Are-Lead-Generation-Companies-Worth-It

Are Lead Generation Companies Worth It?

Are-Lead-Generation-Companies-Worth-It

Riddle me a business owner who doesn’t want to increase their revenues because you will find none. Every business owner asks themselves how they could increase their sales. However, you won’t be able to get more sales if you don’t have any leads, to begin with.

The catch on acquiring leads is that it requires you to employ different strategies and skills, and because of this, many businesses find help from lead generation companies in order to save their time and effort. But the question is: Are lead generation companies worth it?

Well, we’re going to answer this question in today’s discussion with 4 ways you can measure the worthiness of a lead generation company.

Before partnering up with a lead generation company, consider these factors:

Target Market

A good lead generation company has a good knowledge of your target market. When you’re looking for a lead generation company to team up with, you have to find out whether they have sufficient knowledge about your target clients. Not only should you ask them to see the results of similar campaigns they’ve worked on in the past, but also explore whether the company has the ability to penetrate your prospect market as well. It’s important that they know enough about you as a company, what you need, and which market needs you. 

Database Availability

Another good reason for getting help from lead generation services is because of the availability of an existing, pre-qualified database. Developing a database of people who have an interest in your products/services is easily one of the hardest and time-consuming tasks for your sales team to do. It’s important that you have relevant data on your target customers on hand. These will assist you in marketing activities for your sales team and increase your sales volume. 

By hiring lead generation services, it offers your sales team a higher chance of transforming your leads to sales as they don’t need to waste time with unqualified prospects. 

Nurturing Leads

Quality over quantity. You could have over 10,000 leads and yet still have zero sales because have people who are genuinely interested in your products versus just making sales are two different things. 

Taking this into account, the worthiness of a lead generation company lies in its ability to be able to nurture your leads into sales. What this means is that you have to assess if the lead generation company has a high level of conversion rates by targeting the right audience. It’s necessary that they have a good score record when it comes to this aspect.

Cost Efficiency 

It goes without saying that partnering with a lead generation company means that you will have to invest some cash into it as well. By investing in a good lead generation company, you can actually lessen your marketing campaign expenses as the lead generation company will offer your direct leads. All you need to do is turn them into sales which proves that hiring lead generation services is a great way of enhancing cost-efficiency in your business. 

Conclusion

So, are lead generation companies worth it? Yes, absolutely! It’s all about finding the right lead generation company that suits your needs and your business. So, when you’re looking for a lead generation company next time, evaluate their compatibility with your business using these four tips we gave you. If you want to learn more about lead generation and its benefits, give us a call and we’ll gladly help you!

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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Drive Sales Growth with Lead Generation and Webinars

Drive-Sales-Growth-with-Lead-Generation-and-Webinars

Webinars are an excellent lead generation platform for many B2B companies, and this is especially true for firms that specialize in IT solutions.

They can generate new leads, nurture ones that are already in the pipeline, and create buzz for the brand.

This article explores a real-life example of how an Asian IT firm we collaborated with used the webinar approach to create new markets of opportunity and supercharge their marketing.

The Objective

The firm had four campaign goals:

  1. Hosting the event
  2. Running the post-event campaign
  3. Profiling the database
  4. Engaging new prospects

All of these objectives were riding on one critical component: getting people to attend the event in the first place. This is where we were able to collaborate actively.

Customer Profiling

The first step was to analyze the company’s ideal customer profile.

All campaigns ride or die by customer profiling, and this is why account-based marketing (ABM) has gained major strides against more traditional marketing methods.

It doesn’t matter if there is an existing database of possible leads or if a firm has to build one from the onset, there has to be an active attempt to qualify and screen the leads before the first touchpoint. This allows marketers to create personalized solutions and methods that resonate well with the prospect.

After analyzing the target customer persona, we were then able to start crafting a list and marketing collaterals to go along with the lead generation.

Marketing Collaterals

We used a combination of email, appointment setting, landing pages, and social media marketing to generate the attendee list for the webinar.

Email Campaign

Four distinct email templates were used in the campaign.

The General Invitation Email

The general invitation tells your prospect about the event and provides necessary details about what to expect. It also contains the pertinent CTA to get your prospects to sign up.

As an incentive – and everyone should do this – we offered special coupons to the first 50 registrants to the webinar. This allows people to have a sense of urgency and adds to FOMO to speed up the process.

The VIP Email

This particular email was sent to a more select group of people who needed that “special touch.” In many ways, it’s akin to the general invitation email, but it differs in a sense because it actually refers to the prospect as a VIP, making them feel a little more special.

In a way, we told these prospects that they had been pre-selected to join the event because of their status and reputation.

This is a good way of providing prospects a more bespoke approach to invitations.

The Referral

A referral email was sent to people who weren’t replying or seemed disinterested in the webinar.

It serves to have the initial invitation forwarded to other people in a prospect’s contact list so that a firm doesn’t waste the leads they have.

The Follow-up

Not everyone checks their mail regularly, and there is a chance that a prospect has your email buried in their inbox.

A follow-up email is necessary to remind people of the event again and reconnect with prospects that haven’t been replying.

You can send the follow-up email a couple of days after the initial email.

Telemarketing Campaign

While the email campaign was ongoing, we implemented a telemarketing campaign to serve as another medium for webinar lead generation.

We used a brief and concise script that covered the following:

  • A brief introduction
  • A quick check to determine if we’ve contacted the right person
  • Concise invitation along with other details of the event

However, just as with email and other marketing campaigns, we made sure that they had follow-ups if the response was one that we did not anticipate.
If they weren’t able to go, we asked if there was someone else in the department who could make it. We also made sure that we checked on how their IT was implemented to update our profile on the company.

An important thing to keep in mind is that you need to target people in an IT department in higher positions before moving on to the juniors.

If there’s no one available, you could ask who else you could forward the information to.

Social Media Campaign

LinkedIn is a critical part of your B2B lead generation strategy because it is the largest professional social networking platform. Also, it is one of the most practical channels for generating webinar leads.

social-profile-setup

To use LinkedIn, we created and optimized the profile of one of the officers-in-charge of the event and crafted quick invite messages that we could send out to people on the network.

After sending the quick invites, we threw in a message asking them if they would be interested in the webinar; this included a freebie – just like in the email and a good CTA for them to register.

To keep the conversation running if they weren’t able to attend the event, we asked if they would be interested the next time around.

Landing Page

Lastly, we built a custom landing page that was able to take in registrations and provide pertinent information depending on which location the participant would like to join.

landing-page-setup

The technique with landing pages is to keep it as short possible with a clear call-to-action. Forms should be pre-filled and concise as well; the goal is to convert the viewer quickly and efficiently.

Tools

We ran with the Callbox Pipeline along with HubSpot for form fills. The two are a great combination for lead generation. We also had lead generation professionals and a team of other specialists to support the project.

The Results

We had 1,450 accounts to work with, which totaled to 2,157 contacts since we aimed to reach about two people or active accounts per firm.

Out of the 1,392 accounts that were touched, we averaged 2.71 touchpoints for each, an indicator of how engaging our campaigns were.

We had a total of 227 MQLs with 125 coming in from calls and the rest from LinkedIn (102). LinkedIn was so powerful that we were making 36.1 percent of our connections on the platform.

Needless to say, the webinars that were held and hosted for different parts of Asia were extremely successful.

This particular case study is enough proof that with proper systems in place, you can actively leverage webinars to create new marketing campaigns that generate leads for your pipeline.

Marketers also have a choice to set them up in-house or partner with a lead generation agency such as Callbox to make things easier and more efficient.

Whichever option you pick, what’s critical is to keep lead generation ongoing to guarantee your company’s growth, even in these 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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Steps to Better Sales Discovery Calls

Steps-to-Better-Sales-Discovery-Calls

The sales discovery call is critical to any sales pipeline. It’s the first step into properly qualifying if a prospect is a great fit for a company’s solutions.

A good sales discovery call can mean better client relationships and customized solutions that can satisfy their needs. It can also result in savings in time, effort, and resources should problems arise in the future.

Matching good clients with a company’s offerings can spell success, and there are several ways the sales team can do this with discovery calls.

 

Research

Doing proper research into an interested party is essential to the sales discovery process. Research facilitates better calls and enhances the buying process. Sales professionals get better insights into helping prospects determine better solutions to their needs.

Good research is also indicative of a company’s professionalism and can translate to better customer service.

However, research shouldn’t only focus on the company but also on the contact person. This is especially true when dealing with DMUs (decision-making units.) Knowing whom you’re talking to gives you an edge in figuring out how to engage the person.

Here are a few questions that you should answer before getting into a sales discovery call:

  • Who are the company’s stakeholders?
  • Who do they externally affect?
  • How will your products or services potentially affect their current systems of production? Will it also affect their shareholders?
  • What is the company’s market share?
  • What is their vision and how does your company fit into this vision

Prospects Need a Familiar Reference

Marketers need to provide relatable examples to connect with their clients.

This could either be a peer that’s using a particular strategy to overcome a common problem or challenges in the industry.

These examples provide something that a prospect can relate to and create a more personal connection for them, especially if it’s something that their company is going through.

By providing relatable examples, especially of clients that are in the same industry like theirs, marketers also highlight the ability of the companies to provide worthwhile solutions.

Listen. Then, Listen Some More

Sometimes it’s almost tempting to start selling services right away, but marketers should try their best not to.

The purpose of the sales discovery call is to “discover” information about the potential client and use this information to customize products for them, find out about their unique needs, and if the company is a good fit for them.

Once, the conversation is dominated by the marketer, the main objective of the sales discovery call is lost.

Strive to listen to a prospect and after that, listen some more. One will find that with careful listening to other pain points – that are not just related to the solutions that one is selling – are revealed, allowing the marketer to find solutions for the prospect properly.

Give Them Free Advice

Prospects are in the market for solutions, and there is nothing wrong with providing them with free advice on how to go about certain problems in their company.

This tactic establishes your company as an industry expert and builds rapport with the client. Prospects

However, never provide unsolicited advice; it always has to be within the natural limits of the flow of the conversation.

Not everything has to be behind a paywall, and by giving a little, you can receive more.

The Turnover Is Important

A good sales discovery call is usually followed up with other exchanges of information and conversations while they are onboarded to the company. However, this is where potential problems may arise.

Prospects don’t like repeating themselves. If they have to explain their needs and ask the same questions again and again as they move through different departments, it could ruin the sale altogether.

Aim to consolidate all the information that you have about them as they move through the different steps in your pipeline. This omnichannel-like approach gives them a seamless transition in your organization, and it helps keep your customer service experience smooth.

End the Goal With a Tangible Objective

Whether it’s moving the prospect further through the pipeline or simply setting up another schedule for the next call, each sales discovery call has to end with a purpose.

Apart from instances where a prospect is found not to be a good fit for the company, ending each call with a purpose facilitates converting a prospect into a sale.

You could schedule a meeting with another member of their team, get them in touch with members of your team, send them a draft proposal, etc. Whatever it is, it has to set up the next point of communication with the prospect.

Lead Nurture

Offer to send them a resource that can help them with their questions after a sales discovery call. This could be a case study or information that can continue to give them insight and value, even after you’ve gotten off the phone with them.

This further solidifies a company’s reputation as one that provides value.

 

Sales discovery calls are important parts of a lead generation strategy, and this is most especially true for B2B businesses. A lot of companies invest heavily in lead generation and sales calls because they lead to real results.

At the end of the day, your team will also benefit from these calls. No prospect is better than a prospect with a bad fit in the company.

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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Lead Generation in Today’s New Normal – What Do You Need to Change?

Lead-Generation-in-Today_s-New-Normal---What-Do-You-Need-to-Change

The pandemic has changed the way everyone does business, and even lead generation isn’t exempt from these changes.

Arguably, the foundations and principles remain the same, but the playing field has been altered. For consistent lead generation to continue, things have to change.

In this article, we explore methods that you can employ today to ensure that your business has a steady stream of leads coming in.

 

Pay Attention to Your Website

As physical distancing measures are enforced, optimizing, and maintaining your website as your primary storefront is critical to driving organic leads.

It’s highly likely that most of your potential prospects will look you up online or run into your website – if you’re ranking well – when searching for services that your company offers.

If you haven’t placed a significant focus on your digital real estate for a while, now is the perfect time.

  • Search Engine Optimization – if you want your company’s website to rank for certain keywords that your prospects will be searching for, you have to invest in proper SEO. This can range from getting better keywords with buyer intent, fixing up your headers, improving the UI and UX, getting the site speed in check, making sure you have a good link profile, and optimizing your content and pages for search.
  • Site Maintenance – Do you have broken pages and URLs that lead to nowhere? Not only does it hurt your SEO, but it hurts the reputation that you have with your users.
  • Conversion Rate Optimization – if the traffic is starting to pour in, but only a few people are being converted, then it’s best to look at the CRO that you have for your website. Are your calls-to-action catchy? Is the content text-heavy and boring? Do you make it easy for your prospects to navigate and opt-in?
  • A/B Testing – This applies to your social media presence, but it’s also a great way to determine if elements in your website are working or not.

By paying attention to these four points, you can optimize your website to generate organic leads that will last even after the pandemic.

Virtual Events Are Becoming the Norm

We might not be hosting any physical marketing events until the end of the year, but that doesn’t mean that your prospects don’t require product presentations and marketing events.

Virtual marketing events can still be used to launch products and create platforms to promote and generate leads.

However, it’s not enough that you have a presenter and a camera set up; you still need to stand out from the competition since many companies have moved to virtual platforms.

It’s critical that the events that you hold have high production values. This means that you need a good camera setup, a great script, a dedicated graphics professional to put in overlays, and impeccable audio, to say the least. The playing field might have been leveled by the pandemic, but that also means everyone is getting competitive.

Change Your Message

The crisis has affected everyone to varying degrees; in fact, there is such a thing as collective grief that is gripping everyone today. Everyone is hurting, and this why your message is important.

Gone are the days where a quick marketing spiel on an email campaign will suffice, companies will have to adapt their messages to be more sensitive to the collective needs of their prospects.

Marketers don’t necessarily have to make everything about the pandemic, but they have to focus on crafting pitches to help their prospects during the crisis. If it doesn’t directly help them, it should at least be sensitive and honest.

If you do cover messages about COVID-19 and its effects on business, make sure it’s something helpful like an analysis on how the disease is affecting their industry, or whitepapers and research that could be beneficial to their needs.

A little humanity during this time doesn’t hurt.

Invest in Creating Media (And Social Media)

The crisis has led to a lot of your prospects being stuck in front of a computer screen daily. At this rate, they’re probably getting used to seeing ads and lead generation attempts by other companies.

This is why it is critical that you invest in creating unique media that resonates with them. Instead of sending out a blog post in your next email campaign, why don’t you send them an interactive video or an invite to a Q&A session in your next webinar?

A lot of your prospects might also be spending a lot of time on social media because of all the free time they have, so it also makes sense that you invest in your social media content.

Ensure that the content you’re posting is intriguing, thought-provoking, and creative enough to capture the attention of your audience.

Companies can also subscribe to or consult with specialized lead generation services that can help them make the most out of this predicament.

 

The most important thing to keep in mind during this difficult situation is that your prospects respond well to humanity. Be a little more sensitive and thoughtful with your message, and you’ll find that it can make all the difference.

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 Lead Generation Tips for Niche and Specialized B2B Industries

Top-Lead-Generation-Tips-for-Niche-and-Specialized-B2B-Industries

The first thing to know about lead generation is that every lead generation strategy is different from the last one. One cannot simply get into lead generation and think of it as a cookie-cutter solution. More importantly, our strategies have to get updated every year to keep up with current lead generation trends as well as having them fit with the specific industries we’re operating in. 

This is especially true if you’re operating in a niche B2B industry. There are numerous nuances that you have to pay attention to in order to have your lead generation strategy tailored specifically to the audience you’re reaching out to. 

We are going to give you a rundown of all the things to include as you build your strategy.

 

Top-notch Content

Any lead generation strategy is incomplete without high-quality content. When we talk about top-notch content, we don’t just mean pretty illustrations. Though good visuals are undeniably important too, what’s even more crucial is that the content you’re sending out is educational and beneficial to your audience first and foremost.

Your audience will usually consume three to five related content before they reach out to a salesperson. Make sure your team that’s assigned to making your content that they stay consistent in putting out content because a big chunk of your prospect’s decision-making process relies on it. 

Get Into Webinars

More than ever, webinars have been the most popular and effective way to hold seminars and conventions nowadays. It doesn’t limit any of your audiences to attend no matter which corner of the globe they’re in as long as they have an internet connection.

Webinars are a great avenue to make new connections and build relationships with your audience – and we know how important that is. Prospects who are nurtured even post-webinar are more likely to convert into leads and long-term partners. 

Social Media Interaction

Don’t neglect your social media platforms. They deserve attention and love as much as your website does. Your social media sites are where you can interact with your audience on a more personal level and get to know them more. Integrate hashtags to find and connect with like-minded people on the platform and engage in interesting conversations with them. In addition, by hanging out where they hang out, you will ultimately also find out what their interests and pain points are. 

It’s important that your audience is able to put a face to your brand rather than just automated messages and data.

Landing Pages and CTAs Maximized

Be cautious not to overload your audience with information and offerings the moment they get redirected to your landing page. The best way you can navigate through this is by having a goal and purpose for each landing page and pair with a clear messaging in your CTA. You want to be able to convert your visitors to sales leads and in order to achieve that, your landing pages should be convincing rather than confusing. 

Step-up with Video Marketing

 Your content isn’t limited to just blog posts and infographics. Elevate your video marketing as they are another great way to reach your audience and present them with educational materials about your brand, products, and services. Aside from videos specific to your products/services, tackle various other topics that touch on issues that are relevant to your prospects might are facing. Address these issues and offer solutions in your videos. This will not only attract your prospects to click on your videos, but they will also feel seen by your company and develop a sense of trust towards your brand. 

Account-based Marketing

The first step to constructing a solid ABM strategy is to define your ideal client and what’s important to them. Your approach has to be even more specific when you’re targeting a niche audience. In order to gain more qualified high-value leads, you will have to follow the key components of how to put together an effective ABM strategy which should look like this:

  • Understand your target audience. Find out who the primary influencers and main decision-makers are. 
  • Since you’re marketing to a niche audience, make your content personalized so as to build trust between you and your prospect so that they are left with a unique and unforgettable experience with you. 
  • Spend a lot of time building relationships that convert into sales and maintain a partnership. 
  • Marketing and Sales should be aligned so that both processes become more efficient and effective. 

 

Conclusion

As the industry keeps evolving, we need to keep up and constantly try to adjust to these changes and nail our lead generation strategies in the most effective ways possible. Stay creative and innovative about your approaches to ensure that you stay on top of your competition. 

Callbox has had years of experience in creating top lead generation strategies and campaigns. If you want to learn more, give us a ring and we’ll be more than happy to help you!

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 Tips to Re-engage Old Sales Leads and Cold Prospects

5-Tips-to-Re-engage-Old-Sales-Leads-and-Cold-Prospects

Every sales professional has dealt with a warm prospect that has suddenly gone cold without any explanation. One day, your conversations and follow-ups are going well, and then the next day, they’re giving you radio silence.

Leads suddenly going cold are especially challenging for sales professionals because it means that the prospect could have any number of reasons for not pursuing the sale. They may be dealing with more urgent issues in their company, or maybe a competing supplier has caused them to reconsider your offers. Perhaps, they’re just not ready to sign a deal with your business.

No matter how much effort you’ve put into engaging your prospects, they do become unresponsive from time to time. Here are five actionable tips on how to re-engage old sales leads and prospects that have gone cold:

 

Be Helpful

Whatever your prospect’s reasons are for growing cold, it all boils down to this: They are not ready to buy. Your role now with this newly-cold lead is to be helpful and available. One way to do it is to fire up a lead-nurturing email campaign.

Because of your previous conversations with your leads, they already know who you are. But for some reason or another, they are not ready to buy. A lead-nurturing email campaign allows you to stay at the forefront of their considerations. So when their condition changes, your company is always on the top of their mind.

Keep the Message Relevant

Keep track of the latest news about your prospect’s company to get a better picture of why they’ve gone cold. Following their company updates on social media will also give you an idea about how to engage them better. After that, be conscious of how your emails will appear in the prospect’s inbox. Understanding your prospects is only half the battle. You also need to communicate to them that you understand their needs. Personalize your content to your prospects.

By re-engaging a cold prospect with interesting and specialized content, you allow your emails and your brand to be rise above the spammy outreach emails they usually automatically delete.

Test Your Timing

Whether you send your prospects emails manually or through a marketing automation software, testing the timing of your email is always crucial, according to Carly Stec of Impact.

Monday morning emails are least likely to get opened because they have to compete with the pile of messages that your prospect has received over the weekend. Thursday morning tends to be optimal, since, by this time, the rush of the workweek has begun to slow down, and so has their emails.

Change Your Channel

If you’re having problems reaching a prospect through email, you may have better chances of re-engaging them through a different channel. You can leverage your social media channels to retarget your old leads on their Facebook or Twitter accounts. Facebook, for example, has an excellent tool for creating custom audiences for targeted ads. Since you already have a list of your cold leads’ email addresses, you can easily compile them on Facebook and advertise specifically to your lapsed prospects.

Even when leads do not click on your sponsored post, targeted ads help re-expose your offers to old prospects. This exposure helps you keep your company at the top of their mind should they require your services in the future.

Try the Nine-Word Email

As the name suggests, the nine-word email is an email that doesn’t have anything on it aside from a nine-word question designed to engage your prospect into dialogue. According to entrepreneur and marketer Dean Jackson, a subject line with just the recipient’s name and a body with a one-line question is all you need to engage an old prospect.

This engagement strategy is straightforward. Your one-line question should address a customer pain point. Examples of this question could be:

  • Are you still interested in improving account security?
  • Are you still considering buying a new car?
  • Have you made progress with your kitchen renovation?
  • Are you still interested in growing website traffic? 

Remember that the purpose of your email is to warm up the cold lead, and not to make a sale. Be more conversational, so you don’t seem pushy.

 

There are always potential customers still hiding among your cold leads. Once you’ve piqued their interest with these tips, it will be easier for you to reignite your old relationship and push them closer to conversion.

If you need further help, you can contact us Callbox to assist you in securing and nurturing more leads with our experienced and expert marketing teams.

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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6 Winning Multi-channel Sales Tactics Examples for Software Companies

6-Winning-Multi-channel-Sales-Tactics-Examples-for-Software-Companies

A sales slump could be seasonal, but it could also be a signal that it’s time to explore other options for your organization.

There are many examples of tactics that other brands have employed to increase their software sales, and they can probably apply to your organization.

Whether you’re looking at getting out of your slump or if you’ve got your eyes focused at growing your business, there are several tactics that you could be using to increase sales today.

 

Landing Pages

Landing pages are powerful.

Check out how Teambit  – an HR software company – does it, with their simple page.

 

Teambit

 

When creating a landing page, make sure that you take note of the following:

  • Personalize the landing page based on the prospect’s demographic (change out the location pictures, add customization based on industry, etc.)
  • Keep your forms as short as possible (long forms turn prospects off)
  • Make your CTA as clear as possible.
  • Remove obstacles to signing up.
  • More pictures than words
  • Keep it simple

 

Email Marketing + Phone Marketing + SMM

Reaching out to clients directly using the three significant channels of email, phone, and social media should always be a part of your marketing toolkit, no matter what strategy you’re attempting.

However, you should also aim to integrate all three channels with each other whenever possible, to create an omnichannel approach to doing marketing.

Here are a few strategies to boost your software sales using email, phone, and social media:

  1. Email campaigns should be automated, targeted, and personalized for different markets.
  2. Social media should be used directly or to supplement your other marketing efforts. You can use it for retargeting ads to specific customers that you have already reached out to via emails.
  3. Phone marketing shouldn’t be forgotten because it’s a powerful tool at your disposal; you can use it to make sales discovery calls and to follow up with emails that you have sent.

Some companies even choose to outsource their phone marketing campaigns to agencies that specialize in lead generation via phone. This allows them to free up marketing resources and get a specialized team working doing calls for them.

A great example of a growth strategy that utilizes email, social media and a great multi-channel approach is Grammarly.

grammarly

 

Grammarly seems to hit it at all ends with regular email campaigns and an amazing Facebook social media following.

 

Grammarly

 

Plus, they don’t shy away from hitting up prospects even on YouTube.

 

grammarly-yt

 

While a lot of companies won’t have the budget that Grammarly has poured into their marketing. It is a great example of how a multi-channel approach can be leveraged to grow a company.

 

Reviews

Reviews are authoritative because they’re one of the first things a prospect looks for when they are considering purchasing from you.

You need a few reviews out there because they offer your prospects a third-party glimpse at what your organization can offer.

Try to invite people to review your product and also call out previous customers to leave a few good words about what you can offer.

 

Partnerships and Affiliate Marketing

A surefire way to increase sales is through the use of partnerships and affiliate marketing. You can offer your partners a portion of your income if they advertise or encourage the use of your product.

You get access to networks that affiliates have established over time, and you increase the market that your product is available to. On the plus side, you don’t have to pay them if they aren’t making a sale.

 

hubspot

 

HubSpot has about five different partner programs to help people collaborate with them and at the same time increase sales.

 

Ratings and Users Comments

We’ve all taken a quick trip to the comments sections when we shop online, and it is no doubt that a lot of your prospects are also looking at comments about our organization when they check out your portfolio.

Ratings and comments can either make or break a business, and they serve as one of the most powerful tools in influencing a prospect to purchase your goods and services.

Make sure that you encourage previous customers to leave comments about your services to get the word out.

Get these trust signals on your website as well!

Check out how Ahrefs – a popular SEO tool provider – uses trust signals from well regarded SEOs to encourage people to purchase a subscription. They make sure that the people that they featured are well regarded in their industry.

 

ahrefs

 

Webinar and Events

Digital events are becoming more popular these days, and they’re an excellent way to promote your product. You can invite people to join in from anywhere in the world even from the comfort of their own homes.

The reason they work so well is the various niches that you can explore with webinars.

You can do:

  • Product Presentations
  • Educational Videos
  • Trainings and Seminars
  • Private Events
  • Question and Answer Sessions
  • Meetings

You get to bridge the gap between your sales team and your prospects, and it allows for a lot of engagement.

 

hootsuite

 

Hootsuite has even integrated a nice little intake form for you to fill out if you want to join in their webinar. You can apply this to your own webinar and check out the demographics of people joining and how you can further reach out to them.

 

By following these examples, you can hack your way to growing your software sales today. Don’t forget to continuously supplement your current campaigns and strategies to maximize your potential.

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-Marketing-Agencies-Can-Attract-More-Advertisers-Through-Lead-Generation

How Marketing Agencies Can Attract More Advertisers Through Lead Generation

How-Marketing-Agencies-Can-Attract-More-Advertisers-Through-Lead-Generation

Getting a constant stream of advertisers coming is not an easy feat.

However, lead generation offers a lot of agencies plenty of hope in keeping queues filled and having online real estate leased out.

In this article, we take a look at how agencies can attract more advertisers to come in.

 

Partner Up With Other Agencies

Chances are you have web property that’s in one or a couple of specific niches, and there’s another agency out there with clients that could use your advertising space online.

One way to get access to those advertisers is to start creating mutual benefit partnerships that allow you to collaborate with other agencies doing the same thing. In this way, you get to share leads and pass clients along to each other, depending on the prospect’s needs.

You can either compensate the agency with a commission or an x-deal, which can keep the collaboration going.

 

Employ the Use of ABM in Lead Generation

ABM or account-based management has found a lot of relevance in companies that deal with B2B sales, and their methods can be used by agencies looking for new advertisers to add to their funnels.

The way it works is simple; you identify your ideal customers followed with intensive research on what type of content, marketing, or advertising they would be interested in.

Once you’re done with groundwork, it’s time to start crafting material that will resonate with them.

In ABM, it’s the personalized approach that works wonders. People want to feel like the content was made, especially for them, and they’re tired of sifting through emails that don’t apply to the industry or situation that they’re in.

With ABM, you don’t even have to emphasize a hard sales strategy, but rather attempt to woo in your clients by providing value and the like.

 

Be a Thought Leader Wherever Your Prospective Advertisers Are

It doesn’t matter if your prospect is on a particular Facebook or LinkedIn group, you’ve got to make sure that you have a notable presence there.

Building a presence doesn’t just have to mean being active and engaging on the platform.

 

Hire a Third-Party Lead Generation Expert

There are a lot of third-party lead generation experts that are well-versed in tough niches that can help bring in prospective advertisers, and it’s worth giving them a shot.

A common argument against this is that it can get expensive to hire a third-party, but it can actually save you more in the long run.

You don’t have to go through the trouble of running your own lead generation campaign, you save overheads, and the long-term benefits of getting a consistent advertiser outweigh the initial costs.

A third-party expert will also have the necessary experience in the niche to build more efficient lead generation campaigns.

 

Gated Content

Looking at drawing in a couple more leads? Then, make full use of gated content.

Gated content doesn’t have to be anything groundbreaking; it can be as simple as excel tools or an exhaustive article or guide that you have on your website. Make sure that you offer these for free, provided that prospects give you a couple of details about themselves.

The great thing about gated content is that it allows you to sift through people who are not interested in what you have to offer. By giving out their email address, you know that they are interested in the particular subject of the giveaway that you have, and you can tweak your targeted marketing to their interests.

 

Referral Programs

From affiliate marketing to those exclusive discount coupons that you get when you refer a friend, referral programs are still one of the best ways to get people to bring in leads for you.

Make sure that you have an attractive referral program that compensates your partners either in cash or with free advertising of their own.

Look to your current advertisers and give them special programs and perks for telling your friends about you. You’ll find that there are a lot of opportunities within your own circle.

 

Make Sure Your SEO is in Order

Nobody’s going to want to advertise with you if you’re not visible in organic search. Your SEO statistics are going to be a part of the portfolio that you show to prospects, and if you’re not standing out, it’s not going to gain you any clients.

But, apart from that, SEO is required for you to rank on specific keywords that your prospects are trying to vie for. Being visible is enough proof in itself that your online real estate is worth the money that they’re paying for.

 

These simple steps are essential in ensuring that you have a steady stream of leads coming through your pipeline. Advertising is highly competitive, but with a little creativity, you can keep the advertisers coming in through the door.

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 Steps to Update, Validate, and Enrich Your Contact Database

5 Steps to Update, Validate, and Enrich Your Contact Database

5 Steps to Update, Validate, and Enrich Your Contact Database

The success of your marketing and sales campaigns rely heavily on your contact database. Your teams need to have access to updated and valid data to keep the campaign running smoothly. Any errors or inconsistencies in your contact data could lead to undelivered emails, unanswered phone calls, or missed social media connections.

However, trying to clean the data can be time-consuming. Sometimes the whole thing can take weeks to complete. It can be tempting to just purge your database completely even though it risks losing all your valuable contacts you’ve gathered over time.

Some of the data in your database might also just be bad. Bad data always lead to bad results. Your reps might waste a lot of valuable time and resources pursuing invalid leads, which means they also lose opportunities to pursue the good leads they do have in their database.

Luckily for you, there are easy ways to maintain your database and keep it updated and free from inconsistencies. These steps will help you keep your data always ready to be shared, and will help your reps deliver great results.

 

Always make sure your records are complete

The tiniest mistake in your records can lead to disaster for your marketing efforts. Just the slightest misspelling or incomplete contact information can lead to missed opportunities and lost sales. Going forward with incomplete data can seriously hinder your reach and deliverability. Records with empty fields can also affect your segmentation process.

Preventing these risks are why you should always keep your records complete as often as possible. You can do this using your leads database or your CRM tool. Luckily, doing this is simple. You just have to decide what information goes into making a complete record. After that, you have to set this information as mandatory fields on your lead capture forms. This way you will make sure that all your prospects submit all the information you need every time.

Then, you will need to go through your existing database and complete all fields that are lacking information. If your list is small enough, you can use Excel’s built-in filtering features to do this, but if you’re working with a bigger list, you might need to go for automation. You might also need to work with a third-party data provider to complete the process for large databases.

 

Set a regular schedule for updating your database

Your data won’t last forever. Even if you’re very strict in gathering and storing data, your contact data still decays every year, at rates varying from 30% to 70%. There are a lot of factors that cause this decay. For example, some of your contacts might have changed jobs in the past year. They may have been transferred to another department or branch. They may have changed their contact details. Or their company itself may have rebranded or moved to another field.

Keeping up with these changes is very important in maintaining your contact database. This is why you need to set up and follow a regular and thorough schedule in updating your database. Your teams have to be able to update your database in terms of the latest job titles, contact information, and other key information almost at the same time as these changes happen.

Your database size, your available resources, and your company processes tell you how often you should update your marketing data. For example, studying the average turnover rate in your target industry or job should inform you how often to check your database for changes in these fields.

 

Merge duplicate records

Duplicate records can cause confusion and make you lose opportunities. Your sales teams might send the same email to the same contact at the same time, which would directly affect their response to your pitches. What’s worse is that duplicate records can be very hard to detect. Your reps might be working with duplicate data without even knowing it. This is why removing duplicate records has become a critical issue for marketers.

You also have to take into account other possibilities. For example, it’s unavoidable for a single contact to sign up for your service using several different email addresses. This will affect the number of records you will have to input to your database just for one person.

The trick in completely removing duplicate records is combining manual processing and automated tools. If you are using a CRM tool, you might find that it has built-in de-duplication features. Or, if you are looking for commercially available software options, you might also check if it has even stronger de-duplication capabilities. But you can’t always rely on software. There will be particular moments where you need to manually inspect your database for duplicate entries. For example, during instances where you have to decide which records to throw out and which records to keep.

 

Keep your data consistent through standardization

Inconsistent data across records and fields can affect the accuracy of your assessment of the campaign. The slightest misspelling, or changes in country or state abbreviations, and even differences in data formats, can seriously impact your reporting.

This is why you have to make sure you always have consistent and uniform data. A clever way to achieve this is by letting your prospects sign up with drop-down menus rather than with blank fields they have to manually fill out. And once you’ve decided on an option, you have to standardize it by implementing it on all sign-up forms across all channels.

You can also use your CRM tools to standardize your existing data, but this can require doing some parts manually. You should use tools that are able to clean identical entries but also enable you to track every step of the cleanup process.

 

Design and implement a thorough data cleansing program

Another key detail that you have to keep in mind is that data cleaning is a regular process. The nature of data collection and storage means that you cannot just clean your databases once. The importance of this task also means that everyone in your company has to do his part in maintaining your database.

It’s also very important for you to identify your benchmarks for assessing your data cleaning efforts. You will come across several figures in your review, but you will make the process easier if you analyze the numbers through these metrics:

  • Overall level of data hygiene
  • Completeness of database records
  • Levels of allowed reach and targeting of the database
  • Type of response rates generated
  • Data sources which result in the most issue

These metrics will help you design and implement a regular data cleansing program to make sure you always have actionable data on hand. You will also improve your ability to notice inconsistencies, which will go a long way to making your marketing and sales campaign run as smoothly as possible.

 

The unavoidable fact of bad data means that you really have to always be watchful for the sources and causes of invalid data. You must always be prepared, which needs a careful and thorough plan. Once you put together an effective data maintenance program, your data troubles should soon come to an end.

 

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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CS_IT_SW_Callbox-Helped-IaaS-Firm-Re-engage-Old-Contacts-and-Convert-Into-Leads_video

IaaS Firm Re-engages and Converts Old Leads Across SEA and ANZ

The USA-based Client is a trusted, global AI-powered Iaas (Identity-as-a-Service) firm. Their primary target industries are BFSI, Digital Banks, Telco and Remittance companies. Previously, the Client ran a campaign with another provider that generated contacts that never successfully converted into leads. They reached out to Callbox who worked on designing a multi-channel Lead Generation and Appointment Setting campaign which lasted as a two-term contract.

After working closely with Callbox, they were able to successfully complete a six-month Lead Generation and Appointment Setting campaign. They produced a total of 60 appointments, 222 social media connections, 496 contacts for callback and 48 contacts for follow-up. They were able to achieve all key objectives in terms of the best-fit accounts and highly-qualified prospects delivered.

 

 

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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7 Warning Signs Your Business Needs to Hire a Lead Generation Company

7 Warning Signs Your Business Needs to Hire a Lead Generation Company

7 Warning Signs Your Business Needs to Hire a Lead Generation Company

Lead generation can get stressful, and at times, a company has to eventually throw in the towel.

This doesn’t mean that the battle is over; there are a lot of lead generation agencies that can actually save a company a lot of time and resources, and provide better leads to grow revenue.

How do you know when it’s time to give your lead generation activities to an agency?

We’ll show you how.

 

There is a Surge in Low-Quality Leads

Almost all business needs leads to survive, but there is a difference between just anyone’s email address and a qualified lead.

Qualified leads are prospects that have the propensity to buy from your enterprise.

These are people with the need for your products or services, have the money to buy, and are your ideal customers.

The great thing about qualified leads is that they save you the time and energy from going through people that don’t or can’t even purchase from you.

If you’ve found that you’ve just been sifting through a long list of people who can’t even use your products or services, then you probably need to turn over your lead generation to an agency.

 

You’re Not Getting Enough Leads

If you feel like your business is slowing down, then take a look at the number of leads that are coming through. If you’ve done your market research and you know that the numbers aren’t adding up, then it’s time to take a look at how many leads you’re supposed to be getting in a month.

There is always a reason for a low number of leads, and sometimes it’s enough reason for you to source out lead generation to an expert service.

 

Lead Generation is Costing Too Much Money

In-house lead generation can get expensive.

You need to hire the right people, have the correct data sets, and have all the tools ready to sift through the data that you are producing.

The great thing about lead generation agencies is their ability to do things in scale, making it cheaper for them to handle multiple lead generation accounts using expensive software and lead generation professionals.

If too much money is being spent on in-house lead generation and you are just not getting the results you need, think about outsourcing it to a lead generation agency. You’ll find that your cost-to-lead ratio will be significantly lower than running it from your own company.

 

Your Industry is a Niche

Niche industries require specialist marketing and lead generation efforts to keep a steady stream of potential clients coming in. It’s hard to build specialist lead generation teams in-house from scratch in industries such as these.

Your marketing team can handle lead nurturing and customer profiling, but there’s a higher possibility that a lead generation agency will be able to provide better insight into the situation that you have.

 

Your Company is New

If you have a new company, then chances are your finances will always be stretched for the interim and that you’re still onboarding staff members and new technologies.

Adding lead generation to the mix won’t do you any good since it involves complex systems and other special frameworks to be in place.

If you have a new company, then it’s time that you consider outsourcing your lead generation efforts to an agency. It frees up your time looking for a client and allows you to concentrate on your core competencies.

 

Your Sales and Marketing Team is Being Stretched Too Far

Sales and marketing teams cannot be pushed too far, or else you’ll end up with less than average work and exhausted staff members. If your company seems like it’s pushing its teams too far, then there is a need for you to outsource lead generation efforts.

You can’t add extra responsibilities to a team that’s already showing signs of maximum capacity.

 

You Haven’t Had a New Client in a Long Time

Different products have different product sales cycles, but even products with long sales cycles have a steady stream of clients coming in.

One of the best signs that you need to hand over your lead generation to an agency is if you haven’t had any new clients in awhile.

Although some might argue that this could be a sign of a business’ decline, this could also mean that you have less than optimal performance as per your marketing lead generation efforts.

 

Sometimes, the signs that you need to hand over your lead generation are really subtle, a sudden dip in new orders or your marketing head feeling a little more overwhelmed than usual.

It’s vital that you act when you notice these little signs to ensure that your company maintains its rhythm for growth.

 

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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CRM-Data-Cleanup_-Update,-Validate-and-Enrich-your-Contact-Database

CRM Data Cleanup: Update, Validate and Enrich Your Contact Database

CRM Data cleanup is a tedious task, but it has to be done to keep your funnel going or else you’re going to end up with no new leads, a database full of stale contacts, and missing out on new vital information on your existing customers.

You want to stay on top of it in order to be able to constantly improve and expand your list of leads. So, we have compiled a list of simple tips on how you can do so. 

 

Updating and Cleaning

Regular updating of your contact database is a must to retain and add relevant information about your customers. However, if you’ve already accumulated a large database, the hardest part is always how and where to begin the updating process, especially with the ones that have become cold contacts or haven’t reached out to you for any services again. So, here are some tips that will help you in updating your contacts.

 

Conduct a Search

Don’t forget that Google is your best friend. The first instinct with an existing contact is to just simply call them and follow-up, right? Yes, but before you place that call, make sure that you visit their website first and check out if important information such as their phone number, address, and even the team members are still the same and displayed on the site. Look out for any announcements they may have made in their blog posts, etc. Once you’ve collated enough updated information, then go ahead and ring them up. The company will highly appreciate the fact that you’re up-to-date with them. 

 

Call Cycling 

Elaborating on the vein of calling your contacts, this should also be something that should be done regularly, and that includes all your contacts and not just your favorite ones that also constantly keep in touch with you. Avoid any of your contacts to go cold and distant as that will only make it harder to pick up where you left off with them in the future. If you have some trickier customers, it’s best to make scheduled calls with them at least every six months.

 

LinkedIn

Just like trusty Google, LinkedIn is also definitely the social media site to turn to aside from their official websites. Since it’s a social media platform for professionals, you will find more information on their LinkedIn profiles such as the kind of team they’re part of, what their office culture is like, current projects they might be working on, behind-the-scenes information, and the list goes on. 

Another advantage of following them on LinkedIn is that you can find out who your contacts directly report to which gives you insight as to who the main decision-maker or key influencer is in the company the next time you reach out to promote your service and/or product.

Overall, make it a priority to connect with your contacts and follow them on LinkedIn so that you stay updated, connected, and build a lasting business relationship with them. 

 

Email Marketing

The emails that you send through your CRM can supply you with valuable feedback For every campaign that you conduct, it will give you a report on its success which is especially helpful because that way you will know whether your prospects opened the email you sent them or not and also if they opened the attachments inside of it. Another neat thing about CRM is it also tells you which contacts are still active and which ones are not via their bounce report. Once an email bounces back, you instantly know that you have to check through your records to make sure the company is still active or where they may have moved, and from there on you can start forming a new contact at the existing company. 

 

Expanding

Gaining more customers is something many businesses struggle with. It takes a big strain on time and money to effectively do it. So, if you’re struggling with expanding your database, here are some tips on how to do it on a budget:

 

Strategic Network

Your plans should always be goal-oriented. That means that you take time to hang out where your customers and prospects usually are whether that may be in person or online. If you want better results, we suggest you do both. This is a very personal approach that serves three main purposes: staying up to date with the latest industry trends, gaining access to people who may be interested in your products and services, and most importantly personal connection. 

 

Strategic Alliances

Look out for businesses that offer complementary products or services that you could grow your contact reach instantly. Many small-business owners can’t manage to do everything on their own (and it isn’t ideal to do so either), so having a strategic business partner allows you to work together in a more efficient manner and with shared resources.

 

Referrals 

This simple tactic never fails, but it’s also easily the most overlooked one. The key to ask for referrals is the perfect timing, and usually, the perfect time to ask for referrals is after a sale,  receiving good reviews and feedback pertaining to your products and services, and while being in correspondence with your customers and/or prospects.

Regularly create and send out newsletters so as to stay in touch with your current customers and if they enjoy your content and find the information interesting and relevant, they won’t hesitate to share that with others as well. 

 

Follow-up

If you slack in following-up your leads, they will eventually become stale, and you don’t want that to happen. 

So, the next time when you go to a networking event, try to strike up conversations with new people and when you exchange business cards, write down some details on the back so you can use that information when you do your follow-up.

When calling a referral or a person you met during the networking event, instead of interacting according to a script. Do your research on the people you are going to contact beforehand and just have a bullet point list of the things you want to refer to during the conversation.

 

And there you have it! We hope that you found these suggestions, albeit simple ones, helpful when you’re due for another contact record updating. Should you have any questions or want to share some of your own tips, don’t hesitate to leave a comment.

 

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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