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Why Opting for B2B Outsourcing Matters

Why Opting for B2B Outsourcing Matters

As managers, your main aim is to provide solutions and generate enough revenue to grow your organization. You will need to create unique products as a prerequisite to this. More important than that, however, is an effective strategy for marketing such products.

Businesses possess a lead generation and appointment setting program as these provide your sales teams with the right people to pursue and realize these goals. But aside from that, you might also need to ask yourself this: “Does my marketing campaign have the right stuff?”

Going back to the prime motivators of a successful business, successful revenue generation and business growth can be realized through several factors, one of which is having an optimized marketing infrastructure. And too often, one is compelled to try out outsourcing, what with all this talk about its being “effective” and “cost-efficient.”

You might be even wondering about why you should trust your lead generation activities to an independent enterprise. No doubt, it entails a lot of risks. Then again, recent studies suggest that a majority of B2B companies enjoy considerable benefits from outsourcing specific business functions.

For even more compelling reasons:

Outsourcing frees you from stress. Indeed, any marketer can tell you that generating leads and qualifying these for sales is a difficult task. Competent lead tracking and analytics skills are essential, but imagine the stress it will incur managing a large amount of decision makers! You will need all the help you can get in scoring individual leads and observing their online activities.

Outsourcing provides quality-services. Once you pen a contract with an outsourcing firm, you gain access to its arsenal of competencies. From infrastructure to trained and experienced staff, a well-respected firm within the B2B industry will make sure to maximize your efforts generating qualified sales leads and improve your close volumes.

Outsourcing is reliable. Yes, having someone to handle your lead management activities for you can feel like playing Russian roulette. But in recent years, independent B2B marketing firms have updated their technical capabilities. They now produce accurate and timely reports about the campaigns they handle, determining whether current strategies are producing as expected.

Outsourcing gives you more time for more important things. The beauty of outsourcing lies in the fact that it saves you extra time and money to focus on more important administrative work. If you are opting for balance, then outsourcing is the key.

Prevent your Lead Generation Campaign from Capsizing by Knowing these Five Warning Signs

Prevent your Lead Generation Campaign from Capsizing by Knowing these Five Warning Signs

If there’s an appropriate metaphor for your lead generation campaign, it’s a cargo vessel.

And like any ship that crosses seas and oceans, we just can’t expect the journey to be a relaxing boat ride on the pond for our precious cache of prospects.

Elements of failure abound, and B2B marketers are always at their toes drawing up contingency plans in anticipation of a collision.

And it takes a good sense of perceiving critical cracks to make sure things abide by your campaign objectives.

Here are five warning signs your campaign could be unfit to traverse turbulent waters.

Too much content. Content is good. In fact, marketers couldn’t get enough of it. But the same doesn’t go for your target market. Overloading your campaign with extravagant emails and long, nausea-inducing articles only add to weight, which matters most when your ship starts to sink. So, before putting your content marketing plans to work, make sure you choose only content that matters to your targets.

Dependency. When it comes to B2B marketing, technical expertise plays an indispensable role. Thus, you spend money and put in a lot of work employing experts to do customer service and appointment setting for you. But you should always remember that no matter how skilled your personnel are, there is no guarantee they can help resolve unique problems. The best approach is to look for a company that is results-oriented and not just there to swell your ranks of specialists.

Over-regulation. Within the control rooms of B2B companies, each department works on each aspect of the campaign. The only problem is that there is a form of tribalism that dominates the work environment, where the sales reps complain about low quality leads and the marketing officers telling them to “bite me.” The atmosphere should be that of a commune, where information and suggestions flow freely.

Lack of B2B buyer knowledge. A great deal of your lead generation campaign is dedicated to knowing more about your target market. Of course, the success of your lead generation can all depend on how your prospects absorb the information you give them and relate them to their needs. Failing in this aspect can bring about consequences as depressing as poor sales closes.

Poor Demand Generation campaign. Creating leads and following them up is impossible without having an effective demand generation campaign. Since generating demands creates awareness, not nurturing your campaign would divert it off its original course. Poor market analytics as well as branding endeavors can be the main culprits, thus you may need to revamp your demand generation strategies completely.

Conceptualizing a lead generation strategy is similar to drafting a design for a safe passenger ship. And because it is a vessel full of people, you will have to make sure that every aspect of the vessel is free from harbingers of danger.

Source: http://customerthink.com/5-ways-to-recognize-b2b-lead-generation-failure-and-move-on/

How to Fail at Fill Forms for Lead Generation

How to Fail at Fill Forms for Lead Generation

If your business wants to succeed in yielding qualified leads, trust that your fill forms will do just that.

However, online marketers often ignore the fact that making efficient fill forms are as important in lead generation as having them in a landing page.

It is thus wise to nurture your fill forms, make them capable of capturing leads, and avoid counter-effective practices, the most infamous of which are as follows.

Overfeed your visitors. Your campaign will all go down the drain if your forms are exhaustingly worded and perplexing, peppered with a lot of unnecessary questions and checkboxes. Clarity and convenience are imperative. And for this, you will need to design eye-friendly fill forms. Resources such as drop-down menus can be used in order to give that ease many people expect. Impress your prospects with your inkling for comfort.

Make your prospects do finger work. One good way to irritate your prospects is to have them scrolling down just to locate your fill form. It’s a good workout for the finger, but in this day and age, everything has to be done in a snap. For this reason, place your fill forms ideally on the top right part of your landing page where they can be instantly seen.

Not giving a hoot about privacy. The main issue with supplying one’s information is the uncertainty that goes with it. There’s no telling whether supplied data will be used as intended. And this is the reason why many users are reluctant to fill up online forms. But since we are not living in a dystopian society a la 1984, it is important to erase fears regarding privacy intrusion. Include a link that directs to your privacy policy, and your prospects may give a sigh of relief.

Overusing the word “submit.” Humans are a particularly freedom-loving bunch. And the least they want is someone dictating them. It is typical that webpages have “SUBMIT” buttons for registrations and signups for free trials. It’s direct, but it has an obnoxious tone to it. A better strategy is to replace the word submit with something less harsh, like “Start my Subscription” or “Start my Free Trial.”

Knowing how to fashion your fill forms efficiently and positioning them at an advantageous location in your landing page entails an important facet of online lead generation. Creating quality forms merit only high quality leads, which is also effective in improving conversions and setting effective sales appointments.

Source : 7 Tips for Lead Generation Forms That Generate Leads

 

Facebook, Twitter and Google+: Creating Effective Lead Generation Content

Facebook, Twitter and Google+- Creating Effective Lead Generation Content

Through the years, social media has been strengthening its reputation as one of the reliable online marketing channels out there. It’s proven to be an effective hub for B2B lead generation content and also an effective tool for demand generation.

LinkedIn has already been established as the ultimate B2B marketing site. But what about Facebook, Twitter, and Google+? These three are not purely B2B in nature, and certain adjustments have to be made  – in terms of the substance and manner of content posting – to cater to B2B leads.

A post at JeffBullas.com shares how lead generation marketers can optimize their content on Facebook, Twitter, and Google+:

Facebook

Facebook has three posting options: link posts, image posts, and video posts.

1. Link Posts

As soon as you enter the URL in the posting window, Facebook will detect the link and automatically supply you with information—like a preview image and short description.

2. Image Post

Some users don’t utilize the image post very much. In fact, image posts—if done right—can actually spark more engagement than just a link. Image posts allow for quite a bit of creativity. The key is to select the right image and pair it with the right copy.

3. Video Post

A video post is similar to an image post. However, a video is sometimes more effective if your audience needs extra convincing to click the link. Rather than posting a link to a YouTube video, you can actually add the video directly to the post. This means users will see the video on Facebook; they won’t be sent to another site.

Twitter

Compared to Facebook, Twitter is much simpler. And now that you have some of the basic writing tips down, it is just a matter of tweaking them for a different audience.

When using images with your Tweets, you have two options.

  1. Option one is to use images that relate directly to the topic of your post. Users will be able to quickly identify and relate to the topic based on the image you chose.

  2. Option two is to use loosely connected images that are used for the sole purpose of capturing attention. If you go this route, be sure to write copy that ties everything together.

#Hashtags

Like images, hashtags produce much more user engagement. But it is possible to have too much of a good thing; don’t abuse the power of the hashtag.

  • Don’t use more than two hashtags per post.

  • Only hashtag things that relate directly to the content you’re sharing.

Google+

While the audience and general use are different, Google+ is a mashup of Facebook and Twitter.

Embracing the Circles

In order to take full advantage of Google+, you must embrace the circle. Create several different circles—one for each of your different audiences. This will make sharing content much easier.

You can create the perfect headline and description according to who is in each group. It might take a while longer to get your content out there, but it will be much better received.

Rules of Engagement

Communities provide direct access to your target audience. But the privilege shouldn’t be abused. Consider the following:

  • Don’t keep posting the same content over and over. Once is enough.

  • Always reply to comments. You want to keep the dialog going.

  • If you want people to engage with your post, engage in theirs.

  • Make sure you are involved with the right community. For example, business owners would benefit from this particular article, but it might not be well received in a business community.

 Source: How to Create Awesome Content for Facebook, Twitter and Google+

 

 

Sign up for The Savvy Marketer

and get more Singapore B2B 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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

How to Maximize AdWords For Your B2B Marketing Strategy

Why Opting for B2B Outsourcing Matters

Why Opting for B2B Outsourcing Matters

As managers, your main aim is to provide solutions and generate enough revenue to grow your organization. You will need to create unique products as a prerequisite to this. More important than that, however, is an effective strategy for marketing such products.

Businesses possess a lead generation and appointment setting program as these provide your sales teams with the right people to pursue and realize these goals. But aside from that, you might also need to ask yourself this: “Does my marketing campaign have the right stuff?”

Going back to the prime motivators of a successful business, successful revenue generation and business growth can be realized through several factors, one of which is having an optimized marketing infrastructure. And too often, one is compelled to try out outsourcing, what with all this talk about its being “effective” and “cost-efficient.”

You might be even wondering about why you should trust your lead generation activities to an independent enterprise. No doubt, it entails a lot of risks. Then again, recent studies suggest that a majority of B2B companies enjoy considerable benefits from outsourcing specific business functions.

For even more compelling reasons:

Outsourcing frees you from stress. Indeed, any marketer can tell you that generating leads and qualifying these for sales is a difficult task. Competent lead tracking and analytics skills are essential, but imagine the stress it will incur managing a large amount of decision makers! You will need all the help you can get in scoring individual leads and observing their online activities.

Outsourcing provides quality-services. Once you pen a contract with an outsourcing firm, you gain access to its arsenal of competencies. From infrastructure to trained and experienced staff, a well-respected firm within the B2B industry will make sure to maximize your efforts generating qualified sales leads and improve your close volumes.

Outsourcing is reliable. Yes, having someone to handle your lead management activities for you can feel like playing Russian roulette. But in recent years, independent B2B marketing firms have updated their technical capabilities. They now produce accurate and timely reports about the campaigns they handle, determining whether current strategies are producing as expected.

Outsourcing gives you more time for more important things. The beauty of outsourcing lies in the fact that it saves you extra time and money to focus on more important administrative work. If you are opting for balance, then outsourcing is the key.

Prevent your Lead Generation Campaign from Capsizing by Knowing these Five Warning Signs

Prevent your Lead Generation Campaign from Capsizing by Knowing these Five Warning Signs

If there’s an appropriate metaphor for your lead generation campaign, it’s a cargo vessel.

And like any ship that crosses seas and oceans, we just can’t expect the journey to be a relaxing boat ride on the pond for our precious cache of prospects.

Elements of failure abound, and B2B marketers are always at their toes drawing up contingency plans in anticipation of a collision.

And it takes a good sense of perceiving critical cracks to make sure things abide by your campaign objectives.

Here are five warning signs your campaign could be unfit to traverse turbulent waters.

Too much content. Content is good. In fact, marketers couldn’t get enough of it. But the same doesn’t go for your target market. Overloading your campaign with extravagant emails and long, nausea-inducing articles only add to weight, which matters most when your ship starts to sink. So, before putting your content marketing plans to work, make sure you choose only content that matters to your targets.

Dependency. When it comes to B2B marketing, technical expertise plays an indispensable role. Thus, you spend money and put in a lot of work employing experts to do customer service and appointment setting for you. But you should always remember that no matter how skilled your personnel are, there is no guarantee they can help resolve unique problems. The best approach is to look for a company that is results-oriented and not just there to swell your ranks of specialists.

Over-regulation. Within the control rooms of B2B companies, each department works on each aspect of the campaign. The only problem is that there is a form of tribalism that dominates the work environment, where the sales reps complain about low quality leads and the marketing officers telling them to “bite me.” The atmosphere should be that of a commune, where information and suggestions flow freely.

Lack of B2B buyer knowledge. A great deal of your lead generation campaign is dedicated to knowing more about your target market. Of course, the success of your lead generation can all depend on how your prospects absorb the information you give them and relate them to their needs. Failing in this aspect can bring about consequences as depressing as poor sales closes.

Poor Demand Generation campaign. Creating leads and following them up is impossible without having an effective demand generation campaign. Since generating demands creates awareness, not nurturing your campaign would divert it off its original course. Poor market analytics as well as branding endeavors can be the main culprits, thus you may need to revamp your demand generation strategies completely.

Conceptualizing a lead generation strategy is similar to drafting a design for a safe passenger ship. And because it is a vessel full of people, you will have to make sure that every aspect of the vessel is free from harbingers of danger.

Source: http://customerthink.com/5-ways-to-recognize-b2b-lead-generation-failure-and-move-on/

How to Fail at Fill Forms for Lead Generation

How to Fail at Fill Forms for Lead Generation

If your business wants to succeed in yielding qualified leads, trust that your fill forms will do just that.

However, online marketers often ignore the fact that making efficient fill forms are as important in lead generation as having them in a landing page.

It is thus wise to nurture your fill forms, make them capable of capturing leads, and avoid counter-effective practices, the most infamous of which are as follows.

Overfeed your visitors. Your campaign will all go down the drain if your forms are exhaustingly worded and perplexing, peppered with a lot of unnecessary questions and checkboxes. Clarity and convenience are imperative. And for this, you will need to design eye-friendly fill forms. Resources such as drop-down menus can be used in order to give that ease many people expect. Impress your prospects with your inkling for comfort.

Make your prospects do finger work. One good way to irritate your prospects is to have them scrolling down just to locate your fill form. It’s a good workout for the finger, but in this day and age, everything has to be done in a snap. For this reason, place your fill forms ideally on the top right part of your landing page where they can be instantly seen.

Not giving a hoot about privacy. The main issue with supplying one’s information is the uncertainty that goes with it. There’s no telling whether supplied data will be used as intended. And this is the reason why many users are reluctant to fill up online forms. But since we are not living in a dystopian society a la 1984, it is important to erase fears regarding privacy intrusion. Include a link that directs to your privacy policy, and your prospects may give a sigh of relief.

Overusing the word “submit.” Humans are a particularly freedom-loving bunch. And the least they want is someone dictating them. It is typical that webpages have “SUBMIT” buttons for registrations and signups for free trials. It’s direct, but it has an obnoxious tone to it. A better strategy is to replace the word submit with something less harsh, like “Start my Subscription” or “Start my Free Trial.”

Knowing how to fashion your fill forms efficiently and positioning them at an advantageous location in your landing page entails an important facet of online lead generation. Creating quality forms merit only high quality leads, which is also effective in improving conversions and setting effective sales appointments.

Source : 7 Tips for Lead Generation Forms That Generate Leads

 

Facebook, Twitter and Google+: Creating Effective Lead Generation Content

Facebook, Twitter and Google+- Creating Effective Lead Generation Content

Through the years, social media has been strengthening its reputation as one of the reliable online marketing channels out there. It’s proven to be an effective hub for B2B lead generation content and also an effective tool for demand generation.

LinkedIn has already been established as the ultimate B2B marketing site. But what about Facebook, Twitter, and Google+? These three are not purely B2B in nature, and certain adjustments have to be made  – in terms of the substance and manner of content posting – to cater to B2B leads.

A post at JeffBullas.com shares how lead generation marketers can optimize their content on Facebook, Twitter, and Google+:

Facebook

Facebook has three posting options: link posts, image posts, and video posts.

1. Link Posts

As soon as you enter the URL in the posting window, Facebook will detect the link and automatically supply you with information—like a preview image and short description.

2. Image Post

Some users don’t utilize the image post very much. In fact, image posts—if done right—can actually spark more engagement than just a link. Image posts allow for quite a bit of creativity. The key is to select the right image and pair it with the right copy.

3. Video Post

A video post is similar to an image post. However, a video is sometimes more effective if your audience needs extra convincing to click the link. Rather than posting a link to a YouTube video, you can actually add the video directly to the post. This means users will see the video on Facebook; they won’t be sent to another site.

Twitter

Compared to Facebook, Twitter is much simpler. And now that you have some of the basic writing tips down, it is just a matter of tweaking them for a different audience.

When using images with your Tweets, you have two options.

  1. Option one is to use images that relate directly to the topic of your post. Users will be able to quickly identify and relate to the topic based on the image you chose.

  2. Option two is to use loosely connected images that are used for the sole purpose of capturing attention. If you go this route, be sure to write copy that ties everything together.

#Hashtags

Like images, hashtags produce much more user engagement. But it is possible to have too much of a good thing; don’t abuse the power of the hashtag.

  • Don’t use more than two hashtags per post.

  • Only hashtag things that relate directly to the content you’re sharing.

Google+

While the audience and general use are different, Google+ is a mashup of Facebook and Twitter.

Embracing the Circles

In order to take full advantage of Google+, you must embrace the circle. Create several different circles—one for each of your different audiences. This will make sharing content much easier.

You can create the perfect headline and description according to who is in each group. It might take a while longer to get your content out there, but it will be much better received.

Rules of Engagement

Communities provide direct access to your target audience. But the privilege shouldn’t be abused. Consider the following:

  • Don’t keep posting the same content over and over. Once is enough.

  • Always reply to comments. You want to keep the dialog going.

  • If you want people to engage with your post, engage in theirs.

  • Make sure you are involved with the right community. For example, business owners would benefit from this particular article, but it might not be well received in a business community.

 Source: How to Create Awesome Content for Facebook, Twitter and Google+

 

 

Sign up for The Savvy Marketer

and get more Singapore B2B 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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

How to Maximize AdWords For Your B2B Marketing Strategy

4 Stumbling Blocks to Lead Generation through Content Marketing

4 Stumbling Blocks to

What could stop a marketing team from gaining success in posting content online as a means of generating leads for their business?

Well, there are tons of barriers that could determine the fate of a content marketing campaign. It may seem very simple to carry out from the surface, but it actually entails a team to have a lot of understanding, careful planning, and concrete execution to pull off such a feat, not just for the sake of doing it, but to generate sales income from it as well.

There are basically 4 stumbling blocks that marketers. need to conquer:

Not enough time

Yes. It may sound very silly for a marketing team to claim they have “no time”, but it won’t be as silly once you get to know the ins and outs of content creation, distribution and monitoring. For content to be effective, there should be a balance of strategic timing and relevance so that the chances of your content getting found, read, shared and taken action upon would increase, resulting to more leads.

Not knowing what type of content to produce

Most of the time, people will not go to your blog and browse through the different topics you have in store for them. They usually stumble upon your blog through search using relevant keywords. So that means you don’t just produce content about anything under the sun. You need to directly cater their needs by dwelling on topics that they frequently search about.

Not fully understanding the audience

Writing about what’s important to them isn’t enough. Readers don’t just look for information to know information. They are looking for solutions. They are looking for innovations. They are looking for things that are useful to their business. Don’t just lecture them. Enlighten, edify, and educate.

Not knowing the role of content in your overall marketing strategy

Content production and distribution are vital cogs in the online marketing lead generation machine. As a content marketer, you should be aware of what exactly it brings to the table, and how a single wrong action could affect the entire strategy. There should be consistency from the phase where content is conceptualized and created, up to the time when actions are converted into progressing leads.

How do you manage your B2B Leads? Consider these 5 Best Practices

How do you manage your B2B Leads- Consider these 5 Best Practices

Your team does not only need to be good at generating leads for your business – it also needs to know how to manage leads, otherwise all efforts would go down the drain.

It’s like a very proficient fisherman who can haul large numbers of fish every single day but doesn’t know how to store them effectively, which eventually causes them to rot very quick.

Lead management is very important because it keeps the leads ‘fresh’ and also has the potential to teach marketers how to ‘fish’ more productively in the future. Consider these tips:

  1. Don’t let a day or two pass before returning inbound inquiry calls. These prospects are most likely trying to test several other businesses and if you blew your chance by not following-up, you will never have that chance back. Delegate people to monitor inbound calls – as well as emails, for that matter – so a quick response can be made and to avoid wasting opportunities.

  2. Work through a solid CRM or marketing database. Face it: excel sheets are no longer workable when it comes to collecting, storing and analyzing every single lead you will come across. Make your life easier by using a functional lead management system. It’s a long term investment that, albeit costly, can definitely help you manage your leads in the years to come.

  3. Don’t just score leads for the sake of scoring leads. Use this data to predict future behavior and examine leads closely. And make it a strict scoring system. Make sure that leads are scored objectively regardless of which team member handled it or what the outcome of the lead was.

  4. Pre-qualify leads as much as you can. Why wait for the sales department to qualify (and, in most cases, reject) your leads when you can do it ahead of time? First, you need to make sure that you and the salespeople are on the same page when it comes to lead qualification. Then, save valuable time by submitting those which are pre-qualified.

  5. Maintain a constant, harmonious line of communication between you and your leads. Leads want to know just how special they are. Let them feel that by giving them a ring once in a while. Keep it at a reasonable frequency, though. You don’t want them to think you’re too clingy and desperate.

Have you identified your Lead Generation Target Market?

Have you identified your Lead Generation Target Market

It would seem rather ridiculous to think that a business doesn’t know its target market. Well, it turns out this is something that happens in reality, including you. Yes, you may know what kind of people they are, but do you really know them?

It pays to understand your target market better, because if facilitates not only how your business would operate but it could also help your business grow in the industry.

So how would you determine your target market? Consider these tips from Entrepreneur.com:

Who would pay for my product or service?
First, try to understand the problem that your product or service can solve. Then, use that information to help determine who would be willing to pay for a solution. Use Google’s keyword tool to see how many people are searching for words related to your business idea.

Who has already bought from me? 
To refine both your target marketing and your pricing strategy, see who has already bought your product or service. You can gain valuable insights by releasing the product in a test phase and letting potential consumers speak with their wallets.

Am I overestimating my reach?
It’s easy to assume that most people will need your service or product. But rather than make assumptions, reach out to groups of potential customers to get a more realistic picture of your audience and narrow your marketing efforts.

What does my network think?
As you try to understand your target market, it may be challenging — and expensive — to seek feedback from potential consumers through surveys, focus groups and other means. But you can tap into your social networks to get free feedback.

Am I making assumptions based on my personal knowledge and experience?
Your own personal experience and knowledge can make you believe that you understand your target market even before you conduct any research. Don’t assume that you can think like your target market.

How will I sell my product or service?
Your retailing strategy can help determine your target market. Will you have a store, a website or both? Will you be marketing only in your home country or globally? For example, an online-only business may have a younger customer than one with stores. A brick-and-mortar business may narrow your target market to people in the neighborhood.

How did my competitors get started?
Evaluating the competition’s marketing strategy can help you define your own target customer. But of course, don’t simply copy the marketing approach of your biggest competitors once you define your target consumers.

Read the full article at http://www.entrepreneur.com/article/226360

Things To Consider When Planning To Outsource [INFOGRAPHIC]

More Reasons Why You Need To Outsourcing Your Lead Generation (Infographic)

Outsourcing lead generation helps businesses focus on improving their product and services while the b2b lead generation provider works for their marketing campaign.

The main reason why most companies in IT and Software industry choose to outsourced rather than train and build themselves their in-house marketing staff.

Aside from the obvious there are more reasons why you should let b2b lead generation company do the work for you.

Infographics_Planning to Outsource

 

4 Key Points in Increasing B2B Sales Leads Conversions

4 Key Points in Increasing B2B Sales Leads Conversions

Sometimes marketers would get to thinking that a prospect’s decision to perform an action – say, make a purchase or subscribe to a newsletter – solely depends on that person. The notion is that marketers could only go as far as presenting options and information to prospects, and the rest is up to them.

On the contrary, there are things B2B marketers could do to help increase their chances in converting ordinary prospects into sales leads. The very core of lead generation is in the ability to persuade people to commit to something, and this mission entails deep understanding and methodical approaches.

Vann Morris, Director of Buying Behavior Studies with MLT Creative, shares a post at mltcreative.com on what 4 controlled steps marketers need to take in order to boost B2B sales conversions. She calls it B2B Marketing Science:

Step 1: B2B Buyer Persona

Sure we all want a free iPad, but that may not be the thing that will persuade your prospects to convert to a lead on your website.  You have to know what their pain points are, what their needs are, what can help them, etc., and buyer persona interviews are the key to finding all those things. So before you do anything, you simply must develop your buyer personas.

Step 2: Use That Info Immediately

Once you develop your b2b buyer persona, immediately begin using those buyer personas to guide your CTAs and other marketing promotion. You must keep the momentum going – do not put them down, or like so many others before you they will simply end up on a shelf.

Step 3: Keep it Simple

Research shows that when people receive multiple persuasive attempts at once – sometimes as little as 2! – it can significantly lower their chance of conversion.  So know what they want to hear, and say it in a persuasive manner – but only say it using one persuasive method.

Step 4: Use Emotion

We all like to think of ourselves as rational human beings, but research has found that the majority of our decision-making is subconscious and emotional.  So when you are strategizing how to persuade them, consider using an emotional appeal in order to reach the most salient factor that could affect their conversion.  (And again – you will find out what could appeal to their emotions through your buyer persona interviews.)

Read the entire post at https://www.mltcreative.com/blog/b2b-marketing-15-ways-increase-conversion-rates/

B2B Lead Generation: Deliver to Delight vs. Dispense

B2B Lead Generation  Deliver to Delight vs Dispense

What’s the difference between a good business and a great business? Well, a good business is one that makes a profit and is likely to endure the challenges of time and competition. Meanwhile, a great business goes beyond selling – it also aspires to be of service to its clients not only on a transactional level, but on an emotional level as well.

People who support your business want your products or services, but they also want your concern. In exchange for their loyalty, they want to feel that their happiness is always your priority rather than just making money.

Delivering to dispense: Doing business without a heart

Of course, nothing is wrong with generating profit. After all, that’s business. But that doesn’t mean you only need to think about how you would rob people’s pockets without gaining their trust or respect. Whether you perform your lead generation campaigns over the phone, on the web or in print ads, you should never neglect your mission to capture your target market’s heart.

Sadly, there are businesses that do just that. They deliver their goods and services for the sake of dispensing and, in return, profiting. These are usually the ones that start off okay, but then eventually their sales would plummet.

Why? Because once their momentum has passed, they need to rely on their marketing. Now how could they generate sales leads if they don’t give a damn about their customers?

For a business that lasts, deliver to delight

What is it that you want people to think of when they hear your business brand or see it online? What type of permanent impression would you like to elicit from the industry?

Customers and clients don’t just create a perceived reputation out of the blue; they have to see or experience something before they think positively towards a business. So for you to establish that, you need to cater to their needs.

Focus your lead generation efforts based on making sure that customers get what they want. Don’t just sell products; provide information. Don’t just render services; strive for consistency and excellence. These are the things that could set your business apart from the competition.

Once your thrust is fueled by making your target audience happy, you’d notice that generating true sales leads have become easier. Start by calling everyone on your team for a meeting and figure ways that you can make your campaigns a delight for everyone.

This 2014, Master the Art of Link Building with a 5-Step Strategy

When it comes right down to it, link building works in the very essence of marketing itself; not only is link building an incredible way to acquire visibility of your website on authoritative, relevant websites, but it also adds cement in the foundation built upon the relationship that exists between businesses online.

That makes link building an essential cog in the business marketing machine, and in the coming year, you as a marketer must go back to their roots and master the of going about building great links to your website.  Consider this 5-step strategy proposed by Alison Groves of Raven Internet Marketing Tools:

Step 1: Research

What kind of websites do you want to discover?

To make sure they’re high quality, look for sites that are:

  • Highly authoritative
  • Seen as trustworthy
  • Sites you want to be associated with
  • Popular with competitors

Step 2: Outreach

Use your research to cultivate a list of high quality websites with whom to start building relationships.

  • Connect with website owners via social media
  • Organize your outreach:
  • Manage the outreach:
  • Share the load

Step 3: Organize

What do I need to know about the potential link and relationship I’m working on?

  • Date of first outreach
  • Date of follow up: You never want to be too forward or needy.
  • Type of link requested or acquired: Are you writing a guest post? Did you comment on a blog? Did the link happen organically?
  • Website domain: Yeah, you might need that one.
  • Website owner’s contact info: Can’t build a relationship if you can’t get in touch with them.
  • Conversation notes: If you’re talking to a ton of people, keeping detailed notes on the conversations you’re having will save you from a world of embarrassment later. Trust me.

Step 4: Follow up

Once you’ve done your research, performed your outreach, organized all the data, hopefully you will have heard back from some site owners and will be well on your way to building great relationships with them.

If so, make sure you are constantly maintaining your information. Every conversation you have, every step of the link building process (requesting links, to active links to even inactive links). The more information you have, the more you need to organize and maintain it.

Step 5: Report

One of the biggest struggles marketers have is proving our worth to our boss or client.

While the end game of traffic and conversions is somewhat apparent, how did we get there?

Acquiring mentions and the relationships that come along with that take time, and can be hard to quantify that time to those paying the bills.

Let Your Instincts Help In Generating Sales Leads In Singapore

Let Your Instincts Help In Generating Sales Leads In Singapore

When it comes to generating sales leads in Singapore, we are often interested in the numbers, the statistics, of your business prospects. You want to be successful in your B2B lead generation campaign, so you need the facts clear, no doubts or misgivings. However, even the smartest or the most accurate data may not be a good measure for profits. Sometimes, the best business solutions come from what your instincts are telling you. In that case, you must nurture your instincts well. Let it become a useful aid in your decision making. In any case, you should cultivate it. To do that, you might want to take note of the following tips:

  1. Heed your interests – your instincts are hard-wired to what interests you. If you feel like singing, and you really are driven to sing, this is your instincts telling you that you are on to something. Your instinct is actually passion, in another form. What you love to do will define what your instincts will tell you to do.
  2. Give your everything – every instinct, in order to be effective, requires that you fully dedicate your efforts to make things happen. Basically speaking, you have to put in a lot of work. Well, this is a good thing, come to think of it. If you want to follow what you feel is right, like some new B2B lead generation tactic, you will find a way to get it done, no matter what obstacles or challenges lay in your way.
  3. Be involved with your idea – as mentioned previously, your instincts are defined by what you love to do the most. By getting immersed in the world around of our ideas and dreams, we get to gather knowledge and plans that can help us, either now or later. What is nice about this is that others cannot say you have no idea how your plan works. You are actually living it already.
  4. Go against the rules – while this advice is definitely not for everyone, it does hold some merit for the ones that need it. Remember that the business environment changes over time, maybe even faster now. This means that whatever rules you follow today are following the trends of the past. If you want to make a difference, you have to create rules that are applicable today. For example, using social media and B2B telemarketing together to make things happen.
  5. Be ready to change – the only thing that never changes in this world is change itself. Your business ideas and plans will also change, depending on how the market sees this. What may seem to be a winning product or service may not be so interesting now. All you can do is to be ready to meet with the change. That is how you survive in today’s business environment.

As marketers in Singapore, you should also count on your instincts to tell you what to do. Sure, this might be hard to believe, but your instincts can really help you in your B2B lead generation efforts.