Your business list of previous and present clients is by far your greatest resource of your new sales leads and prospects. It is only natural that sales prospecting for new customers can indeed be costly, not to mention a lengthy process. And if only you could find some alternatives in maximizing sales minus the hassles and expenses of advertising, cold calling, purchasing leads, will you be eager to put it into practice? Of course, why not, right?
Giving time and effort in order to keep in touch with previous clients would uplift your brand by way of new sales to the clients and then generating more referrals to qualified sales leads.
Experts signify that if you want to keep your brand or business name on your clients’ minds, you have to ‘touch’ your clients at least 14 times in a year. A ‘touch’ is any form of contact to your business leads and clients. It could be in a form of phone calls, emails, greeting cards, snail mail, postcards, personal meetings, or just about anything or any strategy how to get closer to your customers. You are ‘touching’ your prospects if you’re communicating with them.
So, what can be the best method to touch your previous customers? There’s no best way out there, instead, the most efficient communication techniques for your clients have many formats in communication.
Rather than sending out 14 greeting cards in a year, sending out 14 email messages, 14 snail mails or making 14 telephone calls may be better than nothing at all. Nevertheless, generating a campaign making use of a blend of these methodologies can be an efficient program. For example, setting up a marketing calendar to send over 5 emails, 3 snail mails, 2 telephone calls, 2 greeting cards, and a couple of postcards in a year lets you to communicate with your customer around once in each 3 and a half weeks in the course of the whole year.
Okay, granted you go with that method. What will you send them? What do you have to say at those 14 times in a year? The substance of your communication is equally valuable as what you sent over. This will prevent your pricey postcard or greeting card to be merely tossed to the garbage can. Meanwhile, if you send over communications which provide something interesting and valuable, it makes them pay more attention to you.
Prior to sending anything for your clients, the primary question asked by clients is, “Will this even add value to me?” Consider if your communication is “you-oriented” or will it add value to your customer? If your answer is that it won’t give value to your clients, then most likely, that communication of yours will simply go straight to the nearest trash bin.
What you need to send over doesn’t have to be that expensive or big; it can be simple but something valuable to your clients. You can do this by emailing them articles with topics which speaks about their interests, their acquisitions, etc. Make it all about them.
Do you need to look for sales leads and prospects for your business?
First you have to deal with this question: Who are your ideal customers? Then, you must be able to enumerate at least 5 traits of the client you’re looking for.
For example, this can be your typical list of characteristics:
b) between the ages of 28-40
c) has their own car
d) living within 5 miles of our store location,
e) has children
Make sure you can come up with at least 5 traits of the individuals you plan to target—because if you won’t, then your business will not go further that fast. To help you answer your question, think about your current top clients. So, what’s their common denominator? That answer will help you to jump start on your criteria-listing.
After that, picture out what your clients will be. Will they be teens? Grade school pupils? Newly graduate individuals? Then try to categorize them as your clients. Let’s say that you launched a product or service which teens or pre-teens may like, but in the end, who will pay for that? Parents, or grandparents, right? That’s why this calls for more than just a single marketing technique in order to close sales.
Give your present customers bonuses or special offers (like discounts) for bringing in new customers. I’m pretty sure you’ve heard of referral programs of certain companies where current clients are given a freebie or a discount (to avail of other services) just for bringing their friends along to become new clients. The trick to reliable referral marketing is to offer something good which the customers will think it can be worth their time and effort to look for people to send to your business.
The marketing department of any firm usually faces the pressure from the sales department to generate new leads. That’s why here are some helpful tips on how to generate b2b leads.
- Establish connections. It pays to be well connected. Business grows at faster rates done efficiently via viral marketing and the most common of all, referrals—which are part of a serious cost cutting tactic for capturing new businesses. Handle these associations and connections via social media such as LinkedIn, Twitter and Facebook in order to maximize your lead generation campaigns faster and for free. That’s why this is the chance to be socially active (both online and offline) and begin to establish good connections
- SEO (Search Engine Optimization). SEO with the help of banner ads are really reliable and effective techniques to generate new leads, not to mention that it also boosts brand recognition.
- Quality content. Of course, still nothing beats a good and quality content. You would be an expert in your market if your products or services are that good as you claim them to be. This reliability and trust could be simply set up by way of content marketing by making use of ebooks, webinars, whitepapers, blogs etc.
If you’re wondering how you connect these tips, by influencing lead capture pages, you can then convert your viewers into business leads at no cost. And for all the marketing people out there, it’s normal to feel the pressure. That’s why start on these tips now since lead generation process needs action.
There are many advantages of blogging. Aside from fostering lead generation, it is fantastic for SEO purposes, and not to mention that it gives people a good reason to check out your website on a regular basis.
But take note that blogging will not drastically advance your Search Engine Optimization overnight. Honestly, it take can take some time to develop your presence in any online community. Some things do aid on how to generate sales leads, but actually, it can be considered to be a long-standing investment.
However, when we talk of short term advantages, blogging sure have some of it. Having a good blog could help in placing your business as idea leaders. Here, you enhance your credibility. It gives your prospective clients a “soft sell” manner in learning more about your firm and all those you could give to them.
Sales leads who visit your blog and then make a decision if they agree with your opinions will most probably know if they would form a good client association with you. Or if not, then they never have to waste both of your time.
Another benefit of blogs is the ability to do cross selling. Yes, for some firms they have come across customers which business leads contacted them for a particular service, visit their blog and later approached them for their added service that the clients were not originally aware the firm offers.
Who knows you may encounter clients which employed you for a specified function and may not realize that there are other goods or services that you can also provide to them?
As a business owner contemplating on building your presence to a trade show, your main reason for that must not be based on any kind of emotion such as apprehension; reason such as “the industry would not think that we are a strong market player if we are not present” should be erased from your entrepreneurial mindset.
Preparing a business tradeshow tactic must be based on a tangible calculated reason and not just because of the reason that, “you have to be there—or else” kind of mentality. You have to think that this move will make good business sense to your firm.
Let’s see—during the 90’s, tradeshow exhibitions proved to be the most effective and popular ways of how to generate leads and obtain business opportunities.
Then what happens now? Internet just exploded like wildfire and along with it, minimizing the reasons for prospective clients to visit tradeshows. These days, there are several avenues for marketing the value of your business. Sales prospects visit trade exhibitions for various reasons, but the manner in which these events are arranged are still most likely to be the same like it were for the last decades. And by the way, lower rate of show participants is equal to needing a greater rate of lead conversion in order to make sense of it all.
However, don’t get me wrong. Trade shows can still be a good method of lead generation and maintaining businesses. Nevertheless, agreeing blindly to exhibit in a trade show each year since “you always do it the usual way” minus assessing if it’s the best way to utilize resources, seems to be quite ill-considered.
It can be a competitive world out there, and businesses everywhere are battling versus each other to be on top of the game. Yes this is one answer to success—be way ahead of your competitors. Fortunately, there are lead generation services to help you be competent enough to get ahead.
Lead generation process has in fact assisted numerous organizations grow over time. Having quality marketing leads is a necessity. However, simply entering into the prospects’ office minus an appointment is just wasting your time, particularly when the prospects don’t want/need/have genuine interest in the goods or services you are providing. That’s why we have appointment setting, which is a very useful method in order to figure out likely prospects.
Several firms and organizations are employing appointment setting nowadays, generally through professional telemarketers. This time, you already know who you need to contact, that’s why these leads become very useful. This is like saying leads are the best friend of telemarketing services provider. If combined together, what a powerful combination blend of marketing campaign that would be. And not just this approach enables you to lessen your marketing expenses—it can be your company’s good investment. After all, not only will you get those appointments—you also get to acquire potential prospects which you could make sales to.
Having said that, lead generation services can actually help grow and improve your business. Not only does knowing your potential prospects saves a lot of time, it aids you in raking in more income as well.
The usual problem for most businesses is their difficulty in attaining clients. In addition to that, it’s even a foremost cause of concern for any firm if they run out of contacts. It is a common knowledge that any business establishment can’t expect to grow and expand sans earning income— because it is what drives the entire industry. That’s why when businesses run out of opportunities and potentials what they do is turn into lead generation.
Lead generation process is a speedy and reliable way on how to generate leads. One channel to do it is by way of cold calling services. Performed by professional telemarketers, cold calling is the process when the call is not expected by the person at the end of the line. However, by receiving as much data from the client with only a single conversation, it could then be converted into a successful and qualified lead. Then once this lead becomes approved, it becomes ready to be used.
In view of the fact that lead generation also includes the pre-qualification process, you could then reassure yourself that the leads you get should be of good quality. Leads and pre-qualified leads which normally got a great probability of being converted into business deals and sales. These are the kinds of leads you are looking for, and those leads are the ones you need if you want to acquire that much out of the lead generation program as possible. Then try lead generation if you want a fast and efficient way to get new clients.
It’s an ever-changing and evolving business climate out there, and as an entrepreneur, how do you make your firm stay on top and get ahead of the competitors? What are some of the business strategies you have attempted to be on top of the business ballgame? Yes, it is not that easy, right? It can be a long haul all the way to the top. But with the assistance of call centers, you could make the most of your sales and target market by way of teleprospecting and telesales.
Business leaders could know and find out with whom you are selling to and all that is happening in the market via teleprospecting. Telesales could in fact bring you the leads which could be then converted into profitable sales and in due course, deliver the earnings you need. Plus, getting the services of an outbound call center will allow you to advertise to other firms and then sell to others which might be very interested in what you offer. In doing this, not only do you boost your opportunities of performing business but you are also making your business known out there.
That’s why telemarketing is a reliable and viable method which is already proven and tested in the industry; these professional telemarketers know what they’re doing and they are skilled and regularly trained workers. Therefore, if you need some of the most capable and experienced people to carry out the tasks on your behalf, then it’s worth it to try telemarketing services.
Perhaps the biggest problem that you may face today is how to make a sale. While it is true that business can be very profitable, the challenges you have to face can be a major roadblock. Still, there is a way to deal with that. All you have to do is to work with the best lead generation company around. Lead generation and appointment setting services can be a very useful investment for you. This can actually be a way for your company to increase it’s chances of making a profit while at the same time improving your efficiency. There are also plenty of benefits that you can get, namely:
One – you get to generate better qualified leads. You should know that B2B leads are a rather complicated asset to generate. A lot of companies would actually have a hard time generating them on their own. But if they seek the help of professional telemarketing services, then they can get them
Two – better appointments with business prospects. One important note on appointment setting services is its ability to push your business forward. They can qualify the leads that they generate, set up an appointment between you and the business prospects, and essentially free you up to concentrate more on what you are good at: making a sale. This lets you have greater flexibility in your operations.
Three – better cost reduction. The most important reason why most firms would outsource to a lead generation company is in cost. They tend to save more in generation qualified leads at a fraction of what they might spend if they do it one their own.