How to Work with Offshore Lead Generation Team

How to Work with Offshore Lead Generation Team

“Can an offshore B2B lead generation company provide enough leads?” This is the first thing that came into my mind when I started looking for ways to increase the number of sales for my growing business.

As a business owner, I know that whether your company is big or small, different parts within your organization needs to take into consideration - operation, finances, products and services, sales and marketing, etc.

Because of its many advantages, a lot of business owners consider outsourcing their B2B lead generation to manage their sales leads better. Leaving your lead generation campaign to the experts is more cost effective, less time consuming AND healthier sales pipeline.  

Managing a remote team is different from running your own people in an office. So it is important to pick a partner that you can trust.

Qualities that you need to look for in an offshore lead generation team.

  • Experience. Someone who’s been in the business for quite some time with successful campaigns. Check their website for client testimonials.
  • Skills. A company with the professional sales team to handle your campaign and represent your company.
  • Process. Look for a company who has established a tested and proven process and follows it.
  • Tools. Someone with the right tools to help your campaign become successful.
  • Price. Find a partner that can provide you with quality service but is within your budget.  

For every business owner, hiring a team that you can trust is not easy. But if you have an offshore lead generation team, here’s how to work with them effectively.

Related: Why Outsourcing Telemarketing Will Give You More Singapore B2B Leads

Define your goal.

In order to see results and avoid discontentment, it is important to clearly define what you want to achieve. Every member of the team must have one goal. Inform them your objectives for the campaign.

Related: Lead Generation Outsourcing Industry, What’s the Chance of Surviving?

Communicate effectively.

Learn and know their process. Let them know what you want to accomplish but respect their expertise on how to do it. With trust comes respect. Being a hands-on partner is good. However, the main reason why you seek for their expertise is to see results. So, it is okay to trust their professional judgment. 

Have a regular meeting schedule.

The weekly meeting is necessary. Working closely with your team means identifying any possible problems and provide solutions ahead of time.

Recognize their achievements.

It’s easy for us to see the problem. However, inspiring your team because they did well will make them do their job even better. Here are the things you need to avoid if you don’t want to lose Singaporean employees in 10 ways.

Treat them as partners.

Provide suggestions on how to have a successful campaign. At the same time, be open to any suggestion and don’t be afraid of any changes.

Running an offshore lead generation team is hard. However, you need to learn to trust who you hire to do this job. Follow these 5 tips and work with them effectively to see continuous success.

 

 

Connect with the a trusted offshore lead generation team,  

contact us here or Dial +65 3159.0902

Visit our blog and learn more marketing tips and tricks today!

 

 

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Telemarketing Scripts That Will Get You Singapore Leads

 

Signs That Your Buyer is Not a Good Fit for your Business

Signs That Your Buyer is Not a Good Fit for your Business

Traditionally, buyer-seller relationship was never great. Salespeople are still doing an old school method in selling. They use aggressive and selfish techniques to win a business which buyer decided to do something in to make sure they were not scammed.

In modern sales, salesperson and vendor can create and choose their own ideal customer for their business. Before even creating a brand or a product, businesses already know who their buyers are. Why? Because every time there’s a new customer who don’t see the value of the product, their bad experience reflects you and your company. Knowing who is the right customer for your business ensures a long and healthy relationship with your customers.

Salespeople should always be careful to evaluate their prospects at every stage of the process so they can provide the best outcome for their prospect and their company. Some of the characteristics and behaviors that define a good-fit buyer are obvious, while others are a bit more nuanced.

Let’s evaluate every stage in your sales cycle and find out the indicators that you have a poor buyer for your business.

#1: Prospecting is the stage in your sales process wherein you identify your potential customers.

Signs:

  • The location of the prospect is not within your target area
  • The type of industry does not fit your target market
  • The company size is larger or smaller
  • The company revenue is higher or lower

You might also like: How to Get rid of Dead Leads on Your Database?

#2: Presentation or discovery is the part where you ask questions to know more about.

Signs:

  • They don’t have any need for your product or service
  • They’re happy with what they have for now
  • They have a third-party company who provides them with the same product or service
  • They don’t have any issues or challenges with their current setup
  • They have areas that they would like to improve don’t have budget for a new project. 

#3: Proposal is the part where you introduce to the prospect the features of your product or service and how it can benefit them.

Signs: 

#4: Negotiation is where you try to customize your product or service to your prospect’s needs or if you want them to renew their contract.

Signs:

  • All answers of prospects are; “We don’t need that”, “We’re okay”, “We’re not interested”, “No, thank you”.

#5: Closing is where you get the commitment of the prospect to buy your product or consider your service.

Signs:

Using these signs, you will be able perfect your lead qualification process and identify if there’s an opportunity to promote your product or service and eventually turn this prospect into a buyer that is fit to your business.

Updates: Callbox on Money Mind Singapore: What a CEO Had Known About the Philippines

 

 Generate sales-ready customers for your business!

Talk with our rep today. Dial +65 3159 1112

 

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To Use or Not to Use a Script? A Financial Lead Generation Question

To Use or Not to Use a Script- A Financial Lead Generation Question

Anyone who has an interest in English literature would easily declare Hamlet’s existential query as one of the most celebrated passages in Shakespeare’s collection of proto-“emo” tragedies. “To be or not to be?” establishes the dilemma of life in such an intriguing way that we simply couldn’t resist tackling it subjectively.

Meanwhile, financial service providers are also facing dilemmas of a similar magnitude in their B2B lead generation, one of which is the use of a telemarketing call script. As far as efficiency is concerned, there prevails a divide between marketers who use call scripts and those who don’t.

There are numerous reasons, and (as a marketer who is as confused about call scripts as Hamlet is about human destiny) you might want to review these and determine what you think would work for the financial services market.

To Use…

…a call script is to provide context and urgency. According to an article posted in MarketMakers.co.uk, call scripts are more suited for B2C enterprises by the fact that the call volumes are high and not much attention is given to quality. The main aim here is to establish talking points about your product that will get a prospect interested.

“For those that have a more detailed product or offering once interest is shown they can then follow the script according to the guidelines,” the article says. Apparently, marketing financial services and products to large institutions would require the use of scripts to guide callers in the use of phrases, terms, transitions and expressions necessary for building interest.

Not to Use…

…a call script also has its merits. Directness is the prevailing ethic, and enterprises must see to it that their audience receives the kind of messages they want to hear. With unscripted telemarketing, callers are provided free command over the conversation, enabling them to discuss product benefits organically, that is without sounding mechanical.

The catch: Unscripted telemarketing requires excellent customer relationship skills. Without guidelines, callers will have to rely on their knowledge of the product to be able to secure a high-opportunity engagement.

The answer?

What usually works best in financial lead generation is a combination of scripted and unscripted telemarketing. Along with guidelines for navigating complex buyer inquiries, there is a strong need for callers to develop the necessary skills for

Often, an excellent balance of scripted and unscripted telemarketing can always be attained by involving an experienced lead generation company into your campaign.

Top Three Reasons Why Personalized Websites are your Best Bet for Acquiring B2B Leads

Top Three Reasons Why Personalized Websites are your Best Bet for Acquiring B2B Leads

Websites play a much bigger role than ever in terms of acquiring high quality B2B leads. Several articles and infographics (which we fondly mentioned in most of our articles) point to an increase this year of the average content marketing spend.

Notwithstanding startups, large enterprises are contemplating a huge hike in spending for digital marketing efficiency.

At present, focus is placed on personalized content. Buyers across B2C and B2B arenas have become much more perceptive with regards the messages they receive online and through traditional modes. This is backed by statistics from Triblio.com explaining that more than 50% of marketers see content personalization as a key ingredient to marketing efficiency as “personalized web experiences” promise sales increases by up to 20%.

These are facts on the surface. Surely, businesses can get a lot more when they delve into the best benefits that personalized websites can offer them.

Here are the top three as seen on an article by IronPaper.com:

Increased conversions. “Leads who are nurtured with targeted content produce a 20 percent increase in sales opportunities.” – Demand Gen.

A personalized website fuels digital sales by catering to your customers’ needs; building customer trust; and making it easier for buyers to make purchasing decisions. The B2B companies we work with have found that a personalized user experience typically leads to an increase in sales, leads, nurtured SQLs, sign-ups, and overall conversions.

Efficient communication. “Calls-to-action targeted to the user had a 42 percent higher view-to-submission rate than calls-to-action that were the same for all visitors.” – HubSpot.

Personalized content gets results, by ensuring that your company delivers the right information to the right customers — exactly when they need it. It enhances your reputation; allows for meaningful and efficient interactions with buyers; and ultimately drives sales.

Enhanced loyalty. A personalized user experience demonstrates to B2B buyers that your company appreciates and listens to them. It shows that you strive to make their lives easier, by offering relevant information that allows them do their jobs more efficiently. They inevitably reward that ease of use and attention to detail with their trust, loyalty, and continued business.

No doubt about it. While businesses can rely on using their own methods of engaging their audience, they cannot shrug off the fact that putting the buyer at the center is what drives real marketing results. Effective customer relationships are also the same thing that allows us to provide the best numbers in terms of quality leads and appointments.

Lead Nurturing Tips to Hike up Conversions

Lead Nurturing Tips to Hike up Conversions

In any marketing endeavor, it is essential for businesses to have an effective lead nurturing platform. Having one entails an improved CRM experience and contributes to the overall success of a business organization’s B2B lead generation and appointment setting strategies.

Lead nurturing isn’t well off however with just engaging prospects. A truly efficient telemarketing and email program should be geared towards hiking up conversions of people into sales leads.

Lead conversions are a crucial gauge that indicates whether your marketing strategies are functioning enough to produce a high rate of revenue. Their effectiveness is tied to that of nurturing B2B leads for the sales pipeline. Prospects need a lot of goading and conversations in order to form sound decisions make a purchase. It is in this sense that businesses should enhance their lead management platforms to realize better CRM experiences and drive revenue.

Here are several ways to get better at nurturing your leads and turning them into valuable business opportunities.

Learn about the market

Aside from knowing what individual prospects want, which of course is a tedious process, businesses can do more with a general picture of buyer preferences. It is true that no two buyers are alike, but there are possibilities that they share common traits and interests. Find out what these are and focus your talking points on these components. That way, you will be able to produce more leads for the sales pipeline.

Get SMART

When engaging a prospect regardless what channel or combination of channels you are using, it is important to follow the CRM version of SMART, which goes to mean:

  •         Specificity – Narrow your discussions to one topic and related issues. Don’t deviate from your main talking points. Stay with it for as long as the prospect is interested.
  •         Manageability – Address database issues and keep your lead management program spotlessly clean from unwanted data.
  •         Attainability – Don’t waste your time on leads that won’t budge. Give them time to simmer and move to other leads. You can go back to them, but until then, zero in on people with high buyer inclinations.
  •         Relevance – In order to run home with a sales appointment, never try to flood your prospects with “sales speak.” What they want more, in fact, is relevant information about their issues and how your solutions can serve as the ultimate remedy.
  •         Timeliness – Consider the trends that pervade in the B2B industry. What are people currently talking about? This curiosity and reliance on marketing intelligence is crucial in drafting an effective CRM plan.

Consider a multi-channel marketing company

If it doesn’t go well for you and you can barely maintain a lead nurturing program with a shoestring budget, you can always partner up with a lead generation firm that has a proven track record in terms of customer engagements.

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