How Marketing Automation and Appointment Setting go Together Since ROI maximization is always in the minds of B2B executives, it is not surprising that most of these businesses are spending heftily for optimized marketing solutions. However, making such a gesture never guarantees an improved appointment setting campaign. Some businesses are glad to churn out dollars just to streamline lead generation and telemarketing processes. These decisions are mainly based on the assumption that more expenses means more profits. Such a line of thinking is wrong in every level. Marketing automation however continues to be a relevant tool despite how some B2B experts view it. If you’re still not convinced, here are a few things that point how marketing automation and appointment scheduling and setting are better together. Time saving processes.When leading an email marketing campaign, you would want every second to count. Better lead targeting. Better lead nurturing. Apparently, a good marketing automation program has to be handled expertly.
Elements of a Failing B2B Lead Generation CampaignB2B Lead Generation, Appointment Setting, Telemarketing There’s a reason why seasoned veterans in the world of B2B lead generation are always esteemed in a way newbies will never achieve despite being impregnated with all the necessary textbook knowledge. That reason is wisdom – which can only be gained through experience. Lots of it. The best thing about possessing wisdom is being able to discern which is right from the wrong. This is also what differentiates a typical marketer from that of a lead generation company that specializes on online and traditional marketing channels. In lead generation, it pays to know which mistakes to avoid. Heed these pieces of advice from Chris Fell, Managing Director and Founder of a leading Australian inbound marketing agency. Bad timing People hate feeling pressured into anything – especially buying, so don’t push the sale too soon. Landing page link overload To marketers, landing pages’ sole purpose is to convert visitors into leads. Unclear CTAs (calls to action) People have a short attention span.
What Appointment Setting Strategy Will Work For Australia? In a competitive business world, the company to reach the prospects first wins. All you need to do is to develop a plan on how to do it. For over 10 years of experience of doing appointment setting campaigns, not just in Australia but all over Asia Pacific, I found out that there are 3 different types of prospects. Prospects that are interestedProspects that are not interestedUndecided prospects Regardless what type of business you’re into, generating appointment plays an important role in your company’s revenue. Related: Assess your Sales Leads: Is Hot, Warm or Cold? If you are to call Australia, how do you plan a strategy that works? Best days and times to call According to the Fax Marketing Industry Standard found on ACMA website, it’s best to call on the following times. Research Calls Weekdays: Between 9AM-8:30PM Saturday: Between 9AM to 5PM Sunday: Between 9AM to 5PM Other Telemarketing Calls Weekdays: Between 9AM to 8PM Sunday: No Calls on Sundays Delivery Choice of words Follow through
Understanding the B2B Buyer: 4 Rationales of a Purchase Decision (Part 2 of 2)B2B Lead Generation, Appointment Setting, Telemarketing In the previous article, it was discussed that two of the reasons that influence the purchase decision of B2B buyers are 1) to enhance productivity and 2) for business expansion and growth. The other two reasons deal more with the technical aspects of running a business, but nevertheless just as crucial in a buyer’s tendency to engage with lead generation tactics, whether via phone calls, email or business websites. To bring in new technology Businesses always aspire to leverage new technology to be able to outdo competitors. That is your target market right there. Need: To Cut Costs Businesses are always concerned about their bottom lines and are on the prowl for ways to save. What This Means for Your Business: Work with buyers to find a price point that meets your needs and theirs.
Hire Right For Your Appointment Setting Team - B2B Lead Generation Australia In any kind of business, hiring the right person for the job is a crucial activity. This is what makes all the difference in the success or failure of your company. That is also the main concern for those involved in B2B appointment setting campaigns. You see, the risk of hiring the wrong man is a real problem. It can cost your company a big deal in terms of lost sales leads, not to mention the loss of good will and rapport, in case your new hire is not that good in public relations. Now, just imagine if the job vacancy is in the telemarketing department. Mind you, that does not come cheap. Take it slow – you know, the hiring process should never be rushed. Yes, hiring more people for your lead generation campaign is a necessity.
Online Business Reviews: Why Yelp may not be as helpful as everyone thinksB2B Lead Generation, Appointment Setting, Telemarketing The established fact is that online review sites rarely cover both sides of a story. It basically only hosts the sentiments of customers regarding the services or products they’ve paid for. That alone is already an imbalance. Part of business marketer’s job is to maintain the reputation of a brand or company. Yelp is not entirely useless, though. Counter-negative reviews The operation is simple: marketers create dummy accounts for the sole purpose of posting fair-to-positive reviews for their own business. The challenge there would be to come up with an approach that would not sound too patronizing, but also positive enough to pull weight. Filtered reviews? According to Christi Tasker, Online Social Media Marketing Consultant and Strategist, Yelp chooses which reviews to filter. “Your business might have 117 logged reviews on the site. She adds: “Yelp chooses reviews based on one thing alone: businesses who advertise with them. The good, the bad and the ugly Sources:
How To Choose An Appointment Setter For Your Business When choosing an appointment setter for your business, it is important to that their services are compatible with your company goals to develop to provide excellent customer service. We all know that lead generation is important for a business to grow. It is also important to have a good system for contacting the leads to establish good relationship with them. To find new clients from those leads is not an easy task. Cost-Reduction Outsourcing appointment setting services will not only help your business increase sales but it is also for cost-reduction and increase revenue. Double the Sales B2B appointment setting services works like they are within your own company. To be noticed Working with an appointment setter will not only increase your sales but will make you to be noticed by your prospects. What Appointment setting company to look for. When working with an appointment setting services it is important that you work with a company that is already experienced and have good reputation.
Benefits of Outsourcing your B2B Appointment Setting Campaign Not all people are blessed with excellent communication skills. In fact, there are those who, even though they are not very good at what they do, are able to reach places because of their being articulate and word-savvy. That’s the reason why business marketers often outsource their appointment setting campaigns to B2B lead generation services providers. These firms fill in the communication aspect that may be lacking in internal personnel, and of course they also secure the bottom line for the business. That’s not the only benefit of outsourcing your appointment setting: 1. If your salespeople are setting their own appointments, they could be using half their time just generating meetings, with only the other half left to close the sale in a face-to-face meeting. 2. A good telemarketing company will gather, analyse and prioritise the relevant data so they get to contact the right people who are interested in your product or service. 3. 4. 5. Not all salespeople are built the same. 6.
Preparing for Appointments with B2B Prospects: A Checklist As soon as telemarketers, email marketers and other online marketers have convinced their prospects to agree to an appointment – whether face-to-face or via phone call – it’s now the sales people’s turn at bat. It’s only the beginning; there are still a lot of things that could happen after a business meeting. The sales presentation could go awry, the meeting could catch the prospect at a bad time, or there could be other factors that could bring the appointment to its demise. While these things are often unavoidable, it’s always wise to come to the meeting prepared. Do research. When a company sends someone over to discuss potential business with another company, prospects usually expect salespeople to know them very well. To fail on that item can paint doom for your sales meeting. Foster familiarity. If you’re the salesperson, you need to be observant the moment you sit down with the prospect. Doing this can help initiate a smooth flow of conversation during the meeting.
Stop Wasting Time and Money! Get Truly Qualified B2B LeadsB2B Lead Generation, Appointment Setting, Telemarketing Do you sometimes feel like your lead generation efforts go around in circles? You stumble upon a warm lead (which gets you rather excited), then you allot considerable attention on that lead over other leads (which is not really a good idea), and after a definitive phone call or a face-to-face appointment you find out that the lead is not anywhere near your lead criteria, which brings you back to square one (you had it coming). Now obviously, that could’ve been avoided if you had a solid lead qualification process in your system. What you’re missing Without a clear path for warm leads to ultimately become qualified leads, you’re not only wasting valuable time and resources, but you’re also blowing a lot of opportunities by not paying attention to those leads which could have been more productive. What’s worse is that sometimes, leads end up prematurely disqualified just because the lead generation personnel failed to nurture a prospect. What you need to do
How to Nurture an Effective B2B Appointment Setting Team Any organization owes its success to cooperation. And no doubt a good B2B appointment setting campaign is bound to reap as many lead conversions as it can when its Sales and Marketing work harmoniously together, even in lead generation. But enough about cooperation. Real achievements are influenced in part by the people behind these departments. Competency and professionalism are no less important than teamwork. Thus it is important for businesses decision-makers to invest in nurturing their appointment setting team. When your goals are anchored on following up on qualified B2B leads, you might as well take crucial measures to improve your team’s performance. Here’s how you can create an appointment setting dream team. Prepare a call guide. A scheduled appointment serves as a thin blanket separating B2B leads from a purchase. Build tolerance. Typical in the B2B world is rejection. Profile your targets. Be consistent with your message. What do you want to relay to your prospects?
Need To Build Online Presence Fast? You Need These 5 Tools NowB2B Lead Generation, Appointment Setting, Telemarketing B2B lead generation is not a passive task where you just produce content and wait for leads to come marching in. Rather, it entails elaborate, sometimes meticulous, processes to sustain online presence. Your target market needs a constant consumption of anything related to your brand in order for them to keep that awareness burning in their memory. Now, these responsibilities may be too much for a person to handle, especially when the need for monitoring and analysis is building up. For starters, consider these 5 tools proposed by Clément Delangue, chief marketing officer of online social business monitoring app Mention: 1. 2. 3. 4. 5. Read the full article at 5 Tools For Entrepreneurs to Grow Their Online Presence in No Time
Crafting a B2B Appointment Setting Formula that Never Fails In terms of generating sales and realize revenue growth, there is a constant need to optimize one’s appointment setting process. This is because business engagements with interested partners facilitate their transition to paying customers. But no doubt the process itself harbors a few complications here and there. Firstly, one can assume that not all sales leads actually translate to actual purchases. This is an issue for a lead management system to tackle. It is also important to consider that effective B2B appointment setting depends on key sales facilities. While these can be set, they also entail expenditures on staff trainings and system upgrades. Failure is never an option and that is why businesses should focus on establishing sustainable strategies that can last long. Consider the time element in your engagements. Follow up with email. Influencing comes first. Be persistent but remain patient.