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 leadsprospects 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?
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.
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.
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.
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.
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.
Professionalism and enthusiasm – voicemails left by telemarketingrepresentatives 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.
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.
In today’s highly-commoditized market, the strength of your brand in attracting more IT sales leads is no longer as secure as it was before. If your competition can bring something that works just as well, but at a cheaper price, you can be sure that everyone will flock to it. That is the same thing that will happen to them if their competition does that as well. This is the same story in any kind of industry you belong to, be it in ERP software, POS service, email, etc. But you can keep your customers and make your IT lead generation campaign effective. And there are a lot of ways to do that.
Talk more about them – whatever new product or service that you would announce, make it a point to focus your message on what your customers will want to hear. There should be no ‘we’re happy to announce’, ‘we’re excited at the opportunity’, or anything like that. Rather, concentrate on what makes your customers feel great when they talk about you.
Give your non-buying customers a call – you can do a telemarketing survey on customers who end up not buying from you. Experience will teach you that there is no question that is more revealing than you asking “why did you not buy?” to customers. This opens up a lot of data that can be used to improve your marketing efforts.
Always add a little ‘extra’ – now this is something that a lot of companies really fail to understand. When you add something extra, it is not in preparation for the next purchase. It is that additional benefit that you give for those who made a purchase now. It could be a 10 percent off the sales price on cash purchases, a free pizza, or even something as simple as a personal ‘thank you’ note to your customers. This is a good way to keep B2B leads positively thinking of you.
Prepare for future needs – in today’s marketing, it is not enough to make a sale. You must also have the effort to ensure that you have your prospect’s back, in case something comes up in the future. For example, if you sell cars, then you should anticipate their need for new tires, accessories, or anything else that would add value to their purchase. Even if you do not provide that service, you can always make their lives easier by helping them find those who can.
Find more sales leads for your sales lead – well, if you are going to cultivate a long-term relationship with your customers, you should also make an effort to get them customers of their own. This is a good way to get your B2B appointment setting involved with their business process, as well as ensure that you have continued connection with your prospects.
As you can see, even without a price cut, you can stir be effective in your B2B lead generation campaigns. It is all about being creative and resourceful enough to use your company’s strengths in attracting more B2B leads.
The thing about the IT or software industries is that they have a unique audience – they are more detail-driven, output-oriented and meticulous in nature. If you’re planning to host a coming-out party for your product, you have to really know how such a techie industry would receive it.
Self-help books and experts can offer tons of pointers to pull off a successful product launch, but there are only a handful of aspects that could really set the tone for the event. These are the essentials; the top items on your to-do list before that big day.
Are you ready? Here’s how you check:
How much do you know your target market? While you may already know who they are, what they do and what they know, do you have an idea how they respond to product launches? Do you know their positions on certain issues? Do you know to keep them entertained and focused? Do you know what they think of your competition?
Don’t expect a storm of leads – This is a product launch, not a top-of-the-funnel marketing activity, so don’t count on leads to come pouring in. You can give out forms and collect data, sure, but launches are mainly targeted on people who truly care – past clients, warm prospects, and product-specific buyers. Go after them.
Use social media to “test the waters” – The notion that “product research is useless” is a myth. It’s a great deal of help as long as you know how. By giving your followers and fans a taste of what’s to come, you can get an idea – a small picture of their response, while building up the hype at the same time.
Spread the memo – A launch can only be successful if everyone is on board and on the same page. It’s more than just letting them know what’s going on; the goals and desires of the company must be clear across the board so the rowboat can sail smoothly.
Create a frame-by-frame storyboard – Imagine yourself as the head writer of a Pixar animated film and you’re presenting the screenplay to the big bosses of Disney. You have to let your team know what would, should, and could happen at each phase of the launch, just to set expectations.
Make your statement flawless – Whether it’s a full-pledged article on your website or a speech you’re planning to make, you got to pull off a “Gettysburg” to help make the launch impact bigger. You only get to make a launch statement once – there’s no room for gaffes and lack of substance. Remember, your market is full of experts and authorities in technology.
Anchor your launch to a bigger, relevant story – Choose carefully an occasion or news item that you can use to accompany your product launch. You would want to use a lighter, merrier subject like Christmas or pop culture trends like movies or music .Steer clear of sensitive events like warfare, political anecdotes or person-specific stories to avoid negative feedback.
Remember the time when the Internet was just starting?
No, not the 60’s. That’s way too early. Just rewind your clocks back to the late 90’s and early 2000’s when the internet became fully public; you know, when that Y2K bug freaked everyone out and being on Friendster was still cool.
Ah, the memories.
Back then, going online became part of daily life, and at one time or another, we were bombarded with terms we never fully understood (or cared about). What’s a URL? What’s a protocol? What’s a browser?
Fast-forward to today, we are again faced with another barrage of jargons caused by the dawn of social media and Internet marketing. It’s a normal phase of evolution to be overwhelmed with new things, and here’s an incomprehensive list of internet marketing terms you need to be acquainted with.
Search Engine Marketing (SEM) – encompasses all of a company’s efforts to gain visibility online, which includes Search Engine Optimization (SEO), Pay-per-Click (PPC) and other emerging marketing techniques.
Blog – is a platform of web content maintained by individuals, companies and organizations intended for various purposes. It’s short for “web log”. Unlike regular websites, blogs are updated more frequently and have a commenting system, and there’s a sense of ownership to each post.
Flash – is an interactive variation of a regular video, usually put on websites to display a more dynamic movement. It requires a more complex and sophisticated building process.
PageRank (PR) – was developed by Google. It is a measure of website quality based on the relevancy of its content to a certain keyword or phrase. A site’s PR score, given on a scale of 0-10, will determine how high it will rank on Google’s search engine results pages.
Call to Action – is a message that directs viewers of a site to perform certain actions which usually lead to information generation or downloading. Examples: “Register now” or “Click here to download”
Contextual Advertising – is a marketing approach where your ads are placed strategically with web pages, blogs and news articles that are relevant to your business. This is to promote a higher probability of click-through and conversion.
Hashtags – are used to consolidate conversations and posts surrounding a certain topic. It’s usually written with no spaces and is preceded by a hash sign (#). Marketers use this to promote or generate buzz on a specific product throughout various social media sites.
Meeting someone face to face can be very challenging especially if you are trying to sell something to someone. You always make sure that what you are about to say is right or else, a little mistake will surely compromise your goal in earning sales profits through face-to-face appointment setting services. If selling products and/or services to other people is very difficult, how much more if you are just setting up face-to-face appointments so that you and the prospect can meet face to and you feel hopeful that both of you will part ways smiling. Before you can ever meet the guy, you have a lot of thoughts going in your head. You might think that that customers of yours will say “no” even before you can open up your mouth and say something. What if he likes the product but doesn’t like the price? What if he is just trying to pull your leg? If person-to-person selling is that challenging, how much more when it comes to b2b to business to business transactions? What if a software company tries to have its sales agents and the decision maker of their client company meet face to face? What would be the outcome of the transactions?
Yes, telemarketing and appointment setting for software companies can be very challenging and very complicated and it takes more than just the knowledge of picking up the phone and calling someone and ask for an appointment. That’s why, most software companies will try to do outsourcing face-to-face appointment setting services to a b2b telemarketing company and let the professional appointment setters or telemarketers of that telemarketing company to do lead generation for them and calling up prospects and ask for appointment.
One might think that because these software companies can make their own software program and develop and customize it for lead generation purposes. But, the hardest and most challenging part in this whole process of generating qualified leads like software leads or business leads is to nurture these leads so as not to lose the opportunity to turn it into lucrative sales profits. Without nurturing these leads, sales agents will not be happy working with these leads and they will lose the opportunity to know more or to do a series of follow-ups and find out if there are some things that hinder the decision of a potential client in investing on the customized software program that can really help them resolve an issue or concern. Without lead nurturing and management, they might lose potential clients to competitors.
Appointment setting is also very important in the whole lead generation process and software companies, no matter how busy they are creating and developing customized software programs that can be offered to a specific company, they should find the time to set up face-to-face appointments. If selling something is important, appointment setting is more important because this will give any company a chance to generate and nurture sales leads and to arrange meetings for both buyers and sellers that will make give them higher financial gains.