Grow-Your-Sales-Pipeline-While-Running-Other-Parts-of-Your-Business

Grow Your Sales Pipeline While Running Other Parts of Your Business

Grow-Your-Sales-Pipeline-While-Running-Other-Parts-of-Your-Business

Entrepreneurs and startups usually run into the problem of being understaffed in their infancy, having to make decisions to forego one part of their business in favor of another to focus on other things.

Sometimes lead generation takes a hit when the focus shifts to other aspects of the business.

However, firms can still grow their sales pipeline even if they have to shift their focus. All it takes is a little planning, good management, and a little automation.

Be Smart With Prospecting

Tools like LinkedIn Sales Navigator, Leadfeeder, LeadFuze, etc., just to name a few, are all powerful tools in the hands of the right user. However, not everyone uses prospecting tools efficiently, resulting in time spent going through lists and trying to reach out to the wrong people.

The right way to do it is to determine the ideal customer profiles and stick to these profiles initially, but you will want to expand these profiles as you create new products and get feedback further down the line.

Once the ideal customer profiles are hammered down, you can then move to prospects with highly specific parameters. This ensures that you get a filtered list that you don’t have to go through.

However, it doesn’t just stop there; marketers have to ensure that they have supplementary information related to these contacts. This information will allow them to create personalized messages that can create better engagement.

An example would be running a toolkit such as Phantombuster to grab profile URLs on LinkedIn.

By being smarter with prospecting, you can easily amplify your growth at only a fraction of the time.

Use Your CRMs Wisely: Automate Email Campaigns and Workflows

One of the most difficult tasks with growing a sales pipeline is keeping track of email workflows and nurturing leads, but that’s not a problem with modern CRM solutions such as HubSpot.

The CRM solution you pick will make a difference in getting all your leads organized. Firms want to have a centralized system that lets them keep track of emails sent and how far leads are in the pipeline.

This way, the focus is shifted from managing databases to acquiring new markets for growth.

However, it doesn’t just stop there. Email-centric CRM solutions such as Mailchimp and Mailshake will allow you to create customized workflows meaning that you can automatically follow up with non-responsive leads or send hot leads and lead nurturing messages.

One can basically take a complicated email workflow and fully automate it.

Some CRMs even have outreach tools embedded in their tool stack so that you don’t even have to leave one tool to prospect for new leads.

Take Advantage of Integrations

Firms usually use several tools in their tool stack to help with their marketing campaigns. It could be combining an appointment setting tool like Calendly with Google Sheets and a Trello board to keep track of new leads or setting up a retargeting system by

Some applications will have native integrations with other platforms, but for everything else that you want working together, you can use a tool like Zapier.

Zapier is an integration platform that allows different web-based tools to communicate with each other. They work by registering actions on one application that can trigger another event on a different tool.

Take, for example, someone books a lead on a tool such as Calendly on your landing page; you can have that automatically trigger a card being created on Trello for another member of your team to take a look at.

Using native integrations or tools such as Zapier will help scale any number of lead generation campaigns without the need for extra people to keep track of developments.

This frees up valuable time and resources for people to focus on growing other aspects of the business.

Periodic Check-ins and Metrics are Key

Just because a process is partially – or fully – automated doesn’t mean that it should forego the need for complete detachment.

Remember, automation and workflows are only tools, and they’re only as good as the people using them.

Metrics still have to be analyzed regularly, A/B tests should be constantly improved, and campaigns switched out as needed. Getting a degree of automation in your sales pipeline just means being able to do more with your campaign with less human effort, not completely removing the human touch.

Additionally, something might go wrong, or automation or integration might backfire as these things happen from time-to-time.

Outsourcing the Entire Operation

Alternatively, firms can outsource their entire lead generation process to a third-party, which might make sense for a lot of companies.

Outsourcing is relatively cheaper than building a sales pipeline, hiring and training the right staff, preparing campaigns and materials, and purchasing all the infrastructure needed to get everything going.

Firms get to take advantage of expert solutions backed by real first-hand experience. Plus, there’s no need to set anything as the agency will build everything for you.

Even companies with in-house lead generation teams frequently collaborate with third parties to supercharge their efforts and benefit from the expertise they bring to the table.

There are many benefits to spending a sizable investment in automating your pipeline. You minimize the element of human error, a lot of time is freed to focus on the other facets of a business, and scaling becomes easier. Growing your sales pipeline doesn’t have to be difficult, especially if you have the right tools in place.

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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Where-and-How-to-Find-Potential-Clients-for-Your-New-Startup

Where and How to Find Potential Clients for Your New Startup

Where-and-How-to-Find-Potential-Clients-for-Your-New-Startup

Getting the first round of clients can be difficult if you’re first starting up. There is quite a bit of research involved, and you need time to set up.

However, it’s only hard in the beginning; once a startup has built some momentum, acquiring new prospects starts getting easier.

In this guide, we take a look at how new startups can find their first batch of potential clients and start processes that will continue bringing in prospects.

Start With Who – Define Your Ideal Customer

Before going any further, it’s critical that any startup defines who their ideal customer is. This helps you narrow down your strategies to a select group of people making customizing the message and delivery easier.

Start building an ideal customer profile by asking questions like:

  • Where can this solution be used?
  • Who will this product appeal to?
  • Can it also find special uses in other industries?
  • What business size does this product apply to?
  • Where can these solutions be deployed geographically?
  • What are their pain points?
  • What are their objectives?
  • How much is their budget for these “particular” solutions?

Once you identify what your ideal customer is, it’s time to check out what characteristics they also have in common. This allows you to narrow down campaigns to target these specific characteristics.

Work With Your Current Contacts

Your current network can provide you with a rich supply of referrals, ideas, and even connections with other people that might be interested in your product or service.

However, don’t just work with your own contacts, invite your team to help out and incentivize them as well. In this way, the firm gets to duplicate its methods, creating a multiplier effect.

Start Building an Outreach List

An outreach list is basically a list of potential leads that you build up over time. Since the firm has access to their ideal customer profile, it’s now easy to start looking for prospects that could be interested in what your firm has to offer.

There are plenty of places to start looking for contacts:

  • Highly-specific Google Searches – these target searches of existing lists of people in the industry.
  • Business Directories
  • Area Specific Lists
  • LinkedIn

Another option is to buy data from a third-party and work on creating email campaigns that target them.

Start an Email Campaign

Once you have a ready-list of individuals that fit the bill, it’s time to start crafting email campaigns to market to them.

  • Use an email application to make the process easier.
  • Create separate emails for different subgroups within your initial lists.
  • Craft more than one version of the email so that you can A/B test what works best.
  • Make sure that it’s personalized so that it resonates more with the recipient.
  • Check the results of your campaign.
  • Alter your course of action whenever necessary.

Launch a Webinar

Webinars are a great way to get people interested in startups and indirectly advertise services to prospects.

There are different things that you can cover in a webinar: it could be a tutorial session, a question and answer event, or even a virtual product or service launch.

LinkedIn

LinkedIn remains to be the largest professional social network, and there are plenty of ways to harness its power to bring in a steady stream of passive and active leads for your business.

According to a recent study by HubSpot, LinkedIn was 277 percent more effective than Facebook or Twitter. And, that’s not all, last year, it was voted as the most trusted network. Firms have to start investing marketing resources in LinkedIn.

Here are is a quick checklist to get you started:

  • Optimize your profile – you’re essentially turning your LinkedIn profile in a sales funnel, so make sure you have your website readily available in the description, there’s CTA for people to contact you, and the information listed is concise and powerful enough to elicit a response from people visiting. Think of it as a lead magnet.
  • Start connecting with people – start firing away with requests to network with people.
  • Post often – make sure you post (or repost) articles, thoughts, etc. often help project an image of confidence and activity. You want to come off as an industry leader so that people can trust you.
  • Cold message people in your network – there are even tools available for you to automate this part of the process.
  • Get everyone to contribute – the entire marketing team should have optimized profiles that are streamlined to reflect the values of the company. This also increases the area of reach as opposed to just one profile doing all the work.

Outsource to a Professional Lead Generation Agency

The quickest and most cost-effective way of getting new leads for your startup is to outsource the work to a lead generation specialist.

There is no more need to build complicated lists, spend resources on hiring marketing staff, and you benefit from the specialization and experience of the agency.

They can provide companies with email marketing, telemarketing, and even LinkedIn outreach options and packages that can bring in a consistent stream of leads.

Join Communities on Facebook

There is a lot of potential business on Facebook, and it’s the platform that almost everyone is subscribed to. Therefore, there’s a fine chance that your potential prospects are there.

The quickest way to jumpstart your Facebook marketing is to start by joining groups that are relevant to your industry. Once you’ve joined a couple of groups, the trick is to start engaging and slowly network with like minded individuals.

Bringing in new clients doesn’t have to be a daunting experience; there are a number of ways to jumpstart your startup’s growth 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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Reasons-Australian-(and-APAC)-Businesses-Struggle-with-Lead-Generation
Growth-Strategies-To-Expand-Your-Business-in-Australia
Reasons-Australian-(and-APAC)-Businesses-Struggle-with-Lead-Generation

Reasons Australian (and APAC) Businesses Struggle with Lead Generation

Reasons-Australian-(and-APAC)-Businesses-Struggle-with-Lead-Generation

Proper lead generation is critical, especially in highly competitive B2B industries in Australia, NZ and APAC, but a lot of firms find it hard to position themselves for success.

However, every challenge presents an opportunity for growth.

In this article, we explore the reasons why firms struggle with lead generation and what options they have to overcome these challenges.

The Lack of Adequate Strategies

One of the most common issues with lead generation is the lack of creative strategies to bring in new prospects for the company. However, this shouldn’t be an issue no matter how niche an industry is.

There are still plenty of mediums to explore and a lot of prior campaigns from different companies to draw inspiration from.

Companies that commonly face this problem might not have the specialization necessary for lead generation, and that’s perfectly fine.

Instead of trying to hire a creative team, there are many lead generation outsourcing partners that they could work with.

Undefined Audience

Sometimes, there could be effective marketing strategies in place, but firms might still struggle with getting leads. If this is the case, there could be a mismatch between the material and the audience.

An undefined audience will result in campaigns that target a broad array for prospects, which is terribly inefficient.

Defining the audience is one of the foundational building blocks of lead generation because it helps marketing teams narrow down to the ideal customers. Teams don’t have to waste resources trying to convert audiences with no interest in the product, so they can both save time and effort.

Data

There are different kinds of leads, but what matters are qualified leads that come with additional data so that marketing can work wonders. Lead generation relies on high-quality data not only to ensure that prospects can be contacted but also for personalization.

High-quality data is used to study the prospect and make critical decisions on how to understand and approach them.

Without good data, personalization becomes difficult, and campaigns become inefficient. However, good data is either expensive or hard to obtain, but it’s worth the effort.

The Lack of Personalization

Back in the day, promotions could be directed at the mass market and still have prospects coming in, but that doesn’t work anymore. A general CTA on generic sales emails won’t cut through the chatter that prospects see every day, and the lack of personalization is not unacceptable.

Prospects want to feel catered to, and this doesn’t mean creating custom solutions that are just for them (but if a firm can, then it should), sometimes all it takes is a message that is specially crafted for them.

This could be a message that resonates with their industry, free resources that can help with a particular problem that they are facing, or even a personal note from a sales manager, the effects are powerful.

According to HubSpot, more than 20 percent of marketers say personalization has the ability to improve email engagements, and they go on to say that it is one of the biggest challenges of ABM.

Aligning the message with personalization can have a dramatic impact on firms’ lead generation, but it won’t be easy in the beginning. The goal is to keep trying regardless.

Automation

One of the biggest struggles that companies have with lead generation is keeping up with campaigns and inquiries on different mediums. As more campaigns are added, and more inquiries come through, it becomes increasingly difficult for a marketer to stay on top of things.

This is where automation comes into play.

Automation removes the human element out of repetitive tasks and can save a company a lot of valuable time and resources. Online campaigns can be set to automatically follow-up leads if they’re unresponsive, chatbots can be deployed to answer basic queries on a company website, and it can help a company with measuring marketing metrics.

Measuring Campaigns

While on the subject of metrics, another challenge that many companies face is finding the right metrics to measure the success of the campaigns. Metrics allow a company to be flexible with their marketing campaigns and save money on ones that don’t work.

Lead generation in Singapore can quickly get expensive, and without proper feedback, companies might be spending a lot of money on a losing strategy. Proper metrics allow firms to A/B test, check success rates, and more importantly, learn about customer behavior.

There is no one-size-fits-all approach to metrics, as different industries and companies have different goals and objectives. Looking for the right metrics to use, such as sessions, minimized bounce rates, etc., is dependent on what the companies goals are.

Furthermore, if the lack of metrics could spell trouble for a marketing team, using the wrong ones pose a significant threat as well.

Expertise

Finally, one of the biggest reasons that firms struggle is the lack of expertise in lead generation.

Firms have the option to work with lead generation experts that specialize in fields such as appointment setting to maximize their specialization.

In this way, firms can concentrate on their specialization, creating a superior product (or service), save money on having to train a marketing team, and benefit from real lead generation experts.

By identifying unique challenges, firms can adapt their current strategies or outsource their lead generation to shoot for maximum 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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Growth-Strategies-To-Expand-Your-Business-in-Australia

Growth Strategies To Expand Your Business in Australia

Growth-Strategies-To-Expand-Your-Business-in-Australia

Australia is a major destination for foreign investors, and it was even ranked as the world’s eight most attractive destinations for foreign direct investment back in 2018. 

The country offers significant opportunities for foreign investment in a range of sectors, including agribusiness, mining, and minerals processing renewable energy, medical technology, and wealth management. Investors regard Australia as an excellent place to invest because of its population growth, highly skilled workforce, strategic location, strong record of economic management, and stable governance and regulatory environment.

Whether you’re still thinking of opening a business in Australia or are already an operating one, growing your customer base and further expanding your business is always going to be a major concern. In fact, it is going to be the base of your business’ success and of course, it comes with great challenges.

So here are some practical strategies to help you grow your customer base and expand your business. 

Know Your Customers

You have to understand your customer’s needs and develop products and services that will meet those needs. One of the best ways of gaining insight into your customers is by personalizing your service and encouraging them to provide you with their honest feedback. 

Nurture Existing Customers

It’s important to have strategies in place that will nurture your existing customers. These may be as simple as staying in contact with them via newsletters or even by just letting them know about any promotional events you might have ahead of time.

At the same time, look for opportunities to get more work and build your customer base. Also, make sure that you find the right balance between nurturing customers and finding new ones. 

Attend Networking Events

Make yourself available and invest time to build your networks. After all, it’s not just about what you know but also who you know.

By attending networking events, it allows you to build relationships with other people and encourage them to refer customers to you through word of mouth. 

Giving Back To The Community

It’s important that you build brand awareness in your local community. It is a great way to easily attract new business and of course, new customers. Consider hosting sponsorships or participating in a community event to raise your business profile. The more visible you are to your potential customers, the higher the chances of making new connections which can turn into leads. 

Social Media

Social media is a powerful tool, if not, the most powerful one that will help you promote your business to your potential leads and gain valuable insight through social listening. Through social listening, you can find out what your customers are saying about you and you can gain insight into their behavior, identify keywords and trends that appeal to your target market as well as to improve your customer service. Social media is a great tool to help you build your business profile and attract new potential customers.

Refine Your Strategy As You Go

Make sure that you monitor where your customers are coming from so that you’ll be able to measure whether your marketing strategies are successful or not. Don’t hesitate to experiment to see what works best for you. Refine your approach as you go along if you see that something is not working and focus more time on activities that achieve the best results.

Conclusion

There is always room for improvement, so it’s important that you keep on the lookout for opportunities to try out something new or keep yourself updated with the latest growth and marketing trends so you won’t be missing out. We hope that these growth strategies, no matter how simple they may seem, are going to help you further expand your business.

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+.

Where-and-How-to-Find-Potential-Clients-for-Your-New-Startup
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How-to-Turn-Your-Contact-List-Into-Qualified-Leads

How to Turn Your Contact List Into Qualified Leads

How-to-Turn-Your-Contact-List-Into-Qualified-Leads

Whether you have a small or large segment of cold contacts, you can be sure that you’re leaving a lot of potential revenue on the table. Once you’ve tried-and-tested marketing strategies to gain new contacts, you also need to take action in order to convert these contacts into qualified leads. 

From the point of your business bottom line, new contacts are only valuable if you can convert them into paying customers, so it’s crucial that you get this part of your marketing and sales process right. 

Here are some tips that will help you convert your contacts into qualified leads. 

Act now

Your contacts don’t like it if you keep them waiting. When you delay reaching out to your contacts, they will quickly lose interest, and worse, they might even jump aboard your competitor’s ship instead. 

Having a good CRM can help you in keeping track of your contacts so that their interest won’t end up forgotten and abandoned. If you’d rather stick using the simple email system to manage new subscribers collected through your website, you can try directing messages from these contacts into a priority inbox instead of the general primary inbox so that they can be attended to ASAP. 

Structuring your sales team

There are two crucial tasks your sales team has to do:

  • Relationship management with existing customers
  • Covering new contacts

These aren’t easy feats to do, so to make it easier for your sales team to balance these two tasks, you may find it helpful to create two sub-teams. One focuses on acquiring new customers while the other one handles existing customer relationships.

Another way that you can handle this is by dividing your team according to the different industries in order that each sales rep gets to handle specifics, which in turn makes it much easier to handle. 

Following up

It isn’t uncommon for contacts not to respond right away after you reach out to them. This doesn’t mean that you simply wait for them to get back to you. Take the initiative and try calling them another time or send another email. The possibility of them just being busy is a valid option. You should also try to increase your connections with leads as much as possible. For instance, during a sales call, you can simply ask them if you could add them to your mailing list as a means of keeping in touch with them. 

Data to understand conversion process

Data can give you a great understanding of how well your process for converting online leads are performing. Use analytics software to create dashboards that show how many leads are entering your CRM system at each stage of the sales funnel and how many of them are eventually going to convert into sales qualified leads.

When your data is clearly presented on your dashboard, you’ll easily see which parts of your sales funnel are leading leads. This will allow you to focus your attention on reaching out to leads who are more likely to convert. 

It’s important to remember that your data is an integral part of your regular sales meetings to give every member of the team an overview of what the current situation is and allowing them to suggest ideas to convert leads from a particular part of your sales funnel. 

Conclusion

By efficiently structuring your sales team and carefully using data, you can improve your conversion rate for online leads. The only word of caution I’ll leave you with is to always remember to turn your focus around and away from the product or service approach and direct it to a problem-solving approach instead. 

Finally, keep in mind that your responses should both be rapid and appropriate for your lead’s position in the sales funnel in order to be successful.

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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Winning-Sales-Tips-for-Phone,-Email-and-Social-au

Winning Sales Tips for Phone, Email and Social

Winning-Sales-Tips-for-Phone,-Email-and-Social-au

Buyer behavior is always changing, and because of that, salespeople also have to constantly adapt their sales outreach best practices accordingly. It’s not enough to rely on the traditional sales outreach methods that we are used to anymore. In today’s world, B2B decision-makers are flooded with messaging from all channels, and it has become even more difficult to break through the noise and reach out to customers.

It certainly does make successful sales outreach harder to achieve, but that doesn’t mean that outbound strategies don’t work anymore as it is still an integral part of your sales strategy. All you have to do is learn how to use them correctly. So, if you want to drive in results from your B2B prospecting, you will have to build a consistent and personalized outreach strategy.

Working in sales, we all know that our main outreach channels are:

  • Phone
  • Email
  • Social

In order to close successful sales, you have to improve how you utilize these channels in order to drive in more sales. Here are some helpful sales tips that have proven themselves effective time and time again.

Phone Calls

The telephone is still one of the most effective selling tools that we have on the market today. Utilizing this tool takes more than merely getting your prospects on the line. You have to be able to grab their attention and earn their trust. Here are some tips to help you along.

Proactiveness

Instead of focusing on saying what your prospects may want to hear, focus more on being proactive in order to really grab their attention. When opening your next call, try to open it instead by describing some of the challenges you’ve seen in their respective marketplace. This is the best way of finding out if they are struggling with the same frustrations. Also, talk about a problem you’ve either seen them or one of their competitors face.

By doing this, you show them that what you offer is something that is valuable to them in a matter of just a few seconds into the call. Don’t be afraid to take risks by changing up your approach and asking more probing questions. The more you do this, the more your prospects will see you as someone they come back talking to for their own benefit which in turn will increase the chances of you helping them move forward in their buying journey.

No-No to Callbacks

Salespeople often hear their prospects say that they’ll call you back if you give them your contact details. However, don’t expect to get one. Making a callback will require extra effort on their end and it’s too big of a barrier between you and your prospect.
The best way to go about this is for you to follow up on them in a way that will make them respond even when they’re busy. This will be where your Email comes in (which we will discuss in more depth in the next point). Remember, your goal is for them to get back in touch with you, and the easiest way to do that is to follow them up with an email because they are most likely to open it and read.

Email

Email is still proving itself as effective as ever despite the many new sales strategies popping up. The way sales emails have evolved over the years has certainly changed the game, but to ensure that you have a successful sales email it takes a little more than just a well put together email. At the end of the day, we have to realize that our prospects are people as well. As humans, we are hard-wired to respond more positively to certain types of messaging and especially certain words.

Here are some simple yet very effective ways to improve your way of messaging which will enhance your connection with your prospects.

Be cautious of your words

Little adjustments to how you word your emails will make the biggest difference. Instead of making them feel taken aback by saying that they’re going to have a lot of responsibilities in your partnership, provide them with a sense of freedom instead of saying that they’ll have a lot of control over the project. Both sentences essentially mean the same thing, but they each evoke a different feeling by how they are worded. This way, they’ll actually look forward to working with you.

Short and simple

No one, not even sales people themselves, wants to read a multi-paragraph sales pitch that is littered with complicated jargon and abbreviations, and yet many salespeople still use big words over and over in their emails. This will only lead you to lose people instead.

It’s important to keep things readable in order for your prospects to be able to easily digest the information and take action faster. Make sure that your key points and preferred CTAs are clear, even better when you highlight them in bold.

Social

Social media has provided brands and businesses with a platform to engage their customers for years and years to come. But instead of merely nurturing your relationships with only existing customers, you can also use your social media platforms to find and convert valuable leads.

Track results of your existing social selling efforts

The best way to better sell is by learning your existing sales efforts. It’s best to collect insights from your current efforts and see what is effective and at the same time what is not effective. Then, based on your collected data, ask yourself what you should be doing differently and what you can do better.

For example, you may be tracking the activity of your social media referrals and found that a majority of them leave within seconds. This might be a sign that there might be something wrong with your landing page, and you should take a closer look to see how you can improve it.

Success Stories

When your company is providing exceptional services to your customers, you don’t just want to highlight some impressive features of your products and services yourself. Your prospects will trust your product/services more when they are backed up by powerful testimonies from your existing customers themselves.

So, use your social media platform to showcase their success stories which will be proof that you can back up your claims. Do this by sharing links to their success stories that you have published on your site, or you can create graphics and videos of your customers giving their testimonies and post them. Be creative with it!

The Takeaway

Landing winning sales using these three channels isn’t and shouldn’t be complicated. As you can see, these tips are quite simple but are tested and proven to give you better results and close more sales. We hope that these tips will serve as a guide, but of course, it’s always best if you can put your own twist to them and customize/personalize them however you want.

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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Expanding-Your-Business-Across-APAC-and-USA-Through-Lead-Generation-AU

Expanding Your Business Across APAC (and USA) Through Lead Generation

Expanding-Your-Business-Across-APAC-and-USA-Through-Lead-Generation-AU

So, you’re thinking of bringing your brand overseas. Taking your brand overseas is definitely appealing, and it attracts many entrepreneurs who are more than willing to jump at the chance. However, you also have to understand that going global, especially in APAC and the US, comes with its set of challenges. 

You have to consider building a new customer base, educating yourself on new laws and regulations, partnering with the right people, and so much more. Back then in order to be able to establish a global reach, you’d have to physically open a shop and navigate your way around foreign soil. Now, any business is able to claim to have a worldwide presence without even setting foot in the places where their customers are.

In order to achieve a strong reach over to APAC (Singapore, Malaysia, Australia, etc.) and the US, you have to develop a sound brand expansion strategy first as this allows you to clearly define the image you want your potential customers to equate with your company and services, as well as also set your products apart from the ones your competitors offer.

Let’s look at the ways lead generation helps you expand your business further into APAC and the US. 

Modern Lead Generation

A great way to expand your business in other countries is through lead generation. The lead generation process now looks nothing like it used to 30 or 20 years ago. Thanks to the rise of the internet, the way brands can reach out to potential customers has greatly changed for the better. So, that alone is a great leap into your journey to expanding to foreign lands. 

The Power of SEO

There is a shift from finding to being found due to the abundant information available on our fingertips which makes our buyer quite self-directed. They invest their time doing their own research, actively looking for brands that offer them the right solutions. So, when you work on your SEO, make sure that you use all the right keywords that your potential customers might type on their search bars.

Maximized Online Presence and Outreach

When utilizing your different social channels, do your prior research as to which specific channels are predominantly used by your target prospects in the specific countries you want to market to. Thanks to digital transformation, businesses can use everything from blogs and Facebook posts to SEO and even pay-per-click advertising to capture target audiences’ attention.

LDR

Expanding and setting up your brand globally is pretty much akin to a long distance relationship. Lead generation used to be about initiating interest for ultimately closing a sale, but now, customers expect engagement with brands. A two-way communication and meaningful interaction is crucial to expanding your brand, and that’s exactly how lead generation and nurturing help you not just sustain your client relationships in other countries but also widen your scope of influence. 

The Takeaway

Doing business abroad without physically setting camp there can be quite challenging. However, by having the right strategies and tools, and most especially integrating proper lead generation, you’ll definitely see your brand flourish. By putting a heightened focus on your overseas relationships and making sure that you nourish them, your growth is very much ensured.

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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Are-Lead-Generation-Companies-Worth-It

Are Lead Generation Companies Worth It?

Are-Lead-Generation-Companies-Worth-It

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

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

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

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

Target Market

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

Database Availability

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

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

Nurturing Leads

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

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

Cost Efficiency 

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

Conclusion

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

Author Bio:

Dara Lin

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

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Drive Sales Growth with Lead Generation and Webinars

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

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

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

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

The Objective

The firm had four campaign goals:

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

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

Customer Profiling

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

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

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

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

Marketing Collaterals

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

Email Campaign

Four distinct email templates were used in the campaign.

The General Invitation Email

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

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

The VIP Email

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

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

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

The Referral

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

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

The Follow-up

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

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

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

Telemarketing Campaign

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

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

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

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

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

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

Social Media Campaign

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

social-profile-setup

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

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

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

Landing Page

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

landing-page-setup

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

Tools

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

The Results

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

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

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

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

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

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

Whichever option you pick, what’s critical is to keep lead generation ongoing to guarantee your company’s growth, even in these times.

Author Bio:

Dara Lin

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

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Steps to Better Sales Discovery Calls

Steps-to-Better-Sales-Discovery-Calls

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

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

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

 

Research

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

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

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

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

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

Prospects Need a Familiar Reference

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

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

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

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

Listen. Then, Listen Some More

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

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

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

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

Give Them Free Advice

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

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

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

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

The Turnover Is Important

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

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

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

End the Goal With a Tangible Objective

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

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

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

Lead Nurture

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

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

 

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

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

Author Bio:

Dara Lin

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

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

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

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

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

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

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

 

Pay Attention to Your Website

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

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

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

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

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

Virtual Events Are Becoming the Norm

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

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

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

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

Change Your Message

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

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

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

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

A little humanity during this time doesn’t hurt.

Invest in Creating Media (And Social Media)

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

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

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

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

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

 

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

Author Bio:

Dara Lin

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

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Top Lead Generation Tips for Niche and Specialized B2B Industries

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

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

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

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

 

Top-notch Content

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

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

Get Into Webinars

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

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

Social Media Interaction

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

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

Landing Pages and CTAs Maximized

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

Step-up with Video Marketing

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

Account-based Marketing

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

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

 

Conclusion

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

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

Author Bio:

Dara Lin

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

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