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Push for More Singaporean IT Appointments Using these Five Easy Tips

Push for More Singaporean IT Appointments Using these Five EasyTips

The pressing challenge for IT firms in the Singaporean market today is to find out the best approaches for getting high volumes of sales appointments.

Actually, there’s not much science involved in it. It only takes common sense as revealed by Strategic Sales and Marketing, Inc. this featured list:

  1. Be logical: Don’t just ask for the appointment without offering sound logic as to why you and the decision maker should meet. You don’t want meetings just for the sake of meeting, and neither does your prospect. If you want to take up an hour of the prospect’s time, there needs to be a compelling reason (for the prospect) to do so. If you say, “I would like to set up a meeting so you can learn more about us,” there is not much of a reason there for the prospect to feel excited. Instead, it’s better to zero in on a problem that you can solve for the client.
  2. Be generous: On every appointment setting call, you need to put a carrot in front of your prospect. Give them some incentive to keep talking with you and to trust you. Your carrot should be in the form of valuable information. Offer to run a free report, review a document for them, research their issue, or get an expert opinion from someone in your network on a problem that the client is facing.
  3. Do your homework Have the solution ready: If you are following step one (from above), developing “logic” means also doing your homework. The more you know about the prospect’s business before you start the appointment setting process, the better your chances of getting the appointment. If you are seen as a solutions provider (and not just a “sales person”) prospects will naturally want to meet with you.
  4. Be flexible: If the prospect wants to do a phone call instead of an on-site meeting, go with the flow. If the prospect wants to meet with you in 30 days instead of this week, book the appointment. If the prospect wants you to talk with one of his managers first, take the meeting and go with the flow.
  5. Don’t Close the Door: If you ask for the appointment and you get a “no”… don’t close the door. Instead offer to follow up via e-mail with key information that the prospect needs (plan in advance for this possibility). Then make a second attempt to schedule the appointment by using the information you sent in order to re-open the conversation. Many second chance appointments don’t happen because you didn’t put yourself in position to re-open the discussion.





Confronting Key Challenges in Generating B2B Leads for IT Products

Confronting Key Challenges in Generating B2B Leads for IT Products

The IT services and software industry is continuing to prosper. According to Gartner, the industry grew 4.8 percent between 2013, with global revenue pegged at $407.3 billion. This comes as small and medium enterprises have entered the market with independently developed B2B solutions. Aside from that, steady growth within the sector is facing rising demands for software tailored for games development and office management. In this tide of positivity, IT businesses are beginning to put focus on marketing activities, particularly B2B lead generation.

Generating B2B leads is indeed a priority for software companies at this point. Intensified competition among important industry players has each business vying to get a huge share of the software market. As one step in getting ahead of rivals, efficient strategies are needed to secure a place within the sentiments of decision makers.

Many IT businesses however tend to forget that B2B lead generation is a complex process. First of all, you are spending money to advertise and promote your products. You are also compelled to look for marketing solutions that can support your goals. Without such facilities, you will fail to increase your lead volume, entailing a huge waste of investments.

Apparently, proficiency is needed when generating IT leads. Numerous factors need to be taken into account, such as:

Website traffic. With competition within the industry getting tighter, it is important to calculate your gains based on site traffic. Analytics tools can track your campaign’s progress within a certain time frame, identify strong audience touch points, and gain data needed for strategy adjustments.

Lead scoring. IT leads that enter your pipeline need to be segregated and scored according to levels of interest and engagement. For this, efficient lead management infrastructures are a necessity to gauge prospect preferences and identify personalities that express a willingness to purchase your solutions.

Lead nurturing. As prospects journey through the sales funnel, marketers need to focus on nurturing their interests to buy at a time when they are not yet ready. Email and social media campaigns are vital in this respect as they provide prospects with a constant flow of information.

These activities comprise the most prominent challenges IT and software services companies face with regards their lead generation. Fortunately, marketing operations can be streamlined by B2B outsourcing firms that know the industry inside and out and have the needed experience to boot.