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Generating More Sales Leads In The Economic Squeeze

 

 

Times can be really tough, that is fact. For Asian countries, this is not helping at all. This can be worse if your client base is in Europe, which is still in the midst of an economic squeeze. Conducting a lead generation campaign to attract prospect there can be full of challenges. Of course, not everything is that bleak. Think of the current situation as a mere challenge for Asian marketers who are intent on generating more sales leads. And there are ways for you to deal with that.

The first point you need to consider before you conduct your appointment setting campaign is choosing your market carefully. Putting yourself in a niche can be a good way to protect yourself during hard times since niche markets are more likely to be resilient (not to mention more willing to spend more) than the mainstream.

Secondly, monitor signs of trouble in the market. If you see that you are gradually losing market shares, or if a new product or service is becoming the talk of the town, then that is the perfect time to do damage control. It also helps if you can preemptively deal with any changes in the market, or employ an information dissemination tool, like telemarketing, to your advantage.

Lastly, stay flexible. You do not have to be lean or anything, unless being a large company becomes an annoyance. What is important here is that you have enough people and resources to deal with any rapid changes in the market. If you can do that, then you would still be productive in your B2B leads.

It is not that bad idea, right?

Lead Generation: How to Perform Outbound Telemarketing Without Sounding Like a Telemarketer

Lead Generation - How to Perform Outbound Telemarketing Without Sounding Like a Telemarketer

Lead Generation has come a long way, and as professional telemarketers move towards perfecting the craft, so does the target audience. They, too, become more and more knowledgeable when it comes to dealing with sales and lead generation calls. Basically all the tricks of the trade are already out there, and everything is no secret. Therefore, the standing question: Is it still possible to perform a telemarketer’s task without sounding like one?

First of all, why wouldn’t a telemarketer want to be “tagged” as a telemarketer during calls? The answer is obvious: Not all people like spending time talking to telemarketers. In fact, some would even go as far as paying good money to BLOCK sales calls, especially in Business-to-Business (B2B) Outbound Telemarketing. So naturally, the first thing a telemarketer would not want to happen in a call is when the prospect immediately realizes that he or she is talking to a telemarketer.

The problem is, most telemarketers could (or would) not do away with the standard opening spiel that’s being used in lead generation calls. What else could substitute for introducing one’s name and affiliation? Common phone etiquette dictates that norm, and it would be rude to skip that part. And when a prospect hears an unfamiliar company name, their instinctive response would usually be: “Is this a survey?”

Obviously, it would be difficult to generate sales leads if prospects don’t want to talk. So how to deal with people who have telemarketer-phobia? The trick is to acknowledge, assure and ask.

 

Acknowledge the truth. Even if a telemarketer would lie about being one, eventually the gig would be up and the chance to build a relationship would be lost forever. So why not employ a little honesty and acknowledge the fact that one is indeed a telemarketer? It’s a risky move, but if done smoothly can turn tables and earn the prospect’s trust. It’s all about how to transition.After introducing one’s self and company, the telemarketer would have to cut to the chase and immediately reveal the purpose of the call. And that’s when assurance comes in.

Assure from the heart. Before the prospect can even think about how politely (or otherwise) he or she could end the call, there must be assurance that the call is not in any way invasive, that it would not take much time, and its purpose is not solely to sell things, but also to learn about their company and how they might require assistance in the future. Assurance is often partnered with sincerity and a genuine interest with the prospect’s business needs and welfare.

Ask the right questions. Now that the foundations have been established, it’s time to carry out the main task of extracting information from the prospect. Even in throwing questions, the telemarketer would have to maintain the air of comfort and trust by asking in a way the prospect would feel valued and appreciated.

 

This approach is very rarely used in telemarketing because it’s gutsy and straightforward. It entails practice and determination and it will ultimately help achieve the goal of performing the duties of a telemarketer without sounding like one.

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.