Lead Generation Archives

How Get More Clients for your Consulting Business in Australia

How To Get More Clients For Your Consulting or Financial Business in Australia

May 19, 2016/in Lead Generation /by admin

The social media is driving the netizens crazy. When issues come up like birth and death of celebrities, arguments among presidentiables, terrorism attack in airports or even just those daily controversies among ordinary people, make everyone else flock to the internet and actively join the thread of discussions. These social platforms seem to possess a sublime force that draws the netizens to get interested, react, and participate.

“Like the social media, your consulting business can cause a craze among your target customers.”

But don’t get too excited yet…

ACMA’s DNC listing provides protection to people and businesses in Australia from getting bombarded with telemarketing calls and unsolicited emails. When businesses and individuals enlist their phone numbers with ACMA, marketing services providers may not be able to freely connect with them whether through phone or email, otherwise these telemarketing providers will be breaching the DNC law and get blacklisted by the Australian government.

So, what’s the best next thing to do?

Run a lead generation campaign that will drive customers crazy over you consulting business. Here’s the flow:

Customer Profiling

How To Get More Clients For Your Consulting or Financial Business in Australia

Classify your best target customers into groups and customize the best business approach for them. Data washing and contact detail verification are proven effective techniques of customer profiling that are instrumental in achieving campaign goals and in keeping your marketing campaign on target.

Update your business data to get better and qualified leads in Australia!

Email Copies

If your lead generation provider uses a marketing automation tool then you’re in for the best. Create custom email copies based on the different possible statuses of the contacts in your target list. The marketing automation tool will take charge of sending custom copies to prospects, however the initial copy would be the most crucial.

Initial “opt-in” Copy

As mentioned earlier, ACMA is on guard so get rid of becoming their blacklist member. Obtain an “opt–in” email from your prospects. Once they say yes or have opted-in, you’ll be assured that any email or information you send to them won’t become a captive of the spam folder.

Also, get to hit two birds at same time – include a note in the initial/opt-in email that you (consultant) will be touching base with them to discuss about your consulting techniques.

Follow-up Call

Data Cleansing and Verification Services

Filter the target list based on prospects who opted-in and call them – grab the opportune time to discuss the WIIFM (what’s in it for me) of your consulting or financial business with your soon-to-be clients.

Here’s a sample script when you start following up those prospects you have on your mailing list:

With the Operator:

Telemarketer: Hi! This is (Telemarketer) and I’m calling from (your company). Can I speak to (Contact Name) please?

It’s about your business operation and expansion. Thank you! (Purpose of the Call)

With the Target Contact:

Telemarketer: Hello, my name is (name) and I’m calling from (your company). Am I speaking to (Contact Name) the (Job Title)?

Tip: Build rapport. When prospects ask, “How are you?’ Respond with, “I’m good, thank you for asking. “How about you”?

Telemarketer: Well as I was saying I’m calling from (your company), an Australian owned financial services company. We offer (products/ services/ promos). These require no security and the interest rate is very competitive. May I send you more information about this?

If yes, proceed to gather email address. (Use Phonetics if needed)

Telemarketer: Great we’ll send you the information soon. One of our consultants will call you later this week to assist you further. Is this the best to contact you with? (Verify contact details: Contact Person’s name, Job Title, Company Address, Contact Number, Direct Line, Mobile Number)

After the discussion, send another email copy that will serve as a reference for them while on the process of evaluating.

The email copy would appeal best if you include brochures with customer testimonials in it to add more credibility on your business and gain the prospect’s’ trust.

Consulting and financial businesses in Australia may require a longer process and much tactical effort in acquiring customers, but with a proven effective marketing strategy, It will surely drive interested customers crazy.

Check out our successful marketing campaigns in Australia we don’t brag about.

Using B2B Demand Generation as a Driver for Sales Goals and Boost Competitiveness

May 13, 2016/in Lead Generation /by admin

In B2B marketing, it is important to get ahead of the competition. B2B lead generation ensures that your brand gets a good share of the industry – only if it is optimized to generate quality leads. This requires prioritizing key tasks such as audience profiling and tracking.

Gaining high profile B2B leads is just as difficult as nurturing them. Oftentimes, it is important to differentiate it from the process of generating demands.

B2B demand generation involves stimulating market activity by increasing brand awareness. This is made possible through the use of compelling content the likes of blog articles, eBooks, whitepapers and other informational materials. The practice is thus a crucial institution within B2B marketing as it supplements the gains of other business functions.

In this respect, B2B leads and demands are both important in gaining qualified traffic for your sales pipeline and achieve conversion goals. But it is crucial to note however that demands influence how likely a prospect is willing to purchase a B2B product.

Here are some useful tips that could improve your brand awareness campaigns specifically for a better sales performance.

Personalized content.

The generation of demands is influenced by quality content. Prospects are more likely to engage you further when they know a great deal about the products you are offering and the type of image you are setting for yourself. Moreover, they opt for B2B solutions which they deem the most useful to them. In this sense, it is important to identify crucial data about your prospects and adjust your content strategies according to their present needs.

Featured: **Dummy’s Guide for Content Marketing in Australia**

Enhanced SEO reporting.

Like it or not, search engines are important in getting market exposure. However, many B2B marketers struggle with changing search engine algorithms. In this case, content no matter how compelling is rendered impotent. The task continues to be a challenge unless traffic research and the use of analytical instruments like Google Webmaster Tools are prioritized. This way, content can be adjusted based on user behavior.

Integrated lead scoring and capturing.

Complimenting your landing pages with lead nurturing devices is doable. This is mainly done by setting up fill forms and hooking up web visitors for subscriptions to digital newsletters.

Check out: Callbox Pipeline Lead Nurture Tool Demo

In terms of improving sales conversions, generating demands and B2B leads is important. Equally so is having an independent marketing company to handle the technical side of these processes. Only then will your business be able to reach its desired ends and compete with the big bad brands in your industry.

Boost your sales like these companies:

Turning Targets to Sales-Ready Leads with a 50% Shorter Lead Nurturing Cycle

Software Company Favors Callbox Sales Leads Over Own Contact List

Callbox Delivers Qualified Leads for Workforce Management Solutions Expert

Combating Marketing Challenges in Software Industry in Australia- How Can Lead Generation Help you

Facing Marketing Challenges in Australia’s Software Industry Head-On

February 4, 2016/in Lead Generation /by Maegan

Australia’s software industry, both the sales and development areas of it, held promise. The thing is the country failed to cultivate an environment with lots of room for creativity. As a result, its growth was stunted. If only its scope, size, and level of activity are improved, Australia’s software industry would thrive.

What’s the industry to do, then? More importantly, what should software marketers do in order to generate leads for the business?

Keys to Proper Lead Generation for Software

There are four key areas to concentrate on as far as proper lead generation for software goes.

Identifying the problem
Identifying different ways to address the problem
Pinpointing one specific way to solve the problem
Asserting your product as the possible solution to the problem

Applying it to a typical scenario, here’s how it works:

1) You put out marketing materials targeting consumers and businesses who might benefit from the software you’re selling (supposing you’re selling time-tracking software).

2) You show these people the many ways they can address their need – manual time tracking, using the Bundy clock, etc.

3) You tell consumers and businesses that time-tracking software is a fast, accurate, and foolproof way to track the hours worked by their employees.

4) You tell consumers that your company has developed the latest time-tracking software that doesn’t only track hours but also computes wages to the dot (or something to that effect).

Now in order to pull a remarkable and feasible lead generation strategy, you need a good mix of the right activities and right timing. How do you go about that?

Lead Generation for Software – How?

Reports say that 66-90% of a prospective customer’s journey is self-directed. Add to that the current situation of Australia’s software industry, it’s not surprising then that marketing your software and generating leads for it present many challenges. This is especially true if you’re new to the industry. The only way you can keep your business afloat is through a steady stream of leads. Now the all-important question arises: “How can you come up with effective ways to convert lead when the fact is it is easier said than done?”

As a marketer planning for successful lead generation for software, you need time and resources to create informative content and plan campaigns. Everything you will do has to revolve around your end goal, which is to generate leads.

So how can you find the right customers, or more importantly, how do you make the right customers find you?

Use SEO tools to drive more quality traffic to your website and/or landing pages. This is no rocket science. You need to understand that aside from being stagnant, you have competition in the software industry that’s trying to find the right customers, too. If you’re bent on generating leads, start comparing your keyword rankings to that of the competition using SEO tools. Perhaps it’s time to try out new keywords. Maybe it’s high time you work on inbound link opportunities based on your targeted keywords and that of your competitor’s.

Use the age-old tactic of telemarketing to generate leads.

Before you scoff at the idea, think in terms of innovative and sophisticated profiling software that you may now invest in. Because of the software, identifying prospective leads is now easier and more efficient. The software allows you to target people or businesses who would benefit from the software you’re trying to market.

Use engaging ads to target the right people.

We’re not talking about traditional ads here. Lead generation for software requires the use of engaging ads on innovative advertising platforms such as Facebook, Google+, LinkedIn, Instagram, etc.

Produce professional landing pages.

You don’t have to be an expert to do this. You don’t even need to pay for HTML or IT support for this. You can easily build landing pages that are professional-looking and SEO-friendly using templates. Most templates these days have drag-and-drop forms that allow you to create compelling pages.

There’s no better way to amplify your marketing activities than through social media. You can practically do everything via social media nowadays, so extend your reach by taking advantage of it. Produce shareable videos, images, and content that people can easily share by simply clicking on buttons.

Create personalized content.

This is very important. Nothing can be more annoying than generic content and messages. You need to put feelings into your content. Let your customers know that you’re aware where they currently are in their buying journey. Develop offers, messages, articles, and images that show them you know what their problems are, as well as how you can help them.

Is your Blog abandoned? Try these tips and plan a makeover to your business blog.

The bottom-line is you can take on the challenges of lead generation for software in an otherwise stagnant industry by choosing strategies that fit your product and your target consumers.

These software companies have enjoyed their successful lead generation campaign, you might want to check them out:

Australian Software Vendor Taps Callbox to Fast-track Sales in Asia-Pacific

Rock Solid Leads for AU and NZ’s Top Technology Consulting Firm

Callbox and the Quartered Success of The File Transfer Expert

When Connecting with your Audience, Steer Clear of these 4 Mistakes

Often Overlooked Ways in Generating Leads in Australia

January 21, 2016/in Lead Generation /by Maegan

Generating Leads in Australia doesn’t only speaks about skills and intellect because these will be less valuable without urgency. When plan A fails, there should be more plan than just plan Z. A successful marketing campaign is a fine mixture of creativity and proactive mind.

Below are tips from Kostas Augerinos in his Article ‘9 Tips for Generating More Leads in Your Business’, so if you think you’re doing everything, you might as well check the list below:

Tip 1: Ask for Referrals

This is a simple and effective way to capture new leads. Why? Because the leads come to you qualified. A client/customer who is already happy with your service or product promotes your business for you. The more raving fans you have, the more exposure your brand will receive. Also the easier your products and/or services will sell.

Tip 2: Become a Thought Leader

Whether you like it or not, Social Media is here to stay. Posting relevant and engaging content on your website and on Social Media forums can attract new leads. The challenge here is to be engaging without irritating your followers.

To be a thought leader in your field, stay informed and post only helpful and informative content. Social Media is about building rapport with people. Any new lead to your business will want to know that: Your business offers great customer service and is credible.

As you build trust and are positioned as an expert in your filed through “word-of-mouth” (direct or online), you will be on the way to growing your business fast.

Suggestions: The Top 3 Communication Advices Every Telemarketer Should Need

Tip 3: Video Marketing and Webinar Marketing

Posting a video on your website can help your website with SEO and also attract new leads. Your videos can be shared and expose your business brand to more potential customers.

Keep in mind that YouTube is the second most popular search engine in the world after Google! Webinars are also a great way to provide great free content and to attract new leads.

Remember to follow through with your webinar participants after the webinar. This shows that you are interested in providing helpful service.

Tip 4: Appreciate your current customers/clients

To expand your business and generate more leads, take the time to appreciate your existing customers. Know who your best buyers are and then provide products/services that will satisfy their needs. Your best customers/buyers should be happy to refer. Remember to ask them for referrals and testimonials. You can also post testimonials on your website. Better yet, you create a video of a happy customer referring your product/service.

Tip 5: Direct Marketing

Take some time to keep in contact with your customers. Create a Newsletter that informs your customers of the latest developments in your business. Send special promotions or offers to your database every so often. Keep the content relevant/engaging and easy-to-follow. Give away great free content and soon you will begin to generate more interest in your business.

Thoughts:

At Callbox, we used the multi channel marketing approach internally and to our clients and it has been years of successful campaigns here and there. Here’s a list of case studies that will prove it. We didn’t stick to just one marketing channel but we venture into other profitable marketing strategies. We made trial and errors, failure and successes but we never stop learning new things and exploring new technologies to improve marketing campaigns.

The 4Ws & 1H of a Qualified Lead in Australia

July 21, 2015/in Lead Generation /by Maegan

Guest Post by Rona Gumban, Production Leader for Callbox APAC campaigns. She has worked with several lead generation and appointment setting campaigns for our clients in the Asia Pacific.

During campaign Kick Off meetings (a conference call between Callbox and the Client about the campaign requirements and processes), the most important question that Callbox asks the clients are:

“What is a qualified lead for you?” Or “How do you define a qualified lead?”

First, we need to understand what a qualified lead is. Here are the 4Ws and 1H of a qualified lead.

What is a qualified Lead?

A lead will be considered qualified if the campaign specifications were indicated or heard from the call. The prospect must express a buying signal or verbalize his “need” from the product or services offered by the client.

Who qualifies the Lead?

The Quality Analyst (QA) is the subject-matter-expert who is responsible in evaluating the Leads based on the campaign specifications. Once the QA qualifies the Lead, he/she submits this to the client.

When should a QA qualify a Lead?

As soon as a Lead is submitted by the caller the Quality Analyst (QA) should approve it within the day. However, some cases may demand another schedule for evaluation depending on either the urgency of the appointment or upon client’s request.

Where can you find qualified Leads?

You can find the submitted leads in the QA Lead Editor Tool. Qualified Leads or Successful Leads can be seen or tracked in the Pipeline CRM, tagged as Appointment Set, Lead Completed or Profile Completed – depending on the campaign or client requirement.

How does a Quality Analyst qualify a Lead?

Evaluating a Lead goes through a strict process. From the word itself, there is no room for any blunder that may lead to any untoward action from the client.

1. The QA should have the qualification criteria of each campaign in front of him/her before qualifying a Lead such as:

What is the goal of the campaign?

To set phone or office appointments, to generate leads, or to invite prospects to attend an event (webinar/road show/seminar)

Who is the Target DM?

This could be specific by job title or any as long as they can make decisions.

What are the Qualifying Questions?

Considered to be a very important factor as this will give the client/consultant the idea as to how he would customize a proposal for the prospect.

Example Qualifier: Company should have 20 users, 10 computers, etc.

The Probing Questions:

These questions do not necessarily grade the prospect’s qualification because there are no standards set by the client. Probing questions that were answered by the prospect during the call will help our clients understand the prospect’s current set-up. As long as the prospect is interested, regardless of his/her answers, the QA will consider the Lead or Appointment.

Ex: What software are you currently using? (Take note of the software’s brand)

How are you currently managing your IT needs? Is it in-house or outsourced?

Special Instructions from the client: Maybe a calendar schedule for which date and time to set the appointment, notes format, etc.

2. Listen to the FULL call recording while simultaneously checking with the script and campaign information.

3. Take note which items have made the call positive and which ones have negatively impacted the call.

4. Listen to the call recording again to analyze the whole conversation between the caller and the prospect.

5. For doubtful scenarios as to whether to submit the Lead to the client or not (example: the prospect has high interest and has a need but may come short on the required company size), the following actions will help the QA decide:

-List down the positive items vs the negative

-If the positive items are greater in number than the negative, then the QA will consider the Lead as qualified.

-If otherwise, the QA will send the lead back to the caller with notes/advise for possible action steps.

-The last option for contemplating on whether to qualify the Lead as Success or Failed, the QA asks for the other Leaders’ opinions like the TL, PL and the AM. This may also result to the AM communicating with the client if they would consider this opportunity or not.

Callbox values quality, we are meticulous in qualifying each and every lead that we submit to our clients. So if you want qualified and targeted leads, look no further.

B2B Lead Nurturing: Never Let Go of your Financial Leads Anymore

May 22, 2015/in Lead Generation /by Maegan

It should not come across as a surprise when a financial lead suddenly expressed disinterests. But commonplace as they are, rejections are a bane to productivity and profitability. In many cases, they happen because firms fail to realize a strong lead nurturing system.

Without using the proper techniques, it will be easier for a prospect to fully elude your grasp – otherwise, you can take these important steps that can also work for financial services providers, courtesy of CallProof CEO Robert Hartline:

Monitor Leads through LinkedIn

Many major deals happen when prospects change jobs. Be sure to connect with your prospect on LinkedIn after your first face-to-face meeting, phone call or email exchange. LinkedIn is an ideal way to monitor your prospect’s job changes and alert you to opportunities.

For example, you’re connected to Billy, your contact at XYZ Company, on LinkedIn. Billy didn’t buy from you, but you know that XYZ Company is a good prospect. You follow Billy on LinkedIn, and three months later, you notice that Billy has a new job at another company.

If Billy was a gatekeeper that kept you from selling to XYZ Company, you now have another opportunity to make a new contact at XYZ. If Billy was a friend, you can reconnect with him and see if he is able to make purchase decisions in his new position.

Know the Prospect’s Purchasing Window

The right time to nurture a lead depends on their buying timeframe. For example, if a lead is buying school supplies for a high school, you’ll need to know their window for budgeting and purchasing those supplies before the school year starts. This will help you to nurture them before they make a decision.

Track Your Seasonal Lead Volume

Every industry has times during the year when their products or services are hot. If you nurture your leads before these times, they will be more likely remember you when they are ready to buy.

A good rule of thumb is to look at your own company’s lead volume for cues. For CallProof, it’s at the beginning of the year, when companies are revamping their sales strategies. Or if I’m in the landscaping business, and my call volume is heavy in March and April, I know February is a good time for lead nurturing. Then I can use direct mail to contact my leads, or I can redirect their email addresses and phone numbers into a social media campaign on Facebook.

Timing is everything in B2B lead nurturing. As the saying goes, “It’s hard to sell someone dinner when they’re full.” Show your leads the steak when they’re hungry. No matter what business you’re in, timing is the key to nurturing leads and turning them into sales.

Cost-Effective Ways to Acquire Quality B2B Sales Leads in Australia

March 5, 2015/in Lead Generation /by admin

Generating high quality B2B sales leads is top priority among solutions providers in Australia. From financial services to health care, companies in the Land Down Under are constantly seeking to improve acquisition of high level prospects. They also find a need to do so for less.

At present, leads that express a high likelihood to convert to a sale are in the spotlight of the B2B market because they obviously represent revenue. No other type of lead equates to a profitable opportunity than one that actively engages you within the buying cycle. Hence, every effort has to be exerted towards such leads or else risk financial waste.

But in a study by the B2B Technology Marketing Community, at least 61% of marketers consider the acquisition of quality sales leads as a huge challenge. In Australia, companies face these particular issues:

1. Locating high quality leads;

2. Nurturing them; and

3. Convincing them to set an appointment with an agent.

Efficiency in these areas can be obtained through a combination of wise strategizing, up-to-date lead management infrastructure, and a dedicated team of marketing and sales staff. But in terms of maximizing expenses, these practical options come to mind.

Effective web presence

A majority of B2B companies are doing their best to maintain an effective web presence. This is reflected by a need to stay current as more and more B2B buyers depend on online content for scouting and purchasing solutions. Effective web content in this case is highlighted. Using a diverse mix of blog articles and informative resources, companies can provide highly interested individuals to their sales agents.

Social media penetration

The idea that social media is less effective in B2B than in B2C is a misrepresentation of actual facts. Currently, B2B companies are using social media platforms for a better connection with their audience. Facebook, Twitter and LinkedIn now have applications that allow these companies to initiate effective advertising campaigns.

Automated marketing software

The B2B industry is saturated by marketing automation software, each with its own set of advantages and features. Whatever your preferences, you are assured of better support for your lead generation and appointment setting and improved revenue.

Outsourcing

While some Australian companies prefer to implement technological upgrades, others opt to employ the services of a lead generation company. In fact, analysts are anticipating a spike in off-shoring this year. For many of these enterprises, business outsourcing is seen as an effective way to cut costs in manpower training and database maintenance.

The Myth about SMM for B2B Lead Generation

January 22, 2015/in Lead Generation /by admin

There’s something in social media marketing (SMM) that some B2B marketers do not like. It could be because certain surveys and reports within the industry list SMM as the least effective lead generation channel. Moreover, these same marketers adhere to the idea that decision-makers rely less on social media in prowling for solutions.

However, this is just pure myth. While there are studies that center their argument in the alleged weaknesses of social media, there are also articles and surveys that still regard SMM as an important tool for fostering and maintaining B2B relationships.

Take a 2013 study from Marketing Profs and the Content Marketing Institute indicating that 87% of marketers use social media for content production and distribution. Other than that, marketers use up to six different social media platforms and, compared to previous years, have increased their usage of such platforms.

In addition, content marketers are focusing more on brand awareness. Social platforms are especially suited for this, given that 93% of marketers (based on the same study) apply content-based demand generation strategies.

These numbers debunk those in other studies that maintain a pessimistic view about social media. In your case as a B2B solutions provider, it is high time to ride the numbers and optimize your content marketing online with these basic steps.

Link up with LinkedIn. At least a majority (or 91%) of B2B marketers depend on LinkedIn for their SM activities. Moreover, they find the site the most effective in terms of generating high-quality B2B leads. This is mainly due to its function of fostering professional relationships and allowing businesses to explore better business opportunities via its blogging platforms and advanced search option.

Present yourself via Slideshare. Slide presentations are among the best and widely-used content options, mainly because they are an engaging way to maintain audience retention. Via Slideshare, they are also effective in giving advice and other information to your intended demographic. So, remember to give provide links to your Slideshare account and put up timely presentations that cover most B2B issues.

Start stumbling. StumbleUpon offers numerous possibilities. Most well-known as a social bookmarking and SEO tool, the site can be leveraged for content curation and lead generation. If you want quality traffic towards your site, you may want to start “stumbling” now.

Forget what other marketers say, SMM is still hot as a freshly baked pie. But it is not easy though as you may need the services of a competent B2B marketing firm to handle your SMM metrics and increase your online conversions.

Effective Lead Generation Technique for Software Products: Leverage Multi-Channel Exposure

November 13, 2014/in Lead Generation /by Dara Lin

For most software companies, lead generation is the key to keep the business alive. Challenges such as strong competition and the constant and rapid change in technology must be overcome in order to compete in the market and eventually have long term clients.

Software leads are no doubt hard to find. Many factor such as CHAMP; CHallenges, Authority, Money and Prioritization need to be considered when looking for software leads. It is important for every marketer to leverage their techniques on how to look for possible prospects and nurture them for a possible partnership. And for many, multi-channel lead generation approach is still the way to go.

Software companies must focus on the following when choosing for lead generation techniques:

Ideal Customer Profile
High ROI
Predictability & consistency

Check out these tips to maximize your software marketing experience and acquire a good set of quality B2B software leads.

Targeted Email.

When it comes to email marketing, having a targeted email list is a huge help to achieve higher return of investment (ROI).

Emails can be personalized depending on the need of your prospects. And many marketers use targeted email marketing to send relevant information to entice interest and influence prospects to make a decision to buy.

According to Mailmunch, based on an email marketing survey from Econsultancy, 55% of email respondents get more than 10% of their sales from email.

How targeted email marketing works?

Prepare a targeted email list
Send out introductory email to prospects within the list
Follow up prospects with positive responses, who opened the emails, and those with no replies should be your least priority.

Cold Calling.

Cold calling is considered the most challenging part when it comes to generating B2B leads. Most companies nowadays utilize lead generation company to provide them with quality leads.

Steps on how to use telemarketing to help increase your software leads?

Prospecting. The first stage in your sales cycle. This is the part where you look for new prospects for your products and services.

Nurturing. This is where you follow up and nurture prospects who express interest in your product or service but are not yet ready to purchase. Re-engage with warm prospects who have gone cold.
Closing the deal. The last stage of your sales cycle. These prospects are sales ready leads.

Use tools to track and manage your leads.

Software leads are difficult to handle. Not all interested prospects would consider purchasing your product upon talking to them. So it is important to keep track, nurture and manage your leads. Knowing when they are right now in their sales process will help you know how to handle and what to offer in every stage of their sales process.

Here’s how to track and manage your leads the right way! Read more..

Blog optimization.

This is another thing to consider in B2B lead generation. Many prospects use the internet when looking for some information before they would choose when and where to buy what they’re looking for. Creating quality content is effective because you are providing your audience relevant information that would help them decide to consider your company.

Knowing the different ways to reach out to your prospects is important and knowing where they are. So follow these tips and utilize every possible way to connect with your prospects because these are essential in generating more software leads for your company.

Understanding Lead Generation Channels and their Advantages

November 11, 2014/in Lead Generation /by admin

It’s a difficult process creating a lead generation strategy. It’s even more so when you want to optimize your online channels for B2B lead nurturing. A great deal of resources and efforts are involved. You would need to specify your target market, calculate your expenses and bring together a team to realize your plans.

On top of these dilemmas, you would also have to contend with contacting your audience indirectly. Also, you would need to face certain levels of uncertainty with regards to the results. Further, you also have to choose which social media channel would be right for your campaign.

That last part though has the most significance in lead generation. Finding the right platform would mean making the most out of your lead management.

In this case, it is imperative to find out more about each channel and the ways they can help you with generating high profile B2B leads.

LinkedIn.

This site is by far the best source for high profile B2B leads. Especially when you are looking for C-suite prospects, LinkedIn allows a narrower means to find the right targets for your sales pipeline with its advanced search tool. This provides for better lead management and profiling.

Facebook.

Not really a thing for most B2B professionals as it is more advantageous in B2C engagements. But with the incessant growth of its population of active online users, Facebook continues to be an effective branding tool that could increase awareness and stirs up referrals. It is only a matter of optimizing content for your profile in a bid to drive traffic towards your company’s web page.

Twitter.

Everyone tweets. But let’s face it: you could only do so much in just 140 characters or less. Maybe a tagline here or a link to your landing page there. But it is important to note that posting compelling tweets about company the latest that your company has in store benefits your lead nurturing efforts.

From a certain view, it might seem that these three platforms are independent of each other. In reality, they work harmoniously together when paired with traditional lead nurturing methods such as telemarketing and email.

What to Expect when you Outsource your B2B Lead Generation Processes

October 30, 2014/in Lead Generation /by admin

Keeping in mind that ROI maximization is an important marketing goal, businesses are opting for better ways to streamline basic B2B processes like lead generation.

There are tons of strategies that offer diverse advantages along the lines of acquiring high profile B2B leads. And it is just a matter of knowing which strategy serves your campaign best. But making a decision in this aspect is complicated if not financially exhausting. You will have to step up your market research initiatives and set up automated marketing systems. Tracking prospects as they progress through your sales pipeline is a staple in efficient lead nurturing; still, you will have to make hefty investments.

But automation isn’t really enough. Often, you would need hands-on expertise to make sure your lead generation efforts are producing your intended goals.

B2B outsourcing, contrary to some, still professes a high level of discipline and professionalism in whatever industry it is employed. Many businesses still regard outsourcing as a cost-efficient way to boost B2B performance. And now that market vibrancy has reached a point of high activity and competitiveness, outsourcing continues to be a viable option to improve one’s standing in the market.

If you haven’t yet made the decision to hand in your lead management and sales processes to another company, consider these following points on what to expect.

Lesser responsibilities.

There is always a constant need of balancing your company’s priorities. With outsourcing, you will be able to operate marketing and administrative tasks without neglecting the quality of one task for the sake of another. Face it. You will need a few extra hands. With a B2B firm doing the complex, time consuming and costly tasks of telemarketing and appointment setting for you, you will be able to focus more on important administrative agenda.

Issues on reliability.

However, not all outsourced processes are done exceptionally. Often, the problem with outsourcing is that you are uncertain with who to trust. With hundreds of B2B firms out there, you are hard-pressed to find one that suits your current needs. The fact is that there is no guarantee that a company can perform as expected, unless you take a risk to hire that company. In this case, it is imperative to do prior research.

Continuity.

Once you partner with a B2B firm, how do we know if core business processes can go uninterrupted? High levels of uncertainty complicate the B2B industry and solutions are needed to keep the operation running smoothly whatever event might transpire. With B2B outsourcing, you will be assured of extra manpower to reinforce your lead management and lead nurturing in the event of sick leaves and vacations among your in-house staff.

These aren’t even half the total issues in B2B outsourcing. In the end, however, what matters most is better performance in your lead management and telemarketing efforts. Hiring a firm that is dedicated to these goals is a sure step towards maintaining a firm foothold in your industry.

Elements of a Failing B2B Lead Generation Campaign

July 17, 2014/in Lead Generation /by Dara Lin

There’s a reason why seasoned veterans in the world of B2B lead generation are always esteemed in a way newbies will never achieve despite being impregnated with all the necessary textbook knowledge.

That reason is wisdom – which can only be gained through experience. Lots of it.

Heed these pieces of advice from Chris Fell, Managing Director and Founder of a leading Australian inbound marketing agency. These are the things that would surely put a unpleasant end to your online lead generation campaigns:

Bad timing

People hate feeling pressured into anything – especially buying, so don’t push the sale too soon. Also make sure that your offers, CTAs, and content are targeted to answer your buyer’s needs at different stages of the sales funnel, otherwise you can be sure that you’ve lost them. Instead, match your content and offer to the right stage of the buyer’s journey.

Landing page link overload

To marketers, landing pages’ sole purpose is to convert visitors into leads. If you have enough links on a landing page to distract or confuse a visitor, it may cause them to stray from the page and abandon the offer completely. Avoid this by creating a streamlined conversion process by removing surrounding navigation. Yes, that means your menu header too!

Unclear CTAs (calls to action)

People have a short attention span. Coupled with the inherent laziness that comes with internet browsing, you risk your visitors thinking, “well I guess there’s nothing left to do here” and they drop off your site. Make sure each web page has a CTA, and definitely each blog post.

Too many hoops to jump through

Avoid tediously long forms. The longer the form is, the more it will cause your visitors to question if your offer’s really worth it.

Language is all about you

Instead of having language which is centredaround your company’s products or services (“choose us, we’re better than the next guy because of features blah, blah, and blah!”), address your buyers’ problems or challenges. Put yourself in their shoes and genuinely try to help them solve their problem instead of self-promoting.

Ignoring analytics

If you don’t know your funnel maths or how long it takes people to move from stage to stage, then how can you determine what’s working and what isn’t? Have a good, hard look at your analytics so you better understand how to nurture your leads.

No recycling tactic

When someone leaks from your funnel and they’re not ready to buy just yet, have a tactic to stay in touch with them until they are ready to. One of the most effective tactics to recycle leas that have leaked is blogging.

Source: 12 Online Lead Generation Mistakes to Avoid