix the issue to keep the relationship healthy.

A mistake doesn’t mean it’s the end of the deal, but if you have handled it in the wrong way, you may lose the sale and your customer’s loyalty. Use these phrases when dealing with irate prospects to make everything right.

What have you missed: How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

Learn more sales and marketing tips to generate more revenue!

Get in touch with our Marketing Consultant

Dial +65 6248.5023 or +65 3159.1112

6 Things You Shouldn't Do When Calling Prospects in Singapore

0 Comments

/

October 10, 2019

Telemarketing in Singapore: 7 Best Practices for Sales Prospecting Calls

0 Comments

/

July 16, 2019

Posts

Video transcript:

Step 1: Identify

Step 2: Expand

Step 3: Engage

Step 4: Convert

Drive your sales with more leads, meetings and data

Video transcript:

Step 1: Identify

Step 2: Expand

Step 3: Engage

Step 4: Convert

Drive your sales with more leads, meetings and data

#1 Find out what’s wrong

#2 Fix what’s broken

#3 Fill missing values

#4 Fit data together

#5 Feed into a data management process

#1 Connecting with new prospects

#2 Nurturing leads and opportunities

#3 Automating response to specific triggers

#4 Promoting exclusive offers

#5 Closing sales deals and providing post-sale follow-up

What are your primary email marketing goals? Comment them down below! 🙂

#1 Calls Per Hour

#2 Average Call Length (Average Talk Time)

#3 Occupancy Rate

#4 Calls Per Record

To start managing your sales call volume, keep track of:

#1 Understand the difference

#2 Know what rules apply

#3 Separate them properly

#4 Let the two types complement each other

Now, it’s time to improve your email results. Leverage both marketing and transactional emails into your mix.

#1 Listening and Empathy

How Not to Sound Like a Machine:

#2 Being Authentic

How Not to Sound Like a Machine:

#3 Finding Common Ground

How Not to Sound Like a Machine:

#4 Creating Shared Experiences

How Not to Sound Like a Machine:

Objection: “Just send me some info…”

Objection: “We already work with your competitor.”

Objection: “Call me back in 6 months…”

Objection: “We don’t have any budget right now.”

#1 Figure out the best sending schedule

#2 Spend extra effort crafting your subject line

#3 Avoid starting with “Hi, my name is…”

#4 Show that you really did your homework

#5 Pay attention to layout and formatting

Step 1: Scrub your list thoroughly

Step 2: Check your copy for spam triggers

Step 3: Segment and personalize your campaign

Step 4: Let ISPs know you’re someone they can trust

Step 5: Watch how you use your sending IP

#1 Get yourself referred

#2 Connect with the prospect before calling

#3 Mention something you learned about the prospect

#4 Stay in charge but be diplomatic

#1: “I’m sorry”

#2: “I take full accountability for …”

#3: “I understand how you feel.”

#4: “How can I help and fix this?”

A mistake doesn’t mean it’s the end of the deal, but if you have handled it in the wrong way, you may lose the sale and your customer’s loyalty. Use these phrases when dealing with irate prospects to make everything right.

About Us

Services

Industries We Serve

Contact Us

What are your primary email marketing goals?
Comment them down below! 🙂

Now, it’s time to improve your email results.
Leverage both marketing and transactional emails into your mix.