What It Takes To Boost Lead Generation In The IT Industry

What it takes to Boost Lead Generation in the IT Industry

IT lead generation is a bit trickier compared to other industry penetration efforts. It is important to know what strategies to use in getting the IT sales leads that your business needs to improve your profit margins.

There are some basics that you have to observe if you want to be successful in such a critical and fast-paced online environment:

  1. A website designed to kill. In business, especially online, image is everything. You can never attract prospects from the IT industry if your website looks like it’s been hand-drawn by a kindergarten student. Not only does it need to look good, it also needs to function well. IT people live and breathe technology, so to impress them should be a priority.
  2. Work on your SEO. Search engine optimization (SEO) marketing is a dying science, so they say, thanks to Google and its seemingly endless parade of algorithm releases. But that doesn’t mean you should stop incorporating keywords and creating back links for your site. The basic principle still remains intact, and along with quality content, SEO must still be part of anyone’s strategy.
  3. Take advantage of email. A lot of businesses use email marketing, but only a few of them really use it in its maximum potential. It’s not just about sending prospects the stuff that they need; it’s also about expanding into new territories, exploring the possibilities of new age content and catering to the on-the-go email users. What’s great is that email marketing provides for countless tools to help marketers measure its effectiveness, so there’s no reason not to utilize it.
  4. Take social media seriously. And that’s despite of the fact that social media may not take you seriously. The thing about social media marketing is its incapacity to actually convert leads into sales, and that’s something everyone needs to accept for now, because face it: you need social media. You need to institute online presence in your market, and you can only achieve that by getting involved in social media circles.
  5. Be multifaceted. Using a singular approach to all your marketing efforts? You need to stroll around the block more often, especially in the neighborhood of IT products and services. This industry has the privilege of having the skill to produce and use an assortment of tools and methods to enhance their lead generation campaigns. Snoop around so you can get a taste of the goods.

B2B Telemarketing Tips For Your Web Hosting Services

B2B Telemarketing Tips For Your Web Hosting Services

Among the most lucrative business enterprises that one can involve himself in, managing hosting services can be among the best choices. Still, competition in this field is intense. Either you succeed in generating B2B leads or not at all. As a businessman or sales manager, you want to be sure that everything you do, be it in planning your B2B telemarketing campaign or in the sales leads that you want to generate, lead towards your ultimate goal. This is a business necessity that you have to do right or not at all. So, how will you do that? How can you make your campaign succeed? Well, it will not hurt you to know a few things:

1. Add a human touch – keep in mind that, although you are in a web services business, you are ultimately in a ‘people’ business. As a marketer or business executive, you still have to talk to people not taking that into consideration, your marketing campaign would come out as extremely impersonal, unfeeling, and just the type that business prospects walk away from.

2. Be empathetic – empathy is the most important component of your marketing efforts. If you want to be effective in generating more sales leads, you have to make sure that the people you put in your B2B appointment setting campaign are capable of showing empathy, understanding the problems that people face, as well as consider the importance of their business to them. It is one great way to establish rapport, too.

3. Respond fast – in the event that a business prospect calls you back or sends you a message, you should respond in the soonest possible time. Every minute that is wasted not replying is a minute gained by your competition over you. Once you have gained contact with your prospects, be quick on the reply and interact with them appropriately.

4. Honesty is the best policy – this is, no doubt, the one rule that you should never disobey. You cannot believe just how difficult it could be to build your reputation, probably years, and how easy it is to wreak it, like overnight. If you want to make sure that your B2B lead generation campaign would remain believable, just be out with the truth with your business prospects. That would be a better tactic for you to employ.

5. Listen well – when your sales leads prospects talk, make sure you stop and listen. You see, the success of your marketing efforts depends on your ability to get the issues and problems your prospects face into your head, analyze it, and come up with solutions that they would want. You cannot do that if all you do is read out your calling script, spiel, or what-not’s.

As a marketer, these are tips that you should never take lightly. In the event that you, for some reason, would be unable to do your own B2B lead generation campaign for your web hosting services, then you should consider outsourcing this to a professional B2B telemarketing firm.

Seven Ways You Can Leave Better Voice Mails To IT Sales Leads

Seven Ways You Can Leave Better Voice Mails To IT Sales Leads

Yes, you might think that voicemail is pretty old-fashioned in a B2B lead generation campaign for the IT market. But you have to admit that, in the event that your sales leads prospects are not around, you really have to leave a voice message. Now, you know that successfully placing the right voice mail would elicit a positive reaction from your prospects. It is in how you should do it that really matters. Voice mails is pretty much an art that is slowly disappearing in today’s current business environment. So, here is the question: how can your voice mail compel B2B leads prospects to respond positively to you?

  1. State your name at the beginning and your number at the end – too many marketers these days often forget about this very important detail. Most tend to speed up when they say their callback numbers, while there are those who seem to mince words when they say their names. Be clear and succinct in these parts. If ever, these might be what your prospects need to read your.
  2.  Leave a voicemail from your preferred callback number – in other words, you should use your office phone. Some marketers, for the sake of convenience in their work, call their prospect using personal phones, but make them call the office. Such complications are unnecessary.
  3. Have a reference point as well as specific intent – the thing about voicemails is that the ones where you and your IT appointment setting prospects have a common denominator are usually returned. Also, if you state your purpose clearly on why you are calling them, they are more willing to call you back.
  4. Be brief and plan well – the most effective voicemails are the ones that can tell you what they precisely need at the shortest possible time. This requires that you think critically about the composition of your message and how your prospects will hear it.
  5. Do not ask questions – the purpose of voicemails is to get your prospects to call you, not to leave questionnaires. If you want to learn more about your prospects, ask them directly when they call you back. Or, you can also call them again and ask those questions. Take your pick.
  6. Professionalism and enthusiasm – voicemails left by telemarketing representatives can be returned if the one leaving it state their purpose in a professional and enthusiastic manner. This can be felt by the other party, even if you do not see each other. Stay upbeat, and courteous, and you can be sure to get a response.
  7. Keep calling – when all else fails, a little persistence can go a long way. Try to call your prospects again when you still do not get a response from them. Who knows, maybe the second or third time calling is the charm. Just remember that you need to act as respectful as you can. You are asking for their business, not the other way around. You have to gain their favor at the start.

There are other things you can do, but the tips above will put you right on track with your B2B lead generation campaign.

8 Ways Google Analytics Data can boost B2B Lead Generation Sales

8 Ways Google Analytics Data can boost B2B Lead Generation SalesThe best thing about using Google Analytics is that marketers can focus on specific, actionable ways to increase sales based on prospects’ behavioral data.

When prospects visit your site or download stuff from your blog page, Analytics can help you determine the causes and effects of each of the actions taken. Regular checking of page traffic and popularity can assist the business keep an eye of the marketplace .It’s a necessary tool especially in making sure that lead generation is easily facilitated.

Google Analytics gives you access to sales conversion, product sales, and revenue data which can be used to establish actionable ways to increase leads sales according to MarketingProfs:

  1. Bounce rates can provide a hint about which pages on your website may need to be improved.
  2. Exit pages will tell you where users are leaving the website. For instance, if the most common exit page is a newsletter sign-up page, then it may not be the right place for a call to action to sign up for the website’s monthly newsletter.
  3. Conversion rate and revenue will likely become the two most important metrics you use to track which marketing efforts are successful.
  4. Social media information: Google Analytics now includes social media tracking and behavior through Goals. Paying attention to what page and content were shared can give websites a good indicator of which things that prospects care about the most.
  5. Device used: If a significant portion of an e-commerce website’s traffic is from mobile, it might be worth the development cost to design a mobile site or application. Catering to how customers are accessing products can make purchases simpler and easier.
  6. Revenue per keyword. With Google Analytics e-commerce tracking, you can both track how many sales each keyword is driving and you how many dollars of revenue each keyword is driving. Since some keywords will naturally drive a smaller average order size, knowing which ones will allow you to more accurately focus your efforts on your most profitable keywords.
  7. Revenue per landing page. Track which landing pages are bringing in the most revenue. Drive more traffic to successful pages, and strategize to improve the less successful pages.
  8. Promotions and campaigns. Track revenue, average order size, and other key metrics for each promotional offer or campaign you run.

3 Expert Tips for Getting B2B Leads from the IT Industry

3 Expert Tips for Getting B2B Leads from the IT Industry

As much as everyone in the business world all have come to rely on email, social media, content, mobile web and marketing automation, it all still boils down to a phone call. The IT industry is not an exception; they may be experts in online and software technology, but they still like talking on the phone – especially for business.

IT consulting firms are typically the target for a B2B lead generation campaign. And because they’re in the IT consulting genre, telemarketers can never really persuade them through “technical” words. In short, one has to find another route if they want to get leads from IT people.

Here are three simple but ‘advanced’ steps for you to land that lead:

  1. Uncover pain. Before the call, you should have a rock-hard understanding of the pain points that this prospect might be having. Try to ask assertive questions regarding the current condition of other businesses in the industry. What challenges are they experiencing? Some prospects would deny their struggles, in which case you need to cite examples of what other particular companies are going through. If you’re able to have them open up to you about their problems, the next steps would be a lot easier.
  2. Establish value. It’s important to have available resources in your pocket, ready to be pulled out during the conversation whenever necessary. What resources, you ask? Unique value propositions. If a prospect tells you they’ve been having problems with something, make sure you have something valuable to share that addresses that issue, something that could make them realize that you do know what you’re talking about. It’s not just facts and figures; you should be able to send across a message full of insight and expertise.
  3. Make sure it clicks. Getting a ‘yes’ from a prospect doesn’t guarantee a healthy business relationship. Most marketers can become so focused on ‘closing the deal’ without really taking time to assess whether they’ve found a worthy match. Is the prospect absolutely sure? Will this deal withstand time? Does the lead meet all the criteria set for defining a qualified, targeted lead? If a half-boiled lead is passed on to the next stage of the sales process only to be deemed not good enough, it would have wasted a huge amount of resources. It’s better to tell as early as possible if it’s a winning deal.