Featured - How To Keep Company Culture Alive While Working Remotely?

How To Keep Company Culture Alive While Working Remotely?

In light of the coronavirus outbreak, remote working has grown to prominence, becoming a choice and a need for companies across the globe. However, companies have faced many difficulties, especially maintaining company cultures alive for this transition when many employees remain at home.

Man in a conference call

“A company’s ability to stay afloat and flourish in difficult times is directly related to how well it maintains its culture and keeps its workers engaged,” says Shane Perry, a small business lender from Max Funding.

So the ethereal question is how to keep your company culture alive while working remotely? Continue reading below to find out how.

Reaffirm and Dwell on the Culture You Want to Foster

Workplace culture will develop regardless of your effort. Find approaches to reinforce your existing culture while staff are working remotely. In such a scenario, start by identifying the culture you want to foster to help remote workers succeed. From there, ask each group to develop team norms that will help them stay connected even when they aren’t in the office, and then share those standards with the rest of the group. It would be best to encourage open dialogue with your senior management, managers, and workers on your company’s culture. Then reaffirm and dwell on these cultures and gradually grow and succeed from them.

Is It All Work And No Play?

Company employees aren’t merely working remotely. Instead, they are working at home amid a worldwide epidemic that is continuing. Thus, senior management and leadership teams must understand that not every employee will thrive in these circumstances, particularly if many are going through significant changes in their personal life or living circumstances.

A fun play can do magic in keeping your company culture alive. According to professionals, you should give employees time to adapt and have fun rather than placing undue pressure on them predicated on performance or workload results. Fun games and playful activities do not imply that employees should be allowed to ignore their duties, but rather that chances for your employees to adjust, unwind, relax and be relieved should be encouraged.

Related: Gamification in B2B Marketing: How to Generate Sales Leads with Fun

Promote Psychological Safety

Promoting psychological safety is another essential factor in keeping your company culture on fire. Humans are social animals who need a sense of belonging. Essentially, a sense of security is necessary for inclusion and the development of solid interpersonal connections. Thus, psychological safety – where employees can feel valued, safe to convey their opinions, comfortable to innovate, and free to question groupthink — has become more critical than ever before.

Boost Staff Flexibility and Work-Life Balance

Lady typing on laptop

When working with a remote workforce, paying enough attention to your workers’ work-life balance helps promote your company’s caring culture.

Extending child care assistance to working mothers, more universal leave entitlements to match the changing norm, and online group events, for instance, will help employees maintain a healthy balance between work and life.

Related: Success Stories in the Age of Digital Marketing

Address Any Mental Health Concerns Your Employees Might Have

Work-life balance is essential, but you also need to focus on the mental health of your remote employees. Employees working remotely may suffer mental health problems such as loneliness, nostalgia for an old workplace, a lack of regular coworker contact, and anxiety about their career and financial future. Addressing these issues will keep your company culture alive and guarantee that your company moves forward despite challenging times. 

Keep Your Culture Alive And Leave Your Lead Generation Strategies To Callbox!

Every company has its distinct culture. For some, culture emerges organically as a result of individuals, leadership, and day-to-day decisions.

On the other hand, great companies are highly conscious of their culture, understanding that it is the cornerstone of success.


Callbox understands that culture is essential, despite other difficulties. Its goal is to keep the team’s spirits up and help them navigate the crisis – not just as a company but as individuals. So contact us today and let us handle your Lead Generation and Appointment Setting strategies so you can focus more on keeping your company culture active.

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2 Surefire Strategies that Increased My Conversions by 70%

2 Surefire Strategies that Increased My Conversions by 70%

2 Surefire Strategies that Increased My Conversions by 70%

Van, one of our seasoned sales reps here at Callbox thought he’d personally share the 2 things he did to improve his sales conversions – by 70%


As one of Callbox’s sales executives, closing deals was one of the biggest challenges I encountered. But over the years, there are two things I’ve learned when it comes to prospect engagement and closing deals. 

It starts with the mindset of not treating your prospects as transactions. Yes, you want to make a sale and increase your sales stats – that’s a given. But there’s a problem with treating prospects as mainly statistics — we lose empathy. 

However, when I changed that mindset, it opened me up to learning strategies that work.

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Listen and Ask Questions

A good closer is not aggressive, pushy, or unethical — even when you’re excited about closing the deal.
– Van Salang

A good closer is not aggressive, pushy, or unethical — even when you’re excited about closing the deal.

People are not transactions nor are they statistics. 

They come to us because they have a problem or pain and they believe we have the solution. So start helping them, making them feel that you genuinely care. 

Instead of selling, I do the opposite — I keep quiet and let them talk about their existing pain points and difficulties. I ask questions that allow me to learn more about them and their challenges. In that way, I can effectively demonstrate how our services will benefit them.

Understanding their present position and them showing how we can assist them is a winning strategy.

Here’s one helpful tip when you ask questions — know when and how to ask them. In other words, timing is very important and the only way to perfect that is to listen to your prospects. 

Related: From Feet on the Street to Digital: 3 Sales Tips That Never Left

Giving the Perfect Quotation

Callbox has standard rates but a good closer should be flexible by providing customized pricing that fits the client budget. 

Our pricing guideline is just that — a guide. Don’t follow it to the letter, especially after speaking with the prospect and learning of their situation. 

This is the newest strategy I’ve been using with my clients. Instead of basing my proposal on our standard pricing, I factor in their sales cycle, the total number of sales reps, geographical presence, and other scopes of work. 

When you actively listen, you can give the exact  solution they need, especially when you’re on a proposal review.
– Van Salang

Again, the art of listening is at play here. When you actively listen, you can give the exact  solution they need, especially when you’re on a proposal review. You’ll be able to explain and justify the quotation you’ve given them. It always works 70% most of the time.

Related: Sales Tools that Will Help You Sell More in 2021

Final Thoughts

I’d say that what I shared is a very basic and common strategy. However, a lot of salespeople miss them because they do most of the talking. They think that if they talk more, they show their expertise and knowledge. But experience has taught me that isn’t the case. 

Talking a lot doesn’t close sales but actively listening does. 

And I feel great not just because I closed the deal but because my clients were happy to find a solution. At the end of the day, it’s very encouraging to hear them tell me that I have helped them.

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From Feet on the Street to Digital: 3 Sales Tips That Never Left

From Feet on the Street to Digital: 3 Sales Tips That Never Left

From Feet on the Street to Digital: 3 Sales Tips That Never Left

So our BDM, Mike Carter has this to say when we asked him about his views on selling in the digital age.


As a salesperson for more than three decades – from selling Kirby Vacuums in the ‘80s, starting my financial firm back in ‘96, and now as Business Development Manager at Callbox – I’ve had the opportunity to experience the shift from “feet on the street” to digital selling. While the methods, strategies, and technologies may seem worlds apart, the core concepts have remained the same. Let’s go over the 3 elements of B2B sales that have withstood the times and why they’ll always matter.

Kirby vacuum

1. Relationship building

People buy from those who they enjoy talking with and the sales journey that you take them on. If you know what potential obstacles may be in front of you, always address them at the beginning, as once you close the door on obstacles, it will make your sales cycle much smoother. Always make sure that you present with a logical sense that addresses their desires, so it becomes a no-brainer why they should buy from you.

Mike Carter quote

Related: Consulting vs. Selling: Crafting a Winning Business Pitch

2. Building rapport

If people like you and enjoy talking to you, they will want to do business with you. Finding a hook, meaning, get to know your contact with gentle probing to find out what they need/desire, and could benefit from. Once you find a strong need/desire, the hook is to show them how they can acquire it with you.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

3. Focus on your goals

Sales for me is being focused and disciplined and never taking your eye off your goals. Never be afraid to analyze yourself and to give yourself self-critique, until you are consistently producing results, there is always room for improvement. You will know when you are there, reaching your goals, and once you are, never take going forward for granted, as complacency can be your greatest weakness to failure.


Mike Carter quote

The way we sell will continue to change as we continue to make advancements but as long as we adopt a mentality of helping over selling, we’ll find that customers are more willing to engage and buy.

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Redefining-Digital-Data-to-Revive-Your-Marketing-Strategy

Redefining Digital Data to Revive Your Marketing Strategy

Redefining-Digital-Data-to-Revive-Your-Marketing-Strategy

We are in the midst of a pandemic and at the same time, technology is also developing at break-neck speed. These two factors significantly affect data in many ways.

Because of the crisis, many companies had to stop their marketing campaigns suddenly because previous data about what consumers want and what drives them to buy are no longer reliable. In other words, everyone was taken aback without any warning and everyone is scrambling what to do. More so, something new comes up every day forcing companies and businesses to make quick decisions on a daily basis. 

On the other hand, fast technological development has given businesses access to new data sources. This development has enabled marketers to gather a big amount of personal data from consumers, some even in real time. 

The pool of huge data waiting to be discovered might sound like every marketer’s paradise yet many still feel that they are still getting an incomplete picture of their customers as well as their performance. 

It doesn’t have to be this way. 

 

Start with the simplest data set 

People are always fascinated with big things. It evokes awe, fear, and worship. However, big is not always good, especially when you’re dealing with data. You might be swimming in an ocean of data but if you don’t know how to swim, you will drown. 

What does that mean?

If you have no clear-cut strategy what to do with that large amount of data, you’ll end up tired and frustrated trying to sort and analyze all of them. Data-fatigue can drive you to make assumption-based decisions which can further harm not only your marketing campaign but your sales as well. 

To avoid that, start with the simplest data set first in order to create an informed business decision rather than one based on assumption. From that small data, you can create a loop that includes: data > insight > action. That might give you small wins but in the long run, the business impact you’ll create to your customers and prospects are much more meaningful. 

Another advantage of starting small is that your confidence in data handling grows as the information you handle. As you become more comfortable, you add more to your existing data set. 

Focus on usage patterns

No matter what channel or platform – mobile, online, offline — you use, they all generate digital data. Furthermore, the Internet of Things (IoT) have allowed businesses to monitor how consumers are using their services like car mileage and Internet usage. 

By looking at the usage patterns of your consumers, not only can you deliver a more personalized service but it helps you understand if your customers are really using their products and services, and getting any value from what they are offering. 

What does it mean for you? 

Because you have insight whether your customers are using your product/service and the frequency of their usage, you know what will lead them to make that buying decision. 

Identify micro-moments

Micro-moments are those points in a buyer’s journey where they decided to make a purchase. The reason why they are called “micro” is because they are subtle which could slip under your noses if you’re not attentive enough. They can also happen unexpectedly, putting you out of balance. 

An example of this is a prospective customer searching for mobile devices and click through to a mobile phone landing page. He did not click right away to buy the phone, continued to navigate the site and ended up buying a tablet. The important micro-moment is the landing page of another product because it shaped the consumer’s impression of the brand and ended up taking the next action. 

Look for conversations that convert

We engage in many different types of conversation every day, and marketing teams need to focus on those conversations that lead to revenue. These interactions are not how many people visit your website or your email open rates – these are easy to monitor and optimize. Rather, these are interactions that convert to sales. 

These conversations are not limited to your social media interactions but to all communication channels you use including your phone calls. In other words, you need to treat and analyze these conversations just like your other digital activities. 

Why?

You need all the resources you have so you are always in step with what your customers and prospects are doing, especially during these uncertain times.

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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Revitalize-Your-Team-and-Marketing-Strategies-after-Crisis

Revitalize Your Team and Marketing Strategies after Crisis

Revitalize-Your-Team-and-Marketing-Strategies-after-Crisis

Whether or not you want to admit it, everybody is still reeling with the effects of the global pandemic brought about by COVID-19 – and it seems like it’s taking its precious time in our midst! 

Turn on the channel and most of the news you receive will be about uncertainties and unemployment. Over the past decades, we have seen a staggering increase in the unemployment rate all over the world. 

If you are a business owner, the first thing you most probably would be thinking is whether you are also heading that path of doom. 

Your anxiety and fear are valid. However, that’s not the only way of how you should be looking at the present situation right now. In fact, you might be able to make the best and smartest business move during this season. 

 

Go Against the Grain

Be still for a moment and envision your business and your team five years from now. 

What move or decision can you make today – in the middle of a crisis – that will positively have affected your business and your team five years later? A move that will set you up for success to come up better and stronger than ever?

“Is it even possible?” you ask. Definitely possible! 

How?

Lay-off some people in your team! 

Yes, you heard it right! One of the positive things the crisis has brought is it placed people under a microscope. It has clearly magnified who the assets and the liabilities are, whom you need to invest in and whom to let go. 

So if you want to get rid of those people who are crippling your business or your company, NOW is the TIME to do that! It might sound heartless, but what you need at this point are not freeloaders but those who will help carry the load with you. 

More so, you need to empty those spots and reserve them to those who have the talent and a good fit for your company and business. If there are a lot of people not worth hiring, there are also a lot of brilliant talents sitting on the sidelines that hadn’t been available before. These are the people who are rock star team players – hungry, humble, and willing to learn more. These people are sitting there not because they are bad employees but because their companies were shut down. Therefore, THIS IS THE TIME to start thinking about upgrading your team

It does not mean that you start hiring right away but you can start having conversations with these talents to fill strategic roles three months or six months from now. Start a plan right now so that when you make a comeback, you have these talents on queue. You can start the interview process now and give them a specific time when you can hire them for the positions you need. Maybe they can wait until such time because there are no other opportunities for them at the moment. Then, after the agreed time, you come back with a new deal and a new team. You even have a stronger foundation to build on. 

Upgrade Your People

Every team wants to be set up for success. If you want your business to thrive, even during a crisis, you need to train them regularly. In fact, you need to train them to be better than you. There’s no room for insecurity, especially at this point in time. 

And there’s no better time to train your team than now. Start brainstorming what you want your team to learn. You can also ask them what they want to learn or develop. Then, you can have regular coaching and training sessions online, or you can send training manuals or record videos on a regular basis – perhaps twice a week or every other day. You can build a repository of training manuals and videos overtime which future employees can also benefit from many years from now. 

Revitalize Your Marketing Strategies

You have created your dream team and upgraded their knowledge. Next, you also need to revitalize your marketing strategies. It’s time to review and evaluate which work and which do not. 

Where is the weak link – is it in your lead generation strategies? Is it in your sales process? Do you need to improve your after-sales service? 

Go back to the drawing board and evaluate your game plan. If you need to change something, go ahead and change it. You want to do an A/B testing for your new product or service? Now is the time to do that. When you have them all figured out now, it will be much easier for your business to transition after the crisis because by then, you will have a better game plan. 

What are You Waiting for?

No matter what business you have and industry you are in, now is the best way to make some bold moves for your team, upgrade their skills, and revitalize your marketing strategies.

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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Making-the-Digital-Switch-from-Live-Events

Webinars: Making the Digital Switch from Live Events

Making-the-Digital-Switch-from-Live-Events

Last-minute cancellations are not uncommon in the business world. It’s always difficult to cancel an event or conference that you’ve prepared and put together for months or even a year. Whatever reason you have for putting it off, be rest assured that you’re not the only one who experiences going through the motions of scrambling for solutions.

The solution to this is quite simple, it’s all a matter of having the right means and tools to pull it off. With many live events being cancelled nowadays such as Google’s Cloud Next 2020 event, the company has decided to convert it virtually in the form of a webinar instead.

While live events are a great avenue to meet other markets and businesses, a webinar provides you the comfort and efficiency of attending the event from the comfort of your homes or offices.

With the right approach, you can transfer your live event over to webinars and still generate great results.

Here are some tips on how…

 

Virtual Event Planning and Production

If you haven’t done virtual events before, then this is where you have to start.

In event marketing, it’s important to put yourself in the shoes of your customers, understanding how they feel and what they could be looking forward to when it comes to your event. It’s about anticipating what’s to come.

When you move to a webinar, making it an online experience, entails that you have to adjust and/or add even more value to your presentation versus if it was done live. In order to do that, you have to take full advantage of your technology in order to entice your audience. Once you’ve captured your audience’s attention, it’s time to deliver an experience that makes them excited to be a part of.

Some good examples of media to incorporate into your webinar presentation include:

Pre-recorded videos

Whether you flash them in between sessions or insert links to your videos here and there for your audience to have direct access to them.

Animation educational content

If you have the resources or even your own team to produce 2D and 3D content in order to ease the production costs that would go into a traditional video. Animated content are simultaneously entertaining and effective demo tools for any presentation.

Add Virtual Panels and Forums

After your session is over, allot enough time for your audience to engage with you through a Q&A segment or just letting them chime in with their own inputs and reflections which can lead to productive discussions.

 

Best Practices for Webinars

As mentioned before, your leads come to attend events to get a first-hand look into the latest innovations and of course to network with different leaders and influencers in the industry.

The challenge lies in being able to replicate this experience online and that, of course, isn’t easy, but also not impossible. Many brands have been able to pull it off and were able to attract big audiences, generated a big following, interest, and increased their brand visibility.

There is a lot that goes into it such as thinking of the accessibility to remote attendance monitoring. It’s important to visualize and foresee each step beforehand.

  1. First, you need to develop webinars and online event marketing strategies that align and resonate with your company goals. Have a meeting with your organizers and lay down all the blueprints.
  2. Choose the right tech tools to pull off your webinar. This is also why you need to plan in advance, since it’s quite a challenge to find the right one that will work well for what you want to do.
  3. Together with your team, brainstorm and put together compelling topics to address and stories for your video presentations and other activities you want to insert into your webinar. It’s crucial to keep your audience tuned in and engaged and not click out of the window mid-presentation.

 

Conclusion

Dates and circumstances can be quite unpredictable., which is why you have to be ready at all times. Don’t wait for your event to get cancelled before you develop a Plan B. Whether your live event is pushing through or not, it’s best to develop its online counterpart beforehand – now!

We hope that this article was able to help give you some useful insight and tips on how to transfer your event over to a webinar form when things may go south.

Callbox has years worth of experience with hosting and promoting webinars. Should you have any questions, we are always glad to help!

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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Top-Sales-Tools-for-Your-Work-From-Home-Setup

Top Sales Tools for Your Work From Home Setup

Businesses across the world are adopting flexible remote work options for their employees. 

With the beauty of collaborative technology, shifting o a remote environment should be a breeze. 

For those working from home, here are some top sales tools to complete your set up. 

 

Video Conferencing

Meetings face-to-face is still possible from home by using the right video conferencing tools such as Zoom.

 

File Sharing

Sometimes files, especially large ones, don’t work too well over email which is why having a file-sharing tool such as Dropbox is important. 

 

Messaging

It’s important to stay connected with your team and even more with your clients, and Slack is a great tool for it.

 

CRM

Hubspot is a great CRM tool that helps you achieve top contact and lead management all while also helping you improve your customer list and interaction. 

 

Tasks Management

Staying on top of all your projects and tasks can be overwhelming especially when there’s too many of them, which is why we recommend a good task management tool such as Trello. 

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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5 Marketing Trends Australian Businesses Should Focus On in 2020

5 Marketing Trends Australian Businesses Should Focus On in 2020

5 Marketing Trends Australian Businesses Should Focus On in 2020

The past ten years have brought tons of fresh marketing trends in the business landscape. Some have come and gone, others remained struggling to keep afloat, but the toughest ones are sure to survive.

Here are the B2B marketing trends that experts see to thrive this 2020.

 

Account-Based Marketing

ABM is a business tactic in which organizations communicate directly with prospects or customer accounts via multiple channels. With its personalized messaging and attention to detail, it enables marketers to carefully select ideal accounts, identify contact persons, capture prospect information, score qualified prospects, nurture and convert. Thus, prospective customers are able to find value in a product that expedites the purchase decision and may trigger thoughts of repeat purchase. It’s a perfect boost for a lead generation program.        

ABM had higher ROI than other marketing activities, according to 97% of marketers in a survey. (Alterra Group)

Since ABM directs all efforts and resources on highly-converting accounts, measuring results like tracking of KPIs, analyzing which ad campaigns are most effective and fixing issues become easier.  

What the experts say about ABM

“ABM is a shiny, new name for an age-old practice: personalization and nurturing of key customers and prospects. ABM lets marketing teams eliminate the poor leads that go nowhere and frustrate their sales colleagues. It also shines a greater spotlight on the process of customer acquisition, making marketing teams stronger in the long run.” (Cathy Atkins, Metis Communications) 

 

Content

Creating and distributing valuable, consistent and relevant content to attract ideal customers is the beat of content marketing. Doing it right can help achieve top of the funnel goals such as creating brand awareness, educating audiences and building credibility or trust. But, taking your content creation to a higher level by making it shareable, link-worthy, viral and upgraded, will drive the best results – achieve a higher ranking in Google, gain more backlinks and impressive sales conversions.

Content marketing costs 62% less than traditional marketing and generates about 3 times as many leads (DemandMetric)

Back then, consumers solely relied on advertising and believed every information that brands share on traditional media. But, technology has changed the way consumers think and buy, and data has become a gourmet product for consumers which now largely influences their buying habits. Media ads, or even in-person promotions, have become second best to product reviews and feedback, the major factors that trigger purchase decisions.  

What the experts say about Content Marketing

“Anyone can create clever content. It takes a genius to create content that achieves its sales goals”. (David Ogilvy)   

Every marketing tactic was creatively designed to generate leads that convert into sales. While creative content that does not convert is a waste of money and effort. After all, marketing is a business.  

 

Social Media

Social media is the darling of the marketing world. Its widespread availability drives global connection and communication between marketers and consumers, making business a little easier. However, it’s important to know which marketing strategy will turn in the best results as not all types will help realize your goals or are fitting to address your needs and uptick your sales numbers. 

54% of social browsers use social media to research products. (GlobalWebINdex, 2018)

The more interesting content is created on different platforms, the more buyers will utilize social media to research for information and feedback about the product they intend to buy. Apparently, this attribute offers both marketers and consumers a huge opportunity to design each buyer’s journey – marketers reach target customers through the platforms they are using, while customers enjoy a list of multiple channels where they can gain insights, make a purchase and share stories about a product or service. 

What the experts say about Social Media

“2020 is going to be the year that brands stop random acts of social. Regardless of the channel or platform, the best content strategy in society in 2020 is to create ‘shows’ – constant thematic executions where you post similar information and insights at the same time, on the same day, on a routine basis”. (Jay Baer)   

Take vlogs for example. Both businesses and individuals who want to gain social presence would like to sell a product or service or create community relations at the very least of time, create video blogs. Consumers get interested in visiting a company website or make purchase decisions after watching a video. 

Furthermore, research shows that 95% of video marketers plan to increase their video spend this year because it increases website traffic, helps generate leads and gives them a good ROI. 

 

Influencer marketing

Influencer marketing involves people with a ‘strong influence’ on a target market. They could be movie or sports celebrities, professionals, make-up artists, online gamers or organic influencers. It’s basically using someone’s craftiness, credibility and convincing power to engage a brand’s target audience to trigger purchase decisions. 

“Influencer marketing is likely to become a $15 billion industry by 2022” (Business Insider)

Influencer marketing is nothing new. It’s an old tactic that uses new tools, particularly social media. Over the years, it has kept the same magic which effectively enables brands to quickly build trust, gain awareness and value and establish winning relationships, when done right. 

What the experts say about Influencer Marketing

“After being in digital marketing for over 6 years, everyone is becoming more and more disconnected. Even with Facebook, Snapchat and Twitter and everyone can see what everyone is up to BUT there aren’t any meaningful relationships being built.

That is where being an influencer or authority in your field will allow your business to stand out from the rest.

No matter what platforms come up in the future, your reputation stays with you and that is the foundation of a long-term sustainable business”. (Stan Tan, Selby’s)  

New platforms will affect the influencer marketing algorithm, but authentic voices and reputable attributes will keep brands valuable.

 

Email Marketing

Email marketing remains to be every marketer’s go-to outreach channel when it comes to B2B marketing. It’s the most fitting channel to send formal, personalized communication and delivers the highest ROI among all B2B marketing tactics. 

The boom of other marketing strategies like social media, videos, and SEO has quite swayed marketers’ focus, leaning towards creating more content on social platforms to achieve their top of the funnel goals. But, the evolution of new tools did not keep email marketing out. Instead, it became even more significant in the buyer’s journey as the best tool to buckle leads up all the way to the bottom of the sales funnel. 

“Marketers who used segmented campaigns noted as much as a 760% increase in revenue. (Campaign Monitor)

Chatbots, content, videos,etc., more of them are coming soon, but email marketing, along with automation and segmentation, will definitely remain in an indestructible place in the industry. 

“Put your content to work for extra opt-ins”. (Jordie van Rijn)

Create content that will share insights with your prospects, something that relates to their needs and will make them want to know more. Some people would exchange important information, like an email address, for a $5 discount coupon, but such is a short term goal. Engage a wider range of audiences through useful content to help your target customers find value in what you offer.

 

Now go ahead and check your marketing bucket and see what you have. Are you keeping an old, frail strategy that might soon bid goodbye or using one of the winning tactics mentioned above? See your conversion numbers for the answer.

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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5 Reasons Why Prospects Choose Your Competition

5 Reasons Why Prospects Choose Your Competition

We get your frustration. You have the best product and customer service, but yet your prospects are still picking your competition.

Is it something that you’re doing wrong?

The fact of the matter is, it could be.

In this brief, we take a look at the possible reasons why your potential customers are purchasing from your competitors instead of you. And, we’ll even give you tips on how to move them over to your side!

 

Your Competitors Provide More Affordable Solutions

 Price remains to be one of the most important considerations that a potential buyer will have when it comes to choosing different solutions. Sometimes your organization will have the edge when it comes to technology, but if the price isn’t right, it could become a barrier to a sale.

The way to go about this is to be able to price competitively.

However, what happens when the price that they’re demanding is just something you won’t be able to afford?

Then, maybe it’s time to create different versions of your packages with limited and extended features to take advantage of different markets that you have. Remember, by being able to fix up your packages; you can make adequately target different market segments.

 

You Take Too Long to Answer

Here’s something that happens from time-to-time, say a prospect posts a question to you or the sales team and you take too long to respond, as the prospect is waiting for the appropriate response they’re probably already transacting with another provider with faster service.

If another provider can provide solutions to the questions that the prospects’ needs, there is a higher probability that they will go after that provider.

Organizations should be able to provide swift responses to inquiries to provide information. The faster you can provide the information before your competitors, the better your positioning.

This includes being able to have auto messaging functions integrated within your websites, a proper follow-up system for marketing, and dedicated people on hand to answer questions.

 

They Are Unaware of Your Product

If people don’t know your product exists, then they won’t be able to buy it. 

Now there are a lot of things that you can – and should be doing to maximize your product’s exposure. This includes (but is not limited to):

  • Social media marketing
  • Search engine optimization for your website
  • Event marketing
  • Cross promotional campaigns
  • Guest blogging
  • Advertising
  • Industry partnerships
  • The use of influencers

 Now if you find that people don’t know about your brand, it could be that you’re missing out on a couple of these methods of exposure.

You need to be able to present wherever your competitors are and focus on winning people over not only on the sole basis of quality but also on the added-value that you give them for switching over to your side.

 

They Are Unaware of Your Product’s Other Features

You might have upgraded the capabilities of your product or service, but if you are unable to communicate these changes to old prospects or new leads, you won’t be able to go far if they are unaware of the new features that they need.

This is especially true if you are known to have a product that hasn’t changed much or if people don’t know that you have updated to a must-have feature that is now present in services that they use daily.

You need to be able to communicate what you offer well. Communicating new features of your product should be treated in the same way as it would be if you were launching something new.

 

Your Competitors Have Better Customer Service

 One way to step ahead of the competition is to offer excellent customer service. Everyone is expected to provide a good quality product and conventional systems fo delivering their products and services, but sometimes all you need is an excellent human connection, and that lies within your customer service.

Customer service can make or break a company, and more often than not, you can boost your company’s revenue by just investing in excellent customer service.

Remember, the customer is always right, and you need to make sure that they experience the best from your company to win them over. Excellent customer service is something that a lot of people crave because good products are a dime a dozen, but excellent service is rare.

Good customer service is one of the fastest ways that you can improve your offering and lineup without even having to touch your product itself.

 

By being able to understand your competition, you may be able to strategize your offerings for maximum growth and scalability.

The great thing about markets is that they are dynamic, and you can always disrupt them and work your way towards the top. Remember, with just proper appointment setting and lead nurturing, you can make sure that you’re set for the future!

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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How to Attract Clients That Love You in Australia

How to Attract Clients That Love You in Australia [GUEST POST]

How to Attract Clients That Love You in Australia

In any business you do, getting more clients is the most important thing to keep you growing. Therefore, it is very crucial to make all the clients happy and always exceed their expectations so as to make them stick to your services and even refer you to other potential clients. As much as you try to bring in more clients, try also to keep existing clients. What determines the success of any business is the satisfaction of clients. Below is a guide on how to get more clients that love you in Australia:

 

1. Get to Know the Needs of Regular Clients and Satisfy Them

As mentioned earlier, what keeps your clients is the nature of the products and services they get. It is, therefore, to take some time and put more effort to understand the needs of such clients. They are the ones that keep your business growing. If they withdraw, your business is likely to be affected. Try as much as possible to satisfy their needs and make them know that you care about their needs. This motivates them and they will always like your products and services. In fact, they will refer more customers to you.

Understand the 16 Most Common Types of Customer Needs

Product Needs

  • Functionality
  • Price
  • Convenience
  • Experience
  • Design
  • Reliability
  • Performance
  • Efficiency
  • Compatibility

Service Needs

  • Empathy
  • Fairness
  • Transparency
  • Control
  • Options
  • Information
  • Accessibility 

To understand more about each of the above customer needs, read this blog.

 

2. Be Flexible And Adjust To Changing Dynamics

Market dynamics can change without a warning and you should be ready to adjust to such changes for the good of your business and clients. You should not be rigid especially when you are negatively affected. Always be ahead of such possible changes and provide real-time solutions to your customers. In case one aspect is not working as expected, try out something else without any fear. Always try as much as possible to operate within your set targets at the same time to meet the needs of your clients. 

Be flexible to the needs of the customers and always listen to what they have to say and try as much as possible to satisfy their needs of course without negatively affecting your business. Chat can be used to solve almost any client’s problem, but having a phone call is faster and solves problems faster. 

 

3. Do Not Accept Ideas That Affect Your Business Negatively

The reason for being in the market is to make your business grow by satisfying the needs of clients. However, there are some instances where some regular clients want you to give favors that can affect your business negatively. In such instances, it is very important to be yourself and say no. However, it is advisable to explain to them why you rejected their offer in a manner that they will not look for other alternatives. This will make your regular customers love you more because they will understand that you always stand by what is right.

 

4. Be Confident In What You Do

Self Confidence and self-esteem is the most important thing that gives you the courage to face your clients. When they realize that you are proud of your products and services, you will be in a position to win their confidence. This way, they will develop more trust in what you do and this is one of the ways on how to get more clients and expand internationally

Talking to yourself might sound crazy, but it works. Talking to yourself will make you smarter, improve your memory, and even increase focus and athletic performance. The Human Brain claims we are saying between 300-1000 words to ourselves per minute. Many Special Forces and military officials use the ability of positive self-talk as the way of passing through hard times.

By instructing yourself to be mentally powerful and speak in a positive manner to yourself, you will be able to override your fears which is very important when wanting to deal with anxiety. 

When you have to deal with a lot of clients it is very important to do this. A great example would be how life coachers engage in plenty of self-talk or, as they call it “chatter”

“As a small project in 2013, we got curious about what these new coaches were saying to themselves and how this was helping or hindering the coaches. We asked a small group of coaches to track their self-talk around their coaching clients for a month and to share what they said to themselves and the impact this had in short essays” said Nick Bolton on his e-book called “Chatter”

 

5. Embrace Personal Growth And Development

Personal growth and development is an inevitable aspect of any business. You have to expand your business, keep track of everything you do and implement the latest technological advancements. This is important for maximum customer satisfaction and comfort. 

When you constantly upgrade your business and expand it, you are doing for the good of your clients. They will be able to access your products and services easily and conveniently. This way, they will be able to trust what you do and bring more clients – say experts at New Horizons Global Partners.

 

6. Always Be Accountable

Any decision made has an impact on business, either positive or negative. It is therefore important to be accountable and responsible for the outcome. This is crucial because it will be a basis of change and further decisions after the outcome. You can either continue with the decision or make changes for the good of the business and clients. When your clients know that you are always responsible and accountable, they will trust your business and love what you do.

Those are some of the ways you can do to win the trust of your customers. This is not only for the benefits of clients but also for the growth of your business. Implement them and you will retain trustworthy clients and bring more.

 

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B2B Marketing Trends for Australia's Tech Industry in 2020

B2B Marketing Trends for Australia’s Tech Industry in 2020

B2B Marketing Trends for Australia's Tech Industry in 2020

The B2B world is going to get even more exciting in the realm of technology in these coming years.

Today we take a look at the growing trends in the B2B technology market in the coming year.

From the growing role of influencers to the next big things that marketers should keep an eye for. Let’s walk you through the trends of next year!

 

Influencers Will Be Used to Market B2B

It’s not just B2C that influencers will be dominating in the coming years but the world of B2B sales as well. This fact is most especially true for the technology industry where everyone that is a player is expected to be connected and updated.

B2B industry influencers have the same impact as those in B2C, especially if they are industry or thought leaders. Simple recommendations or mentions on platforms like LinkedIn or more direct ones such as those in ads can drive up the goodwill of B2B companies that want to make moves in driving up their market share.

Some companies have already been moving on to this trend of using industry influencers, so the best time to start making connections is probably now.

Influencer applications and software is also on the rise with many more companies taking advantage of these apps. This alone is enough indication that the role of influencers and industry thought leaders would continue to make ground in the years to come.

It said that there would be macro and micro-influencers with different roles in promoting a company’s brand.

 

Event Marketing

People are still going to be relatable and interpersonal as the years come by, and it is crucial that event marketing always takes up a role in your marketing plan. The use of tradeshows, conferences, and general marketing events connects people, and this is the best way to relate.

Event marketing also allows you to showcase your current range of products making it a great way to demonstrate your product or service’s capabilities in their full light.

 

Customized Content for Each Part of the DMU

It’s not just tech specialists who are making decisions in the company, but there exist finance people and other executives who are not too familiar with the technical jargon.

This is something that sales teams forget to note when preparing content that is suited to their prospective buyers. A sales team needs to start selling to all parts of the organization in order to increase the potential adoption rate.

Most decision-making units (DMU) are built from different members of prospective companies, each with a different goal and purpose.

IT sales teams need to understand that there is democratized influence in each company that they are prospecting and all these levels need to be catered to.

 

Interactive Content Will Be Commonplace

If an IT sales company is not taking advantage of the power of video, they will have to start upping their ante because there are a lot more types of content that should be taking the limelight in the years to come.

From AR pieces of content that allow the end-user to engage with it to webinars that need to be done to educate and increase perceived adoption rates, there is no substitute for interactive content.

 

Omnichannel Marketing

The omnichannel marketing experience is one that all companies have to achieve especially the ones that deal with technology. Being able to start the sales experience on a smart device, then moving on to a sales rep is an experience that should be seamless. It is marketing that a tech company shouldn’t do without.

Omnichannel marketing provides an experience that is focused on the buyer, and it helps nurture them through any pipeline.

 

Marketing Automation and AI

From automated chatbots to lead nurturing emails that make sure a lead is maintained in the pipeline, given today’s technology, there shouldn’t be a lag in applying them to IT sales processes.

Artificial intelligence is being used to communicate and auto prospect with potential clients, and it also helps with analyzing data that one can harness to build sales. There should be a strong emphasis on utilizing the technology that is available to maintain sales processes and free up humans to do other work.

Even though one may argue that AI technology is still in its infancy, installing a chatbot that minimizes the load of a customer care team is enough to start taking advantage of the technology.

 

By being able to capitalize on these growing trends as early as now, you will be able to properly position your marketing and sales efforts for maximum gain in the coming years.

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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What You Need to Do This Q4 to Drive Your Marketing in 2020 (Featured Image)

What You Need to Do This Q4 to Drive Your Marketing in 2020

What You Need to Do This Q4 to Drive Your Marketing in 2020 (Featured Image)

We all know the adage: “failure to plan is planning to fail.” 2020 is just around the corner, and we need to start considering the better half of this year as a springboard to next year’s growth.

Let’s take a look at what we can do today to start preparing for structured growth in the coming year!

 

Add Value Using What You Have

This year has probably already yielded a lot of data, you’ve probably already gotten results of experiments, or you might want to analyze data with a more prominent partner. If you agree with any of these statements, then you’re ready to provide value to your customers.

Whitepapers and research have always been an invaluable resource for other people because it is data that they can work with. This is a great thing to give away for free because you have the data available, and it brands you as a company that can add value to the lives of other people.

By being able to collate the data that you already have this year, you can move forward with a more productive content strategy for the next year. We’re sure it’s not just whitepapers that you can publish, but editorials and case studies as well.

 

Social Media Strategy and Engaging Content Formats

A social media strategy doesn’t just involve posting at a regular basis, but instead its campaign that aims to elicit a specific reaction from your audience over some time. As early as now, you should be planning your next moves for the following year. 

However, static content or videos aren’t going to cut it anymore. The aim of the game is to make your content as dynamic as possible. If you can start integrating and experimenting with AR content, for example, as early as now, it will boost your content strategy.

 

Start Contacting and Contracting Influencers

Influencers have been a significant force in many B2C industries, and a lot of B2B leaders and marketers have agreed on one thing. Influencers are starting to make ripples in the B2B marketplace.

Forget about the traditional notion of a celebrity endorsing a consumer product, and take a look at the various market leaders in your industry that you would love to follow. By placing the role of an influencer in this context, you begin to see how niche influence come into play.

Industry community members and other leaders that can get behind and represent your product could be pivotal in the way your organization appeals to its prospective customers. The facts are in regardless, 65 percent of multinational brands are already aiming to increase their spending.

There is no shortage of influencers, but as early as now, you must start forming connections with influencers that you can tap as ambassadors of your products.

 

Chatbots and AI

Some forms of competition are so stiff that the only way to win customers over is to improve on the customer service experience. Enter the AI-powered chatbot.

If you don’t have chatbots on your website, then you’re missing out. Chatbots don’t only give immediate answers to common customer queries, but they will also save your business so much money. Retailers are expected to cut costs by $439 billion yearly in 2023.

Regardless, if you are in the B2B realm of you’re still in B2C, being able to provide a better customer service experience on your website and being able to cut customer service costs is a swell proposition. It’s something that you should be preparing for this year for you to improve on in the year to come.

 

Event Marketing: Start Planning

One of the things that you should be considering if you want to get ahead with your marketing and sales efforts is event marketing. This can boost your connections and get you in touch with other industry leaders that you can form strategic partnerships with. However, these events take time to plan.

By being able to start today, you give your team enough leeway to launch an event at the beginning of the next year, and this sets the tone for your company and the industry that is in.

If you cannot launch an event of your own, getting on the planning stage of another activity that you will be a part of is a good idea. It might be early, but again, events can get hard to execute as time draws near.

 

By analyzing what we’ve done so far and considering what we can still do, we can put ourselves in a better position for the year to come. Think of the latter part of this year as your planning and planting stage. As you can see, there are many things that you can implement now to reap further growth in 2020. The question is, are you up to supercharge your lead generation and marketing next year? We know we are.

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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