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Make A Good First Impression With Sales Leads In Singapore

Make A Good First Impression With Sales Leads In Singapore_DONE

That is the challenge that a lot of marketers in Singapore are facing these days – how to make a good first impression. Whether this is done through telemarketing calls or a face-to-face conversation, making the prospect think positively of you can make a whole lot of difference in terms of sales leads generated from your lead generation campaign. One wrong move, and your entire campaign can suffer a huge setback. But there are ways to handle that. Some are simple, some are hard, but the most basic ones are what you will find below:

 

  1. Be professional – remember, you are not calling high school friends or anything like that, you are calling business prospects. You need to give out a professional aura. That is one thing that prospects respect, and one that will help facilitate your work of turning them into qualified sales leads. Learn also to adjust your pacing depending on your listeners.
  2. Be authoritative – credibility is very important in this kind of work. A lot of appointment setting campaigns fail because they could not create a credible enough persona. You have to be an authority. And to do that, you have to study about your market well, know more about it.
  3. Be human – yes, the one thing that a lot of marketers still fail to perform. By being human, you give your company a voice, a personality, someone that prospects can relate to. No one wants to talk with robots. So put some humanity in your work.

 

Do these, and you will be sure to make a good impression with lead generation prospects in Singapore.

 

Improve Sales Through Lead Generation

Your office phone isn’t ringing as much as it used to, but that doesn’t mean that your company needs to start closing its doors. You (or your salespeople) just need to get back to prospecting and lead generation.

Getting your business and services out there to the public is more important now than ever. Thanks to the recession, people are more careful about where and when they spend their money. Waiting for your target customers to turn themselves into leads is a noble effort, but it’s largely a waste of your time.  It’s your job to let them know what you offer, because they’ll never know otherwise if they need it or not.

By prospecting for potential sales leads yourself, you have a better control of the pace of your sales process. It’s not the most enjoyable part of being in business, but it’s definitely the most crucial. There are plenty of methods you can use to help with your prospecting. You could start sending more emails, if you haven’t already. Look into joining trade shows, and even television advertising if you can afford it. If you feel like doing it the cheap and old-fashioned way, you can always grab the nearest phone book or search on Google. You can even hire professional telemarketers to do the cold-calling for you, or you might opt to go straight to a reliable telemarketing company for your telemarketing needs. All these methods have their advantages and disadvantages, but the important thing is you get your products and services noticed by the right people.

How Can Telemarketing Help Social Media Marketing?

The marketing landscape is constantly changing. What may seem to be a sure-fire marketing tactic may not be an appropriate method today. And the lead generation tools we scoff at in the past may be the latest aid we need for the modern market. Such is the case with social media. Nowadays, companies and marketers are touting this mediums ability to generate sales leads, as well as engage customers in meaningful conversations. But is that enough? Will social media be the answer all marketers are looking for? Can it replace the other marketing tools that are currently used today? Or will it be a marketing fad that will fade in time? There are just too many questions that has to be answered.

 

We must first understand what social media is all about. Social media is a marketing strategy that uses social media networks like Twitter, Facebook, Pinterest, etc. The aim here is to increase the online presence of the company, encouraging more customer engagement and conversation. While this is very effective in increasing the awareness of the market, it is just that – increasing market awareness. Social media, for all the things it can do and achieve, is still not that effective in generating qualified B2B leads. Remember the Pepsi Refresh campaign? It is a major advertising campaign used by the company to hype up its social responsibility and presence to the market., and look at what it got the company into. From being second to Coke, Pepsi slid down to the third spot. What made it more painful was the new second place: Diet Coke. Considering the millions spent on this social marketing campaign, you can tell that this was a real sales disaster. This is certainly something that you do not wish to happen.

 

In order for social media marketing to effectively generate more sales leads, you need another marketing tool to assist. It can come in many forms, but it seems like the best methods are the most disruptive in nature. In other words, these are marketing methods that actively and aggressively get in touch with prospects and help you with the task. Among the most preferred methods employed would be telemarketing. Yes, you would probably be complaining that this is an old (if not a negative) means of engaging prospects to buy or sign up to our offer. But in terms of effectiveness, when paired with social media marketing, you will see better results in terms of appointment setting success.

 

What does it tell you about social media and lead generation? For one, it tells you that social media, as a marketing tactic, cannot bring sales leads on its own. You can spend a lot of money in your social media campaign, but just like the case with Pepsi, it might not be a bright idea. In order for it to be effective, you need to combine it with other marketing tools, like professional telemarketing services. Whether done in-house or through outsourcing, it will give you the right results.

 

A Lesson From Warren Buffett For Telemarketing In Singapore

Lead generation is serious business in Singapore. After all, how are you supposed to continue selling if you do not have any customers, right? For this to be successful, you need to hire the right people for the job of generating B2B leads. While there are a lot of qualities that you need to look for, perhaps the words of billionaire Warren Buffett can help you:

“Somebody once said that in looking for people to hire, you look for three qualities: integrity, intelligence, and energy. And if they don’t have the first, the other two will kill you.” – Warren Buffet

Yes, integrity means a lot. This is the a mental and moral compass that ensures quality product and services. without it, all your efforts will not be worth it. You may have the intelligence, but if you cannot prove to your business prospects that you are reliable, then you are nowhere near generating sales leads. You may have energy, but if all you do is something apart from appointment setting, then you succeed in nothing at all. You have to build the trust of your business prospects.

Buffett understood the value of integrity. As an investments expert, he knows the abject fear of people that they will lose their money in businesses they invest in. By showing them integrity, he earned their trust, kept their money safe (not to mention growing it), and made his company the powerhouse investment firm it is today. This can be done in your telemarketing campaign in Singapore as well.

Make Your Lead Generation Campaign Flu-Free

This is the time of the year that would most certainly bring worries for many business owners (correction, worries for everyone). It is inevitable, and everyone is needed to handle it – the flu season. And this can have a negative impact on your lead generation campaign. If the situation becomes worst (where key appointment setting personnel becomes absent due to sickness), then you really will have a hard time to generate the needed sales leads in your campaign. You will need a contingency plan in place. Considering the various methods that you need can employ, which ones are the most important? You will find these below:

  1. Plan specific employee roles – to prepare your company during the flu season, you need to come up with a plan that includes the specific roles of each employee. Study your critical operations (like those in telemarketing), find out the people necessary in those parts, and discuss with them what plans to make in the event some calls in sick.
  2. Conduct a flu awareness campaign – nothing beats an aggressive information drive. Not that your employees are anywhere dense in head, but a little reminder about sneezing and cough etiquette can go a long way in preventing the spread of flu in your workplace. This is also a good time to inform everyone about medical services and, if available, flu vaccination to prevent flu infection.
  3. Invest in more technology – the nice thing about technology in the work place is how it can contribute to overall B2B leads productivity of everyone (without the requisite close physical contact with each other). If this is possible in your office, have your employees work from their homes. Working remotely from their homes is also a contingency plan that extends beyond that of the flu season. It can provide you and your people added flexibility on how they go about their work. Just make sure that you have the equipment for this arrangement.
  4. Test your systems – this is related to point number three. You need to ensure that the communication and work tools installed in your employees’ homes are in good working condition. Conduct a test run of your system and see if there are any bugs that you need to take care of. Try picking a date, and then send at least a quarter of your employees home to use the system. See if they connect with your production floor.

Of course, this arrangement will work perfectly for companies that does not handle that much sensitive data. This is a different story if you handle data processing and retrieval tasks. In cases like these, you really have to keep your personnel reporting to the office. Still, as long as you keep everything clean (and remind your people to wash their hands after using the washroom), then you can still prevent the spread of the flu. It may border on the obsessive, but a little cautiousness can be a great help in maintaining the health of your company. In this way, your lead generation campaign can be flu-free.

 

Telemarketing Troubles? This Is How You Solve It

 

Yes, there will be times (it will not be surprising how often it might be) that you get a bad day when generating sales leads. You  may get a lot of rejections, curses, fails, losses, in a single day. But that is all right. Everyone gets that once in a while. And it can have a negative impact on your lead generation productivity. Now that is something no one would want to get in the long run. You will need to solve that, and to solve that fast. So here is how you do it:

 

  1. For bad calls – instead of taking a break after a particularly nasty call, why not take a deep breath and go straight to the next appointment setting call. Believe it or not, you will forget about that bad call, allowing you to concentrate better in your current calls.
  2. Telemarketing is an art – yes, there are graphs and numbers that you should consider, but when the going gets tough, generating B2B leads is dependent on your communication skills. And mind you, communicating is an art that you have to master.
  3. Remember that no one is perfect – everyone makes a mistake. What matters is how you handle it, how you rise up to the challenge (or maybe save your skin). Sharing your experiences with others might help, as well as learning from others.

Keep these tips in mind, and you will be able to handle your telemarketing troubles. It is that simple, you know.

 

Steve Jobs, Product Design, And Why It Matters In Lead Generation

Steve Jobs is not just the man behind Apple. He is also the man that showed how marketing should work. Sleek, sexy, and definitely straight to the point. What this man has achieved can serve as a useful guide in your lead generation campaign. For one thing, no matter how good your team is in generating or finding B2B leads or how smooth their telemarketing campaign is, it all comes undone when you fail to design a product that will keep customers engaged or interested. One of his memorable lines about design is this:

“To design something really well, you have to get it. You have to really grok what it’s all about. It takes a passionate commitment to really thoroughly understand something, chew it up, not just quickly swallow it. Most people don’t take the time to do that.”

Basically speaking, you really have to get into it. The reason why appointment setting campaigns fail in the long run is due to bad products and subsequent negative reaction from consumers and clients. Come to think of it, when you offer something to the market, you need to make sure that it will impress – provide prospects with a wow factor. If you fail to do that, then you fail to keep your customers in the long run. Steve Jobs knew and understood that need. He used this insight to come up with the products that made his company a big name today. You can do that too.

Design your products well, and sales leads will come.

 

Lead Generation Lesson From Ice Hockey

 

Ice hockey and lead generation may not be similar at first glance, but upon closer look, there are some things that they share in common. Legendary Wayne Gretzky gave a comment that, although focused on the sport, is also something that affects those in inside sales. What did he say? “You miss 100 percent of the shots you never take.”

Generating qualified sales leads can be a hit or miss affair. The rate of failure can be too high, and the challenges in negotiation can be daunting. This can cause some marketers to stop their work right in the middle of the appointment setting campaign, or really not attempt all together. But what if you think of business as a game, where every move you make decides whether you make a sale or not?

Ice hockey, or any sport for that matter, requires that you take a level of risk in order to succeed. Wayne Gretsky did not become the legendary hockey player he is today by simply sitting at the sidelines. Sure, he had experienced loss in the game, but that sure beats missing the entire show. Shoot the puck, and either it hits or miss. But that is far much better than not shooting at all.

There is nothing wrong when you fail to generate B2B leads in your lead generation campaign. What is wrong is when you refuse to take the first step. No matter how good the opportunity is, if you fail to actually move, then you will miss it completely.

 

Redefining Lead Generation With SEO Marketing

Having a hard time generating qualified sales leads? That is to be expected. With the world economy still feeling the after-effects of the financial meltdown in the United States and Europe (and there is no denying that everyone still feels it), finding prospects can be pretty difficult at this point. Still, that is no reason to just sulk around, mope about your fate, or perhaps do a dozen other unproductive things in your office. Rather, this should be an opportunity for new lead generation tactics. That is where interest in search engine optimization (SEO)  marketing take off. And believe me, there are a lot of interested people here.

 

This form of marketing works by improving the standing a website, or group of websites, in internet search pages. This is a rather subtle operation, and results will definitely take longer than telemarketing, but it does present some interesting possibilities. Think of SEO as a form of support in the general marketing campaign. You have to admit that generating B2B leads using old channels is hard. Right now, sales is slow. But your priority is to keep your business visible in the internet. As long as you are there, it would be easy to promote your business to potential buyers. So how will you start on this?

 

  1. Remember to research your market well. Analyze what keywords they are most likely to use and incorporate that in your over-all SEO marketing campaign.
  2. In SEO marketing, your aim is to provide information, not to sell. The selling part can be done later. What is important is that you engage the interest of prospects, prove that you are an industry authority, and that you and your company can be relied on in the future.
  3. Social networking sites like Facebook and Twitter are great mediums to engage prospects and customers in conversation. This will help increase your presence in the online community. Just keep in mind that your aim here is simply to have a conversation at this point.
  4. Try hosting a webinar or a video conference with interested prospects and attendees. This will help cement your reputation as an industry expert, as well as put an edge over your competitors. You will need the help of appointment setting specialists on this.
  5. Be active blogging and article contributions. In this way, you can promote your own business through other online channels. It would be a good boost to your reputation as well.

 

Once you have established your presence in the Internet, and search engine results appear to be favorable, then it is the time for you to engage in a more aggressive sales campaign. Seek your from your network interested prospects in the United Kingdom. Once they express willingness to talk business with you, now is the time for you to give them a telemarketing call. And it will be an easier job, since it will no longer be a cold call anymore.

 

Of course, if you have a hard time negotiating and doing business with prospects on the phone, it would be a good idea to work with a professional lead generation agency, then.

 

Should You Outsource Your Lead Generation Campaign?

Face it, you just cannot do everything on your own. There is a limit to what the human body can take. Besides, no one has ever succeeded (physically) in being at two places at the same time. It is the same thing with lead generation. And in terms of skills, you just cannot be knowledgeable it all aspects of your business. You might be good at customer service, but a little stumped when generating sales leads. A little help might be in order, like outsourcing to a professional marketing agency. Inside sales can be a bit complicated, so some expert assistance will be needed. But how will that help your business?

 

  1. You can focus your efforts better in other tasks – as the old saying goes, ‘leave it to the experts’. Sure, you may have this winning idea that will get you the most customers in the market, but if you lack the skills or the knowledge to pull this off, then you are not going anywhere. And if you do have people knowledgeable in inside sales, they may not be sufficient to handle the amount of work that needs to be done. in this case, outside help from an agency that has the people and the resources for the job might be needed after all.
  2. You can reduce your general overhead cost – in the financial portion of your campaign, you need to reduce the overall cost in reaching appointment setting goals. Think about it, getting an in-house team to do the job for you can become an additional burden in your budget. Consider this: if you stick to your own team, would they have the capacity to get the required work done? Will they still be able to function well with their current equipment? If they need more help, would buying extra tools or hiring assistants be less expensive than seeking help from professionals? These are just some questions that you have to answer.
  3. You now have a one-stop shop of sorts in lead generation – the problem with an in-house team of marketers is that you are stuck with finding the right people, equipment, and software tools to aid in your campaign. It can be frustrating, or probably costly, to do this, since there is not one place where you can get them all. Unless you outsource to a professional marketing agency. More likely than not, they have everything you will need for your inside sales campaign. All you need to do is to choose the right agency to work with.
  4. You get an outsider’s perspective of your needs – while bringing in strangers in your company (people who are unfamiliar with your culture and environment) can be an unnerving experience, it can also be a god-send for those who want to see things in a different light.

 

Of course, you do not have to take a consultant’s advice at face-value, but the ideas and details that you will learn can be used to improve your lead generation campaign.

 

Six Hiring Mistakes That Ruin Lead Generation

There are hiring mistakes, and there are hiring mistakes. In terms of its effect in your lead generation campaign, it can mean a big thing. Generating B2B leads is no simple feat, and as a business owner or manager, you may not be able to handle the job on your own. It becomes a necessity for you to hire someone for the job. And that is where the problem comes in. What will happen if you hired the wrong people for the job? That would certainly be an inside sales disaster. And the causes of that are so obvious that you might berate yourself for not realizing it sooner.

 

  1. You ignore the totality of your candidates – sure, you need skilled people for the job. The problem here is when you only concentrate on the skills, not on the whole picture. There are some employees who work best at night, or maybe have diva tendencies. If you really are in need of their appointment setting skills, then be ready to compromise.
  2. You fail to consider their attitudes – being skilled in generating sales leads is a great factor in hiring candidates, but if they do not have enthusiasm, good work ethics, or interpersonal skills, then they might become a liability. These can be more important traits for employees.
  3. You sell your business too much – yes, you need your employees to work for you, but do not sell yourself too much. Candidates usually have done their homework; they know whether your company is a good fit for them or not. Also, selling too hard skewers the perspective in work. The viewpoint of an employee who is grateful for the job is way different from an employee who took the job only as a favor to you.
  4. You quickly hire friends or family (or both) – while family or friends may have the heart and intentions to help you, their skills might something that falls short on your expectations. Additionally, hiring family or friends create friction in your production floor, between you and non-related employees. This can have a negative impact on your lead generation campaign.
  5. Ignoring your gut feelings – while looking at things objectively is ideal, with numbers and graphs, trusting your gut feeling can also save you from a major hiring mistake. That resume may seem rosy enough, but if you have a gut feeling that something is not right, then you should listen to that as well.
  6. You make the wrong gamble – well, a gamble is a gamble, where you are most likely to fail. But you can take a positive gamble on a candidate who might help your business grow, or a negative one where the candidate wrecks your entire inside sales campaign. Know everything you need to know first, then make an intelligent choice.

 

It is very easy to fall into these six hiring mistakes. But now that you know what these are, it would be a simple matter for you to avoid them all together. It will be good for your lead generation process.

 

Four Things That Demotivate Your Inside Sales Team

As mentioned in my previous post, the most important assets that you need in your inside sales campaign would be the people tasked to do it. I mean, it would not be possible to generate B2B leads if there is no one manning the front liners, getting in touch with business prospects and trying to set an appointment between them and you. It is very important to know what you can do to motivate your lead generation team. But also equally important to know would be the factors that can kill morale. Avoid these, at all cost, and you will save yourself from the headaches that can pop up down the road.

  1. Using salary as the main motivator – okay, people want to earn something in their work, that is fact. But using salary as the sole motivator to keep your lead generation team working will not really work in the long run. Sure, money might be the reason someone leaves you, but that is not the reason why they will stay. If you want true motivators, then you should invest in other factors, like ownership, responsibility, and the environment.
  2. Multitasking when talking to your people – sure, you may be a busy person, but that should not be an excuse for you to answer the phone , sign papers, write reports, stare at your laptop, among other things, when you have a meeting with your appointment setting team. That is a sure fire way to reduce the importance of your team in their eyes. Failure to give your full attention will make the team feel second-rate and less motivated to work for you.
  3. Delivering mixed messages – it is one thing to adjust your delivery style depending on the audience, but tweaking the very content of your messages will only create confusion in your team. And confusions tend to build doubt and distrust in the hearts of men. That is the last thing you would want your people to think, lest it affect your ability to generate sales leads. A mark of a good manager is being able to craft a consistent message to all the intended recipients.
  4. Shooting down ideas immediately – creativity is an important part of business, and you need to nurture that in every person you have. And that consists of not shooting down the ideas of your team all the time. True, some of them may have lame plans or something, but that is no reason to criticize them or anything. Try to look at the details, you might be surprised at what you might learn. Some of the craziest ideas may actually be the very answers you need.

There are plenty of other things that you should avoid doing, but you can be assured that these four are the main culprits. If you want to succeed in your lead generation campaign, you need to find out how to best motivate your team. It can make all the difference between successfully generating B2B leads or not.