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How to make Prospect Realize They Need your Product or Services

How to make Prospect Realize They Need your Product or Services

How to make Prospect Realize They Need your Product or Services

When I was new in the sales industry, I feel the need to tell my prospects that my product is “the best in the market”. However, I found out that you don’t need to rush into talking about your product or service. In order to sell effectively, you would want to make your prospects feel comfortable when talking to you. Why? Because people often talk to or buy from someone they know and trust.

With that being said, here are the 5 psychological triggers that would make prospects want your product and services.

  • Tell a different story, every time.

Customize your approach. Most sales reps research about their prospects (check on their social media profiles) before calling them. As a salesperson, you should know prospects are different. They are going through different problems and have different needs. So having the same sales pitch may work to some but won’t be applicable to others.

For example, a prospect with problems on their accounting software would want to hear you can help them with their accounting needs. While a prospect who is looking for a payroll solution is willing to talk to you if you can offer them a payroll solution.

But how do you identify your prospects’ needs? Ask about their current setup. Focus on their pain and be happy to offer a solution.

Related: Show Customer Care with Inbound Lead Qualification

  • Associate pain with pleasure.

Focus on your prospects rather than telling more about your products and services. Identify their pain and empathize.

How to identify their pain? Ask about their current setup.

For example: You’re selling software over the phone. You can ask questions such as;

“What software are you currently using? For how long?”

“How is it working for you?”

“Do you have any issues or challenges with your current software?”

“Are there any areas that you wish to improve?”

By asking these questions, you are trying to find out what do they need and what solution you can offer that can help them solve their problems.

How to empathize? Use lines such as;

“I understand where you’re coming from.”

“I see what you’re going through.”

However, most of the time, the main issue is that many prospects don’t know they have a problem until you pointed it out to them. So dig in and make them realize they have a problem with their organization. Upon knowing their pain and making them feel you understand what they’re going through, be happy to offer a solution to their problems. Make it sound like you’re the only one who can help them.

Related: The Three-Step Guide to Better Customer Retention in Singapore

  • Inspire curiosity.

When talking to prospects over the phone, don’t tell everything about your product. Prospects who are curious are more likely to listen to what you are about to say – whether they need it or not.

How to trigger curiosity?

Related: Use These Phrases to Impress Singaporean Prospects When Calling

  • Build anticipation for the introduction.

Tell them what they’re going to get when they listen to you.

For example:

I’m calling about your software and I’d like to find out how we can help you improve your business operations.

  • Tell a story but don’t finish it.

For example:

You’re probably wondering how ABC Co. and XYZ Company (mention any clients that you might have) became number 1 in their industry? You’ll be surprised how they managed to grow big and stay ahead of their competitors.

Also, participating in events is a good way to use curiosity, why? Prospects can see your product at the same time, you can Demonstrate how your product or service could be the only solution they’ll need. Whether you do it in-house or would consider outsourcing, the whole point of lead generation is making prospects realize they have a problem with their organization and your product or service is the solution.

Related: Gain New Market Opportunities in Singapore with Outsourced Telemarketing Service

Very seldom you’ll find prospects that are really interested. So if I were you, just pick up that phone and talk to them. They might say no, for now, but if you nurture and build a relationship with them they’ll eventually say yes when they’re ready to do business with you.

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

/
Lead generation is a unique way to uncover business needs and fire up interest in target customers by using relevant channels to shape up the sales pipeline.
How to Score Your Leads for Better Conversion (Featured Image)

How to Score Your Leads for Better Conversion

/
A good lead scoring system helps your team understand if a particular prospect is most likely to buy, how much they’re going to buy, and when they are going to buy.
How-to-Leverage-Multiple-Channels-for-your-B2B-Events-in-Singapore

How to Leverage Multiple Channels for you B2B Events in Singapore

/
Today we examine how you can leverage multiple channels for your upcoming event and ensure your event’s success!
How to make Prospect Realize They Need your Product or Services

How to make Prospect Realize They Need your Product or Services

How to make Prospect Realize They Need your Product or Services

When I was new in the sales industry, I feel the need to tell my prospects that my product is “the best in the market”. However, I found out that you don’t need to rush into talking about your product or service. In order to sell effectively, you would want to make your prospects feel comfortable when talking to you. Why? Because people often talk to or buy from someone they know and trust.

With that being said, here are the 5 psychological triggers that would make prospects want your product and services.

  • Tell a different story, every time.

Customize your approach. Most sales reps research about their prospects (check on their social media profiles) before calling them. As a salesperson, you should know prospects are different. They are going through different problems and have different needs. So having the same sales pitch may work to some but won’t be applicable to others.

For example, a prospect with problems on their accounting software would want to hear you can help them with their accounting needs. While a prospect who is looking for a payroll solution is willing to talk to you if you can offer them a payroll solution.

But how do you identify your prospects’ needs? Ask about their current setup. Focus on their pain and be happy to offer a solution.

Related: Show Customer Care with Inbound Lead Qualification

  • Associate pain with pleasure.

Focus on your prospects rather than telling more about your products and services. Identify their pain and empathize.

How to identify their pain? Ask about their current setup.

For example: You’re selling software over the phone. You can ask questions such as;

“What software are you currently using? For how long?”

“How is it working for you?”

“Do you have any issues or challenges with your current software?”

“Are there any areas that you wish to improve?”

By asking these questions, you are trying to find out what do they need and what solution you can offer that can help them solve their problems.

How to empathize? Use lines such as;

“I understand where you’re coming from.”

“I see what you’re going through.”

However, most of the time, the main issue is that many prospects don’t know they have a problem until you pointed it out to them. So dig in and make them realize they have a problem with their organization. Upon knowing their pain and making them feel you understand what they’re going through, be happy to offer a solution to their problems. Make it sound like you’re the only one who can help them.

Related: The Three-Step Guide to Better Customer Retention in Singapore

  • Inspire curiosity.

When talking to prospects over the phone, don’t tell everything about your product. Prospects who are curious are more likely to listen to what you are about to say – whether they need it or not.

How to trigger curiosity?

Related: Use These Phrases to Impress Singaporean Prospects When Calling

  • Build anticipation for the introduction.

Tell them what they’re going to get when they listen to you.

For example:

I’m calling about your software and I’d like to find out how we can help you improve your business operations.

  • Tell a story but don’t finish it.

For example:

You’re probably wondering how ABC Co. and XYZ Company (mention any clients that you might have) became number 1 in their industry? You’ll be surprised how they managed to grow big and stay ahead of their competitors.

Also, participating in events is a good way to use curiosity, why? Prospects can see your product at the same time, you can Demonstrate how your product or service could be the only solution they’ll need. Whether you do it in-house or would consider outsourcing, the whole point of lead generation is making prospects realize they have a problem with their organization and your product or service is the solution.

Related: Gain New Market Opportunities in Singapore with Outsourced Telemarketing Service

Very seldom you’ll find prospects that are really interested. So if I were you, just pick up that phone and talk to them. They might say no, for now, but if you nurture and build a relationship with them they’ll eventually say yes when they’re ready to do business with you.

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)

/
Lead generation is a unique way to uncover business needs and fire up interest in target customers by using relevant channels to shape up the sales pipeline.
How to Score Your Leads for Better Conversion (Featured Image)

How to Score Your Leads for Better Conversion

/
A good lead scoring system helps your team understand if a particular prospect is most likely to buy, how much they’re going to buy, and when they are going to buy.
How-to-Leverage-Multiple-Channels-for-your-B2B-Events-in-Singapore

How to Leverage Multiple Channels for you B2B Events in Singapore

/
Today we examine how you can leverage multiple channels for your upcoming event and ensure your event’s success!
Halloween Special: Marketing Lessons from Sixth Sense

Halloween Special: Marketing Lessons from Sixth Sense

Trick or treat? It’s Halloween once again and I’m sure you’ve been very busy preparing for your costumes for some of the best halloween events this year.

Traditionally, Halloween is the time when ghosts and witches can be seen. But now, Halloween is celebrated by trick or treating, masquerades, Halloween parties or a horror night with family or friends.

Movies such as Scream, The Exorcist, The Eye, Scary Movie and The Sixth Sense are some of the movies I’ve watched on a Halloween. Among these movies, “The Sixth Sense” has a big impact on me.

As a Marketing Manager, I’ve learned that you need to have a sixth sense to tell whether you’re going to have a problem so it’ll be easier for you to look for a solution before it’s too late. Here are the 3 lessons “The Sixth Sense” movie taught me about marketing.

#1) Building a good relationship with your customers is important.

Dr. Malcolm Crowe (Bruce Willis), a Psychologist, learned from his previous patients that his patients’ trust is important in order for them to open up with him. So when he met Cole Sear (Haley Joel Osment), he made sure to be there for him and would sometimes go out of his way to help him with his problems. In marketing, in order to have a better relationship with your customers, you need to go out of your way to reach out and help them solve even the simplest issue they have. By providing good customer experience and knowing you have your prospect’s back will make them appreciate you more and would consider doing business with you than your competitors.

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

#2) Listen to your customers before you start talking.

In the movie, Cole is frightened because he is visited by ghosts. He is too afraid to tell anyone, including his mom. But because of Dr. Crowse’s patience and his willingness to listen to Cole’s problems, he managed to gain his trust and eventually helped him manage his skills. He teaches him to use his skill to help all the ghosts resolve their unresolved problems. One of the biggest mistakes every marketer is making is not listening to what their prospects have to say and focus more on marketing their products and services. When talking to prospects, it is important to listen to their needs so you’ll know what strategy to use to convert them into leads. Here’s Why Some Singapore Leads Fail to Convert

Working as a team will help you achieve your goal faster.

As a Psychiatrist, Dr. Crowe’s goal is to connect with his patients and help them cope up with their problems by listening to them. Same goes with marketing, working towards achieving your team’s goal allows you to be connected as a team. Every member must work hand in hand to achieve their goals. Each one has an important responsibility that would help the team reach their goals faster.

RelatedThe Strategic Marketing of Using Events to Improve Customer Loyalty

In marketing, connecting, communicating, understanding and trusting your prospects is a good way to start a possible relationship. Same as what Dr. Crowe did to Cole, he gained Cole’s trust by helping him overcome his fear. In return, he helped him communicate with his wife and they became friends in the end.

 

 

Learn how to increase the numbers of your 

Qualified Leads with Multi-Channel Marketing in Asia | Callbox Singapore!

 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

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B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
How to Score Your Leads for Better Conversion (Featured Image)
How-to-Leverage-Multiple-Channels-for-your-B2B-Events-in-Singapore
Searching for a New Hope in Lead Generation- Take it from Star Wars Stormtroopers

Searching for a New Hope in Lead Generation? Take it from Star Wars Stormtroopers

Searching for a New Hope in Lead Generation- Take it from Star Wars Stormtroopers

If businesses can learn three important things about B2B lead generation, they should come from popular science fiction films.

Every movie within the genre often features an army hell-bent on taking over the world. In GI Joe, we have the Cobra organization. In Captain America, we have Hydra. Yet neither of these are as ambitious as the Imperial Stormtrooper Corps in the first Star Wars trilogy. Forget about a planet, these guys are all about keeping an entire galaxy in line.

Underneath the white armor and beyond the intimidating name though lies sheer incompetence. With inaccurate shooting skills, a penchant to mess up and a vulnerability to Jedi mind tricks, stormtroopers are not exactly the best the Empire has in its arsenal. But what are you going to do? Recruit Ewoks?

Ewok Star Wars

In the same manner, some businesses often struggle with inefficient lead generation processes that function like stormtroopers. Their client profiling and B2B telemarketing activities are not as precise in hitting appropriate targets and they are not as apt in tracking them either.

But since lead management is akin to organizing a galactic empire, managers should always think about how best to prospect for leads, improve their marketing campaigns and prevent their businesses from failing like the Death Star.

stormtroopers

Stay current and competent with technology.

Lacking an ability to shoot straight at a rebel smuggler, stormtroopers compensate for this weakness by having the latest tech galactic credits can buy: tracking devices and high-tech weaponry, the works.  However, marketers should know that having the latest in marketing automation software does not guarantee a 100 percent success rate. What counts the most in fact is how well you use such instruments in qualifying leads and aligning marketing with sales.

Monitor and nurture leads with Callbox Pipeline. Check out!

Know the terrain.

Whether sand, snow, or shrub, the Imperial Army can take missions just about anywhere. The only problem is that it often lacks a thorough knowledge of the places it comes to conquer. Remember Endor? Prior to a campaign, making full use of marketing intelligence can be a decisive factor in creating strategies as fruitful as the assault on Echo Base.

Find out: Marketing Trends in Asia That Will Still Work in 2016

Use the force… that your brand embodies.

What little respect we have for stormtroopers is due to their association with Jango Fett, the most feared bounty hunter at the time of the Galactic Republic and from whom the Imperial Army originated. We cannot discuss that at length, but it proves that having a strong reputation tells audiences a lot about your proficiency as a solutions provider. In this case, leverage your identity in the most efficient way possible through multi-channel marketing.

Let us give stormtroopers a break here. There is always room for improvement even for an army known more for its incompetence than its usefulness. Meanwhile, marketers can keep these tips in mind to create a lead generation program as effective as the Millennium Falcon.  

End of story.

 

But for your, it isn’t end yet. Improve your marketing campaign for Singapore, get some marketing and sales tips today! 

MayTheForce_Searching for a New Hope in Lead Generation? Take it from Star Wars Stormtroopers

 

 

Photo Credit: photobucket

 

How Marketing your Product Launches can Help your Brand Prosper in Singapore

How Marketing your Product Launches can Help your Brand Prosper in Singapore

 

 

 

 

 

 

 

 

 

 

 

In Singapore, big consumer brands like Tiger Beer and B2B frontliners like SAP are using every amount of leverage they have to propel their influence. Aside from applying lead generation strategies, these brands also introduce new product lines expecting to maintain loyal customers while attracting new ones.

However, a new product does not necessarily guarantee the intended effects. In his article, Failure to launch: Singapore brands could be wasting millions on new products, Ray Crook outlines that most new products fall into obscurity just as soon as they hit the shelves, mainly due to the unrealistic expectations brands have about how their clients view the supposed innovations.

Crook cites product extensions as the primary culprit, writing, “Too many brands fall into the trap of launching endless line extensions that simply steal customers from one item to another… These cannibalistic launches bite into the share of a company’s existing revenue. This means that customers might buy a different flavor, but don’t buy more of the product, while also conditioning previously loyal customers to explore other options.” These situations of course do not bode well for your brand’s reputation and budget. And then there are other reasons such as poor conceptualization.

But the most pressing of them all is that some products, no matter how advanced or “state-of-the-art” entrepreneurs want them to be perceived, fail miserably to appeal to the target market.

Brands have little to lose when they give their new products a proper kickstart through effective product launchings. Hence, Crook notes the “need to have the resources to support the launch, through credible marketing and advertising campaigns. A new product launch requires significant investment and the company needs to be prepared to meet these costs.”

Investing in credible events marketing looks like a very good idea at this point. Since your product needs all the worthy publicity it could get, you would need proficient hands to prospect for and qualify potential attendees, send out invitations, and confirm attendances via multiple audience engagement channels. Because when done right, events marketing can effectively raise interest in your product, giving your brand’s image a good boost and making it easier for attendees to transition into paying customers later on.

As you may know by then, maximizing the marketing aspect of your product launch creates lucrative opportunities. Not only would it deliver considerable returns in your marketing budget, it also makes it easier for your market to absorb your product for what it is worth.

Source: http://sbr.com.sg/retail/commentary/failure-launch-singapore-brands-could-be-wasting-millions-new-product