Sales-Tools-that-Will-Help-You-Sell-More-in-2021

Sales Tools that Will Help You Sell More in 2021

Sales-Tools-that-Will-Help-You-Sell-More-in-2021

Sales is continuously evolving.

There are always new tools and resources that are being developed to help organizations get ahead of the competition.

In this guide, we take a look at the top tools and resources to take your sales to the next level and amplify your growth this 2021.

LinkedIn Sales Navigator

LinkedIn is the largest professional social network in the world with close to a quarter of a billion active users. It’s a potential goldmine for any B2B organization and it’s a medium that your sales team should be working heavily on.

LinkedIn Sales Navigator is LinkedIn’s own prospecting tool that gives you access to advanced filters when you’re on the hunt for clients.

What we love about Sales Navigator is that you can use it to finetune your prospecting to specific criteria that helps you create more targeted lists.

You get access to prospecting via geographical area, company characteristics, occupation, education, etc.

It’s a pretty powerful way to jumpstart your ABM efforts with a limited budget especially if you’re putting in some work towards improving your LinkedIn conversions.

Zapier

Cutting down on repetitive tasks is one of the best ways to save time and refocus your energy on the growth of an organization. However, it can get difficult if you’re trying to automate tasks from two different apps that depend on each other.

Enter Zapier, this all-in-one automation tool lets you create “Zaps” that allow you to set a trigger on one app that causes another to do something else.

Say you want all your emails coming through to have a record on Google Sheets and Trello, or if your LinkedIn posts are updated every time you post on Facebook. Zapier allows popular applications to trigger actions on different apps to make automation easier.

HubSpot CRM

A CRM tool should be at the heart of every sales and marketing department because it can help streamline operations, track performance, and increase productivity.

HubSpot CRM achieves all of these goals plus more.

It has all your standard CRM features as well as the ability to log every customer interaction that your prospect has with your campaign. This gives sales teams that ability to know how far a customer has been nurtured.

It has integrations with popular applications and, for tracking, its dashboard UI is clean and provides you with the metrics that you need.

They also provide a free version that you can try out.

Calendly

Teams – especially remote ones – often have difficulty with scheduling appointments because of complicated time slots and varying schedules, but tools like Calendly aim to simplify the process.

With Calendly, you can mark off the dates and times where you’re available, and you can quickly send a link with that calendar to a prospect.

Once the prospect clicks on that link, they can choose a time slot that works with their schedule and book it.

What’s great about this is if you’re running a massive outreach campaign, you don’t have to plot individual schedules with each client. Once someone books a slot, it blocks it so that the next people viewing the schedule will only have access to the other times you are free.

It is one of the simplest automation tools that you can use to streamline appointment setting and reduce the mental workload of having to book meetings manually.

Hunter.io

This app is powerful when it comes to looking for verified emails.

All you have to do is to type in the first and last name of a prospect, followed by their company name, and it will pull out their official email.

This is great for lead verification and providing richer leads for sales personnel to go after. One can easily turn a normal prospecting list to an email marketing list using this tool.

There are plenty of alternatives to Hunter.io, but it remains to be one of the more popular choices out there.

Hotjar

We’re all familiar with Google Analytics for tracking behavior across the web properties that we manage, but if you want something more specific, you should consider adding Hotjar to your toolkit.

Hotjar is a heat mapping software that allows you to check which parts of your landing page or web property are getting the most engagement from your prospects.

So wherever the user hovers their cursor on or spends the most time on their page will appear come up in a “hotter” color.

This allows marketers to up their conversion rates on properties that they already own.

There are a lot more tools available out there that will help your sales team bring in more appointments and empower your lead generation. However, the ones here are easily deployable and can be used with any current campaign. On the plus side, they also have a quick learning curve.

So, take your sales to the next level with these tools!

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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Social Selling That Actually Works

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Social selling is a powerful way to sell.

Platforms such as LinkedIn and Facebook can be leveraged to create campaigns that can target prospects because they are non-threatening and easy to work with.

In fact, companies with no social selling are missing out on a wealth of opportunities.

In this guide, we take a look at social selling that actually works.

Your Ideal Audience

The first step in social selling is the same as in other marketing strategies, knowing your audience.

By being able to target ideal customers, marketers can narrow down their searches and be more efficient with the marketing resources that they have.

An ideal customer/audience should be identified using factors such as their industry, geographical locale, age, job title, average income, etc.

However, it doesn’t just stop there.

The next step is to properly segment these lists, to create more personalized messaging that can resonate with the targets.

Ideally, LinkedIn is the best platform for social selling due to it having the largest number of professionals on board. However, social selling is also applicable in other platforms such as Facebook.

On LinkedIn, tools such as their Sales Navigator can be used for targeted prospecting.

However, this shouldn’t stop a marketer from using other third-party prospecting tools or employing a specialized agency to help them out.

Creating Messaging That Converts

Let’s break down messaging into two parts.

  • Outreach Messages – conversations that are started to reach out to targets on a platform
  • Posts and Activity – this can be anything from infographics, white papers, lead magnets, etc.

Creating messaging that converts involves marketers focusing on one main question: “does the message appeal with the intended recipient?”

If it doesn’t, then it’s back to the drawing board for marketers.

Personalization and tracking metrics is what counts, one has to make sure that messages that don’t work are switched out immediately.

Another important note is that messaging shouldn’t be too pushy, one can’t pitch in the first message nor should they immediately overwhelm their clients with offers.

Lead nurturing before and after the pitch matters.

Building Activity

Another aspect of social selling that isn’t frequently discussed is the amount of activity that one should have on any given platform.

The short answer: a lot.

Engagements

Normally, it’s highly recommended to spend at least one hour per working day engaging with potential prospects and posting replies on the platform of choice, whether it be Facebook or LinkedIn.

It works because it “warms up” accounts so they won’t be flagged as spammy by social algorithms, and it also shows potential prospects that a seller is friendly, outgoing and approachable.

In addition, there is the benefit of increasing the surface area of a seller’s campaign by having comments/likes in front of more eyeballs instead of just relying on individual posts or outreach messages.

Actual Posts

The real purpose of posts is to use them to nurture leads that have already been messaged. 

How often should marketers be posting? At least three times a week is a good number, with three posts, there is no way that prospects could miss out on seeing a post after they’ve gotten an initial outreach message.

Creating a Multichannel Workflow

Social selling shouldn’t involve just one channel even if efforts are concentrated on a main one.

Here’s an example.

If LinkedIn is being used as the primary channel, marketers can retarget prospects via Facebook custom audiences, and hit them up with emails afterwards.

Spreading the surface area enhances lead nurturing efforts and allows prospects plenty of avenues to communicate back.

The caveat being that a marketer shouldn’t go overboard or it can oversaturate the prospect.

Converting Social Profiles Into Funnels

Once a prospect becomes interested in what a brand has to offer, there’s a high possibility that they’ll end up on the seller’s profile.

Now the time that they spend on the profile is absolutely critical to converting.

They can either be motivated to continue their interest in the brand or be turned off by the lack of information and appeal.

This makes profile optimization absolutely critical, especially on platforms such as LinkedIn where social selling is the norm.

Now discussing profile optimization varies from one platform to the next, but here’s a quick list of what marketers have to keep in mind:

  • Header images and photos have to be utilized like banner ads to take advantage of visual real estate
  • “About” information has to contain marketing copy, contact information, relevant keywords, and CTAs for maximum conversion
  • Social proof has to exist in the form of engagements from other people – on LinkedIn for instance, people can get recommendations for their work making this process easier

A social profile is a landing page and it should be treated as such.

Social selling is a great addition to any marketing strategy because it doesn’t require a lot of resources to start. It’s cost-effective, easy to deploy, and measurable.

In the new normal, it’s one of the best ways forward to bring in growth to 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+.

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How To Sell Niche B2B Products with Content Marketing

How-To-Sell-Niche-B2B-Products-with-Content-Marketing

B2B content marketing comes with a host of challenges. The niche technology, long buying cycles, and lack of low-competition, high-volume keywords can make it hard to gain traction. And yet, there are plenty of B2B teams using content to build revenue and strengthen their sales cycles, showing that content marketing can pay dividends for B2B companies.

In this post, we take a deep dive into proven strategies and tactics for creating a successful B2B content marketing campaign, and we’ll cover examples of companies that have successfully applied these methods.

Crucially, B2B content marketing may work with a strong focus on organic traffic generation through blog posts. Organic search is the lifeblood of B2B content marketing. By providing quality content, you can establish your company as a reliable and trustworthy resource. B2B content marketing plays the long game: When your company consistently comes up in searches and provides valuable solutions, people may eventually want to work with you.

Movement-First content to garner attention

One main goal of B2B content is to build credibility with key decision-makers. Movement-first content—thought-leadership—is a great way to get the attention of industry leaders.

Have fun and be creative. Movement first content is where you get to take contrarian perspectives, coin your own keywords, and define your own trends. The goal is to make it known that there is a better way to operate, and you are going to use your expertise to show others the way.

Thought-leadership content also humanizes the company. These pieces generally lean on personal experience and anecdotes, and they can be a perfect way to showcase yourself as a thoughtful and relatable person. Doing so can be a huge boon for hiring.

Nowadays, people don’t just want a paycheck; they also want to work for interesting companies that stand for something. Movement-first content can help you attract top talent and build your brand recognition.

Gated content to generate leads

Gated content—eBooks, downloadable templates, white papers—feeds the B2B sales funnel by capturing leads. Some folks have even started to create gated video content, and they are seeing tremendous results.

Gated content is a great way to identify individual customers’ specific pain points and define your future relationship with them based on that information. By tracking the open rates of the gated content and reaching out to engaged users with an email drip, the sales team can identify hot leads and open a more direct sales process.

Partner with Industry Publications to Reach Relevant Audiences

Top B2B content marketers are always thinking of ways to reach relevant audiences without relying solely on search traffic. One way to reach interested audiences is to target established, industry-accepted channels for distribution. Find out where industry decision-makers go for their information and then build relationships with those distributors.

B2B distribution channels could include the following:

  • Industry publications per sector
  • Industry platforms
  • Niche forums or threads

Don’t underestimate Organic Traffic

While product-focused or innovation-focused keywords may be little searched, related keywords focusing on problems and pain points may still be available for your brand. Often, content marketing is about focusing on the long tail—put in the work now, and it can pay dividends down the road.

Webinars

Webinars are online events or presentations held live on the Internet. They allow organizers to interact remotely with their audience via video. Webinars have extremely high conversion rates and are considered the best content format to drive qualified leads. An average of two to five percent of attendees will commit to purchase during a webinar while between 20 and 40 percent of attendees become leads. 

Research Reports

Research reports are aggregate data and summaries gathered from surveys, market research, market analysis, and qualitative research. It is usually used in STEM and big data-related industries. Research reports help to synthesize a wide array of data into actionable insights and conclusions.

Conclusion

There are thousands of B2B industries that seem too complex or too niche for content marketing. In reality, content can still be used to generate leads and customers—it just requires a different strategy to create and distribute content in the right way.

Author Bio:

Dara Lin

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

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6-Ideas-to-Engage-and-Convince-Indecisive-Prospects
6-Ideas-to-Engage-and-Convince-Indecisive-Prospects

6 Ideas to Engage and Convince Indecisive Prospects

6-Ideas-to-Engage-and-Convince-Indecisive-Prospects

One of the biggest challenges sales organizations face is securing customers who aren’t ready to buy. Maybe they’re considering a competitor’s offer or having internal issues that are delaying their decision-making. Whatever the case for their indecision, your goal is to convince these prospective customers to eventually buy from you.

To accomplish this often elusive task, you need to be savvy about the way you follow-up and deal with prospective customers. Here are our top keys to guide you in this feat:

Set a Deadline

Some clients only make decisions if we set a deadline. It’s important to recognize early on that there are many reactive organizations out there. Come up with extra services, upgrades, and  more coaching. However, only if they can make a decision by a certain date. And it works. Just the fact that you are offering something that expires soon may well drive prospects into making a decision.

Multiple Touchpoints

Email is the easiest and quickest way to follow up with prospects, but don’t limit yourself to one form of communication. When following up, you can reach out with a phone call, through snail mail, or by sharing a video link. All of these give you a better chance of engaging prospective customers, increasing their likelihood of buying.

Building Prospect Trust

While the ultimate goal of following-up on your prospects is to close sales, your messaging to indecisive customers needs to exceed just selling. No prospect wants to constantly be barraged with messages that scream “buy my stuff.” What you should do instead is to use the follow-up as an opportunity to establish yourself as someone they can trust. When they are finally ready to make their buying decision, they will be more likely to buy from you since you already have an established relationship by then.

Follow-up Timeline

Set a follow-up timeline based on your typical sales cycle. Let’s say if the typical sales cycle is one month, perhaps you should follow-up with your indecisive customers twice per week for the next four weeks, once per week for the following two weeks, and then monthly for the next 12 months.

Most importantly, don’t give up. You’ll be surprised how effective reaching out to a prospect six months after your initial contact can be. Most importantly, because your competitors will rarely follow-up with indecisive customers for that long, you’ll often be able to close sales without any competitive pressure.

Follow-up System

It’s important to establish a system, particularly with follow-up sequences that last many months or even years. Without systems in place, it’s too easy for someone to drop the ball and for necessary follow-ups not to get done. This can range from simple follow-up alerts in your CRM system to hiring a marketing manager whose sole focus is helping sales staff secure more sales from follow-ups.

Reassure Nervous Customers

When you feel any indecisiveness in your customers about the longevity, quality, the material used, mention to them examples of the products, maybe a sample product, or talk about comparable or very much alike projects and build a trust base with them. This will counter the indecisiveness from moving in.

Set Realistic Expectations

Customers will always have very high expectations for the product or service they are paying for. It can be in terms of timeline or budget. It’s really essential to set expectations right with the customers right from the start and keep it honest with them.

Conclusion

In today’s competitive business world, it’s all too common for buyers to delay making a decision. Those firms that can leverage this fact via effective follow-up will dominate their markets. Remember the old adage — you can’t improve what you don’t measure. Measure the effectiveness of your follow-up campaigns. Determine what’s working and do more of it. Likewise, fix or refrain from continuing the efforts that aren’t yielding results.

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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ABM-Sales-Strategies-for-Scaling-Businesses

ABM Sales Strategies for Scaling Businesses

ABM-Sales-Strategies-for-Scaling-Businesses

Account-based Marketing is a significant investment if you expect to see results.

Your whole sales and marketing team need to be on board. The majority of your resources will be directed towards the accounts you’re targeting.

No matter how much you strategize, plan, and painstakingly review your campaign details, one thing is always certain: one day, those tactics won’t work.

It’s crucial that you continue to invest in new tactics if you expect your ABM campaigns to deliver results in the long run.

In this article, we’ve put together some of our favorite account-based marketing tactics for B2B sales and marketing teams. You’ll be able to use them to get noticed by your prospects and get ahead of the competition.

So, without further ado, let’s jump in.

Use Intent Data To Find In-market Buyers

Would it be useful if you had a way to identify which of your target accounts were actively looking to purchase?

Intent data can show you exactly that.

You’ll have the ability to identify companies who are actively searching for solutions like yours online, and be able to reach out before your competition has the chance.

Intent-based marketing is only going to increase in popularity as more sales and marketing teams realize its potential.

It’s also particularly useful when creating your target account list, as you can assess how likely accounts are to convert depending on the buying signals they display.

Build A Strong Foundation With Your Target Account List

Being able to focus on accounts that are a perfect fit for your solution is one of the most significant benefits of using ABM in the first place, so it makes sense to take a step back to consider your TAL before launching a campaign. Your target account list is going to guide all of your actions, and your final results will depend on how relevant your target accounts are.

To make the target account list selection process more manageable, considering using a B2B data service to help you identify companies that match your ideal customer profile. Choosing companies that match your ideal customer based on aspects such as their firmographic details, or technographic details, is an excellent first step.

If you ignore the importance of creating a detailed, accurate Target Account List, you’ll pay for it later with low conversion rates and poor campaign engagement.

Use Content Syndication To Warm Up Leads

Cold outreach is used in almost every ABM campaign, but it can have mixed results.

Consider using content syndication to warm up leads before your sales team engage with decision-makers to help educate them on the problem you solve.

This can be done through a simple email, a phone call, or across social media.

Put your most useful content in front of your prospects and help educate them on how your business can help solve their most pressing issues.

If you start your ABM campaign by providing value, decision-makers inside your target accounts will trust you and your company more than if you were reaching out cold.

Send Personalized Cold Email Campaigns

Cold email is still an effective way to get in front of decision-makers within your target accounts.

It’s tempting to load up 500 contacts into your CRM or other cold email software and send out a blast campaign. The problem with that is you lose all elements of personalization. It can work, but if you’ve invested time into building a relevant target account list, you’ll want to slow things down. The whole premise of ABM is to enable you to personalize your messaging to every account.

Take your time to personalize every outreach email you send. Your results will be far better than if you didn’t.

Create Custom, Personalized Content

The goal of all the ABM tactics I’ve mentioned above is the same. Start a conversation with decision-makers in your target accounts. However, too many sales teams lose the sale at the last moment because they forget to personalize their final interactions.

Consider taking actions such as:

  • Creating personalized sales decks
  • Sending prospects a unique case study that relates to their pain point
  • Create a slide deck showing exactly how your solution could work for them

You don’t need to reinvent the wheel, but do need to make sure your leads feel as if the sales experience is unique to them. If you can do it successfully, you’ll see a big uplift in SQL to customer conversion rates.

Publish Detailed Research

If you’re running ABM campaigns, it’s relatively safe to say your solution has a high ACV, and your sales cycle takes time.

You need to continually be proving to your target accounts that you’re a trusted player in your industry. One way to do this is to regularly publish unique research that adds value to your industry and positions your company as an authority.

This could be publishing whitepapers on the state of the industry, or publishing reports on strategies, industry pain points, or other relevant topics that you know your sales leads will care about. These can be used in your sales and content syndication emails as a way to provide value, and they’re likely to get shared by relevant people in your industry if the research is high-quality and unique.

These can also be used for lead generation, as you can gate content behind an email capture form and offer it in exchange for contact details. Your sales team can then follow up with everyone who downloaded and read your research to evaluate if they’re a qualified lead.

In Conclusion

You always need to be finding new account-based marketing tactics, if not, your campaigns will stagnate, and results will diminish with time.

These ABM tactics are going to help you approach your campaigns from a new angle, and interact with decision-makers in ways you may not have tried before.

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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Picking the Right Lead Gen Company for Growing Your Business in Australia

Picking the Right Lead Gen Company for Growing Your Business in Australia

Picking the Right Lead Gen Company for Growing Your Business in Australia

Lead generation is a serious undertaking, and not all businesses have the time to devote to bring in leads. This is why many businesses are turning towards lead generation companies as they may hold the answers to all their lead generation needs. 

Businesses turn to lead generation companies or appointment setting companies to help them bring more sales leads. This can be a good solution, but you have to make sure that you choose the right one. So if you’re thinking about outsourcing lead generation, be sure that you do your research first. 

So, today we’re going to talk about how you should pick and choose the right lead generation that fits your business. 

Lead Acquisition

The quality of the leads will tend to vary based on how they get them. For instance, if they have telemarketers calling people randomly to build a list of leads, those leads are most likely not going to be any good. If they have built out a comprehensive content marketing strategy that attracts potential customers, though, those leads are going to be more promising. 

Qualifying Leads

Essential questions you should ask yourself while selecting your lead generation: Do they call your prospects? Or do they just collect contact information through a form and send the leads directly off to their clients? Take a look at their process and try to determine:

  1. Will it generate the sort of leads you’re looking for?
  2. Will the leads be expecting you to reach out?

The best lead generation companies will have a conversation with your potential leads to make sure they’re a good fit for your business. 

Leads Exclusivity

You need to know if you will be the only one receiving the leads or do they send them to multiple companies? If the leads aren’t exclusive you’ll have to fight for them. We advise that you don’t buy leads like that unless you have a sales team in place who can handle the competition. 

Lead generation companies that provide exclusive leads charge more, but depending on your ability to follow-up, the bigger the price tag might be worth it. 

Shortlist The Well-known Organizations

In today’s world, there is an overwhelming list of options when it comes to companies or firms that are offering leads to B2B companies. However, an experienced company versus a newcomer will have a noticeable difference in the type of leads they sell, and how sustainable they are. Explore the reputation of shortlisted organizations by browsing their social media platforms, testimonials or feedback from previous clients on their website, and independent reviews published online on the different mediums.

Is the type of content on their website consistent and expressive? What kind of networks do they interact with? Do they offer fair and flexible budget plans? Are their customers loyal? These are the markers for a long-term business and more exposure to the market conditions means better results. 

Client’s Conversion Rates

Once you invest in a lead generation agency or firm, you should be getting returns that are linked to your business plans. The offered services must be able to fulfill multiple marketing goals and report back higher customer satisfaction rates. Take a realistic approach to measure marketing and sales efforts, both from the business’ side and the lead generation agency concerned. Keep being proactive about doing the things that are working well, and focus less on the things that aren’t helping much. 

Review The Guarantees And Terms Of Service

Before you seal the deal with a particular company, have a frank discussion on the kind of expectations you have in mind and what their services can realistically prove support for. It’s always great to hear from confident and capable professionals who give a results guarantee, but vague statements and an unclear plan of action are red flags for you to discontinue negotiations with them. 

Be sure that you create a frequent communication channel that specifies the format, and establish who will be the point of contact on behalf of your team. Being open to feedback is vital for the company to be successful with your projects, so be open in order to avoid any unnecessary misunderstanding. If things are going well, feel free to explore the possibility of longer collaborations instead of the current assignment. 

Conclusion

For many, the lead generation industry remains as unpredictable as ever, but there are many types of fish in the sea. To figure out which catch is the best suited to your requirements, your marketing and sales team have to do the necessary research and single out those organizations that are going the extra mile, versus unverified agencies that are profiting from random contact lists. 

Exceptional lead generation firms are pros at helping their clients master the market dynamics and create winning talking points that add to the brand. At the early stage, a business should take a closer look at the full scope of a specific organization and what exactly they can offer to expand in a new market, or streamline existing operations for better profitability.

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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2021 Lead Gen Strategies for Enterprise Tech Companies

Lead-Gen-Strategies-for-Enterprise-Tech-Companies

Besides the weird technological advances, there’s also been an increase in tools that make our work lives easier. Areas like sales, marketing, and customer service are benefiting from the rise of technological advances like AI, machine learning, and automation.

Generating high-quality leads has never been so important for B2B organizations — and the way we do it is evolving. Here, we’ve put together our top tips for executing the most effective lead generation strategies ahead of 2021. Use these ideas to fuel your plan and future-proof your new business strategy.

More personalized outreach with buyer intent data

Buyer intent data is aggregated data that provides insight into where people (and companies) are in their buying cycle. 

It’s like getting a bird’s eye view of where your prospects are going and what they are doing. 

Buyer intent data can super-charge the sales process by providing detailed information about what prospects are looking for so you can personalize your outreach efforts. 

For example, Leadfeeder gathers data about who visits your website and what actions they take once they get there. 

You might see that a company has visited your website five times in the last few weeks and read a blog post about enterprise tips, took a look at your service page, and viewed your pricing page for enterprise companies.

Stop relying on events for lead generation

Networking events have been a reliable source of new business leads for as long as every marketer can remember. The past few months have showcased that this won’t always be possible — and ensuring you have a plan B that caters to a digital-first and remote working audience is vital.

Put your website at the center of your strategy

For too long, B2B marketers have ignored the power of their websites. In 2021, your business website is the B2B equivalent of the high-street shop window. So, yours needs to be a central-focus of your strategy — a hub of engaging content that keeps your visitors coming back for more. You have access to a world of data — use it!

To generate the best leads, you need to know exactly who your audience is and what they best respond to. From your existing customers and your website

analytics, to your one-time website visitors and your digital marketing campaign results — you have a bounty of vital data at your fingertips.

Get savvy on social media

Social media can introduce you to thousands of new leads — so make your presence count. Boost engagement with stories and live videos; build relationships through influencer, affiliate and partner marketing campaigns; experiment with social selling and employee advocacy — and capitalize on this engagement by directing every post back to your website.

The power of personalization

With great data comes great responsibility — so if you know what your audiences want, you need to be personalizing your marketing output to meet their specific needs. Start by personalizing landing pages and URLS; segment your audience by industry, and embrace personalization software to deliver bespoke experiences at scale

Track your website performance and visitor behavior with analytics

If you’re not already using a website analytics tool, you could be missing out on hordes of opportunities to improve your site and engage your visitors. Analytics will help you see where your website needs enhancing, show you your best-performing pages, highlight your top referer channels and more.

Optimize your site for conversions

Using your analytics, implement a conversion-rate optimization (CRO) strategy that encourages each and every website visitor to convert. From the way your site looks and where you

place your calls-to-action, to the colors you use and the length of your forms, every element plays a crucial role in converting traffic.

Interactive content: the ultimate lead magnet>

Static content will soon be a thing of the past — with the demand for interactivity at an all-time high. Interactive content is a great way to generate new

business leads, especially if your website or product can’t offer on-site purchases. Increase engagement with surveys, quizzes, tool kits and more.

The Takeaway

Technology and software companies have to contend with long buying cycles, which can be difficult at every stage of the buyer’s journey. 

Generating leads is especially difficult with unique challenges and obstacles in the way, but in using these strategies as part of your bigger marketing strategy can help stretch the reach of your brand awareness to your target audience.

Author Bio:

Dara Lin

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

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How-To-Sell-Niche-B2B-Products-with-Content-Marketing
6-Ideas-to-Engage-and-Convince-Indecisive-Prospects
Social-Selling-Strategies-for-2021

Social Selling Strategies for 2021

Social-Selling-Strategies-for-2021

Every senior sales professional knows that social media provides a unique opportunity to connect with prospects and customers. Never before has the distance between seller and buyer been so short, allowing you to merge the worlds.

Social media and social selling have become integral parts of every reputable organization’s blueprint for sales success, but it doesn’t merely begin and end with creating a profile and uploading some posts.

Expert social selling is part science and part art form and when done correctly will help you shorten the sales cycle, nurturing your leads and boosting close rates compared to other tactics. That is because with social selling you can get right to the heart of why people buy and then meet them when they are at their most receptive.

In this article, we explore our top social selling techniques that will help take your sales efforts to the next level this 2021.

Create Relationships Not Sales

Nobody likes the idea of being ‘sold’ something. It makes customers feel like they have been taken advantage of or fallen prey to a salesperson’s skills and manipulation. Even if you have the best product or service in the world, a seller needs to create a relationship with prospects before making a sale.

This concept is especially true with social selling because people are inundated with offers on a regular basis. Be genuine, be a real person, and take the time to form relationships before trying to make a sale.

Serve Before Selling

Showing you are human and forming a relationship are great social selling tips, but expert sales pros need to provide value before someone is really going to trust what’s being said. Just because they may have opted in or shown some interest doesn’t mean they are saying “please sell me something.”

Serving before selling means giving away valuable information for free. It means solving problems and offering solutions without a dollar value attached. By thinking, “how can I help you?” instead of “what can I sell you?” will mean you are on the right track.

Take Time to Build the Foundation

You can’t be an expert unless you build a strong foundation for social media platforms. So many sellers seem to just create their LinkedIn, Twitter, Facebook or Instagram accounts haphazardly and end up not getting the most out of them.

Think of each one as a mini-website of its own and place relevant information in bios, profiles, and pinned posts so that potential customers will find it professional and will want to do business with your company right from the start.

Do Your Research

When you decide to reach out to another business via social media, take time to do some research beforehand. You don’t want to throw out some blanket pitch for each and every account contacted.

Even if you take five or ten minutes to research the company and its needs, you’ll be ahead of the game and will be able to communicate in a way that’s unique to that organization.

Interact Regularly

For social selling to be effective, you must interact with followers and connections regularly. Also, those interactions must be genuine and not seem forced or like you are pushing for the sale. Start conversations with your network and keep them going until they reach a natural conclusion.

It’s also essential to add value on a consistent basis and become a trusted resource in your industry. Offer solutions, provide relevant information, share success stories, give useful advice or have conversations about topics you have in common.

Continue the Conversation on Other Channels

Social selling experts don’t just limit their communication with a particular prospect to one channel. If you are connected on Facebook and interact there regularly, don’t think you can’t also be connected on LinkedIn or Twitter. Different platforms seem to have different feels or nuances, so go with the flow and connect on as many as possible.

You may find that a company appears more business-like on LinkedIn and more playful on Instagram. Take that opportunity to form a bond that encompasses a range of different thoughts and emotions and you’ll likely have greater success in meeting your objectives.

Don’t Neglect Existing Customers

In the quest for new sales and new revenue, it can be easy to neglect existing customers on social media, but that would be a mistake. Remember that it’s six times more expensive to win a new customer than to retain an existing one. If they have bought from your company once, they will likely buy again, but it can’t just be assumed they will.

For existing customers, ask more profound questions and take the time to nurture relationships to keep them feeling special. Look into their social media profiles and bios to get as much information about them as possible and keep them engaged.

Keep Profiles Up to Date

One of the social selling techniques that even experts tend to miss is keeping profiles relevant and up to date. You want your profile to be a place where any company or potential customer can visit and find out all of the relevant information they’d want to create or continue a relationship with you.

It must look clean and crisp, have updated media to reflect current offers, and provide value. Also, it mustn’t be complicated or challenging to get in touch if someone wants to reach out.

It’s also essential to ensure your image looks professional and makes a good impression. Company accounts may have the logo as the profile picture, but if you use an image of yourself, make sure it is in line with company values and looks like someone you’d want to do business with.

The Takeaway

Above all else, you need to exercise patience when it comes to expert social selling. Even with advanced metrics and analytics, building and maintaining valuable relationships takes time, and there is no ‘quick fix’ that will enable shortcuts.

You can use those tools to let you know what is working and what isn’t, but patience with the process is key.

These tips and techniques should help sellers across industries to harness the influence and power of social selling. The key is personalization, persistence, patience, and a positive attitude that looks to provide customers with solutions.

Author Bio:

Dara Lin

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

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How-To-Sell-Niche-B2B-Products-with-Content-Marketing
6-Ideas-to-Engage-and-Convince-Indecisive-Prospects
Top-SaaS-Selling-Strategies-for-APAC

Top SaaS Selling Strategies for APAC

Top-SaaS-Selling-Strategies-for-APAC

Trying to market SaaS platforms as though it is a standard B2B solution will likely fall flat in today’s crowded market. Since most SaaS platforms are so obsessed with lead generation, they often hinge on closing sales based on features and price gave the growing field of SaaS competitors. This is where refining your SaaS marketing tactics to minimize customer churn, optimize SaaS pricing, and grow your SaaS subscription business end-to-end.

The more your sales-ready messaging focuses on the future state of your ideal customer and how your SaaS platform solves those problems, the more likely your brand is to stand out from the crowd and convert a website visitor into a free trial on your SaaS platform.

The traditional SaaS marketing strategies from the 2000s are ineffective. needs new strategies that match the level of innovation found in these new services. While some SaaS growth hacking tactics may stem from more traditional marketing methods, the overall strategy deserves a fresh look given SaaS marketing is widely different.

So, let’s talk about the SaaS selling tactics you should be looking forward to incorporating into your strategies this 2021.

Embrace Content Marketing

SaaS is uniquely positioned to take advantage of SaaS content marketing as a primary strategy for growth. Potential customers that are most likely to adopt a new SaaS platform are those who may already be searching for a solution for their pain point online.

They often focus on features, instead of outcomes. Today, SaaS marketing is different and strategic SaaS marketers create and position pertinent content to answer the main questions potential customers are asking. 

Unfortunately, this isn’t as simple as creating a few blog posts. To compete in the crowded SaaS content marketing space, you need to be churning-out consistent high quality, persona-driven content that is not the only keyword optimized and offers value to your potential SaaS customers to help them sell your SaaS platform to their boss.

This shouldn’t be a problem for SaaS companies but commonly is, unfortunately. If you have done the work to create persona-driven content that speaks to relevant pain points, your SaaS platform is uniquely situated to write as a thought leader on the topic.

You should already know what questions ideal customers are asking because you researched their pain points and created a solution that helps them solve their specific problem.

Offer Free SaaS Trials

SaaS companies are in a unique position when it comes to using free trials, which can lead to new customers moving the needle with increasing recurring revenue. Depending on the exact product you are offering there is often little to no cost in allowing a potential customer to try out your offering.

There are no shipping or return shipping costs, so there is little to lose on this SaaS customer acquisition strategy. This is an opportunity to show off, not just your product, but your customer service and support. If the product is the right fit, you may see conversions to paid SaaS subscriptions happen with no additional effort.

The end of a trial period also offers the opportunity to reach out to gain valuable insights into likes and dislikes while they gave your SaaS platform a test drive and looked under the hood. This feedback is priceless, not just to your product team, but also to your sales and marketing teams.

Pay Attention to SEO

While optimizing your blog posts for relevant, high-value keywords is essential, you also need to evaluate your entire website for SEO. It is important to understand that SEO will get leads into your sales funnel, SEO does nothing to nurture leads into customers.

From that point of view, the ideal goal of SEO down the road is to increase rankings to get into the top three spots of Google search so that your SaaS company will not need to buy ads for those specific search phrases.

Understanding your primary audience and researching keywords is the first step, followed by reviewing all of your content and meta-data to improve your ranking. Also, don’t forget about the importance of backlinks to your search engine ranking.

Investigate ways to improve your domain authority by creating high-quality referrals and links. Instead of operating on assumptions, lean heavily on running testing experiments to be armed with insight and visibility that allows you to make data-driven decisions in support of your broader content marketing strategy. 

Leverage SaaS Review Sites

The number of SaaS review sites continues to grow as consumer confidence in online reviews remains steady. You may find that potential customers are looking at these sites to find solutions to their software needs.

If your SaaS platform is not already on top review sites, reach out to the site editorial team with your specifications and value proposition. Some sites also offer premium features that spotlight your SaaS platform’s key value propositions and how exactly it helps others.

Incentivize Referrals

You would be surprised at what SaaS customers would do for a free month of service, including referring a friend or colleague. SaaS marketing is similar to all other marketing in one way, referrals are one of the most effective ways to reach new customers.

Ideally, a long-term customer loves your SaaS platform, so they are ripe to ask for referrals. Whether it is in the form of subscription discounts, free premium features, or a full-fledged SaaS referral program, find ways to encourage your current SaaS customers to spread the word and be compensated accordingly.

The Takeaway

These SaaS selling strategies are designed to create more quality leads and generate more SaaS customers. But remember, the market is always changing in high-churn industries like SaaS, so these days your team needs to be on top of SaaS marketing trends and focus on client engagement to minimize churn.

Continually review your lead to conversion rates where you’re most effective at the top of your SaaS lead generation funnel. Then, benchmark this performance data against your SaaS growth strategy. This will give excellent visibility into the effectiveness of your sales-ready messaging and marketing content across your prospects’ journey.

Author Bio:

Dara Lin

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

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How-To-Sell-Niche-B2B-Products-with-Content-Marketing
6-Ideas-to-Engage-and-Convince-Indecisive-Prospects
Email-Phone-and-Social-Sales-Prospecting-Strategies-for-2021

Email, Phone and Social Sales Prospecting Strategies for 2021

Email-Phone-and-Social-Sales-Prospecting-Strategies-for-2021

There have been many uncertainties in 2020, and organizations that are still standing strong until now have to prepare to adapt their approach on a strategic level in 2021.

Even with the technological advances we made this year, there is still a lot to be learned and to be prepared for in the coming year. 

To help you elevate your prospecting skills, we have listed our top sales prospecting strategies for 2021. 

Email

Hyper-Personalization

personalization matters. According to Campaign Monitor, emails with personalized subject lines are 26% more likely to be opened. And, Experian found that personalized emails get 6X higher transaction rates.

That’s huge. But just adding your recipient’s name in your email subject line and email copy won’t be enough to sway most consumers in 2021. Consumers are now looking for hyper-personalized content that gives them information relevant to them, and that feels like it was meant only for them. In fact, according to Lucid, roughly 20% of people will unsubscribe from a newsletter if the content or promotions don’t match their interests.

you can start sending hyper-personalized content by using segmentation and dynamic content.

Email list segmentation is the process of grouping email subscribers into smaller segments based on certain criteria. This could be anything from location, purchase history, interests, behavior, and a lot more. Using these segments, email marketers can create content that is specifically for each segment instead of sending the same message to everyone.

This process is made a lot easier if you have an email marketing service that allows for the use of dynamic content. Dynamic email content is any personalized part of a marketing email that changes depending on your email list segments. You can create hyper-personalized emails by adding variables to your mailing list and segmenting your list.

Interactive Emails

AMP (Accelerated Mobile Pages) will mean great things for interactive emails. Using AMP, you can add interactive content directly into your marketing emails. So, if you want to show off a few different products, you can add a carousel and shopping options right in the email instead of linking out to a landing page.

This means that your subscribers will be able to view products, shop, and more straight from your email. No clicking, clicking, clicking to get to the right page only to click more to complete a purchase. Every time you reduce friction, making it easier for subscribers or shoppers to complete an action, you increase the likelihood that they’ll actually complete that action.

Automation

As you can probably tell, personalization can be pretty labor-intensive. And that brings us to number six on our list of email marketing predictions for 2021: automation.

When you combine analytics with email marketing, you can trigger hyper-personalized email marketing campaigns that are based on user behavior. This might look like allowing your subscribers to choose the information they want to receive from you and how often or sending personalized shopping recommendations based on purchase history.

Phone

Lead with a snappy intro, and get right to the value

We’ve already talked about how not to start your prospecting call.

So, how should you start?

In a few seconds, you need to tell your prospect about vital information that will keep them on the phone:

  • Who you are
  • What your company does
  • Why they should care

Getting this information out in two or three short sentences allows prospects to quickly determine whether or not they want to listen to what you have to say, which saves both parties time and energy

Ask questions that confirm the challenges your clients face.

“What challenges are you facing…”

While this is a common question to ask prospects, it may not be the best.

In reality, asking this question tells your prospects that you don’t know all that much about their company or industry.

Before you get on the phone, you should already know what challenges your prospects are facing.

So instead, ask questions like these:

  • “From the other [industry] businesses that I’ve talked to recently, I keep hearing that […] is a huge problem this time of year. Is that true for you as well?”
  • “It seems like everyone is talking about this issue with […] lately. How has this affected your company?”
  • “Do you find that […] keeps happening to you as well?”
  • “How often does your team face […]?”

This will show prospects that you are up-to-date on what’s going on in their industry, and your solutions will be tailored to their problems.

Ask questions that reveal where they are in the buying process.

Above we mentioned how important it is that you find out where prospects are in the buying process before you start selling to them.

So, how do you find out which stage this prospect is in?

The questions you asked above will tell you if your prospect has already recognized that they have a problem. Then, you can move on to questions like these:

  • “What solutions are you currently using to work around […]?”
  • “How is that solution working out for you?”
  • “What kind of ROI are you seeing from your current solution?”
  • “Is that the ROI that you were hoping to see with this solution?”
  • “What’s your goal ROI for this solution?”
  • “What other providers are you considering at this point?”
  • “How soon do you need this problem to be solved?”

These questions allow you to customize your pitch to this client’s needs and show you how close you are to nailing this sale.

Tailor your message to each individual prospect.

Obviously, a large amount of research should go into each prospect. You need to know details about their business, their ideals, and their company goals. Here are two quick ways to do that:

  1. Devour the content available on their website. Check out the About page for information about their ideals and goals, and read some posts on the company blog to see the latest news about the company itself.
  2. Scrolling through their social media profiles will also help you dig up valuable information. Find out what they’re doing and where, what conferences they’ve attended, what other B2B companies they are working with, and what kind of brand personality they are trying to portray.

Then, you need to tailor your pitch to that particular prospect. 

This will involve quite a bit of work on your part. However, that work will pay off in the end. One study found that 61% of buyers would be extremely influenced to take a meeting by content that is customized to their brand.

So, get involved in their company. Be genuinely helpful in getting them the solutions they need, and make your presentation speak to what this company actually wants

Social

Content Marketing

The goal of content marketing is to create and share relevant, engaging content that gets your audience interested in learning more about your brand, products, or services. The most common types of content marketing include blogging, infographics, visual content, ebooks, and lead magnets. 

Business to Business (B2B) and Business to Consumer (B2C) companies alike can use content marketing to grow their email lists, inspire social shares, increase downloads, and generate more leads or sales. The beauty of content marketing is that you can get as creative as you like and easily track success with content marketing analytics. 

Leveraging User-Generated Content

Did you notice that when you respond to users’ comments on your social media account, they tend to reply? What does it show?

It is a great way to engage your target audience. When you respond to their social media comments, you gain their trust in you.

However, only responding to their comments is not the only solution. User-generated content is a great way to create trust among your target audience and attract and subsequently convert them into customers.

Understandably, consumers are more likely to believe what fellow consumers say about your products and services. They tend to think that the fellow consumers will be truthful about whether your business offerings are worth buying.

It would help if you showed your target audience what your existing customers say about your products and services to attract their attention. It will put you in an advantageous position to enable you to convert them into customers.

However, things are not that rosy. You will find it challenging to find the right content about your business, as all customers do not post about their purchases and experience with your products and services.

Therefore, you should make sincere efforts to encourage your customers to share their experiences with your brand on social media platforms. And make sure that you do not fall behind in asking your customers to use your official hashtag so you can easily find them on social media.

So, when 2021 sets in, ask your customers to post their experiences about your brand on social media. It will broaden your reach to your target audience.

Mobile-optimized Content

Mobiles have increased across all sections of people. And most people nowadays use their smartphones rather than desktops or laptops to check their social media accounts. With that in mind, you should create mobile-optimized content for your social media platforms, as posts designed for desktops or laptops do not always fit well on smartphone screens.

Likewise, post images that are optimized for mobiles. It will also help if you post vertical videos instead of horizontal ones so they fit on mobile screens. And post short captions to your multimedia posts so that both the image or video and the caption are viewable on the screen parallel.

When you optimize your mobile devices’ content, you can attract a big chunk of social media users to your postings.

Author Bio:

Dara Lin

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

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How-To-Sell-Niche-B2B-Products-with-Content-Marketing
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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How-To-Sell-Niche-B2B-Products-with-Content-Marketing
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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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