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How Do You Know You Need A New Appointment Setting Campaign

How Do You Know You Need A New Appointment Setting Campaign?

How Do You Know You Need A New Appointment Setting Campaign

How do you know when to begin a new appointment setting campaign? This is the question that has left a lot of marketers scratching their heads.

In my 10 years of experience in sales, I know that appointment setting can open good opportunities for your business.

  • It provides quality prospects because you only get to speak with someone that are really interested in what you have to offer.
  • It allows you to get in front of your buyers when they are at the right stage of their buying process.

So it is important to must make sure your sales pipeline has a lot of warm prospects to nurture to for your sales team to convert into an actual business deal.

When my team experienced drought in our sales pipeline, we’ve decided to evaluate our marketing efforts. After a lot of brainstorming, we came to a decision to set a lead generation strategy. We’ve listed down the 5 key indicators that helped us decide to revamp our appointment setting campaign.

#1. Lack of prospects to nurture.

Whenever you look at your calendar, you notice large patches of empty days, where there are no potential B2B leads for your sales team to contact and nurture. When this occurs too often consecutively, it either means your current source of customers have dried up or your sales team has become slower. You better know The Four P’s Of Sales Leads Nurturing.

 


Even if you have a lot of leads in your sales pipeline, only 20-30% of it are converted into sales. tweet this!


 

How can you improve your numbers?

Never assume inbound leads can fill up your pipeline. Have your sales team scout for more leads through different channels. Ask someone to make calls or have someone send emails or attend business events, etc. Whatever your team decides to do, just make sure they reach out to your potential customers and avoid unqualified leads.

Related: Ever thought of following up Inbound Leads via Outbound Marketing?

#2. You have no ready replacement for a lost client.

Bad service, poor quality of products, they found someone else with a lower price or there’s a need to change. Yes, it can be painful to lose a client, but it could be more painful if you do not have a replacement ready for the one you have lost. Regardless of the reason, It is a huge loss for your profits when a client leaves you, so you need to make sure that you have a sufficient buffer to deal with the loss, or you have to have a new source of income for your firm. How?

Have the sales team to separate their leads.

  • Sales-ready leads
  • Warm prospects
  • Not interested prospects

Here’s to Assess your Sales Leads: Is it Hot, Warm or Cold?

Encourage your team to nurture all prospects even those that are not interested as of the moment. They might need something later on and consider you.

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

#3. Your deals are getting stalled.

This is expected when nurturing B2B leads. You might want to take a closer look at your lead qualification process. Sometimes, being too strict on a certain opportunity can be more costly than taking it in and turning them into a business client.

What could you be doing wrong?

  • You’re sending the wrong message to the right people or vice versa.

TIP: Identify who is your ideal prospect and find out the following:

  • Needs
  • Interest
  • Problems
  • Concerns
  • You’re not hitting the right audience

TIP: Interact and communicate with your prospects on their preferred channel or social media site. 

Related: Why Should Live Chat be Part of your Multi-Channel Strategy?

#4. You only have small deals.

If you want your business to grow fast, focus on bigger projects because larger projects bring more revenue for your business. However, they have higher expectations as well. As the saying goes, “don’t keep all of your eggs in one basket”, don’t underestimate what small clients can provide. They can help increase your revenue from a lost client.

These deals cost less and you will maximize your team’s effort because we can’t underestimate small deals from clients who will only buy 1 or 2 of our products. All right, we all know how profitable niche marketing can be, tapping into small clients to capture a greater share of the market, but there is a reason why bigger is better. So, you might want to take a second look over those small deals that look so tempting to close.

Related: 10 Warning Signs from Decision Makers that You Won’t Close the Deal

#5. The market is saturated with your business.

What if you’re more passionate in an industry that is already a saturated market? The fact that the industry is oversaturated means there are a lot of opportunities to grow your business. You just have to know where to look for it.  

What can you do?

Don’t be afraid to be different. Improve your products. Offer something new that separates you from your competitors.

Related: What Appointment Setting Strategy Will Work For Australia?

 

If you see any of these signs of your business, then it is time for you to do something about it and overhaul your appointment setting campaign.

 

 

Read our latest marketing news or Subscribe to our newsletter!

Learn more about our Effective Appointment Setting Strategy

 Dial +61 2 9037 2248

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

Sample Cold Calling Templates for All B2B Industries
Rethinking Telemarketing and Its Spammy Reputation
How Do You Know You Need A New Appointment Setting Campaign

How Do You Know You Need A New Appointment Setting Campaign?

How Do You Know You Need A New Appointment Setting Campaign

How do you know when to begin a new appointment setting campaign? This is the question that has left a lot of marketers scratching their heads.

In my 10 years of experience in sales, I know that appointment setting can open good opportunities for your business.

  • It provides quality prospects because you only get to speak with someone that are really interested in what you have to offer.
  • It allows you to get in front of your buyers when they are at the right stage of their buying process.

So it is important to must make sure your sales pipeline has a lot of warm prospects to nurture to for your sales team to convert into an actual business deal.

When my team experienced drought in our sales pipeline, we’ve decided to evaluate our marketing efforts. After a lot of brainstorming, we came to a decision to set a lead generation strategy. We’ve listed down the 5 key indicators that helped us decide to revamp our appointment setting campaign.

#1. Lack of prospects to nurture.

Whenever you look at your calendar, you notice large patches of empty days, where there are no potential B2B leads for your sales team to contact and nurture. When this occurs too often consecutively, it either means your current source of customers have dried up or your sales team has become slower. You better know The Four P’s Of Sales Leads Nurturing.

 


Even if you have a lot of leads in your sales pipeline, only 20-30% of it are converted into sales. tweet this!


 

How can you improve your numbers?

Never assume inbound leads can fill up your pipeline. Have your sales team scout for more leads through different channels. Ask someone to make calls or have someone send emails or attend business events, etc. Whatever your team decides to do, just make sure they reach out to your potential customers and avoid unqualified leads.

Related: Ever thought of following up Inbound Leads via Outbound Marketing?

#2. You have no ready replacement for a lost client.

Bad service, poor quality of products, they found someone else with a lower price or there’s a need to change. Yes, it can be painful to lose a client, but it could be more painful if you do not have a replacement ready for the one you have lost. Regardless of the reason, It is a huge loss for your profits when a client leaves you, so you need to make sure that you have a sufficient buffer to deal with the loss, or you have to have a new source of income for your firm. How?

Have the sales team to separate their leads.

  • Sales-ready leads
  • Warm prospects
  • Not interested prospects

Here’s to Assess your Sales Leads: Is it Hot, Warm or Cold?

Encourage your team to nurture all prospects even those that are not interested as of the moment. They might need something later on and consider you.

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

#3. Your deals are getting stalled.

This is expected when nurturing B2B leads. You might want to take a closer look at your lead qualification process. Sometimes, being too strict on a certain opportunity can be more costly than taking it in and turning them into a business client.

What could you be doing wrong?

  • You’re sending the wrong message to the right people or vice versa.

TIP: Identify who is your ideal prospect and find out the following:

  • Needs
  • Interest
  • Problems
  • Concerns
  • You’re not hitting the right audience

TIP: Interact and communicate with your prospects on their preferred channel or social media site. 

Related: Why Should Live Chat be Part of your Multi-Channel Strategy?

#4. You only have small deals.

If you want your business to grow fast, focus on bigger projects because larger projects bring more revenue for your business. However, they have higher expectations as well. As the saying goes, “don’t keep all of your eggs in one basket”, don’t underestimate what small clients can provide. They can help increase your revenue from a lost client.

These deals cost less and you will maximize your team’s effort because we can’t underestimate small deals from clients who will only buy 1 or 2 of our products. All right, we all know how profitable niche marketing can be, tapping into small clients to capture a greater share of the market, but there is a reason why bigger is better. So, you might want to take a second look over those small deals that look so tempting to close.

Related: 10 Warning Signs from Decision Makers that You Won’t Close the Deal

#5. The market is saturated with your business.

What if you’re more passionate in an industry that is already a saturated market? The fact that the industry is oversaturated means there are a lot of opportunities to grow your business. You just have to know where to look for it.  

What can you do?

Don’t be afraid to be different. Improve your products. Offer something new that separates you from your competitors.

Related: What Appointment Setting Strategy Will Work For Australia?

 

If you see any of these signs of your business, then it is time for you to do something about it and overhaul your appointment setting campaign.

 

 

Read our latest marketing news or Subscribe to our newsletter!

Learn more about our Effective Appointment Setting Strategy

 Dial +61 2 9037 2248

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

Sample Cold Calling Templates for All B2B Industries
Rethinking Telemarketing and Its Spammy Reputation

Present To Impress B2B Leads In Australia

 

Present To Impress B2B Leads In Australia_DONEThis is something very important for companies in Australia. Converting B2B leads into a sale or closed deal is the culmination of months of nurturing sales leads, as well as negotiations done through your lead generation team. Regardless of what communication method you first used to contact prospects, be it through telemarketing or social media, the bottom line is in the negotiating part of your campaign. In order to grab the prospect’s attention, you need a good presentation.

The secret to a good, even an excellent, business presentation to business prospects lies with the stories you use. Let us face it, people are suckers for a good story. If you can craft your business proposal around an engaging narrative, you are halfway towards your mark.

Images are good, as long as it emphasizes the point you are making. Sure, pictures can liven up the conversation, and help attract attention, but if it deviates from the topic you want to discuss, then it is a useless distraction. You should choose your images well or, better yet, concentrate on your topic.

Content is still the king, make no mistake about that. You may be enthusiastic and engaging as a speaker, but if what you say carries no substance, then your listeners will not get it. All your efforts during the appointment setting phase will all go to waste.

These three are the basics of a good presentation. The rest is entirely up to you, since you are the speaker. Be sure to have a good content to share, so that your lead generation campaign will succeed.

Want To Create Lead Generation Networks In Australia? Step Out

Want To Create Lead Generation Networks In Australia_Step OutOne important factor that makes it possible for companies in Australia to success is in the business networks that you create. The power of social media has made it possible for companies to gather the business leads they need from their contacts. Of course, there are areas of opportunities in this method of lead generation. Among these is in the network creation in itself. When it comes to effectively creating networks, sometimes, stepping out of the social media game is necessary. In other words, you need to do it in person. That is where the fun part comes in.

How will you do that?

For example, you can attend seminars and forums. Not only will you learn something from speakers there, you can also interact with the other attendees. Who knows, they might be good candidates for your appointment setting campaign.

Another thing you can do is to stop by a coffee shop. If you can do your work there, then do so. While you are at it, talk to the people who stop by and buy a drink. You can meet a lot of interesting personalities there, not to mention getting some inspiration that you can use to your work.

You can also use your existing friends as networks. A little old-school networking can do wonders in getting you in touch with others of similar interests and industry with you. You might get lucky in helping your telemarketing team in.

Really, there are a lot of lead generation opportunities in Australia, if you are willing to network outside the usual social media.

Anne Hathaway And Les Miserables: Lead Generation Lessons Gleaned

Anne Hathaway And Les Miserables: Lead Generation Lessons Gleaned

Watching Les Miserables a couple of weeks ago is a good reason for me to forget almost all the details about it. But, if I am to recall that one truly memorable scene, then it has to be that of Anne Hathaway’s performance as the tragic Fantine. Sure, her role is pretty short in the film, but her performance has been seared indelibly in my mind. That is what I call impressive. And that is also something that you can use in your lead generation planning. Keep in mind; you do not have to advertise much to generate sales leads. It is possible if you know the key.

That key is your performance. Like in Hathaway’s performance, it has to be striking, bold, as well as strong. Yes, it is short, but the goal has been achieved – the audience has been captured. And you can emulate that as well. Basically speaking, you need to perform at your best, no matter what stage you are in your B2B leads generation. Even if you are just starting in your appointment setting campaign, or in the middle of your telemarketing attempts, you need to be doing it like it is your last. Bring out your best performance, and you will gradually see the results coming in.

Just remember that you are in the business of generating sales leads, where it takes time to engage prospects and get the B2B leads you want. Still, if you just give your best, you can be like Hathaway. You can create that one shining moment for your business.