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How to Get Consulting Leads without Hassle A Guide for Singaporean Firms

How to Get Consulting Leads without Hassle: A Guide for Singaporean Firms

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The consultancy industry is an important playing field in its own right. This is mostly because businesses need to understand how to deal with complex processes and come up with better decisions to address such subjects as IT security or financial management. Of course, these companies can’t handle the problem solving alone, which is why they choose to hire consultants to do the thinking for them.

Consultancy is still pretty much a significant component of business growth. In a LinkedIn blog post by Jeffry Graham, consultancy services are useful along the lines of supplementing and strengthening an enterprise’s manpower. On top of that, hiring the right consultant essentially saves you the trouble of doing damage control since you are able to spot issues early. A consultant will also provide the much-needed solutions to these issues through an objective lens, which is something you won’t be able to do as the owner of the enterprise itself.

These and much more are the top reasons why businesses seek consultancy firms in the first place. This also explains why the consultancy market, particularly that in Asia, is consistently growing, spelling good news for firms operating in the island-nation of Singapore.

In a 2016 report published by Source Global Research on the consulting market in Southeast Asia, firms in Singapore “continued to experience good demand for their services” amidst a robust growth figure of 8.5 percent for the whole region in 2015. This would include demands from such sectors as financial services, healthcare, telecommunications, and education.

While this gives us all the more reason to look hopefully towards the future of the consulting industry in Singapore, the same report also points out that firms are still worried about “oversaturation.” At present, these firms are facing a shortage of the right talents who can handle complex administrative and operational problems. Other than that, the report noted increasing competitiveness among major market players.

With that being said, consultancy firms in Singapore should come up with better strategies that secure quality leads for their services. In that case, here are some of the most crucial marketing methods you need to apply.

Related: Online and Offline Marketing Tactics to Position your Consulting Business in the APAC Market

Build an effective mailing list

Regardless of the area that you are targeting, it is crucial that you identify the types of leads with which you want to feed your pipeline. Building a database containing the right contacts can help you become more focused on your marketing efforts. A successful marketing campaign is one that puts a great deal of focus on accuracy, which is why you should not hesitate to spend more time and resources on lead prospecting and creating a marketing list that will essentially help you achieve specific goals for the bottom line.

Related: A Visual Guide to Email Marketing Analytics [INFOGRAPHIC]

Tap through social media

It’s quite unusual for consultancy firms to use social media as a marketing channel. But as far as getting more qualified leads is concerned, having a consistent presence on Twitter and Facebook can actually win over COOs who are looking for effective consulting services. Besides, even business leaders today use social media in order to scout for the products and services they want to purchase, so it makes sense that you secure yourself a position in social networking sites. LinkedIn, which is where consulting professionals such as yourself are found, is a good place to start.

Related: Your Guide to a Successful International Social Media Campaign

Using cold calls

Apparently, social media and email marketing are not the only channels consulting services can use to gain potential clients. If you are opting to win over bigger industry players, you can always use good old-fashioned marketing strategies, chief among which is cold calling. Telemarketing, after all, still enjoys massive appeal, especially among firms that want to build stronger bridges with other firms.

Related: Effective Telemarketing Scripts for All Industries [FREE TEMPLATES]

Outsourcing your efforts

You can never go wrong with an outsourced lead generation campaign. At least, by entrusting your marketing efforts to a capable firm, you will be able to tap into better opportunities to grow your sales pipeline without having to set up your own infrastructure or building your own marketing team from scratch. And outsourced lead generation can actually help you manage your campaigns better. Singaporean firms know all too well that the market is increasing, and it’s high time for them to take action to improve their bottom lines.

Related: How Outsourced Appointment Setting Teams help Accelerate Growth

Lead Generation Statistics That You Should Never Ignore

Lead Generation Statistics for Singapore That You Should Never Ignore

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Are there ideal numbers to shape a perfect lead generation figure?

Lead generation has greatly evolved over the years where innovation in processes and tools intertwines to bring about desirable campaign results.

Setting campaign objectives, tracking and monitoring leads, prospecting processes, and gauging key performance indicators, are number-driven elements that build your lead generation program. And how you build it up depends on how well you know your lead generation statistical data.

Below are reasons why statistical data is important in a lead generation program:

#1 Help you decide which action is best to take

How much budget should be spent on the project? Will social media help in generating more leads? Who will be your target decision-makers?   

Before, during, and after the lead generation campaign, you will be bombarded with matters that require decision-making that will either bring improvement or impairment to the business. So, carefully take one step at a time and be keen on results to quickly, and wisely address any arising issues.

#2 Know your prospects better

Which system do your prospects need in order to integrate multiple business operations in a single system, how soon can they purchase, or which is the best time of the day or week are they most available for a meeting?  

Understand your prospects’ needs and preferences with regard to product type, financial capabilities, and buying behavior. A profiling campaign or survey may help generate data for these type of questions.  Do your market research!

#3 Track performance and quality

How many qualified leads are generated over the number of calls made per day? Does your CRM have an accurate lead-scoring process to determine sales-ready leads?  Are the contents compelling enough to drive web traffic?

Tracking key performance indicators and managing lead frequency and quality are peak factors to consider to declare the success or failure of a lead generation campaign. Close monitoring is required to adhere to quality. These lead qualification steps are the best in scoring leads if they are sales-ready or not.

#4 Improve technique

How many contacts does your database have? Which service channel is able to reach more prospects? Does your marketing automation tool enhance the lead nurturing process to deliver sales-ready leads?  

If your current marketing system is unable to scale up your sales numbers, then it’s high time for you to open your doors to smart marketing technology like a lead generation program that runs through multiple marketing channels that deliver highly closable leads.

Below are lead generation stats that may help you  improve your current lead generation campaign and assess process efficiency:

  • 68% of B2B businesses use landing pages to garner a new sales lead for future conversion. (MarketingSherpa)
  • The biggest challenge B2B marketers face in regard to lead generation is generating high-quality leads (61%).(B2B Technology Marketing Community)
  • 84% of companies that have a CRM have a lead scoring process in place to determine the quality of leads. (Direct Marketing News)
  • Content marketing generates 3 times as many leads as traditional outbound marketing, but costs 62% less. (Demand Metric)
  • 37% of B2B marketers are using marketing automation to generate leads. (MarketingProfs)
  • 44% of B2B marketers have generated leads via LinkedIn, whereas only 39% have generated leads through Facebook and just 30% through Twitter. (ReachForce)
  • 71% of B2B marketers use content marketing to generate leads. (MarketingProfs)
  • B2B marketers say that their greatest barriers to lead generation success are the lack of resources in staffing, budgeting, or time. (B2B Technology Marketing Community)
  • 73% of all B2B leads are not sales-ready. (Source:MarketingSherpa).

Statistical data plays an outstanding role in your business – making wise decisions, learning and understanding your prospects’ behaviors, and taking careful steps in process and technology advancement.

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Do Your Telemarketing Properly Or Not At All

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Telemarketing is the same with social media marketing, content marketing, or even advertisements. If you plan to use telemarketing or cold calling for your Singapore lead generation marketing campaign, then learn to do it properly, or else you will be wasting your time with a largely ineffective tool.

The best way to utilize telemarketing for your lead generation processes in Singapore is to hire a reliable professional telemarketing company to do the cold calling for you. This way, you don’t have to worry about sending in someone without enough experience or the proper tools. If, however, you decide to do the cold calling yourself (or plan to hire a team of your own), you need to be fully prepared before you start to do any sort of cold calling. Just having a telephone isn’t enough. While you might make it work somewhat, you’ll end up with a lot of missed business opportunities and a lot of frustrated b2b telemarketers and sales representatives.

You need to prepare the right equipment for your telemarketers. Even if it’s not high end technology, make sure your equipments are capable of sustaining continuous, heavy duty use; if not, it could cost you thousands of dollars having to replace everything frequently. Prepare your telemarketing script. If you don’t know how to write one, there are forums, blogs, and articles online that can help you write one for your company. Set aside a place for your b2b telemarketers so that they can concentrate on their calls. The room should not be noisy or else they won’t hear their business lead prospects, but it shouldn’t be too quiet or they could easily get bored and lose motivation.

Being prepared will save you a lot of headaches in the future. If you want to do telemarketing in Singapore, then do it well or don’t do it at all.