How To Improve Lead Generation Despite The Global Slowdown

Yes, the predictions for the coming year seems to be less than optimistic, but at least the holidays are here. There are a lot of people still buying gifts, spending on special occasions, or perhaps traveling back to families during this time. This is also the chance for businesses to recoup their losses and make some money. It is also a good time to conduct a lead generation campaign to identify other businesses that you can go into a venture with. Those would be really valuable B2B leads. Well, that would be where the challenge is. At this point, you need to know how to improve your inside sales campaign.

Sales may be a bit down, considering how a lot of business are closing down, people losing jobs, and the like. But that is no reason to fret. Actually, this is a good time for entrepreneurs like you to invest, to expand, do business with others. This will help revitalize the economy, get people jobs, and increase your sales. Everyone wins in this arrangement. But first, you need to get your business up and running profitably. And that means getting more business deals to support you. So how will you do it, is there something that you can employ to make your appointment setting process more successful? There are some things that you need to keep in mind.

Keep it simple – when talking to prospects, you should focus more on making things simple to understand with your prospects. There is really no point talking about so many complex plans and business solutions if the other party does not get what you are talking about. Use simpler terms, and you will remove misunderstandings. It also helps if you are using a really good communication tool, like telemarketing.

Keep it real – if there is one thing that people hates to deal with, it is the lies and fake intentions. They are pretty good at finding that scent even from  a mile away. A good tip in handling this comes from single concept: empathy. Before you can turn prospects into viable B2B leads, you need to show that you really care for their growth. It is not that hard to do, especially if you want to increase your sales. When your prospects grow, thanks to you, they will most likely stick with you, as well as advertise to others.

Keep it reliable – one thing that you need to remember, it is about keeping promises. When you tell your prospects that you can do something, make sure that you can deliver. This is especially true if you are in the manufacturing business and you just got a deal with a distributor (it also works the other way around). The point here is that you must keep to your work, make it worth it for your prospects to do business with you.

It is possible to do business, even generate a couple of qualified B2B leads. Even in these slow times, you can still be at your productive best. You just need to know how to maximize your efforts.


The Secret To Successful Lead Generation

Yes, it may be true that generating sales leads in Australia can be hard, but that does not mean it is impossible. Lead generation work can be made more successful, as long as you know how to do it. The secret lies in the means of achieving your business goals. Actually, there is one business tip that you should never take lightly. Do this right, and everything else in your campaign will easily fall into its proper places. The secret to generating B2B leads? Ask the right questions.

Really, asking prospects the right questions in the course of your appointment setting work is essential to the success of your campaign. Think about, before you can craft an effective business solution, before you can create the right sales pitch to business prospects, you need to know first what the problem is. Not doing so is not just bad marketing, it is also the hallmark of carelessness. Another thing, if marketing experts say that you should listen well to what your prospects say, how can you do so if you do not ask them the right questions?

Also, the choice of marketing partner plays a crucial role in the success of your campaign. It may be so that you lack the necessary skills (or perhaps the budget) needed to arrange for an in-house team of your own. To solve that, you will need to outsource it to a competent telesales firm. Why telesellers? You need a communication medium that is effective in sending your message to prospects. It is an important business investment.

Lead Generation Lessons From Steve Jobs For The Australian Market

What makes a marketer effective in lead generation? This is just one of the many questions that have always come foremost in the minds of those responsible in generating qualified B2B leads in Australia. Perhaps we can take a page from the late Steve Jobs, the co-founder of Apple. Considering the number of people praising his style of selling (not to mention a significant number vilifying the same strategies), we can learn a thing or two about our own way of getting sales leads, especially if we use telemarketing for our work. So, how can we do it, Steve Jobs-style?

First, we should be aggressive. Not in the sense that we are intruding into the life of our business prospects, but more along the fine line of not taking ‘no’ for an answer. Basically speaking, nothing ventured is nothing gained.

Second, focus on presentation. Why else was Jobs able to get that ‘wow’ reaction from his buyers? Because he knows how to present well. It is the same thing with you, if you want to turn sales leads into a closed deal. Being able to stand out in the ground meant presenting something in the most attractive manner possible.

Third, always deliver. What is the use of all those aggressive selling and presentation if you do not deliver what you promise? This is the greatest strength that Jobs’ company did, and this is something that we can learn for our appointment setting campaign.

These are the three main points that you can learn from Steve Jobs. You can use these to ensure that your lead generation campaign is more successful.

Richard Branson And Tips On Lead Generation


From airlines to music, Richard Branson is certainly one who knows how to make a name for himself. This is something that is integral to the character of the person, at the same time also the reason for his success. It is good that he shares his business know-how with others, since he is also an inspiring figure in the business world. So what can we learn from him for our own business lead generation campaign? Plenty. Actually, his marketing advice is meant for a twelve year-old entrepreneur, but his words echoes facts that can be used in almost all our marketing campaigns. If we really want to be able to generate a lot of qualified B2B leads, you should take a look at his marketing tips:

  1. “Is the pricing right?” – price, while it can be defended, might also be the reason why prospects will say no. This is a challenge faced by a lot of us, especially during our appointment setting campaign. He suggested using the Like a Virgin: offer your service for free, and if they are happy, they pay you whatever amount they think is right.
  2. “Is the equipment up to date?” – sometimes, the equipment you use may also affect the way prospects perceive your business. You might have to make a little extra investment, but if this will mean better sales leads coming your way, then it is a worthy expenditure. Besides, the additional costs might actually help you focus more on your business.
  3. “Do some research to find your most likely customers” – you might have to conduct a phone survey campaign or a telemarketing call, but your focus here is in isolating the market segment most likely to accept your business offer. There are times that the people who will buy from you may not actually be the ones you had in mind. So do your research well. You might be amazed at what you might find out.
  4. “Can you broaden the services you offer?” – diversification is also key to better business performance. It may be possible that a prospect needs a specific service that is not delivered by their current supplier. This is an opportunity that you should take advantage. Provided that you know how to deliver it, and that it can give you the edge, offering additional or alternative business solutions can help your marketing campaign become more successful.
  5. “Offer to donate some of your proceeds to a local charity” – the positive feeling that they are contributing something to the community is something that cannot be ignored by most business prospects. Also, this is a perfect way to boost your image in the market.

Of course, you should also focus on the people doing your lead generation work. In case you do not have a marketing team of your own, it might be a good idea to outsource it to a professional appointment setting team. This is a business investment that can give you good returns. Just make sure that you hire the right one.

How The ‘Want’ Button Can Get B2B Leads In Australia

It seems like Facebook is getting set for more attempts to make a profit in the market. Recently, they have announced the inclusion of the ‘Want’ button in their user pages. So, what kind of impact will this have on the Australian business? Heaps, if you think about it. The ‘Want’ button can function as a lead generation tool for business. Facebook users can view a picture, message, or product they like, and then click the ‘Want’ button below it. Think of it as wishful thinking that can translate into real sales leads for firms selling such a product or service.

In terms of lead generation, particularly in appointment setting, it has become a necessity for us to know more about our prospects. Part of the challenge in setting a meeting with Australian entrepreneurs is the lack of sufficient intelligence about buying habits and preferences of prospects. Sure, such details can be identified through telemarketing surveys, but some industries will require more subtle means. What Facebook has introduced to the market can help businesses understand their prospects more. Done correctly and ethically, investors will be able to perform better in generating qualified B2B leads. What also count are the marketing tools you use to communicate with B2B prospects.

Yes, communication also plays an important role in business. And the tools you employ for the task, be it social media or telemarketing, can have an impact in your appointment setting campaign. If you want to be sure that you are doing it right, you will need to work with a company with the name and reputation to back their claim.

Asia: Australia’s Next Horizon In Lead Generation

Australian businesses will find it to their advantage to heed this advice: invest more in the Asian market. While it may be true that businesses in Australia are enjoying profitable growth over the years, the fact remains that this will not remain stable. Like in the mining sector, exports can go down in the future. Companies need to expand their trade portfolio, put more effort in their lead generation and appointment setting campaigns, to find more markets to generate B2B leads from. There are a lot of markets receptive to the various industries that Australia has. The key here is in choosing the right ones.

The number of industries in Australia that can try their hand in the Asian market is numerous. There are those in the agriculture sector, tourism, education, manufacturing, construction, etc. How an Australian firm succeeds in this depends on how good their marketing team is, whether they have people skilled in communication, like in social media and telemarketing, which can promote their company. If they do not have an in house one, or they cannot afford one, then they can easily have it outsourced to those who do. There are plenty of professional lead generation and appointment setting agencies that can provide such services.

As an engine of growth, the Asian economy is one that Australian businesses should grasp. There are a lot of opportunities to be found there, with the rewards for the intrepid ones substantial. The sales leads to be obtained there will certainly be of value.

Where To Get Quality Business Leads For Your Telemarketing Campaign

Your telemarketing campaign may be adequate right now, but to get the best possible results from your campaigns, you need to have all the factors that comprise a great business to business telemarketing campaign. Securing a good telemarketing script for lead generation and hiring reliable, experienced b2b telemarketers need one more thing to complete the process: a highly targeted telemarketing business list.

You can either generate your own business leads by scouring the internet and phone books, purchase a business list from a lead generation company, or you can outsource to professional lead generation service providers to look for specifically qualified b2b sales leads using your criteria.

An important thing to remember when buying pre-defined business lists from another company is to make sure that the list hasn’t already been sold to a competitor in your industry. This is often the problem with pre-qualified business lists because the buyer (in this case, you) will never know how many competitors in the same market, or even the same micro niche, have already gained access to that list of qualified business leads. Imagine if you were to buy a list that usually costs several hundred dollars; you’d expect your b2b telemarketers to be able to convert or get business appointments with these businesses because they are high quality leads. However, if your competitors have also purchased the same list, then your chances of converting these leads will be drastically reduced no matter how much they fit your criteria. Not only did you waste critical funds, but you’ve also wasted the time and effort of your employees.

The best way to ensure that your telemarketing campaign cold callers only contact qualified leads that you can actually convert and haven’t been purchased by your competitors yet is to outsource your lead generation to a professional b2b lead generation service provider. These leads you get from these companies are freshly sourced. Meaning, you get the first opportunity to offer a solution to their problem. And because the business list was generated specifically for the use of your telemarketers, you can be assured that no other competitor will present another offer to your business leads as you close the deal. All that’s left is for your telemarketers to set the business appointments and your sales representatives to close the deal.

Having an exclusive business list of qualified b2b sales leads, professionally trained and experienced b2b telemarketers, and an engaging telemarketing script are the most important factors to secure if you want to have the best telemarketing lead generation campaign for your business.

Reasons Why Your Lead Generation Campaigns Are Not Working


When you run a business, a lot of things can get out of hand and you will need to find out the cause immediately or it could prove to be disastrous or costly for your business. While common culprits are easy to point out, sometimes, unexpected things happen which will require you to do a double take on the cause of the problem. Here are a few examples:

  • If your qualified business leads reject your offer, it doesn’t mean that your telemarketing script is to blame. It might be that your business leads simply aren’t willing to go through the process of implementing a new process or don’t want their employees to waste any time learning how to use a new product or service. You might also start blaming your telemarketers of not doing their work properly, as it is a common reason for such problems. It could just be the business sales leads who are the problem, so don’t immediately think its your telemarketing script or your b2b telemarketers.
  • If your appointment setting campaigns are not letting you convert as much business leads as they should, the problem might not be with your script or your appointment setting service provider. Your chosen b2b sales leads may just be experiencing an emergency, such as a low economy, or a disruption in their specific industry which is why they don’t have any budget to spend. If you identify these factors as the cause of your problem, then try contacting your business sales leads another time.
  • If your lead generation campaign isn’t working as you intended it to, don’t think your lead generation methods are not effective for your chosen market niche. Perhaps you just aren’t paying attention to the right datas or statistics, or your marketing people haven’t been implementing the method properly. A lot of good lead generation campaigns are not reaching their full potential because of a lot of factors, but they end up being replaced with another lead generation method without even the proper research.

Before you consider a process or operation in your business as ineffective and decide to scrap it for a newer method, consider all the possible angles first so that you don’t waste any more effort, time, and resources to implement a new system. Especially when the problem is with your sales and marketing department, take into account all possible factors before you choose to implement a new lead generation or telemarketing campaign.

The Best Lead Generation Methods To Utilize For Niche Marketing

When doing niche marketing, it is best to utilize methods that will help you connect directly to your business leads. Choosing the proper marketing method to reach out to your leads will significantly improve your b2b sales leads generation campaigns. But what are these methods?

Direct marketing methods like email and b2b telemarketing complement niche marketing pretty well. Other marketing strategies, such as social media marketing, advertisements, TV spots, and even PPC are more aimed at the mass market and not at the specific members of your niche.

Here are 3 direct marketing strategies that are best suited for your niche marketing efforts:

  • B2B telemarketing – if you want to get up front and personal with your business leads, nothing beats picking up the phone and dialing their number. Whether you want to know what they think about a certain product or what problems they have, telemarketing will be able to give you that voice.

Hiring professional b2b telemarketers also allows you to easily follow-up any business leads that you want to set appointments with. The importance of follow-up needs to be stressed a lot because most marketers are too preoccupied with finding and qualifying leads that they forget to follow up on the already qualified leads. This results to lost opportunities for quality b2b appointment setting that they could have easily acquired..

  • Email marketing – having the email of your target b2b leads lets you create personalized newsletters and marketing email for each business on your client list. The level of personalization you can do for each email is only limited by yourself. You can discuss the topic on the forum where you met that business lead, or better yet, you can indicate the problem of the business lead for which you have the best solution.
  • Seminars – trade shows, seminars and webinars are also great niche marketing tools because they attract the people who are really interested to hear about your topic. For example, if they have no problem with their corporate recruitment processes, why do you think they signed up for a free 2-day webinar about effective recruitment strategies?

When you decide to market to a niche, it doesn’t necessarily mean that you’re constraining yourself to a limited number of b2b sales leads. It’s quite the opposite. In fact, once you’ve mastered how to identify the characteristics of your current niche, you can start expanding your marketing plans to encompass another niche as long as it still benefits from your products and services. An expert b2b lead generation firm will help you improve your business by providing good b2b sales leads through well-targeted niche marketing.

The Importance Of Finding New B2B Sales Leads For Your Business

b2bmarketingAll businesses, regardless of size, need a steady flow of sales leads to continue growing. This is the reason why sales and marketing should be allocated a significant portion of the budget, with the main focus on finding new b2b and sales leads. While lead generation is just one segment of the overall sales process, it remains an important function of your company.

For a business to business company, generating b2b leads can be done through various processes. Some of the most effective b2b lead generation strategies include: email marketing, networking, b2b telemarketing, paid advertising, and content marketing. Deciding on which marketing strategy to implement in your business depends on which one works best for your business.

But why look for new business leads when you have a lead nurturing process in place?

Having a lead nurturing process is obviously a necessity in business to further increase profits and maintain long-term profitability. However, despite having a lead nurturing process to make the most of all b2b leads generated, business lead generation should remain of prime concern to business owners and marketing managers. No matter how reliable your lead nurturing process is, your sales and marketing people can only nurture as long as leads and clients allow them to. The time will come when you and your clients have to part ways, and if you have not been continually looking for new b2b sales leads, you will be left with no client or business leads to nurture.

Why existing clients leave.

Even if you nurture your existing clients properly, it is an inevitable truth that they will eventually leave. There are various reasons for this:

  • The client decided to transfer to a competitor who offers a cheaper alternative.
  • The client is cutting down on business expenses.
  • The client can no longer sustain the business and has filed for bankruptcy.
  • The client has decided to move to a different location, and subsequently, to a different service provider.

Finding fresh new business sales leads for your business is an ongoing process. As stated above, there are various business lead generation strategies that your company can utilize, and the best strategy is to use 2 or 3 different strategies at time to get the best results. If your company uses email blasts to reach out to prospects for your b2b appointment setting campaign, you should complement this with other marketing strategies like b2b telemarketers and content marketing. As your company continues to grow, you must also increase your lead generation campaigns to find more new leads to sustain your business.

How to Launch a Lead Generation Campaign

by: Athena Catedral

Before launching any lead generation campaign, make sure all involved teams are on board and on the same page. The goals should be clearly defined and applicable to the different parties. The strategies should be in place to effectively be geared toward this similar goal.

To start off, the campaign flow should be outlined carefully. Where does the process start and how will it end? How will you define its success or failure?

Correlate the promotional material, collateral to be used with the goals

If the goal is to increase leads online, then the promotional material will be correlated to this goal. Most if not all efforts will then be concentrated online. You can start with search engine optimization (to enhance sign ups via the website), email campaigns, online linking campaigns and even search engine marketing if you’ve got enough money to play with.

Identify different response mechanisms

How do you want people to respond to your business lead generation campaigns? Will there be a hotline number or do you want to course all campaign responses through your website or maybe a particular email address? These should be outlined carefully so your teams will be well-prepared to entertain in-coming prospects and follow through on possible sales. Having more response channels will be to your advantage, although tracking may become a challenge. Liaise with the different departments involved in making it work – those that will receive the clients by phone, email and website should align with the same spiel, the same offer.

Define the marketing message in line with the goal

Position the goal of your messages in the collateral in such a way that it will not be drowned by other content. Make this the focus of the entire piece. This should be the same for all pieces and for all sales lead generation campaigns if you’re doing multiple campaigns at the same time. Also ensure that everyone involved knows the marketing message – dissemination is key.

Ensure that the user makes the most of your campaign

For the lead generation services campaign to be effective, the user has to enjoy the experience. The campaign should be targeted enough to be appreciated by the right market. The flow of the campaign from ad to landing experience to response acceptance should be smooth and directed towards the goal. This will give your campaign a viral effect. People who appreciate how you’ve marketed your product will talk about it and spread the word. This is priceless marketing. And if you can get a reliable lead generation services provider who will take care of leads for you, you will really reap the rewards.

Once these steps are properly outlined, the campaign should be able to push through without a hitch. These are macro perspectives of any sales lead generation campaign and not designed to sweat the small stuff. But once these are in place, the details will fit perfectly like pieces in a puzzle.


Considering Lead Generation for Cleaning Services?

Leads in the commercial cleaning sector are not discovered simply by a reference or a cold-call. Cleaning service leads are nurtured from simple possible interest in services right until the final purchase decision. In traditional janitorial leads generation, the target could be anyone from a low level employee to a CEO, and you can span the entire range of B2B. In targeting carpet cleaning leads, for example, the target market is almost exclusively B2B, and the target individuals are usually decision makers high up the corporate ladder. Identifying the target isn’t always difficult, but reaching them can be.

In the search for commercial cleaning leads, it is important to identify and reach the key influencers, evaluators, and recommenders, or you stand no chance of moving towards a sale. To get quality janitorial leads, you will need to understand the systems and processes of your potential clients. In order to accomplish this, you will need not only a broad understanding of cleaning services technologies, but also a broad understanding of the underlying business issues and goals of your potential client.

Sales lead generation for cleaning service leads is an effective method of driving revenue, increasing sales, and growing your company. However, the sales lead generation strategy is only as effective as the analysis, design, and implementation stages that are undertaken to put the strategy into action and to get a good amount of commercial cleaning leads. If you carefully manage the process on an ongoing basis, and ensure you have effective sales pipeline management, then you should see a significant increase in cleaning service leads being nurtured and more closed sales.