Posts

B2B Sales Leads Negotiations? You Can Do It Like A Pro

//by:

B2B Sales Leads Negotiations You Can Do It Like A Pro_DONEAdmit it, negotiations with B2B sales leads in Australia can be a hair-raising experience for some of us in the B2B appointment setting game. You might be lucky with your business prospects, you might be not. But what really makes all the difference here is you. As the marketer, it is your job to convince your prospects of your importance, of how your business offer can be the solution that they are looking for. Sure, negotiating with them can be tricky, especially if you are new to this, but it is a necessity. You just have to know how to pull it off. And there are several ways for marketers like you to do it.

One, you try to get your prospects to become your partners. Nothing can be more attractive to potential B2B leads than to become a partner with a potentially profitable company (in other words, you). You know just how beneficial that would be for your company, since this would create a more cooperative atmosphere for them.

It would be great if you can sit with your prospects on the same side of the table. In this way, you can lessen the feeling of antagonism by the other party. It also promotes greater cooperation between you and them in terms of problems and issues that your B2B leads are facing in their business operations. You might want to consider this tactic if you are trying to get right to the bottom of the problem.

Next, depersonalize the problem. It should not be ‘your problem is’. Rather, the ideal approach would be ‘the problem is’. It removes the sense that it is the prospect’s fault that they have this issue in the first place. Another aspect to depersonalize would be your positioning. Usually, we would present our offer like ‘my solution’ or ‘our answer’, but that is putting your identity into the offer. Remember, you want your prospects to own the solution, to make it their own. Depersonalize your statements then.

An additional tip would be to figure out the ‘why’ behind every ‘what’ that your prospects need. There is always a reason behind everything they tell you. In case you are B2B telemarketing to communicate with them, use that to your advantage. Find out the truth, ask them questions, and use the information obtained to create a better offer.

It also helps if you have an objective standard or reference point to bolster your claims. For example, you might say that you are the best marketing firm in Australia, make sure that you have the standards or the statistics to back you up. Otherwise, your prospects will just think that you are exaggerating, which would not be good for you.

Last, but definitely not the least, always have a back-up plan ready. Markets tastes and trends change, never forget that. If you are sticking to only one B2B lead generation plan, then you are bound to fail. If you want to be more effective in your B2B sales leads marketing efforts, you should have one or two extra plans in place.

That is how lead generation is done here in Australia.

The Future Of Generating B2B Leads Online

/in //by:

The Future Of Generating B2B Leads Online

We must admit, generating more B2B leads online has become an exercise of necessity. With automation and interactive voice recognition (IVR) being the norm, it does make one wonder if telemarketing is still needed in the lead generation business. Pundits are saying that the internet, with its wealth of information, will make salespeople obsolete. Customers have information right at their fingertips, so they no longer need anyone peddling directly to them anymore.

That could not be further from the truth.

Based on the recent research done by the Acquity Group, more than 95% of business owners looking for new businesses online still prefer having someone on the phone to discuss business with. In other words, a salesperson is still required in the appointment setting process. These potential sales leads still require talking to an actual person, in order to assess the value of a business they wish to work with. This is an important development in the B2B lead generation business.

The explanation is simple, direct consumers only need to read user reviews or company pages before they buy anything, leaving the salesperson out of the loop. Corporate buyers, however, are in a different field. They spend a lot in just one purchase, so they have to think their options carefully. Naturally, they would require someone to walk them through the buying process.

This is an opportunity for you. Just be sure that you remove the aggressive selling part on your lead generation campaign, since this is a turn-off for these prospects.

Why Branding Matters In Lead Generation

/in , //by:

Why Branding Matters In Lead Generation

Before you begin your lead generation campaign, be sure that you have a brand that will back up your business. After all, in today’s highly brand-conscious market, how you describe your business, as well as the name you choose, could very well spell a bonanza of B2B leads, or probably make your appointment setting team’s work harder to do.

A company brand is essentially your name and calling card. This is the first thing that your business prospects will see in your calling card, as well as the name they will hear when you give them a telemarketing call. You brand would be the one on display during trade fairs or symposiums you participate in. That is why you need to choose your brand name well.

To do that, you need to first think about the tone. You need to choose a name that fits your image, like the way Ford uses nostalgia and classics in their imagery. It also helps that you research your brand. You may have thought it up on your own, but there might be others using it already. Avoid using brand names that have already been used, lest you are ready to deal with trademark lawsuits. And be kind to feedback, mind you? If people do not like your name, or could not connect your brand to your business, then it means you need to change it. Remember, you are creating a brand to generate sales leads.

Choose your branding well, and you can do better in lead generation.

 

Going Global In Lead Generation The Coca-Cola Way

/in , //by:

Going Global In Lead Generation The Coca-Cola Way

We all know how big Coca-Cola is as a brand. It is practically everywhere you go in any part of the world. And while we might say that all large companies can do that, and smaller firms could only sit and moan their situation, it is a rather flimsy excuse. No matter the size, a company can still go global in their lead generation efforts. Generating sales leads from different markets (not to mention countries) can still be done. In Coke’s case, they went for a simple mantra – same company, different approach.

Coke serves a huge market, and they know it. That is why they set up marketing teams in every country they get into. These people must be immersed in the local culture, aware of the norms, knows what clicks with the audience, and come up with a marketing plan that jives with the local market and the global branding efforts. And here is the keyword to be remembered: research. You have to do proper research in the local market if you want to

This is a good lesson for you and your appointment setting team, especially if you are employing certain promotions to advertise your products or services in the global market. Before you begin any marketing campaign, you need to do your homework well. And you might have to double up your efforts if you do not have a local team to guide your way.

It is necessary. You need to understand what message is acceptable or unacceptable in your business. You also need to know what medium will work best. If telemarketing brings in the B2B leads, then so be it. It is a mix and match kind of marketing you have to do, since you have to test the waters and see what works best.

 

Lead Generation Lesson From The Miami Heat

/in //by:

Lead Generation Lesson From The Miami Heats

Miami Heat rules the ball court – as usual. Their game play is so good that other teams could only scratch their heads as the Heat blitz their way to the finals. But what is the secret to their success? What kind of lesson can we get from it, a lesson that can help in our own lead generation campaign? Put it simply, it is all about intelligent play. Come to think of it, as long as we work intelligently in our appointment setting efforts, it would be an easy thing for us to generate better sales leads.

In the Miami Heat’s case, they wasted no time and effort in their shots. Every throw, every move, every dribble they made were all carefully calculated against their opponents. They also made careful evaluation of the opposing team and assigned the appropriate player to face-off with them. That pretty much matches up to what a marketing campaign should be. Study the market, know who to reach, as well as identify the marketing mediums to employ. Be it social media, telemarketing, email, or all of them, these should be geared up to help your business generate more B2B leads. Marketing can be likened to a game. As long as you know how to play, then you can handle it.

All that remains would be choosing the winning team. Good for you if you can organize your own lead generation specialists. But if you do not have one yet, you can still ask the help of outsourced appointment setting firms.

The Most Credible Phrase In Lead Generation: I Don’t Know

/in //by:

The Most Credible Phrase In Lead Generation: I Don’t Know

Yes, a lot of telemarketing representatives and sales managers will cringe at the thought of saying those words, and for a good reason. They are trained and focused on being the experts in a particular business, where their words will convince their potential sales leads that they can be trusted. Saying, or admitting, that they do not know the answer to a question is a bad sign, one that can ruin the success of a lead generation campaign. But that is not always the case.

The first thing that you have to remember is that no one is perfect. No matter how much you study or prepare yourself before an appointment setting call, there will always be a case where you may not be able to answer a question. It may sound counter-intuitive to admit that you do not know the answer, but actually, it can work the other way around.

A lot of business prospects are tired of hearing marketers and sellers claiming that they have all the answers to their current business woes. So it can be a refreshing change to hear someone admit that they do not know something, perhaps along the lines of how a prospect’s business operates. This creates an opening for you to know more about the prospect. Ask them how they go about their business, learn from their demonstration, check all the facts, and look deeper into their problems. Only then will you be able to come up with a winning solution.

That is the winning strategy in gaining more B2B leads for your business.

Why Will You Fail To Generate Sales Leads In Australia?

/in //by:

Why Will You Fail To Generate Sales Leads In Australia_DONE

Trying to generate good B2B leads in Australia? Then be prepared to fail. That is a constant in all businesses, whichever part of the world you will go. Lead generation is not an easy task to complete, since you need to consider a lot of factors, like market trends, product offers, as well as the people assigned to do the task. But you, as the manager or owner, what are the things you do that can make your campaign fail? Let us put it this way:

  1. You want to control everything – micromanaging things may work in some businesses, but this might not be the ideal solution in an appointment setting campaign. You need to let your people have some freedom to negotiate with prospects, not to mention trust them to make the right call.
  2. You want to have a flexible work time – another no-no for generating B2B leads, especially where telemarketing is involved. With laws and regulations dictating what time and who to call, you just cannot pick up the phone any time of the day anymore.
  3. You want to convert sales leads overnight – who ever thought of that would surely be set to fail. Lead generation is a rather complex activity that takes time to bear fruit. Expecting results in the first week is certainly not part of it.

If these are your kind of thing, it would be advisable that you change them immediately. For the sake of your lead generation campaign in Australia, you need to be better than that.

Bad Lead Generation Move In Australia – You Tell A Lie

/in //by:

 

Bad Lead Generation Move In Australia – You Tell A LieWe all have heard of the various things we need to do in order to generate good sales leads in Australia, but it is rare for us to hear about what not to do in our lead generation campaign. And one of the things we should never do is to lie. Yes, while this might sound like an obvious advice, too often, we end up lying our way to reach our business prospects. We lie to get past the gatekeepers, we lie to impress our prospects, and we lie to get that deal sealed. While that can get us the desired results for now, the drawback later on would be huge. So huge, in fact, that it can ruin our business reputation in the long run.

Pressure and sales goals notwithstanding, lying should never be part of your appointment setting plans. People are wiser now, and they can easily sniff out liars from miles away. Besides, even if you did get that deal through lying, how will you handle the fall out when you fail to deliver?  This can ruin your telesales process, as well as give you a bad name in the market for years to come. To avoid that mess with B2B leads, it is a much better tact to simply come out clean. Tell your business prospects what you can and cannot do, show them that you genuinely care for their growth, and that you are someone whom they can rely on during difficult times.

In the first place, why lie when there is nothing to hide? That should be an important consideration in your lead generation campaign in Australia.

 

Secret To Better Sales Leads Generation? It Is All In Rapport

/in , //by:

 

 

Secret To Better Sales Leads Generation? It Is All In Rapport

 

 

In terms of generating qualified sales leads, building rapport between you and business prospects is an important activity to do. After all, getting into the good side of business prospects is an aim that we ought to reach in all our activities. Building rapport is integral in our lead generation campaigns. Without it, we will not be able to generate the B2B leads that we need, not to mention failing to get interact effectively with customers. So, how will you do it?

  1. Personalize – from your emails sent to the telemarketing calls you make, you need to have some level of personalization to your prospects. Nothing could irritate a prospect more than receiving a “Dear Sir/Madam” letter, or a totally scripted call. Keep away from that practice.
  2. Advice – sometimes, give out business advice and marketing tips for free. This is against the common practice of give and take. While it might seem like an unnecessary expense in the long run, it is actually a good investment in building business rapport.
  3. Deliver – this is the point where the sale is made or the deal is struck. At this point, you might be lured to simply just deliver what you agreed on. Be careful: this is the point where your business prospect decides whether to do business with you again or not. So better impress, that will keep you their business.

Follow these business tips, and it will be easier for your lead generation and appointment setting campaign to perform. It will be to your benefit.

 

The Importance Of Finding New B2B Sales Leads For Your Business

/in //by:

b2bmarketingAll businesses, regardless of size, need a steady flow of sales leads to continue growing. This is the reason why sales and marketing should be allocated a significant portion of the budget, with the main focus on finding new b2b and sales leads. While lead generation is just one segment of the overall sales process, it remains an important function of your company.

For a business to business company, generating b2b leads can be done through various processes. Some of the most effective b2b lead generation strategies include: email marketing, networking, b2b telemarketing, paid advertising, and content marketing. Deciding on which marketing strategy to implement in your business depends on which one works best for your business.

But why look for new business leads when you have a lead nurturing process in place?

Having a lead nurturing process is obviously a necessity in business to further increase profits and maintain long-term profitability. However, despite having a lead nurturing process to make the most of all b2b leads generated, business lead generation should remain of prime concern to business owners and marketing managers. No matter how reliable your lead nurturing process is, your sales and marketing people can only nurture as long as leads and clients allow them to. The time will come when you and your clients have to part ways, and if you have not been continually looking for new b2b sales leads, you will be left with no client or business leads to nurture.

Why existing clients leave.

Even if you nurture your existing clients properly, it is an inevitable truth that they will eventually leave. There are various reasons for this:

  • The client decided to transfer to a competitor who offers a cheaper alternative.
  • The client is cutting down on business expenses.
  • The client can no longer sustain the business and has filed for bankruptcy.
  • The client has decided to move to a different location, and subsequently, to a different service provider.

Finding fresh new business sales leads for your business is an ongoing process. As stated above, there are various business lead generation strategies that your company can utilize, and the best strategy is to use 2 or 3 different strategies at time to get the best results. If your company uses email blasts to reach out to prospects for your b2b appointment setting campaign, you should complement this with other marketing strategies like b2b telemarketers and content marketing. As your company continues to grow, you must also increase your lead generation campaigns to find more new leads to sustain your business.