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To Get Sales Leads, Think Like Sales Leads

 

It can be difficult to generate sales leads, especially if you have no idea what really is running inside the minds of your target prospects. This can be a problem in your lead generation campaign. You might end up wasting all your time and effort, so you should be more aware of what you should be doing. Anyway, the key point you need to remember would be how to engage and research on your market better. And there are at least three ways to go around that. These are:

  1. Knowing your target persona – this is basically the ideal customer. To identify who your prospects are, it pays to conduct a comprehensive market research survey. It could be done in many forms, like social media or telemarketing. It will only depend on what exactly you need.
  2. Knowing what your prospect will want – this is basically what Steve Jobs did when he introduced the iPhone, iPad, iPod, and the like. These items were not yet in the consciousness of his customers, but because he positioned himself before the need became clear, Apple got a sales advantage.
  3. Knowing the biggest players– sure, you should extend your net wide, but you must know where the biggest fishes are. You cannot just spend time, money, and effort to get everyone. Know who are the biggest buyers, and you will get it right.

Keep these tips in mind, and your appointment setting efforts will be more successful in generating B2B leads. It is that simple.

Creativity Vs. Big Data – Which Brings In More Sales Leads?

It seems that these days, lead generation specialists are divided between two aspects of marketing: big data and creativity. And while you might say that this is a moot point, you did not hear advertising veteran John Hagerty, founder of Bartle, Bogle, and Hegarty; argue with Bob Greenberg, founder and CEO of R/VGA during a recent “Wired Global Conversation” panel discussion. Both sides have valid points, but it seems like a divide is being made, which spells bad for sales leads generation.

To talk about creativity, we should refer to the likes of Steve Jobs, Walt Disney, and probably Zig Ziglar. These people have this innate or intuitive talent in getting the attention of people, and cashing in on the attention bestowed upon them. And they do that in the most beautiful and presentable manner, something that borders on genius. But they seem to be lacking, no?

When we talk about big data, hands down it is Mark Zuckerberg. This man used the sheer volume of data they collected in their websites, convert that into buying patterns and provide these patterns to companies who wish to get a sizable market share or substantial B2B leads. The results are, well, still in need of refining. Facebook’s targeted marketing efforts seem to be a bit disappointing for its users.

Personally, both are needed to function. You need someone creative to handle appointment setting efforts since it needs to attract the attention of prospects. You also need to use big data, in order to identify the right business prospects and craft the right marketing message to them – plain and simple.

 

 

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Get qualified B2B leads today!

 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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Myths About Marketing and Sales Outsourcing in Singapore (Featured Image)
Event Marketing in Singapore: Trends to Expect by 2020
The Little Red Dot With A Big Mark In The Global Market

To Get Sales Leads, Think Like Sales Leads

 

It can be difficult to generate sales leads, especially if you have no idea what really is running inside the minds of your target prospects. This can be a problem in your lead generation campaign. You might end up wasting all your time and effort, so you should be more aware of what you should be doing. Anyway, the key point you need to remember would be how to engage and research on your market better. And there are at least three ways to go around that. These are:

  1. Knowing your target persona – this is basically the ideal customer. To identify who your prospects are, it pays to conduct a comprehensive market research survey. It could be done in many forms, like social media or telemarketing. It will only depend on what exactly you need.
  2. Knowing what your prospect will want – this is basically what Steve Jobs did when he introduced the iPhone, iPad, iPod, and the like. These items were not yet in the consciousness of his customers, but because he positioned himself before the need became clear, Apple got a sales advantage.
  3. Knowing the biggest players– sure, you should extend your net wide, but you must know where the biggest fishes are. You cannot just spend time, money, and effort to get everyone. Know who are the biggest buyers, and you will get it right.

Keep these tips in mind, and your appointment setting efforts will be more successful in generating B2B leads. It is that simple.

Creativity Vs. Big Data – Which Brings In More Sales Leads?

It seems that these days, lead generation specialists are divided between two aspects of marketing: big data and creativity. And while you might say that this is a moot point, you did not hear advertising veteran John Hagerty, founder of Bartle, Bogle, and Hegarty; argue with Bob Greenberg, founder and CEO of R/VGA during a recent “Wired Global Conversation” panel discussion. Both sides have valid points, but it seems like a divide is being made, which spells bad for sales leads generation.

To talk about creativity, we should refer to the likes of Steve Jobs, Walt Disney, and probably Zig Ziglar. These people have this innate or intuitive talent in getting the attention of people, and cashing in on the attention bestowed upon them. And they do that in the most beautiful and presentable manner, something that borders on genius. But they seem to be lacking, no?

When we talk about big data, hands down it is Mark Zuckerberg. This man used the sheer volume of data they collected in their websites, convert that into buying patterns and provide these patterns to companies who wish to get a sizable market share or substantial B2B leads. The results are, well, still in need of refining. Facebook’s targeted marketing efforts seem to be a bit disappointing for its users.

Personally, both are needed to function. You need someone creative to handle appointment setting efforts since it needs to attract the attention of prospects. You also need to use big data, in order to identify the right business prospects and craft the right marketing message to them – plain and simple.

 

 

Sign up for The Savvy Marketer

and get more Singapore B2B Marketing Tips & Strategies

Get qualified B2B leads today!

 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

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Myths About Marketing and Sales Outsourcing in Singapore (Featured Image)
Event Marketing in Singapore: Trends to Expect by 2020
The Little Red Dot With A Big Mark In The Global Market

Why Sales Leads Prospects Doubt You

 

It can be pretty hard to do business, especially with business prospects that doubt your offer. But all that is just a normal day in the office. The way you deal with them is what makes all the difference. To be successful in generating sales leads out of these types of prospects, you need to understand why they doubt you in the first place. Only then will you be able to come up with a winning lead generation strategy. To start with, B2B leads prospects do not trust you because:

  1. You begin with a lie – a successful business relationship is anchored on trust. How will you be able to maintain that if you started the whole process with a lie? Sure, this might help you get more business leads in your appointment setting campaign, but it will not help you at all in the long run. In fact, it will lose you more leads.
  2. Your claims are unbelievable – with so many companies claiming that they are the best, or the cheapest, in the market, it is only natural that business prospects would be tired of hearing the same song over and over again. If you really want to get their attention, show hard facts. Even if your outlandish claims are true, no one will believe you until you show proof.
  3. Your opinions outweigh your facts – when all your prospects here are your own praises for your products, they would naturally be suspicious. To make it easier for them to believe your claims, make it a point to use testimonials from your clients, especially the big ones. Also, substantiate your claims by giving facts.
  4. You focused too much on closing – yes, you need to get that deal, but if your focus is just that, without regard to what your prospects need, then you achieve nothing at all.

Correct these bad habits and your sales lead generation campaign will be more credible.

 

How To Secure Your Sales Leads In Cyberspace

 

It can be a real pain to be a victim of cyberspace hacking, but it is a reality you need to face in today’s modern business environment. All those years of hard work in lead generation, all those gigabytes of customer and market data, and the lists of sales leads you have collected, all these can disappear at just a click of a mouse button, and you cannot do anything at all once that happens. That is why you need to prevent hacking in the first place. You need to improve your security. Only then can you fairly say that you have taken steps to deal to protect your B2B leads.

  1. Load on tech – as a business owner, you need to invest in the right equipment. You need to have the latest technology, like firewalls and antivirus, installed on your computer and communication equipment (like the phone lines used by your telemarketing teams). This makes securing them easier.
  2. Lock everything down – clear cache, create passwords, use secure back up, etc. are just some of the things you need to observe in order to secure your systems. In case an actual hacking takes place, the damage can be put on the minimum.
  3. Spread the word – not everyone gets the same information as you do. If, say, your appointment setting representative is using VoIP to make calls, recommend them a powerful antivirus or firewall to prevent illegal access to their VoIP account.

There are other things that you need to do to protect your lead generation campaign, but these three will top that list. Follow them well.

 

How To React In Social Media (Without Jeopardizing Lead Generation)

 

How does a company react on an external crisis through social media? That is a question that leaves a lot to be desired. Remember the Twitter fiasco during Hurricane Sandy? How about the Epicurious Twitter gaffe after the Boston Marathon Bombing? Knowing where to tread the thin line can be a challenge in lead generation. Tragedies may be huge topics for discussions, but to anchor your promotions on that can be a serious false step in generating sales leads. So, where should you place yourself then?

To put it simply, you need to be human again. As what Scott Goodson, founder of Strawberry Frog, said, “Ten years ago, brands just sold stuff… Now they’re like your friend.” No matter what marketing medium you use, be it social media, email, print advertising, and even telemarketing, going down to the personal level, appealing to the human side of things, connects you stronger with your market.

So when a tragedy or a disaster strikes, you should also react in the same way a simple human being does: empathize. Share the pain. Not like you have to go to the extent of a social media black-out, but sharing an understanding message will do the job. To start with, social media is all about the conversation, not the appointment setting. You do not generate a lot B2B leads from this medium, anyway.

That is pretty much it – putting the human touch back to social media again. Anything that smells of blatant selling will only kick your business back to the lead generation drawing board.

Lead Generation In the Post-Internet World

 

The Internet has totally changed the way we do business nowadays. Now, we can reach out the most number of business prospects, increasing our chances of generating B2B lead, in a manner that is not available to us from five or ten years ago. This is a great opportunity for your B2B lead generation campaigns, helping us convey more information to those interested. Of course, along with the ready availability details, there is the risk of what we call the ‘tyranny of choice’. What is that and how will you deal with it?

The tyranny of choice, as psychologists call it, is a condition where customers have so many alternatives to choose from that they practically cannot make a choice any more. Give the numerous products and services offered by a lot of marketers during their appointment setting campaigns, it is only natural that business prospects will have a hard time choosing which to buy or sign up for. This impairment can have a serious impact on your generation of sales leads. Of course, this can also have a positive outcome for your campaign as well.

It all depends on your ability to best represent your brand. People, especially the busy ones, tend to have too little time to analyze the products or services that their business will need. For them, it would be more cost effective if a seller can more as an information source, and help them make the right decision. At this point, it is also important to remember that sales leads are not everything. You need to establish a relationship with them.

 

Need More Sales Leads? Dispose Of Garbage Content

Need More Sales Leads_Dispose Of Garbage Content_DONE

Yes, you read the title right. Despite what pundits are saying all the time (now, I wonder what happened to them?), content still plays a key role in generating sales leads for your business in Singapore. It can come in many forms, like a simple tweet, Facebook post, a video, a webinar, or a blog article. There are great ones, as well as really bad ones, but as for the best of these lead generation tools, you will notice a similarity in all of them: the best ones have the best content. Now, more than ever, you need to keep your content fresh, helpful, and direct to the point. And here are the reasons why:

  1. More and more marketers understand the power of content – yes, be it the information written on an email or the main points enumerated during a telemarketing call, if you use the right kind of content, then you will attract more B2B leads. That is the truth.
  2. More marketers are competing now in terms of content – since they now understand the power of content, a lot of marketers will be fighting each other to release their content first. If one succeeds, you can be sure that others are not far behind.
  3. More content is needed – if last year, a press release or white paper is enough to last a year, then expect that this will not be enough today. In fact, if you want to stay on the same level of productivity last year, you need to release a whitepaper every month. For every persona that your company has.
  4. More marketing tools are becoming content-powered – email, web advertising, search, social media, all these disciplines have to depend on the quality of their content if they want to cultivate interest during their appointment setting campaigns. This is the first step they need to generate more B2B leads.
  5. More efficiency is being made in terms of information dissemination – with the development of new technologies and platforms in which to share and disseminate information, a lot of marketers today can send more content with the same budget.

What does this say about content marketing and its future? Perhaps one word can best explain it: flood. Yes, it will be a deluge of content. Maybe it is happening now, what with the virtual information overload we have now. So, what should we do about it? How can we get an edge over the competition?

The keyword here is quality. You need to create and share quality content. It is no longer enough to just share the latest market figures to your business prospects. You now need to present it in an engaging and entertaining manner. True, the data is still the same, but you need to make it more interesting. Cultivating interest is crucial in your lead generation campaign in Singapore.  Without it, you will not get anywhere near generating any sales leads.

Quality is important, there is no doubt about that. Not just in the products or services you offer, it also includes the content you share with others.

 

Innovation In Singapore Lead Generation? You Need To Invest

Innovation In Singapore Lead Generation? You Need To Invest

“Innovation is not something that just suddenly pops out of our heads, ready to serve and bringing in sales leads. Rather, innovation is a process that requires space, time, money, and effort towards gambles that might lead us nowhere.”


Sometimes, in our desire to run a tight ship, the way we handle our daily lead generation activities may actually stifle our innovative energies. Innovation is not something that just suddenly pops out of our heads, ready to serve and bringing in sales leads. Rather, innovation is a process that requires space, time, money, and effort towards gambles that might lead us nowhere. Yes, that is a risk, but better take on risks instead of getting stagnant in our growth. Now that is a state no one wants to reach. In order to be effective in generating qualified sales leads, you really need to make an investment.

In a business, it is important to exercise some level of control. But if your control of things start to affect the research and development process of your firm, then something is really wrong. For example, cutting back on spending for telemarketing surveys might help you save a couple of hundred dollars, but it can affect your appointment setting campaign, due to your people not having the precise information they need to get in touch with business prospects. What you need to do is to provide some slack to encourage your team to think differently, while at the same time try reducing the impact of a bad business move.

Innovation should be nurtured, made to grow naturally. Forcing it to fit the constraints of budget and management will only stunt it. If you really want to reach an innovative solution to your lead generation process, you should be willing to invest into its growth.

 

Want To Get Sales Leads In Singapore? Tell A Story

Want To Get Sales Leads In Singapore_ Tell A Story_DONE

Story telling is an integral part of your lead generation campaign in Singapore. To start with, you need to establish a connection with your prospects. Before you can start talking to them into becoming your newest sales leads, you have to get to their good side first. And what better way to do that than to give them a compelling story about your company. The success of your appointment setting hinges on your ability to be a story-teller. Take Steve Jobs, Richard Branson, Warren Buffet, among others. They are people who have truly redefined story-telling. In this sense, the tales they share gets them the sales they want.

You can do that, too. And the ways are actually simple enough:

  1. Think of your company’s value. How important it is to your world makes a whole lot of difference in terms of story-telling power. If you strongly believe in your company, it will be translated into your words.
  2. Use a common language. This is where some skills in telemarketing is needed. You can never tell when you have to talk and negotiate with business prospects. But you can handle that.
  3. Give your company a human voice, a human identity. Some of the most effective marketing stories can be traced to the human voice and identity used by the company. Prospects can now relate to it easily, facilitating your work of generating B2B leads.

Simple enough tips to improve your story-telling. It can have a great impact on your lead generation campaign in Singapore.

 

When Not To Solve Problems During Lead Generation

Solving problems is only natural when we are conducting lead generation campaigns. After all, if we do not solve problems, how can we turn prospects into qualified B2B leads? That is why we need to offer the right business solutions to your prospects. There are a lot of things you would want to say to your prospects, offer answer to their problems. But have you ever thought of those rare moment where you do not need to solve problems? Sometimes, not solving a business issue can get you the sales leads you wanted. The idea behind it is actually sound.

To begin with, you must first understand that some of your prospects may be aware of their problems already. They might just want to have a sounding board, or probably a second opinion on whether this is their real concern. Also, it is possible that they know the solution already. Your telemarketing team may not need to talk much. Your team will just have to listen, and the answer will present itself on its own. And would it not be a much better appointment setting tactic. At least you will get the full cooperation of your business leads. All you need to do is to be sharp at the details.

While it is possible that you have a lead generation team ready for the task, it may not be economically feasible to have a large one for a seasonal campaign. Perhaps outsourcing the work will do you good. There are a lot of telemarketing, advertising, and other agencies that can do the job for you.

 

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.

 

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.