5 Lead Generation Strategies to Drive SMB Growth (Featured Image)

5 Lead Generation Strategies to Drive SMB Growth

5 Lead Generation Strategies to Drive SMB Growth

You must admit, there are plenty of lead generation tactics available for everyone. However, not everything is going to work especially if you own an SMB (Small or Medium Sized Business). In this article, we will be discussing the five basics of lead generation for SMBs.

This should provide you with enough coverage in order to start doing something about the tactics that you are currently employing.

 

Knowing Your Market (And Yourself)

The first thing that you have to realize is the size of the company that you own. SMBs do not usually seal the biggest contracts but rather use them as a stepping-stone for bigger contracts along the line. This means that you need to set up what kind of clients you need in order to move to the next step – growth.

Once you know your capabilities, it is important to know what kind of market you appeal and can appeal to.

Ask these questions:

  • What sort of companies should I be reaching out to for B2B deals?
  • What do my customers expect from me?
  • What do I expect from potential customers?
  • What kind of customers have I been attracting in the past?
  • Do I want to change this in the near future?

 

Industry Partnerships

Mostly all SMBs and SMEs once started out as smaller companies have depended at one point depended on word-of-mouth advertising to drive sales. This means it’s time that you also start doing things that work again.

Do not be afraid to reach out to your current industry partners and start reaching out again. Sometimes it’s best to stick with the things that do work and multiply those parameters in order to achieve better results.

Talk to your current clientele and find out how they can help you drive more business and how you can help them with theirs.

 

Personalized Email Marketing

Stop thinking of email as a marketing and start thinking of it as outreach. You want to be able to reach people and solve specific problems that they have. This means knowing who your audience is and creating a plan to reach them.

Proper email outreach involves you getting to know your audience and combining it with proper testing in order to ensure that you are getting proper results and maximizing the use of the resources that you have.

Make sure you follow-up as well. A lot of industry leaders fail to get through the front door properly because an email was lost somewhere in between. The habit of following up ensures you do not lose potential customers accidentally and helps you be more efficient with the leads that you have.

Email will still be a powerful tool in generating leads. However, if you do not do it properly it can be a complete waste of time for you and your business.

 

Proper Social Media Exposure

Proper social media use is dependent on the audience that you wish to secure. Make sure that you have a proper system in place so that you may be able to determine where your customers are “lurking”.

Some specific leads you will only find on LinkedIn, so this means you should have a proper systemic campaign to target these particular customers. This would entail releasing content for a targeted set of individuals to establish your relevance as an industry leader before you invite them to do something.

Facebook appeals to a different set of people and this allows you to be able to more direct with your approach.

Every social media platform requires different types of content and appeals to different crowds. Understanding this will enable you to create personalized content and make efficient use of the marketing resources that you have.

 

Localized Lead Generation

Using directory networks and Google My Business will help you be more geo-relevant when you are trying to acquire new leads. Think about Google My Business, having a branch in the center of the city that you are trying to reach will allow you to be able to make your services hyper-localized and appealing to potential customers.

A hyperlocal approach can also be used for directory networks such as Yelp and the Yellow Pages; you will be able to create customized ad campaigns that target specific individuals in a location. This allows you to be more personal with the approach that you have.

It can also give you great results when you’re running a campaign that you know has specific parameters in mind.

 

At the end of the day, it is important to note that resources are not unlimited and given the size of your business, you’ll have to make sure that you’re using your resources in an efficient and effective manner.

By employing these strategies, you will be able to make sure that you are making the most of your resources.

 

Author Bio:

Dara Lin

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

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3 Lead Nurturing Tips to Get The Best Outcome

3 Lead Nurturing Tips to Get The Best Outcome (Featured Image)

So you have launched a successful B2B campaign and generated a good number of leads. That’s good, but still not the best.

Companies that excel at lead nurturing generate 50% more sales-ready leads.

Lead nurturing is not simply sending emails to your prospects and monitoring their replies then decide the next step to take from that point, but doing every possible way – email, call, social, web, and mobile, to reach and engage them, and get to move further in the process. Consider the actions below in order to get the best result when nurturing a lead.

 

1. Initiate The Right Move

Ideally, the lead nurturing process starts with sending automated sequence of emails to your prospects. In order to get a better result, execute your lead nurture process right by defining the follow-up path based on the action your prospects took: opened email, clicked a link, downloaded a form or visited the website. By tracking their responses through the lead nurturing scheme, you will be able to send your message to the right prospect at the right time.

TIP

Set an alarm on your lead nurture scheme to prompt you when to take the next move. That may be to send the prospect another email copy, SMS, or call, but determine the perfect timing when setting the alarm for your next move by studying your prospects behavioral pattern.

Related: Don’t Just Blast Cold Email Pitches, Nurture and Win Customers [VIDEO]

 

2. Treat Every Prospect As Potential Customer

Not everyone on your database that you are trying to communicate with will react on your message right away, but get a grip on every prospect including those who expressed the least interest and even those who did not take any action at all. Try to reach them through other channels like SMS, social media or voice. Look at the possibility that they may not have received your first message because it was redirected to other folders instead of his inbox or he might just didn’t have much time to reply when he opened it.

TIP

Check email benchmark reports: open rates, click-throughs, click-to-open, unsubscribe, spam rates, bounce rates, etc.to give you a better indication of performance like which email copy gained higher open rates, and also to guide you to better understand your prospects’ email engagement rates by category (small, medium, large businesses), device they use (mobile, desktop) and industry.

 

3. Reply In Real Time

Hit the iron while it’s hot they say, so once you see a prospect clicked a link, opened an email, maybe visited the website, or just any action that indicated any amount of curiosity from them, call them right away. That could be the perfect timing to touch base with them as they probably just got off a meeting and currently on a coffee break. Take every chance that would open a discussion between you and the prospect.

35-50% of sales go to the vendor that responds first.

TIP

Propose one of these to the prospect before he drops the line:

  • An office or phone appointment
  • Send him brochures
  • A follow-up call on a specific schedule if he’s not ready to discuss yet at the moment

Remember, the sales cycle does not end at just reaching your target number of leads alone, but stretching your best effort on keeping those leads keen to proceed down the sales funnel.

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




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Cold Call Scripts That Land Meetings with MSP Buyers [Free Download]

Cold Call Scripts That Land Meetings with MSP Buyers (Featured Image)

Managed IT providers know that they need to reach out to both IT and non IT decision makers to gain new customers. That’s because IT purchases are increasingly being decided not only by multiple people, but also across multiple business functions.

These trends highlight the critical role that targeted, one-on-one outreach plays in selling MSP solutions, and cold calling remains one of the best tools for the job.

That’s why we recently released a downloadable eBook that contains sample call scripts for finding and qualifying potential MSP customers. Each script is tailored for a specific buyer persona and includes a few helpful notes and comments.

The resource is available for download here. The rest of this blog post provides added insights to help you fine-tune your cold call pitch.

 

Who Makes Managed IT Purchases?

IDC reports that non-IT line of business (LOB) buyers now account for around half of technology spending. These are purchases made without the involvement or knowledge of an organization’s IT department.

Even when IT does get involved, LOB managers still hold a huge sway in the tech purchase process. TechTarget estimates that nearly 30% of buying decisions made by an organization’s IT leadership depend on inputs from non-IT staff.

This makes it clear that selling MSP solutions now needs to move past solely targeting IT decision makers. This underscores a growing challenge for MSP vendors that rely on reaching buying consensus with multiple stakeholders to close deals.

Not only do LOB managers’ priorities and pain points differ from those of IT decision makers, but these two buying groups often disagree about key items on the IT buying checklist.

What’s also important is that these divergences have a huge impact on how MSP buyers start their purchase journey. This means that connecting and building relationships with stakeholders require messaging that takes these gaps into account, even in the initial stages of the buying process.

 

Targeted Cold Calls to Key MSP Buyer Personas

Targeted cold calls make up a vital layer of touch points for proactively reaching out and engaging potential MSP customers.

Cold calling works well for top-of-funnel outreach activities since it enables one-on-one conversations that prepare prospects for the next stages in the sales cycle.

For complex-sale products like managed IT solutions, cold calls help move contacts from initial awareness to active leads.

With the MSP prospect pool growing to include more and more non-IT decision makers, your cold call messaging strategy also needs to capture this new audience.

One way to refine your outreach message is to segment potential stakeholders based on buyer personas and then tweaking your cold call pitch accordingly.

In most technology purchases like managed IT solutions, key decision makers consist of four buyer personas (although the number can certainly increase, depending on the complexity of your sales cycle):

  • End User:  These are typically non-IT LOB managers of departments and business areas that stand to benefit the most from your offer.
  • Influencer:  These are mid- to senior-level decision makers that drive purchase decisions.
  • Technical Buyer:  These are IT-focused specialists that can block a purchase if it doesn’t meet their requirements.
  • Economic Buyer:  These decision makers oversee the budget and give the final go-ahead for a purchase.

 

End User

In MSP sales, the end user buyer persona consists of non-IT LOB decision makers that oversee specific functional business areas that directly benefit from your solution.

End users have the most to gain from your offer. That’s why they tend to be your biggest advocates in your target accounts. That is, if you can find a way to build a relationship with them early on in the sales process.

LOB decision makers care about business outcomes rather than product specifics. If a product solves a real problem, the results matter more to them than the underlying details.

According to professional services automation provider Promys, the decision-making process that LOB managers follow typically includes:

  • Decide if there’s a specific problem
  • Determine if the problem is worth devoting resources to
  • Identify possible ways of solving the problem
  • Pick out the “best” way
  • Look up vendors that provide the “best” solution
  • Choose the “best” vendor

Influencer

Even though buying decisions have now become more distributed, the process is still significantly driven by stakeholders that span different business areas and functions.

These decision makers have a huge influence on the buying process and help move the deal forward. That’s why they’re typically labeled as “influencers.” They commonly consist of mid- to senior-level managers that directly handle your target LOB prospects.

Influencers look for strategic impact of MSP solutions instead of operational or technical details. They’re more into seeing how your offer fits their big-picture goals of growth, profitability, competitiveness, industry trends, disruption, etc.

That’s why your cold call messaging strategy needs to achieve the below three key points. These ensure that your pitch will be able to capture influencers’ attention and obtain the response you want:

  • What does your offer bring to the organization?
  • How can you earn your prospects’ trust?
  • What line of fresh thinking can you offer?

Technical Buyer

The rise of the LOB buyer hasn’t made the IT department irrelevant in MSP purchases. The risks and limitations associated with shadow IT (such as interoperability, security, resilience, etc.) still support the case for IT’s close involvement.

While technical buyers typically don’t have final authority over tech purchases, they do have the power to reject a potential managed IT proposal. The goal when reaching out to technical buyers is to make sure they don’t shake their head sideways at your offer.

When crafting a cold call pitch aimed at technical buyers, it’s important to keep the following points from Lean B2B in mind:

  • They have in-depth and specialized expertise in your field.
  • Their main concern is to verify whether your solution really does what you claim it does.
  • They focus on the measurable and quantifiable items of your offer.
  • They look for details on usage, testing, deployment, and maintenance.

Economic Buyer

The persona that has the final say in MSP purchases is the economic buyer. In fact, most marketing experts consider economic buyers as the “ultimate decision maker” because even if everyone else says yes, it’s the economic buyer’s approval that determines whether a purchase happens or not.

Economic buyers can be a single person or a committee that directly controls budget and spending. The larger the deal size, the more senior the economic buyers will be involved. Smaller purchases commonly require only the approval of managers lower in the org chart, while deals with six-figure price tags can involve a board- or C-level evaluation committee.

The key to winning economic buyers over is to deeply understand the things that tend to make them say yes:

  • Finding the best-fit managed IT vendor for their organization
  • Ensuring long-term stability of both the MSP provider and the working partnership
  • Knowing the vendor’s approach to risk mitigation
  • Verifying different proof points about a vendor’s ability to deliver
  • Being able to objectively weigh costs against benefits

 

Conclusion:

Now more than ever, cold calls help MSP vendors reach and connect with the different decision makers involved in the purchase process. But this requires refining your MSP pitch to make it more relevant to what each decision maker actually cares about.

To see how to put this strategy into action, check out our latest collection of cold calling scripts for various MSP buyer personas.

Turn cold MSP leads into sales meetings. Get your free sample scripts now.

Download your Sample Cold Calling Scripts for Key Buyer Personas in Managed IT eBook

Author Bio:

Dara Lin

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

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Localized Digital Lead Generation: Strategies to Attract B2B Customers

Localized Digital Lead Generation: Strategies to Attract B2B Customers

Localized Digital Lead Generation: Strategies to Attract B2B Customers

Top brands with localized digital lead generation campaigns are edged over others who don’t. There is a lot of power in using local digital marketing strategies such as that deliver good results to businesses. Here are a few they suggest:

 

Local Content Marketing

Create engaging contents that talk about things that people would like to know. Answer their questions. Utilize corporate blogging to get your message to your target audience, and spare a few dollars ($5-$50) for promoted posts on Facebook to fuel a little social media seeding.

 

Partner with Local Influencers

Partnering with huge name influencers will not guarantee effectiveness and may cost quite expensive, so tap local niche influencers in your place (state or city). Also, connect with local bloggers in your area and see who has the best interest in industries such as yours. This will introduce your business to new and relevant market in your area.

 

Social Media Advertising

Almost everyone in the planet is on social media, so grab the opportunity of being seen and heard by the public, but most especially by the people in your circle who could possibly voluntarily share your message to their network of friends and colleagues. Social ads can help drive awareness for your brand which may affect website traffic and result to lead conversions.

 

Engage with Local Search Ads

Set up local search ads in Google to be listed at the top results when users search for information relevant to your business. This function will include a click-to-call link that will enable users to directly contact your business. Paid search ads operate on a CPC (cost-per-click) basis which means you pay only on the clicks your ads receive.

 

Mobile

Capture mobile users by capitalizing on mobile traffic. This should be a top priority in your lead generation campaign, but in order to get your desired results, you need to create a website that is at par with today’s technology designs.

 

Think global, act local

Coca-cola is an expert at this strategy, and they suggest:

  • Humanize the global brand with a vision and mission that inspires (and translates in) local markets
  • Reorganize for global-local alignment and relationship -building
  • Shorten the feedback loop between local and global
  • Streamline content access and guidelines
  • Focus on driving adoption of global systems and processes

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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Winning High-Value Accounts with Multi-Channel ABM

Winning High-Value Accounts with Multi-Channel ABM

 

Video transcript:

Andrew heads sales at a B2B tech firm.

His team leverages multi-channel ABM (Account-based marketing).

With this approach, Andrew’s ABM program is on a winning streak…

  • Targeted 6.3x more tier 1 accounts
  • Booked 17x more meetings
  • Grew pipeline value by 8x

How?

By connecting with the right stakeholders at the right time with the right touch

 

Step 1: Identify

Andrew’s team picked their most promising accounts and mapped org charts for each.

Step 2: Expand

They then researched each contact to build detailed profiles.

Step 3: Engage

The team then reached out to contacts via different marketing channels and personalized messaging.

Step 4: Convert

They turned contacts into opportunities using a cadence of touches.

 

In short, multi-channel ABM sets the stage and opens doors for Andrew.

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

Get your FREE ebook

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Gamification in B2B Marketing How to Generate Sales Leads with Fun

Gamification in B2B Marketing: How to Generate Sales Leads with Fun

Gamification in B2B Marketing How to Generate Sales Leads with Fun

Gamification is proven effective in B2C with the likes of Nike and Starbucks onboard this marketing strategy. The question is: can B2B marketers utilize gamification as a lead generation strategy to engage prospects and leads? Today, we show you how.

 

Gamification Defined

From the start of civilizations, gaming rules tap into the competitive nature of humans and the desire to win. Gamification makes use of psychology to harness the power of games for profitability. Rewards, challenges, earning points, and incentives are some of the techniques behind gamification that make it a practical and effective marketing strategy, even in B2B.

 

Gamification for B2B Marketers

In an increasingly mobile world, B2B marketers can’t ignore gamification as a marketing strategy to reach other businesses. A Wrike survey revealed 66% of B2B buyers use specialized mobile apps related to work.

B2B companies in various industries have launched mobile apps and reaped the benefits of gamification. Digital advertising agency inTacto created an online game that generated traffic at the start of the year. The digital agency included sharing options, links to their site, and chances to win merchandise.

Workplace, a workforce management software developer encouraged potential clients to sign up for a trial service with The Game. The app was a gamified version of their service that made it fun for consumers to engage in and share with others.

 

Why Gamification Campaigns Succeed

Gamification is more than implementing gaming techniques in marketing. A successful campaign offers value, skills, and improvement. It is a compelling tool to challenge, track, measure, motivate, and reward people. Businesses can utilize gamification both to target their consumers and make the workplace more engaging for employees.

 

Key Points in B2B Gamification

The content and elements of your campaign should be interesting to your target personas.

Offer rewards and incentives to all who participate in the challenge. For example, you can offer reward points, trial service or an eBook.

Enable share options. Boost brand awareness and engagement by adding a social share button for your multi-channel campaign.

 

How to Add Gamification to Your B2B Marketing Strategy

The gamification marketing is valued at billions and predicted to grow to $12 billion by 2021. Consumers perceive companies that employ gamification strategies as forward-thinking.

This innovative tool can promote any product or service and deploy at any stage of consumer interaction. Here are practical tips to use gamification in your business:

Tailor-fit your strategy to your marketing goals

Determine success metrics and desired outcome from your campaign. Ensure you have realistic and measurable goals in place. An analytics tool can determine when you achieve your goal.

Know Your Audience

Know what type of game appeals to your target personas. Test several game types to find out when consumers are most likely to be receptive and convert.

Likewise, consider designing your campaign to suit the age of your target personas. As seniors exit industries, it is critical to address the desires of the millennial audience. A URL shortener such as Bitly and Goo.gl is a great way to get insight into the topics and keywords your audience finds interesting.

The more you dig deeper into consumer problems, the better your campaign. Aim to deliver a consumer-centric app that offers solutions to meet a pressing consumer problem to a specific audience.

Test the Waters

If you feel you are not ready to go full-force with a gaming app, it’s best to test the waters first. Run little challenges that reward consumers and see how your target audience responds.

Establish Incentives

It should be clear to your audience what they will get in turn for participating in the challenge. It could be a special offer, exclusive content, or a product sample.

Go for User-friendly

Don’t make it difficult to navigate through the game or challenge. Make it easy for your audience to join without asking them to commit too much right away. If it is complicated, people will abandon the game.

Testing sites like UserFeel and Peek can help you determine games that hold excitement and optimal level of difficulties for the best user experience.

Make it Fun

Game developers learned to make menial tasks sound exciting. Take for example FarmVille, a game about planting crops or Diner Dash, a waitressing game.

The more boring you think consumers perceive your business, the more vital is gamification. Fun elements make your strategy look less like advertising and more experience-centered.

Finance company Commonwealth utilized gamification in their website and mobile app SavingsQuest. Through this platform, the company leverages challenges and badges to encourage users to reach financial goals.

Set Deadlines

Create a timeline from developing to launching your gamification campaign. Set limits within your budget and use analytics tools and key metrics to determine its efficiency. Consider working with a gamification developer to stay on budget and schedule with the campaign efficiently.

 

Final Thoughts

From startups like Foursquare to established companies like Nike, gamification is moving forward in mainstream marketing. Tap into powerful human emotions in winning and losing improve customer experience, loyalty, engagement, and retention. Gamification that works centers at the needs of a specific audience and wraps solutions in creative and entertaining ways.

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

Get your FREE ebook

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ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG

[Free Download] ABM Telemarketing Scripts for Cold Calling Key Software Personas

ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG

If there’s one channel that checks all the boxes in ABM outreach, it’s targeted phone calls. Outbound touches drive ABM results in five crucial areas:

  1. Gathering insights that help tailor your approach
  2. Building and growing meaningful relationships with each stakeholder
  3. Delivering relevant content and messaging to the right decision maker at the right time
  4. Providing a consistent and coherent brand experience across the different stages of the sales funnel
  5. Achieving true marketing and sales alignment

Targeted telemarketing helps you achieve all these and more, but it can be a little challenging to translate these into clear actions and actual messaging strategies.

That’s why the Callbox team recently put together a free downloadable resource that includes sample buyer profiles and telemarketing scripts tailored for ABM programs in the IT/software space.

We want this resource to serve as a practical guide and template for everyone looking to use the power of targeted phone calls in ABM. With this downloadable content, you’ll be able to integrate telemarketing into your ABM program in ways that impact results.

Here’s a quick preview.

 

Buyer Persona Templates

A buyer persona represents a specific stakeholder’s characteristics. It summarizes the demographic, professional, firmographic, and psychographic qualities related to a decision maker.

Buyer personas help you segment and personalize your messaging strategy according to the needs and preferences of each stakeholder. That’s why creating reliable buyer personas is critical to the success of your ABM outreach efforts.

This downloadable PDF includes sample buyer persona templates that outline the following characteristics:

  • Job Title/Professional Info
  • Demographics
  • Goals and Pain Points
  • Preferred Resources

We provide a filled-out buyer profile template for each of the four key buyer personas typically involved in software purchases:

  • Champion (your primary advocates in the target account)
  • Influencer (stakeholders with the authority and expertise to sway buying decisions)
  • Ratifier (decision makers with highly-specific concerns about a solution)
  • Economic Buyer (stakeholders who control the budget)

 

Targeted and Personalized Cold Call Scripts

One-on-one phone calls with stakeholders form an important component of an ABM outreach strategy. Phone calls work well at nurturing prospects that are in the middle-of-the-funnel (MOFU) stages as well as converting stakeholders during the bottom-of-the-funnel (BOFU) phases.

But live calls are also very effective at connecting with potential prospects during the top-of-funnel stages. That’s because, when combined with other outbound channels like email, targeted calls can help you scale attracting and qualifying stakeholders early in the sales process.

For the downloadable resource, we compiled a complete cold calling script tailored for each of the above-mentioned software buyer personas. Each script covers all the key areas of compelling sales conversations:

  • Personalized introduction
  • Rapport-building tactics
  • Creating curiosity and highlighting pain points
  • Probing questions
  • Wrapping up

This proven formula for targeted sales conversations works well at engaging different stakeholders in an ABM setting. We provide these actual scripts to serve as your guide or reference when writing your own.

 

Conclusion

Outbound calls help drive results for ABM programs. Our downloadable buyer persona templates and call scripts will help you make the most of this crucial ABM channel. Get your copy today.

 

Download your ABM call scripts + persona templates

 

Author Bio:

Dara Lin

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

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How-can-Software-Companies-Get-Meetings-with-the-Right-Prospects

How can Software Companies Get Meetings with the Right Prospects?

How-can-Software-Companies-Get-Meetings-with-the-Right-Prospects

Sometimes being a software vendor can get difficult – trust us, we get it. However, just with anything that is difficult, there’s always a quick workaround.

When trying to set appointments, be conscious of how you formulate your statements so as to make a good impression. Turning off your prospect is the last thing you would want to do.

Here are some helpful tips used by marketers and some software vendors alike to land an appointment with the right buyers:

 

Do your research well

Nothing will guarantee you better results than doing your homework properly right from the beginning. Study your targets and get to know their schedule such as when they are busiest during the day, when is a good time to make a phone call and how to get their attention. You also want to make sure that you get their positions in the company right. Doing so gives them the impression that you are interested enough to review their profiles.

 

Be seriously prepared when you make a phone call in order to set an appointment.

1. Get your target clients to lower their guards.

Be casual yet professional when you start the conversation and use this formula: introduce yourself + acknowledge that they are busy. For instance, say something like, “Hi, my name is Chris Simmons from 123 Solutions. Am I correct in saying you must be working on something now?”

Commonly, the default response would be to deny that they are busy and can spare a few minutes to take your call.

2. Let the person on the other end of the line know your purpose for calling.

Say something like this, “The reason why I am calling is I would like to get 20-30 minutes of your time to discuss how we can help improve your employee productivity by at least 25%.” This kind of statement does not only get the target’s attention, but it also gives him or her a clear picture of what you can offer.

3. End with a strategic question that will help you achieve your objective

Try asking something like this, ”Would tomorrow at 10am or Friday 3pm be perfect to call you again?” This type of question gives the person on the other end of the line 2 alternatives to immediately choose from.

 

Attempt to reach your target during their “off” hours

The type of business leaders you want to reach are those who are influential enough not to be required to punch in and out daily. You can schedule an email to be sent early in the morning, make a sales call during their lunch break or after office hours. Usually, most marketers get good responses when they send out emails between 4am to 5am. This strategy gives you an edge as you get the recipient’s attention as he starts his day after a good rest the night before.

 

Use referrals to your advantage.

When you are referred by someone, it simply means that the person who is asking as mediator can either vouch for your integrity as a business operator or simply know someone who has a great need for your software. Additionally, when people refer someone it generally implies that there is a certain degree of trust in play. Referrals place you in an advantageous position over your competitors.

 

Do not sell your product or service right away.

When you approach someone for a potential appointment, do not tell what you’re selling immediately. Instead, present on the benefits that can be had from your software. You can say something like, “We can help you streamline your operations and improve production by at least 20%. Would you be available to meet this Friday to discuss this further?”

In your target’s mind, there is already an end result in sight. All the target has to do is say yes to meeting you on the agreed date.

 

Pursue your marketing leads.

Setting an appointment with the right prospects does not have to be an agonizing experience for you. You need not look too far at the same time. Consider the business operators that are already familiar with your brand, those who have sent inquiries in the past, checked out your website, downloaded materials from your site, or attended one of your events in the past.

It helps greatly when you pay attention to the people who are already in your circle. Keep them closer by engaging them one more time. Since they are already familiar with your brand, it becomes a lot easier to set an appointment.

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




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Best-Marketing-Podcasts-That-Will-Inspire-Your-Lead-Generation-for-2019

Best Marketing Podcasts That Will Inspire Your Lead Generation for 2019

Best-Marketing-Podcasts-That-Will-Inspire-Your-Lead-Generation-for-2019

Let’s be honest, there are a lot of marketing and business podcasts out there, but only a few of them will ever tickle your fancy or be worth a second-listen or staying tuned for. In this short article, we list out the movers and shakers of marketing podcasts. So keep your headphones handy, it’s time to listen to do the best.

Much can be learned from listening to podcasts. You can choose from a wide variety of marketing experts, entrepreneurs and academicians who are gracious enough to share their personal insights and experiences about how to best market a product, service or event. What is more exciting is that most, if not all of them, can be accessed for free.  

What is interesting about podcasts is that the speakers are constantly talking about emerging trends and best practices that are very relevant in this present age. Moreover, you can get new tips and advice (for your lead generation) on a daily basis if you have the time to listen. Just by listening to marketing podcasts, here are a few basic things you will learn:

  • Discover the main reason why you are doing what you do;
  • Know and understand your target market or audience;
  • The best way to create your own niche;
  • How to keep up with social media trends;
  • How to capture your market; and
  • Important strategies that will make your business competitive.

For the best marketing podcasts that you should make time to listen to, here are our choices:

 

#AskGaryVee

AskGaryVee

If you want to understand Facebook’s ever-changing algorithm, you will learn best from multi-millionaire entrepreneur Gary Vaynerchuck who puts out new podcast content every week where he answers previously submitted questions from followers. To make the podcast more exciting, he invites other celebrity guests to talk about new social media strategies, ideal platforms for different kinds of businesses, characteristics of an entrepreneur that are very important in order to be successful, and success secrets to name some.

 

Louder Than Words

Louder than Words

Louder Than Words is highly recommended for those who work in the creative side of marketing from content writers, creators, creative designers, graphics artists, designers, to company leaders. This podcast specializes in teaching listeners how to bank on their creativity and get ahead in the industry. The podcast hosted by John Bonini introduces new podcasts every week featuring interviews with varied forerunners in the creative marketing industry. Bonini gives them an avenue to reveal their personal creative processes with the hopes of inspiring others to find their best motivation.

 

Call to Action

Call to Action Podcast

If your intention is to engage in a one-of-a-kind digital marketing campaign that will take your business to the next level, it is best to learn from the best. And where it concerns groundbreaking digital marketing initiatives, Call to Action is able to give you the right answers. The podcast is hosted by Unbounce, a Canadian software company that produces landing pages for websites.

 

The Fizzle Show

The Fizzle Show

Entrepreneurs who mostly do their business online should go for The Fizzle Show as it usually features lessons on how to start a business, choose a business that will appeal to a bigger market, create a service or product that will serve a need, and how to know your audience better to mention a few. You will find this particular podcast intriguing as it features very engaging and ludicrous hosts who do not only speak truths about certain business practices but also have the capacity to entertain you while you learn something new.

 

Inbound After Hours

Inbound After Hours

To better understand how crucial the role of content is to your inbound lead generation strategy, it is best to check Inbound After Hours. The group specializes in helping in-house marketers deliver commendable results. Inbound After Hours is a certified partner of HubSpot, a US-based software developer, and marketer of products for inbound marketing and sales, further boosting the company’s value.

What is interesting in their podcast is that it is in video format and live interviews with well-known marketers are being featured.

 

ConversionCast

Conversion Cast

If you are looking for concrete illustrations of how to make the most of your conversion rates in order to develop and strengthen your website traffic, customer sign-ups, email list, social shares, and user trials, this is the best podcast to listen to. You only need to allot a short period of time from your daily schedule as the episodes are only 15 minutes in length. You can choose from several episodes that you think serves your need best. Each episode features a significant person in the area of marketing.

 
It’s time for you to start listening to better things and getting your groove on with the latest and greatest in marketing knowledge. Switch to better business and marketing podcasts today, trust us, you won’t regret it all.

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




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3-Winning-Appointment-Setting-Tips-from-Top-Salespeople

3 Winning Appointment Setting Tips from Top Salespeople

3-Winning-Appointment-Setting-Tips-from-Top-Salespeople
No matter how advanced the tools you employ and creative your ideas are but lack a fraction of these spontaneous and confident sales speakers in your business ensemble to promote and present your brand, and whom you rely the growth you aspire and the target ROI on, your business will never get anywhere.

But did you ever wonder what magic do these salespeople do, what words or language do they use to get a customer to buy your product or take advantage of your service by simply talking to them?

 

1. What they have in mind

They are flexible and broad-minded. Part of their mental conditioning is the possibility of getting both Yes and No answers from prospects. The thought of getting rejected or getting unsure answers like ‘Maybe’, ‘Not for now’ and ‘Let’s talk again some other time’ does not get them hands up and surrender the battle, however find ways to leave the prospect interested to know some ‘WIIFM’ for himself that would eventually get him to proceed to the next step of the sales process.

 

2. What they feel

True-blooded salespeople are always excited to meet clients, enjoys talking to them and are confident. They would always get to the meeting venue ahead of the prospect to leave a positive initial impression on how eager they are to do business with them. Although their spirits are high at the start of the meeting, they are still able to show warmth and calmness by not getting straight on discussing the proposal, instead start with small talks by asking the client how his day is, maybe thank him for coming to the meeting, compliment on the venue of the meeting (if it was his choice) or offer him a drink.

 

3. What they do

Nothing. They simply listen…actively listen to the prospect, but filters the important details of his speech – what he wants, his business need, his purchase habits. Then, at a chance to ask questions, they pace their questioning, and eventually probing, with the prospect’s communication style by not pushing him too hard to answer all the questions, instead make him voluntarily share information as well as his thoughts. When a client asks them questions, they give short, honest answers without impressing drama nor pretense, and never over-promise.

Successful top salespeople do not conjure $$$ signs in their minds on prospects but aim to get them engaged and seize a deal.

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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Generating-Traction-and-Growth-through-Lead-Generation

Generating Traction and Growth through Lead Generation

Generating-Traction-and-Growth-through-Lead-Generation

Picture this out: You are in the process of launching a new product or solution. You need customers in your funnel and you are faced with a struggle in keeping your tank full. As the constant change in the marketing landscape already fueled the challenge in keeping your business on the run, launching a new product only adds to the number.

How will you generate buzz around your product and solution? How will you attract visitors and convert them into qualified leads? How will you gain that “traction” that you’ve been aiming for a while now? The questions of how’s are popping inevitably, it is not new – so are lead generation strategies.

There are several tactics that you can integrate into your business that would help you counter the said challenge, such is a deeper understanding of lead generation that is both art and science. It is a simple process, yet, it needs professional creativity to attract visitors, drive traffic to your website and gain some qualified leads whose interest was stirred by your product or service. There are many opportunities out there, but the question is how are you going to turn each opportunity into sales?

how-are-you-going-to-turn-each-opportunity-into-sales

You will not achieve what you desire if you lack the sense of product awareness and understanding of your clients’ needs. As it is a stiff competition, you need to reach out to customers in order to have that competitive edge while maintaining your place in the industry. Plan your marketing activities efficiently and take advantage of the multi-channel available within your grasp. In short, make your clients know what you are offering – bring your product or solution to your customers on individual social media avenues. A cross-channel marketing approach will help you win visitors and convert audiences to leads. Dropped below are some of the helpful tactics that can help you create traction:

 

SEO

Optimization is key. Let online users find you in search engines as it is arguably, the most powerful long-term technique in generating leads. This goes along quality content and possible search keywords related to your service. You can also use some SEO tools that can equip your search marketing campaign for the better.

 

Online Presence

Position your product or solution where a big number of audiences are most likely to dwell. Widen your reach across the web as you provide your prospects with information relevant to their needs. Send them appropriate and time-saving messages in a touch point.

 

Live Chat Support

Focus on prospects who are potentially interested with what you offer by simply answering their questions. Provide real-time and convenient information as you drive you prospects to your sales funnel through a live chat that would put you quickly in front of them.

 

Content Marketing

Humanize your brand and come up with a buyer persona that will allow you to understand your customers better. When you relate your content that appeals to your target market, you are not only building a relationship with them but you also cultivate their trust towards your brand.

 

Affiliate Marketing

Considered as one of the key strategies for your business to prosper, affiliates are your business partners that would pave you access to different networks. Leave a part of the burden on promoting your service to them as they can reach and attract online users redirected to your website.

 

Email Marketing

A one-to-many medium, nothing beats a channel that stood the test of time. Emails are more direct and personal where you can establish a relationship with your clients. When managed effectively, it could generate great results for your business.

In addition, you can find your own lead generation company that will help you achieve your marketing goals. Leverage your marketing stance with their professional services that will save you time as manual works of your team will be reduced. Choose the one that works best for you, which coincides with your target market and your requirements.

If there is no traction going on and about, your product or solution will not gain the momentum needed to keep your business running. The higher the traction, the higher the sales – sales will fuel your business and lead generation will trigger your sales. So make your move, attract potential investors and close the deal while it is still hot!

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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7 Secrets to Reviving Lost Leads
Lead Generation Tips for Top Industries in Australia
5 Reasons Why Prospects Choose Your Competition (Featured Image)
How-To-Grow-Your-Tech-Company-4-Tactics-that-Drive-IT-Sales

How To Grow Your Tech Company? 4 Tactics that Drive IT Sales

How-To-Grow-Your-Tech-Company-4-Tactics-that-Drive-IT-Sales

The expansion of the internet of things (IOT) across devices has become outsized,  converging multiple innovative technologies and traditional fields to interconnect. Such technology evolution though has quite caused the world to become pint-size, but in the best manner which benefited us in many ways like faster communication, automation, and control, faster information dissemination, real-time monitoring and updates, and save time and money, which all contribute to making our lives better.

But what better way to take advantage of technology advancements than utilizing them to grow your tech company. Below are 4 tactics that drive IT sales.

 

1. Utilize different digital marketing channels

Email Marketing can earn your business an ROI of up to 4,300% by simply rolling out it’s simple process of collecting contact information from your potential customers like phone numbers and email addresses, including permissions to send them updates and other information through email, while Pay-Per-Click which can cause highly targeted traffic of potential customers within a very short period of time. Add to the pack, Search Engine Optimization (SEO) which is widely used by people to look for information about a brand, product or service, Social Media Marketing, and Content Marketing.

(Digital Marketing)

 

2. Hold events to generate new relationships

Earn sales leads, enhance brand image and maintain good relationships with current customers. TrustRadius report says that buyers want hands-on experience with the product before committing as direct experience with a product is the best way to evaluate it. Have both your current and potential customers acquire such experience in your trade fairs and events.

(Business Achievers)

 

3. Engage with Social Listening and Competitive Analysis

In order to better understand your customers, innovate your products and gain an advantage over your competitors. Also, the tool will give you insights on how and where your brand stands in the industry, particularly knowing your Share of Voice within your industry.

(Synthesio)

 

4. Acquire Referrals or Third-party validation

No matter what size, industry and location, Referrals is one of the most crucial elements a business needs in order to grow. When you receive a referral from past clients, current clients, prospects, joint-venture projects, affiliates, networking opportunities, and sometimes even competitors shows you have gained trust and have built a good rapport with your client base. Thus, leaving a good amount of returns on your table without even working out for it.

(Sage)

 

Conclusion

Business growth is not embedded in any platform used but is worked on by creative minds and hands through time. As Steve Jobs put it: ‘“If you really look closely, most overnight successes took a long time.”

 

Author Bio:

Dara Lin

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

Exceed your growth and revenue targets.




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

Get your FREE ebook

7 Secrets to Reviving Lost Leads
Lead Generation Tips for Top Industries in Australia
5 Reasons Why Prospects Choose Your Competition (Featured Image)