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Sell Big In Australia Even If You Are Small - A B2B Lead Generation Perspective

Sell Big In Australia Even If You Are Small: A B2B Lead Generation Perspective

“We all have to admit, selling to large companies can be a real challenge.”

Just imagine how hard that would be if you are a small company conducting a B2B lead generation campaign. The competition can be intense, not to mention the possibility that what you have is not what big name businesses are looking for. Getting qualified sales leads out of these companies are pretty much a challenge, more like a sure failure. But that is just at the surface. If you can properly analyze what you need to do, then you will realize just what you should be doing to make it work.

Create a sense of urgency.

Yes, urgency. This is the one strongest element that compels potential B2B leads to make a purchase or sign up with your company. If you can make them feel that what you offer is available for only a limited time, and if you can covey to them the importance of making a purchase, then you can make a sale or deal happen. And no matter what business or industry you belong to in Australia, this sense of urgency will get you the sales you are looking for. Mind you, this is not something that came off the top of my head. This answer is grounded on practical observation.

I mean, look at infomercials these days. Why do you think they still earn a lot of money, even now? It is because they succeed in relaying that sense of urgency to your prospects. The same is true even if you are not selling at all. For B2B appointment setting campaigns, conveying a sense of urgency to your prospects is what compels them to act according to what you say. Your marketing campaign’s success will depend on your team’s ability to create urgency in whatever you say or do in front of your prospects.

You can do that in a B2B telemarketing campaign. Give your business prospects a call, let them know what you have to offer them, offer them something good. Lay out the benefits that they will enjoy if they make a deal with you. And make them aware that your offer will not be around for long. Not that you are trying to coerce them or something, but more along the lines of availability of supply. In case you are offering software programs, add in some services that are time-constrained, like installation or customization by your own personnel, priority delivery for those who purchase immediately, additional services, etc. You can use anything that will get their attention and create a sense of urgency to those who will be listening to you.

Now, if you think that your own marketing team is not really up to this kind of strategy, you can always ask the help of professional B2B lead generation agencies. There are a lot of them around. You just have to choose the ones that will work well with you and your team. That may require you to invest more time and effort, but the returns in terms of B2B leads generated would be worth it.

Reenergize Your Lagging Lead Generation Campaign

Reenergize Your Lagging Lead Generation Campaign

“B2B lead generation will always be part of your marketing campaign, and you know that this is something that you cannot afford to falter.”

In this highly-competitive market, you have to work hard or your competition will blow you away. It will make you lose sales leads. But, it is also a fact that your marketing performance will not stay consistently high. Energizing it would be one activity that you have to be concerned about. And here is how you do it:

1. Connect with your customers – marketing is not all about getting new B2B leads. It is also about reconnecting with those that you have already served. There are plenty of ways for you to get in touch with them. Contact them through social media, message boards, and even blogs. As much as possible, try getting a direct feedback from them.

2. Give out special promotions – this is very handy for seasonal campaigns, especially if you have goods or products that needed to be unloaded fast. Use these special incentives to draw customers back to you, even if it is on the short-term. It could take the form of coupons, special offers, discounts for bulk purchases, etc. Give them something really good.

3. Make sure managing sales leads goes smoothly – tracking business leads and following them up can take some time and effort, so you have to make it work. In this case, you have to ensure that your people are prepared for the job. For example, a prospect calls you about business. Your people should ask them about how they heard about you and what their concerns are.

4. Keep fresh – be it in appointment setting or in content creation, you must always be fresh in what you create. There are plenty of ways for you to do that. Ask your people, seek out their own ideas. A little brainstorming can be a big help in helping you reach your goals. Besides, it can be unhealthy at times if you do the work alone.

5. Work on retentions – sometimes, your old customers can be your source of new sales leads. Have your telemarketing team use your old business lists and ring up your old contacts. More likely than not, they will deal with you again. If not, then take this as an opportunity to clear things up with them and convert them into your customers again.

6. Give more – in today’s social climate, being in business is no longer just selling your products, it is also about contributing to the community. Try to level up on your activities on corporate responsibility. That would give you extra brownie points with your prospects.

7. Use new content – to keep people coming back to you, you need to provide them with a constant supply of fresh, upbeat, and informative content. You can cover any topic, but the best ones deal with your business and its related industry in general.

Try following these tips. You will see that these can really put more energy back into your B2B lead generation campaigns.

The Five Ways You Waste Time In B2B Appointment Setting (Featured image)

The Five Ways You Waste Time In B2B Appointment Setting

Since we are talking about work, you might find yourself doing things that will not help you at all. Indeed, these might actually cause you to waste precious time. It sure makes sense if you can avoid them, right? So, what are these time-wasters that you should be avoiding?

1. Working too much on the wrong work – you know that there are limits to what you can do in a single day, so we try to work on things that matter the most. The problem here is when we focus our efforts to much on the wrong part of your telemarketing campaign. That would certainly waste a lot of precious time and manpower in our work.

2. Putting off the easy ones – I tell you, the easy tasks that you put off for tomorrow will become the hardest ones on that day. A veteran marketer would take every chance he gets to finish all necessary stuff up on the day it appeared. Letting it linger for later handling would be poor time management, and will cause you to waste time later on.

3. You micromanage your employees – all right, you might want to properly manage and observe your employees, but you will not be going anywhere near your goals if all you do is breath down their necks. You have more important things to do, and your employees will need a little slack while they are working on getting more B2B leads coming in. If you really believe that your employees need guidance all the time, then you probably chose the wrong people for the job.

4. You focus too much on the details – in marketing, you should really look at the details, but focusing too much on them would cause you to miss the big picture. When that happens, well, you might start committing mistake number one or two. Try putting some perspective in your work. That would help.

5. The wheel keeps getting reinvented – if there is anything that you might want to learn about in terms of time wasters, it is that reinventing the sales process rarely gets you the right results. Truly, if you are sensible enough for the job, you will know that some selling styles are best left as is. You just have to know what these are and work on them.

Yes, these are sure-fire sources of wasted time. If you truly want to be productive in your B2B appointment setting campaigns, please try avoiding these common, but erroneous, business and marketing practices.

Top Ten Tips For B2B Telemarketing

Top Ten Tips For B2B Telemarketing

Being effective in your B2B telemarketing campaigns all about being ready to address the various issues faced by both your customers and business prospects. Basically, it is all about providing quality customer service for all you call as well as those who call you. While you do need to meet your sales leads targets, you also need to make sure that the other party is happy as well. This is a very important point in ensuring that your B2B appointment setting process will go smoothly. Now, the question here is how you do your job right. Luckily, there are some tips that you can use.

1. Clarify complaints – people complain about the service or products that you offered, you should check the details. Most callers would be saying too many details that the real issue could get muddled.

2. Have confidence – this is a real boost to your performance, one that can be noticed during your call. Believe that you can do the job, and the job can be done.

3. Be positive – no matter how bad the day has gone by, thinking that things will turn out well in the end is important. A little positive outlook can mean a great deal for a person’s morale.

4. Speed up the call handling – time is precious, for both the caller and the called. It is important that you and your B2B lead generation team be made aware of that. No dilly-dallying of calls, go straight to the point, and help your prospects get things done.

5. Have a proactive system of helping prospects – some problems can be anticipated before it happens, so it pays for you and your team to prepare for it before it happens.

6. Plan your seating arrangement – this is especially important in large scale telemarketing operations with shifting work schedules. It would be useful if you can get some automated planning system that will maximise the productivity of our marketing team.

7. Know who you are calling – take note that there are different kinds of customers and potential B2B leads. Once you realise these little details, it would be easier for you to generate more sales leads for your business.

8. Make self-service options easier for users – sure, nothing beats a good marketing call, but you have to make sure that alternative sources of information is readily available in a quick and convenient manner.

9. Hire the right team – telemarketing can be a really stressful and complex job, so in the event that you have to hire people, make sure you hire those who know this business well.

10. Delegate to the right people – you cannot do everything well on your own. In case you have to do business with someone you are not skilled with in handling, leave that job to those who do.

These tips can be really simple, but they all have a strong effect on B2B lead generation campaigns that rely on them. You can follow these tips to, and you will see that this is a good investment.

Consistency - Key To Effective B2B Lead Generation

Consistency: Key To Effective B2B Lead Generation

As a customized mobile applications provider, you need to provide quality products and services to your customers. This is the conclusion of your B2B lead generation campaign, one that may or may not bring you the profits you are looking for in the long run. Still, this is something you need to do in order to keep getting sales leads in the Asia-Pacific region. After all, this is a very competitive market. You need to stand out or be carried away by the tide. Now, how can you do that? How will you be able to get the results you want? What is the secret to reaching your appointment setting goals? The answer is rather simple: you just have to be consistent.

Yes, consistency is the key to effective marketing. You need to be consistent in everything you do, to be steady in the face of change, to be a paragon of stability for those looking to generate B2B leads. Be consistent in your B2B telemarketing work, and your customer will come naturally. All you need to do now is to mind the quality of all those mobile apps you have been selling in the market. It is not that hard, if you think about it. Now, what are the benefits of greater consistency for your business?

  • Measurability – when you are consistent, you will be able to take accurate measurements, record the necessary data for your marketing campaign. Consistency allows you for greater analysis of what you need to improve on.
  • Accountability – when you are consistently doing one specific task, it will become expected that you will do that specific task. If you fail, then others will notice it. This greater accountability is important if you want to ensure the quality of your work. No one wants to fail in their task, right?
  • Reputability – when you consistently deliver what you promise, you create a positive reputation about you and your market. This is a very important point. Without a good reputation, you will not be able to sell. Building one from scratch can be time-consuming and costly, so you should better do your job right the first time.
  • Relevancy – you know just how important your business should be to your customers. If you sell a lot of goods that they like, then they are more likely to go back to you for more .Keep that up, and they will become your customers for life. That can happen to you, as long as you have the consistency to deliver.
  • Applicability – your message will only be accepted if you keep on giving your B2B leads prospects any marketing material that is relevant to them. And if the topic is timely enough, interesting, as well as informative, plus you keep delivering it consistently, then there is a higher likelihood of them becoming your customers in the long run.

As you can see, consistency is the name of the lead generation game. Either you do that, or prepare to say goodbye to your sales leads prospects.

Simplicity Is Beauty For Lead Generation

Simplicity Is Beauty For Lead Generation

It is said that a true test for a chef is to make a simple dish taste exquisite. That is also the same principle in marketing as well. How can you simplify the lead generation process without sacrificing quality and productivity, indeed, actually end up improving, of generating sales leads? Turning a complicated concept into a simple, impactful, and meaningful message is nothing less than a complex exercise. How you do that would be the true test of your ability as a marketing and appointment setting specialist.

So, how do you make that happen?

First of all, you need all the data that you can get. Be it figures, graphs, reports, etc. all of these can serve as information source. Once you have everything you need, now is the time for you to take them apart, piece by piece, looking for that common detail that they all share, that one detail that pretty much summarizes what your company’s product, purpose, and market is all about. Sure, this can be real work, and you might not be able to manage it, so you might want to leave the analysis to a business database agency.

Next is the crafting of the message. Remember, your message must tell a story, one that appeals to the emotions. Emotions are what influence a customer to buy from you or not. Next is the communication medium to use. It must be one that can have the maximum impact on your audience at the shortest time. Direct marketing tools like email and telemarketing might be good places to start. No matter what you use, if it can help bring you a lot of B2B leads, then stick to it.

Lastly, always be human. Marketing lead generation is a social activity. You are dealing with real people with their own idiosyncrasies and preferences. You have to adjust your marketing efforts to meet the unique needs of your audience.

5 SMART Appointment Setting Goals For Your Next Campaign

5 SMART Appointment Setting Goals For Your Next Campaign

As with any campaign that your company that your company undertakes, your appointment setting campaigns need to have clear, SMART goals so that you can positive results. Setting up SMART appointments relies on proper coordination between sales and marketing people. The sales department need to keep the marketing team updated with news about the leads passed on to them, and the marketing people should inform the sales department whenever new effective lead generation strategies are used or when new market demographics are tapped. Otherwise these goals will remain ineffective.

Here are the 5 goal criterias to help you do a SMART appointment setting campaign.

Criteria 1. Specific

Business appointments vary depending on which stage in the sales cycle your business leads are in. When b2b leads are not yet ready to purchase, sales people attending the meeting should be informed accordingly or else they might aggressively push for the  sale, and vice versa. Letting your sales reps know what to do before they get to the meeting will help them be more prepared and make your appointments more successful. Being specific also means setting appointments only with the people who can make the decision happen.

Criteria 2. Manageable

Don’t send a new sales hire to close a potentially big deal or else you could lose a potential client. The selling skills of your sales people should always be taken into account when pairing sales representatives to b2b sales leads. Doing so will help them close more sales for your company.

Criteria 3. Attainable

Have your appointment setters schedule meetings only with business leads who have an obvious propensity to purchase. This means the potential clients should always be—as much as possible—high-quality b2b sales leads. Even if the need for your product is not yet apparent, as long as the business lead will truly benefit from your products and services, you can ask for an appointment. For example, a professional BPO company has a business lead who owns a fast-growing startup with ten employees. Although their prospect has not yet expressed a need for outsourced services, the BPO firm can have an appointment with them to discuss the benefits of outsourcing. So, when that business lead needs to outsource in the future, the BPO firm will have already established a relationship with them that they can advance forward.

Criteria 4. Realistic

Let’s say you hired a telemarketing company for their amazing b2b appointment setting campaign. As much as possible, your contract should require them to deliver only as much business appointments as your sales reps can cater too. Keep in mind their work and personal schedules so that neither of these two will overlap with the appointment of the new business lead.

Criteria 5. Time-bound

When scheduling multiple meetings throughout the day, take into consideration the amount of time the sales representative would need for introductions, presentation, answering questions, and bargaining. Give your sales people enough time to spend on each client so that they can discuss matters more thoroughly. One more thing, unless you’ve hired professional b2b telesales representatives or some other online agent, allot enough time for the sales rep to travel to and from the meeting place.