Posts

Building an Engaged Social Media Community to Boost Lead Generation

Building an Engaged Social Media Community to Boost Lead Generation

Some business marketers opt to buy their audience instead of growing them from the ground up. While both methods have relatively similar results in terms of numbers, the latter is more inclined towards engagement – that is, growing a community that genuinely supports your brand image not because they have to but because they want to.

It’s more rewarding to see people respond to and share your content, and in turn increasing your odds at generating high-quality leads. To achieve this, you should know where to get your “seeds” and plant them in the right places:

Start with familiar people

The good thing about today’s social media is that it gives you the functionality to search for people you know by connecting your address book or other social networking platforms. Tapping these personal and professional relationships can give you a good kick-start.

Let them know you’re “in” – use official badges

The top social networking sites, Facebook, Twitter, Google+ and LinkedIn, all have official follow buttons/badges provided for its users. Using these items lets new visitors know that you’re in the social media loop and it will enhance the chances of connection and sharing. It also gives them the convenience of logging in to your site using their social media accounts so they don’t have to fill out empty fields.

Make your business signature more “socialized”

In the olden days, signatures only bore the name, contact details, email address, job position and name of company. But this is the age of social media. Your signature should also include social media accounts (use buttons for a neater look) and while you’re at it, throw in your blog site link.

Get the team involved

Chances are your colleagues and other team members have social media profiles of their own, and they have no problem disclosing their affiliation with your company. Why not ask them to link back to your site pages or blog posts? Better yet, get them all on LinkedIn so the impact is multiplied.

Respond to your audience

The goal is to maintain presence on social media as much as possible, but you’ve got to have reason each time you appear. It could be that you’re posting a daily blog item, or you’re giving shout-outs and updates. Another good reason is when you’re responding to their queries and reactions. Each time your reply comes up, other people would see your account and link back to other posts and site pages.

Create social media-friendly content

Not all content are suitable for social media. There has to be an element of being viral, thought-provoking and visually appealing. Most people are drawn into fan pages and communities because of content, above anything else.

Customer Service? You Need That For Lead Generation

Customer Service - Still A Strong Tool For Lead Generation

As a company serving the Asian market, and probably even beyond that, it is your responsibility to know what will get potential B2B leads to come to you, to do business with you, to make your B2B lead generation campaign be more successful in the end. This may sound like a big challenge, but that is not the case at all. You see, this is all about knowing what strategy to use, what communication tools to employ, as well as good, old-fashioned, customer service. Yes, customer service. While you might think that this is an after-sales affair, this is not the case at all. If you want to convert more B2B leads into closed deals, then you have to do it right. And there are many ways to do that.

  1. Being present – when a business prospect calls you back, you should make sure that you answer that call. I mean, they actually made the effort to connect with you. You should show them your appreciation for the effort. Just imagine the lost opportunity in B2B appointment setting, if they call you and you are not there.
  2. Being focused – when you are talking to a business prospect, you need to focus your discussion with them. Whatever you discuss with them can be used to define what you need in the marketing game and enable you come up with a business solution that they will need. You cannot afford to let your mind wander at this time. You might miss something important in the discussion.
  3. Being alert – this is especially true when you are meeting prospects in person. They might have nonverbal cues or reactions to your talk that can help you determine their willingness to be with you. From there, you can plan out your next steps in convincing them to do business with you. There is a lot of things that you can learn just by actively observing.
  4. Being ready – it is all about being prepared when the prospect decides to close the deal with you. It will not do well with your business if, at the end of your discussion, you find out that you actually cannot deliver what you are offering your prospects. That would be a real embarrassment, plus, you will lose the confidence of your prospects. To tell you the truth, this is something that you should always keep in mind, no matter what other things you have to deal with.
  5. Being communicative – this can be best experienced when doing a transaction. You see, this is not just a pay-and-deliver setup. This is a two-way interaction where you have the opportunity to get a better relationship with your business prospects. If you can build that, through better communication (say, with professional telemarketing), then there is no stopping you from generating your sales leads successfully. You just have to talk with them. 

Customer service must be there right from the very start, from the moment you begin your B2B lead generation campaign, until even after your customers have left you. It is about being helpful and concerned about improving their lot.

Effective Lead Generation Tactics: Where B2B differs from B2C

Effective Lead Generation Tactics - Where B2B differs from B2C

In April 2013, research agency Ascend2 (ascend2.com) and financial firm ResearchUnderwriters (researchunderwriters.com) surveyed marketers around the world in terms of lead generation tactics. Their study made particular emphasis on the difference between Business-to-Business (B2B) and Business-to-Consumer (B2C) industries on which tactic they perceive as most effective and which are most difficult to execute.

The results are not very surprising, given the contrast of fundamentals between the B2B and B2C, but it turns out that they are actually the same in terms of choosing which the extremes: Both B2B and B2C industries consider email marketing is the most effective at 51% and 54%, respectively, while mobile marketing came out as the least effective at 1% and 2%, respectively.

The difference lies in the middling tactics, particularly in the second most effective: For B2C, paid search or online ads is at 52%, while for B2B, SEO and Content marketing are both tied for the second spot at 38%. Paid search or online ads only got 29% for B2B.

Another contrast is the use of online events such as webinars. Only 6% of B2C companies perceive it as effective, while it got 27% from the B2B side. This goes to show that regular consumers don’t really like participating in online events, and even when they do, it’s not really that effective. Meanwhile, other tactics such as direct mail or print ads and trade shows get average scores.

 

Now we put the spotlight on social media marketing. If you can notice on the first graph, only 11% of the B2B respondents think that social media marketing is effective. In this second graph, both B2C and B2B industries think it’s the most difficult tactic to execute, at 50% and 49%, respectively.

Mobile marketing, evidenced as ineffective in the first graph, seems to also be a difficult task to pull off, especially for B2C at 42%. Only 25% of B2Bs think it’s hard, but it’s still in the 4th spot. Not surprisingly, email marketing is easier for B2B (18%) compared to B2C (25%).  While SEO is easier for B2Bs (26% compared to B2C’s 29%), Content marketing is harder for them (39% compared to B2C’s 25%).

B2B lead generation is a much more complex task to undertake, considering an audience that’s generally “experts” in the field they are in. Prospects in the B2B industry are not easily swayed by cheap and shallow propaganda; hence, it is important for marketers to distinguish it from how B2C marketers generate leads. Acknowledging these differences can help give better understanding on how people‘s interest are captured.

Five Marketing Myths That Mess Up Your Lead Generation

Five Marketing Myths That Messes Up Your Lead Generation

If we look at how businesses operate here in the Southeast Asian region, especially those in the IT sector, you might say that B2B lead generation campaigns have not changed at all. Sure, the way we do it may have changed, but the need to generate more sales leads for your business remains the same. And while we are at it, we would be planning ahead with regards to our marketing campaigns, and ensuring that our work really gets us to our goals. Now, the funny part here is that we are often guided in our work by our beliefs. But what would happen if what we believe in are just myths? Would that not mess up the way we handle things? If that is the case, then we should eliminate these myths. Myths such as:

  1. It is all strategic – think of this as long-term plans meant to bring you the B2B leads you are after, but are actually nothing more than experiments on what to do and what not to do. More often than not, this will just lead you to failure. You should try avoiding that. Actually, if you really want a solution in marketing, you should take a tactical approach, more akin to reacting to what market trends and tastes dictate.
  2. Marketing is sales – while, at first glance, this makes sense, in actuality, this is also a mistaken belief. Marketing teams do not bring in the money, sales teams do that. Marketing is all about the analysis and formulation of plans, sales handles the actual implementation. If you want to truly get good results for your marketing campaign, focus on sales. Marketing will pick it up from there.
  3. Marketering is all about the selling – again, another misguided observation. To tell you the truth, marketers rarely do the selling. They are just there to create the tools and processes that enable sales to do their job right. Most of the time, they actually end up producing the wrong tools, or ones that perform sub-par. Still, it cannot be denied that they are what you need in working on winning more sales leads in your telemarketing campaigns.
  4. Brand is everything – it may sound sensible in today’s brand-conscious market, do people really worry about the brand of what they buy? Most of the time, all they care about is whether this is cheap enough and good enough to solve the need at hand. If your business can provide something like that, then you can be sure that your customers really will come. All the better for your B2B appointment setting efforts.
  5. The future can be predicted marketing – to be honest, no one knows what the future will bring, and even if marketing can have a more accurate picture, it is still pretty much an unknown factor. The best you can do is to prepare for any eventuality, and deal with it quickly.

If you can get rid of these erroneous thoughts, then the better your B2B lead generation campaign will be.

The Five Keys To Attracting Customers During Appointment Setting

 

You know that getting sales leads is very important. That is why we spend a lot of effort attracting prospects to our business. This is the whole purpose of our B2B lead generation campaigns. If your business is in network management solutions here in the Asian region, then this task becomes even more important. There are just so many of you in the business that standing out can be so difficult. Still, even if it is difficult, you can generate B2B leads. The secret here lies in identifying the key factors in attracting customers. If you know these, then you can make your marketing campaign more successful. So, what are these factors you should know?

  1. Personable – when you talk to a business prospect, remember that they are looking for someone who they can talk with properly. They want to speak with real people, people who understands what they are going through, and are more than ready to fix things up. This will make them even more receptive to your business plans.
  2. Usability – when you provide them a product sample, make sure that you are giving them something that is easy for them to use. Usability also plays a crucial role in getting business prospect increase their interest in you. I mean, if they can use it, then they are most likely to buy it, right? So better work on your business, then.
  3. Accessibility – customer service is always involved in the B2B appointment setting game. This means you also have to accessible to your prospects when they want to have a work with you. It would be a big plus for them if you can provide customer service that is easy for them to access. Who would want to have a hard time contacting your business, in case any issue comes up?
  4. Supportive – it is one thing to provide a solution, it is also another thing to provide a solution and walk with them in the process all the way. Now that is the difference between excellent customer service and a mediocre one. For the sake of the success of your lead generation campaign, especially if this involves telemarketing then you will need to up the ante in the marketing department.
  5. Clarity – in the case where you are giving your prospects a website or some reading material, it pays to make sure that you are offering only the clearest copies of the topics. You would want them to be able to get your message, and you can only do that by ensuring that everything contained there are accurate and clear enough.

If you have noticed, these factors that have been mentioned to you are actually the very factors that are dependent on your skill as a marketer. Now that you know what these factors are, you can now plan on how to properly utilize these ideas. Yes, these are simple, but if you put them all into effect, then you will see a bigger success in your lead generation campaign.

Want More Quality Singapore Business Leads? You Only Need These Two Things

Want More Quality Singapore Business Leads - You Only Need These Two Things

Proper lead generation is what keeps a business alive, but it’s not the only thing that’s vital to your company’s success. To have a better chance of acquiring and converting your Singapore business leads, then you have to make sure that you have the right appointment setting team in addition to an amazing lead generation campaign. With both, you can always expect high quality Singapore business leads for your company.

A great lead generation strategy

Choosing which marketing strategy to use for lead generation should of course be your first concern. Your lead generation method must resonate well with your target market. Focus the larger percentage of your marketing efforts on the method where you have always had the best results in terms of getting qualified business leads. However, don’t forego other marketing methods as well because these can still serve as backup marketing, and anything that helps you market your business to the public has a good chance of helping you get leads.

A reliable appointment setting campaign

The next method is getting your business prospects to meet with your sales representatives, whether it’s in person or online. Doing business in any B2B market is tricky because you’re not just dealing with a single person, and you have to get your pitch heard by the right people if you want any purchasing decision to be made on your offer. With just emails, there is no assurance that your intended decision-maker will be the one to read your mail, and this is where the appointment setters come in. Professional appointment setters will help you get the appointments you need with the managers, supervisors, or executive officers who have the final say on how their company budget will be spent.

Furthermore, experienced appointment setters will make sure all your business appointments are always kept. Should your Singapore business leads need to postpone or reschedule your meeting, the appointment setting specialist will immediately find the next best time to schedule the appointment for you so that you never lose a sales opportunity with your leads.

Getting business to business appointment setting specialists to help with your lead generation will help give your business much better results, and a great lead generation and appointment setting campaign need not be expensive or frustrating. You can easily outsource both to a reliable BPO company for a reasonable price and still get your desired benefits, so don’t be afraid to look up BPO’s that offer this service.

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s-done

There are reasons why people never forget songs from the past. First of all, they were written back when songwriters really wrote from the heart, when they used faithful words and metaphors of how they felt at that time. It is also because old songs are universal – although they may tell particular love stories, they may also be applied to almost anything in life.

Say, Outbound Telemarketing and Lead Generation?

Like a typical cycle of human emotions, Outbound Telemarketing and Lead Generation also follow a path where every action matters and could either be helpful or detrimental to the goal. It’s easy to understand how the Telemarketing process works by relating them to timeless songs:

Hello (Lionel Richie, 1984)

  • Of course, everything starts with a greeting. This initial contact is one of the most crucial parts of a Telemarketing call. If not done right, a professional telemarketer may not even get to proceed to anything at all.

Getting to Know Each Other (Gerard Kenny, 1980) –

  • Also a make or break stage, this is when the telemarketer tells something about his company and at the same time asks the prospect about certain details relevant to Lead Generation. Although it is not the actual sales pitch yet, asking the wrong questions or introducing impertinent points may ruin the conversation.

Words (Bee Gees, 1977) –

  • Words are all telemarketers have to take a prospect’s heart away. This is it – this is where the real stuff happens. The telemarketer discusses specific information on the goods or services or potential contract details. As expected, the telemarketer would also have to answer the prospect’s curious questions and clarifications.

It Might Be You (Stephen Bishop, 1983) –

  • Depending on the outcome of the product discussion, the prospect may now realize the benefits and likelihood of the proposal. He may give hints that he is interested and may be now ready to take things a step further.

I’d Really Love to See You Tonight (England Dan & John Ford Coley, 1976) –

  • Well, not tonight, but definitely in the future. This is when Appointment Setting is done, usually an in-person meeting with a Sales Executive or a phone call during the prospect’s preferred schedule.

The Search is Over (Survivor, 1985) –

  • The prospect’s meeting with the Sales Executive may seal the deal, and the Telemarketer’s mission is completed, unless otherwise if the deal was not made.

Don’t Throw it All Away (Bee Gees, 1978) –

  • If the prospect declined a business partnership, it’s still considered a lead, but one that has to be recycled and followed-up in the future. It goes back to the Telemarketers work list and may not be touched in the near future until a new need has developed.

Somewhere Down the Road (Barry Manilow, 1981) –

  • A sales call may not always turn out productive, but the good thing about it is that in this industry, “no” is not absolute. As long as Outbound Telemarketing services providers keep records of target information, there will always be opportunities and needs somewhere down the road, and when that time comes, the mission is reborn.

The Three People You Need In Sales Leads Marketing

As a business owner, you certainly want to make a presence in all aspects of your operations. You have the energy and the determination to make your marketing and lead generation processes succeed. Still, there will come the time that you lose steam, feel sluggish, or simply run out of ideas to propel your firm forward. When this happens, it can pose a serious stumbling block in the continued success of your company in generating qualified sales leads. But it does not have to be a serious handicap. If you have done your homework right, then you would know that your business will need at least three people to keep things going even when you are no longer around. And these are:

#1 The Visionary

This is a person who can visualize the direction of the company 5-10 years from now. Well, they may not be able to foresee what to do the next day, but you do need someone with long-term plans.

#2 The Strategist

A visionary sees where your business can go, but it takes a strategist to plan that path out. This is also the person responsible for communicating the vision to those below the business ladder.

#3 The Tactician

Basically, this person stands in the frontlines, putting the strategist’s plans into effect. If the plan does not pan out right, then it is the tactician’s job to make the necessary deviations to reach the desired goal. They can use various marketing tools like social media or even telemarketing, ensuring the success of their campaign.

 

The success of your business and its appointment setting processes depends largely on these three people. If make the right hires, then generating B2B leads will not be that hard anymore. Of course, it helps if you can alternate between yourself and them, just to make sure everything is on the right track.

 

 

Sign up for The Savvy Marketer

and get more Singapore B2B Marketing Tips & Strategies

 Dial +65 3159.1112

 

 

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

Event Marketing in Singapore: Trends to Expect by 2020
The Little Red Dot With A Big Mark In The Global Market
The Greatest Challenges Facing B2B Sales in Singapore (Featured Image)

Building an Engaged Social Media Community to Boost Lead Generation

Building an Engaged Social Media Community to Boost Lead Generation

Some business marketers opt to buy their audience instead of growing them from the ground up. While both methods have relatively similar results in terms of numbers, the latter is more inclined towards engagement – that is, growing a community that genuinely supports your brand image not because they have to but because they want to.

It’s more rewarding to see people respond to and share your content, and in turn increasing your odds at generating high-quality leads. To achieve this, you should know where to get your “seeds” and plant them in the right places:

Start with familiar people

The good thing about today’s social media is that it gives you the functionality to search for people you know by connecting your address book or other social networking platforms. Tapping these personal and professional relationships can give you a good kick-start.

Let them know you’re “in” – use official badges

The top social networking sites, Facebook, Twitter, Google+ and LinkedIn, all have official follow buttons/badges provided for its users. Using these items lets new visitors know that you’re in the social media loop and it will enhance the chances of connection and sharing. It also gives them the convenience of logging in to your site using their social media accounts so they don’t have to fill out empty fields.

Make your business signature more “socialized”

In the olden days, signatures only bore the name, contact details, email address, job position and name of company. But this is the age of social media. Your signature should also include social media accounts (use buttons for a neater look) and while you’re at it, throw in your blog site link.

Get the team involved

Chances are your colleagues and other team members have social media profiles of their own, and they have no problem disclosing their affiliation with your company. Why not ask them to link back to your site pages or blog posts? Better yet, get them all on LinkedIn so the impact is multiplied.

Respond to your audience

The goal is to maintain presence on social media as much as possible, but you’ve got to have reason each time you appear. It could be that you’re posting a daily blog item, or you’re giving shout-outs and updates. Another good reason is when you’re responding to their queries and reactions. Each time your reply comes up, other people would see your account and link back to other posts and site pages.

Create social media-friendly content

Not all content are suitable for social media. There has to be an element of being viral, thought-provoking and visually appealing. Most people are drawn into fan pages and communities because of content, above anything else.

Customer Service? You Need That For Lead Generation

Customer Service - Still A Strong Tool For Lead Generation

As a company serving the Asian market, and probably even beyond that, it is your responsibility to know what will get potential B2B leads to come to you, to do business with you, to make your B2B lead generation campaign be more successful in the end. This may sound like a big challenge, but that is not the case at all. You see, this is all about knowing what strategy to use, what communication tools to employ, as well as good, old-fashioned, customer service. Yes, customer service. While you might think that this is an after-sales affair, this is not the case at all. If you want to convert more B2B leads into closed deals, then you have to do it right. And there are many ways to do that.

  1. Being present – when a business prospect calls you back, you should make sure that you answer that call. I mean, they actually made the effort to connect with you. You should show them your appreciation for the effort. Just imagine the lost opportunity in B2B appointment setting, if they call you and you are not there.
  2. Being focused – when you are talking to a business prospect, you need to focus your discussion with them. Whatever you discuss with them can be used to define what you need in the marketing game and enable you come up with a business solution that they will need. You cannot afford to let your mind wander at this time. You might miss something important in the discussion.
  3. Being alert – this is especially true when you are meeting prospects in person. They might have nonverbal cues or reactions to your talk that can help you determine their willingness to be with you. From there, you can plan out your next steps in convincing them to do business with you. There is a lot of things that you can learn just by actively observing.
  4. Being ready – it is all about being prepared when the prospect decides to close the deal with you. It will not do well with your business if, at the end of your discussion, you find out that you actually cannot deliver what you are offering your prospects. That would be a real embarrassment, plus, you will lose the confidence of your prospects. To tell you the truth, this is something that you should always keep in mind, no matter what other things you have to deal with.
  5. Being communicative – this can be best experienced when doing a transaction. You see, this is not just a pay-and-deliver setup. This is a two-way interaction where you have the opportunity to get a better relationship with your business prospects. If you can build that, through better communication (say, with professional telemarketing), then there is no stopping you from generating your sales leads successfully. You just have to talk with them. 

Customer service must be there right from the very start, from the moment you begin your B2B lead generation campaign, until even after your customers have left you. It is about being helpful and concerned about improving their lot.

Effective Lead Generation Tactics: Where B2B differs from B2C

Effective Lead Generation Tactics - Where B2B differs from B2C

In April 2013, research agency Ascend2 (ascend2.com) and financial firm ResearchUnderwriters (researchunderwriters.com) surveyed marketers around the world in terms of lead generation tactics. Their study made particular emphasis on the difference between Business-to-Business (B2B) and Business-to-Consumer (B2C) industries on which tactic they perceive as most effective and which are most difficult to execute.

The results are not very surprising, given the contrast of fundamentals between the B2B and B2C, but it turns out that they are actually the same in terms of choosing which the extremes: Both B2B and B2C industries consider email marketing is the most effective at 51% and 54%, respectively, while mobile marketing came out as the least effective at 1% and 2%, respectively.

The difference lies in the middling tactics, particularly in the second most effective: For B2C, paid search or online ads is at 52%, while for B2B, SEO and Content marketing are both tied for the second spot at 38%. Paid search or online ads only got 29% for B2B.

Another contrast is the use of online events such as webinars. Only 6% of B2C companies perceive it as effective, while it got 27% from the B2B side. This goes to show that regular consumers don’t really like participating in online events, and even when they do, it’s not really that effective. Meanwhile, other tactics such as direct mail or print ads and trade shows get average scores.

 

Now we put the spotlight on social media marketing. If you can notice on the first graph, only 11% of the B2B respondents think that social media marketing is effective. In this second graph, both B2C and B2B industries think it’s the most difficult tactic to execute, at 50% and 49%, respectively.

Mobile marketing, evidenced as ineffective in the first graph, seems to also be a difficult task to pull off, especially for B2C at 42%. Only 25% of B2Bs think it’s hard, but it’s still in the 4th spot. Not surprisingly, email marketing is easier for B2B (18%) compared to B2C (25%).  While SEO is easier for B2Bs (26% compared to B2C’s 29%), Content marketing is harder for them (39% compared to B2C’s 25%).

B2B lead generation is a much more complex task to undertake, considering an audience that’s generally “experts” in the field they are in. Prospects in the B2B industry are not easily swayed by cheap and shallow propaganda; hence, it is important for marketers to distinguish it from how B2C marketers generate leads. Acknowledging these differences can help give better understanding on how people‘s interest are captured.

Five Marketing Myths That Mess Up Your Lead Generation

Five Marketing Myths That Messes Up Your Lead Generation

If we look at how businesses operate here in the Southeast Asian region, especially those in the IT sector, you might say that B2B lead generation campaigns have not changed at all. Sure, the way we do it may have changed, but the need to generate more sales leads for your business remains the same. And while we are at it, we would be planning ahead with regards to our marketing campaigns, and ensuring that our work really gets us to our goals. Now, the funny part here is that we are often guided in our work by our beliefs. But what would happen if what we believe in are just myths? Would that not mess up the way we handle things? If that is the case, then we should eliminate these myths. Myths such as:

  1. It is all strategic – think of this as long-term plans meant to bring you the B2B leads you are after, but are actually nothing more than experiments on what to do and what not to do. More often than not, this will just lead you to failure. You should try avoiding that. Actually, if you really want a solution in marketing, you should take a tactical approach, more akin to reacting to what market trends and tastes dictate.
  2. Marketing is sales – while, at first glance, this makes sense, in actuality, this is also a mistaken belief. Marketing teams do not bring in the money, sales teams do that. Marketing is all about the analysis and formulation of plans, sales handles the actual implementation. If you want to truly get good results for your marketing campaign, focus on sales. Marketing will pick it up from there.
  3. Marketering is all about the selling – again, another misguided observation. To tell you the truth, marketers rarely do the selling. They are just there to create the tools and processes that enable sales to do their job right. Most of the time, they actually end up producing the wrong tools, or ones that perform sub-par. Still, it cannot be denied that they are what you need in working on winning more sales leads in your telemarketing campaigns.
  4. Brand is everything – it may sound sensible in today’s brand-conscious market, do people really worry about the brand of what they buy? Most of the time, all they care about is whether this is cheap enough and good enough to solve the need at hand. If your business can provide something like that, then you can be sure that your customers really will come. All the better for your B2B appointment setting efforts.
  5. The future can be predicted marketing – to be honest, no one knows what the future will bring, and even if marketing can have a more accurate picture, it is still pretty much an unknown factor. The best you can do is to prepare for any eventuality, and deal with it quickly.

If you can get rid of these erroneous thoughts, then the better your B2B lead generation campaign will be.

The Five Keys To Attracting Customers During Appointment Setting

 

You know that getting sales leads is very important. That is why we spend a lot of effort attracting prospects to our business. This is the whole purpose of our B2B lead generation campaigns. If your business is in network management solutions here in the Asian region, then this task becomes even more important. There are just so many of you in the business that standing out can be so difficult. Still, even if it is difficult, you can generate B2B leads. The secret here lies in identifying the key factors in attracting customers. If you know these, then you can make your marketing campaign more successful. So, what are these factors you should know?

  1. Personable – when you talk to a business prospect, remember that they are looking for someone who they can talk with properly. They want to speak with real people, people who understands what they are going through, and are more than ready to fix things up. This will make them even more receptive to your business plans.
  2. Usability – when you provide them a product sample, make sure that you are giving them something that is easy for them to use. Usability also plays a crucial role in getting business prospect increase their interest in you. I mean, if they can use it, then they are most likely to buy it, right? So better work on your business, then.
  3. Accessibility – customer service is always involved in the B2B appointment setting game. This means you also have to accessible to your prospects when they want to have a work with you. It would be a big plus for them if you can provide customer service that is easy for them to access. Who would want to have a hard time contacting your business, in case any issue comes up?
  4. Supportive – it is one thing to provide a solution, it is also another thing to provide a solution and walk with them in the process all the way. Now that is the difference between excellent customer service and a mediocre one. For the sake of the success of your lead generation campaign, especially if this involves telemarketing then you will need to up the ante in the marketing department.
  5. Clarity – in the case where you are giving your prospects a website or some reading material, it pays to make sure that you are offering only the clearest copies of the topics. You would want them to be able to get your message, and you can only do that by ensuring that everything contained there are accurate and clear enough.

If you have noticed, these factors that have been mentioned to you are actually the very factors that are dependent on your skill as a marketer. Now that you know what these factors are, you can now plan on how to properly utilize these ideas. Yes, these are simple, but if you put them all into effect, then you will see a bigger success in your lead generation campaign.

Want More Quality Singapore Business Leads? You Only Need These Two Things

Want More Quality Singapore Business Leads - You Only Need These Two Things

Proper lead generation is what keeps a business alive, but it’s not the only thing that’s vital to your company’s success. To have a better chance of acquiring and converting your Singapore business leads, then you have to make sure that you have the right appointment setting team in addition to an amazing lead generation campaign. With both, you can always expect high quality Singapore business leads for your company.

A great lead generation strategy

Choosing which marketing strategy to use for lead generation should of course be your first concern. Your lead generation method must resonate well with your target market. Focus the larger percentage of your marketing efforts on the method where you have always had the best results in terms of getting qualified business leads. However, don’t forego other marketing methods as well because these can still serve as backup marketing, and anything that helps you market your business to the public has a good chance of helping you get leads.

A reliable appointment setting campaign

The next method is getting your business prospects to meet with your sales representatives, whether it’s in person or online. Doing business in any B2B market is tricky because you’re not just dealing with a single person, and you have to get your pitch heard by the right people if you want any purchasing decision to be made on your offer. With just emails, there is no assurance that your intended decision-maker will be the one to read your mail, and this is where the appointment setters come in. Professional appointment setters will help you get the appointments you need with the managers, supervisors, or executive officers who have the final say on how their company budget will be spent.

Furthermore, experienced appointment setters will make sure all your business appointments are always kept. Should your Singapore business leads need to postpone or reschedule your meeting, the appointment setting specialist will immediately find the next best time to schedule the appointment for you so that you never lose a sales opportunity with your leads.

Getting business to business appointment setting specialists to help with your lead generation will help give your business much better results, and a great lead generation and appointment setting campaign need not be expensive or frustrating. You can easily outsource both to a reliable BPO company for a reasonable price and still get your desired benefits, so don’t be afraid to look up BPO’s that offer this service.

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s

A Reflection of Outbound Telemarketing through Classic Love Songs of the 70’s and 80’s-done

There are reasons why people never forget songs from the past. First of all, they were written back when songwriters really wrote from the heart, when they used faithful words and metaphors of how they felt at that time. It is also because old songs are universal – although they may tell particular love stories, they may also be applied to almost anything in life.

Say, Outbound Telemarketing and Lead Generation?

Like a typical cycle of human emotions, Outbound Telemarketing and Lead Generation also follow a path where every action matters and could either be helpful or detrimental to the goal. It’s easy to understand how the Telemarketing process works by relating them to timeless songs:

Hello (Lionel Richie, 1984)

  • Of course, everything starts with a greeting. This initial contact is one of the most crucial parts of a Telemarketing call. If not done right, a professional telemarketer may not even get to proceed to anything at all.

Getting to Know Each Other (Gerard Kenny, 1980) –

  • Also a make or break stage, this is when the telemarketer tells something about his company and at the same time asks the prospect about certain details relevant to Lead Generation. Although it is not the actual sales pitch yet, asking the wrong questions or introducing impertinent points may ruin the conversation.

Words (Bee Gees, 1977) –

  • Words are all telemarketers have to take a prospect’s heart away. This is it – this is where the real stuff happens. The telemarketer discusses specific information on the goods or services or potential contract details. As expected, the telemarketer would also have to answer the prospect’s curious questions and clarifications.

It Might Be You (Stephen Bishop, 1983) –

  • Depending on the outcome of the product discussion, the prospect may now realize the benefits and likelihood of the proposal. He may give hints that he is interested and may be now ready to take things a step further.

I’d Really Love to See You Tonight (England Dan & John Ford Coley, 1976) –

  • Well, not tonight, but definitely in the future. This is when Appointment Setting is done, usually an in-person meeting with a Sales Executive or a phone call during the prospect’s preferred schedule.

The Search is Over (Survivor, 1985) –

  • The prospect’s meeting with the Sales Executive may seal the deal, and the Telemarketer’s mission is completed, unless otherwise if the deal was not made.

Don’t Throw it All Away (Bee Gees, 1978) –

  • If the prospect declined a business partnership, it’s still considered a lead, but one that has to be recycled and followed-up in the future. It goes back to the Telemarketers work list and may not be touched in the near future until a new need has developed.

Somewhere Down the Road (Barry Manilow, 1981) –

  • A sales call may not always turn out productive, but the good thing about it is that in this industry, “no” is not absolute. As long as Outbound Telemarketing services providers keep records of target information, there will always be opportunities and needs somewhere down the road, and when that time comes, the mission is reborn.

The Three People You Need In Sales Leads Marketing

As a business owner, you certainly want to make a presence in all aspects of your operations. You have the energy and the determination to make your marketing and lead generation processes succeed. Still, there will come the time that you lose steam, feel sluggish, or simply run out of ideas to propel your firm forward. When this happens, it can pose a serious stumbling block in the continued success of your company in generating qualified sales leads. But it does not have to be a serious handicap. If you have done your homework right, then you would know that your business will need at least three people to keep things going even when you are no longer around. And these are:

#1 The Visionary

This is a person who can visualize the direction of the company 5-10 years from now. Well, they may not be able to foresee what to do the next day, but you do need someone with long-term plans.

#2 The Strategist

A visionary sees where your business can go, but it takes a strategist to plan that path out. This is also the person responsible for communicating the vision to those below the business ladder.

#3 The Tactician

Basically, this person stands in the frontlines, putting the strategist’s plans into effect. If the plan does not pan out right, then it is the tactician’s job to make the necessary deviations to reach the desired goal. They can use various marketing tools like social media or even telemarketing, ensuring the success of their campaign.

 

The success of your business and its appointment setting processes depends largely on these three people. If make the right hires, then generating B2B leads will not be that hard anymore. Of course, it helps if you can alternate between yourself and them, just to make sure everything is on the right track.

 

 

Sign up for The Savvy Marketer

and get more Singapore B2B Marketing Tips & Strategies

 Dial +65 3159.1112

 

 

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

Event Marketing in Singapore: Trends to Expect by 2020
The Little Red Dot With A Big Mark In The Global Market
The Greatest Challenges Facing B2B Sales in Singapore (Featured Image)

Why Should Your Lead Generation Campaign Invest In LinkedIn?

Why Should Your Lead Generation Campaign Invest In LinkedIn

As a marketer, you would want to use all tools available in getting in touch with business prospects. After all, this is an activity that requires a multi-touch approach in tapping your target market. Think of it as a matter of necessity. Business lead generation is not like the old days, where you can easily reach potential B2B leads through the phone or a simple visit to their shop when you have the time. These days, you have to work through different channels to get in touch with them. It could either be through telemarketing, email, social media, among other things. So, where does LinkedIn enter the picture?

LinkedIn is, for a lack of a better phrase, a social network geared towards professionals. This is a place where people of similar interests (around the globe) to connect, discuss their professions, and identify better opportunities for business. They can also create groups or publish articles that can be read by various people from any part of the world. These are just some of the benefits that professionals get when they sign up in LinkedIn. And this is also the reason why marketers conducting appointment setting campaigns are so interested in using this network. It is a virtual treasure trove of information that can help you find more business prospects.

Still, you might wonder if using LinkedIn as another business network would be worth your time and effort. That is a warranted question, since this is a relatively new form of social media network. It is a valid observation, but the achievements that LinkedIn has achieved in connecting professionals with each other. It is also a reliable source of information for many marketers who are planning their next campaign in generating and nurturing of potential sales leads. The professional data of professionals (most who are executives or sales managers in various firms) can be used by marketers in their promotions.

Let us look at the facts:

77 percent of business researchers use LinkedIn for their work. 83 percent of online marketers tap the network. As for reliability, 87 percent of LinkedIn users trust the information stored there for products and services they are interested in. And these are just a few of the reasons why LinkedIn has a lot of market power. In terms of effectiveness, this could be the next best source of market information, after Facebook. It is not that hard to obtain the information you need. If you already have an account, you only need to log-in, search for a professional group of your interest, and view the profiles of those found there. It is that easy.

The only challenge here, in this regard, would be the people tasked in handling your company’s LinkedIn profile. We all know how bad things can go when you put ill-experienced or incompetent people on the helm of our online efforts. The last thing you would want your telemarketing team to answer during a lead generation call is how much of a liar our online promoter is. And LinkedIn is the one place that you cannot afford to make a mistake. It has your professional presence there. Make it count.

Improve Your Appointment Setting Call Handling

 

 

In any appointment setting campaign, calling B2B leads prospects on the phone is a normal activity. After all, identifying business leads and nurturing them for future conversion is not something you can do simply online. Either you talk directly to your prospects or, if not possible, use direct communication tools for it, like telemarketing, as an example. But since we are talking about calling prospects, we need to be good in handling it. So, how will you go about it, then?

First, you should plan your campaign carefully. All lead generation campaigns that fail lack the proper planning in their processes. If you want to be effective in attracting the attention of prospects, you need to prioritize learning what makes them tick. And that requires lots of planning.

Second, build rapport. Banter with them, if you know them already. If not, show them the necessary courtesy and go straight to the point.

Third, inform them of your call. Either by email or another business call, you need to tell them beforehand why you are calling in the first place.

Fourth, ask good questions. You need to know what exactly your prospects are looking for in the first place. Asking them good questions will give you clues about what you can actually offer them.

Lastly, do not waste their time. Time is precious, and you as a marketer should understand that. It is the same thing with your prospects. As a rule, the less time you need to spend in order to tell them your purpose, the better.

ese are just some tips that you can follow in order to be more effective in handling calls for sales leads. Will there be anything else you can add?

 

Facebook Hashtags: How Will It Help Lead Generation?

Facebook Hashtags - How Will It Help Lead Generation

With social networking giant Facebook introducing the hashtag feature on its pages, social media marketers have been given another tool in their lead generation and appointment setting efforts. With the hashtag function, Facebook users can now consolidate all information available regarding the tagged topic. This could be very useful for businesses seeking more customers from the social network. Being able to monitor trends and discover content has always been Facebook’s major weakness, a frustrating situation for marketers in search of new sales leads.

Similar in function to the hashtags you see on Twitter, Pinterest, Instagram, and Tumblr, Facebook’s hashtag feature can now add more contexts to their post, or link their post to a larger discussion already happening in the social media site. By clicking on the hashtag, users will be bought to a feed displaying what others are saying about that particular event or topic. Companies can take advantage of this by adding hashtags to their relevant posts. If their post is attractive enough, it will entice visitors to view their company page as well, leave their contact info, and leave the rest to the telemarketing team.

This is an important innovation in terms of mining for B2B leads.

There are plenty of marketing and lead generation opportunities that your business can explore with Facebook’s new feature. Yes, it is still in the testing stages (with only a few users given permission to use this feature for now), but you can expect this to roll out in the near future.

Keep Happy Sales Leads In Three Ways

Keep Happy Sales Leads In Three Ways

Be it customers or suppliers, you are always in need of new B2B leads. How else would you be able to handle the competition in today’s market? This is a challenge that a lot of marketers are concerned about whenever they conduct a lead generation campaign. It can be even trickier if you have to deal with both the supplier and buyer ends of your business. So, how do you manage it? How can you ease up the pressure on your appointment setting team, letting them focus more on winning more prospects?

It can all be summed under one word: happiness.

To put it simply: you have to make buyers and suppliers happy. And this is how you do it:

    1. Your suppliers can be partners – when you value the relationship with your suppliers, it becomes easier for you to negotiate with them. They will feel vested in your success, since a successful business would mean a repeat customer for them.

 

    1. Follow industry standards – no matter how much you want to reach your sales leads bottom line, you have to make sure that you are following the standards of your industry. This will not only ensure consistent quality, even your customer service will be better.

 

  1. Empower your team – giving your telemarketing team the freedom to deal with prospects as they see fit will help you gain better results. As long as they follow your general guidelines, you will be fine.

Take note of these pointers, and you will achieve a happier and more successful lead generation process.