Understanding the B2B Buyer: 4 Rationales of a Purchase DecisionB2B Lead Generation, Appointment Setting, Telemarketing In order to predict a behavior, one must determine the cause. In a business setup, the purchase process of buyers can be traced back to their inherent or emerging needs to maintain their operations. It’s so basic a principle that marketers actually tend to forget to look into. We can’t blame them. There are four basic reasons, and the first two are as follows: To perk up production For a typical business, enhancing productivity is definitely part of the goal. Now when a B2B buyer has that motive in mind, marketers should highlight these desired features on their products. For business expansion and growth When a business decides to expand, it will definitely acquire help in the form of additional tools and outsourced manpower. Again, to position yourself in front of these expansion buyers, you need to offer something that can aid them in the transition period, especially in terms of delivery, packaging and even throw in a discount for bulk purchases.
Behavioral Targeting for Lead Generation: Thumbs Up or Thumbs Down?B2B Lead Generation, Appointment Setting, Telemarketing One of the basic requirements for a marketing message to be accepted by the online public is relevance. Everyday, people encounter thousands of ads wherever website they go, and it’s almost impossible to capture the real interest of those who are really in the market for a purchase or service. That’s where behavioral targeting comes in. Wikipedia defines ‘behavioral targeting’ as “a range of technologies and techniques used by online website publishers and advertisers aimed at increasing the effectiveness of advertising using user web-browsing behavior information.” We usually see these in website ads and also social network sites which are tailored based on a user’s search history. Behavioral targeting helps boost lead generation by making users’ web browsing experience more “personalized” and thus allows them to consider multiple channels of marketing. What’s the catch? Why it’s still an advantage Behavioral targeting does not assess your interests based on just few data.
Management over Remote, Outsourced Employees: A Lead Generation PointB2B Lead Generation, Appointment Setting, Telemarketing A decade ago, only big businesses had the financial resources to outsource their marketing operations to a lead generation services company. Now, however, even small businesses have gathered enough guts and have felt that need to delegate some of their tasks to experts, sometimes even to overseas firms. Outsourcing has become a major part of company growth for those who want to focus on the more important functions of running a business. Of course, one of the concerns when outsourcing is the amount of management and control you can have. These are some of the things to ponder on when dealing with outsourced providers according to JD Sherry, Vice President of Technology and Solutions for Trend Micro: 1. Remote employee contract. 2. Project management system. 3. Secure your network.
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
A Question for B2B Lead Generation Marketers: Are you Competitive?B2B Lead Generation, Appointment Setting, Telemarketing There’s always room for competition in any business undertaking – even in industries monopolized by a business giant, there should be at least one sole competitor. But there’s a difference between being competitive and aggressively assaulting your competition. As lead generation marketers, how competitive are you? There have been a lot of stories that tell us how being too competitive could backfire in the long run. You wouldn’t want your campaigns to rely on dirty tactics and just focus on getting ahead rather than improving your own offers. So when is being overly competitive justified? When your competitor is famous.
Retargeting: 5 Tactics from Drip Email to Lead GenerationB2B Lead Generation, Appointment Setting, Telemarketing Before anything else, let us define drip email: According to Investopedia.com, drip marketing is a strategy employed by many direct marketers where a constant flow of marketing material is sent to customers over a period of time. David Kirkpatrick, Senior Reporter at MarketingSherpa.com provides these 5 tactics for retargeting in multiple marketing channels including email, online advertising and paid search: Tactic #1. Lead nurturing and drip email campaigns are retargeting Lead nurturing campaigns combining content marketing with email, or drip email campaigns based on specific trigger events, may not be discussed in these terms all the time, but both are retargeting tactics. One way retargeting emails can help is with lead generation forms. Tactic #2. In tactic #1 above, the retargeted prospect has already raised their hand enough to provide an email address. Tactic #3. A conversion path looks like this: Home pageFeatures page (a product resource)Plans and pricing pageCart/Billing page
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. But there’s more to why people shouldn’t put all their faith on websites like Yelp. 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. The good, the bad and the ugly Sources: Yelp Reviews: Can You Trust Them?
Make your Calls-to-Action Irresistible: 5 Crucial ElementsB2B Lead Generation, Appointment Setting, Telemarketing Your lead generation effort is like trying to get people to go into your store. You put up signs, you display wonderful stuff by the window, you give out flyers to passersby, or you hire jugglers and violinists to attract attention. Whatever works. But that’s just the beginning part. The real action happens when people actually come in through the door, into your store. On a webpage, online marketers can put a lot of dazzling elements to make it pleasing to eye, but without an effective call-to-action, none of that would matter. That’s why CTAs need to be irresistible. 1. This element is perhaps the most important: you have to make sure there actually is some kind of offer and call to action in the piece. We may think we’re so fascinating that all we have to do is introduce ourselves, and folks will come running, begging us to tell them more. 2. Marketing research shows that prospects buy more when their choices are limited. 3. 4. A bonus tied to a time limit can be especially effective.