How To Get More B2B Leads From AU Calling Lists

How To_Get_More_B2B_Leads_From_AU_Calling_ListsAny business to business company will benefit greatly from having a lot of b2b sales leads. The question is, how exactly does one increase the number of prospects?

A good answer to that is b2b telemarketing. When your sales people are supported by a professional outbound telemarketing team, their work performance is greatly improved because they can spend more time with the AU sales leads that actually matter: the ones than have a high possibility of conversion. But not just any telemarketing team would do. The team you hire must not only be familiar with your Australian market and have professional work ethics, they must also have the proper tools to further increase a telemarketing campaign’s chance of success. For a good telemarketer, no other tool is as important as an up to date, well-targeted calling list. With the help of this list, b2b telelmarketers are able to contact different business numbers every time, removing redundant dials and reducing declined calls.

Keeping your telemarketing calling list up to date is as easy as hiring a BPO company to perform database management and  data verification, ensuring you that all phone numbers, addresses, and contact persons are regularly updated. With the help of a professional team of business to business telemarketers and a reliable calling list, you can be sure to notice a significant increase in your sales closing rate. When choosing your telemarketing team, look for a reliable b2b lead generation company that uses cold calling, and you can be sure of professional telemarketers and up to date calling lists.

Make Your Lead Generation Campaign Flu-Free

This is the time of the year that would most certainly bring worries for many business owners (correction, worries for everyone). It is inevitable, and everyone is needed to handle it – the flu season. And this can have a negative impact on your lead generation campaign. If the situation becomes worst (where key appointment setting personnel becomes absent due to sickness), then you really will have a hard time to generate the needed sales leads in your campaign. You will need a contingency plan in place. Considering the various methods that you need can employ, which ones are the most important? You will find these below:

  1. Plan specific employee roles – to prepare your company during the flu season, you need to come up with a plan that includes the specific roles of each employee. Study your critical operations (like those in telemarketing), find out the people necessary in those parts, and discuss with them what plans to make in the event some calls in sick.
  2. Conduct a flu awareness campaign – nothing beats an aggressive information drive. Not that your employees are anywhere dense in head, but a little reminder about sneezing and cough etiquette can go a long way in preventing the spread of flu in your workplace. This is also a good time to inform everyone about medical services and, if available, flu vaccination to prevent flu infection.
  3. Invest in more technology – the nice thing about technology in the work place is how it can contribute to overall B2B leads productivity of everyone (without the requisite close physical contact with each other). If this is possible in your office, have your employees work from their homes. Working remotely from their homes is also a contingency plan that extends beyond that of the flu season. It can provide you and your people added flexibility on how they go about their work. Just make sure that you have the equipment for this arrangement.
  4. Test your systems – this is related to point number three. You need to ensure that the communication and work tools installed in your employees’ homes are in good working condition. Conduct a test run of your system and see if there are any bugs that you need to take care of. Try picking a date, and then send at least a quarter of your employees home to use the system. See if they connect with your production floor.

Of course, this arrangement will work perfectly for companies that does not handle that much sensitive data. This is a different story if you handle data processing and retrieval tasks. In cases like these, you really have to keep your personnel reporting to the office. Still, as long as you keep everything clean (and remind your people to wash their hands after using the washroom), then you can still prevent the spread of the flu. It may border on the obsessive, but a little cautiousness can be a great help in maintaining the health of your company. In this way, your lead generation campaign can be flu-free.

 

Steve Jobs, Product Design, And Why It Matters In Lead Generation

Steve Jobs is not just the man behind Apple. He is also the man that showed how marketing should work. Sleek, sexy, and definitely straight to the point. What this man has achieved can serve as a useful guide in your lead generation campaign. For one thing, no matter how good your team is in generating or finding B2B leads or how smooth their telemarketing campaign is, it all comes undone when you fail to design a product that will keep customers engaged or interested. One of his memorable lines about design is this:

“To design something really well, you have to get it. You have to really grok what it’s all about. It takes a passionate commitment to really thoroughly understand something, chew it up, not just quickly swallow it. Most people don’t take the time to do that.”

Basically speaking, you really have to get into it. The reason why appointment setting campaigns fail in the long run is due to bad products and subsequent negative reaction from consumers and clients. Come to think of it, when you offer something to the market, you need to make sure that it will impress – provide prospects with a wow factor. If you fail to do that, then you fail to keep your customers in the long run. Steve Jobs knew and understood that need. He used this insight to come up with the products that made his company a big name today. You can do that too.

Design your products well, and sales leads will come.

 

Lead Generation Lesson From Ice Hockey

Callbox _Lead_Generation_Lesson_From_Ice_Hockey

Ice hockey and lead generation may not be similar at first glance, but upon closer look, there are some things that they share in common. Legendary Wayne Gretzky gave a comment that, although focused on the sport, is also something that affects those in inside sales. What did he say? “You miss 100 percent of the shots you never take.”

Generating qualified sales leads can be a hit or miss affair. The rate of failure can be too high, and the challenges in negotiation can be daunting. This can cause some marketers to stop their work right in the middle of the appointment setting campaign, or really not attempt all together. But what if you think of business as a game, where every move you make decides whether you make a sale or not?

Ice hockey, or any sport for that matter, requires that you take a level of risk in order to succeed. Wayne Gretsky did not become the legendary hockey player he is today by simply sitting at the sidelines. Sure, he had experienced loss in the game, but that sure beats missing the entire show. Shoot the puck, and either it hits or miss. But that is far much better than not shooting at all.

There is nothing wrong when you fail to generate B2B leads in your lead generation campaign. What is wrong is when you refuse to take the first step. No matter how good the opportunity is, if you fail to actually move, then you will miss it completely.

 

Redefining Lead Generation With SEO Marketing

 

Having a hard time generating qualified sales leads? That is to be expected. With the world economy still feeling the after-effects of the financial meltdown in the United States and Europe (and there is no denying that everyone still feels it), finding prospects can be pretty difficult at this point. Still, that is no reason to just sulk around, mope about your fate, or perhaps do a dozen other unproductive things in your office. Rather, this should be an opportunity for new lead generation tactics. That is where interest in search engine optimization (SEO)  marketing take off. And believe me, there are a lot of interested people here.

 

This form of marketing works by improving the standing a website, or group of websites, in internet search pages. This is a rather subtle operation, and results will definitely take longer than telemarketing, but it does present some interesting possibilities. Think of SEO as a form of support in the general marketing campaign. You have to admit that generating B2B leads using old channels is hard. Right now, sales is slow. But your priority is to keep your business visible in the internet. As long as you are there, it would be easy to promote your business to potential buyers. So how will you start on this?

 

  1. Remember to research your market well. Analyze what keywords they are most likely to use and incorporate that in your over-all SEO marketing campaign.
  2. In SEO marketing, your aim is to provide information, not to sell. The selling part can be done later. What is important is that you engage the interest of prospects, prove that you are an industry authority, and that you and your company can be relied on in the future.
  3. Social networking sites like Facebook and Twitter are great mediums to engage prospects and customers in conversation. This will help increase your presence in the online community. Just keep in mind that your aim here is simply to have a conversation at this point.
  4. Try hosting a webinar or a video conference with interested prospects and attendees. This will help cement your reputation as an industry expert, as well as put an edge over your competitors. You will need the help of appointment setting specialists on this.
  5. Be active blogging and article contributions. In this way, you can promote your own business through other online channels. It would be a good boost to your reputation as well.

 

Once you have established your presence in the Internet, and search engine results appear to be favorable, then it is the time for you to engage in a more aggressive sales campaign. Seek your from your network interested prospects in the United Kingdom. Once they express willingness to talk business with you, now is the time for you to give them a telemarketing call. And it will be an easier job, since it will no longer be a cold call anymore.

 

Of course, if you have a hard time negotiating and doing business with prospects on the phone, it would be a good idea to work with a professional lead generation agency, then.

 

Should You Outsource Your Lead Generation Campaign?

Should You Outsource Your Lead Generation Campaign?

Face it, you just cannot do everything on your own. There is a limit to what the human body can take. Besides, no one has ever succeeded (physically) in being at two places at the same time. It is the same thing with lead generation. And in terms of skills, you just cannot be knowledgeable it all aspects of your business. You might be good at customer service, but a little stumped when generating sales leads. A little help might be in order, like outsourcing to a professional marketing agency. Inside sales can be a bit complicated, so some expert assistance will be needed. But how will that help your business?

 

  1. You can focus your efforts better in other tasks – as the old saying goes, ‘leave it to the experts’. Sure, you may have this winning idea that will get you the most customers in the market, but if you lack the skills or the knowledge to pull this off, then you are not going anywhere. And if you do have people knowledgeable in inside sales, they may not be sufficient to handle the amount of work that needs to be done. in this case, outside help from an agency that has the people and the resources for the job might be needed after all.
  2. You can reduce your general overhead cost – in the financial portion of your campaign, you need to reduce the overall cost in reaching appointment setting goals. Think about it, getting an in-house team to do the job for you can become an additional burden in your budget. Consider this: if you stick to your own team, would they have the capacity to get the required work done? Will they still be able to function well with their current equipment? If they need more help, would buying extra tools or hiring assistants be less expensive than seeking help from professionals? These are just some questions that you have to answer.
  3. You now have a one-stop shop of sorts in lead generation – the problem with an in-house team of marketers is that you are stuck with finding the right people, equipment, and software tools to aid in your campaign. It can be frustrating, or probably costly, to do this, since there is not one place where you can get them all. Unless you outsource to a professional marketing agency. More likely than not, they have everything you will need for your inside sales campaign. All you need to do is to choose the right agency to work with.
  4. You get an outsider’s perspective of your needs – while bringing in strangers in your company (people who are unfamiliar with your culture and environment) can be an unnerving experience, it can also be a god-send for those who want to see things in a different light.

 

Of course, you do not have to take a consultant’s advice at face-value, but the ideas and details that you will learn can be used to improve your lead generation campaign.

 

Six Hiring Mistakes That Ruin Lead Generation

There are hiring mistakes, and there are hiring mistakes. In terms of its effect in your lead generation campaign, it can mean a big thing. Generating B2B leads is no simple feat, and as a business owner or manager, you may not be able to handle the job on your own. It becomes a necessity for you to hire someone for the job. And that is where the problem comes in. What will happen if you hired the wrong people for the job? That would certainly be an inside sales disaster. And the causes of that are so obvious that you might berate yourself for not realizing it sooner.

 

  1. You ignore the totality of your candidates – sure, you need skilled people for the job. The problem here is when you only concentrate on the skills, not on the whole picture. There are some employees who work best at night, or maybe have diva tendencies. If you really are in need of their appointment setting skills, then be ready to compromise.
  2. You fail to consider their attitudes – being skilled in generating sales leads is a great factor in hiring candidates, but if they do not have enthusiasm, good work ethics, or interpersonal skills, then they might become a liability. These can be more important traits for employees.
  3. You sell your business too much – yes, you need your employees to work for you, but do not sell yourself too much. Candidates usually have done their homework; they know whether your company is a good fit for them or not. Also, selling too hard skewers the perspective in work. The viewpoint of an employee who is grateful for the job is way different from an employee who took the job only as a favor to you.
  4. You quickly hire friends or family (or both) – while family or friends may have the heart and intentions to help you, their skills might something that falls short on your expectations. Additionally, hiring family or friends create friction in your production floor, between you and non-related employees. This can have a negative impact on your lead generation campaign.
  5. Ignoring your gut feelings – while looking at things objectively is ideal, with numbers and graphs, trusting your gut feeling can also save you from a major hiring mistake. That resume may seem rosy enough, but if you have a gut feeling that something is not right, then you should listen to that as well.
  6. You make the wrong gamble – well, a gamble is a gamble, where you are most likely to fail. But you can take a positive gamble on a candidate who might help your business grow, or a negative one where the candidate wrecks your entire inside sales campaign. Know everything you need to know first, then make an intelligent choice.

 

It is very easy to fall into these six hiring mistakes. But now that you know what these are, it would be a simple matter for you to avoid them all together. It will be good for your lead generation process.

 

How To Improve Customer Retention For Better Lead Generation In Ten Ways

How To Improve Customer Retention For Better Lead Generation In Ten Ways

If there is one activity that a lot of marketers tend to overlook in a lead generation campaign, it is trying to retain your current business prospects. Yes, your current prospects can become potential B2B leads. And that would be a less time-consuming, costly, and headache-inducing activity for marketers.

You already know the people, you are familiar with their needs, and it may be possible that your new product or service is exactly what they will need. But the question here is, how will you pull it off? How will you effectively retain your current customers? You will need to start with that before you turn them into qualified sales leads. There are several ways to do that:

  1. Take control – if a customer calls in to complain, take note of what she says. Whatever information you obtain, use it to guide your customers towards the solution. Clearly tell them what you require, and assure them that you can handle things.
  2. Probe or profile your customers – in a telemarketing call, it would be a very useful practice to probe for more information about your prospects. Personalize your inquiry, help them with their concerns, act more like an advisor. It helps you build rapport with your customers.
  3. Recap the discussion – after taking note of everything the customers says, recap the most important points. In this way, you can show that you really are listening (not to mention giving the customer an opportunity to clarify the details).
  4. Understand your target customers – studying your business demographics will help you determine what marketing model will best suit them. In an appointment setting campaign, being able to know what really makes your prospects tick is a great aid in the task.
  5. Show that you care – business these days is no longer a single business transaction. For continued profitability, you to be more concerned about continuing your relationship with current customers. You can do that by showing them that you care.
  6. Use the right hold music – sometimes, the use of the wrong hold music can turn off business prospects, as well as leave them clueless as to what you are doing. While putting your prospects on held may be necessary, you need to make sure that their wait will not be in vain.
  7. Have consistency in all communication channels – this is very true especially when it comes to customer service. Be it in social media, e-mail, or telemarketing, you have to ensure that your message stays consistent in everything.
  8. Focus on quality – while producing a lot of B2B leads is very important; you need to focus on the quality of leads. What is the use of getting in touch with so many prospects if only a handful will convert into sales leads? You need to do your research well.
  9. Provide an intelligent service – this encompasses an entire range of services, from call to actually delivery of business solution. Depending on your prospect’s preferences, you need to consider the best way to deliver your message.
  10. Learn to adapt – this is very important. Being flexible in dealing with customer concerns helps your business be better in generating B2B leads.

It will not be surprising if you get positive lead generation reviews for your business if you follow these tips.

 

How To Get Past Gatekeepers In Lead Generation

How To Get Past Gatekeepers In Lead Generation

As you go about your usual lead generation campaign, you will be faced with the inevitable gatekeepers. Yes, they are the people tasked in blocking your way. And they do that for a good reason. Their bosses (the ones we want to talk to) are very busy people. Often, they do not have the time to entertain calls from  a myriad of marketers that come during the day. Gatekeepers are put in place in order to filter out the ‘unwanted’ calls, only allowing those with value or substance through. That can be problematic for your inside sales campaign, but there you go. You have to accept the fact that gatekeepers are here to stay.

The good news here is that there is a way to deal with them. Actually, ‘deal’ with them can come across as too strong a term. Perhaps a better one would be to ‘work’ with them. Since gatekeepers are there to block calls or promotions deemed of lesser value, the solution here is to show them that your business has a higher value. That is the secret of successful appointment setting representatives. You do not have to wage a war of sorts against gatekeepers in order to generate sales leads. The trick here is to get them to work for you. Not only will this be beneficial for both parties, it is a set-up that has less headaches and stress.

So, how should you do it?

To start with, you should be polite. True, some gatekeepers can be blunt or rude, but that should not give you the reason to act the same. Usually, if you maintain good manners, they will soften up and let you have your say. All the better for your inside sales work.

Second, understand where they are in the company structure. Be they the receptionist, personal assistant, or perhaps a low-level manager tasked at screening calls, you should know that they are just doing their job. So do not make it hard for them. Ask them to pass a message or perhaps set a later appointment. Give them some flexibility and they will better accommodate you.

Third, always remember to work with them. Ask them when you can call back, if your target decision maker is not around. You can also ask them other details, like the preferred way their boss wants to be contacted or what information they look for. You might be surprised about how much they know.

Fourth, nothing beats a freebie or a gift. You can give them some discount coupons, or maybe a promo they can take advantage of. Not only will this help you become memorable, the gatekeeper will think kindly of you when you do make that marketing call.

And lastly, be personal. No one likes to talk to script. It destroys the entire purpose of the lead generation campaign.

Well, while these tips are sure to help your inside sales campaign, you might find others that will work better with your business. Just try them all, and stick to the ones that work.

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.