How to Handle Early Sales Objections, According to Science [VIDEO]

How to Handle Early Sales Objections, According to Science [VIDEO]

 

 

Objections pop up anywhere in the sales process.

We know they prevent deals from closing.

But they also stop sales conversations from moving forward.

That’s why you need to handle early sales objections.

With a little help from science,

these obstacles become guideposts.

Related: 4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO] 

 

Objection: “Just send me some info…”

How to Respond:

“Sure, I want to make sure I send the right info. Tell me more about…”

Why it Works:

  • This uses the ‘Context Effect’ in psychology.
  • The context surrounding an event affects how it’s perceived.

Related: Australian Prospects Preferred mode of Communicating By Statistics [INFOGRAPHIC]

 

Objection: “We already work with your competitor.”

How to Respond:

“That’s great. What results are you getting?”

Why it Works:

  • This response reverses the direction of change.
  • It’s the best way to overcome status quo bias.

Related: Warning: Don’t let Your Market Competitors Eat you Alive

 

Objection: “Call me back in 6 months…”

How to Respond:

“What are your company’s other priorities right now?”

Why it Works:

  • Prioritizing activities is better than time management.
  • Best-selling author Rory Vaden shows this approach defeats procrastination.

Related: AskCallbox: What makes an effective lead nurturing program?

 

Objection: “We don’t have any budget right now.”

How to Respond:

“That’s okay. I’m not calling to sell you anything today.
But if I could ask you about…”

Why it Works:

  • This response shows empathy.
  • Harvard neuroscience research finds that trust depends on empathy.

Related: Cutting Marketing Spend: When It Works (and When it Doesn’t) [INFOGRAPHIC]

 

Try these tactics out for yourself
…and take the conversation to the next level.

 

 

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The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
The Top Five Marketing Channels In Terms of Conversions

The Top Five Marketing Channels In Terms of Conversions

The Top Five Marketing Channels In Terms of Conversions

As a B2B marketer, you should know by now that converting leads into clients is a daunting process. But it’s something you just can’t ignore.

There are a lot of good reasons why companies choose to focus more on conversions rather than acquiring higher web traffic. Writing for Bizible, Chris Keller points out how essential conversions are towards the bottom line and towards possible business growth. In contrast to traffic, conversions are more tied up with revenue because obviously higher conversions relate closely to higher sales.

Even if you were able to collect a lot of leads using your landing page, these metrics won’t tell you about the slightest increase in revenue. To put it simply, having a basket full of tomatoes doesn’t necessarily mean you have the best tomatoes.

Conversions on the other hand guarantee more accurate sales numbers. Keller goes on to say that “if you increase traffic but you have a low conversion rate, it does little for your bottom line.” In other words, if you focus too much on quantity, you won’t be able to secure higher revenue. But if you build a strong system for converting leads into sales, you will be able to get relatively better results. Quality right now is king, and if ever you want to stay ahead of the competition, it’s best for you to improve your messaging and your approach to audience engagement.

Apparently, a lot of companies in this industry are figuring out ways to better improve their numbers in terms of conversions. For a multichannel marketing campaign, it’s just a matter of identifying the platforms that are effective in turning warm leads into opportunities faster and without any letup.

And since we are talking about multiple channels, we will have to look at the five strategies that deserve a Best in Lead Conversions Award.

 

#5 Social Media

Social media

To start our list off, we have services such as Facebook and Twitter. It might sound outrageous, but there are pretty good reasons why social media got this position in the first place. To go beyond its strengths along the lines of brand-building and direct audience engagement, social media also has its limitations when it comes to giving audiences the right cues. Moreover, anything you post on social media is subject to scrutiny by everybody. So, if you happen to publish content that’s controversial or poorly researched, expect the fallout to land on your bottom line. Conversions then would be the least of your worries.

Related: Social Media Metrics to Track in 2018

 

#4 Email

Email

Who still uses email? Well, a lot of business executives do, and you can bet your bottom dollar that most of them prefer to learn about a product or service through newsletter subscriptions. But one caveat about email marketing is deliverability and accuracy. When building a marketing list, you need to make sure that certain details are in order. Neglecting this crucial activity would mean putting your email campaign in dire straits. If an inbox detects your emails as spam, then expect your messaging to suffer and with that, your sales conversions.

Related: 40 B2B Sales Email Templates for Every Situation [Free PDF]

 

#3 Telemarketing

Telemarketing

It might seem like this strategy belongs in a museum, but what most people fail to realize is that cold-calling is still an effective means to set up your pitches and deliver your proposals in a way most B2B clients like: direct and instantaneous. After all, having knowledgeable telemarketers to handle your campaigns can actually drive better results.

Related: Earn Appointments with These Cold Calling Scripts for All Industries

 

#2 Webinars

Webinars

The most effective means to maintain interest in your product or service is to simply market your brand as an expert. B2B clients, as a case in point, have little understanding of the nature of your product, especially if it’s a piece of IT hardware and software. For this, webinars are basically your best bet if you aim to increase understanding of your products and services.

 

#1 Testimonials

Testimonials

This ain’t no lie. Apparently, soliciting reviews from current and previous clients can greatly help you win more opportunities for the pipeline. If anything, B2B executives are meticulous and they are keen on the companies or the people they are dealing with. Rather than depend solely on your pitches, you can use client experiences to back you up. Essentially, this will help you build new networks and, ultimately, reach out t new clients.

Related: The 7 Things We Did to Make Our Australian Clients Feel Special

 

 

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Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
The 8-Step Software Marketing Guide You Need

The 8-Step Software Marketing Guide You Need

The 8-Step Software Marketing Guide You Need

I’ve heard a lot of success stories about the software industry and I know that most of them have to fail many times in order to learn how to succeed. As a salesperson for more than 10 years, marketing software is by far the hardest to sell. Not to mention the longest.

If you’re a software company targeting buyers, users, evaluators, purchase influencers, as well as C-level decision makers can be tough. No matter how skilled your programmers are or how good your product is, you might need to develop a thorough marketing strategy to ensure you’re reaching out the right people who actually make a buying decision.


150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]


Here’s an 8-step software marketing guide to find customers, understand how to sell your software and make money for your business.

 

Step 1. Identify your target audience.

Create an Ideal Customer Profile. How? Find out who can benefit from your product. Ask yourself, ‘who are the people that are most likely to buy your software?’ You can also look at your current customers’ characteristics or find out who are the customers of your competitors.

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

Step 2. Set a SMART goal.

Setting a SMART (Specific, Measurable, Attainable, Relevant and Timely) goals help keep you on track to achieve them.

TIP: Don’t set a goal that is not realistic.

Step 3. Plan and build your multi-channel marketing strategy that works for your audience.

You have to be where your customers are – be it through email, social media, voice, mobile, web, etc. So it is important to know which channels work best for your business and make use of it to your advantage.

How to develop your own multi-channel marketing strategy?

  • Focus on your customers.
  • Be consistent. Be consistent in adding new and informative contents on your website or posting new activities on your social media.
  • Measure your results. Find out which channel has more interaction and focus more on it.

Related: Multi-Channel Marketing Stats Is Bound To Make An Impact [VIDEO]

Step 4. Create SEO landing pages.

Landing pages are a great way to generate traffic and leads from your website.

Related: 5 Easy and Actionable SEO Tips for 2018

Step 5. Write a blog post.

Connect with your audience through blog posts. Create contents that your audience can relate to. Focus on common problems and issues they’ve encountered and provide tips on how to resolve them.

Step 6. Share it on social media.

Reach out to your audience by sharing your contents on your social media accounts and pages.

Related: Social Media Metrics to Track in 2018

Step 7. Automate your lead nurture process.

Software prospects take time to decide when to purchase. The best way to convert a lead is to nurture them until such time that they are ready to discuss about it. Set a scheme when to send an introductory email or call and set a schedule as to when to follow up on your prospects.

Related: AskCallbox: What makes an effective lead nurturing program?

Step 8. Evaluate your results.

Evaluating the result of your efforts allows you to identify which part of your marketing is working and which one isn’t. If you think you failed to achieve your goals, it’s time to create a new marketing strategy.

 

With the increase in competition within the software industry, you need to maximize your investment in your marketing initiatives and look for strategies that allow you to engage and connect with your prospects on the right channels to increase your ROI. We hope that these steps will you as much as it helped us increase our sales funnel.

 

 

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The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
5 Email Opening Tips to Conquer Shorter Attention Spans [VIDEO]

5 Email Opening Tips to Conquer Shorter Attention Spans [VIDEO]

 

Attention spans are getting shorter.
One study claims it’s shorter than a goldfish’s.

But this doesn’t mean people now have fishlike intelligence.
We simply got smarter at spending our attention.

That’s the key to getting your emails opened and read.
You have to show they’re worth people’s attention
… and you only have 8 seconds to do this.

Follow these proven tips to make each crucial second count.


7 Email Marketing Secrets to Get You More Hot Leads

40 B2B Sales Email Templates for Every Situation [Free PDF]


#1 Figure out the best sending schedule

Send times affect email engagement rates.

Research shows mid-morning on weekdays work best.

Tweak your send times based on your own campaign and audience.

Related: Don’t Just Blast Cold Email Pitches, Nurture and Win Customers [VIDEO]

#2 Spend extra effort crafting your subject line

47% of recipients open emails based on subject lines alone.

Good subject lines use recipients’ curiosity and self-interest.

Come up with 2 to 3 subject line ideas and test each one.

#3 Avoid starting with “Hi, my name is…”

Opening lines affect whether your emails get read.

Your email won’t be worth reading if it starts off by talking about you.

Hook your prospects by making the opening about them.

Related: Trial and Error on Email Marketing: How to Get the Best Results (Increase open rates, leads)

#4 Show that you really did your homework

Personalized emails fetch 29% more opens and 41% higher CTRs than generic emails.

But deeper personalization improves conversion by up to 360%.

Open by mentioning a recent trigger event or a shared background.

Related: Make your Emails Impossible to Ignore [Video]

#5 Pay attention to layout and formatting

Recipients spend only 5 seconds scanning an email.

In one glance, your prospect should know what the message is about.

Break the body into smaller chunks and make key items stand out.

 

But as attention spans continue to dwindle,
this is the best way to email prospects:

 

Seek respect, not attention.
It lasts longer.

–Z. Abdelnour

 

 

Get some experts for your Marketing Campaign

Learn more about our Email Marketing and Lead Generation Services

Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
Lessons from Australia’s Top Tech Firms

Lessons from Australia’s Top Tech Firms

Lessons from Australia’s Top Tech Firms

Australia at the moment is enjoying a certain level of prosperity in the tech and software sectors. As global demand for efficient software products and services have shifted towards the Asia Pacific region, key industry leaders are doing what they can to remain on top of their game.

There are a lot of reasons to be elated if you are an Australian tech firm that has an innovative idea in mind. One such development is the fact that the Australian federal government has upheld a decision to “add a range of technology jobs back into the highest tier of the new skilled immigration program.” For a continent that is grappling with a dearth of local labor, this decision has given a lot of tech startups in the outback a great deal of leverage.

This, in fact, will also drive tech firms to keep on innovating in an effort to stay competitive, especially in the face of incessant advancements in technologies that deal with business processes. Deloitte notes that Australian firms will have to explore new niches and improve their services in this age where businesses rely on big data for their operations. Cloud and other software-as-a-service will continue to dominate the market, and tech firms need to take heed of the most important developments.

Related: Bold Predictions for the Tech Industry in Australia 2018

There’s something about the current situation that has Australian firms feel uneasy. And it’s not that a lot of startups are being established. But it has a lot to do with strategy. The focus right now is for companies to come up with effective plans that will help them save money and improve their marketing efforts. After all, lead generation remains to be a crucial challenge that marketers in the tech industry need to overcome.

That being said, tech firms, as well as those in other industries, will need to know what it takes to succeed. For that, we will have to learn from the veterans themselves. Here are some of the most important lessons we can get from Australia’s cream of the technological crop.

Related: Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

 

Using co-working spaces

Using co-working spaces

Co-working spaces, or places where freelancers or small startups can converge and do their thing, are becoming popular these days. For a lot of young entrepreneurs that seek to expand their service, engage more clients and build their networks, these co-working spaces provide ample opportunities for growth. A testament to this experience is the Adelaide-based Mighty Kingdom. As it seeks to increase its staff, this digital gaming company that lists big brands such as Disney and LEGO as top clients are aiming to move into a co-working space with Game Plus in order to invite more talents on board.

So what can we learn from Mighty Kingdom’s example? Well, to put it simply, companies should always think outside the box and not limit themselves. As much as possible, tech startups need to realize their own potential for growth and should strive to look for opportunities that lie outside their range.

Focus on product and service development

Focus on product and service development

 

It’s a no-brainer for tech firms to always consider developing better offers for their target clients. But in the case of photo editing service Pixc, it’s imperative to evolve towards brighter horizons –  otherwise, get left out. Pixc itself strives to be the top brand it wants to be by continually building better versions of their product. We’re not just talking about routine bug fixes. Pixc puts a lot of effort into introducing new features that produce better results for their clients.

As competition in the tech industry continues to rise, companies need to anchor concepts of growth and expansion on improving their offers and providing current product offerings something new.


Why Rapid Growth Plans are Important to a Small Company

How to Grow your Business in 2018 through Lead Generation


Go beyond borders

Go beyond borders

It’s not enough for companies to look beyond their current campaigns and strategies. They should also look beyond geographical boundaries to tap more profitable markets. For a company that develops a social networking app for travelers, Travello has seen its own potential to look past its Brisbane headquarters and into the UK, US, Europe, and Southeast Asia. markets.

No wonder Travello has been listed as one of Australia’s top performing startups: It simply doesn’t fail to seek out opportunities lying outside, and startups that have a similar objective to grow should also consider exploring other avenues for expansion.

Related: 150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

 

 

How to have qualified leads in Australia without a hassle!

Fill in this short form or dial +61 2 9037 2248

Add us on WhatsApp: +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
How to Make Sure Your Cold Emails Make it to the Inbox [VIDEO]

How to Make Sure Your Cold Emails Make it to the Inbox [VIDEO]

 

 

1 in 5 commercial emails sent never reaches the inbox.

  • 6% end up in the spam folder
  • 14% are blocked by ISPs entirely.

For cold emails, inbox placement becomes even more challenging.

That’s because…

  • You don’t have a relationship with your recipient yet.
  • You’re sending unsolicited messages.

 

But this doesn’t mean cold emails are spam.

That’s why they belong to the inbox, not the junk folder.

Follow these steps to make sure things stay that way…

 


7 Email Marketing Secrets to Get You More Hot Leads

40 B2B Sales Email Templates for Every Situation [Free PDF]


Step 1: Scrub your list thoroughly

Your cold outreach’s success depends on the quality of your list.

  • Use list cleaning tools and services to remove bad addresses
  • Run a double opt-in campaign, especially when using a third-party list

Related: How many times should you have your business database cleanse?

Step 2: Check your copy for spam triggers

Your email’s content and design can set off spam alerts in dozens of ways.

  • Limit your use of known spam words
  • Maintain a 60-40 text-to-image ratio
  • Link exclusively to reputable domains

Related: Trial and Error on Email Marketing: How to Get the Best Results (Increase open rates, leads)

Step 3: Segment and personalize your campaign

In the eyes of ISPs, there’s a fine line between non-personalized bulk emails and spam.

  • Add some prospect-specific snippets to your email templates
  • Segment your list and customize the message for each group

Related: Don’t Just Blast Cold Email Pitches, Nurture and Win Customers [VIDEO]

Step 4: Let ISPs know you’re someone they can trust

Sender authentication tools and services can help you improve deliverability.

  • Setup SPF, DKIM, and DMARC anti-spoofing
  • Sign up for sender and email certification audits

Step 5: Watch how you use your sending IP

Once your sending IP and domain get blacklisted, your emails no longer reach recipients.

  • Send emails in small batches each day and gradually increase the volume
  • Use a dedicated IP for your sending server
  • Keep hard bounces below 5% and spam reports below 0.1%

 

Remember, cold emails are not spam unless you make them that way.

 

 

Get some experts for your Marketing Campaign

Learn more about our Email Marketing and Lead Generation Services

Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
5 Easy and Actionable SEO Tips for 2018 [GUEST POST]

5 Easy and Actionable SEO Tips for 2018 [GUEST POST]

5 Easy and Actionable SEO Tips for 2018 [GUEST POST]

Search Engine Optimization is the art of appeasing Google and creating a site that helps them achieve their mission statement, “Organizing the world’s information and make it accessible and useful.”.

Of course, this makes SEO sound easy when in fact it is a complicated beast that can rear its ugly head if done improperly. The truth of the matter, however, is that if you proceed with this statement in mind while performing SEO related tasks, you will be one step closer to great website rankings.

Here are 5 great tips to help you succeed in the land of search. These tips are geared directly towards Google’s mission.


How to Grow your Business in 2018 through Lead Generation


#1 Create Content that is Useful

The trend in content this year revolves around Rank Brain and Voice Search. Rank Brain is an artificial intelligence geared towards figuring out what a user actually wants. In other words, it is designed to examine a user’s intent.  For instance, if someone searches the word “ice” do they mean that frozen water or are they talking about diamonds? Rank Brain focuses on a few factors based on a person’s past search history, geodata and what the person might actually mean.

Another purpose of Rank Brain’s AI is to handle never before searched terms. Because of Voice Search, these searches are now in the millions. Think about it for a second, because we have the ability to use a natural language and vernacular when searching using our voices, our searches have become longer and more geared towards a specific topic. In the past, we would shorten our search queries as we typed them into the search box.

What this means is that content for a website should be geared specifically towards the user in a more natural tone of voice. Focusing content in this manner will enhance your rankings dramatically.

Tips for writing good content include:

  • Identifying who your content is for. Also known as a customer persona, you will want to know things like how old are they, where do they live, what questions do they ask about your business or service. The more questions you can answer about your clientele the better.
  • Don’t keyword stuff. Rather, keep your content clear and to the point and answer questions geared around your topic in a conversational manner.
  • Write in the present tense and use words like you and I. Address the customer as if they were sitting in front of you.
  • Be niche specific. Long-tailed keywords tend to convert better and when you write for a broad audience you are missing out on this tactic.

Related Articles:

The Difference with Australia-Specific Content to Generic Ones

12 Tools to Hack Your Content Creation Workflow [Plus Free Content Calendar]

Dummies Guide for Content Marketing


#2 Site Speed Will Be Huge This Year

It’s official. Google has announced that site speed will be a ranking factor starting in summer 2018. Making improvements to your page load times not only helps with rankings but also the user experience.

A great tool to determine just how fast your site performs is Google’s Page Speed Insights. This tool will not only tell you how fast your page loads, but also gives you tips for improvement.

#3 Optimize Your Page Titles the Correct Way

Title Tags refer to the page titles on your browser tabs. These are the first thing Google sees when crawling your website. Too often than not these are ignored by site owners who don’t understand the importance of these on rankings. Imagine how many websites are out there trying to rank for the word “home”.

Instead, this is a great place for adding keywords. The recommended length is a maximum of 70 characters so use this real estate wisely. You will want to add keywords that are important to your business and what the overall page topic is about.

This will send a clear signal to Google as to what you wish the page to rank for.


Monthly Top 5 List: Digital Marketing Tools and How to Use Them to Capture B2B Clients


#4 Improving Link Structures

Your permalink structure (How your URL reads) is an important aspect to your websites SEO plan. This also sends signals to Google on what the page is about.

  • Make URL’s easy to read for search engines and readers
  • Separate words with hyphens “-“
  • Stay away from longer than normal URL’s
  • Use keywords to describe a page but don’t overdo it

Bad Examples:

  • https://example.com/us/489992.html
  • https://example.com/allaboutwidgetsandstuff
  • https://example.com/id=12&sort-action

Good Examples:

  • https://example.com/denver/seo
  • https://example.com/denver-seo

Pro Tip: If you change an existing URL be sure to use a 301 redirect to the renamed URL to keep the power of the page.

#5 Link Your Pages Internally

Talking about internal links we are referring to a page that links to another on the same website and not external backlinks. However, think of internal links in the same way you would to an external backlink.

This is an opportunity to push keywords towards a page you wish to rank for using anchor text as keywords. This tells Google what the page the link is going to is all about and sends ranking strength to that page.

  • Link related content from one blog to another to increase UX and enhance rankings
  • Ensure the links are useful for both the user and search engines
  • Avoid terms like click here. Instead, use your keywords but add them naturally.
  • No need to overdo it. The more you add, the less power or link juice they provide.
  • Link old posts to new and vice versa

 

So Now What?

By jumping in and incorporating these strategies you will begin to see an increase in rankings for your website. Of course, these are just a few tips, but important none the less. The strategies above are typically the most neglected when it comes to SEO. If done right, you are more than likely one step ahead of your competition.

 

Author’s Bio:

Mike Tortorice

Mike Tortorice is the SEO and Digital Marketing Manager at Infront Webworks in Colorado Springs, CO. Mike has been in the digital marketing space for over 10 years developing sound marketing strategies for thousands of clients in the process. An avid skier and hiker who loves all things digital. Mike’s passion is a result of being able to help businesses succeed in the digital landscape.

 

 

 

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How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

 

 

On average, seasoned reps get past gatekeepers only 13% of the time.
For newcomers, that number goes down to 1%.

With the 4 proven sales call best practices in this video,
you’ll be able to reach prospects every time you dial.

But first, let’s understand what gatekeepers really do.

When gatekeepers screen out calls,
they’re really just doing two things:

  1. Keeping the wrong person away from the boss
  2. Letting the right person reach the boss

Clearly, you want to find yourself in the second scenario.

Here are 4 ways to make this happen…

 

#1 Get yourself referred

The top 2 reasons why executives meet with sales reps are:

  1. Referrals from people in their companies
  2. Referrals from trusted external sources

So, leverage your network and ask for an introduction.

Related: Rethinking Telemarketing and Its Spammy Reputation

#2 Connect with the prospect before calling

Avoid gatekeepers by making prospects expect your call

  • Send a short intro email
  • Ask for industry-specific advice via LinkedIn or Twitter

The point is to build a relationship well before dialing.

#3 Mention something you learned about the prospect

Show gatekeepers you’re someone who knows about the prospect

  • Point out a recent award, published post, or announcement by the decision-maker
  • Explain how your call relates to the prospect’s role

The idea is to avoid sounding like you just called out of nowhere.

Related: Reasons Why You Can’t Get Rid of These “awful” Telemarketers

#4 Stay in charge but be diplomatic

Keep in mind that the person who asks the questions controls the call

  • Always redirect with a question
  • Resist the itch to pitch

Gatekeepers don’t have the authority to approve your offer, so stay firmly in control.

 

Now, try these 4 ideas out on your next sales call.

Related: Telemarketing 101 in Australia: Maintaining Pleasantness throughout the Call

 

 

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +61 2 9037 2248

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
A Short Marketing Guide for Australian States

A Short Marketing Guide for Australian States

A Short Marketing Guide for Australian States

The Matrix, Mission Impossible 2, Star Wars, The Great Gatsby, Babe, Happy Feet, Finding Nemo and Wolverine are just a few of the many Hollywood blockbusters that were filmed in Australia. Film Manager Duncan Jones unraveled

“The Gold Coast has gained a reputation for being a one-stop shop for budget feature films. Great locations, great weather, great crews and studios, and, yes, great places to stay and eat.”

While the Gold Coast is enjoying its take as Hollywood filmmakers’ fave shoot location, other states are greatly becoming powerhouse entrepreneurial hubs. Take a look at the three biggest states NSW, VIC and QLD have to offer to the business world. This clearly explains why many people come here to live and work.

 

New South Wales (NSW)

New South Wales (NSW)

Knowledge-based services, ICT, and creative services are the top industry outputs in New South Wales which mostly cover financial and insurance services, professional, scientific and technical services; also includes information media and telecommunications, tourism, and food services and the arts. NSW’s diverse economy highlights the state as Australia’s largest and strongest contributor in the services industry.

 


Earn Appointments with These Cold Calling Scripts for All Industries


 

Victoria (VIC)

Victoria (VIC)

Melbourne prides itself as Australia’s technology hub and home to over 8,000 companies in the ICT industry, including big players like IBM, Microsoft, and Intel. VIC’s ICT industry comprises Software Development, Cloud Technology, Digital Games, Mobility Technology, Social Networks and Data Analytics. It generates A$34 billion revenue annually and boosting employment at 91,300 direct hires. This brood of ICT talents are graduates from Melbourne’s world-class universities and advanced technical colleges, thus making Melbourne as the leading education destination for international students, and branded as a “knowledge city”.

Related: Bold Predictions for the Tech Industry in Australia 2018

 

Queensland (QLD)

Queensland (QLD)

Queensland key industries are Logistics & Distribution, Innovative Manufacturing, Energy & Resources, Food & Agribusiness, Hotel & Tourism Infrastructure, and Innovation & Technology. It’s capital city, Brisbane, is one of Australia’s most livable cities, and sees a A$217 billion economy by the year 2031 as its thriving economy firmly hold the title of being among Asia Pacific Cities For Foreign Direct Investment Strategy.

Australia’s forefront states are boosting with entrepreneurial imperium in the Asia Pacific. Below are tips that will help them maximize the best-fit marketing tools in generating more leads for their business.

 

Marketing Tips for:

Marketing Tips

ICT Industry (NSW & VIC)

  • Produce content that will educate your customers, answer their queries and help them come up with smart decisions especially on a purchase.
  • Exchange contents with email addresses from your web visitors.
  • Maximize link-building by linking your content with other contents to boost search engine optimization (SEO)  
  • Run an email marketing campaign as this will build a data list of subscribers who have opted in to know more about your products and services.
  • Use on-site or downloadable forms or query boxes to draw potential leads.

Related: 150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

Logistics Industry (QLD)

  • Proper Planning includes procuring goods, storage facilities, and delivery of product to exact location
  • Adopt Automation to optimize the business process
  • Value Relations by investing proper training of the employees to ensure individual growth, thus resulting in teamwork and business growth.
  • Warehouse Management. Aim to develop warehouse inventory, maximize storage capacity and must be run by well-trained warehouse staff.
  • Efficient Transportation can decrease expenses and expedite delivery of goods
  • Measure & Improvise. Integrate measurement, analysis, and feedback to determine the success and failure of the strategy.

 

Lead generation encapsulates different tools and strategies readily available in the market, but finding the right tactic for your industry takes a process to determine success and failure.

Australia may be the best location for some Hollywood blockbusters like The Star Wars but The Caribbean may just be perfect for your summer themed pic.

 

 

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Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need
Bold Predictions for the Tech Industry in Australia 2018

Bold Predictions for the Tech Industry in Australia 2018

Bold Predictions for the Tech Industry in Australia 2018

Grab and go, that’s the latest technology in retail shopping inside Amazon Go. It’s a cashier-free convenience store that lets shoppers pick the items they need without the hassle of waiting on checkout lines and just leave without paying any cash. However, no one leaves without getting charged: customers need to download the app which would serve as their payment and receipt passport for the groceries, while cameras and sensors are spread all over the place to track shoppers’ activities and the items they pick up or put down. Amazon calls it “Just Walk Out” technology.

Amazon Go is just one of the many realized innovations in technology that was previously predicted along with driverless cars. But that’s not all that technology can offer and the path of innovative and creative minds and hands does not stop here. Below are 2018 tech predictions from industry leaders as released by Huffpost.

Related: Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

 

Mona De Frawi, CEO and Founder of Radvision predicts that:

There will be a surprising growth from more venture-backed companies.


Michelle Ufford, Manager, Data Engineering of Netflix declared that:

Big data will continue to mature at a blazing pace, and reliability will become an area of focus.


While Lily Chang, Vice President, Strategic Transformation of JV, VMware shared that:

2018 will drive the era of “clouds everywhere”, which will impact every generation, every walk of life, across all society.


Sudha Mahajan, eBay’s Director of Product Management told:

In 2018, the connected internet will see explosive growth (from pure mobile internet) with more devices entering your home. This includes industries like Fintech, Entertainment, Communication, and Gaming.

 

Related: Fintech Growth Report: Why You Should Invest in Australia in 2018

The predictions are stirring much excitement among tech savvies but are these coherent to the current state of IT? Let’s do a reality check.

 

Spiceworks reported that:

  • Most companies will be boosting IT budgets in the next 12 months. 44% expect an increase in their budget while 43% sees no change and only 11% anticipate a decrease. As 60% of the respondents in the survey expect their corporate earnings to increase. Also, more than 60% of companies with more than 500 employees anticipate an increase in IT staff while large businesses with 5000+ employees will hire more IT pros.

IT Budget Prediction

Related: Cutting Marketing Spend: When It Works (and When it Doesn’t) [INFOGRAPHIC]

  • Companies’ budget will be distributed as follows: 31% on hardware, 26% on software, 21% on hosted and cloud services while 15% on managed services.

IT Budget Distribution

  • End-of-life growth/additional needs (followed by upgrade/refresh cycles) are the strongest forces that drive IT buyers to spend on new technologies.
  • GDPR (General Data Regulation Protection) is a program that will protect the privacy and personal data of the EU residents, affecting on May 2018. Most companies allocate GDPR budget on workloads supported by cloud infrastructure: collaborations/communications (42%), backup/disaster recovery (41%) and productivity apps (29%)

GPDR Budget

 

The Amazon Go cashierless store may be a milestone in the IT industry but still faces many challenges pertaining to operational glitches. And as to whether they would go full blast this year or not is still to be predicted.

Related: 150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

 

 

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Learn more about how we generate leads for Businesses in Australia!

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Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

Hyperlocal Advertising Works Well in Australia, Here’s Why
Targeted B2B Marketing: Guide, Checklists and Worksheets [Free eBook]

Cutting Marketing Spend: When It Works (and When it Doesn’t) [INFOGRAPHIC]

Gartner says that marketing budgets have started to plateau in 2017, after years of steady growth. That’s one of the main things they found in their 2017 CMO survey, which also reported that only two-thirds of CMOs expect a significant increase in their 2018 budget while a third believe their budgets will be cut.

There’s obviously a lot of reasons why companies slash marketing budgets (including tough economic times, shifting priorities, cost-cutting measures, and scaling down operations). Most of these factors are simply beyond any marketing decision-maker’s control. But marketers still influence how much business impact their marketing activities can have. And that’s through carefully planning how (and how not) to spend their budget. That’s what we’ll feature in today’s post.

Cutting Marketing Spend - Infographic

 

Transcript:


When to Cut Spending


#1 The end goals aren’t clear.

Specific goals and objectives all move the revenue needle. If a marketing activity or your overall program doesn’t clearly show this, then it’s a prime candidate for the chopping block.

#2 Marketing isn’t aligned with sales.

There are all sorts of things that can go wrong when marketing and sales are out of whack. That’s why there’s no point in paying for a marketing tactic or project that doesn’t align with sales’ priorities.

#3 You can afford losing out to the competition.

Companies that were quick to cut marketing budgets in past recessions were all outperformed by competitors that maintained or even increased their marketing budgets during the downturn. If you can afford to lose out to the competition, then, by all means, reduce your marketing spend.

Related: Warning: Don’t let Your Market Competitors Eat you Alive

 


When Not to Cut Spending


#1 Decreased marketing spend brings only hard cost savings.

Cost-cutting measures result in two kinds of cost savings – hard cost savings and soft cost savings. If reducing marketing spend only results in hard cost savings, then you’re better off finding ways to maximize the budget you have instead of slashing your expenditures altogether.

#2 Cutting back results in cutting corners.

When cutting marketing spend means scaling down activities to the point where they no longer drive results, you have to wonder if you can really afford cutting corners just to cut costs.

#3 Cutting back is done to fix a misspent budget.

When marketing fails to hit goals, the problem won’t be fixed with budget cuts. The solution is to find new and better ways of using what you already have.

 

 

Read more Sales and Marketing, sign up for The Savvy Marketer

Learn more about how we generate leads for Businesses in Australia!

Dial +61 2 9037 2248

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
The 8-Step Software Marketing Guide You Need