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

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

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

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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5 Steps to Update, Validate, and Enrich Your Contact Database
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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5 Steps to Update, Validate, and Enrich Your Contact Database
CRM-Data-Cleanup_-Update,-Validate-and-Enrich-your-Contact-Database

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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Qualities to Look For in a Lead Generation Company in Australia

Qualities to Look For in a Lead Generation Company in Australia

Qualities to Look For in a Lead Generation Company in Australia

Choosing a good B2B lead generation company in Australia can definitely help your company supercharge its growth. But, with so many promising great results, how do you go about choosing the best lead generation company for your needs?

In this definitive guide, we take a look at the factors that you need to consider before picking out a lead generation company.

 

What’s The Action Plan?

The action plan determines the direction that the lead generation company wants to take, but it has to coincide with your organization’s goals as well.

Ask the lead generation companies that you have on your shortlist what their action plan is for generating the leads that you need. They might not be able to provide you with an exhaustive one, but they should be able to outline the strategies that they wish to take.

Start comparing these different plans and start asking questions; in this way, you’ll find out more about the companies that you have in mind. In a way, it’s how you can spark a discussion with your provider.

 

Channels

There are several lead generation channels:

  • PPC – refers to pay per click advertising; this is a method of using internet ads to get people to land on a website promoting your goods and services.
  • Organic Leads from SEO – optimizing your web properties to rank higher in search engines so that your results come up first for specific keywords being searched.
  • Social media – using social media platforms to generate leads, think LinkedIn, Facebook, etc. organic and paid campaigns to get a user to contact your company.
  • Phone – this could involve sales discovery, telemarketing, and appointment setting. A practical method because it allows a human to connect with a potential prospect.
  • Email – uses email outreach techniques to generate leads for a company.

Each lead generation company will have its method in deploying these channels, and their use is also dependent on the specific needs that you have. Furthermore, some companies will be better on some channels than others, so it’s useful to take note of that.

Find out what channels your lead generation company wants to use for your organization and how they will go about deploying campaigns to produce leads for you.

You can also request for a mixed method of getting leads; this allows variation in your campaign and increases your exposure to markets.

 

Lead Qualification and Verification

A large number of leads might appear to be great for any team, but if these leads aren’t qualified, they’re not worth much to your organization. This is why there is an emphasis on the lead qualification and verification method. You have to ask your lead generation company how they are looking to qualify leads for you and what their verification system is.

 

Technology Used

Lead generation technology has gone a long way, and it’s essential that you find out how the company goes about its lead generation.

Check out how they go about their verification system and what analytics platform they use.

If you are generating leads via social media and landing pages, find out what they use to go about this process.

At the very least, you should find out about what kind of information they will be delivering and if it’s compatible with your CRM. This allows for a smoother transfer of data.

 

Experience With Your Industry

Lead generation companies that have experience with your industry offer a significant advantage over those that don’t because it is most likely that they can execute more efficiently. They know what works and what doesn’t, and they have already built the necessary systems in place.

 

Analytics and Reporting

Ask your lead generation company how they wish to go about reporting. It could be on a weekly, monthly, or quarterly basis, but the smaller the increments, the better.

Some lead generation companies also offer their clients with a dashboard to monitor the current work that is being done.

 

Expectations

Make sure that you know what you’re expecting from the lead generation company that you’re considering. There should be clearly stated goals with specific targets at particular periods.

However, it goes a step further.

They should also tell you what happens if these goals aren’t achieved and what their limitations are.

Communicate your organization’s goals as well so that both parties are clear about their obligations with each other.

 

A lead generation company can save you a lot of time and effort in getting leads for your organization. You get to take advantage of their specialization and concentrate on what you do best.

Picking out a lead generation company in Australia can be a daunting process, but if you follow our guide, it will be easier to choose wisely and kick start your company’s 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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Lead Generation Campaign KPIs You Should Be Watching

Lead Generation Campaign KPIs You Should Be Watching

Lead Generation Campaign KPIs You Should Be Watching

“If your campaign generated multiple leads, does that automatically make it successful?”

This is a question that a lot of marketers often ask because, in lead generation, there are different parameters for success.

In this short brief, we will show you the proper way of assessing if you’ve hit your KPIs when it comes to lead generation. We will also tell you why it’s essential to measure your lead gen campaign’s success rate.

 

Conversion Rate

Arguably, your conversion rate is the most important metric because it signifies how many leads have made it to the next stage of your sales pipeline. This is a traditionally a website conversion metric but applies to your sales pipeline.

Take, for example, the number of your leads that you reach and how many make it to the next stage of the cycle. It shows you how successful a specific channel of a campaign is.

 

Leads to Qualified Leads

Generating leads is easy, but if they are not qualified to buy, then they won’t convert, making them unusable leads to begin with. One way of measuring your lead generation’s success is the quality of leads that you are getting.

It is alright to have a couple of leads that are not qualified to buy, but if a significant number of your leads can’t convert due to their qualifications, then it’s a waste of resources.

The average number of qualified leads should be at the fifty percent mark, and it is lower then the lead generation strategy should be reconsidered or restructured. This is where techniques in B2B such as account-based marketing come into play because they allow for a more targeted approach to lead acquisition.

This is an efficiency ratio; the more efficient you are at getting qualified leads, the more successful the campaign.

 

Time to Conversion

This particular metric is not only crucial for a product with a longer sales cycle but for everything else, too. For products with longer sales cycles, it measures if a current campaign is still within the benchmarks of a sale. For the latter, it allows you to check for possible pain points, and distractions that could be arising during that makes the sales process longer.

By analyzing the time it takes to convert, you can check on factors to make the sale more accessible to your potential buyers. Reduced time to conversion means that your buyers are less distracted during the sales process and that they are more compelled to buy.

 

CTR (Click-Through-Rate)

Your CTR is used to analyze how effective your web properties are doing with their call-to-action (CTA) placements. By being able to examine this metric, you can check if your ad copy is working or if you should change out some elements to optimize your conversion rate.

This is a measure of the effectiveness of your digital lead generation strategy. The higher the CTR, the better the ad copy and the elements are in drawing out a conversion.

 

ROI (Return on Investment) & Cost Per Lead

A campaign is not one-sided, and it will ultimately mean a combination of multiple channels of lead nurturing to garner a sale. Think about telemarketing combined with Facebook retargeting with some LinkedIn work thrown in between. All of these factors will cost effort and fiscal resources, so being able to divide how many leads you got from a multifaceted campaign will determine your ROI.

Another important metric here is your cost per lead. Once you’ve tallied up the leads you’ve gotten from a campaign, you have to divide how much you spent on that number. This allows you to have a more strategic view of success.

 

Looking for your Explainer Variable

Some of these methods are arguably subjective and won’t paint an accurate picture if taken individually, and this is the reason why you have to look for your explainer variable.

How about if you have the same ROI, but your time to conversion is reduced?

 There has to be something that explains this phenomenon. It could be that your information dissemination campaign is more precise or it could have been that your telemarketing division has been more diligent.

 

Determining Scalability

Success in lead generation is not just how many people you’ve converted or a higher ROI, but it is also the continuous effort in pushing for the scalability of your efforts. By looking for more efficient ways of handling your lead generation and singling out your explainer variables, you can quickly scale your business model.

Scalability and the potential for growth is a better determinant of lead generation success because you can’t have a stagnant process.

 

The only surefire way for you to be able to generate more leads is to examine what you are doing today and adapt to the current trends. Remember the lack of a feedback system means the absence of a system that allows you to get better. In lead generation and lead nurturing, you are not permitted to second-best.

Is your feedback system ready to face the challenges of the future?

 

Author Bio:

Dara Lin

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

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8 Winning Lead Generation Ideas That Will Help You Crush Q1

8 Winning Lead Generation Ideas That Will Help You Crush Q1

 8 Winning Lead Generation Ideas That Will Help You Crush Q1

A constant stream of leads is the answer to a company’s growth.

The first quarter of 2020 is an excellent time for your company to start on the right foot when it comes to lead generation.

Let’s take a look at eight hot new lead generation ideas as we usher in the first quarter of 2020.

  1. Video
  2. LinkedIn Marketing
  3. Warm up old leads
  4. Email Marketing
  5. Remarketing
  6. Influencer Marketing
  7. Repurpose and Update Old Content
  8. Automate

 

Video

What was once thought of as a way to nurture and sway B2C prospects has now been making waves even in B2B.

In the new decade, videos are the way to go.

Video is technically a type of long-form content that is easier to consume, and people can’t get enough of them.

You can make tutorial videos, explainer videos, hold webinar type videos, and even post your press releases in the form of videos. It makes for a great type of engaging content.

 

LinkedIn Marketing

LinkedIn is the social media platform of choice for professionals. It currently has more than 300 million active users making it the most widely used professional social network.

If you want to elevate your organization’s potential for lead generation, then you have to start thinking of using LinkedIn as a distribution channel.

The LinkedIn platform allows you to:

  • Conduct outbound marketing
  • Try social selling
  • Connect with thousands of influencers.

The first quarter is an excellent time to start building better LinkedIn profiles and establishing authority on the platform. During this time, you could also begin reaching out to your connections to ask for referrals.

Start working on these referrals using social selling!

 

Warm Up Old Leads

The beginning of the year is a good time to start warming up old leads from the year before.

There are several ways to jumpstart cold leads. You could offer a special sale or discount, try to schedule a sales discovery call, or you could just simply check up on them and make them feel that you’re still around.

A lot of companies will also be entering their new fiscal year. This means prospects who were hampered by budgets may now consider your product again.

 

Email Campaigns

Email is still going to be robust and relevant this 2020.

As the year begins, it’s time to send your current customers your plans for the year and paint the vision that you have.

You can start with an update about the company in 2019 and how the organization intends to build on prior achievements. This email can also include special offers and discounts for subscription renewals at the beginning of the year.

 

Remarketing

Did you know that it costs more money to sell to new prospects than it takes to sell to sell to your clientele?

The first quarter is a good opportunity to offer special discounts on upsells and cross-sells to your current customers. You can bank on their previous experience with your product to bring them into the other offerings in your portfolio.

You can include some remarketing in your email campaigns this year, just make sure you take advantage of the customer personas you’ve already established to sell the right segment the right product.

 

Take Advantage of Influencers

Whether you are in B2B or B2C, influencers have made their mark, and harnessing their power should start being a mainstay of nay of your lead generation campaigns.

Start seeking influencers and thought leaders that can get behind your product as early as now. They provide a lot of social proof, and the authority that they have can just give your product the push it needs to stay one step ahead of the competition.

 

Repurpose and Update Old Content

Content creation can be taxing, but there are a lot of ways to generate new content without having to spend a lot of resources. As an organization kicks off the New Year, it’s probably fine time that old content is updated and repurposed.

Updating old content allows you to take advantage of popular pieces of content and give them a new twist. It could be as simple as updating a list of the “best products of 2019” to 2020. This takes a shorter time to deploy than creating something from scratch.

Great content is always good for inbound marketing, and the first quarter is a great time to release updates from last year’s content calendar.

 

Start Automating

Marketing automation is the future, and if your organization still hasn’t started automating a part of its process, you are missing out.

There are a lot of things you can automate from your lead nurturing methods to the various touchpoints in the company.

Marketing automation saves countless hours of manpower on menial tasks, it saves money, and it minimizes mistakes. It frees up time for your sales and marketing team to start getting creative.

It allows you to start running campaigns on autopilot.

 

The New Year is a chance for your company to take its lead generation to the next level. Take advantage of the latest trends in inbound and outbound marketing, and make sure you’re armed for growth with marketing automation.

 

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 Examples of Brilliant Personalisation from your Favourite Brands

5 Examples of Brilliant Personalisation from your Favourite Brands

5 Examples of Brilliant Personalisation from your Favourite Brands

Marketing personalisation is one of the most powerful things that any brand can do to achieve actionable results.

It can single-handedly lead to more interactions from prospects and communicate that a brand truly cares.

Today we explore several ways famous brands have harnessed marketing personalisation to take their business to the next level.

 

Coca-Cola

Share-a-coke campaign bottles

Coca-Cola is already a largely recognized brand, but it does have its setbacks when it comes to keeping market share, regardless of its size.

However, all of this changed when they saw their sales go up for the first time in a decade with their “Share a Coke” campaign.

They wanted to reach out to a new generation of coke drinkers – millennial – and by merely printing batches of bottles with the most popular first names of their age, they were able to cause enough disruption.

This goes to show the power of using a person’s name when addressing your customer. It shows the best elements of marketing: creativity, personalisation, and even timing.

 

EasyJet

Easyjet plane taking off

The world of low-cost, budget airlines is a competitive one, and competition usually brings out creativity. This is why EasyJet, in its 20th anniversary, decided to connect with people in the most personal way that they can.

They decided to utilize the travel history of each of the passengers that they’ve had to create stories of their interactions with the airline. This resulted in a campaign where marketing automation met creativity. They used 28 data points and sent millions of unique emails.

What did they get out of this?

The CTR rate was 25 percent higher.

They won the game of metrics while winning the hearts of their passengers.

 

Amazon

Screenshot of Amazon recommendations

Amazon says on its site directory that it’s got “earth’s biggest selection and with it surpassing Walmart as the world’s largest retailer this year, everyone knows they mean business.

However, did you know that many people agree that one of the reasons its revenue continue to grow is through the use of its recommendation algorithm?

In fact, the conversion rate could be as high as 60 percent.

The algorithm is so sharp that it can harness your likes and dislikes based on your behaviour on their site, and provide recommendations to their customers. You can get them on the site, and they’ll even send you an email encouraging you to buy.

This recommendation system is based on looking for things that customers like and putting these items in front of them. This is one of the most potent methods of personalisation that have launched Amazon to the forefront of retail.

There’s more.

It’s not just Amazon that’s leading the way when it comes to personalisation. Almost every sizeable online company is trying to analyze the behaviour of its users in order to create personalised content for them.

 

Facebook

Facebook friendship history

While it is true that just like Amazon, Facebook utilizes your behaviour data and launches its own recommendations on what you are going to see on their platform, they still get creative with it.

Facebook’s friendship history videos remind us of the EasyJet campaign; they are all generated from your data, and the company’s algorithms quickly create them.

We might take it for granted, but how many times have we seen a friendship history video just this week alone?

 

Spotify (and Grammarly)

Screenshot of Spotify custom playlists

Spotify sends out an email detailing listening habits, and these statistics help them connect with their users because who isn’t interested in what song they’ve inadvertently stuck on loop all year.

However, Spotify took it a step further and started creating custom playlists for people based on their music tastes and their preferences.

The result is that customers get to connect with the brand on a more personal level due to this, and it makes for a more customized feel with the application.

However, it isn’t just Spotify who sends emails with statistics, Grammarly is another excellent example.

The people over at Grammarly send you statistics such as how much you fare compared to other people in the world and how many words you’ve written in the entire week.

To come to think of it, people do not even need these statistics, but they’re great because they pique curiosity and increase a company’s CTR.

Say you’re using a free account on Grammarly, and it sends you its statistics on your writing habits; this allows them to tell you about their premium option in the email.

 

There are a lot of ways that companies are getting the message that personalisation is the way to go, and there are a lot of brilliant examples that support this message. As markets progress into more developed ones, competition is going to start getting stiff. 

Stand out by automating your campaigns utilizing proper personalisation and start yielding real actionable results today.

 

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 Benefits of B2B Appointment Setting

5 Benefits of B2B Appointment Setting

5 Benefits of B2B Appointment Setting

Getting appointments is one of the critical goals of B2B lead generation.

Securing meetings means that a marketer has one foot through the door, and all it takes is just a little push from sales to getting the deal sealed.

In this article, we explore the many benefits of B2B appointment setting and why any B2B organization should do it!

 

Resource Efficient

Every marketer knows that lead generation and nurturing are expensive.

It costs money to acquire new customers, train specialist staff, and to run campaigns. A full-force lead generation campaign can run into the thousands of dollars, and sometimes you won’t even get the results that you need.

The manpower required to launch labor-intensive lead generation operations is also high compared to appointment setting.

By outsourcing B2B appointment setting campaigns, an organization can be more efficient when it comes to both financial and human resources. They can take advantage of the specialization that B2B appointment setting services have, and they do not have to spend as much on training new people to set appointments for them.

Here’s what.

Smaller organizations benefit the most from this; they do not have the money to spend on training new people, nor can they hire a large number of specialist staff immediately.

However, even larger companies can benefit from downsizing their appointment setting operations. They can increase specialization and decrease the amount of money it takes to maintain an appointment setting team.

 

Helps Develop Your Brand Image

Your brand image is what defines your image to your stakeholders and customers. It correlates with your corporate culture, and it helps with your marketing.

By being able to define your image as a company that sits down and connects with its clients, you come off as an organization that is personal with the connections that they make. From the get-go, you emphasize strong customer service traits and the ability to connect with the people that you deal with.

When you cultivate this manner of dealing with your prospects, you improve your organization’s image, and you appear approachable to others.

This goes a long way in improving your branding.

Companies that are personal when it comes to their clients are held in higher regard. They are seen as an organization with a personal approach to handling things.

 

Increases Revenue

Appointment setting is an effective way to market the goods and services that you have to your prospects. It allows you to showcase your portfolio correctly, and the humanistic aspect of having a meeting is always preferred compared to sending a marketing email.

Personalized campaigns are the most effective in lead generation, and you can’t get any more personal and relational than appointment setting. It allows you to customize your approach to each prospect since a real person is conducting the meeting.

More clients translate to more revenue. Having a dedicated appointment setting team allows your company to scale further.

 

It Saves Time

Outsourcing your B2B appointment setting campaign will allow you to save a lot of time. You won’t need to train a lead qualification team, and you don’t need to spend time warming them up to their tasks.

This time saving can be translated into time that can be spent developing parts of your organization that you specialize in. For example, you could establish the closers that you will be sending out to these client meetings.

Time is one of the most valuable currencies that an organization has. By allowing specialists to handle your appointment setting, you can use this time to develop other areas of your business and specialize even further.

 

Keeps the Pipeline Running

B2B sales require that your pipeline is always churning up new leads and nurturing them into completion. B2B appointment setting allows a constant stream of leads to keep coming in and maintain the flow of business.

Your sales team will always have new leads to follow, and new leads nurture and guide through the pipeline. This does not only result in better revenue for your company, but it also helps in the aspect of morale because there’s always exciting work for them to pursue.

B2B appointment setting is excellent at avoiding dead times in the business cycle that could cause your sales team to experience boredom and lose their sales momentum. Maintaining rhythm and energy is vital in highly interpersonal departments such as sales.

 

Outsourcing your appointment setting and lead generation is one of the best things that you can do for your business. It allows your team to specialize in closing and the other areas that they are good in. It’s one of the best ways to be efficient, not only with time but also with financial resources.

 

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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