Romantic Telemarketing- A Surefire Guide towards Effective B2B Courting

Romantic Telemarketing: A Surefire Guide towards Effective B2B Courting

Romantic Telemarketing- A Surefire Guide towards Effective B2B Courting

In marketing, whether B2B or B2C, communication is an important factor since the main goal is to build long-term relationships. Thus, different methods of communicating one’s brand to a target audience should be harnessed.

In many cases, content marketing provides the appropriate avenues for audience stimulation. Most marketers now rely on social media platforms such as blogs for their B2B lead generation. But these prove to be ineffective owing to the lack of direct contact. Telemarketing, on the other hand, is still a popular channel for audience nurturing. This is because direct person-to-person communication is preferred in building interest and awareness.

But to truly succeed in “snaring” a prospect, one needs to have the appropriate attitude. Now, different marketers have their own approaches in lead generation telemarketing. But one tip seems to stand out from the rest: be romantic.

Now, this is not about courting a prospect the way you do with someone you are eyeing. But contacting a lead falls under the very same conditions, the common denominator of which is attraction. You are attracted to a prospect which suits your profiling scheme, thus you exert a lot of effort in attracting it towards you. It is a process that requires a lot of skill and charm.

So, are you that skillful and charming in handling prospect engagements? If not, then consider these important tips and win B2B hearts and minds.

Have a positive attitude. The first thing to do before picking up the phone is to be positive. Yes, most marketers find it difficult because they will not know whether they get rejected. But anticipating a rejection can diminish one’s morale, thus it is always a good idea to think of things other than a rejection.

Plan ahead. You do not approach someone you like spontaneously, catching them with their defenses down. Before deciding to contact a prospect, it is essential to know whether it is the right person to call. Check if it matches your criteria and subject it to your lead scoring system. If it proves to be a qualified lead, then make the call.

Discuss about needs, not wants. The problem in telemarketing usually stems from the actual conversation. Marketers often make the mistake of not focusing their topics on one particular subject, resulting in poor retention. Avoid this scenario by framing the conversation on the present needs of your prospect. Give them reasons that you are needed to fill the void in their lead generation and not just a partner for the short-term.

B2B Telemarketing- How to make your Cold Calls Cause Conversions

B2B Telemarketing: How to make your Cold Calls Cause Conversions

B2B Telemarketing- How to make your Cold Calls Cause Conversions

Fancy alliterations aside, any business wouldn’t just deny the many benefits of an efficient and persistent B2B telemarketing campaign.  For all its worth, it is deemed as the lifeblood among B2B companies that are eager to grow their industry following and revenue generation.

The thing is that capital growth is partly attributed to a consistent marketing plan. This is a shared truth among marketers in lead generation and appointment setting as it really does matter to have a stable marketing structure in place.

But, no doubt, the practice of lead generation telemarketing considers additional apparatuses. Aside from an efficient lead management database, it is imperative for B2B enterprises to have competent individuals handling their cold call campaigns.

Apparently, many businesses have failed to optimize their appointment setting processes. This is demonstrated by poor sales closes. One compelling reason for this is attributed to poor telemarketing conduct.

Cold calling is a risky venture. The lack of initial engagement with a prospect comprises the danger of getting a rejection. Because of this, marketers should have to approach their cold calls expertly.

But expertise is something too general a word. Indeed, concrete ways should be considered for your lead generation telemarketing to drive you towards your goals.

Greeting.

It only takes one word to get your audience’s attention. Say a few more, and you might just drive home an appointment. Courtesy is an important facet that your telemarketing personnel should possess. Customer engagement after all is professional and personal, and it makes a very significant difference to choose your words carefully.

Information.

Always assume that your cold call contacts lack a thorough understanding of your company and your products. What they possess, however, is a thorough understanding of their own industry. Cold calling is all about interpersonal sharing, where one benefits from the other. The prospect is facing issues, and your role as a solutions-provider is to help them resolve these issues. For the satisfaction of both parties, business discourse has to revolve around industry-related facts. Your prospect clearly wants concrete results, so make sure that your messages are comprehensive in content and short in length. And speaking of short, a time element has to be considered.

Gatekeepers.

B2B leads are a tricky bunch. Some of them rely on gatekeepers like voice messaging services in order to segregate relevant messages from the irrelevant. Indeed, these often take the ire of most marketers. But you might as well leave a compelling message that would merit an eagerness to engage.

Lead generation telemarketing is really worrisome. Small companies often struggle with the fact that they lack the necessities to be efficient at it. However, one can always go for an independent outsourcing company that has lead generation and appointment setting capabilities to fill up business vacuums and ease out intricate elements.

A Question for B2B Lead Generation Marketers: Are you Competitive?

A Question for B2B Lead Generation Marketers: Are you Competitive?

02_A Question for B2B Lead Generation Marketers- Are you Competitive_DONEThere’s always room for competition in any business undertaking – even in industries monopolized by a business giant, there should be at least one sole competitor. But there’s a difference between being competitive and aggressively assaulting your competition.

As lead generation marketers, how competitive are you?

There have been a lot of stories that tell us how being too competitive could backfire in the long run. You wouldn’t want your campaigns to rely on dirty tactics and just focus on getting ahead rather than improving your own offers. There has to be a delicate balance between monitoring rivals and minding your own business – no pun intended.

So when is being overly competitive justified?

  1. When your competitor is famous. You can go ahead and “try” to topple down big names because chances are they won’t retaliate even though they have more to lose.

  2. You have what it takes to be unique. Evaluate yourself. If you have absolutely no advantage whatsoever compared to your competitors, then you also have absolutely no right to be aggressive in name-dropping them in any of your campaigns. Before you get your hands dirty, make sure you have the ability to back it up.

  3. You’re the new kid on the block. If you’re a freshly built company, then people will forgive you for being aggressive and cocky. Make sure, though, that your marketing message is compelling enough to make them even consider listening to you. If you are to mention seasoned competitors, focus on the fact that you are there to embrace modernization and that you are able to meet the rapidly-changing demands of your industry. Capitalize on the old-school, new-school concept.

  4. When a spark of opportunity arises. Let’s say your competitor decided to increase the prices of their products, or there have been public outcries of their poor quality of service, or they have recently made a move that drew flak among critics. This is an acceptable opportunity to temporarily shift your campaign’s focus on uplifting your brand’s name in direct contrast to your competitor who is currently under some bad light. But be careful: being too harsh can also draw negative attention toward yourself, which would be counter-productive to your lead generation goals.

Retargeting: 5 Tactics from Drip Email to Lead Generation

Retargeting: 5 Tactics from Drip Email to Lead Generation

Retargeting: 5 Tactics from Drip Email to Lead Generation

The sad truth in inbound lead generation is, only 20% of the visitors to your website are converting. But if you want the remaining 80% to revisit your website in order to get a chance to present your offer again, then you should consider retargeting.

Related: Ever thought of following up Inbound Leads via Outbound Marketing?

What is retargeting?

Retargeting or remarketing, as referred by Google, helps build awareness for your brand, drive clicks to your website and convert visitors into prospects. For example, 5% of window shoppers were converted on their first visit to your website. Retargeting will keep track and bring back the remaining 95% of these visitors by displaying your retargeting ads when they search online and visit other sites.

retargeter-story

(Image credit: Retargeter)

Retargeting can be done in multiple channels such as email, online advertising, and paid search.

Related: Top 3 Benefits of Multi-Channel Marketing Every CEO Must Know

Here are 5 retargeting tactics from drip email to lead generation according to David Kirkpatrick, Senior Reporter at MarketingSherpa.com

 

#1 Lead nurturing and drip email campaigns are retargeting

In order to nurture your leads and convert them into sales, you need to have a content with relevant information that your prospects are looking for. You can create a retargeting flow that matches with your lead nurturing campaign. For example, a lead nurturing campaign that is based on a specific trigger event that encourages your prospects to engage with your content or email campaign.

With this tactics, prospects were able to provide their email addresses – ebook subscription or daily subscription to your content.

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

#2 Generate “soft” leads through retargeting

This retargeting tactic is used to reach out to prospects who failed to provide for their email address because they didn’t sign up for our ebook or newsletter that haven’t even provided an email address.

This tactic allows you to retarget these prospects by placing a tracking cookie or a tag on a web page with banner ads on other sites or paid search.

#3 Tie your retargeting program to the sales funnel

Retargeting is focused on the behavior of your prospects. The banner ads where you lead your visitors to different pages in your conversion funnel should have relevant message that your prospects want based on where they are right now in their buying cycle.

Related: Understanding the B2B Buyer: 4 Rationales of a Purchase Decision Part 1 | Part 2

#4 Tie retargeting ads and email to specific actions

This tactic is focused on retargeting website visitors based on the actions they take on your retargeting message that has links to a video or the service page of your website.

Related: 10 Stats That Prove Marketing Automation can Generate Leads [VIDEO]

#5 Organize your ad retargeting campaigns with a spreadsheet

The only issue with retargeting ad campaigns is that your prospects can see your ads on multiple sites they are and will visit. Having a spreadsheet to keep track of your ad retargeting campaign will help you make sure your prospects won’t feel they are being stalked by your ads.

If you are getting high traffic to your site but not converting much, then you should consider having a retargeting campaign. With these 5 tactics, you’ll start running a campaign with results that are looking good.

 

 

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Retargeting: 5 Tactics from Drip Email to Lead Generation Retargeting: 5 Tactics from Drip Email to Lead Generation Gaining a Friendship from your Target Audience: 6 Questions to Ask

Gaining a Friendship from your Target Audience: 6 Questions to Ask

Gaining-a-Friendship-from-your-Target-Audience-6-Questions-to-Ask1The bond between a business and its clients can be likened to a personal relationship; they need to be cherished, valued, and taken care of. No matter how good you are at B2B lead generation or any type of online and offline marketing, you will never get things rolling if you don’t learn how to stay ‘connected’ to your target audience.

It’s not just about brainstorming on what they want and then feeding it to them directly. It involves a deeper understanding of how each business move ties up with a response from the market. If you really want to gain quality B2B leads, you need to ask yourself these questions:

Who are likely to pay for my products or services?
There will always be people who need your products and services. The question is: do they know that? Business people have tons of problems with regards to their operations, but only a handful of them really know which solutions or services they need. It’s your duty to educate them on what they need to know, so it’ll be easy for you to pitch.

Who were my previous buyers?
Why is it important to look back at people who were once your customers? Because they’re the ones who can set the bar for your current lineup of goods or services. Delve deeper into the possible factors that made them decide on the purchase, and you can even use them for testing phases and valuable feedback.

Do I really know how far my reach goes?
You probably already know who your fans are, but why assume and risk? To be 100% certain (and avoid regret in the future), go out there and measure your reach. Conduct online surveys or focus groups. What you don’t want is to overestimate your influence.

Do I really understand my target market, or am I just assuming?
Thing is, your own personal experiences and knowledge can make you believe that you do understand your target market. That can cloud major decision-making steps along the way, when you could have used scientific means to remove all doubt.

How will I find them?
As soon as you determine which animal to hunt, the next thing to think about is which weapon you would use. Each target market has their own weak spots; techies are more impressed with websites and portfolio, SMBs love social media, and execs are still into old-fashioned phone calls.

Is there room for market expansion?
Getting to know an industry better only opens doors to penetrate new territories. But don’t bite more than you can chew; aim to expand only if you have mastered your own niche. A venture into unfamiliar places can be overwhelming, so if you’re planning to make more ‘friends’, make sure you know what you’re doing.

 

Qualities To Look For In An Events Telemarketing Partner In Australia

Qualities To Look For In An Events Telemarketing Partner In Australia

Qualities To Look For In An Events Telemarketing Partner In Australia

One of the most indispensable methods of marketing for companies in Australia would be organizing public events. These are special occasions where businesses get to interact with people outside their company, even outside their own industries.

For a purely networking perspective, this is a very good way to attract more B2B leads. Of course, since we are talking about public events, like a forum or a business fair, you need to invite other companies, right? You need to make sure that the intended visitors actually get your invite, or are persuaded to attend. This calls for some events telemarketing campaign to be organized. Now, if you do not have the means to organize such a B2B appointment setting activity on your own, you can always opt for an easier alternative, and that is to outsource your marketing campaign to a professional lead generation agency.

If you choose the right partner, then they can get you the results you sorely want. They might be able to put in a good word for you to your business fair prospects. The challenge here would be to choose the right firm as your partner. You would want them to possess some qualities that will help your own business succeed.

Take note of the following:

1. They are passionate – since they are your partner, they must possess that desire to get your business going. No matter what challenge gets thrown your way, if they are passionate enough and they share your vision, then they will get you through.

2. They are ambitious – it is not bad to have an ambition. What makes it wrong is when it gets in the way of true progress, but I digress. When it comes to an events telemarketing partner, you would want someone who has high aims and is not afraid to chase them.

3. They are nearby – in the sense that they can easily get in touch with you and vice versa. With the evolution of modern communication tools, having a marketing partner on the other side of the planet would not be a problem at all.

4. B2B lead generation – a good B2B lead generation partner would be someone who can help you in taking care of business. They know what is expected of them, and they make an effort to deliver. Without that commitment, your partner may very well just be a liability to your business.

5. They are motivated – well, events telemarketing is not exactly a rewarding work, so having a marketing partner that is highly-motivated, can be a great way for you and your business to succeed in your activities.

To be honest, if you can find a marketing company who possesses these five traits, then you should grab them. It can be really hard to find good marketing partners. For your events telemarketing needs in Australia, you have to choose well. At least there are a lot of these companies to choose from. As a business investment, you have to make sure that they deliver you the returns you need.

Four Important Characteristics Of A Good Niche Market

Four Important Characteristics Of A Good Niche Market

Four Important Characteristics Of A Good Niche Market

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

– A lot of keyword variations.

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

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

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

– Low competition.

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

– Ignites your passion

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

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

call center culture

Uses of Outbound Telemarketing For Your Growing Business

callcenterculture

Australia has embraced telemarketing as a critical element in their customer service support and other inbound services. Business organisations there have optimised its use by establishing a help line for emergencies, a channel where clients can put out their issues and concerns, and a medium to strengthen the bonds between the seller and the buyer. Indeed, the use of the telephone is very consequential in maintaining healthy relationships with the customers. Its fast speed, ease of access, national and international coverage makes it the best way to provide solutions to clients’ problems.

But, telemarketing is not confined within the walls of inbound calling. Client support and other inbound activities form only one side of marketing through the phone. The other one is outbound telemarketing. It is a function that is concerned more on bringing new clients to the sales pipeline, making researches about the current market and talking with the decision-makers of other companies. If inbound concentrates in retaining customers through immediate responses to their needs, the epicenter of outbound is with generating new buyers. Increasing the value and quality of the sales pipeline is one of the tasks that can be accomplished through this pursuit.

You can make use of outbound services to propel you business success further. Here are some of the activities you can work on.

• B2C/B2B lead generation. One of the best things to find sales-ready buyers is to obtain their business and consumer contact information. In this task, cold-calling is now considered a veteran, which combines fast speed and accuracy in gaining B2C/B2B sales leads. Although you can power up online marketing and other avenues, making cold calls has an edge over such tools. What sets phone marketing apart is the chance to talk directly with the decision-makers. A telemarketer can directly engage in a dialogue with them, which makes it possible to determine their interest level. Through this, you can generate only willing buyers and avoid the hassle of chasing poor leads.

• Market surveys. Apart from obtaining new customers, you can use outbound calling to know more about your target market. Another way to attract clients is to give to them what they need and want. By doing telephone survey, you will unleash their desires. The information you obtain will guide you in recreating products and services according to the preferences of targeted leads. Market research is the key to unlock your customers’ hearts desires.

Database cleaning. If you have your own leads database but have not updated it recently, the phone is the best way to clean it. Verifying data directly from the prospects and clients themselves is something that only telemarketing can accomplish in high speed and precision. You can get rid of old contacts and replace them with the latest information. Besides, you can add new data.

Appointment setting. Business leads are not only things generated. The phone, when done properly, is a channel to get hold of business appointments. In fact, appointment setting is made easier and faster with telemarketing. Just be sure that quality assurance is firs imposed on generated leads in order to avoid wasting time on cold leads.

If you want to ascertain that the future economic benefits expected to gain in telemarketing exceed the costs, put your trust on outsourcing. Credible telemarketing call centres can find business opportunities in behalf of you. After all, contact centres are experts in this field.

Search Engine Optimization is a Continuous Process

Search Engine Optimization is a Continuous Process

Search Engine Optimization is a Continuous Process

Your website is up, now what?

According to Australian Bureau of Statistics, there are 13.7 million internet subscribers in Australia. Most of the time, Aussies do their research online and review the product before they decide to purchase it.

With that being said, it’s not enough that you have a website with all the information about your company, your products and services. You need to drive traffic and optimize your website to rank high on search engine and reach out your audience.

How?

By creating high-quality contents and finding the right keywords that your audience are using when searching online.

Then?

Take the content you’ve created, share and submit it to Google or on any search engine of your choice.

But wait, that doesn’t stop there!

SEO or Search Engine Optimization is the process of getting traffic to your website through free, organic or natural search engine results. Its main goal is to satisfy internet users by providing them with the information that they are looking for.

Related: Cost Efficient SEO Marketing? Is That Even Possible?

Search engine optimization is an ongoing process. Sharing and submitting your content on search engine isn’t enough. Once your website has achieved a higher ranking on search engine, you need to continuously update it.

How?

By constantly posting high-quality contents that are relevant to your audience and submitting it to Google. Why? Simple. Internet users will continue to search contents that are high in quality, unique and updated in order to maintain that high ranking on search engine.

 

Here’s how content can help you increase your ranking on search engine

Have you heard of the saying, “Content is the King”? Content holds the most important position when it comes to improving search engine rankings. However, it is important that the content should always be relevant and easy to understand. Through your content, you can enlighten your audience and impress them with how knowledgeable you are in your industry.

Related: Dummies Guide for Content Marketing

Keywords are also important. It is necessary to make your content rich in keywords. It should fit in well with the flow of your text. When finding for the right keywords, you should look for words that your potential users are expected to use when searching online. At the same time, the keywords that will be used should fit in well with the flow of the text.

What are factors to consider when finding the right keywords

  1. Chosen keywords should best describe the products and services that your company provides.
  2. It should draw less than 5000 competitive website results but is searched at an average of 1000 times per month.
  3. It must not be so unique that a general user would not even think when searching online.

Because of the demand for time and effort, many businesses would consider looking for partners when it comes to their SEO needs. However, there are many SEO consultants who claim to provide top rankings with search engines within a few days and they undoubtedly, prove themselves right in claiming that. But, marketing managers should remain alert not to be carried away by such claims. So if you want to maintain a high ranking on search engine, you should look for companies who use ethical techniques to help you achieve the top position, provide your audience with the right information and generate higher profits to avoid any inconvenience.

 

 

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