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The Killer Way To Convert Leads Into Sales

The Killer Way To Convert Leads Into Sales [GUEST POST]

Lead generation is one thing and lead conversion another.

The vast majority won’t convert on their own simply by following your standard funnel—they’ll often need that extra little kick to make them pick up the phone or make a purchase.

Whether you’re in a product or service-based business, here are some helpful tips to boost your lead conversion rates.

Focus on Lead Segmentation

Before you can improve your lead conversion, you’ll want to put some effort into qualifying and segmenting those you’re generating.

How can you tell who is likely to make the purchase compared to someone who is probably window shopping?

Look at those who have converted and identify patterns, so that you can put the structures in place to mimic that journey with others.

Your customers will vary in their needs, their budgets, and how they like to do business. Tailoring your communications to these factors will instantly pump up your conversion rate, while also increasing engagement and connection with your business.

Related: How To Manage(and Convert) Your Inbound Leads

Emphasise the Value

Another widespread issue is forgetting to communicate the value of your product or service as an investment.

Particularly for high price points, it’s too easy for potential customers to convince themselves that your offering is not essential. Instead, they’ll put it on their list of nice-to-haves when business is going well, and quite likely never get around to reaching out.

To target these almost-buyers, the secret is to place weight on the return on this initial investment—how are you going to revolutionise the way they do business or live their life?

As well as inserting this type of communication into your lead conversion and lead generation funnels, it’s the proposition that should underpin your entire business, and therefore be front and centre on your website and your pitch.

It’s completely possible that your USP will change over time as you get to know your customers and your target market.

Every six months or so, revisit your pitch and your web copy to ensure that it’s as relevant to your current market understanding as possible.

Related: Finding the Perfect Balance Between New and Repeat Customers

Remember to Ask

One of the most fundamental mistakes that’s common across organisations’ digital marketing strategies is also the most basic—they forget to flat-out ask.

It’s called a call to action, and it’s a must-have ingredient in every piece of communication in your funnel, be it a landing page, an email, or a pop-up window.

A well-timed and well-placed ‘Ready to buy? Here’s how’ can work wonders for your conversion rates.

Build Campaign-Specific Landing Pages

Landing pages are not just great for sending your readers exactly where they want to go.

They’re also spectacular for tracking lead generation and conversion. Rather than making estimates about your website traffic, you can specifically see which campaigns were successful and which could do with improvement.

Landing pages should be designed to convert, and they’re instrumental parts of all the best digital marketing strategies.

That means having a strong heading or value proposition, a clearly-placed CTA, and minimal detailed information.

Follow the best practices for quickly conveying communication, like including headings, dot points, colour and imagery where needed. 

For starters, here are 15 web design hacks that convert traffic into leads.

Offer a Relevant Incentive

We all love free stuff. We particularly love it when it’s exactly what we’re after. If you want someone to sign up, and you can see they’re engaged with a particular content topic, offer them an ebook designed to address the most common mistakes and how to avoid them.

If they’re hovering around your shopping cart, but aren’t following through, offer them a discount to sweeten the deal.

Introduce a Deadline

Similar to an earlier point, adding a deadline to convert can bring that much-needed sense of urgency to your would-be customers.

It might be a simple ‘Buy before this date for your free gift’, or it might be one final email to non-responders announcing that this will be your final communication with them unless they would like to make a purchase.

As well as upping your lead conversion, this one weeds out the bad leads and helps you refine your digital marketing strategies regardless.

Related: 5 Clever Lead Generation Tactics to Try

Anticipate Questions or Concerns

When you’re in the headspace of your customer, you’ll be able to better anticipate what they’re thinking, and what potential issues they might have with your product or service.

Send a piece of communication that resolves it and you’ve broken down one more barrier to purchase.

Is your product tricky to grasp? Send a how-to video.

Perhaps you know that your leads are often stolen at the last minute by your competitor. Write a piece comparing your offerings, and why yours is the better choice.

An FAQ page on your website is another handy tool, as is a pop-up chat window for people who want a question answered before they commit.

Follow Up With a Call

For service-based or high-cost product-based businesses, it can be quite remarkable to watch how much a simple follow up call can nudge people into taking action.

For one-off, lower-cost products, this kind of time and effort is going to be a waste of your resources.

But when we’re talking about ongoing clients or serious figures for every sale, it can certainly be worth your while.

A phone call is better than an email for a number of reasons.

First of all, it’s instant. It encourages action in the moment when you have them on the phone.

Second, it’s more personal. Connecting to an actual human voice is extremely valuable, as most of us know that the majority of our emails come from maligning lists and are subject to spam filters.

Third, it’s more of a transparent two-way dialogue. This can be your chance to answer any questions and give your final conversion pitch.

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

Growth Hacking Lead Generation Tools for Businesses in Australia

Growth Hacking Lead Generation Tips for Businesses in Australia

Did you know that the word “nice” used to meant “foolish” or “frivolous” and later became “finicky” or “fussy” not until the 1700s did it come to mean “pleasing” or “pleasant”.

In business and in the techno sphere, the word “hacking” used to connote a negative meaning as to gain access to a computer illegally, but as the world evolved with new technologies the word “hacking” now flaunts a much sensible, positive meaning as to manage successfully and even compounded with the word growth which is now a business jargon growth hacking”. Wonder how it came be? Then hack some information from here.

What’s more important is that growth hacking has become an essential part of business, the marketing aspect per se. The hacks or strategies are carefully planned out by the hackers or the marketers to come up with the best growth hacking lead generation tools for businesses. Take a look a some of these below:

For Startups from Startup Nation:

Enhanced Homepage Messaging

Growth Hacking Lead Generation Tips for Businesses in Australia
  • CTAs or call to action on your homepage will drive visitors to become more interested to see more information and will help direct them towards the initial stage of the buyer’s journey, emphasized by Startup Nation.  
  • Also, flaunt some sticky posts that highlights your best content and add some must-read sections of your best content that can be easily read by visitors.

Related: Dummy’s Guide for Content Marketing

Employ Effective Re-targeting Techniques

Growth Hacking Lead Generation Tips for Businesses in Australia
  • The re-targeting technique will allow you to get back to website visitors and turn them into possible qualified leads.
  • Another re-marketing tool is Google Adwords – enables you to show your ads  to those who visited your website. Learn how to re-engage with warm prospects who have gone cold

Download Digital Marketing Statistics 2017 here!


Make Your Opt-In Irresistible

Growth Hacking Lead Generation Tips for Businesses in Australia
  • Design a unique offer that is compelling enough for visitors to give up their email address in exchange of your opt-in offer.
  • Also, be mindful of your target’s needs. Give them offers that will address their most common pain point. You may employ a free AdWords GRader like WordSteam.

Related: The 7 Must-Haves Enhancement of a Business Website

Test and Re-Test

Growth Hacking Lead Generation Tips for Businesses in Australia
  • One tactic may work best at the start but less after some time. Note and keep best practices but feel free to tweak some points along the way.
  • Compare and contrast your headlines, messaging, button copy, image and other elements.

Evaluate and Nurture Leads

Growth Hacking Lead Generation Tips for Businesses in Australia
  • A customer relationship management (CRM) tool is an essential tool in keeping track information and nurturing leads but if your marketing budget won’t permit a purchase yet, an excel sheet will do for the meantime.
  • Develop a lead scoring criteria that will evaluate your leads of who the ideal customers would be. Identify if your prospect is worth pursuing.

Another set of growth hacking tips are from Neil Patel, Here are Lead Generation Hacks that Will Grow Your Leads By 113%:

  • Link Webinars In Your Content – webinars are effective, low-cost tools to get your message in front of your audience and generate good number of qualified leads. Link your content directly to your webinar as 52% of marketers believe that webinars and seminars are the most effective methods for generating targeted leads. tweet this!
  • Use Google as your Log In – create a simple sign-up flow for your customers via Google. Take for example SugarCRM and Trello; Flickr via Yahoo, Pinterest and Vimeo via Facebook.
  • Separate you lead generation team from your sales team – acknowledge each team’s forte and let them focus and succeed on it.  

The world of lead generation keeps evolving and change is inevitable in many aspects of the matter. One can shop many different, new tactics to grow their business but not all would work best at all times as a load of these tricks may just be be overwhelming. So do a careful study of what your business requires and take things one at a time.

Get our FREE sample telemarketing scripts for All Industry types. This includes scripts for appointment setting, event telemarketing, and data profiling:

Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

Whether you’re doing telemarketing, writing an email to your prospect, posting on social media or writing a blog, we can’t avoid making mistakes. But that shouldn’t prevent you from learning and improving from it.

In sales, most prospects won’t let you know when you commit an error. Instead, they’ll choose not to consider what you’re offering and pick your competitor over you. As a sales rep, of course you don’t want this to happen, right?

We’ve identified the common sales mistakes that annoy your prospects and how to avoid them.  Here they are.

1. Lack of product knowledge

Don't be Annoying: 3 Sales Mistakes that Make You Look Dumb

To some sales reps, generating a qualified sales lead is hard because they don’t have enough information about their product or services. When doing lead generation and appointment setting, it is important to know everything about your product or service. Knowing its features and benefits means you are ready to offer solutions to your prospect’s issues and challenges. 

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

Tip #1: Never stop learning. Understand and always update your knowledge of what’s new about your product or service.

2. Talking more than listening

Don't be Annoying: 3 Sales Mistakes that Make You Look Dumb

When calling a prospect, most of the time sales reps talk more than they listen. It is important for a salesperson to focus on what the prospect is saying rather than what you’re going to say.

In every sales call, you’re not just gathering information but building a relationship at the same time. When talking to someone over the phone, only highlight the features and benefits of your product. Most of the time, sales reps assume that upon introducing your company, prospects understand the value of what you’re offering.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

Tip #2: In every call, there should be 20% talking and 80% listening to understand the prospect’s problem and offer the right solution. Also, explain upfront the features of your product and inform them how it can benefit their business and why they should want to buy from you. Here’s Why Listening is an Important Component in Telemarketing

3. Neglecting your prospect

Don't be Annoying: 3 Sales Mistakes that Make You Look Dumb

One of the reasons why businesses fail to sell is because they neglect their prospect. Most sales reps focus more on how to sell, not on how they can help their prospect’s business grow. Salesperson has this mindset that they have enough prospects to call so getting more uninterested prospects is okay. Don’t let this happen, re-engage with warm prospects who have gone cold.

Tip #3: When calling focus on how you can contribute to their business growth. Make your product or services relevant to their business needs.

Now ask yourself, “Have you been making any of these dumb sales mistakes that cause bad sales results?”

These mistakes can kill opportunities even to those who have the best intentions so make sure not to commit these blunders when doing lead generation.

Is B2B Lead Generation really just about the numbers?

Is B2B Lead Generation really just about the numbers?

Sales will always be about a numbers game. But when it comes to B2B lead generation, don’t just focus on a higher number and forget about the quality of leads produced. For the B2B lead generation in Australia, the quality of leads delivered is considered the number one challenge they’ve encountered.

Here are some factors to consider when doing B2B lead generation.

  • Prospecting. Targeting the right prospect
  • Multi-channel marketing. The channels used to attract and interact with your potential customers.
  • Nurturing. How you manage and communicate with your prospects.

Sure social media is a good way to attract prospects and email marketing to nurture leads. Inbound lead generation process of converting visitors into prospects is still considered the most effective. But don’t forget about outbound marketing practices such as telemarketing as they say it is the fastest way to convert prospects into a solid lead. Not to mention it can prove a higher quality of leads.

However, regardless of your numbers, your lead generation campaign won’t be a success if you don’t know your metrics.

For example…

You make sure to publish 2 blog posts in a day but you’re not getting enough traffic for your website.

You have a high web traffic but no or very low conversion.

An outsourced company delivered 50 leads but you only converted 5 into a sale.

Now what?

Related: New and Improved Ultimate Lead Generation Kit to Jumpstart your Business

The key is to understand your numbers and how you can improve them. So how do you measure your ROI? Some do it by;

  • Cost per lead. The amount paid or spent / the number of leads delivered (regardless if they were converted or not.

For example:

10000/25 = 400

  • Lead volume. The higher the number of leads delivered, the better (regardless of the quality of lead)
  • Lead quality and closed rate. The amount paid or spent / the number of leads converted.

For example:

10000/5 = 2000


It’s odd because 50- 55% of business owners and marketers measure the cost per lead and the number of leads delivered.


If you really want to determine whether or not you should continue your B2B lead generation campaign, you should first take a look at how many leads are qualified that can be easily converted. This goes to show that most companies just want to generate more leads as possible, thus putting more emphasis on quantity alone.

Related: What to Expect when you Outsource your B2B Lead Generation Processes

It’s the instinctive nature of humans to be overwhelmed with numbers, creating the illusion that “more is always better.” Bottom line is quality is always important if you want your B2B lead generation campaign to become successful. If you are just going to focus on the number of leads without measuring its success, then the effect in the long run will not be as pleasant as what you might think. It’s not supposed to be just a numbers game.

Measuring quality and success rather than cost and volume warrants a much elaborate process, but the benefits can make future endeavors easier and more promising. Discovering how high-quality leads are extracted will determine the success of a business; besides, isn’t that what lead generation is all about in the first place?

How To Make Productive Lead Generation Meetings

How To Make Productive Lead Generation Meetings


Meetings can be a bore, especially if all you talk about is business. But that is something you have to live with if you want to generate good B2B leads for your company. Come to think of it, meeting with business prospects, whether in person or on the phone, is an important step towards making a successful sale or business deal. The only challenge here, at this stage, is actually making your meeting interesting (and impressive) enough for them to sign up with you. With time very important for both parties, you want to make the most out of your lead generation meeting, right?

That is why you need to plan things first. For example:

1. Schedule during off-peak hours – we all know how important time is for us. Be it us in looking for B2B leads, or your prospects in their business operations for that matter, you need to make sure that your meeting will not affect everyone’s important activities. Try to be as flexible as possible for your prospects, and make sure you show up on time. Understand that everyone values their time highly. If they so much as think that you are wasting their time, then they would walk away.

2. Add some humor to the mix – of course, this advice will be dependent on whether the other party is receptive or not. Try testing the waters first, and if you find a willing audience, then subtly add some levity to your discussion. Just make sure that the jokes are tasteful, professional, and relevant to your appointment setting meeting.

3. Stand up – let us face it, meetings can be a bore, or it can downright slow our minds down. You could add life to your meetings by doing it standing up. Not only will it help you get your body moving, it will also compel you to hurry up your talk. This will shorten your time of discussions, and give you more time to do what matters.

4. Get everyone a chance at closing time – this is a very good tactic that you can use to help everyone be more involved in your meetings. Before you dismiss your meeting, have each participant say something about the discussion. In this way, you can be sure everyone is on the same page. At the same time, it will give everyone the opportunity to get out whatever their keeping in their chests.

Meetings will always be part of your business operations. It may be boring, it may be tough, and it may be outright a pain in the neck when things go rough. But we all have to face one at some point in our time. It is up to us to make it better, more interesting, or more rewarding. While this may just be a stage in our marketing process, almost no different to what telemarketing, social media, or email promotions is, it is how we use our creativity and resourcefulness that makes all the difference in our efforts.

a connected concept of people with map of australia

Want To Create Lead Generation Networks In Australia? Step Out

One 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.