The Five Ways You Waste Time In B2B Appointment Setting

The Five Ways You Waste Time In B2B Appointment Setting

As a manager, it is your job to ensure that everyone is doing well in their work, reaching their sales leads quotas and letting them get even better in their B2B appointment setting operations. And while you may be employing a bunch of new strategies and methods that will help them work better, you have to admit that there are some things that will never change. Among these would be the amount of work that you have to do in one day.

Since we are talking about work, you might find yourself doing things that will not help you at all. Indeed, these might actually cause you to waste precious time. It sure makes sense if you can avoid them, right? So, what are these time-wasters that you should be avoiding?

1. Working too much on the wrong work – you know that there are limits to what you can do in a single day, so we try to work on things that matter the most. The problem here is when we focus our efforts to much on the wrong part of your telemarketing campaign. That would certainly waste a lot of precious time and manpower in our work.

2. Putting off the easy ones – I tell you, the easy tasks that you put off for tomorrow will become the hardest ones on that day. A veteran marketer would take every chance he gets to finish all necessary stuff up on the day it appeared. Letting it linger for later handling would be poor time management, and will cause you to waste time later on.

3. You micromanage your employees – all right, you might want to properly manage and observe your employees, but you will not be going anywhere near your goals if all you do is breath down their necks. You have more important things to do, and your employees will need a little slack while they are working on getting more B2B leads coming in. If you really believe that your employees need guidance all the time, then you probably chose the wrong people for the job.

4. You focus too much on the details – in marketing, you should really look at the details, but focusing too much on them would cause you to miss the big picture. When that happens, well, you might start committing mistake number one or two. Try putting some perspective in your work. That would help.

5. The wheel keeps getting reinvented – if there is anything that you might want to learn about in terms of time wasters, it is that reinventing the sales process rarely gets you the right results. Truly, if you are sensible enough for the job, you will know that some selling styles are best left as is. You just have to know what these are and work on them.

Yes, these are sure-fire sources of wasted time. If you truly want to be productive in your B2B appointment setting campaigns, please try avoiding these common, but erroneous, business and marketing practices.

Five Lead Generation Myths To Get Rid Of

Five Lead Generation Myths To Get Rid Of

Five Lead Generation Myths To Get Rid OfIn the course of our B2B lead generation campaigns, we would often encounter various practices that seem to help us do our work. While these may be rooted to tradition, cultural dictates, or just probably got feeling, these are not to be taken lightly. If these can bring us the B2B leads that we need, then by all means we should use these. But what about those marketing tactics that cause us to lose sales leads? Maybe we need a closer look to understand this. These may sound like real appointment setting advice, but these may actually be nothing more than myths. And there are a lot of these myths you should get rid of, mind you. And of those myths, the most damaging are the ones listed below.

1. “You need to be pushy to make a sale” – recall that one time when you have a really good experience while making a personal purchase. Was the seller being pushy to you? If not, there you go, that confirms that the above quote is just a myth. You see, to be effective in lead generation, it is not enough to have something to sell. You also need to know if your prospect is going to buy. If not, give them a reason to, but in a very subtle and gentle manner.

2. “I cannot directly reach my buyers” – now, this is a problem that one often encounters in a telemarketing campaign. You call, someone else answer the phone, and pretty much most of your conversation is spent on that person. Now, most amateurs would see this as an obstacle and give up, but veterans would see this as an opportunity. They could use this contact to mine more information about the target prospect, making your next call more successful.

3. “I do not want to bother the B2B leads prospect” – again, this is an erroneous assumption. You see, if you have something really good to offer, then who are they to reject your call? In fact, they might even hold it against you if you do not immediately contact them. Actually, you can integrate other marketing methods, aside from the phone. You can use social media in tandem, subtly informing your prospects about your business.

4. “I am not that quick on the reply” – if you fear that you are too slow, that you might not be able to answer quickly any inquiry of your prospective sales leads, then you will be. The mind has quite an influence on reality. But, if you think you can, if you think you can do it, if you think you can be your best, then that will also become a reality. So be confident and just do it.

5. “I cannot find the right words to ask for the sale” – honestly, you are asking for the sale, nothing can be simpler than that. No need for fancy words or the like. Just ask them if they are interested with your offer or not.

Really, you can do away with these details, for the sake of making your lead generation campaign a success.

Increase Your Sales Leads With Effective Telemarketing Management

Increase Your Sales Leads With Effective Telemarketing Management

If there is anything that you might complain about B2B telemarketing campaigns, it is that the rate of success can be pretty low. But really, that would only happen if you do not manage your team well. You see, this medium of B2B lead generation is a constantly evolving and adapting form of marketing.

Managing this requires leadership and business skills that not many have. It might take some years to master them, but you can learn them. You just need to be willing. And as for those who currently have telemarketing management problems, perhaps the following pointers would be a big help for you:

  1. More sales training – yes, your people may have undergone a lot of product trainings and the like, but it never hurts to have another day of training. A little polishing of skills can go a long way in your marketing efforts.
  2.  Assign more sales people – sales is a science and art, one that requires specific skills that only a few would be able to pull off. You have to make the effort to select people who have a deeper orientation to sales. This is for the good of your marketing campaign today and tomorrow.
  3.  Do your recruitment right – you want to make sure that you have the best people for your B2B lead generation campaign, right? Then make sure that you are sourcing them from a pool of really talented people.
  4.  Be a little more patient – with the way B2B appointment setting processes turn out, patience is a real, albeit rare, virtue. But really, a little patience can mean a lot in keeping control even in the worst situations.
  5.  Experiment with your pilot team – there will be events when you just have to use a new strategy or technique in marketing. In that case, you should work with a small group of marketers who will check its soundness, as well as iron out any wrinkles that might turn up.
  6.  Prepare cross-selling – there will be times (which would be useful for larger firms) when a sales leads prospect requests something beyond the responding marketer’s ability. You should train them on proper transfer processes.
  7.  Use transfer calls better – why let go of a call if you can just transfer it to someone else who has the time to handle it? You see, prospects lose interest in you if the call ends without anything meaningful done. By transferring calls, you also avoid the hassle of callbacks and still keep your connection with the business prospect
  8.  Draw the line firmly between sales and marketing – sometimes, the bickering between these two departments (due to vague job descriptions and work assignments) can be very bad, that your business loses more B2B leads that you generate. By designating which department does this and that, you avoid the trouble between the two.

It is all about proper marketing management. That is the secret to successful telemarketing campaign. This is how your get things done well.

Maximize Sales Leads Generation In Three Ways

Maximize Sales Leads Generation In Three Ways

Selling can be a pain, especially for people not used to this kind of work. Well, even veterans still find this profession a challenge. With the way markets move and trends change, adapting constantly can be a daunting chore. Even so, there are plenty of strategies that you can use to consistently stay at the top of the lead generation business. Generating sufficient sales leads is not that hard at all, as long as you keep in mind the following three tips:

  1. Set you bar too high – yes, this is unrealistic, but if you constantly push yourself to reach impossible goals, especially ones that exceed the average of your appointment setting colleagues, then you will find yourself improving way better.
  2. Keep yourself motivated – basically speaking, have an end in sight. Once you have reached that end, try creating another goal. Maintaining a proper motivation will help you reach your B2B leads goals much better.
  3. Believe in yourself – this can be a real game-changer. How can you make people believe in what you are offering if you do not believe in it yourself? Before you go marketing your product to prospective sales leads, you should market to yourself first.

Another thing you should remember would probably be the content. Regardless of whatever marketing tool you use, be it social media or telemarketing, you need to stay consistent in your message. This would be the first thing your prospects would be looking for. As for the other three, well, now you know them, it would be easier to do it.

Why Sales Leads Prospects Doubt You


It can be pretty hard to do business, especially with business prospects that doubt your offer. But all that is just a normal day in the office. The way you deal with them is what makes all the difference. To be successful in generating sales leads out of these types of prospects, you need to understand why they doubt you in the first place. Only then will you be able to come up with a winning lead generation strategy. To start with, B2B leads prospects do not trust you because:

  1. You begin with a lie – a successful business relationship is anchored on trust. How will you be able to maintain that if you started the whole process with a lie? Sure, this might help you get more business leads in your appointment setting campaign, but it will not help you at all in the long run. In fact, it will lose you more leads.
  2. Your claims are unbelievable – with so many companies claiming that they are the best, or the cheapest, in the market, it is only natural that business prospects would be tired of hearing the same song over and over again. If you really want to get their attention, show hard facts. Even if your outlandish claims are true, no one will believe you until you show proof.
  3. Your opinions outweigh your facts – when all your prospects here are your own praises for your products, they would naturally be suspicious. To make it easier for them to believe your claims, make it a point to use testimonials from your clients, especially the big ones. Also, substantiate your claims by giving facts.
  4. You focused too much on closing – yes, you need to get that deal, but if your focus is just that, without regard to what your prospects need, then you achieve nothing at all.

Correct these bad habits and your sales lead generation campaign will be more credible.


Twitter as a Reliable Source for Sales Lead

Twitter as a Reliable Source for Sales Lead

Looking for sales leads can be like looking for a needle in a haystack; it’s a huge marketing world out there and leads are everywhere, you just have to look on the right places.  The internet is a mine of sales lead and what makes it even easier to look for leads is the advent of the social media. Marketers found a new venue to offer products, determine what the customers need and provide them not just with what they want but greater options too. It became easy to predict business trends. With social media becoming more personal, the calculation gets more accurate. One of these effective social media sources is Twitter.

Twitter has been influencing the world since its birth on 2008. With 140 characters customers can make their voices be heard, especially regarding products and services. Companies set up their brands on Twitter thereby keeping a closer watch to their audience. The reply function also gives them the opportunity to interact directly to the customer and directly get feedback as well. If you are looking for sales lead, Twitter is definitely the place to be.

In fact there was even a study that supports Twitter as the social media site that generated the most leads.“The study, which parsed over 62 million site visits, 215 million page views and 350,000 leads in 2012, found that visitors coming from Facebook made up 54% of all social media-sourced site visits, and those from Twitter just 32%. Nevertheless, Twitter accounted for 82% of all social media-originated leads, while Facebook accounted for a paltry 9% of leads. LinkedIn played a relatively minor role, accounting for 14% of site visits from social and 9% of social leads.”

However, looking at the right will be a waste if you are not looking correctly. There are tools that will help you in analyzing sales leads on Twitter. The search tool on Twitter is you main ally. However translating the search results into relevant data can be tricky. There free applications like Tweetdeck and Hoostuite that can help you keep track of tweets from possibly sales leads.  Hootsuite even comes with an analysis function. In order for you to accurately determine potential sales leads, you have to determine the right keywords. But take note that when you find a tweet related to your keyword you need to double check if it’s relevant. Hashtags also play a huge role in looking for sales leads, but remember hashtags should be specific.

Twitter is an almost infinite source of sales leads, you just have to dig deeper into the mammoth pit of information and use the effective tools. Many companies have been using this social media site as a marketing tool and most of them have easily become very successful brands.


Lead Generation In the Post-Internet World


The Internet has totally changed the way we do business nowadays. Now, we can reach out the most number of business prospects, increasing our chances of generating B2B lead, in a manner that is not available to us from five or ten years ago. This is a great opportunity for your B2B lead generation campaigns, helping us convey more information to those interested. Of course, along with the ready availability details, there is the risk of what we call the ‘tyranny of choice’. What is that and how will you deal with it?

The tyranny of choice, as psychologists call it, is a condition where customers have so many alternatives to choose from that they practically cannot make a choice any more. Give the numerous products and services offered by a lot of marketers during their appointment setting campaigns, it is only natural that business prospects will have a hard time choosing which to buy or sign up for. This impairment can have a serious impact on your generation of sales leads. Of course, this can also have a positive outcome for your campaign as well.

It all depends on your ability to best represent your brand. People, especially the busy ones, tend to have too little time to analyze the products or services that their business will need. For them, it would be more cost effective if a seller can more as an information source, and help them make the right decision. At this point, it is also important to remember that sales leads are not everything. You need to establish a relationship with them.


When Not To Solve Problems During Lead Generation

Solving problems is only natural when we are conducting lead generation campaigns. After all, if we do not solve problems, how can we turn prospects into qualified B2B leads? That is why we need to offer the right business solutions to your prospects. There are a lot of things you would want to say to your prospects, offer answer to their problems. But have you ever thought of those rare moment where you do not need to solve problems? Sometimes, not solving a business issue can get you the sales leads you wanted. The idea behind it is actually sound.

To begin with, you must first understand that some of your prospects may be aware of their problems already. They might just want to have a sounding board, or probably a second opinion on whether this is their real concern. Also, it is possible that they know the solution already. Your telemarketing team may not need to talk much. Your team will just have to listen, and the answer will present itself on its own. And would it not be a much better appointment setting tactic. At least you will get the full cooperation of your business leads. All you need to do is to be sharp at the details.

While it is possible that you have a lead generation team ready for the task, it may not be economically feasible to have a large one for a seasonal campaign. Perhaps outsourcing the work will do you good. There are a lot of telemarketing, advertising, and other agencies that can do the job for you.


The Secret To Successful Lead Generation

Yes, it may be true that generating sales leads in Australia can be hard, but that does not mean it is impossible. Lead generation work can be made more successful, as long as you know how to do it. The secret lies in the means of achieving your business goals. Actually, there is one business tip that you should never take lightly. Do this right, and everything else in your campaign will easily fall into its proper places. The secret to generating B2B leads? Ask the right questions.

Really, asking prospects the right questions in the course of your appointment setting work is essential to the success of your campaign. Think about, before you can craft an effective business solution, before you can create the right sales pitch to business prospects, you need to know first what the problem is. Not doing so is not just bad marketing, it is also the hallmark of carelessness. Another thing, if marketing experts say that you should listen well to what your prospects say, how can you do so if you do not ask them the right questions?

Also, the choice of marketing partner plays a crucial role in the success of your campaign. It may be so that you lack the necessary skills (or perhaps the budget) needed to arrange for an in-house team of your own. To solve that, you will need to outsource it to a competent telesales firm. Why telesellers? You need a communication medium that is effective in sending your message to prospects. It is an important business investment.

If SEO Is Dead In Australia, Can You Still Get Leads?

While the above scenario may never happen, especially in a country like Australia, it is good to know what other options small and medium sized businesses can use to increase their chances of getting good sales leads from other firms. Besides, it can be good mental exercise for entrepreneurs who want to know what other marketing mediums they can employ to be more competitive in lead generation. Believe it or not, while some may sound too old-fashioned, they can still do a great job in getting the B2B leads that your business will need. Some of these are very simple, but they really work:

  1. Seminars and trade fairs – these occasions in Australia are good places to start, especially if you want to build a network of prospects that you can give a call later on during your appointment setting work.
  2. Telesales – while it may be true that some businesses shrink away from using this marketing medium, there is no denying that this is ideal in talking to business prospects (most of them prefer speaking with other people on the phone). It can be very useful in your negotiations.
  3. E-mail – If the information you wish to provide is too detailed or confusing on the phone, it is better to send these items through the mail. This is also a very affordable medium if you want to send a sales pitch to those who read it.

There are other marketing mediums that you can use, but the three mentioned above are your ideal options.

How The ‘Want’ Button Can Get B2B Leads In Australia

It seems like Facebook is getting set for more attempts to make a profit in the market. Recently, they have announced the inclusion of the ‘Want’ button in their user pages. So, what kind of impact will this have on the Australian business? Heaps, if you think about it. The ‘Want’ button can function as a lead generation tool for business. Facebook users can view a picture, message, or product they like, and then click the ‘Want’ button below it. Think of it as wishful thinking that can translate into real sales leads for firms selling such a product or service.

In terms of lead generation, particularly in appointment setting, it has become a necessity for us to know more about our prospects. Part of the challenge in setting a meeting with Australian entrepreneurs is the lack of sufficient intelligence about buying habits and preferences of prospects. Sure, such details can be identified through telemarketing surveys, but some industries will require more subtle means. What Facebook has introduced to the market can help businesses understand their prospects more. Done correctly and ethically, investors will be able to perform better in generating qualified B2B leads. What also count are the marketing tools you use to communicate with B2B prospects.

Yes, communication also plays an important role in business. And the tools you employ for the task, be it social media or telemarketing, can have an impact in your appointment setting campaign. If you want to be sure that you are doing it right, you will need to work with a company with the name and reputation to back their claim.

How To Start An Interesting Blog For Your Small Business


This week, we’re going to tackle the basics of how to set up your own blog for your business. A good blog will attract quality sales leads using your content and can eventually become the main lead generation channel of your business.

Every day, there are about 2 blogs created every second around the world, and a significant percentage of these blogs are by beginners. Due to the popularity of online entrepreneurship, most of these blogs are probably connected to a company website from a fledgeling business, much like yours. If you really want to make a significant dent in your target niche, then you have to make sure that your company blog will be able to attract your sales leads. To help your businesses get better returns for your efforts on blogging, we have provided here the essential tips on how to start a company blog from scratch.

The best way to start a blog is by using available free platforms for blogging, the most popular of which are WordPress and Blogger. Both platforms have their own strengths; Blogger, being affiliated with Google, allows for faster integration with Google-owned business tools while WordPress, being a bit more for professionals, offers more customizability for your blog. Using free hosting sites such as these will save you from the expense of purchasing the services of a hosting company. If you have funds set aside for you blog however, you can make use of a self-hosted WordPress blog for a few dollars, the cheapest web hosting service being about $3-$4 a month.

After you’ve selected a good blogging platform, it’s now time to create the design of your blog. A free hosted blog provides free templates from which you can choose and easily apply to your site. A self-hosted blog will let you create a more customized blog or, if you want, you can hire a web designer to design your blogsite for you from scratch. This is the best choice if you want to integrate your blog design to that of your website.

The important things to consider about design are:

  • It should be user friendly – you don’t want your sales leads to have a hard time finding previous or recent posts on your blog, much the the RSS button.
  • The colors should be appealing to the eyes and, ideally, reflect the colors from your website.
  • It would be best if you have a responsive design for your blog so that the template automatically adjusts when your leads view your blog through their mobile devices.
  • All elements of the site should load quickly so that your readers won’t bounce off, so as much as possible, keep flash designs to a minimum.
  • Integrate good SEO tactics like using meta and title tags in the framework of your blog to make it search engine friendly.

Do not forget to include a call to action on your blog. A splash page which instructs your viewers to sign up for newsletters will allow you to easily add them to your business list in case you have to email them or need your telemarketer to call them about product updates.

The next post will be all about what to write on your blog, what your posts are about, and how to make these easily searchable through search engines.