The Best Strategies to Increase Tech Leads and Conversions in Australia

The Best Strategies to Increase Tech Leads and Conversions in Australia

The Best Strategies to Increase Tech Leads and Conversions in Australia

Technology will continue to drive economic growth in the Land Down Under. This is according to recent stats that show an increase in tech expenditures for the coming years. With that being said, it has become increasingly important for Australian tech firms to leverage the situation to generate high-quality tech leads.

In an article published in The Australian Financial Review, spending on tech is expected to reach at least $84 billion by the end of 2018. The 2.6 percent rise could be due to the fact that businesses are seeing great value in adopting cloud computing services as well as other recent software, IT and tech innovations in impacting their bottom lines.

Quoting a report from Gartner, the article goes on to point out that the enterprise software market will maintain a decent growth rate of about 11.7 percent. Obviously, cloud computing and other software-as-a-service products will continue to influence the way companies operate and in Australia where innovation thrives in cities like Melbourne, being able to invest in new tech means would mean surviving volatile conditions in the future.

This would compel tech firms into getting more IT leads in an effort to expand their client bases. Doing so would mean making full use of the most effective strategies that can secure higher numbers in lead conversions.

Here are just some of the ways Australian companies, from Brisbane to Sydney, can open up new opportunities.

 

Nurture your garden of leads

In the field of business, outreach is still as relevant as Van Halen. Perhaps, more so considering the fact that engaging potential clients directly can make your revenues JUMP!

Whether you are handling a tech startup or you re already an established player in the field, you will have to realize the importance of nurturing your leads. It starts with the assumption that not all leads can directly purchase a product based on an initial interaction with your marketing content. Generating interest does not automatically mean higher conversions.

Apparently, it doesn’t work that way. Tech buyers today have become meticulous in selecting products or services that are specifically tailored to their needs. Unlike before, businesses have set up their own criteria for purchasing a service. Bypassing such stringent standards would be a challenge to firms that want to influence tech buyers into staying in their pipelines.

Then again, all it takes to convert these interactions into sales is to pay attention to what clients want and modifying your message based on their expectations. Lead nurturing is one such activity that allows you to gauge the effectiveness of your message and your lead generation efforts as a whole. Once you deliver the kind of message your clients wanted to hear, increasing your conversion would just be a walk in the park.

Related: AskCallbox: What makes an effective lead nurturing program?

 

Stay social

This is a no-brainer. What enterprise operates without a social media presence, for Pete’s sake!

Even though social media marketing doesn’t directly produce the conversions you need to grow your business, it still has value in terms of influencing how your audience perceives your product or service.

The key here is to establish a strong social media presence by way of sharing content that’s relevant to your market. Not only would this improve your search engine rank, it can also provide prospects with an endless stream information that are crucial to making a decision to purchase an IT product.

Related: Social Media Metrics to Track in 2018

 

Produce your own videos and webinars

Going beyond the conventional strategies to increase tech leads and IT appointments, you need to look for a better way to engage your audience and get them to purchase an offer.

And since tech clients would always opt to get more information about a product or service, producing your own videos and holding a series of webinars would seem like a viable option.

For sure, tech startups are also looking into the value that video streaming platforms have to their bottom lines. This would explain why most companies in this industry are investing a lot of time and resources into making informative and engaging videos. Webinars, meanwhile, are similarly effective since it allows you to communicate with prospects directly.

This level of directness is crucial to helping a client decide on hiring you as an essential partner and, in the long run, increase your revenue.

Related: Marketing Channels that Influence Technology Customers in Australia

 

 

Reach more Technology customers with Callbox Multi-channel Marketing Strategy!

Contact us or Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide on targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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Hyperlocal Advertising Works Well in Australia, Here’s Why

Hyperlocal Advertising Works Well in Australia, Here’s Why

Hyperlocal Advertising Works Well in Australia, Here’s Why

You can never go wrong with hyperlocal advertising. It might sound like nonsensical jargon that only the millennial clique would understand, but it is actually a real thing. Today as individuals and organizations are flooded with endless streams of information, it has become crucial for B2B businesses to improve the accuracy of their marketing campaigns.

Now, this would involve creating content that appeals to a specific group. But creating industry-specific content is just not enough to reach out to one’s target audience. Apart from budget requirements and industry affiliations, location is also vital in creating messages that engage the right people. To achieve this involves going hyperlocal in the way you create and deliver your content.

When was say “hyperlocal,” it refers basically to the geographic location of a target client. When this is applied to marketing, every effort to reach out to the client should come with knowing the prevailing culture and trends of the area.

It is safe to say that this approach is one way for marketers to bridge cultural (and of course, geographical) gaps that are separating them from their audiences. But the question remains, does it also work well for companies in Australia?

It certainly does. Location-based marketing is one way to locate clients and communicate with them in their terms. Companies in places like Perth and Brisbane, for example, can make use of location-specific content that would enable them to tap clients within and outside of Australia. It wouldn’t come as a surprise when a company in Melbourne is able to generate a lead in Darwin or in Toronto or even in Tokyo.

Aside from such a benefit, this approach can also deliver other advantages as well:

Related: A Short Marketing Guide for Australian States

 

Understanding customer needs

Aside from knowing the location of potential clients, a location-based strategy also allows you to identify pain points, making it easier for you to generate content that would capture anyone’s interest.

For now, artificial intelligence will certainly remain as a relevant aspect of market research and lead nurturing. As client standards have become difficult to meet, enterprises will have to spend a great deal of effort and resources in understanding their needs and shaping their messages accordingly.

With hyperlocal marketing, analyzing audience preferences becomes easier since the culture of one’s location would help you better understand your audience. What’s more, it allows you to identify the extent of a location’s influence in decision-making, thereby enabling you to create content that with emotional and communal significance.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

 

Making your engagements real and organic

Audience outreach has always been an important component in running a business, so it makes sense to do a good job at it.

By being able to analyze the dominant trends in your client’s hometown, you are actually putting your client first before everything else. Outreach efforts should always go this way, and hyperlocal content would definitely allow you to foster stronger and beneficial linkages with a potential client.

Relationships should always be organic, and what better way to express this basic fact than by using location as a way to relate to your audience.  Brand loyalty is an obvious result of this, and indeed, companies that put a lot of effort in understanding their audiences are likely to achieve this goal.

 

Giving startups something good to work with

Startups, especially in the field of tech, will often make do with what little resources they have. Unlike the bigger fishes that dominate their industry, these seedlings are incapable of maintaining large-scale marketing campaigns, let alone implementing one.

Going hyperlocal, however, is a more practical approach in acquiring initial successes as an infant firm. With the minimal budgets that they have, startups can still create effective lead generation campaigns by focusing their resources on one location.

Related: Lessons from Australia’s Top Tech Firms

 

Expanding your reach

Hyperlocal campaigns do not only yield results in the locations where they are being implemented.

When an individual or an organization from a particular location is interested in a certain offer, you can bet your bottom dollar that this will open you to access more opportunities. Content aimed at a specific geographical group doesn’t only yield interest, but it also enables prospects to make referrals within their own networks.

When you tap someone based on their location, expect him or her to suggest your brand to a person in their Facebook friends list or a neighbor – who happens to be a CFO of a company that fits your audience preferences.

 

 

Contact us or Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide on targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Marketing and Transactional Emails: How to Leverage Both [VIDEO]
How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
Targeted B2B Marketing: Guide, Checklists and Worksheets [Free eBook]

Targeted B2B Marketing: Guide, Checklists and Worksheets [Free eBook]

Targeted B2B Marketing: Guide, Checklists and Worksheets [Free eBook]

Everybody claims to be doing targeted marketing, but few actually get it right. Marketers allocate a significant portion of the budget on tools for better marketing precision (like advanced analytics and marketing automation). But only a minority (around 45%) of marketers believe they’re able to nail down targeted marketing, while an even smaller percentage of marketers (around 30%) think strategies like personalization and segmentation are delivering the right results.

While the exact details vary from industry to industry and from organization to organization, the difficulties that B2B marketers face today when targeting their customers all boil down to four key issues:

  • Getting in front of the right decision maker
  • Connecting with decision makers at the right time
  • Leveraging the right marketing channels
  • Crafting the right message

To help B2B marketers meet each of these four challenges head-on, the Callbox team is publishing a complete handbook on targeted marketing available as a downloadable eBook.

The handbook provides comprehensive, step-by-step guides on each of the four key areas of targeted marketing (customers, buying process, channels, and message), as well as detailed checklists and actionable worksheets to put these concepts into action.

Here’s a little sneak peek.

 

Getting in Front of the Right Decision Maker

The biggest reason why marketers find it difficult to build relationships with the right decision makers is that the average B2B buying decision now involves nearly 7 stakeholders, each coming from a different background and performing unique roles. Now, more than ever, B2B marketers need to define their ideal customer profiles (ICPs) and identify their buyer personas.

  • Ideal customer profile (ICP):  A hypothetical business or organization that’s a perfect fit for your solution.
  • Buyer persona:  An idealized representation of your target customer based on demographic, firmographic, and psychographic attributes.

The handbook devotes an entire section on building ideal customer profiles and buyer personas, and then concludes with two worksheets to put everything about your target audience in more concrete terms. At the end of this section, you’ll be able to clearly document the types of companies and decision-makers that impact your marketing results.

 

Connecting at the Right Time

In case you haven’t noticed, the average length of the B2B buying process has significantly increased. DemandGen Report says more than 3 out of 5 B2B marketers think their purchase process has gotten longer and that they’re doing more research before signing off on a purchase.

This highlights marketing’s growing role in the lead-to-revenue cycle, which also points to marketing’s increasing involvement in activities traditionally carried out by sales. In order to attract prospects and win deals, B2B marketers need to proactively engage potential customers at every buying stage through providing the information they’re looking for. Specifically, B2B marketers should:

  • Map/Remap their sales funnel to align with the new path to purchase using the 5 W’s of the B2B buying process
  • Refine their lead scoring and ranking capabilities to more accurately reflect how potential customers move from one stage of the buying journey to the next

At the end of the sales funnel/buying journey alignment section of the handbook, you’ll be able to outline and map out the different buying stages that your target customers go through. The section also ends with a checklist for sales funnel/buyer journey alignment, plus worksheets on persona-buyer stage mapping and a lead scoring template.

Related: AskCallbox: What makes an effective lead nurturing program?

 

Leveraging the Right Channels

There’s no doubt engagement takes place across different marketing channels and platforms. This creates both opportunities and challenges for targeted marketing, not least of which is the growing need to keep the marketing message consistent from one channel to another.

This is where having a robust multi-channel strategy comes in handy. Multi-channel marketing goes beyond simply interacting with potential buyers on different platforms; it’s about combining these channels into a single, cohesive set of touch points. Keep in mind that:

  • A B2B customer regularly uses 6 different interaction channels throughout the decision journey.
  • But 65% of these prospects become disappointed because of inconsistent experiences across channels.
  • Outbound channels improve inbound tactics’ effectiveness by enabling scalable, direct, and one-on-one outreach for marketing messages.

The section on multi-channel marketing also walks you through a thorough checklist of steps to do and things to have prior to launching multi-channel programs. It then provides a planning worksheet to help you document your multi-channel strategy.

Related: Multi-Channel Marketing Stats Is Bound To Make An Impact [VIDEO]

 

Crafting the Right Message

The key to generating consistent targeted marketing results (attracting and winning customers) is to deliver marketing messages that move potential buyers from one buying stage to the next. The “right message” consists of any content or material that:

  • Drives awareness of a business problem
  • Draws attention to potential solutions
  • Builds a business case for change vs. the status quo
  • Motivates a purchase

The average B2B buyer reviews around 10.4 pieces of content before making a purchase decision. The more costly and complex the solution involved, the higher the number of content sources B2B customers consult. A LinkedIn Business study finds that B2B buyers want both product information and educational (thought leadership) content, depending on where they are in the buying journey.

This means that your messages need to contain information that’s relevant to the prospect’s current buying context:

  • Awareness stage:  Prospects need help identifying the problem and narrowing it down.
  • Consideration stage:  They’re laying out all possible solutions.
  • Decision stage:  The prospect is evaluating a potential vendor.

Obviously, not all paths to purchase exactly follow the three-step model, but it’s a good starting point for most B2B marketers. That’s why the final section in the handbook provides an in-depth checklist for mapping marketing messages with buying stages and concludes with a content planning worksheet.

 

The Takeaway

Getting targeted marketing right can be very daunting for most B2B marketers, especially since it evidently involves many moving parts and requires a lot of resources. But with the guides, checklists, and worksheets in this handbook, you’re in a better position to deal with today’s marketing challenges. Get your copy now.

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide on targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Marketing and Transactional Emails: How to Leverage Both [VIDEO]
How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
Marketing Channels that Influence Technology Customers in Australia

Marketing Channels that Influence Technology Customers in Australia

Marketing Channels that Influence Technology Customers in Australia

No doubt that if you ask people who would be the top 10 great technology influencers of all time they’d probably give a 10-1 list starting with Marissa Mayer (Yahoo), Tim Cook (Apple), Jeff Bezos (Amazon), Ginni Rometty (IBM), Sheryl Sandberg (COO,FB), Mark Zuckerberg (Founder, FB), Meg Whitman (HP), Larry Page & Sergey Brin (Google), Bill Gates (Microsoft) and Steve Jobs, which need no further description.

And from these technology gurus came different business tools and processes that framed influence to technology customers which make industries continue to grow and thrive. See statistical data to prove:

Related: 150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

 

CONTENT

Content marketing produces 3 times more leads. It the most productive channel. The Technology is the biggest content publisher and gets the biggest ROI ($1B+) among other industries.

The main objective of content marketing is to drive quality traffic to your site. With regard to lead generation, Kapost found out in his study that content marketing delivers higher revenue than paid search. Factors that influence this analysis includes content expense, traffic patterns, conversion rates, and keyword prices.

Related: The Difference with Australia-Specific Content to Generic Ones

 

MOBILE

Mobile has influenced consumer spending by over $1 trillion. 90% of smartphone users use their phone at the point of purchase in brick and mortar store. A search on mobile easily leads to action. 92% of people who search on mobile most likely end up making a related purchase. Therefore, mobile plays a big role in converting a visitor into a buyer.

In fact, in 2016, about 59.5% of Google’s net global revenue was delivered from mobile internet ads. Facebook mobile ads count for 79% of its business. It is also predicted that desktop advertising will account for 42% of all internet advertising while mobile advertising will have larger share with 58%.

 

SOCIAL MEDIA

Here are some useful social media statistics this 2018

  • As per Gartner, WeChat, a big Chinese messaging app is now widely used by 95% of Chinese people
  • Facebook, aside from prioritising longer videos in timelines to improve the customer experience, went on to introduce mid-roll ads into those videos, which gave it a whole new source of revenue.
  • Youtube previously got in hot waters when it was revealed that a number of advertisements were appearing on videos that promoted extremist, hateful and inappropriate content, impacting a number of advertisers to withdraw their business, which left YouTube rumpling to reorganize videos in an attempt to pacify them. YouTube then pushed out an update to correct the quite harsh approach. They are expecting 30 percent fewer videos will have to make do with fewer ads and push their way to become fully monetised, which should lead to “millions” more videos raking in full income going this 2018.
  • Instagram Stories rose to 100 million daily active users in two months of launch. As of November 2017 that figure soared to 300 million.

Related: Social Media Metrics to Track in 2018

 

Marketing channels and content greatly influence technology customers buying behaviour. Although content poses the biggest share of influence to customers among industries, mobile and social equally shaping customer purchase decisions.

Related: Bold Predictions for the Tech Industry in Australia 2018

 

 

Reach more Technology Customers using Callbox Multi-Channel Marketing Strategy

Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

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

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

 

By 2050, machines will take over half of all jobs.

… and telemarketers will be the first ones to go.

 

An Oxford study says

there’s a 99% chance
AI will replace human telemarketers soon.

 

But until AI learns how to build genuine rapport,

sales calls will remain a person-to-person interaction.

That’s because there are four building blocks of rapport

that only we humans can do for now.

 

#1 Listening and Empathy

Talking about oneself releases feel-good chemicals in the brain.

It’s even more rewarding with a person who’s really listening.

How Not to Sound Like a Machine:

Start with an open-ended question;

let them share a bit about themselves.

 

#2 Being Authentic

People do business with people they like.

No matter how well AI mimics human speech,

there’s nothing like the real thing.

How Not to Sound Like a Machine:

Let the conversation flow naturally and show genuine interest,

but don’t overdo it.

 

#3 Finding Common Ground

AI knows more about your prospects than you do.

But only people can connect and find common ground in a conversation.

How Not to Sound Like a Machine:

Bring up interesting tidbits that prospects can relate to.

Build on these points at different moments in the call.

Related: Rethinking Telemarketing and Its Spammy Reputation

 

#4 Creating Shared Experiences

The secret to building rapport is creating shared experiences.

Whether it’s defining the prospect’s problem or identifying a solution,

working together brings people closer.

How Not to Sound Like a Machine:

Turn sales calls into collaborative brainstorming sessions.

Use “we”, “our”, and “us” in the conversation.

 

Rapport is a two-way connection between people.

It’s going to stay that way unless machines master these four skills.


Earn Appointments with These Cold Calling Scripts for All Industries


 

 

Get more customers in your sales funnel using Callbox Multi-Channel Marketing Strategy

Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

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How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
Quick Ways to Improve Your Email Marketing Strategy

Quick Ways to Improve Your Email Marketing Strategy

Quick Ways to Improve Your Email Marketing Strategy

A strenuous workout and scientific diet may not the best ways to achieve your target body shape but doing less of these will, strength coach Marc Megna believes. So as the title of this blog starts with “quick ways” then we won’t linger on thorough research and jotting down a trailing list of steps to “improve your email marketing strategy”, instead we’ll look into tactics that would maximize time and effort, all at very least.

 

Get to know your audience

Just as every workout session starts with a warm-up exercise so is email marketing with knowing well your prospects. Do this via Customer Profiling, considering both demographics:

Complete, valid and accurate information

  • name of contact
  • business name
  • address
  • phone numbers
  • email address
  • social media accounts

As well all other business specifications like industry category, location, target market, target location and size

Psychographic data of each target:

  • their purchase behaviour and their interests.

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

 

Make it short

Your prospect won’t appreciate lengthy emails but nevertheless, a substantial content containing a WIIFM (what’s in it for me) benefit for the prospect and specific product/service that would answer the needs of the business pose a higher chance to be opened and less likely to go into thrash. Like if you’ve been doing 5 to 10 side lunges and one-legged squats for 2-3 months now and still not seeing apparent results, then do just 2-3 sets and do other much effective routines.

 

Beat the blunder

“Hi John, how are you?”, “Good day to you, Ms. Lee, Hope this is a good time…” – opening blunders in emails such as these are likely to land in the trash or spam folders as they just don’t appear boring but rather weak. Remember that you are writing to a decision-maker, one who attends to several meetings (in and out of office) every day and who attends to multiple matters, dealing with various clients. He could hardly spend the time to read through fluffy emails so make your email short, straight to the point but never miss to keep it personalized to avoid becoming robotic.  

Related: 5 Email Opening Tips to Conquer Shorter Attention Spans [VIDEO]  

 

CTA

Call-to-action buttons, links, and boxes are designed to draw immediate response from your prospects. These are like strength-training tools that you must include in your emails in order to build a strong connection with your targets; necessary tools that would guide them through the buying journey. Click here, Download, Register, Schedule An Appointment, Order Now, Watch This Video and Sign up are just a few of the classic examples of call-to-actions that greatly help in converting visitors and readers into sales.

 

Little changes can add up to big and major results. Start tweaking your email marketing strategy now to achieve a well-built sales and marketing campaign.

Related: 40 B2B Sales Email Templates for Every Situation [Free PDF]

 

 

Learn more about our Email Marketing and Lead Generation Services

Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The-Ultimate-Lead-Generation-Kit-to-Jumpstart-Your-Business-2018-Edition

Marketing and Transactional Emails: How to Leverage Both [VIDEO]
How to Handle Early Sales Objections, According to Science [VIDEO]
The Top Five Marketing Channels In Terms of Conversions
5 Clever Lead Generation Tactics to Try

5 Clever Lead Generation Tactics to Try

5 Clever Lead Generation Tactics to Try

Did you ever wonder how birds feel when they’re flying? Well, there’s a new extreme sport that can make you experience a bird-like flying feeling, it’s called Wingsuit Flying.

Wingsuit flying is described by sports enthusiasts as the most exhilarating sport this 2018 and a “must try”.

Like wingsuit flying, there are new and clever lead generation ideas this 2018 that marketing experts must try. Some of these tactics may be familiar to you but check out others that appear otherwise in order for you to learn something new.

 

#1 Share Success Videos

#1 Share Success Videos

Collect feedback from your clients, telling how their partnership with you has brought growth to their business. You may also do interviews with thought leaders from various industries who may share knowledge and tactics for your potential clients. Post these videos on your company website or social media page to boost your brand’s credibility.


LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months


 

#2 Interactive Q&A

#2 Interactive Q&A

Aside from query boxes in emails and websites, you may also come up with help videos. Demonstrate a resolution to your customers’ questions by creating a short video that will practically educate them on either how to resolve issues by themselves or for them to learn ways that would guide them in resolving their issue. This will add value to your customers.


Check out some of our Marketing Tips Videos

4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]
How to Make Sure Your Cold Emails Make it to the Inbox [VIDEO]
5 Email Opening Tips to Conquer Shorter Attention Spans [VIDEO]
How to Handle Early Sales Objections, According to Science [VIDEO]

 

#3 Play A Game

#3 Play A Game

Merriam-Webster has several word games in store for its users. Create games in different forms like quiz, puzzles or trivia. Create games based on your brand’s product specifics and maybe some updates about your company. This will not only give your clients and potential customers a fancy way to become knowledgeable about your brand but awareness on how you fare in the industry.

 

#4 Create Crafty Contents

#4 Create Crafty Contents

Callbox provides its web visitors and readers with crafty contents like marketing ideas, trends, tips and jumpstart kits, aimed to share tactics that have helped them grow as a globally competitive and dominant lead generation company. These shareables could be well leveraged not only by Callbox’s loyal customers but the hundreds of website visitors they accommodate daily.

Related: 12 Tools to Hack Your Content Creation Workflow [Plus Free Content Calendar]

 

#5 Share Some Secrets

#5 Share Some Secrets

Levi Strauss & Co. is a legend, and what makes them as one is Sustainability – that is a shared secret. Don’t hesitate to share a part of you – could be a knowledge, experience or a skill but most especially, share best practices that effectuate growth. Let your audience and peers know how well you keep your brand on dominant stature like maintain product quality assurance, providing customers with tip-top customer service, and treating both suppliers and employees as assets to the business.

Related: The Difference with Australia-Specific Content to Generic Ones

 

Leg up your brand with these clever lead generation tactics to success. Wingsuit flying will require you to jump off the cliffs so you’ve got to grab a wingsuit (parachute deployment handle) that will enable you to glide smoothly like a bird and ensure your safe landing. (MSN Lifestyle)

 

 

Take a look at our neat infographic on the modern Telemarketing Performance Metrics

A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

Read the latest updates on The Savvy Marketer’s Blog

Get a targeted sales leads or a sample sales and telemarketing script

Contact us or Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

The Ultimate Lead Generation Kit to Jumpstart Your Business 2018 Edition

Hyperlocal Advertising Works Well in Australia, Here’s Why
Targeted B2B Marketing: Guide, Checklists and Worksheets [Free eBook]
Marketing Channels that Influence Technology Customers in Australia
The Importance of Telemarketing to Getting Telco Leads: The Reasons to Success

The Importance of Telemarketing to Getting Telco Leads: The Reasons to Success

The Importance of Telemarketing to Getting Telco Leads: The Reasons to Success

From communications devices to internet connectivity, the telecommunications industry plays a vital role for both the modern-day consumer and the modern-day business owner. In the area of B2B in which there is a constant need to bridge gaps and move forward, the choice of a telecom product or service is critical towards success. When it comes to finding telecom solutions, businesses know fairly well that they need only the best that the sector has to offer.

As far as spending for telecom solutions is concerned, the industry will most likely reach $1.427 billion by the end of 2018, according to Statista. This only proves that companies still look towards the telecom as a vital resource for streamlining their internal operations on top improving audience outreach initiatives. In fact, trends such as big data and the demands for faster internet speeds are compelling telecom companies to work towards satisfying these demands and, more importantly, promoting them to the right audiences.

In response to an increasing demand for more efficient offerings from their industry, telecom companies will have to come up with better methods that will allow them to generate as many opportunities as possible. For this reason, B2B lead generation provides a telecom company a way to widen its reach, engage prospects, and boost its bottom line.

Related: The 10 types of Marketing Strategies for the Telecom Industry

But aside from using digital platforms to carry their messages, telecom companies can also make use of traditional methods to increase the number of leads entering their sales pipelines. One thing’s for sure, telemarketing remains to be a highly effective means of generating high-quality B2B leads, and it should be included in any marketing strategy in the telecom arena.

Related: Little Known Ways to Hassle-Free Telecom Lead Generation in Australia

 

Getting the gist of telemarketing

Getting the gist of telemarketing

For an industry that emphasizes the use of technology in building networks and strengthening relationships, telecom is all about making things easier, simpler, faster and more productive through communication. It makes sense then for new and veteran players to improve the way they communicate with their audience.

Digital marketing using social media, landing pages, and blogs, provides a logical step towards maintaining stronger ties with your clients. But like any piece of technology, these modern tools have their limitations and they don’t promise results that are any better than when you’re using traditional means. Among the most important of these “cons” according to marketing podcaster Brandon Gaille, using social media demands a lot of resources and the fact that ROI in digital marketing is difficult to gauge are being confronted by both startups and major telecom brands. On top of that, points out that digital marketing strategies are easily copied and that there is a need to exercise caution in targeting your audience as first impressions are critical to your success.

Still, digital marketing has its perks, but to further drive success, you must need to make use of other channels as well.

In the case of B2B telemarketing, companies are assured of getting the right amount of leads to fill their sales pipelines.

It does this by being allowing companies to directly engage prospects. Talking on the phone with someone who needs to purchase a large-scale VOIP product allows you to respond immediately to questions and other concerns. This directness makes telemarketing an important option for companies that need to give prospects the things they wanted to hear and to provide the bigger picture about their offers in ways that are restricted in digital marketing. Aside from this very basic benefit, telemarketing can also increase the competitiveness of a telecom company by being able to deliver intended results faster.

Related: A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

 


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Maximizing potential

Maximizing potential

Quality products and services have always been the driving force of success for telecom companies. Still, being able to come up with a strategy that integrates outbound calls is crucial in achieving long-term goals.

In order to make your outbound campaign more efficient and productive, you will only need to build the right infrastructure, train the right individuals, and craft the right messages. You will be able to achieve these by simply making the necessary investments in talent and tools that will seamlessly help you accomplish your goals.

You realize by now that “old school” marketing is still as relevant as ever, and it’s time for you to show some love for telemarketing and the benefits it puts on the table.

Related: Lessons from Australia’s Top Tech Firms

 

 

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A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

A Visual Guide to Telemarketing Performance Metrics [INFOGRAPHIC]

Telemarketing boosts marketers’ performance by delivering leads at scale and producing results in real-time. Given this channel’s current function, the success of today’s telemarketing campaigns, argues Robert Howells of the Global Marketing Associates, hinges on better use of data.

Related: Telemarketing 101 in Australia: Maintaining Pleasantness throughout the Call

One crucial data-related aspect that needs a major rethink is telemarketing performance metrics. As the channel evolves, so do the yardsticks used to measure performance. Today’s marketers rely on a dizzying array of metrics and indicators to gauge how well each component of their strategy is working, including telemarketing. Modern telemarketing performance metrics help marketers answer five key questions about their campaigns:

  • Database Quality – Is your database accurate and relevant?
  • Activity and Volume – Are you making the right number of calls?
  • Reach Rate – Are you talking to the right people?
  • Conversions – Are calls driving the desired action?
  • Costs, Revenues, and ROI – Is your campaign making or losing money?

These are the five areas to look at when evaluating telemarketing performance—whether you’re running campaigns in-house or outsourcing to an agency. In this post, we’ll go over the important telemarketing performance metrics to keep track of under each category and find out how to make informed decisions based on the numbers.

 

A Visual Guide to Telemarketing Performance Metrics

 

Transcript:


Database Quality – Is your database accurate and relevant?


Overall List Health

The ratio of known errors to the number of records. These errors include missing values, duplicates, invalid contacts, data entry errors, etc.

Segmentation Fields

The level of segmentation a list allows. Does your list contain valid industry codes, job titles, etc.? How well do the segments match your target buyer profiles or personas?

List Penetration Rates

The number of positive contacts, conversations with decision makers, and the number of conversions your campaign generates.

New Information Gathered

The amount of new information obtained or verified through phone calls. How many new records were you able to add? How many fields did you update or verify?

Related: How many times should you have your business database cleanse?

 


Activity and Volume – Are you making the right number of calls?


Calls per Hour

This metric indicates the average rate at which an agent or rep places calls. While high calls-per-hour figures are generally a good sign, the quality of each call matters more than quantity alone.

Average Call length (Average Talk Time)

This is the average amount of time an agent or rep spends on each call. To make meaningful comparisons, make sure you take factors like the length of the call script and admin work required.

Occupancy Rate

This metric refers to the time an agent or rep spends on calls versus the time spent between calls. Occupancy rates tell you how productively agents allocate their time.

Calls per Record

According to data cited by HubSpot, It takes 18 calls on average to actually reach a B2B buyer.

 


Reach Rates – Are you talking to the right people?


Positive Contact Ratio

The percentage of dialed records where agents are able to speak with the target contact.

Related: 4 Ways to Get Past Gatekeepers and Reach Prospects Every Time [VIDEO]

Abandonment Rate

The percentage of calls which aren’t picked up by the target contact.

Unique Decision Maker Conversations

This metric gives insight into data quality as well as lets you compare initial contact versus callbacks and follow-ups.

Requests for Information (RFIs)

This metric looks at how many positive contacts asked for materials about the offer or company.

Not Interested

A very high number of not interested prospects can mean you’re targeting the wrong audience, but it can also indicate that agents are doing a good job filtering unqualified leads.

Related: How to Handle Early Sales Objections, According to Science [VIDEO]

 


Conversions – Are calls driving the desired action?


Lead Conversion Rates

This is the percentage of decision makers reached that qualify as leads(schedule a face-to-face meeting, sign up for a free trial, verify some information, etc.).

Call-to-Close Ratio

This is the percentage of telemarketing-generated leads that actually convert into paying customers.

Calls per Outcome

This metric tells you how many calls it takes to get a result (conversion). Calls per outcome measures how efficiently a campaign generates results and you largely want to minimize this metric.

Related: Top 10 Proof that Outbound Efforts Help Close Deals in Australia

 


Costs and ROI – Is your campaign making or losing money?


Cost per Lead and Cost per Opportunity

This is the total costs incurred in the campaign divided by the total telemarketing-generated leads (or opportunities).

ROI

The revenues attributable to the channel divided by the total telemarketing costs. This is usually estimated through attribution models such as first touch, last touch, weighted, time decay, linear, and position-based attribution.

 

 

Read the latest updates on The Savvy Marketer’s Blog

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How to Grow your Business in 2018 through Lead Generation

How to Grow your Business in 2018 through Lead Generation

How to Grow your Business in 2018 through Lead Generation

B2B marketers at present only what one thing right now and that is to increase their profit margins for the year. Besides, what B2B enterprise doesn’t want to achieve better revenue numbers? As marketing spending continues to grow and impact the way the industry does business, companies across sectors such as financial services and healthcare should always opt to focus on securing more opportunities and expand their reach to get a bigger share of the pie.

One thing’s for sure, there are a lot of figures showing the uptrends that are happening in the world of B2B. For instance, The Content Marketing Institute has released its “B2B Content Marketing 2018: Benchmarks, Budgets, and Trends—North America” that provides for a great wealth of numbers indicating the paths companies should go for the year. Due to major innovations in more specialized areas such as IT and financial services, B2B marketers are putting their best foot forward in getting their brands the exposure they deserve. According to the report, at least 80 percent of content marketers are focused on building their audiences. On the other hand, 72 percent of marketers believe that content production rests at the top of their priorities’ list.

Related: Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

What could we possibly get from these numbers? Well, for starters, marketers in the B2B industry are confident in their campaigns and are willing to take it up a notch. Still, a lot of attention has to be put on the many possibilities for business growth. With that said, companies shouldn’t only pay close attention to getting more revenues. They should also use the successes of their lead generation campaigns in opening up opportunities for reinvestment and, eventually, expansion.

Generating high-quality leads is at the forefront, and it is crucial for B2B companies to spend a lot of their resources in establishing more effective marketing campaigns. But there’s a lot to consider when your aim is business growth.

Here are the most essential activities to do that will surely magnify your gains and, eventually, your business.

Related: A Short Marketing Guide for Australian States

 

Come up with a research-based plan

Come up with a research-based plan

First of all, you need to prepare a blueprint of what you are going to do. But it shouldn’t be just like any other blueprint for a multi-channel marketing drive. It should also indicate the resources you need and the strategies you think of promise a great deal of success. For this, you have to research your market well and identify key areas where a lot of opportunities can be tapped. Marketing intelligence has always been a crucial factor in the race to meet one’s revenue goals. Moreover, by looking closely at the most important numbers, you can avoid spending an unnecessary amount of resources and focus on unimportant things.

Related: 150+ B2B Tech Marketing Stats to Help You Plan for 2018 [Free eBook]

Craft your content

Craft your content

In lead generation, content is always king. And just like a king, it should be treated accordingly. In other words, a lot of care has to be put into creating content that aims to entice and inform. Using infographics and blog posts to up increase visits to your sites are the way to go, but you might as well use other platforms such as videos. In fact, video marketing has been proven to be an effective way to generate quality B2B leads. The Content Marketing Institute, in particular, found that 62 percent of B2B marketers have regarded video as an effective tactic.

Related: The Difference with Australia-Specific Content to Generic Ones

Optimize your landing pages

Optimize your landing pages

To be able to convert visitors faster, you will need to give them a reason to consider subscribing to your mailing list. In this case, your website has to be bootstrapped into having the capacity to entice potential customers to his that subscribe button. For this, having a creative eye when it comes to your website design helps to keep the lead generation machine churning. While you are at it, you should make sure that your site is also optimized for mobile users. A great deal of B2B customers, in fact, engage through their smartphones.

Related: Optimize Content for your Landing Pages with these Lead Generation Tips

Build your marketing database

Build your marketing database

Targeted marketing is an all-important activity that leads towards business growth. One problem with this is that it’s difficult to track leads wherever they are online. With that said, creating an effective marketing list will help you go around such complexities and help you focus on high-priority leads. It saves you time and money which can be channeled towards business growth.

Related: 5 Things Australian Companies Should Consider When Buying a Marketing Database

 

 

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Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

 

Taking Trends into Account: A Guide for Generating Quality IT Leads in Australia

The IT industry in Australia is enjoying an upbeat year so far and this is due to positive global outlooks from industry experts. With the continuing rise VR and big data as well as the popularity of cryptocurrencies such as Bitcoin, IT companies will certainly have a lot of opportunities to tap into.

However, much of the effort towards improving the bottom line actually goes into understanding crucial market trends. Knowing about these trends does not form the appropriate basis for effective lead generation campaigns. If anything, it remains important for IT marketers to focus mostly on researching about these trends and building their campaigns around them.

Related: A List of the Top IT Trends in the Outback [INFOGRAPHIC]

As always, strategy is an essential element to surviving within such a highly competitive arena as IT. It is hard to ignore the fact that lead generation remains to be a challenge for marketers across the B2B spectrum, more so for companies in the information software and hardware business. This is essentially the reason why IT marketers are concentrating much of their marketing budgets on high-value activities such as SEO and social media marketing. The success rates vary, however, since not all strategies work out for the best. It is against this background of uncertainty that IT companies should think beyond common tropes and be doing what the majority does. Instead of simply adapting to trends, they should begin by analyzing these trends and identify areas to exploit.

For this reason, it is essential for IT marketers in Australia to learn more about the trends for 2018 and better come up with unique ideas for generating high-quality leads and, more importantly, securing more sales conversions.

 


The Trends to Watch Out For


As the IT industry continues to enjoy an uptrend, it is crucial for market players big and small to make informed decisions. And this involves listening to what the market wants at the present and appropriately acting upon these demands.

Here are some of the trends to watch out for.

From cost to value

This Salesforce article sums up the trends that will define the IT market in 2018 and beyond. For sure, IT buyers from the financial services and the medical sectors have their eyes set on IT products that will prove to help them with their verticals. In response to this, 71 percent of IT companies will essentially underscore the value of their products over how much companies are willing to spend for such products.

Social media continues to be king

It’s already a fixed notion that content in the world of IT is a primary driver of leads and conversions. With this in mind, content becomes the main focus for many IT companies to bring in visitors. Still, it’s not so much about creating content that marketers should worry about. In Australia, being one of many countries with a high social media penetration rates, companies should be able to concentrate more on using platforms such as Facebook and Twitter for building their brands and, more importantly, seek out opportunities. For marketing guru Louise Meyers, online social networking services will take precedence over everything else in IT marketing. In fact, at least 84 percent of business organizations (notwithstanding those in the IT sector) are making use of social media for promoting their products and services. This alone should convince companies to up the ante by producing more effective and shareable content catering towards their target audiences.

Related: Twitter Marketing Lessons for IT and Software Marketers

AI is in

While AI technology will still need to go a long way before we can experience a fully automated society, there is no doubt that it already has a market of its own. Salesforce does not ignore the potential that AI has in the IT industry, citing the benefits it entails along the lines of business efficiency and CRM. It is also essential to note that this will impact businesses in Australia, especially those based in the tech center that is Melbourne. Businesses need to better manage complex analytics, and this has convinced IT players in the country to offer up automated services and products.

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

New Kids on the Blockchain

Bitcoin has taken the world by storm, but it seems to have created a divide among tech experts over the cryptocurrency’s supposed sustainability. Whatever your position is on the Bitcoin debate, it does not change the fact that blockchain technology will continue to impact the IT industry in ways that are too disruptive to ignore. An article from Inc.com shows just how the technology can help streamline and secure big data. It cites the affiliate marketing, healthcare, and real estate sectors as the most vulnerable in terms of using blockchain technology for reinforcing their operations.

 


Trends into Practice: A Brief Guide


These trends will point the way IT companies in Australia should go in 2018 and well into the future. But, again, it’s how one uses these trends and apply them tangibly that matters the most. With that said, IT companies should be able to brush up on defining their lead generation process and identify the core activities they should be handling.

Here’s a brief summary of what IT marketers should be doing on account of the trends above.

Focus on SEO

That social media marketing trumps everything else in generating high quality leads is not enough to diminish the importance of SEO. IT companies will still need to drive traffic to their sites, and it remains crucial to produce keyword-rich content and links as a means to drive engagements.

Related: Search Engine Optimization is a Continuous Process

Nurturing leads

IT products and services are a hard sell, mostly because IT buyers nowadays have well-defined notions of what they wanted for their organizations. For this, companies in Australia should have a robust lead nurturing process. This would involve coming up with effective follow-up on high-potential IT sales leads.

Related: AskCallbox: What makes an effective lead nurturing program?

Using the proper platforms

The choice of platform is critical to a lead generation campaign’s success. From this, it is safe to assume that the more platforms you use, the better are your chances of generating high-quality leads. Multi-channel marketing has, in fact, become the prime ingredient to a faster lead generation process, which is something that Australian IT suppliers always underscore.

Related: Multi-Channel Marketing Stats Is Bound To Make An Impact [VIDEO]

 

 

 

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NAU Solar Leads: How much do solar leads cost

How much do Australia solar leads cost?

According to abc.net.au, based on the report from the Energy Supply Association of Australia, Australia has the highest rate of household solar panel installation in the world.

More and more residential and businesses in Australia are buying solar panels because of its benefits.

  • It is a safe and clean source of energy.
  • The solar panel is more affordable.
  • Solar energy helps save natural resources.
  • Solar energy usage reduces import of fossil fuels.
  • Water consumption is reduced.
  • There is no waste generation when solar power is used.
  • No pollutants generated, so costs involved in complying with environmental regulations can be avoided.
  • It can save thousands of money.

Because of these benefits, the demand for solar panels is expected to increase to 50% by the year 2020. It also helped because Australian government is encouraging homeowners and businesses to use solar power by introducing rebates and incentives to those who are using it. No wonder more and more new companies would like to market solar panels. Because the competition is tough, many solar companies are looking for ways to increase the number of leads to increase their revenue and refrain from bankruptcy.

Related: Where to buy marketing list for solar?

But for a solar company who would consider outsourcing their solar lead generation campaign? Ideally, how much should solar leads cost?

When you choose to buy solar leads, you’re aiming for quality. Many lead generation companies are claiming they offer the best lead generation service in Australia for delivering high-quality solar leads and an increase in ROI.

A lead provided by companies who offer lead generation service is a potential prospect. Meaning, most of the time, they are only looking for opportunities for you to talk to a qualified prospect but the selling part is up to you. So I don’t think the focus should be on the amount you paid per lead but on how many leads were converted into a sale.

Related: B2B Sales Leads Negotiations? You Can Do It Like A Pro

Let’s say you sign up for a 3-month contract with a B2B lead generation campaign, and you paid for 15,000 AUD. They delivered 25 leads for you and you converted 5 leads into a sale.

In an article from choice.com.au, according to the Alternative Energy Association (ATA), the overall average cost of a fully installed 2.0kW system, before rebates and discounts, in 2013 was roughly $4400. But larger systems will cost more – in our 2014 solar survey, we found on average our members paid $8243 after all rebates and discounts.

Now let’s do the math.

  5 leads

X $8243

$41,215

Note: You need to consider your effort including a site visit, etc; the installation and the payment of your technician, etc.

Related: The Solar Leads Life Cycle [INFOGRAPHIC]

Bottom line is what’s important is the quality of leads delivered to you by an outsourced lead generation company. Paying $15,000 but getting $40,000+ in return can be considered a good ROI. So it’s best to research first for companies who can provide you with quality leads that are easily converted rather than paying low but getting very low ROI.

 

 

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