We all want to do more in one day. That is in our nature. It is the same way with our lead generation efforts. If you want to get more sales leads, you want to work on more prospects, way more than you can. And you probably handle each account at the same time. While this might sound good in theory, we all have heard about the risks of such multi-tasking activities. You think you were able to do more, but you, in fact, are doing far less than optimum. A myriad of phone calls, a dozen emails waiting for your reply, all coming from different people. These can play a huge role in distracting you. And that is bad news for your appointment setting efforts.
It all falls back to being unable to concentrate in your work. This is something you cannot afford to fail in. For example, when conducting telemarketing campaigns, you need to concentrate on your current prospects. Suddenly getting a business call from another prospect, or an email request to do an entirely different task, it sure becomes easy to lose your trail of thought on your current task. Usually, it will take you a couple of minutes before you get your original bearings back on what you were initially doing. By then, a lot of opportunities for B2B leads would have been lost.
Best you take things one step at a time during lead generation. Not only will you be able to concentrate better, you can even work faster in this way.
Thinking about one of the most iconic rock bands during the 1960′s that still function today, you have to admit that the Rolling Stones tops the list. Just imagine, they have been around for more than five decades, yet they still command a sizable following even now. For businesses or brands that have existed as long as their band, how can they still maintain their edge? How will they still be able to generate good sales leads? What secret does Mick Jagger and his pals have that can be used by a company’s lead generation campaign?
It all has to do with nostalgia.
Really, nostalgia works with appointment setting campaigns. Think of all the positive things that you have done for your customers in the past, or the familial or personal bonds that your company idealizes. All these play a key role in turning prospects into actual B2B leads. No matter what medium you use, be it social media, telemarketing, or even a rock concert your company sponsors, that can mean a big deal. Emotions and feelings can be a great motivator for a business prospects to sign up or buy from you. It is the exact same thing that made the Rolling Stones a success even until today.
Work with the nostalgia. Appeal to your prospect’s senses. You might discover a few things along the way, maybe a few ups and downs. What matters is that your identity, your ideology, the image, the market, and the people under you all form a clear picture of who you are, and what message you want to convey. And that can make you succeed in lead generation – just the way the Rolling Stones do it.
When it comes to audience size, Facebook, hands-down, has the biggest. So large is its audience that a lot of companies are itching to get a piece of it for their lead generation campaigns. Now here is the funny thing: their marketing efforts failed. For some reason, their banner ads and promotions rarely get any traction at all. In their desire to generate more sales leads through Facebook, companies end up failing at it. Come to think of it, can you name a major brand that uses Facebook most of the time to promote their business? I doubt it.
So, what went wrong?
We can start by saying that social media is not a direct B2B leads generating tool. This is merely an avenue in which to engage prospects, interact with them, and nurture their interests in your business. If you want conversions or sales done, you use other marketing mediums, like direct emails and telemarketing. These would be more appropriate in getting you the desired results.
Remember, Facebook and other social media tools are no avenues for direct selling. You keep them there to nurture interest, as well as encourage people to look more into your products and services. You use other marketing tools to turn these visitors and readers into customers and clients. Your appointment setting efforts would be much more effective this way.
If you want to succeed in lead generation, do not put all your eggs in Facebook. That would be a smarter move to make.
If you want to be successful in your sales leads generation campaign, you have to know what tools you will need to use. After all, you have to admit that B2B leads can be very hard to come by, and that there are various ways to improve your ability in your appointment setting campaigns. One of these is by outsourcing to a professional telemarketing company. Yes, despite the many misgivings of some companies regarding outsourcing, this is actually very effective. You need experts in the field of telemarketing that knows how to get the desired results. Despite your best efforts, you will still end up needing such help.
After all, when it comes to lead generation, telemarketing is a very smart choice of medium. To start with, it can reach out to the most number of prospects at the least cost. Second, it can provide you with better business sales leads than other mediums. Third, you can easily and quickly analyze the effectiveness of the campaign. And lastly, the feedback you gain can give you a better insight on your markets. All these can be had with the use of a telephone. When it comes to business aids, this is the best there is.
All that remains is for you to invest in it. Sure, there are those who have doubts about outsourcing this very important job, but if you have no experience in this, then this is a very sensible choice. Besides, the returns for your lead generation appointment setting campaigns will be immense.
Spending too much on office and other overhead expenses to attract sales leads while your company or business is still small is one of the biggest mistakes you can make. While having more inside sales representatives working for you improves your closing rate and increases your income, keeping them employed under you is extremely costly, what with benefits and office space to consider.
In the business to business sector, the larger the company and the more people it employs, the more reliable it is considered to be, which is why small businesses and startups are eager to expand and hire new talent all the time. But spending too much too soon means that you deplete your emergency reserves. And when you don’t have any financial reserves to dip your hands into when the flow of your incoming sales leads dwindle, you will be forced to fire some employees, and that’s never a good thing.
To keep getting fresh sales leads for your business without having to hire new employees every time, it is much easier to simply outsource the services you need to a reliable BPO company. If you need more qualified b2b leads, outsource your inside sales to a reliable b2b lead generation company that is experienced in your particular industry. When you choose to outsource your inside sales representatives instead of constantly hiring and training new ones, when the need arises for you to cut back on expenses, you can easily end your contract with the BPO company and resume business until you have enough resources to hire them again. You can still look forward to qualified leads, but you don’t have to worry about expensive overhead costs.
Is there ever a right time to start concentrating on your company’s lead generation? If you’re satisfied with the state of your company now and the number of sales leads you get regularly, then you might have to wait a little longer. But if you’re ready to make your business grow and aim for the larger paying clients, then continue reading because here are 3 great ways to help with your company’s lead generation:
- Outbound telemarketing – whenever one needs to actively seek out new sales leads to turn into customers, cold calling is one of the easiest methods to perform. If you don’t feel like picking up the phone yourself, you can always try outsourcing your telemarketing to a BPO company. The important thing here is to find a reliable and professional call center to do your cold calling for you, otherwise it would only end up as
- Business networking – Going through your existing business contact database will give you a good source of sales leads which have a high potential for conversion. However, it may take time before your existing clients feel confident enough about your services to start promoting you. Also, don’t even think about asking your clients for sales leads references if they didn’t find your services satisfactory.
- Search engine promotion – This is one of the most common and modern method of attracting sales leads. If ever you want to go with this form of lead generation, you have to be prepared to spend a lot because web advertising is quite expensive.
Do you ever wonder why you’re always scavenging for potential sales leads and appointments? You already have the perfect marketing strategy; the right amount of start-up budget; you’ve done your market research properly; and you’ve laid down your business plan. So why isn’t there ever enough sales leads to convert?
Here’s a simple solution to the problem of most business owners: stop doing everything on your own. This is a common problem especially for start-up owners, the temptation to forego assistance just to avoid giving someone a salary and increase the income. The main reason why this is a problem for business is that doing everything by yourself means that you are limiting the potential of your company. For example, lead generation and appointment setting are two of the most important aspects of business. If you do everything yourself and you give your best to the marketing aspect, you might get a lot of sales leads, but by the time you proceed to the next step in the sales process, these leads would have already gone cold. If you rush through everything, important details could be accidentally skipped, leading to incorrect data profiling and a useless business contact database.
However, if you hire just anybody to do the work for you, the can’t be assured of the results either. If you don’t have professional appointment setters, how can you be sure that your scheduled meetings actually turn into sales? All of it would end up as wasted resources if not done properly. The best solution is to hire a reliable lead generation and appointment setting company to do these tasks for you. There are professional BPO companies who specialize in these processes, and hiring one assures you that you always get enough qualified sales leads and appointments. It might seem cost efficient to become a one man business, but if you really want your business to grow and prosper, you should seriously consider hiring professional help.
Sure, you may be a very hands-on boss, but if your business is expanding, you need to take a second look at the way you handle things. This is especially true where lead generation is concerned. This is a rather tricky task, one that will require a lot of your time and attention. Unfortunately, time and effort is a luxury that you cannot afford to spend on only getting new sales leads. Truly, if you consider that one fact, then you might agree that this is something that you ought to delegate. But, aside from this, what other reasons for you to let others do your work?
- Quality – not that you do a sloppy, but the reason you should delegate is so that you can concentrate only on your core capabilities. Besides, you will be hiring a specialist for that job then. They will surely do an excellent work in appointment setting.
- Time – as stated before, time is not on your side. If you truly want to gain an edge ever your competition, you should look for people who are good in telemarketing or some other method that is sure to bring B2B leads fast.
- Reach – there are appointment setters who know how to reach the most number of business prospects. That will be a nice business investment.
There is nothing wrong letting others do your lead generation work. As long as you choose your people well, you will succeed in the end.
No matter how easy the market is, how profitable the sales leads that we will be able to generate, if we think that we will not succeed in lead generation, then you really will not succeed. It sure reminded me of a quote from Mary Kay Ash, the legendary founder of the cosmetic giant Mary Kay, Inc. According to her, “If you think you can, you can. And if you think you cannot, you are right.” If we are to look carefully at her words, we will realize just how important our mindset can be. Success in generating B2B leads may actually be dependent on the way you believe in things.
Having a positive mindset can mean a big deal in the marketing business, especially where lead generation is concerned. This is a job that has a rather high rejection rate. And of those few prospects we succeed to get, we still have to qualify if they will be good for us or not. It sure is tempting to give up, right? But, as the late Mary Kay founder had said, it is all in the mind. As long as we mentally prepare ourselves for the task at hand, maybe brush up on new sales skills or tactics, we can have a chance to succeed. Just keep persevering and working towards your goals.
In case you really are that bad in talking to prospects, you might also help to seek professional help, like those in telemarketing agencies. It can work.
So you just finished baking some lovely homemade cookies to be sold around your neighborhood, why not? Weekends are the best times to do this. Now there you go, knocking from door-to-door to sell your sweet treats, unfortunately, 6 out of 10 of your neighbors aren’t home, the remaining are on a diet and one is finally pampering her sweet tooth. On your way home, you found out that there are actually five of you who are selling the same goods around the village. Yes, competition is indeed very tight and the market’s not responding favorably.
Perhaps, one of the most difficult jobs of any salesperson is to generate sales leads, and here, we mean sales leads as potential clients and not “real” clients. These sales leads are the people who express interest towards your offer by responding positively to your statements or making an inquiry to acquire further information about your offer. So just try to imagine exhausting all your resources to sell your product without even identifying your sales leads? An epic failure, for sure.
From here, we can see how sales leads are very important, without these, you cannot expect your company to stay long in the business. Simply put it this way, the latter are the lifeblood of any business; its absence means industry’s stagnation, that’s why it’s very important not to lose these leads off the hook because they will eventually bring in that big dollar sign into your company, potential revenue as they say it.
There are actually various techniques and methods to generate leads, however, there’s no single absolute approach that is suited to any kind of lead generation process. After all, the most essential thing that a salesperson must bear in mind is the need to be constantly aware of what’s going on in his business for him to effectively apply proper measures when unwanted circumstances arise during lead generation.