Posts

5 SMART Appointment Setting Goals For Your Next Campaign

 

As with any campaign that your company that your company undertakes, your appointment setting campaigns need to have clear, SMART goals so that you can positive results. Setting up SMART appointments relies on proper coordination between sales and marketing people. The sales department need to keep the marketing team updated with news about the leads passed on to them, and the marketing people should inform the sales department whenever new effective lead generation strategies are used or when new market demographics are tapped. Otherwise these goals will remain ineffective.

Here are the 5 goal criterias to help you do a SMART appointment setting campaign.

  • Specific – Business appointments vary depending on which stage in the sales cycle your business leads are in. When b2b leads are not yet ready to purchase, sales people attending the meeting should be informed accordingly or else they might aggressively push for the  sale, and vice versa. Letting your sales reps know what to do before they get to the meeting will help them be more prepared and make your appointments more successful. Being specific also means setting appointments only with the people who can make the decision happen.
  • Manageable – Don’t send a new sales hire to close a potentially big deal or else you could lose a potential client. The selling skills of your sales people should always be taken into account when pairing sales representatives to b2b sales leads. Doing so will help them close more sales for your company.
  • Attainable – have your appointment setters schedule meetings only with business leads who have an obvious propensity to purchase. This means the potential clients should always be—as much as possible—high-quality b2b sales leads. Even if the need for your product is not yet apparent, as long as the business lead will truly benefit from your products and services, you can ask for an appointment. For example, a professional BPO company has a business lead who owns a fast-growing startup with ten employees. Although their prospect has not yet expressed a need for outsourced services, the BPO firm can have an appointment with them to discuss the benefits of outsourcing. So, when that business lead needs to outsource in the future, the BPO firm will have already established a relationship with them that they can advance forward.
  • Realistic Let’s say you hired a telemarketing company for their amazing b2b appointment setting campaign. As much as possible, your contract should require them to deliver only as much business appointments as your sales reps can cater too. Keep in mind their work and personal schedules so that neither of these two will overlap with the appointment of the new business lead.
  • Time-bound – When scheduling multiple meetings throughout the day, take into consideration the amount of time the sales representative would need for introductions, presentation, answering questions, and bargaining. Give your sales people enough time to spend on each client so that they can discuss matters more thoroughly. One more thing, unless you’ve hired professional b2b telesales representatives or some other online agent, allot enough time for the sales rep to travel to and from the meeting place.

Sales And Marketing Coordination Improves B2B Sales Leads Conversion

Are your sales and marketing teams working properly to make the most of your business’ resources? Believe it or not, more than 50% of your B2B sales leads are not being converted properly because these two teams are not properly coordinated.

What happens when sales and marketing teams don’t cooperate with each other? Here are just a few examples of what could happen.

  • The sales team are having a hard time converting the leads sent by the marketing team because the marketing people are suddenly aimed their b2b lead generation campaigns at a different demographic because they believe this is an untapped market. Unfortunately, they forgot to inform the sales department!
  • The marketing people keep calling business leads in their telemarketing list asking whether they need your type of services when these leads have already been converted. The sales people forgot (or didn’t know they have to) to tell the marketing people about the close and the new clients are now getting annoyed!
  • Sales representatives keep rushing the business leads about when they would be able to make the purchase because, unfortunately, the marketing team forgot to forward the budgeting information of the prospective business lead to the sales department!

These are just a few of the mishaps that could occur should your sales and marketing people fail to coordinate with each other. To avoid these, you must encourage your teams to do one simple task: have regular standup meetings.

Daily or weekly standup meetings can go a long way of improving your business. Your marketing team can do a more effective b2b lead generation campaign if they get regular feedback from the sales department about the quality of the leads they receive. This will also help improve other functions in your sales process such as doing a more successful b2b appointment setting campaign or discovering better lead generation methods to use. Standup meetings are better because, the term implies, your employees will be standing throughout the discussions. This helps everyone get straight to the point, allowing more topics to be discussed. Standup meetings take less time to conduct compared to regular meetings, so your people can right back to work and accomplish more tasks.

Once your sales and marketing people make it a habit to regularly coordinate their data, you will benefit as much as your business sales leads. Information about your b2b leads researched by your marketing team such as the problems, spending budget, implementation procedures and the like can be used to the advantage of your sales team and close deals faster. Consequently, once the sales team have converted a lead, they inform the marketing team so that the b2b sales leads are added to the CRM system and their client information updated. Now your marketing team can call clients for upsell offers which will be more appreciated by your clients.

You can also hire or outsource to a professional b2b lead generation company so that your company can completely focus on closing the deals. Good lead generation firms have regularly updated CRM tools which is all your sales people will ever need.

Make the most of your lead generation and appointment setting campaigns, have your sales and marketing teams coordinate regularly or outsource to a reliable lead generation company and minimize your management tasks.

Four Important Characteristics Of A Good Niche Market

 

Niche marketing is most effective in finding qualified business leads when the chosen market is properly researched. To find a niche market that will lead to better profitability, the chosen niche must have the following characteristics:

– A lot of keyword variations.

If the chosen niche allows you to use a lot of different keywords, creating quality content to attract your target business leads won’t become such a chore. For better success, hiring an expert lead generation firm that is knowledgeable in content marketing that would surely improve the results of your sales leads generation campaign. Furthermore, a diverse set of keywords to choose from will significantly improve your inbound marketing campaign because it helps your company website show up in long tail search queries and become more visible on search engines.

– Keywords that have high monthly search volume (at least on Google, but ideally on other search engines as well).

Unless a set of keywords has a high monthly search volume, it wouldn’t be a very profitable niche to explore. Keywords that have high search volume—especially for keywords of intent—mean that there is a real need in the market that you can provide a solution to. This also leads to more successful b2b appointment setting campaigns due to the large number of queries.

– Low competition.

A low competition rate for a set of keywords mean that you will have a better chance of getting business appointments with your target b2b sales leads because there are few other service providers offering similar services to yours. Utilizing a well-targeted b2b telemarketing campaign will also result in high quality business sales leads for your business that would be much easier to convert.

– Ignites your passion

Last but absolutely not the least, you have to make sure that the niche you choose is one that you are truly passionate about, or at least, one that you can easily maintain creating content for until the next decade or so.

There are free applications available to help you choose the best niche market to do business in, but for the best and most comprehensive report regarding your chosen niche, it is best to hire an experienced b2b lead generation company. These firms employ SEO specialists who will help you gauge the suitability of your market. Furthermore, you will have easy access to a complete team of lead generation specialists skilled in using various marketing methods.

What To Write In Your Company Blog To Help Your Leads Find You

Content marketing is the vehicle upon which online companies rely to generate quality sales leads, attract business opportunities and ultimately make a profit. But content marketing is not simply about writing on a topic you are passionate about. If you want your online business to be truly profitable, you have to tailor your posts for search engines and most especially your readers. Here are the important things to consider when deciding what to write on your company blog.

Keywords

Content marketing is all about keywords. Before you write something, you have to check how much competition you have for those keywords. The more competition you have, the less likely your target sales leads will be able to find your blog. You can use Google’s Adwords Keyword Tool to help you choose relatively easy keywords related to your niche that you can use on your posts.

Content

What you write about in your blog basically represents your website, so if you want people coming to your website and purchasing your products, you have to make convincing and interesting content to make this happen. Your blog posts should contain your chosen keywords (but not too much or you could end up penalized by the largest search engine right now: Google) and these should be seamlessly integrated into the topic of your post. To better get the attention of your target sales leads, write about something that they can identify with, or write about a problem that their demographic is constantly experiencing. If you provide solutions on your blog before they even happen with your sales leads, then they will see your blog and your website as a very valuable resource. Write about things that are not only “good to know” but also things that they “have to know”. This will help establish you as a thought leader within your niche and help make your products become more reliable.

Schedule

A schedule is imperative if you want to keep readers coming back to your blog, aside from great content. A posting schedule will help you regularly update your blog, and sticking to it religiously is the only way to make a lead generation tool out of a series of blog posts. In the words of blogger Chris Guillebeau: “I know if I missed a day and nothing happened, then it would be much easier to miss another day. Pretty soon I wouldn’t have much of a sched­ule, and then I’d have less motivation. It’s a downward spiral that I want to avoid, so I keep the schedule sacred. ” To help you keep up with your posts even if life becomes too busy, a great idea from Chris is to write 10 posts in advance. This way, if you become pressed for time, you can still post according to your schedule and keep your readers happy.

If you don’t have time to write for your blog, then consider hiring a lead generation company who is experienced with online marketing. A good company will help you create great content for your blog while you concentrate on your business website.

How To Start An Interesting Blog For Your Small Business

This week, we’re going to tackle the basics of how to set up your own blog for your business. A good blog will attract quality sales leads using your content and can eventually become the main lead generation channel of your business.

Every day, there are about 2 blogs created every second around the world, and a significant percentage of these blogs are by beginners. Due to the popularity of online entrepreneurship, most of these blogs are probably connected to a company website from a fledgeling business, much like yours. If you really want to make a significant dent in your target niche, then you have to make sure that your company blog will be able to attract your sales leads. To help your businesses get better returns for your efforts on blogging, we have provided here the essential tips on how to start a company blog from scratch.

The best way to start a blog is by using available free platforms for blogging, the most popular of which are WordPress and Blogger. Both platforms have their own strengths; Blogger, being affiliated with Google, allows for faster integration with Google-owned business tools while WordPress, being a bit more for professionals, offers more customizability for your blog. Using free hosting sites such as these will save you from the expense of purchasing the services of a hosting company. If you have funds set aside for you blog however, you can make use of a self-hosted WordPress blog for a few dollars, the cheapest web hosting service being about $3-$4 a month.

After you’ve selected a good blogging platform, it’s now time to create the design of your blog. A free hosted blog provides free templates from which you can choose and easily apply to your site. A self-hosted blog will let you create a more customized blog or, if you want, you can hire a web designer to design your blogsite for you from scratch. This is the best choice if you want to integrate your blog design to that of your website.

The important things to consider about design are:

  • It should be user friendly – you don’t want your sales leads to have a hard time finding previous or recent posts on your blog, much the the RSS button.
  • The colors should be appealing to the eyes and, ideally, reflect the colors from your website.
  • It would be best if you have a responsive design for your blog so that the template automatically adjusts when your leads view your blog through their mobile devices.
  • All elements of the site should load quickly so that your readers won’t bounce off, so as much as possible, keep flash designs to a minimum.
  • Integrate good SEO tactics like using meta and title tags in the framework of your blog to make it search engine friendly.

Do not forget to include a call to action on your blog. A splash page which instructs your viewers to sign up for newsletters will allow you to easily add them to your business list in case you have to email them or need your telemarketer to call them about product updates.

The next post will be all about what to write on your blog, what your posts are about, and how to make these easily searchable through search engines.

How To Turn Your Website Into An Effective Lead Generation Tool

SEO is an important prerequisite process for search engines to work efficiently. If not for SEO, search engine crawlers will have a hard time indexing web pages, especially Google, who boast of delivering the best quality content on their initial SERPs. As advanced as the algorithm seems to be, it would still not be able to fully comprehend a web page’s content if there is not any effort to do SEO. Surely, the site would be indexed by search engine crawlers, but the really quality sites will have a minimum chance of showing up at the top of search results. The only chance that your sales leads will find your site is for them to type the exact URL of your lead generation website, and that is nearly impossible, unless these leads have already been contacted through email marketing or by professional b2b telemarketers.

If you really want your b2b site to be an effective lead generation tool, you have to make it so that your business sales leads will not have a hard time finding it. By following these basic guidelines, your website will become the reliable sales leads generation tool that you’ve always wanted it to be. Use the following checklist to make sure that your b2b website has proper SEO:

Research your target keywords thoroughly. There is little point in entering a highly saturated and competitive niche, especially if you have no prior experience in online marketing or your product is not a proven disruptive innovation that could give you any significant advantage.

  • Use appropriate meta tags, meta descriptions and meta titles on all your content.
  • Provide a sitemap on your website. This helps search engine crawlers index your website and every page in it faster.
  • Use your target keywords on your titles, headlines, and adequately in the body of your content. Be careful not to overuse your keywords.
  • Add descriptions and titles on any images, videos or any other media used in your website.
  • Anything without a text description will likely be unindexed by crawlers.
    Make sure that links pointing to your website are reliable and reputable so that your website won’t be penalized.

Converting the sales leads who visit your site but don’t make an immediate purchase requires patience and consistency. Once you get their contact information, add them to your emailing list, or your telemarketing list—if you want a more direct approach—and send them to a reliable call center to be contacted for any updates.

Should Marketers Pin Their Hopes On Pinterest?

 

Pinterest has been stirring up excitement for users, marketers and investors this 2012. Marketers familiar with  the site have been touting it as the next biggest lead generation tool.

Operating on open beta since 2010, the site has been awarded the best new startup of 2011 by Techcrunch on its annual Crunchies Awards. The recent addition to the social media family is securing its niche in the art of hogging: DIY crafts, recipes, fashion, beauty products, tourist destinations, home decors, gardening ideas, etc. Practically anything on the internet that you find interesting. It’s “pin” button will allow you to take any content from anywhere on the web and pin it on your theme board.

For now, the site is invite-only. This is probably because, as a startup, the developers are still doing ongoing modifications to the site, and the invite-only policy is to prevent overwhelming their servers while they roll out site updates. That, or it’s just a marketing tactic to instill a sense of security or exclusivity to the users.

The site’s users are mostly female (a whopping 82% of the users are female, making it the most gender-biased social media site) who pin anything from manicured fingers to interior decoration. All pins are represented by an image, to which a link is attached that would take the viewer back to the original site should they want to view the original post. Pinterest is an image-heavy site, which makes it highly attractive, and the clean background is pleasing to the eyes.

So what makes this online scrapbook so effective? Should marketers join Pinterest?
To get a better perspective, here are a few of Pinterest’s statistics:

It’s true that this new social media will do wonders for businesses catering to women, babies, and children in particular. But UK’s pinterest user statistics reveal that there are actually more male (56%) users compared to females (44%), and more than 20% of these users have income ranging from $100,000-$150,000. Now that’s something for marketing people to think about.

Pinterest’s backlinking capabilities also offer great SEO opportunities for your company’s websites, providing excellent lead generation potential. Also, the user’s pins usually reflect what they need and want; which provides a great standard for enhancing your sales and marketing strategies to better appeal to your target market.

Since it’s an extremely visually stimulating site, marketers who have businesses that deal with anything but creative are having doubts on whether it will help with lead generation from their target market. However, companies offering like, say, automobile services, can still use this site to attract customers and inevitably generate sales leads by utilizing colorful and informative infographics, or create upcycled crafts from old automobile parts that customers can try themselves.

Perhaps the most important thing for marketers is that they have to be present where their target market is. It’s the same thing as Facebook and Twitter; being where your market is increases your chances of being noticed. And the markets are currently congregating in Pinterest.


What to do and What to Not do for Your Lead Generation Campaign

For a lot of aspects in our lives, there will always be those do’s and dont’s in order to lead us in doing the right thing. For example, you might have experienced at least once in your life when your mom told you to “Please do take out the trash,” or “Don’t drink the milk directly out of the carton,” or somewhere along those line.
For Singapore business owners, this concept still applies, especially for their lead generation campaign. Let us take a look at some of those do’s and don’ts.

Don’t initiate a call if proper research is not done – Telemarketing Singaporean prospects without any adequate research involved just invites rejection in every corner.

Don’t start a campaign without a proper calling list – A telemarketing list allows proper and precise targeting for one’s prospects. Without, the campaign will most likely be lead astray.

Do outsource to a reliable telemarketing company – If you can’t handle starting a telemarketing campaign on your own then never hesitate to outsource to professional telemarketers. You can then immediately gain expertise over your Singaporean prospects upon doing so.

Do give incentives for your telemarketing campaign, outsourced or not – Giving incentives to your team of telemarketers or those that reside in an agency allows them to be more than willing to complete tasks and meet goals.