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How To Manage(and Convert) Your Inbound Leads

How To Manage(and Convert) Your Inbound Leads

How To Manage(and Convert) Your Inbound Leads

More than 6,200 marketing experts from 99 countries coming from various industries, company sizes, and seniority or rank levels have spoken on the current state of Inbound this 2018. See what they have to say on this report from Hubspot.

69% of the respondents prioritize converting leads to customers, 54% aims to grow website traffic, 44% wants to increase revenue derived from existing customers, 42% would like to prove the ROI of marketing activities, 37% target sales enablement and 29% would want to reduce the cost of contact acquisition.

Here’s more, another study vouched on the strength of inbound: inbound marketers believe in their efforts more than outbound marketers with 68% inbound marketers and only 48% of outbound marketers claim their marketing efforts to be ‘effective’, 46% reported inbound marketing gave higher ROI, and only 12% reported for outbound. While discussion on higher quality leads for sales, 59% were positive for inbound and 16% for outbound; and when asked if which marketing tactic has improved in the last two years, 59% noted increase on inbound marketing and only 16% for outbound.

Related: Inbound and Outbound Marketing: Match Made in Heaven

Looking at the reports, inbound marketing seems to be overbearing with potentialities and tenacity, yet marketing challenges are still encountered along the process which hamper achievement of the above goals: 61% of the respondents are challenged on generating traffic and leads, 39% on proving the ROI of their marketing activities, 27% on securing enough budget, 25% on managing website, 24% on identifying the right tools for their marketing goals, 23% on training the team, 22% on hiring top talent and 20% on targeting content for an international audience.

The sales funnel has a wide opening which means that it can accommodate a large number of leads, but this does not mean however that marketers could freely pour in just any amount into it. In order to maximize time, effort and costs for a lead generation program, one must ensure quality right from the start point of the process – generating quality leads that are highly sales-convertible.

Here are three major ‘responding to inbound leads’ tips that will not only generate more quality leads but decrease chances of marketing challenges:

 

Utilizing The Right Tool

Marketing automation is the trend and has proven effectivity on many accounts because of its qualification capabilities. However, marketers must couple their automation tool with the right lead scoring and grading to screen leads before they move down to the sales team to follow up.

Related: 10 Stats That Prove Marketing Automation can Generate Leads [VIDEO]

 

Lead Response Time

A study from Harvard Business Review showed that sales reps are seven times more likely to have substantial conversation with prospects if they respond to them within the first hour; 60 times more to qualify a lead that if waited for 24 hours to follow up a lead.

 

Profiling The Prospect

The CRM may contain all pertinent information about the prospect but that won’t suffice the quality required. With careful probing and asking the right questions, reps will be able to profile the prospect’s demographic and psychographic data, his buying behavior and the business need.

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

 

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+.

 

 

Gain insight into information drawn from Callbox past campaigns

Try out our new My Industry Insights tool

My Industry Insights - Callbox Interactive Marketing Tool

Contact us 

or Dial +61 2 9037 2248 | 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

Winning New Customers for Your Renewable Energy Business
Growing Your Sydney Business in The Digital Age
Elevate Your Sydney Tech Business with These Marketing Tips
How To Manage(and Convert) Your Inbound Leads

How To Manage(and Convert) Your Inbound Leads

How To Manage(and Convert) Your Inbound Leads

More than 6,200 marketing experts from 99 countries coming from various industries, company sizes, and seniority or rank levels have spoken on the current state of Inbound this 2018. See what they have to say on this report from Hubspot.

69% of the respondents prioritize converting leads to customers, 54% aims to grow website traffic, 44% wants to increase revenue derived from existing customers, 42% would like to prove the ROI of marketing activities, 37% target sales enablement and 29% would want to reduce the cost of contact acquisition.

Here’s more, another study vouched on the strength of inbound: inbound marketers believe in their efforts more than outbound marketers with 68% inbound marketers and only 48% of outbound marketers claim their marketing efforts to be ‘effective’, 46% reported inbound marketing gave higher ROI, and only 12% reported for outbound. While discussion on higher quality leads for sales, 59% were positive for inbound and 16% for outbound; and when asked if which marketing tactic has improved in the last two years, 59% noted increase on inbound marketing and only 16% for outbound.

Related: Inbound and Outbound Marketing: Match Made in Heaven

Looking at the reports, inbound marketing seems to be overbearing with potentialities and tenacity, yet marketing challenges are still encountered along the process which hamper achievement of the above goals: 61% of the respondents are challenged on generating traffic and leads, 39% on proving the ROI of their marketing activities, 27% on securing enough budget, 25% on managing website, 24% on identifying the right tools for their marketing goals, 23% on training the team, 22% on hiring top talent and 20% on targeting content for an international audience.

The sales funnel has a wide opening which means that it can accommodate a large number of leads, but this does not mean however that marketers could freely pour in just any amount into it. In order to maximize time, effort and costs for a lead generation program, one must ensure quality right from the start point of the process – generating quality leads that are highly sales-convertible.

Here are three major ‘responding to inbound leads’ tips that will not only generate more quality leads but decrease chances of marketing challenges:

 

Utilizing The Right Tool

Marketing automation is the trend and has proven effectivity on many accounts because of its qualification capabilities. However, marketers must couple their automation tool with the right lead scoring and grading to screen leads before they move down to the sales team to follow up.

Related: 10 Stats That Prove Marketing Automation can Generate Leads [VIDEO]

 

Lead Response Time

A study from Harvard Business Review showed that sales reps are seven times more likely to have substantial conversation with prospects if they respond to them within the first hour; 60 times more to qualify a lead that if waited for 24 hours to follow up a lead.

 

Profiling The Prospect

The CRM may contain all pertinent information about the prospect but that won’t suffice the quality required. With careful probing and asking the right questions, reps will be able to profile the prospect’s demographic and psychographic data, his buying behavior and the business need.

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

 

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+.

 

 

Gain insight into information drawn from Callbox past campaigns

Try out our new My Industry Insights tool

My Industry Insights - Callbox Interactive Marketing Tool

Contact us 

or Dial +61 2 9037 2248 | 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

Winning New Customers for Your Renewable Energy Business
Growing Your Sydney Business in The Digital Age
Elevate Your Sydney Tech Business with These Marketing Tips
Quick Ways to Improve Your Email Marketing Strategy

Quick Ways to Improve Your Email Marketing Strategy

Quick Ways to Improve Your Email Marketing Strategy

A strenuous workout and scientific diet may not the best ways to achieve your target body shape but doing less of these will, strength coach Marc Megna believes. So as the title of this blog starts with “quick ways” then we won’t linger on thorough research and jotting down a trailing list of steps to “improve your email marketing strategy”, instead we’ll look into tactics that would maximize time and effort, all at very least.

 

Get to know your audience

Just as every workout session starts with a warm-up exercise so is email marketing with knowing well your prospects. Do this via Customer Profiling, considering both demographics:

Complete, valid and accurate information

  • name of contact
  • business name
  • address
  • phone numbers
  • email address
  • social media accounts

As well all other business specifications like industry category, location, target market, target location and size

Psychographic data of each target:

  • their purchase behaviour and their interests.

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

 

Make it short

Your prospect won’t appreciate lengthy emails but nevertheless, a substantial content containing a WIIFM (what’s in it for me) benefit for the prospect and specific product/service that would answer the needs of the business pose a higher chance to be opened and less likely to go into thrash. Like if you’ve been doing 5 to 10 side lunges and one-legged squats for 2-3 months now and still not seeing apparent results, then do just 2-3 sets and do other much effective routines.

 

Beat the blunder

“Hi John, how are you?”, “Good day to you, Ms. Lee, Hope this is a good time…” – opening blunders in emails such as these are likely to land in the trash or spam folders as they just don’t appear boring but rather weak. Remember that you are writing to a decision-maker, one who attends to several meetings (in and out of office) every day and who attends to multiple matters, dealing with various clients. He could hardly spend the time to read through fluffy emails so make your email short, straight to the point but never miss to keep it personalized to avoid becoming robotic.  

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

 

CTA

Call-to-action buttons, links, and boxes are designed to draw immediate response from your prospects. These are like strength-training tools that you must include in your emails in order to build a strong connection with your targets; necessary tools that would guide them through the buying journey. Click here, Download, Register, Schedule An Appointment, Order Now, Watch This Video and Sign up are just a few of the classic examples of call-to-actions that greatly help in converting visitors and readers into sales.

 

Little changes can add up to big and major results. Start tweaking your email marketing strategy now to achieve a well-built sales and marketing campaign.

Related: 40 B2B Sales Email Templates for Every Situation [Free PDF]

 

 

Learn more about our Email Marketing and Lead Generation Services

Dial +61 2 9037 2248

Add us on WhatsApp +65 8232 2417

 

 

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

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