Top Marketing Tactics that B2B Cleaning Companies can get from B2C

Top Marketing Tactics that B2B Cleaning Companies can get from B2C

For many B2B cleaning companies, getting the attention of target clients and converting them into qualified commercial cleaning leads is tantamount to cleansing a corporate restroom of grime.

They may as well try these solutions that worked best for many B2C enterprises, as outlined by New Destiny Media’s John Pate:

1) Overeducate

Many of the potential leads coming to your website aren’t ready to buy. They’re just aware they have a problem. You’ve encountered that kind of prospect, right? They may be aware their current company is not doing a top notch job, or they’ve been trying to clean using their own employees.

Draw upon your knowledge and write educational pieces that will intersect your potential customers at their pain points. That way, you build trust and perceived capability.

2) Identify Your Audience

As you publish all that great educational content on your website, make sure you keep your target audience in mind. Who is your audience? You may have to search to find out.

Go online and start entering search terms just like one your potential customers would. See what pops up. You’re looking for forums and user groups. Check out some of the questions they’re asking. To your horror, you’ll find out not every “expert” knows what they’re talking about. Fodder for your blog! This really is the key to publishing online: Find that narrow little niche everyone else has missed and share some helpful information about it.

3) Simplify your Buying Process

Successful B2C companies have this down really well. Go online to your favorite retailer, find a product, click “add to cart,” checkout, done. Many online B2Cs even save your credit card information making it ever so simple to buy.

If you’re quoting to large corporate entities, they’ll love a clean and smooth look to your sales process. Just because you’ve always done it one way doesn’t mean you can’t change.

4) Give Something Away

Have you ever bought a bottle of wine after tasting some of it? Personally, I love “supermarket grazing.” I think the local Sam’s Club has this hands-down. Sure, some people get annoyed, but if Sam’s wasn’t successful at the practice, do you think they’d be giving product away and paying people to give it away?

Here’s a cleaning supplies vendor who’s giving away some product – Procyon. If they can, you can. By giving something away you:

  •         Look like a hero.
  •         Build trust.
  •         Educate your customer about new products.
  •         Sell your service along with using the product. Make your vendor happy too.

5) Relate at a Human Level

Today, business people are looking for solutions more than the services you’re providing. So you need to be able to interact with your prospects at the level of their goals and needs throughout the entire sales process – the first seven seconds of your first touch being the most critical (source: Forbes).

Commercial cleaning organizations can also employ top notch lead generation services to help them get their message out and pull potential clients in.

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Top Reasons Why your Clients don’t Buy

Top Reasons Why your Clients don’t Buy

It is not every day businesses encounter a declined purchase. But when they do, it has the effect of a sledgehammer to the face.

We’re exaggerating of course. But it brings an uncomfortable feeling that despite your best branding and lead generation efforts, there are clients who suddenly decide to back away from your offers.

For goodness’ sake, why?!

Don’t hit the bars just yet. Writing for About.com, here’s Laura Lake with the “Top 5 Reasons Customers Don’t Buy From You.”

They are not aware of your product.

Consumers cannot purchase products they are not aware of. If you are marketing, but consumers still don’t know about your product it may be time to evaluate why it’s not working. It’s important to remember that the solution is not always more marketing, because the problem may lie with where you are marketing at, and what marketing vehicles you are using.

They don’t understand the benefits of your product.

Consumers don’t buy products solely based on price. Now, this does not mean that they don’t factor in price, they do. Consumers buy based on the benefits your product brings them. Create a list of the top three benefits of your product and use those in your marketing message.

They don’t feel your product has perceived value.

Consumers will not buy products that they perceive as having no value. Why should customers value your product? You can use the benefits of your product to create a perceived value and it is that perceived value that helps in the sales of your product. If a customer cannot see value they will simply pass your product by. You must create that perceived value in your marketing message.

They don’t see how your product meets their needs.

We’ve talked about benefits and perceived value, now let’s talk about needs. Do consumers know how your product meets their needs? Does it make their life easier, save them time, make them feel better? What need does your product satisfy? You have to tell consumers that, don’t make them guess or come up with the answer on their own tell them and help educate them on why they need your product.

Your product is not accessible to them.

Consumers cannot buy what is not available to them. If they hear about your product but it is not accessible, forget it. Consumers want ease in obtaining and using your product. Evaluate the accessibility of your product and see if you need to make changes.

Do you want to upsize your sales efficiency? Have us handle your B2B lead generation and appointment setting. We’re just a phone call and a fill form away.

a smiling business man

B2B Marketing Trends for 2015

Today, the landscape of B2B market is in constant state of flux, making it crucial to keep track on the significant shifts of trends every day. But merely identifying these trends isn’t enough; marketers should identify which will give opportunity or threat to the business. And eventually find ways to maximize the opportunities and neutralize the threats.

We’re about to enter the 4th quarter of 2014, and 2015 is under way. Marketers should already start drafting their marketing plan that can adopt to 2015’s marketing matrix. In laying the foundation for their 2015 marketing strategy here are the trends to be considered.

Micro targeting

Marketers should focus on designing marketing strategies for small but are comparatively profitable subsets of the market. They should divide the target market into smaller segments with different needs and preferences. The marketing messages should be designed based on every segment’s attributes to emphasize the benefits of the product. Rather than the one-fits-all marketing, this approach is a lot more efficient because it allows marketers to deliver the right product with the right features to a certain segment that needs it.

Mobile Dominance

Global Smartphone use will reach 2 billion by 2015. This is the challenge to B2B marketers, to give a different digital experience to its target businesses. Of course inside every business are individuals who, outside their work, are consumers hoping for an improved digital experience. Marketers should start focusing on the mobile-optimization of their resources, especially websites.

Automated marketing

Then, we rely on manual calculation using historical data to project marketing direction. Now, we have integrated traditional marketing activities like customer management, email marketing, content management, SEO, lead generation into holistic tools to intensify marketing efforts. B2B industry has lead to the usage of marketing automation tools. Such advancement increased lead conversion rates by more than 50%.

Quality Content

Marketers will become writers and publishers. More than their purpose of selling their product, they should also focus on the quality of their published contents. Aside from the grammatical value of the content, marketers should also focus on how compelling the content is to the reader.

More marketing trends will hit the mainstream culture of 2015, from marketing technology trends, evolving business structures, changing customer behavior, and a lot more aspects of B2B marketing. The market will keep on reshaping based on these ever-shifting trends. Marketers should use logical approaches partnered with innovative ideas to predict future movements of trends.

Source: Rock Content 

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.

Top Ten Tips For B2B Telemarketing

Top Ten Tips For B2B Telemarketing

Being effective in your B2B telemarketing campaigns all about being ready to address the various issues faced by both your customers and business prospects. Basically, it is all about providing quality customer service for all you call as well as those who call you. While you do need to meet your sales leads targets, you also need to make sure that the other party is happy as well. This is a very important point in ensuring that your B2B appointment setting process will go smoothly. Now, the question here is how you do your job right. Luckily, there are some tips that you can use.

1. Clarify complaints – people complain about the service or products that you offered, you should check the details. Most callers would be saying too many details that the real issue could get muddled.

2. Have confidence – this is a real boost to your performance, one that can be noticed during your call. Believe that you can do the job, and the job can be done.

3. Be positive – no matter how bad the day has gone by, thinking that things will turn out well in the end is important. A little positive outlook can mean a great deal for a person’s morale.

4. Speed up the call handling – time is precious, for both the caller and the called. It is important that you and your B2B lead generation team be made aware of that. No dilly-dallying of calls, go straight to the point, and help your prospects get things done.

5. Have a proactive system of helping prospects – some problems can be anticipated before it happens, so it pays for you and your team to prepare for it before it happens.

6. Plan your seating arrangement – this is especially important in large scale telemarketing operations with shifting work schedules. It would be useful if you can get some automated planning system that will maximise the productivity of our marketing team.

7. Know who you are calling – take note that there are different kinds of customers and potential B2B leads. Once you realise these little details, it would be easier for you to generate more sales leads for your business.

8. Make self-service options easier for users – sure, nothing beats a good marketing call, but you have to make sure that alternative sources of information is readily available in a quick and convenient manner.

9. Hire the right team – telemarketing can be a really stressful and complex job, so in the event that you have to hire people, make sure you hire those who know this business well.

10. Delegate to the right people – you cannot do everything well on your own. In case you have to do business with someone you are not skilled with in handling, leave that job to those who do.

These tips can be really simple, but they all have a strong effect on B2B lead generation campaigns that rely on them. You can follow these tips to, and you will see that this is a good investment.

a stressed call center agent

Three Sources Of Telesales Burnout In Australia

Getting burned-out during work is natural. This is a constant in all businesses, including those in Australia. Whether this is in terms of marketing or lead generation, you can expect your people to have lose some steam during their work. When that happens, well, that is bad news, since this will affect your ability to generate sales leads. But what could cause your team to burn out? The reasons might surprise you. Just take a look at the reasons below:

  1. You work too long – this pretty much explains why our workaholic appointment setting representatives look about ready to drop. Working long hours might sound like getting more work done, but this simply is an invitation to break down.
  2. Boredom – doing repetitive telesales tasks is just too bad. Adding a little variety during work (like the time you make calls, or maybe a change of scenery) can help fight off the boredom. Besides, getting bored at work can make it harder for you lead generation team to provide quality work.
  3. Not getting praised enough – the mind can be a powerful motivator in generating good B2B leads. You need to regularly praise or commend the good work of your people. That will make them feel appreciated and will encourage them to work harder.

These are just some issues that you need to address in order to avoid work burn-outs. Failure to do that will just induce your lead generation team to get burned out. No one would want that, right?

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.

Hosting an event soon? Seize the ultimate key to triumph with our latest free ebook. Elevate your game, boost registrations, and skyrocket turnout effortlessly. Get your copy for free.

call center culture

Uses of Outbound Telemarketing For Your Growing Business

Australia has embraced telemarketing as a critical element in their customer service support and other inbound services. Business organizations, there have optimized 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 customers. Its fastest 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 your 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 a 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.