Posts

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.

 

How To Get Past Gatekeepers In Lead Generation

As you go about your usual lead generation campaign, you will be faced with the inevitable gatekeepers. Yes, they are the people tasked in blocking your way. And they do that for a good reason. Their bosses (the ones we want to talk to) are very busy people. Often, they do not have the time to entertain calls from  a myriad of marketers that come during the day. Gatekeepers are put in place in order to filter out the ‘unwanted’ calls, only allowing those with value or substance through. That can be problematic for your inside sales campaign, but there you go. You have to accept the fact that gatekeepers are here to stay.

The good news here is that there is a way to deal with them. Actually, ‘deal’ with them can come across as too strong a term. Perhaps a better one would be to ‘work’ with them. Since gatekeepers are there to block calls or promotions deemed of lesser value, the solution here is to show them that your business has a higher value. That is the secret of successful appointment setting representatives. You do not have to wage a war of sorts against gatekeepers in order to generate sales leads. The trick here is to get them to work for you. Not only will this be beneficial for both parties, it is a set-up that has less headaches and stress.

So, how should you do it?

To start with, you should be polite. True, some gatekeepers can be blunt or rude, but that should not give you the reason to act the same. Usually, if you maintain good manners, they will soften up and let you have your say. All the better for your inside sales work.

Second, understand where they are in the company structure. Be they the receptionist, personal assistant, or perhaps a low-level manager tasked at screening calls, you should know that they are just doing their job. So do not make it hard for them. Ask them to pass a message or perhaps set a later appointment. Give them some flexibility and they will better accommodate you.

Third, always remember to work with them. Ask them when you can call back, if your target decision maker is not around. You can also ask them other details, like the preferred way their boss wants to be contacted or what information they look for. You might be surprised about how much they know.

Fourth, nothing beats a freebie or a gift. You can give them some discount coupons, or maybe a promo they can take advantage of. Not only will this help you become memorable, the gatekeeper will think kindly of you when you do make that marketing call.

And lastly, be personal. No one likes to talk to script. It destroys the entire purpose of the lead generation campaign.

Well, while these tips are sure to help your inside sales campaign, you might find others that will work better with your business. Just try them all, and stick to the ones that work.

How To Motivate Your Inside Sales Team In Three Ways

If there is anything you need to keep in mind in you lead generation campaign, it is the fact that success is built around your inside sales team. They are the people responsible for meeting business prospects, offering them business solutions, as well as negotiating with them. You will not be able to generate a lot of qualified B2B leads if you are lacking in terms of manpower. It would be a good idea to keep them motivated, right? After all, a high morale equates to a higher performance in your lead generation team. The question here is, how will you pull that off? There are several ways to do it.

For one, you should create a community of ownership in your company. As a small business owner, it is easy, too easy, to think of your people as mere resources that you just throw into the sales process. In truth, people have their own opinions and ideas about your business as well. If you want them to help you reach your vision in generating sales leads, you should put into consideration their goals and aspirations as well. Maybe they have a knack for social media or search engine optimization (SEO) marketing. Think of ways to integrate their skill sets into your business. Support them, and they will keep you up.

Second, always think that your business has a purpose. Unless you are a non-profit organization, you ought to be earning money, right? But that is also the same goal of your competitor, and probably a dozen more after him. You need to come up with a purpose, an identity that your people can use to differentiate themselves from the others. Why are you in business? Knowing the answer to that question will help you in positioning yourself in the market. This also gives your people a reason to rise from their beds and continue in their appointment setting tasks. It should be something that excites them, something that they can live by, an identity that they can show proudly to others.

Lastly, you should stay positive. As the business owner or manager, you, of all people, should have a positive outlook over things. Not that you have to sugarcoat real problems or anything, but you should try your best to see the positive side of things. Considering the challenges of meeting business prospects and compelling them to join you in a venture, you will need a strong positive outlook. When a challenge comes up, it is your job to take control, inform your team of what is happening, and find ways to solve it. It is also the same thing when someone comes to you with an idea. Try not to shoot it down immediately. Who knows, that might be the next breakthrough that you were looking for.

Keep these tips in mind and motivating your team will not be a problem anymore. In terms of your lead generation campaign, boosting morale, ownership, and respect to your leadership can be powerful ingredients for success.

How To Improve Lead Generation Despite The Global Slowdown

Yes, the predictions for the coming year seems to be less than optimistic, but at least the holidays are here. There are a lot of people still buying gifts, spending on special occasions, or perhaps traveling back to families during this time. This is also the chance for businesses to recoup their losses and make some money. It is also a good time to conduct a lead generation campaign to identify other businesses that you can go into a venture with. Those would be really valuable B2B leads. Well, that would be where the challenge is. At this point, you need to know how to improve your inside sales campaign.

Sales may be a bit down, considering how a lot of business are closing down, people losing jobs, and the like. But that is no reason to fret. Actually, this is a good time for entrepreneurs like you to invest, to expand, do business with others. This will help revitalize the economy, get people jobs, and increase your sales. Everyone wins in this arrangement. But first, you need to get your business up and running profitably. And that means getting more business deals to support you. So how will you do it, is there something that you can employ to make your appointment setting process more successful? There are some things that you need to keep in mind.

Keep it simple – when talking to prospects, you should focus more on making things simple to understand with your prospects. There is really no point talking about so many complex plans and business solutions if the other party does not get what you are talking about. Use simpler terms, and you will remove misunderstandings. It also helps if you are using a really good communication tool, like telemarketing.

Keep it real – if there is one thing that people hates to deal with, it is the lies and fake intentions. They are pretty good at finding that scent even from  a mile away. A good tip in handling this comes from single concept: empathy. Before you can turn prospects into viable B2B leads, you need to show that you really care for their growth. It is not that hard to do, especially if you want to increase your sales. When your prospects grow, thanks to you, they will most likely stick with you, as well as advertise to others.

Keep it reliable – one thing that you need to remember, it is about keeping promises. When you tell your prospects that you can do something, make sure that you can deliver. This is especially true if you are in the manufacturing business and you just got a deal with a distributor (it also works the other way around). The point here is that you must keep to your work, make it worth it for your prospects to do business with you.

It is possible to do business, even generate a couple of qualified B2B leads. Even in these slow times, you can still be at your productive best. You just need to know how to maximize your efforts.

 

Three Ways To Grow Your Sales Leads In Singapore

Three Ways To Grow Your Sales Leads In Singapore_DONE

Singapore is certainly a country with an unlimited business potential, and a lot of investors and entrepreneurs are interested in it. Think of the various selling possibilities that you can take advantage of. Still, there is the challenge of actually getting your firm a business deal or two. That is the reason why an outsourced lead generation agency is needed. After all, generating B2B leads requires some marketing skills that only a handful of entrepreneurs have. Think about appointment setting, a more involved form of generating sales leads. You need to take note of some important pointers to grow B2B leads:

  1. Look at your current customers – remember, your previous customers can become your new customers, so make it a point to include them. It is especially helpful if you are using telemarketing, since you can communicate better.
  2. Use the referral system – you will be surprised to know how many opportunities you can get for your campaign when you ask for referrals from your current customers. After all, they would be the first to know if anyone needed something.
  3. Make your offer clear – this is one common fault for many marketers. Too often, they would tell prospects about business offers that may not sound to have any value at all. That is why it comes as no surprise how difficult it is to generate B2B leads.

Yes, you can grow your business in Singapore. Even if you do not have the skills or experience to follow the three marketing pointers, you can always outsource the work to a good lead generation firm.

Richard Branson And Tips On Lead Generation

From airlines to music, Richard Branson is certainly one who knows how to make a name for himself. This is something that is integral to the character of the person, at the same time also the reason for his success. It is good that he shares his business know-how with others, since he is also an inspiring figure in the business world. So what can we learn from him for our own business lead generation campaign? Plenty. Actually, his marketing advice is meant for a twelve year-old entrepreneur, but his words echoes facts that can be used in almost all our marketing campaigns. If we really want to be able to generate a lot of qualified B2B leads, you should take a look at his marketing tips:

  1. “Is the pricing right?” – price, while it can be defended, might also be the reason why prospects will say no. This is a challenge faced by a lot of us, especially during our appointment setting campaign. He suggested using the Like a Virgin: offer your service for free, and if they are happy, they pay you whatever amount they think is right.
  2. “Is the equipment up to date?” – sometimes, the equipment you use may also affect the way prospects perceive your business. You might have to make a little extra investment, but if this will mean better sales leads coming your way, then it is a worthy expenditure. Besides, the additional costs might actually help you focus more on your business.
  3. “Do some research to find your most likely customers” – you might have to conduct a phone survey campaign or a telemarketing call, but your focus here is in isolating the market segment most likely to accept your business offer. There are times that the people who will buy from you may not actually be the ones you had in mind. So do your research well. You might be amazed at what you might find out.
  4. “Can you broaden the services you offer?” – diversification is also key to better business performance. It may be possible that a prospect needs a specific service that is not delivered by their current supplier. This is an opportunity that you should take advantage. Provided that you know how to deliver it, and that it can give you the edge, offering additional or alternative business solutions can help your marketing campaign become more successful.
  5. “Offer to donate some of your proceeds to a local charity” – the positive feeling that they are contributing something to the community is something that cannot be ignored by most business prospects. Also, this is a perfect way to boost your image in the market.

Of course, you should also focus on the people doing your lead generation work. In case you do not have a marketing team of your own, it might be a good idea to outsource it to a professional appointment setting team. This is a business investment that can give you good returns. Just make sure that you hire the right one.

Generating VoIP Leads For Singapore’s Businesses

The internet is truly defining the way business in Singapore is being done. From data storage to transfer, it has increased the flexibility and capabilities of the businesses to thrive. The internet also gave birth to VoIP (Voice over Internet Protocol). VOIP providers can provide businesses with a more affordable means to communicate. This is a great aid for business owners – if they know such a service exists. That is why a lot of lead generation for telecommunication companies is being conducted. The aim here is to convert prospects into VoIP leads. Getting such telecom leads is very important in marketing.

Conducting a lead generation campaign requires that you use all means of communication possible. This is important, since we need to maximize our ability to talk and negotiate with business prospects. This can be a bit challenging if the specific task is in appointment setting. The challenge here is in choosing which tool to use. There are a variety of them available. For example, we have social media marketing, telemarketing, email campaign, as well as print advertising.

All of these have its strengths and weaknesses, but since telemarketing can be a good choice, especially if we need to get results fast, as well as additional flexibility that talking on the phone brings. Besides, as a VoIP provider, you ought to show your prospects that your system is good. So what better way to do that than to give them a call, right?

Yes, there is a need for lead generation for VoIP providers. One just needs the best medium to make it work.

Can Singapore’s SEO Providers Innovate Better With Lead Generation?

 

One reason why SEO providers in Singapore are somewhat slow in their innovation process (the standard measure of how good an SEO provider is in adapting) is probably due to the lack of sufficient clients that will fuel the demand for one. What is funny here is that business prospects often will not sign up if they do not see the firm as innovative. These disconnect is the reason for an increase need for lead generation providers specialized for SEO providers. They need professionals that can help SEO services providers with the SEO leads needed in order for their business to flourish.

Lead generation and appointment setting work is not new in the Singapore marketplace, what with the variety of mediums of communications used (like email, social media, and telemarketing) but what makes the situation unique will be the firms that need one. While SEO services can also market themselves, the fact that there are just too many of them in a country much smaller than London makes the competition somewhat intense. There is a need to get in the lead in order to survive, like getting telemarketers to aggressively advertise them. How one will be able to do that will depend on who the lead generation work was outsourced to.

Besides, SEO providers are the best in SEO marketing, and it is best that they stay that way. In terms of effectiveness, calling prospects on the phone has been proven to work in delivering more SEO leads in the fastest and most efficient time possible. So, maybe this should augment their overall marketing campaign.