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Going Global In Lead Generation The Coca-Cola Way

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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.

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What Will Make Telecommuting Work In Lead Generation?

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When you want to improve your lead generation process, you need to use different marketing and business tactics to maximize your performance. One of the most popular methods you can employ is through telecommuting. This creates a very flexible set-up for the generation of qualified B2B leads. Still, there are issues with this tactic, namely in reliability and collaboration. This is a very serious concern, especially where teamwork is needed. Even so, once you identify which areas in sales leads generation are precisely lacking, then you can proceed to solve it. There are many ways to do that, but the most important are:

  1. Technology – this is one point that you have to remember well. When it comes to remotely working with appointment setting specialists, you need to make sure that you have the technological tools needed for communication.  Without it, you will not be able to monitor or keep tabs of what you need to do. Keeping in touch will require some good technology.
  2. Humanity – this is also a point that you need to consider well. No matter how advanced is the technology you use, if you fail to improve the human part of your marketing campaign, then you will not be able to generate qualified sales leads. This is an important consideration, especially if telemarketing is used as the communication medium.

Of course, outsourcing the job to professional lead generation services is also a feasible plan. As long as you choose the right people, then you will be able to do well.

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Lead Generation Lessons From Steve Jobs For The Australian Market

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What makes a marketer effective in lead generation? This is just one of the many questions that have always come foremost in the minds of those responsible in generating qualified B2B leads in Australia. Perhaps we can take a page from the late Steve Jobs, the co-founder of Apple. Considering the number of people praising his style of selling (not to mention a significant number vilifying the same strategies), we can learn a thing or two about our own way of getting sales leads, especially if we use telemarketing for our work. So, how can we do it, Steve Jobs-style?

First, we should be aggressive. Not in the sense that we are intruding into the life of our business prospects, but more along the fine line of not taking ‘no’ for an answer. Basically speaking, nothing ventured is nothing gained.

Second, focus on presentation. Why else was Jobs able to get that ‘wow’ reaction from his buyers? Because he knows how to present well. It is the same thing with you, if you want to turn sales leads into a closed deal. Being able to stand out in the ground meant presenting something in the most attractive manner possible.

Third, always deliver. What is the use of all those aggressive selling and presentation if you do not deliver what you promise? This is the greatest strength that Jobs’ company did, and this is something that we can learn for our appointment setting campaign.

These are the three main points that you can learn from Steve Jobs. You can use these to ensure that your lead generation campaign is more successful.

5 SMART Appointment Setting Goals For Your Next Campaign

5 SMART Appointment Setting Goals For Your Next Campaign

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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.

Four Important Characteristics Of A Good Niche Market

Four Important Characteristics Of A Good Niche Market

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Niche marketing is most effective in finding qualified business leads when the chosen market is properly researched. To find a niche market that will lead to better profitability, the chosen niche must have the following characteristics:

– A lot of keyword variations.

If the chosen niche allows you to use a lot of different keywords, creating quality content to attract your target business leads won’t become such a chore. For better success, hiring an expert lead generation firm that is knowledgeable in content marketing that would surely improve the results of your sales leads generation campaign. Furthermore, a diverse set of keywords to choose from will significantly improve your inbound marketing campaign because it helps your company website show up in long tail search queries and become more visible on search engines.

– Keywords that have high monthly search volume (at least on Google, but ideally on other search engines as well).

Unless a set of keywords has a high monthly search volume, it wouldn’t be a very profitable niche to explore. Keywords that have high search volume—especially for keywords of intent—mean that there is a real need in the market that you can provide a solution to. This also leads to more successful b2b appointment setting campaigns due to the large number of queries.

– Low competition.

A low competition rate for a set of keywords mean that you will have a better chance of getting business appointments with your target b2b sales leads because there are few other service providers offering similar services to yours. Utilizing a well-targeted b2b telemarketing campaign will also result in high quality business sales leads for your business that would be much easier to convert.

– Ignites your passion

Last but absolutely not the least, you have to make sure that the niche you choose is one that you are truly passionate about, or at least, one that you can easily maintain creating content for until the next decade or so.

There are free applications available to help you choose the best niche market to do business in, but for the best and most comprehensive report regarding your chosen niche, it is best to hire an experienced b2b lead generation company. These firms employ SEO specialists who will help you gauge the suitability of your market. Furthermore, you will have easy access to a complete team of lead generation specialists skilled in using various marketing methods.

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Software Retailer Revamps Marketing Strategy Improves Conversion [CASE STUDY]

Software Retailer Revamps Marketing Strategy, Improves Conversion

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The Client

The Client is a gold-certified Microsoft Partner based in Texas, USA. It specializes in distribution and implementation of Microsoft Dynamics NAV. It also offers customized business software solutions and expert advice to medium-to-large companies particularly in the field of manufacturing, distribution, financial, field services, and logistics sectors.

The Challenge

Before contacting Callbox, the Client relied mainly on repeat business and word-of-mouth endorsements from its past and existing customers to generate sales leads. While this “old school” marketing approach may have worked for others, it was insufficient to achieve the Client’s growth objectives for two reasons:

  1. Its products were expensive
  2. Its market base was too small.

Seeing its success stalling, the Client reconsidered its growth strategy. Its objective was to find a better way to tackle competition head on and generate recurring ROI. Instead of waiting for leads to walk in the door, it looked for a marketing partner who could effectively reach out to potential customers and guide them through the buying process. Soon enough, the Client saw outbound telemarketing with Callbox as an opportunity to make a difference in a crowded competitive landscape.

The Callbox Solution

The Client signed Callbox for a campaign of 10 phone appointments qualified against its “ideal customer” standards:

  • C-Level prospects (preferably in the Financial sector)
  • Considering the purchase of a new ERP system in 9 months
  • With a sufficient budget

The Client targeted manufacturing industries in Arkansas, New Mexico, Los Angeles, Oklahoma, and Texas. Callbox helped the Client calibrate its lead generation process using this criteria to improve lead hand off from marketing to the sales department. It also revised the call script to emphasize various challenges likely being encountered by prospects with their current software. This kept the campaign focused on conversations which best resonated with the Client’s market and set the stage for introducing a new product.

Results

The shift to telemarketing broke all of the Client’s previous growth records using their conventional marketing strategy. Callbox not only delivered the number of qualified appointments, but also improved the quality of leads resulting in an additional sales boost for the Client. As of the time of writing, the Client and Callbox are working together on their sixth consecutive campaign.