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Lessons from The Godfather: Outbound Telemarketing and Lead Generation

Lessons from The Godfather  Outbound Telemarketing and Lead Generation

It revived Marlon Brando’s career, and it launched Al Pacino into stardom. The Godfather has been on top of many lists of greatest films of all time since its release during the early 70’s, and on countless occasions it has been quoted, parodied, and referenced to, cementing its impact on pop culture as a true classic, an almost “perfect” film.

It teaches many valuable lessons in business, family, and life in general, and yes, even in ways unimaginable, it also reflects insights on Outbound Telemarketing and Lead Generation, both essential aspects of survival in the ferocious world of commerce and the growing industrial revolution.

So what does Don Vito and the rest of the Corleone family teach us about Outbound Telemarketing and Lead Generation?

Lesson #1: It’s nothing personal – it’s strictly business.

In the Mafia world, all efforts, even acts of violence and murder, are justified by one’s desire to protect a business or livelihood, and they are not considered personal attacks but merely a business initiative.Similarly, professional telemarketers should also learn to draw the line between his or her duty and whatever personal biases he or she may have as an individual. When conducting Business-to-Business(B2B) Lead Generation and Appointment Setting, the telemarketer simply represents a certain company, and must not go beyond the business’s established values and goals just for personal gain or prejudice.

Lesson #2: Keep your friends close, and your enemies closer.

As the Don or the head of a prolific Italian-American family in New York, tough competition is to be expected, not only in business but also in power and influence. That is why Don Vito Corleone spends a great deal of money and effort to make sure he knows the whole lot about anyone or anything that can affect his empire. He has a dedicated group of people whose sole task is to keep him informed on what’s going on out there – who’s in charge, what they want, what they do, and how they do it. On a smaller but comparable scale, a good Lead Generation services provider should also have qualified people,tools and resources to keep the pipeline data sufficient and updated. Likewise, they must also be kept posted on what other providers use as methods to gather relevant information about the target market.

Lesson #3: Make them an offer they cannot refuse.

When making business deals, Don Vito sees to it that both sides have something to gain. He offers financial support, protection and security to a businessman in exchange for sheer friendship and loyalty- things he values the most. Every day, professional telemarketers also talk to CEO’s and Managers proposing potential business partnerships. Using their skill, knowledge and charisma, they must nurture the relationship with trust to establish a strong business “friendship”. They must also be flexible to the needs of the prospect in order to work out a deal where both sides can profit and everybody is happy. The point is to make them an offer they cannot refuse – without resorting to Mafia-like crime and violence, of course.

What are the Benefits of Telemarketing?

What are the Benefits of Telemarketing_DONE

It has been established that telemarketing is one of the most effective tools in marketing. Telemarketing is the process of advertising and selling a product or a service over the telephone. What makes it mainly effective is that the sales person can communicate directly to the targeted customers and consumers hence creating a solid foundation for an effective relationship with customers and consumers.

So what are the amazing benefits of telemarketing?

Instant Sales
The chief and important reason why telemarketing is effective because it yields immediate results. The sales person can create a sale during a call.  This is because the representative has the enough time to concisely explain the details of the product and services and other offers that could make the sale easier.  If customers have inquiries about the services and the products the representative can also immediately answer them thereby building trust that oftentimes lead to sales.

Builds a Strong Customer Relationship
Telemarketing is done through direct communication, between two participants. Customers often want to have the response to their questions answered directly and in a manner that they can understand. When the sales person talks to the customer, they get to have a peak at their personality giving them an understanding on how to approach the question of the customer. Sometimes although he customers ask the same questions, the answers should be right-sized to the customer. In telemarketing the relationship between a business organization and its customers becomes interactive thus promoting the customers loyalty to the business organization.

Immediate Interest
Everyone is a customer and based on observation, sales calls are rarely ignored.  A sales person has the power to grab a customer’s attention at the instance of the call, because a sales call is directed towards the individual customer unlike in mediums such as radio promotion and TV advertisement that goes broadly towards a general audience.

Round the Clock Support
Customers absolutely love a service that is available 24/7.  Some customers have inquiries popping out of their minds in wee hours or during weekends, and telemarketing call centers mostly operate every day of the week. This also gives the customers the liberty to call whenever they want. Being there when your customers need you adds to the factors that attract their loyalty.

If you evaluate telemarketing in details, there are so many benefits to it as long as its best practices are properly executed by the sales person or by the people handling the calls. In telemarketing, whoever represents your business, organization or your company, they must have the perfect knowledge to answer wide ranging questions of the customers.  They must also represent the company well and accurately. For all the good results to be reaped, you must sow the techniques properly.

3 Branding Mistakes In Lead Generation

3 Branding Mistakes In Lead Generation

Branding practically means everything in business. This is the face and soul of your company. Your brand will also influence your effectiveness in lead generation campaigns. It is the first thing that prospective B2B leads will hear from you, and it has to be one that will stick to their minds the most. Of course, in the quest for creating memorable brands, many entrepreneurs often make the mistake of producing catchy names. Later, these turn out to be huge headaches, reducing their ability to effectively generate sales leads from the market. You should not make the same mistake. So, how should you go about it?

  1. Research – you might have come up with a catchy brand, but you may not be the first one. To avoid legal, and costly, arguments with rights owners, you should research the existence of the name.Check the internet or the patent office; see if your brand name is there already.
  2. Applicability – some entrepreneurs create brands that work well in only a small area. If you have plans of expanding, or using broad marketing mediums like telemarketing, it is best that you create a brand that anyone will understand or remember better.
  3. Relatedness – this part may be a bit tricky, but the rule of thumb here is to use a brand that is related to your business. If you insist on doing different, then fine, go ahead, you got nothing to lose. But you have to make sure you can connect your brand to your business properly come appointment setting time.

Simple enough, right? But these are sure to help you avoid lead generation troubles associated with branding.

 

7 Habits Of Successful Telemarketers: No. 7 – They Are Humble Enough

 

If there is also a quality that you have to emulate from successful telemarketing representatives, then it has to be their humility. Even the best among men can make a mistake, but it takes exceptional people to admit that they did. But that is the secret for a successful relationship building with potential B2B leads. It is good to really be knowledgeable about your business, but you cannot really have everything at your fingertips. In case you are lacking, admit to your short-comings and make sure that you get back to your lead generation prospects once you have what they need.

It is not that hard to imagine just how difficult it is to be honest and simply admit that you have made a mistake, or fail to deliver. That is bad news for business. And it is only natural that you would try to deny it or make excuses for it. Now that would be much worse.

Also, it does not really hurt if you ask help from others, especially if those people are much more knowledgeable than you in terms of business and market experience. Yes, you might look stupid at the start, but once you got things right, you will also look right.

Another thing, remember that appointment setting requires some level of negotiations, so be prepared to give some compromises to your prospective sales leads.

True, being humble and really willing to help your prospects can help you be more successful in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 6 – They Know How To Sell

 

Of course, not all successful telemarketers possess the same qualities. There will be some who would be different from others, in terms of how they conduct their lead generation campaign or the kind of sales leads they wish to generate. Still, the one common tie that connects them all is this: they can sell. And when it comes to selling, they are actually very good at it. Despite the negative perception of the term ‘selling’ in the minds of a lot of people, there are things we do that actually possess the nature of selling, not to mention these are the very things that we can emulate for ourselves.

For example, good sellers can explain their side properly. You do not have to actually sell something, but the mere fact that you can get your ideas across other people is actually a very good habit. Also, good sellers are excellent listeners. This is something you will need in your appointment setting process, since you will definitely be making some negotiations at this point. Another quality of selling that you can follow is the act of compromise. No one can have everything in this world, and that is the same thing with business. You have to adjust to the needs of your prospects before you get them to become B2B leads.

There are other qualities is selling that you can emulate from successful marketers, and you can learn these along the way. Anyway, if you actually deliver what you promise, your telemarketing campaign would be more successful in the end.

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

7 Habits Of Successful Telemarketers: No. 5 – Never Stopping

 

Another habit of excellent lead generation specialists is with regards to momentum. Once they have started their work, rarely will you see them stop. If they did, they would probably be switching gears or improving their offer, which would translate to better sales leads. A good marketer would be content with the success of their current campaign. An excellent one would try to find more ways to improve and make more money. This is a habit that will surely bring you more benefits in terms of B2B leads generated. But the question here is this: how will you go about it?

First, you need to actually start something. No matter how good you are in getting the telemarketing job done, if you did make any effort to actually do something, then nothing will come out of your efforts at all.

Second, try shutting off all distractions during your work. Be it your cell phone or emails coming in, once you are in the middle of your work, you should only concentrate in what you are doing. Answering all your emails (which will never end) or looking at your phone (which can pretty much be all the time) will not only waste your time, but will also reduce your productivity.

And lastly, look to do better. A hallmark of successful appointment setting campaigns is the constant improvements done to maximize impact on the audience.

Do these things, and you can be sure to be successful in your overall lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

7 Habits Of Successful Telemarketers: No. 4 – Aiming High

 

The mark of an excellent telemarketing representative also consists of having a high aim. That is an essential part of a successful lead generation process. After all, having a goal can concretize your efforts, helping you maintain your pacing. Of course, when it comes to goals, you need to know what exactly it should be. Setting your sales leads aims too high will lead you to fail, while setting them too low will also cause you to be mediocre. In this case, you need to remember a few important points.

One, it must be a personal goal. Sure, you should follow the general aim of your marketing team, but if you do not put a personal intent in it, then you will lose steam in the long run. You have to make your aims your very own.

Second, it must be feasible. As I have mentioned earlier, your aim will determine the success of your campaign. So, if you set your appointment setting goals too high, you might not be able to reach it, discouraging you. Set it too low, and you will not be able to shine.

Lastly, it must also be measurable. You need to quantify the success or failure of your campaign, which means you need to conduct it through a measurable medium. For example, you can use telemarketing. It is very affordable, and it can reach a lot more prospects in a single day. Plus, you can measure it, too.

Follow these, and you can aim high in your lead generation campaign.

 

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

7 Habits Of Successful Telemarketers: No. 2 – They Work

7 Habits Of Successful Telemarketers: No. 3 – Go Against The Flow

7 Habits Of Successful Telemarketers: No. 2 – They Work

 

Another habit of very successful telemarketing representatives is that they actually do some work. Unlike the average worker, these marketers really do their best when they are in the production floor. This could best explain their ability to generate a lot of sales leads at the end of the day. A little productiveness can be a real benefit for those involved in B2B leads generation. And usually, the ones that work a lot during their shift tends to finish their job earliest. You can do that too. All you need is to follow these simple tips:

  1. No phones – turn off your phones when you are already in your work station. Unless someone needs to contact you by phone, there is no need for it in the usual run of the day. Besides, if your phone receives a call, it can create a nasty feedback with your telemarketing equipment.
  2. No emails – checking emails is good, but doing that all the time will just waste your time. You can just open it at the start of the shift, and then check in again before the day ends. That would be enough to tell you if there are any tasks to be done.
  3. No gossip – really, that should be the last thing you should be doing, since it wastes a good amount of your time, not to mention giving you useless information. Better concentrate with your own lead generation work, which is a better idea.

Really, just do these things, and your appointment setting campaign will be all right.

7 Habits Of Successful Telemarketers: No. 1 – They Have No Back-ups

 

One of the most important components of a successful lead generation campaign would be the people leading the frontlines. They are the ones responsible in generating qualified B2B leads, so they have to be the very best in the business. There are different kinds of successful people, with qualities that made them so. You can be one of such people, provided that you know how to actually pull it off. You see, the secret to a successful appointment setting process lies in your business habits. Developing these would be to your advantage. Now, let us discuss one of these points: having no back-up plans.

Back-up plans are good. It provides you with a fall back platform in case your initial lead generation plan fails. While this can give you some breathing space as you plan your next marketing move, a disappointing trend has been developing among many marketers, especially those in telemarketing – they always depend on the back-up plan. Because of this, they end up slacking off or slowing down in their work, which translates to a reduction in sales leads production. Truly, if you want to be at your lead generation best, you should work like you have no back-up plan. Having such a mindset will compel you to do your best at the initial business campaign.

A lot of successful telemarketers have done that in the past. Besides, in this fast-paced business environment, creating a back-up plan can be an unnecessary burden. Better give you best at the first try, so you have fewer problems to think about.

Improve Sales Through Lead Generation

Your office phone isn’t ringing as much as it used to, but that doesn’t mean that your company needs to start closing its doors. You (or your salespeople) just need to get back to prospecting and lead generation.

Getting your business and services out there to the public is more important now than ever. Thanks to the recession, people are more careful about where and when they spend their money. Waiting for your target customers to turn themselves into leads is a noble effort, but it’s largely a waste of your time.  It’s your job to let them know what you offer, because they’ll never know otherwise if they need it or not.

By prospecting for potential sales leads yourself, you have a better control of the pace of your sales process. It’s not the most enjoyable part of being in business, but it’s definitely the most crucial. There are plenty of methods you can use to help with your prospecting. You could start sending more emails, if you haven’t already. Look into joining trade shows, and even television advertising if you can afford it. If you feel like doing it the cheap and old-fashioned way, you can always grab the nearest phone book or search on Google. You can even hire professional telemarketers to do the cold-calling for you, or you might opt to go straight to a reliable telemarketing company for your telemarketing needs. All these methods have their advantages and disadvantages, but the important thing is you get your products and services noticed by the right people.

How Can Telemarketing Help Social Media Marketing?

The marketing landscape is constantly changing. What may seem to be a sure-fire marketing tactic may not be an appropriate method today. And the lead generation tools we scoff at in the past may be the latest aid we need for the modern market. Such is the case with social media. Nowadays, companies and marketers are touting this mediums ability to generate sales leads, as well as engage customers in meaningful conversations. But is that enough? Will social media be the answer all marketers are looking for? Can it replace the other marketing tools that are currently used today? Or will it be a marketing fad that will fade in time? There are just too many questions that has to be answered.

 

We must first understand what social media is all about. Social media is a marketing strategy that uses social media networks like Twitter, Facebook, Pinterest, etc. The aim here is to increase the online presence of the company, encouraging more customer engagement and conversation. While this is very effective in increasing the awareness of the market, it is just that – increasing market awareness. Social media, for all the things it can do and achieve, is still not that effective in generating qualified B2B leads. Remember the Pepsi Refresh campaign? It is a major advertising campaign used by the company to hype up its social responsibility and presence to the market., and look at what it got the company into. From being second to Coke, Pepsi slid down to the third spot. What made it more painful was the new second place: Diet Coke. Considering the millions spent on this social marketing campaign, you can tell that this was a real sales disaster. This is certainly something that you do not wish to happen.

 

In order for social media marketing to effectively generate more sales leads, you need another marketing tool to assist. It can come in many forms, but it seems like the best methods are the most disruptive in nature. In other words, these are marketing methods that actively and aggressively get in touch with prospects and help you with the task. Among the most preferred methods employed would be telemarketing. Yes, you would probably be complaining that this is an old (if not a negative) means of engaging prospects to buy or sign up to our offer. But in terms of effectiveness, when paired with social media marketing, you will see better results in terms of appointment setting success.

 

What does it tell you about social media and lead generation? For one, it tells you that social media, as a marketing tactic, cannot bring sales leads on its own. You can spend a lot of money in your social media campaign, but just like the case with Pepsi, it might not be a bright idea. In order for it to be effective, you need to combine it with other marketing tools, like professional telemarketing services. Whether done in-house or through outsourcing, it will give you the right results.

 

A Lesson From Warren Buffett For Telemarketing In Singapore

Lead generation is serious business in Singapore. After all, how are you supposed to continue selling if you do not have any customers, right? For this to be successful, you need to hire the right people for the job of generating B2B leads. While there are a lot of qualities that you need to look for, perhaps the words of billionaire Warren Buffett can help you:

“Somebody once said that in looking for people to hire, you look for three qualities: integrity, intelligence, and energy. And if they don’t have the first, the other two will kill you.” – Warren Buffet

Yes, integrity means a lot. This is the a mental and moral compass that ensures quality product and services. without it, all your efforts will not be worth it. You may have the intelligence, but if you cannot prove to your business prospects that you are reliable, then you are nowhere near generating sales leads. You may have energy, but if all you do is something apart from appointment setting, then you succeed in nothing at all. You have to build the trust of your business prospects.

Buffett understood the value of integrity. As an investments expert, he knows the abject fear of people that they will lose their money in businesses they invest in. By showing them integrity, he earned their trust, kept their money safe (not to mention growing it), and made his company the powerhouse investment firm it is today. This can be done in your telemarketing campaign in Singapore as well.