The Qualities of Good B2B Lead Generation Hires

The Qualities of Good B2B Lead Generation Hires

For a software company, hiring the right people for the job is the crucial first step before you conduct a really good B2B lead generation campaign.

You see, people are an important asset to any business. Hire the wrong people, assign the inappropriate person, and you will have bigger problems in your sales leads generation efforts.

That is why you need to choose well. The only question here is this: how will you do it. Marketing, for one, requires skills or qualities in people that will make them successful in this kind of work.

In any case, you might want to take note of the following traits of potentially successful marketers:

  1. Unique Mindsets

    All right, having a quirky mind might seem disruptive to your marketing process, but, sometimes, being different may actually be a good thing for your company. Having a unique approach on things can be an asset to your company’s future.

  2. Potentially Good

    Come to think of it, you cannot easily hire someone who has the exact skills you need for your B2B appointment setting campaign. Most of the time, you will get only people whose skills are close to it, but not there yet. It is up to you, as the manager, to train these people and turn them into employees that you need.

  3. Hard Workers

    Now this is a quality that you rarely see in marketers these days. Most would just do what they were told to do, or stick to their schedules. As for the great ones, these are the people who would often push themselves, who would go further than what is expected of them. They will do it if they think it will help reach their objectives faster.

  4. The Specialists

    All right, we all know about multi-tasking and the need to get someone who can do everything, but, in the software business being the jack of all trades will usually make you a master of none. It is better to get someone who is really good at one type of marketing than someone who can do all, but deliver mediocre results.

    Related: Things Your Business Will Gain If You Hire A Dedicated SEO Expert Today

  5. Job Descriptions Do Not Matter

    In any case, you are hiring someone who can get you more sales leads, right? So it is expected that you are hiring one who can do a variety of things that are beyond their job description. To them, something like a list of expected tasks to perform is just a guideline. They are not afraid to extend themselves if it means helping your telemarketing processes bring better results.

  6. You Can Leave The Job to Them

    The true test of an employee’s skill or talent in lead generation is that you no longer need to supervise them. You should hire people who exhibit leadership and marketing skills that will make your company succeed.

  7. They Ask For The Job

    And if they have the proof for it, then by all means hire them. If you think about it, those who ask for the job are more inclined to help their company involved. The other way around does not really give that.

 

So, what other qualities in a B2B lead generation hire can you share?

 

Make Email Work Right In Your Appointment Setting

Make Email Work Right In Your Appointment Setting

You may have a really good product or service to offer, but if there is anything marketing can teach you, it is that none of these matter if you fail to reach your business prospects.

Reaching out to your sales leads prospects is an important, if not obvious, prerequisite of business. That is why we conduct appointment setting campaigns in the first place. One of the ways we do that is by sending emails to all interested prospects. And yes, there are interested prospects. The problem here is how to make your prospects open them, instead of deleting your messages immediately.

 

The main reason for this could be traced to fear of spam mails. We all know how irritating receiving spam can be, so we throw them away every chance we get. Too bad for us marketers, this is also the same think that run in the minds of our business prospects. You see, in their eyes, every mail that they are not expecting, reek of selling, or just plain business focused, is considered spam. And they will dispose of your business mail the moment they see it. This is the same problem that telemarketing campaigns encounter. The rejection rate is simple too high. But there is a way to handle it.

 

Trust is essential here. When you are talking to business prospects, for example, in trade fairs and the like, tell them upfront why you are asking for their mailing address. Explain to them what benefits they can get if they sign-up for your newsletters or promos, what exactly are the kinds of lead generation content that they might expect from you, as well as the frequency of your company sending it to them. This can be time consuming, but at least you find prospects who are less likely to reject you.

 

Another thing you have to cover is setting expectations. You have to tell them the time and schedule of your mails, and stick to what you tell them. Timing and consistency play a key role in the success of your email campaigns. Keep in mind of your communication as well. Talk to your B2B leads just like you would be having a regular conversation. Lots of talks now, talk of business later. Just nurture the relationship first. This will solidify your connection with them.

Related: Recognizing the Assets and Disservices of Email Marketing

 

Lastly, try not to be to varied in your email schedule and content. Too often, we hear about businesses complaining of receiving mails at unholy hours, or getting content that they have absolutely no use for. Please, do not fall in that same mistake. Sure, you want to help your sales team reach their numbers, but sending promotions to people who only signed up for newsletters or weekly sales tips will not only ruin your customers’ trust in you, it will also make you lose sales leads as well. Now that would really hurt your bottom line.

Related: Not getting new Prospects? Give your Email a Facelift

 

Yes, you can still send business emails. You just have to know how to do this right to protect your appointment setting campaign.

Can You Share Your Brand’s Content in 6 or 15 Seconds?

Can You Share Your Brand's Content in 6 or 15 Seconds?

Marketers have more than enough ways to convey their message to their audience; they can choose from print, blogging, online streaming, TV ads, or social media presence. Whatever suits their taste, they can easily customize they approach using any of those platforms.

But if you only had 15 seconds to market your brand to the world, how would you do it?

Short videos are becoming wildly popular in cyberspace these days, mostly driven by apps available for iOS and Android mobile devices, and then shared afterwards in social networking sites. Twitter’s Vine introduced the 6-second video posting concept to the mainstream, and was then followed by Instagram’s 15-second version. Then there’s MixBit, launched just two months ago, which also provides editing of multiple clips into longer one- and two-minute videos.

So what is up with these short videos?

There are numerous reasons why it has become an overnight sensation. The most obvious one is the fact that it’s something new; before, videos can only be shared thru full-length video sites and apps. Vine and Instagram videos are more shareable, and because of its shortness, it’s easier to upload and view, even with a crappy connection.

Vine encourages creativity (marketers would have to give everything they’ve got and cram them all in 6 seconds). It’s a bit unique because of the fact that it allows video looping, as well as stop-motion animations that give creative marketers the liberty to customize their frames.

Related: The Generation Y: Who They Are and What Tickles Their Marketing Bones

Meanwhile, Instagram allows more space for companies to upload 15-second “mini-commercials”, but doesn’t really allow much editing functions. It’s more of a traditional video uploads where you don’t have to be extra-innovative.

Both platforms encourage social sharing, which makes marketers grab it as an opportunity to engage with customers on a more personal degree. In a user’s point of view, Instagram videos are generally intended to be on Facebook, and not on Instagram’s own network. People like to link both accounts because Facebook is a much stronger and broader network.

Related: Do Pictures of People Affect Facebook Engagement? A New Study Reveals

In the same manner, Vine is intended for Twitter, and because it is basically a micro-blogging site wherein majority of tweets are pure text, posting videos can become very attractive to followers, especially for company Twitter accounts that are able to establish a huge following.

With a medium like micro-videos, marketers’ brains will be stretched to their limits as they think of ways to maximize that very little time they have to create a video and send a brand message to the public. With the right concept and a dose of creativity, a few seconds is all it takes.

Handle Price Objections The Telemarketing Way

Handle Price Objections The Telemarketing Way
When doing a B2B lead generation campaign, it is always part of your job to deal with the objections.

Still, this is just part of the norm. You cannot just sell your products to potential sales leads that easily. Most will probably object to the price. When that happens, it is your job to silence the opposition (figuratively). It is all about handling the objections smartly, and with patience. You also need to talk to them as much as possible.

Now, if this is your first time to start such a campaign, it is always good sense to study the ways on handling price objections. Some of these ways are what you can find below:

  1. Being Preemptive

    Anticipating what your prospect might say as an objection to your price will allow you to state the benefits of your offer.

    You should be clear and concise in what you say, and focus on the tangible and immediate benefits of your offer. Usually, once you have said your piece, your sales leads prospects will not say anything anymore. Sometimes, they even ask you to explain further.

  2. Keep Your Persistence

    In the event that your prospect is still complaining, well and good, they are actually interested.

    The only snag that they see in this is the accompanying price tag of your offer. It is up to your B2B appointment setting specialist to come up with sensible and correct counters to the objections raised. But you have to remember that this is a positive step. It is up to you and your marketing team to make a deal happen.

  3. Veer Away From the Price

    One way to counter price objections is by not dealing with the price at the start.

    There is always another way to convince your B2B leads prospect that you have a better deal for them. It is only after the objection is raised twice or thrice should you stop and think why they are still objecting.

  4. Learn More About the Objections

    If the prospect is has objected again regarding the price, ask them why.

    It could be for a lot of reasons, like budget allocations or restrictions on expenditures. It could even be unrelated to price, like the need does not exist or if they are already using a similar product that the competition has made. Knowing about these things can help you and your telemarketing team to come up with a better solution to their concerns.

    Related: What To Do With Sales Lead Rejection

  5. Talk About the Value

    If price is a non-negotiable point on your part, you need to raise the value of your offer itself.

    Talk to them why they should purchase your product. You can explain to them why your product is much more expensive, like the quality of the materials, the craftsmanship involved, and the after-sales service that is bundled along, even the value of it as a collector’s item over time.

There are so many ways to deal with price objections in your B2B lead generation campaigns. You just have to think more about it.

Newsflash! The Word “Marketing” Is In “Content Marketing”

Newsflash The word Marketing is in Content MarketingWhen content marketing campaigns fail, the culprit always seems to be the same thing every time: “It’s because the content wasn’t great.”

While that may be true, in most cases there’s actually a different reason, one that’s usually just under our noses, but significantly more impactful.

The fact to the matter is: your content needs to be promoted; hence, the word “marketing” in content marketing.

If you think about it, promoting your content is actually more important than the content itself. It’s like having strong affections towards someone; you can spend the rest of your life nurturing your feelings but if you don’t tell that person, nothing will ever happen.

You need to devise ways for your blog to gain publicity, otherwise there’s no point in creating content. Here are a few tricks for promoting your blog:

  • Join a community.

    Face it – sometimes you need other bloggers to help you become popular.

    Create a list of content creators, website owners, and marketers to interact with and possibly target for linking. Create a blogroll and gain assistance from tenured bloggers.

  • Guest posting.

    This could go either way, but if you’re a relative newcomer, it’s best to have an expert guest post on your blog first.

    After some time when you feel you’ve earned the right, you can offer to guest post on other blogs. This will increase your content visibility.

  • Social media.

    It’s not news, but it’s not irrelevant, either.

    The pull that social media continues to provide to marketers does not show any sign of decline anytime soon, so likes and tweets are here to stay for a while.

    Related: Movie Corner: On “The Social Network” And The Power Of Social Media Marketing

  • E-mailing lists.

    Some marketers regard the act of emailing content as a rather pushy strategy, which could be true if not done tactically.

    Make sure your recipients gave you permission, and when they do, don’t overstuff their inboxes.

    Related: Why An Email Blast Campaign Will Help You Get More Singapore Sales Leads

  • Top 100s.

    Here’s a clever way to get other bloggers to link to you: create an article consolidating a list of the best 100 relevant blogs in your industry.

    Provide links to all of the mentioned sites and give a brief summary of how good they are. The blog owners would see it as a nice gesture and pay you back accordingly.

  • Leave comments.

    Make it a habit to leave comments (complimentary or otherwise) whenever you read a post from other blogs. Make it an intellectual one, at that.

  • Syndication.

    It is a form of information distribution where a blog material is also republished in multiple sites.

    There are tons of blog syndication sites in the market, such as syndic8.com, blogdigger.com and icerocket.com.

Sales and Marketing Through The Words Of An Innovator: A Tribute To Steve Jobs

Sales and Marketing Through The Words Of An Innovator A Tribute To Steve JobsAlmost 2 years after he has left the world he has changed so immensely, Steve Jobs can still be felt everywhere, not only because of the physical technology he has passed on to our succeeding generations, but also through his philosophies that have inspired millions to achieve their goals.

Steve Jobs is synonymous to Apple, and Apple is synonymous to the iPhone. The iPhone is the symbol of what’s yet to come in the field of breakthroughs in telecommunication. But behind the success of his company, Jobs became the balance between technology and serving the people who have been believers of his brand.

Here are some sales and marketing philosophies from the “gospel of Jobs”:

“Be a yardstick of quality.”

Business is about making the commitment to make excellence as a top priority.

After that, everything else will follow. There should be a standard of quality from the way products are made, services are rendered, publicity is generated, and customers are treated.

“Creativity is just connecting things.”

To be creative doesn’t require doing something from scratch.

Sometimes, all you need to do is find a connection between things and create something imaginative out of it. In sales and marketing, creativity is an integral part, but most of the time, the actions that strike a chord within people are the ones that have successfully made that creative connection.

“Marketing is about values.”

If you want people to recognize your brand or service, you have to uphold certain values that are important to them.

Although some companies are able to make their product popular by unethical means, the true success would still be measured by integrity and high regard from your consumers and competitors.

“Sometimes when you innovate, you make mistakes.”

The risk that comes with being an innovator is the possibility of making a mistake.

But most success stories generally came into form by making something better out of a previous blunder. Sales and marketing people should be able to accept that possibility as a part of the process, and instead of fearing it, make it a turning point for improvement.

“If you haven’t found it yet, keep looking. Don’t settle.”

The great minds, just like that of Jobs, are never satisfied with what they currently have.

They appreciate the triumph, but then they move on to the next project. They find new things to create or improve. They set bigger goals and commit to greater tasks. They keep doing that until they reach a point when they can finally say, “My job here is done.”

Phrase To Avoid In Lead Generation In Singapore – “Best In Class”

Phrase To Avoid In Lead Generation In Singapore – “Best In Class”When conducting a lead generation campaign in Singapore, remember to keep a close eye at the words you use. Sometimes, in the zeal of marketers to differentiate their business, not to mention getting the attention of their prospective B2B leads. The problem here crops up when the words you use are, for lack of a better word, ‘over-used’. Employ such terms, and you can be sure to get prospects moving away from you. It would be a smart move for your appointment setting job to avoid such words.
Take ‘best in class’ as an example.

There two questions raised in this phrase: who defined your class and who said you are the best? Most likely, you did. But it is not that bad at all, especially if you have the proof. Say that you are the best in telemarketing because of the number of clients and successful campaigns you have, maybe you have an award in customer service, or probably you are very good in generating qualified sales leads. Whatever it is, make sure you have proof.

Another thing – it does not matter whether you are the best in class or not. In the eyes of business prospects in Singapore, all they need is for you to be the best for them. They do not need the awards or the trappings of your success if you do not fit them. This is where your lead generation skills come in. You really have to make a compelling offer. Only then will you succeed.

Tying BPO and Social Media Together In Singaporean Market

Tying BPO and Social Media Together In Singaporean MarketFor the longest time that social media has been emerging as the trendiest mean of communication, it has indeed proved its worth and effectiveness. From the variety of endless opportunities it offers and activities for both people looking for entertainment and business, social media has certainly evolved into a strategic mean of disseminating necessary information to the people around the world. It has also become a portal for creating business opportunities, brand visibility and networking, etc.

We all know that Singapore has a high Internet penetration rate with social networking as the most popular online activity. It is no longer a secret as well on how far this country has reached in terms of global competency in the business world.

The fact that social media is relatively inexpensive makes it the best place for Singapore’s BPO service providers to implement lead generation campaigns that are beneficial to both clients and consumers.

Why? Well because social media offers a large amount of audience that enables the client to take hold of huge opportunities to reach out their target consumers and beyond. Another reason is that it transforms business leads into loyal customers. Building relationship with customers should be the first thing on the list of every marketer, and this is made possible if audience interaction is smoothly integrated since this factor will eventually instill confidence to the consumers. Lastly, it enables brand awareness to be more proactive which makes the clients’ brand grow within the realm of social networks that will ultimately result to a much deeper market penetration.

Provided with justifications above, Singapore is certainly not taking the lead alone for other countries are presently engaging on social media marketing as well to keep in track with the latest trends in the BPO world.

Network Effectively In Three Ways

Network Effectively In Three Ways

Networking, while a necessary business activity in Singapore, can be a real bother for those not familiar with this type of work. But it had to be done, as this is one part of a lead generation campaign. How you do your networking work will determine the success or failure of your campaign in terms of generating B2B leads. But it is need not have to be that difficult. As long as you know what methods to use, like in telemarketing, as well as the people you need to meet, then you will be able to succeed.

  1. Get out of your comfort zone – networking requires some degree of discomfort, since you will be speaking to prospects for the first time. Staying in your comfort zone will only make your productivity languish.
  2. Know where to make the introductions – whether you are on the phone doing appointment setting work, or maybe meeting prospects already in person, knowing where to introduce yourself and the business you are offering is important. An ill-timed sales pitch will only result in you losing sales leads.
  3. Be prepared – in cases where you will meet prospects face to face, always have a business card at the ready. Also, study the business of your prospects, as well as how your product offer can help them grow. That way, you will not be taken by surprise.

These are tried and tested tactics that can help in your networking work. Do it right, and it can make your lead generation campaign in Singapore more successful.

Trouble With Singapore B2B Leads? Use Telemarketing

Trouble With Singapore B2B Leads? Use TelemarketingOne of the reasons why foreign investors fail in gathering B2B leads in Singapore is because they lack the tools necessary for an effective lead generation campaign in the country. While it is true that Singapore presents a lot of business potentials, the problem here deals with how to best contact them. Considering that the best modern marketing tools available, like social media and email, can take a long time to produce the desired results, you know that a better solution is needed. It may be necessary to employ a rather old-fashioned, but still effective, marketing tool – telemarketing. It can get you the desired results faster.

Yes, you may be howling in protest over this suggestion. It is a fact that telemarketers have created a rather unsavory reputation with the masses. It is also the fact that sales leads are built upon trust and confidence, something that telemarketing services have, in the past, been unable to deliver. But still, there is a reason why it is there.

For one, it can speed up the response rate of your campaign. You just have to make a call, and the business prospects will just give the reply. Second, you need a marketing tool whose effectiveness is easy to measure. And lastly, you will need an aggressive appointment setting strategy that is affordable enough. These are just some reasons why you should call your prospects on the phone.

As long as you choose the right set of telemarketers to do your work, things will be all right in the end.

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