4 Key Points in Increasing B2B Sales Leads Conversions

4 Key Points in Increasing B2B Sales Leads Conversions

Sometimes marketers would get to thinking that a prospect’s decision to perform an action – say, make a purchase or subscribe to a newsletter – solely depends on that person. The notion is that marketers could only go as far as presenting options and information to prospects, and the rest is up to them.

On the contrary, there are things B2B marketers could do to help increase their chances in converting ordinary prospects into sales leads. The very core of lead generation is in the ability to persuade people to commit to something, and this mission entails deep understanding and methodical approaches.

Vann Morris, Director of Buying Behavior Studies with MLT Creative, shares a post at on what 4 controlled steps marketers need to take in order to boost B2B sales conversions. She calls it B2B Marketing Science:

Step 1: B2B Buyer Persona

Sure we all want a free iPad, but that may not be the thing that will persuade your prospects to convert to a lead on your website.  You have to know what their pain points are, what their needs are, what can help them, etc., and buyer persona interviews are the key to finding all those things. So before you do anything, you simply must develop your buyer personas.

Step 2: Use That Info Immediately

Once you develop your b2b buyer persona, immediately begin using those buyer personas to guide your CTAs and other marketing promotion. You must keep the momentum going – do not put them down, or like so many others before you they will simply end up on a shelf.

Step 3: Keep it Simple

Research shows that when people receive multiple persuasive attempts at once – sometimes as little as 2! – it can significantly lower their chance of conversion.  So know what they want to hear, and say it in a persuasive manner – but only say it using one persuasive method.

Step 4: Use Emotion

We all like to think of ourselves as rational human beings, but research has found that the majority of our decision-making is subconscious and emotional.  So when you are strategizing how to persuade them, consider using an emotional appeal in order to reach the most salient factor that could affect their conversion.  (And again – you will find out what could appeal to their emotions through your buyer persona interviews.)

Read the entire post at

Tips On Answering B2B Lead Generation Queries In Singapore

Tips On Answering B2B Lead Generation Queries In Singapore

That customer callback may be the most anticipated call of B2B lead generation specialists, but answering those odd or unique queries that potential sales leads give out can be a tricky task. You do not want to offend, that is the truth, but you might find yourself puzzled at how to best answer these questions. Too bad, there are no fast or clear-cut solutions for this. Each question or concern requires a unique reply. So, how will you deal with this? Well, there are several ways to do that, most which leans on the negative. But mind you, if you can follow the best practices that are given below, then you have very little to worry about in your B2B appointment setting process.

  1. Listen carefully – this rarely happens, but some business prospects intentionally sound stupid just to check if you are actually listening. Usually, these people know what they need already and what you can provide them. They just wanted to know if your B2B telemarketing team is involved in the conversation.
  2. Apologize properly – in those rare instances where you are called back by a prospect that have been an unhappy customer, you should immediately apologize for whatever poor service you have provided in the past. Fib it up, like selling immediately, will only rub more salt in the wounds.
  3. Consider the question seriously – there are times that the funny question a prospect posted to you may not actually be a funny question to them. Remember, each business is unique, and they may really have issues that may look odd for your people. Even so, make an effort to solve the issue. You might have just the answer they are looking for.
  4. Keep calm and stay on – while this usually applies in customer service, there is a chance that you receive an occasional irate, frustrated, or just plain angry caller. When that happens, stay calm. Apologize for the inconvenience and, if possible, transfer the call to the right department.
  5. Give your best answer – the success of your B2B lead generation efforts will depend on just how good is the solution you are offering your prospects. The reason why some marketers fail in their campaigns is because they fail to consider what their prospects is looking for, which leads to the wrong solution being provided.
  6. Be ready to accept all calls – okay, you do not have to be manning the phones twenty-four hours a day, but you can set up a system where your prospects in Singapore can get the answers they need even without calling, for example, your company website, blogs, even your pages on Twitter or Facebook.
  7. Stay honest – there will be questions that you will not be able to answer, or is simply just too weird for you to handle. In those cases, just be honest with your B2B leads prospects. Tell them that you have your limit. You can also offer to look up their questions so that you can call them back with the answer.

Do these tips, and rarely will you get problems in answering B2B lead generation queries of prospects in Singapore.

Reasons Why Sales Leads Leave Your Business

Reasons Why Sales Leads Leave Your Business

Marketing is no reassuring profession. Basically, you can do a lot of things here in order to generate sales leads, but there is no assurance that what you do will get you the results you want. Even when you already have a face-to-face meeting with prospects during a B2B appointment setting campaign, this does not mean that you will have the deal. A lot of things can go wrong along the way, and of these, maybe the most to blame could be you. Yes, YOU. You are the one variable in marketing that can mess up everything in your campaign. And do you know where you can make a mistake? It is in customer service.

Truly, customer service plays a key role in business, be it in marketing or in after-sales. You see, when you make your customers happy, they become more receptive to whatever business you are bringing them. They are pleased with the service, so they expect that whatever you bring their way will also make them equally pleased. This is the nature of customer service, and this is the one that you cannot make a mistake in your B2B lead generation efforts. Do it wrong, and they will leave your company. But really, what will make your customers leave you, anyway?

  1. Deception – lies and dishonest practices may be able to bring you the results you want in the short-term, but this will certainly not do well with you in the end. Better be honest when you are going to sell to them, especially when it is through a telemarketing campaign. You have to protect your reputation and image, so you be honest.
  2. Rudeness – customer service is all about making your customers happy and respected. If you are rude to them, they will feel like that you do not value them. When they feel that, they are more likely to move to the next company that can provide them that.
  3. Incompetence – ever experience going back, again and again, to customer service, for the same problem? When that keeps happening to your customers, they become less satisfied with the level of service that you are providing. Remember, you are there to help make their lives easier, not more complicated.
  4. Inflexibility – overly rigid management rules, poor warranty terms, unchangeable old sales policies, etc. are just some instances of inflexibility that can cause customers to leave you. Now, we know that the customer may not be always be right, but you should know that you ought to heed their needs, to the best of your ability. Sometimes, bending the rules a little bit can help you bring the B2B leads that you need.
  5. Tardiness – be it in the delivery of products or service, or even arriving late in a meeting, can be a reason for your customers to leave you. You see, time is gold, and your customers value their time very much. Do not waste it.

As you can see, these are what you should be fixing if you want your sales leads to stay with you.

Generating Sales Leads: Why Questions need to be Open-Ended

Generating Sales Leads Why Questions need to be Open-Ended

One of the most basic tasks of professional telemarketers is to uncover information from prospective clients that may lead into business opportunities- in short, sales leads. But along with that task of lead generation is to also maintain an atmosphere of openness and trust, which deviates from the usual, transactional and heartless survey-esque style of telemarketing. Leading them into a cyclone of inquiries and not letting them talk much may have them lose attention and eventually lose interest with the call.

The opening spiels and introductions are usually harmless. What could be detrimental to the success of the telemarketing call are the questions that follow. Asking wrong (or too many) questions may force  clients to end the conversation. If they do decide not to end it, oftentimes they’d just refuse to give out anything.

So the goal is clear: Earn their trust. Avoid the survey style of questioning.

And how do surveys usually sound? A barrage of yes-or-no questions.

Business-to-business (B2B) Outbound Telemarketing and Lead Generation require skills in questioning and extracting information. The way to make them perceive the call as a normal conversation is to engage them to do the talking. Obviously, close-ended questions won’t give them much liberty to expound on specific aspects of the answer they would have. To make them respond predictably and systematically only eliminates the “personal” touch of the dialogue and kills the momentum that’s needed to sustain the life of the conversation. Instead, ask open-ended questions, like “How does your current IT operation work?” or “What services do you need in your next campaign?” Sometimes, even non-questions could work, as long as they allow the prospect to elaborate certain details, like “Tell me about the challenges you’ve had in your department.”

Although telemarketers need to obtain specific information from prospects (statistics, dates, technical details), engaging them in a meaningful exchange of words is still worth the distance and can benefit on the bigger picture. For one, prospects would feel comfortable and not feel harassed. Letting them vent their opinions and grievances can make them feel appreciated and important. This established relationship may be very useful in the future, especially in Appointment Setting. Also, one would find that a thorough discussion may elicit more information than expected, because it involves personal perspective and emotions. By earning their trust, they will often offer the information that was targeted in the first place, and it will have been done without sounding like an interrogating robot.

That is why these days, Outsourced Telemarketing service providers now focus on “humanizing” the telemarketing experience. Companies assign the task to external professional companies to do their telemarketing for them, which are dedicated to generate quality leads and appointments. Aside from training their agents to be product-competent and articulate, they also make sure that they know howto “talk like human beings” and go as far as befriending prospective clients. And open-ended questions are the first step to revolutionizing the telemarketer’s tarnished facade. By now putting more emphasis on the person rather than on the business, they’re not that bad to talk to.