How-to-Run-a-Rewarding-Sales-Outreach-Using-Content (Blog Image)

How to Run a Rewarding Sales Outreach Using Content

How-to-Run-a-Rewarding-Sales-Outreach-Using-Content (Blog Image)

Digital marketers will never get tired of saying that content is king and there is a lot of solid and firm reasoning behind this. There are different types of content strategies for different markets, and the best way to establish your dominance in outbound marketing is getting your content straight.

Content that is planned carefully and presented creatively has the potential to boost the image and presence of your business. Deciding to do the traditional way of marketing to a target audience can be challenging. Nevertheless, success can still be achieved with its use.

Related: Dummies Guide for Content Marketing

 

Here are 5 different types of content that you can consider for your sales outreach:

 

1. Videos

Videos are a very powerful tool when intending to reach out to a target audience by means of advertising for instance. Short videos that are well thought out and executed creatively are bound to engage viewers right away. They are also able to contribute to increasing awareness.

52% of marketers believe that videos are a type of outbound marketing content that generates the best return on investment. It provides a strong leverage even for small and medium scale businesses allowing them to compete with big companies with an even bigger budget.

Studies show that companies who use videos in their outbound marketing campaigns can experience an average increase of 157% in organic traffic when people simply use search engines. Furthermore, videos are proven to help increase the time that potential clients spend on the website by at least 105%. When this happens, it simply means that there is a huge possibility that the viewer will take interest in your product or service.

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2. Case Studies

Case studies are considered the most effective type of content that is not as difficult to make as videos according to marketing professionals around the world in a March 2015 survey conducted by Ascend2, a company that provides research-based marketing for marketing technology organizations and digital marketing agencies.

This type of content highlights the benefits that clients experienced from using the product or availing of the service. Usually, case studies also magnify how the product or service contributed to the success of the client giving the testimony. This is very appealing to customers as it helps them weigh their options and consider their personal needs more intently.

When choosing a client to give a testimony, carefully screen the possibilities and choose someone whose belief in your product or service is unshakeable.

CS_CC_AU-Janitorial-Firm-Wins-6-New-Clients-and-330K-in-Deals-from-Campaign (Featured Image)

This Melbourne, AU-based commercial cleaner teamed up with Callbox to grow their sales pipeline. Once the campaign ended, they had already won several new customers and deals. Find out how.

 

3. Infographics

What better way to summarize all the crucial information about your business that customers ought to know than through infographics? This type of content gives you the freedom to put together multiple details in a single design without boring your readers. You can use bullet points to make it even more attractive, easier to read and digest as well.

Infographics may include statistics depicted by tables, charts or graphs to make it more appealing. The tricky part, however, is being able to come up with a layout that is not chaotic at first glance. You should be able to put together information on a design that is clean, simple and highly readable.

 

4. Social Media

Posts that are made public through social media are very promising mainly due to the fact that a lot of your potential clients are very active on various online platforms. Various social media platforms that include Facebook, Instagram and Twitter are making waves for so many businesses, big or small, because of its vast reach. They are quite easy to use and manage.

Social media has a powerful ability to influence purchasing decisions. They provide an effective avenue for product information, purchase reminder, product discovery, product recommendation, purchase location identification, and product sale or purchase alert.

Social Media Metrics to Track in 2018

Do the numbers on social media platforms justify the success of your business? Let’s take some insights from experts.

 

5. Interviews

Interviews are a great way to get your target market interested. It is known to be a high-performing type of content that enables you to position your product strategically in the market. You can be viewed as an expert in the field where our product is widely used.

Interviews can be done in several ways. You can initiate a webinar or a live stream on Facebook, you can produce a video content ahead of time and upload it in your YouTube channel, make yourself available in third-party interviews, and come up with a written interview that will be posted in your blog to name a few.

When planned well, interviews can boost awareness for your product. It also has the potential of growing your following in a short period of time once it goes viral.

With just a little planning you can create strategies that will drive your business to the next level and guarantee growth in the future! Stay tuned to learn more about outbound marketing and how it can help your business succeed.

 

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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Quiz: Which Music Genre Matches Your Selling Style? (Blog Image)

Quiz: Which Music Genre Matches Your Selling Style?

Quiz: Which Music Genre Matches Your Selling Style? (Blog Image)

If you could put together the perfect soundtrack to your sales career, what would it sound like? Rock? Reggae? A bit Jazzy? Or perhaps Classical? We all know that personality shapes musical tastes. So it wouldn’t be a huge stretch to think that your playlists reflect your selling style, too. This short quiz lets you discover the right music genres for your particular sales personality.

Selling styles generally fall into four main types, each with its own set of representative personality traits:

  1. Hunter (driven)
  2. Farmer (expressive)
  3. Shopkeeper (amiable)
  4. Repairman (analytical)

While musical tastes come down to individual preferences, research continues to show some pretty striking links between music genres and personality types. Find out how well your favorite tracks align with your sales personality.

Take the quiz

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Lead Generation for Startups: Profiling and Engaging Ideal Customers

Lead-Generation-for-Startups--Profiling-and-Engaging-Ideal-Customers (Blog Image)

Startup owners need to be more strategic and intentional with their marketing strategies. Traditional marketing is out of the question with a tight budget.

A better approach is customer-centric. Target buyer personas are most likely to engage with your brand, easy to retain, and are more loyal. In this article, we discuss how to create these personas and interact with them.

 

Understanding your Audience

Most people have characteristics and traits they want in an ideal partner. When you find a person that matches your perfect partner, you woo them and care for them, so your relationship becomes long-term.

In business, we do not offer or goods and services to everybody. The wrong customer can bring down potential customers. When you find customers that fit your profile of ideal buyers, your goal is to create long-term clients. Just as it is expensive to woo a new partner, so is mass marketing a costly ideal.

Customer insight is essential to compete on a tight budget and personalise your service. You know when to hire additional staff, create promotional adverts, and launch your campaign to the right audience when they are most likely to buy. Here are some ways to collect customer data:

 

Creating Buyer Profiles

Start by creating buyer personas or descriptions of your ideal customers. You can have segmented buyer personas based on demographics and values. Necessary information may include location, gender, age, budget, occupation, interests, buying habits, concerns, and motivations.

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Check out our guide to making sure that your data is optimised for your lead generation and appointment setting campaigns.

 

Website Analysis

Analyse customer interactions on your website as well. Analytic tools determine your customer’s buying journey from start to finish. These tools also help identify holes where buyers stop in their journey.

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Market Research

Sometimes, the quickest way to get the information you need is to ask. Do market research on your existing customers through customer surveys, feedback forms, mystery shoppers, online reviews, and forums. When you take the time to listen to your customers, you learn from them, clarify your existing knowledge, and make them feel valued.

 

Online Paid Surveys

Web surveys are great, but with paid surveys, you gain detailed information from your customers. Target existing customers and your strongest buyer segments when providing incentives.

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Engaging Ideal Customers

Customers are most likely to participate when a brand comes alive. Communicate with your audience, ace your customer service, and continually ask for feedback.

Let us discuss some ways to engage with your audience:

 

Get Social

A business page on major social networks better establishes your startup. It attracts local customers and makes your business more trustworthy. Social analytics tools are also vital to data collection.

 

Provide Value

Create content that is relatable to your audience. Establish yourself as a thought leader. Publish blogs, video content, and freebies that add value to the lives of your customers. Let them see how your solutions fit into their daily lives.

 

Direct Marketing

What you communicate speaks volumes about how much you know your audience. Personalise message directed at your target audience tells them you listen and value your business relationship. It is equally essential to identify channels your audience uses the most to communicate with you, such as email, website, Facebook messenger, Twitter DM, or phone.

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Once you had your customer profiles and targeted messaging, you can utilise the following strategies:

  • Send a Message on Social Media– Encourage existing customers to engage more often with discounts and birthday coupons sent directly as a personal message.
  • Email Marketing– This cost-effective strategy, when done right, is beneficial. Avoid sending mass emails that end up in spam. Target subscribers and buyer segments that get more use out of your offer.
  • Direct Mail– Millennials are highly responsive to this type of marketing. Postcards, catalogues, and handwritten personalised messages capture their attention. If your clients are oldies, you know they prefer physical mail to digital mail.
  • SMS or IM– Your mates are on their mobile phones more than on any device. This messaging encourages responsiveness, but you need to take caution. Only send messaging relevant to the needs of your customers.

 

Wrap Up

Competition and the pressure to meet sales goals push startups to improve their strategies. Start on the right foot by building profiles of your ideal customers and getting insight into their buying journey. Communicate with them with relevant content that provides value, ask for feedback, and promote directly with targeted messaging. Retaining ideal customers will be better for your brand in the long-term than continually marketing to a large group of Aussies that may or may not need your product or service.

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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The Top 5 Digital Marketing News and Events of Q3 Blog Image

The Top 5 Digital Marketing News and Events of Q3

The Top 5 Digital Marketing News and Events of Q3 Blog Image

The world of marketing is always changing and there are always advancements that really drive our industry forward.

As business operators or marketers, it is of utmost importance that you are updated when it comes to the most recent trends and improvements not just in marketing strategies, but also where your promotional platforms are involved. With the amount of data made available every day from multiple content sources globally, platforms such as Google should constantly be on the lookout in order to maintain the quality and high-quality features of its services.

It is best to learn about new features, functions, applications, tools, and programs made available to both paying and non-paying users in order to maximize available services for the benefit of your business or campaign. In some cases, upgrades may have cost implications on your marketing strategies, demand longer hours of work or an overhaul of your promotional activities.

At the end of the day, you need to find ways how you will be able to continue with your marketing campaigns without compromising the ranking and online presence of your business. When your business is on the line, there is no room for surprise. Here the top 5 marketing news and events of last quarter you ought to know:

 

Facebook introduces new tools that intend to help users manage their time when using social media networks.

As a response to concerns raised by mental health organizations directed at Facebook and Instagram citing the addictive effects of social media usage in this present age, Facebook has decided to introduce a new tool that aids in time management to remind users of the length of time they have already spent on the social network site.

This tool can easily be located in the settings portion of both social media networks. It generates helpful data on how long you have spent browsing your accounts for the past week. This new tool also has the ability to remind you when you have exceeded the ideal length of time you wish to spend on both social media accounts.

 

Facebook launches a new tool to create mobile video ads.

Advertisers can now enjoy the ease of creating new video advertisements as Facebook recently launched a new tool that allows them to create new materials using photos. This new tool automatically converts the video into a mobile-friendly format. Advertisers can choose from four unique templates that include promoting a product, selling multiple products, driving product discovery, and showing product benefits. 

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Optimise your Facebook & Twitter campaigns using our guide on the most important metrics to track.

 

Google releases its broad core algorithm update.

The broad core algorithm update, simply put, is giving priority ranking to content that bears quality and reliable information. While Google is constantly known to make updates to improve its services, this recent one has no known “fix,” much to the dismay of a lot of marketers and SEO specialists. As a general rule, Google is sending out the message that it wants content providers to maintain high standards for Google users worldwide.

 

Google runs tests on FAQs, Q&As and how-to featured snippets to improve search results function.

This newly introduced feature from Google intends to help users identify whether the responses they are getting from their Q&A forum site is close enough to the kind of information they are seeking. The Search button offers a preview of the potential information that the user is looking for to make it easier and faster for them to locate the right ones.

As marketers or business operators, this means that content should be made in such a way that it contains structured data so that it will easily come out in the Q&A format within the search engine results page (SERP).

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Twitter eliminates cross-post to Facebook.

Just in case you haven’t noticed yet, you can no longer cross-post to Facebook using your Twitter account. While this function proved to be very convenient for users, Twitter sadly announced this news due to Facebook’s lockdown of its API platform. This was brought about by the Cambridge Analytica scandal where 87 million Facebook users complained after their data was harvested and shared without consent.

No need to worry, however, as there is another way you can share your Twitter content. All you need to do is copy the URL of your tweet and paste on your Facebook status to share the content.

It seems as if plenty of companies have been making moves this month and we have to wait and see how this will change the current marketing landscape.

 

So there’s our roundup of the top digital marketing stories of the previous quarter. Stay connected with us to find out the latest and the greatest marketing news and insights.

 

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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A B2B Marketer's Guide to Developing a Successful Marketing Tech Stack

A B2B Marketer’s Guide to Developing a Successful Marketing Tech Stack

A B2B Marketer's Guide to Developing a Successful Marketing Tech Stack

Developing a successful marketing stack is extremely important if you want to thrive in the technological landscape of the 21st century.

If your company or business still does not have initiatives to build up your marketing technology stack, it is probably one of several reasons why your competitors are way ahead of you in the game. By now, you should have made “marketing technology stack” a household name for you and your team. This means working towards bigger initiatives to invest in updated technology that will give your business the online marketing boost it needs in order to reach more and more people worldwide.

Aside from meaningful and well thought out content, you also need to invest on marketing software solutions that allow you to access, process and store huge amounts of data that will be very helpful when you intend to sell a product or service. It is also highly recommended that you work on building your own marketing tech stack when every intention to meet all of your marketing goals in a given period of time.

In advertising and promotion, for instance, marketing activities commonly include public relations, video advertising, mobile marketing, social media advertising, and content advertising to name a few. A well-programmed marketing tool added to your tech stack can make all these activities easier and faster to achieve. Other areas where you will be needing a reliable tech stack would include your optimization, email marketing, and automation needs.

 

Here is a guide to building your ideal marketing tech stack to make your business very competitive:

 

1. Give importance to analytics.

Give priority to technology that filters and processes micro-conversions such as when potential clients subscribe to your newsletter, fill out survey forms or simply create an account on your website. These little actions mean that something about your content attracted the interest of your target client. Put together, multiple micro conversions can mean a great dealer your business.

Use predictive analytics with assistance from a well-designed software program to help you and your team make sound and intelligent strategies that will convince your target market to avail of what you are offering.

Use your collected data to your company’s advantage. Study the little details and do not overlook them. Always make them part of the bigger equation of things so you do not end up overlooking details that can contribute greatly to your marketing initiatives.

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For starters, learn about the metrics of telemarketing and start measuring your phone-based campaigns’ performance with the help of our infographic.

 

2. Invest in a reliable content management system (CMS).

To better equip your content creators to be strategic about what they write, consider incorporating SEO information in your CMS. This will ensure that your content team is well aware of words, phrases, titles, number of words, and descriptions that will boost your optimization.

Maximize the benefits that can be gained from tagging and categorizing. Categorizing will help you and your team of writers come up with more personalised email content.

Track the performance and effectiveness of your content with help from your CMS. A marketing automation software will also come in very handy when you wish to find out how many visits your page garnered in a given period of time.

Related: The Top High-Impact Marketing Technologies Influencing B2B in Australia Today

 

3. Invest in a tool that will boost your email marketing activities.

Choose only the best and trustworthy email marketing service. As can be expected, you would want an email service that offers high deliverability and the ease of managing your contacts, groups and other important categories.

Study the statistics that your email platform will generate for you. It is best to find out when is the best time to send emails, how often and how long the content should be when promoting a certain product or service.

Remember that fortifying your marketing tech stack is really about gaining an edge over several competitors out there in the market who are also thinking of many ways to stay ahead of you. Our digital generation has made marketing easier, yet highly competitive at the same time. Staying competitive means having the same technology as your competitor or even better.

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Takeaway:

While technology does not fully guarantee the success of your marketing campaign sans the human hands that are operating it, it is still quite promising in terms of how easy and fast your team will be able to execute activities and generate helpful data at the same time. At the end of the day, having the best technology and the most talented employees will do wonders for your business.

Be sure to cleanse your data and verify every time you have a chance to in order for you to come up with better results in each and every time. So what are you waiting for? It’s time for you to start developing that marketing stack today.

 

Author Bio:

Dara Lin

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

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Create a Winning Value Proposition and Start Closing More Deals

Create a Winning Value Proposition and Start Closing More Deals

Create a Winning Value Proposition and Start Closing More Deals

It’s a marketing statement, not a simple one, but something that convinces potential customers that a certain product or service will add value to resolve a problem. Companies create these value statements to make their target market aware of the difference they offer from competitors.

 

Here are some tips:

 

Identify your audience

Even if you put in much effort and time coming up with a killer product, but targeting the wrong audience, all these will just go to waste. So, get to know who has the need for your product, the one who would benefit from it.

  • Narrow down your focus on which specific effort should you prioritize and determine what are the needs that your product could fulfill. Who is likely to use your product. To answer such question you need to have to profile your target audience according to age, buying power, geographical location, and marital status.
  • Utilize a market selection process through filters like gender and age range. As you narrow down these filters you will eventually arrive into a specific date that will bring you to the interest of your target audience.

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

 

Connect with your audience

You need to establish a relationship between your product and your audience. It may not be an easy task to know your prospects to the core, and sometimes it may have to take things on a personal level, but that is a requisite on getting your audience behind you.

  • Open yourself up and let people in. This will create a bond between you and your audience. A good example would be a be product launched. Listen to your audience, converse with them using various channels and acknowledge their feedback.
  • Engage your audience in many different ways. A conversation, a video, a blog, leverage on every channel available just to get your audience within your circle.

Related: Implementing a Successful Multi-channel Survey Campaign

 

Know well your competitors

You just don’t join in a race without looking at your opponent’s face, who they are, their body built, how tall they are and how good their tools maybe.

  • Wars don’t just happen by impulse. Warriors convene and plan both the attack and the defense, and knowing your enemies well will give you a comprehensive idea on how, when and where to beat them. Engage your competitors.
  • But before you can engage the enemy, know yourself well first – identify your strength, your weaknesses, how you may make adjustments in order to get into the frontline, your foundation and your chain of command. Once you know yourself, you are ready for the battle.

Related: Warning: Don’t let Your Market Competitors Eat you Alive

 

What difference does your product make

You can’t just copy what your competitors offer, instead create something that goes beyond customer expectation. Use this in creating a clear mission statement with a promise of clear-cut benefits to your target customers.

 

Speak their language

Based on your filtered data, use the language your target customers speak to substantiate your content. See how you value proposition can easily be absorbed, understood and adopted by your target audience.

 

Author Bio:

Dara Lin

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

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

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Sales Pipeline Management: Chasing and Engaging Lapsed Leads

Sales Pipeline Management: Chasing and Engaging Lapsed Leads

Sales Pipeline Management: Chasing and Engaging Lapsed Leads

Every successful lead generation campaign has its share of failure points. These failures, when not coped, may affect campaign results or worse, would hit all your lead generation efforts on a dead end.

A lapsed lead is one of the reasons that may contribute to the failure of your lead generation efforts. How you manage these lapsed leads would either make or break a campaign’s results.

Yes, you read it right, manage lapsed leads. This means that you will have to re-profile these lapsed leads whether they are still good enough to bring back your customer or contact pipeline or not. Give each lead its benefit of the doubt.

Before you pick up that phone or send that email to chase or reconnect with a contact of a lapsed lead, take the following steps:

 

Run another round of profiling campaign

Run a profiling campaign for these lapsed leads. Although you have done it before, it won’t harm to do it again just to ensure you will be dealing with a qualified contact with accurate information, more so, will not be putting your lead generation time and effort to waste dialing to ‘negative’ contacts like ‘no answer’ or  ‘not interested’.

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

 

Pre-qualify those lapsed leads again

Read the notes and digest the interactions between you and the prospect. The conversation must weigh more positively in showing a window for you to be able to reconnect with the prospect.

Related: MQL vs SQL: A Guide To Proper Sales to Marketing Leads Handoff

 

Make them feel you are there again

Most marketing experts suggest that when reviving a lapsed lead, you have to make it more personal in terms of communicating. That’s good, but quite an aggressive tactic. Before you do so, make the prospect feel you are coming around the circle again by sending him content that contains valuable links which would help him decide to say ‘yes’ to see you again on another appointment.

Related: The Do’s and Don’ts of Sales: How to Make Your Prospects Say ‘Yes’

 

Reactivate interest of old/lapsed leads

This is not an easy task. Some prospects may not have the same feeling or impression towards you – as a company, product or service, now and from the last time you spoke with them. You may mention some topics which you have discussed with them before but should not keep you from sharing new features, and unless they would ask you to recall. Instead, bring up more of the new items like a new product, service or promotional stuff that would entice them to engage with you again.

 

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+.

 

 

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

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MQL vs SQL: A Guide To Proper Sales to Marketing Leads Handoff

MQL vs SQL: A Guide To Proper Sales to Marketing Leads Handoff

MQL vs SQL: A Guide To Proper Sales to Marketing Leads Handoff

Sales and Marketing experts collaborated to give the best guide to proper leads handoff. Here’s some sage advice from them.

 

Automation

Marketing Automation

Hubspot suggests automating lead handoff from Marketing to Sales following a specific process, starting with determining the appropriate timing when a lead become “sales qualified’. The lead handoff process contains the important communication made between the two departments.

  • In cases where a lead is returned from Sales to Marketing when further nurturing is needed or become unqualified, the marketing team may opt to continue to track the lead by sending content in order to get the prospect to give accurate information.
  • But when a lead becomes an opportunity, utilize an email flow with useful content which is relevant to the decision making of the prospect.
  • When a lead is lost, do not give up on that lead. Keep nurturing them, give them the chance to get back to your customer pipeline soon.

Related: How Marketing Automation Increased My Client’s Appointments in 30 Days

 

Identifiable Touchpoints

Touchpoints

Business2Community shares that a clear handoff process should have identifiable touchpoints at each stage for both departments. Using a spreadsheet or a central database that contains all activities done for such lead will help provide a clear handoff process:

  • Getting everyone held accountable for distinct responsibilities, showing each department’s touchpoints
  • It’s a guide that would let everyone know what has been done and what still needs to be done to a lead to complete its life cycle.
  • It will help improve both Sales and Marketing’s ability to determine a sales pipeline entry point. Sales may use some triggers to get an MQL into an opportunity through a demo, free trial or consultation.    
  • It holds value between Sales and Marketing, knowing where to look for the most updated list of MQLs.
  • A tool that is rock solid, closed-loop reporting. This can be achieved by building a process that sits on the top of the CRM by clearly establishing an understanding of the proper handoff strategy.

 

Marketing-ready to Sales-ready

MQL to SQL

Marketo, on the other hand, has 7 ways to turn marketing qualified leads to sales qualified leads:

  1. More consistent and better quality follow-up on leads would result in better or higher conversion of leads into opportunities.
  2. Faster lead response times would give better conversion rates.
  3. Better economics. Salespeople close deals with qualified sales candidates, not doing otherwise like educating raw leads or unqualified prospects.
  4. The human touch enhances lead nurturing through personalized thought leadership and value based on the lead’s pain points.
  5. Working with superior data or the most accurate information in the CRM.
  6. Improved revenue cycle analytics, being able to identify where the problem’s root and resolve it faster with better follow-through process.
  7. Talent development for sales means to have sales knowledgeable and skilled people in the team who understand the business well and can carry out quota while reducing hiring work.

Related: The Killer Way To Convert Leads Into Sales

 

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+.

 

 

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

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How to Write Response-generating Emails to the C-Suite

How to Write Response-generating Emails to the C-Suite

How to Write Response-generating Emails to the C-Suite

Email is not an option, but a crucial one of the most influential marketing tools. Let’s take three important statistics below that speaks of email marketing that’s relevance to businesses today.

  • Speaking of C-Suite, email marketing has an average ROI of 3,800 percent. That’s a $38 return for every dollar spent. Salesforce
  • Email is the third most influential source of information for B2B audiences. Wordstream
  • In 2017, there were 3.7 billion global email users, and by 2021 the number is predicted to grow by 4.1 billion. Statista

The C-Suite is the busiest pack in the office every day. Phone, in-office, lunch and coffee meetings come one after another, leaving these corporate titans with only 30 minutes at the most on their swivel chair to open and reply only to the most important emails. However, you might just be able to grab their attention by sending them a compelling and response-generating email.

 

Steal The Reader’s Attention

Choose words that could steal the reader’s attention, whatever he may be busy with at the moment he sees it in his inbox, for your subject line. Use strong actionable words or language like ‘Take’, Power’, Upscale’, ‘Grow’, ‘Run’, ‘Celebrate’. However, make sure that the message of your email must be contained and clearly related in the words you used on the subject line.

Related: 5 Email Opening Tips to Conquer Shorter Attention Spans [VIDEO]

 

Establish Importance In Your Email Copy

Personalize the approach by establishing a relationship between you and the reader by stating the reason why are you writing, which would eventually make them realize the need to read through the whole message and the urge to take action required by your message. Emphasize on the benefits that your reader will get and less of the features. Make your copy short and straight to the point. Remember, the C-Suite can only spend 15 minutes, at the most, in a day to check their inbox. Avoid long, too wordy copies that might bore the reader and evade your email.

Related: Quick Ways to Improve Your Email Marketing Strategy

 

Include Call-To-Actions

Make life easier for your reader. Include call-to-actions in your email like links to websites, downloadable forms, and registration or query boxes. Short simple action words like ‘Sign Up’, ‘Download Now’, ‘See More’, ‘Start Today’, ‘Shop Now’ and ‘Order Now’ are just some of the most effective call-to-actions that you can use to get your readers to act quickly. Thus, giving them a convenient and hassle-free way of engaging with your service.

Related: Basic Principles of Action-inducing and Lead Generating CTAs

 

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+.

 

 

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

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Implementing a Successful Multi-channel Survey Campaign

Implementing a Successful Multi-channel Survey Campaign

Implementing a Successful Multi-channel Survey Campaign

To this date, surveys remain a popular way to obtain information about the market that you are catering to. However, how do you implement a successful multichannel survey campaign? In this short article, we’ll show how you can make the most out of your market research.

If a survey appears in your inbox, would you have second thoughts about opening it? Do you have the time to actually pause from whatever it is you are doing and spend time going over it? Does your instinct automatically compel you to ignore the email?

These are some of the important questions you need to ask yourself when coming up with a survey campaign because most likely, these will be the same questions your target audience will ask themselves when they receive the email in their respective inboxes. While surveys are still important in this modern digital generation, it cannot be denied that more and more people are becoming unresponsive to them because of the volume of invitations they encounter each day.

Surveys have good intentions and beneficial results for the sender, but not all your target respondents would be willing to respond to them most especially if it concerns something they are not really concerned about. Under these circumstances, it is becoming very challenging for marketers to conduct legitimate surveys that intend to expand lead generation in order for them to come up with timely and relevant content.

Every marketer’s objective is quite simple, yet often unrecognized – do not get rejected! Whether you are trying to get people to buy something or simply answer a short survey, do it in such a way that your action is not ignored and flushed down the drain.

 

Here are a few tips that will help you create more attractive surveys that will generate ideal results:

 

Surprise your audience.

Don’t just think out of the box, think like there is no box at all! Meaning, come up with uncommon, out-of-this-world ideas to catch peoples’ attention and arouse their curiosity enough for them to open your email. And once they open your email, surprise them even more with your content.

Keeping your target audience interested and focused on what you want them to do for you by coming up with content that is worth spending time on. Secondly, make your readers realize that they need to finish the survey as it will also help them in some areas of their life. People respond well to surveys that will also be beneficial to them. How? People also want to be educated even if they don’t admit it all that much. They want to know more so that they can make more intelligent decisions about life, their business, their goals, even their purchases.

Related: 5 Clever Lead Generation Tactics to Try

 

Come up with an engaging experience for your audience.

Write your survey in such a way that it whisks your reader away to another dimension. It means that you want them to have an experience that they will consider helpful in the end. You want them to have an appreciation of the time you spent coming up with the survey and that by answering it, they can live changed lives. This may sound too ambitious or trivial, but there is also no harm in trying it out.

Related: Basic Principles of Action-inducing and Lead Generating CTAs

 

Ask the right questions.

Keep your questions simple, clear and direct to the point. Do not frame your questions in such a way that it leaves so much room for varied interpretations. Remember, you don’t want your target audience to get disinterested simply because you’re making them think harder than they ought to. When this happens, there is the likelihood that your abandonment rate will skyrocket.

Related: The Do’s and Don’ts of Sales: How to Make Your Prospects Say ‘Yes’

 

Personalise your emails.

There is always something special about receiving personalised emails that make people want to give you the time you need to get them to do what you want. Personalised emails exude warmth and care and dissolve the idea of randomness. Of course, nobody wants to respond to something that he knows was sent to several other thousands of individuals with the exact same content. It makes a person feel random, that he or she is just part of a large statistic.

Related: Quick Ways to Improve Your Email Marketing Strategy

 

Do follow-ups.

You have to have the patience to do follow up emails. Naturally, if they don’t respond the first time, there is still the possibility that they simply overlooked it or your email ended in their spam mail. Doing follow-ups is considered polite still. There is no harm in doing it. In fact, some of your target audience might just appreciate the gesture.

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

 

Once you get your data in then it’s time to cleanse and verify hopefully by following these simple rules, you can make the most out of your market research and improve the quality of how you do things.

 

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+.

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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7 Warning Signs Your Business Needs to Hire a Lead Generation Company
The Do's and Don'ts of Sales: How to Make Your Prospects Say 'Yes'

The Do’s and Don’ts of Sales: How to Make Your Prospects Say ‘Yes’

The Do's and Don'ts of Sales: How to Make Your Prospects Say 'Yes'

The magic word in sales is often debated, but we’ll all agree that when a prospect and a potential addition to your client-base says “yes”, it’s definitely music to your ears. Here are a few things that you have to say “no” to make sure that your client says “yes.”

Persuading a prospect to say “yes” is not as easy as most experts make it sound. In fact, a bigger percentage of prospects will most likely say “no” after the first meeting if the presentation was not designed to be convincing enough to warrant a “yes.”

Every marketing and salesperson is well aware of this truth. That is why the act of persuasion is fast becoming an “art.” There are numerous teaching available about how to make the best presentation or proposal, but not everything you read or hear about will work for you beautifully. At the end of the day, you need to find the formula that will best suit your corporate culture, work ethics and personal values. What works for another may not necessarily work for you.

Fortunately, we can learn a thing or two about human psychology when it comes to business, sales, marketing, and convincing the mind to step out of its comfort zone and say “yes” to something totally new, unchartered and potentially groundbreaking. Remember to say “no” to certain practices and “yes” to those that will benefit you greatly in order to take your company to the next level.

 

Say ‘no’ to these:


1. Using complicated and overwhelming tables, charts and statistics.

One of the key things to remember when making a proposal to your prospect is to make it as simple as possible. Avoid intimidating or boring your prospects by bombarding them with data that they may not be able to appreciate at first glance. If your proposal is backed up by important numerical data, then you might want to consider presenting a summary only instead of letting your prospects go over myriads of tables and charts.

 

2. Letting your emotions get the best of you.

It is normal to be passionate about what you are proposing to your clients. However, if you’re not careful, your proposal might end up sounding like a sappy old romance film ridden with emotions that are too heavy to process. If you want your prospects to say “yes,” you would want to excite, inspire and make them hopeful about your proposal.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do

 

3. Promoting something that has hazardous effects.

People nowadays are becoming more and more keen about their health and keeping the environment clean and safe. Anything that affects these two in a detrimental way is a major “no.” Go for something that promotes or advocates a healthy lifestyle and green living. People would be more than willing to consider something that protects these two.

Related: A Marketer’s Guide To Selling To The 4 Types of B2B Decision Makers

 

Say ‘yes’ to these:


1. Make your message more about the needs, wants and interests of your prospects

When you are trying to convince your prospect to say “yes” to something, you have to dwell more on what interests him, what he needs and what would make his life easier and more meaningful. Avoid highlighting so much about what your company wants to achieve in the next couple of years or how it has grown exponentially over a short period of time because of hard work and other important work values. While these things are also important, detailing them may not be really as relevant as you hope they would be.

Doing this tip makes your reader feel important and that you care about the decision he makes. It will give your reader the impression that you care little about the monetary gain, but more for how his purchase will impact his life. When you embrace this approach wholly, it can do wonders for the integrity of your business.

Related: The Difference with Australia-specific Content to Generic Ones 

 

2. Do your research seriously

Research on the following:

  • The purchasing behavior and patterns being practiced by your target market;
  • Products that will address very basic yet often overlooked needs;
  • How your product can solve some of the most pressing problems that your clients face every day;
  • Proof and valid testimonies that will raise the integrity of your product; and
  • Benefits of the service/product to the buyer

Related: Lead Generation for Specific Verticals: A Guide for B2B Companies

 

3. Back up the claims about your business in your proposal or presentation with concrete evidence

Making a prospect say “yes” to you means convincing him enough that putting his money on your proposal is a worthy investment. You will only achieve this when you have made him confident. A person’s confidence is built when you use authentic data and strong evidence to support your claims.

 

Once you apply a few of the tips that we’ve laid out here, then you’ll certainly notice a world of difference in your sales appointments today!

 

Author Bio:

Dara Lin

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

 

 

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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Basic Principles of Action-inducing and Lead Generating CTAs

Basic Principles of Action-inducing and Lead Generating CTAs

Basic Principles of Action-inducing and Lead Generating CTAs

We all love CTAs.

In fact, they form one of the most fundamental principles in digital marketing. You want your readers, potential customers or current consumers to do something? Then, you have to tell them to do it via a call-to-action.

The way you construct your CTA might make all the difference if you convert or not.

 

Why are CTAs Very Important?

The truth is you only have about 15 secs to catch the attention of Internet readers. This digital generation thrives on impactful punchlines, catchy life altering advocacies and different ideas that will rouse the reader’s curiosity.

This generation wants to be shocked, moved with emotions, taken aback, and horrified by what they read even. And when they do experience at least one of these, they get compelled to learn more.

If you think about the principles behind making a compelling call to action (CTA), they are close to being very elementary. Keep it clear, concise and attractive. This means being mindful of your choice of words, careful about your narrative if there be any, conscious about length, and focused on your goal – that is – to get your reader to act as you would expect them to.

Whether you’re talking about downloading a groundbreaking exercise application or program, making a vote to stop animal cruelty, signing up to be part of an email list, or suggestively motivating the reader to buy a product they don’t really need or pay for a similar service they have tried before, there is no fail-proof template that will automatically get the job done.

Let’s face it! Internet readers can tell you’re trying to sell them something. It’s now a matter of convincing them that whatever it is you’re offering is worth their time, energy and money at the same time.

Sounds easy, but it’s a lot of work. However, there are three things that are known to have worked for initiatives that have CTAs.

Related: Content Marketing to Conversions: Is It Really Possible?

 

#1 Sincerity

Here is the hard truth! People won’t care until they feel you genuinely care. It’s as simple as that. Nobody wants to be forced into supporting your cause. You want them to be moved. You want them to be paralyzed with compassion.

You want them to be thinking about it endlessly so much so that it keeps them awake at night. Here’s the trick – don’t even let them leave the page without pressing that bright colored button. And the only sure way to convince them to do so is to be sincere about what you’re doing.

If it’s going to help people live healthier lives then be honest about it.

If it’s going to educate them about how to become better at their finances then be transparent about your objective.

 

#2 Urgency

Make your readers want it now! You need to make them feel they will lose out on so many opportunities if they do not hit the CTA button. Position your product or service in such a way that your reader can’t wait to hit that little CTA button.

Related: The Killer Way To Convert Leads Into Sales

 

#3 Significance

People by nature want to feel significant, that they belong to something bigger than themselves or that they are part of something important. Your readers want to think (and feel) that there is a reason for their existence.

Beyond marketing, however, is the moral responsibility to provide something that your reader might need. Give them something that will boost their sense of significance.

What is your goal?

Your content and the style by which it is written should lead the reader to press the CTA button. Constructing your content is vital in ensuring that the reader ends by responding to your CTA.

CTAs are commonly used for:

  • Newsletter subscription
  • Social sharing
  • Lead generation
  • Conversion to customers or making a sale
  • Contact for submissions
  • Content upgrades
  • Promotion of an event
  • Registration for an activity

Related: The Difference with Australia-Specific Content to Generic Ones

 

Be Mindful of Your Marketing Channel

Always keep in mind that your readers will possibly be using a variety of platforms when they come across your sales email or promotion. There will be readers who will prefer reading your email using their phones, while there will be others who would opt to use their desktop computer in understanding the content from your site.

Study your target market and consider which channel or platform will work best for them. You may choose between CTAs that are accessed through emails, websites, blogs, applications, social media, or videos. Deciding which ones to use is critical in reaching your goals. Strategize intelligently and try to put yourself in your target market’s shoes.

Be sure to check for feedback on a regular basis so that you can improve your CTAs and conversions.

Related: The Top Five Marketing Channels In Terms of Conversions

 

Your CTAs are some of the most strategic pieces of copy on your site. They make a difference and are your gateway to better conversions and increasing growth velocity.

 

Grow your online presence and capture more opportunities with the help of Callbox’s integrated Digital Marketing Solutions.

 

Author Bio:

Dara Lin

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

 

 

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

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