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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.

How Can Singapore Firms Globalize Effectively?

 

Globalization is a given reality. For a business to fully capitalize on the benefits of a larger market, they will have to expand their operations beyond their shores. This is also where Singapore businesses are concerned about. To start with, there is a need to understand the intricacies of globalization. This can affect the overall performance of their lead generation or sales campaign. One must note that B2B leads are not that easy to generate, and the risks involved in trying to enter a new market can be great. Of course, there are points that you need to consider when it comes to expansions:

  1. How profitable is the target market overseas? This is the most important question, since no matter how much you sell or generate sales leads, if profits are not forthcoming, then there is no point establishing an overseas business.
  2. Is there an unaddressed customer need that you can uniquely fill? Competition is intense when you globalize, and you need something to differentiate your business when conducting your appointment setting campaign.
  3. Who are your target customers? While it may be true that a lot of businesses whom you can serve, but you have to choose only one or two to concentrate on. Your marketing campaign can get stretched too much, even if you use something efficient like telemarketing.

These are the three most important points to consider if you want to ensure that your lead generation campaign will become successful, even when you go global in scale.

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.

How To Do Your Own Lead Generation

When looking for qualified b2b sales leads for your business, you might have considered buying a pre-generated business list from a third party or a service provider. This is just one of the many common mistakes that business owners make when looking for more chances of a sale. The truth is, if you don’t want to hire a professional lead generation company for your business (which is the best way to get a steady flow of qualified business leads), then you’re better off generating your own business list from scratch. Try these simple tips to start generating your own leads now:

Put a sign-up form in your website or blog.

If you haven’t already done so, placing a simple fill-up form on your website or blog is the most basic (and easiest) way to get qualified b2b sales leads into your business list. Place the form in an unobstructive yet conspicuous space within your blog or website. Also, to motivate people to sign-up, have contests, promotions, or free giveaways that would require your readers or visitors to sign up. Just make sure your website or blog has certification. Your b2b leads and sales leads are more likely to give you their contact information if they can see an assurance that you don’t participate in spam, or that you won’t sell their contact information to a third party. There are various certifications available on the internet that you can place on your site to offer this assurance to your qualified b2b sales leads; web hosting service providers even offer this as a cheap add-on to their services. When your sales leads see that your online business is authentic, you can look forward to more visits and sign-ups to your business list.

Scour the internet for completely free business information.

It’s a common practice for online (and even offline) businesses to share their basic contact information on their websites to the general public. It helps their customers reach them easily, and you should take advantage of this. A simple Google search will yield hundreds of thousands of business b2b sales lead information. Though this may seem like a daunting task, you can be completely sure that the contact info on your business lists are made up of potential business sales leads from the right niche market.

Utilize the information on social media.

Even if you don’t have a lot of followers on Facebook and LinkedIn, you can check the profiles of these followers and collect their business information, just like doing a Google search. The benefit of getting the information from social media is that they will be more likely to recognize your products and your brand, which means they will be more accepting of your newsletters. You might even be able to ask for referrals from your followers to further increase your business list.

The 5 Most Common Problems With Content Marketing For Lead Generation

Using content marketing to have a good b2b lead generation is clearly on the rise globally, with the increasing demand for more valuable content driven by the b2b sales leads themselves. B2B companies in Singapore are seeing the positive results of this method and are making the most of it. However, this great demand has also brought to light the common problems associated with the content marketing. Here they are, in no particular order:

  • Creating engaging content – with so many distractions to take the attention of your Singapore business leads away from you, creating truly engaging content becomes all the more important. When your b2b sales leads have hundreds of other sources on the internet, you need to be able to capture their attention completely to make your lead generation campaigns more successful.
  • Maintaining content quality – as your need for more content increases, there will surely be sacrifices in keeping up with this demand. The first to suffer is almost always content quality. This may be due to lack of talent, or the lack of marketing budget to hire additional talent.
  • Creating enough content for each campaign – your existing content creators can only produce so much content. This isn’t a matter of giving the right incentives; often, time and skills limit the amount of content your creators can produce, and unless you’re willing to add more talent, you’ll have to get used to feeding your business leads the same content over and over again.
  • Developing a content creation and distribution strategy – without an effective strategy for creating and distributing content, your content marketing campaign might end up as a complete waste of time and effort. However, without proper guidance and knowledge, creating your own content marketing strategy can be a daunting and complicated task. A professional BPO company with enough experience in content marketing lead generation for Singapore can help you create a solid strategy for your business.
  • Measuring campaign results – there are a lot of factors to consider when measuring the effectiveness of content marketing for lead generation purposes. Traffic, conversions, client feedback, inquiries, and such are among the most often measured.

Reasons Why Your Lead Generation Campaigns Are Not Working

When you run a business, a lot of things can get out of hand and you will need to find out the cause immediately or it could prove to be disastrous or costly for your business. While common culprits are easy to point out, sometimes, unexpected things happen which will require you to do a double take on the cause of the problem. Here are a few examples:

  • If your qualified business leads reject your offer, it doesn’t mean that your telemarketing script is to blame. It might be that your business leads simply aren’t willing to go through the process of implementing a new process or don’t want their employees to waste any time learning how to use a new product or service. You might also start blaming your telemarketers of not doing their work properly, as it is a common reason for such problems. It could just be the business sales leads who are the problem, so don’t immediately think its your telemarketing script or your b2b telemarketers.
  • If your appointment setting campaigns are not letting you convert as much business leads as they should, the problem might not be with your script or your appointment setting service provider. Your chosen b2b sales leads may just be experiencing an emergency, such as a low economy, or a disruption in their specific industry which is why they don’t have any budget to spend. If you identify these factors as the cause of your problem, then try contacting your business sales leads another time.
  • If your lead generation campaign isn’t working as you intended it to, don’t think your lead generation methods are not effective for your chosen market niche. Perhaps you just aren’t paying attention to the right datas or statistics, or your marketing people haven’t been implementing the method properly. A lot of good lead generation campaigns are not reaching their full potential because of a lot of factors, but they end up being replaced with another lead generation method without even the proper research.

Before you consider a process or operation in your business as ineffective and decide to scrap it for a newer method, consider all the possible angles first so that you don’t waste any more effort, time, and resources to implement a new system. Especially when the problem is with your sales and marketing department, take into account all possible factors before you choose to implement a new lead generation or telemarketing campaign.

7 Factors To Remember When Outsourcing B2B Appointment Setting

 

Before you decide to outsource your b2b appointment setting campaign to an appointment setting service provider, you have to take note of these 7 factors. Knowing these things about your BPO of choice is a must if you want your appointment setting campaign to be successful and ensure your ROI.

  • Efficient appointment setting quality controls – When setting appointments, not just any business lead will do. Good b2b appointment setting campaigns only contact high quality b2b sales leads which are already pre qualified from the initial lead generation process.
  • Source of the business list used for appointment setting – Bought lists can be used, but these tend to be sold to your competitors as well, which means your chances of finding qualified leads are slim. A good business list for appointment setting should be freshly sourced from organic searches.
  • Scheduling coordination between appointment setter and client – shared calendars such as Google’s are a good choice for coordinating sales and appointment setter schedules, but to ensure that every member of the appointment setting team and the client company is well-coordinated, CRM software that have scheduling tools are a better choice.
  • Script or content quality – just as expert b2b telemarketers use telemarketing scripts when cold calling b2b sales leads, good b2b appointment setters use scripts or content which have been tested before they are put into action on campaigns to make sure they deliver the desired results.
  • Pay for performance appointment setting or fixed rate – while both methods have positive and negative points, pay for performance appointment setting service providers can be quite unreliable. Fixed rate appointment setters offer more security for companies who want to outsource.
  • Reporting methods – knowing how a b2b appointment setting company reports about campaigns are important to make the most out of each campaign. To make reporting more specific to the data or information that a client wants to know, a CRM software containing all datas pertaining to the campaign that can be accessed by the client whenever and wherever he wants will make reporting completely hassle free.
  • Appointment setters previous campaign metrics – b2b appointment setting service providers should share feedback from previous client campaigns to allow prospective clients to gauge their ability to successfully set business appointments. The portfolio of the BPO firm should be easy to spot in their website, or they should be readily available should the potential client ask for it.