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.
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How Can Web Security Firms Improve Sales Leads Production

How Can Web Security Firms Improve Sales Leads Production

Website security is pretty much an in-demand business in the IT and software industry. Considering the cost of protecting company’s computer and web systems from illegal access and usage, offering such a service to potential sales leads is good business. Still, the challenge here for web security firms is how to make their offer sell. Think about it this way: there are so many of you in the market right now, and the number of potential customers can be limited. This poses a challenge to your B2B lead generation efforts. You want to sell something, right? But you want to sell a lot. How will you be able to do that? Well, here are some suggestions that you can follow:

  1. Make a quick sale – the idea here is that you are offering a product or service for a limited time only. This creates a sense of urgency in the minds of your B2B leads prospects, an impression that is bolstered by your marketing efforts. The best example of this would be the infomercials you see on TV. Done properly, this can help them make money.
  2. Give exclusive offers – another way to make customers respond better to your B2B appointment setting calls is by giving them special offers or perks. This is especially useful for long-time customers, who now feel that they are valued by your company. You should also use this as a form of lead nurturing, essentially a way to maintain your connection with your customers.
  3. Get help from your distributors – one way to improve your sales is by getting your distributors in the act. There are a lot of them who are willing to ship items closer to the start of selling season or can sell items immediately after the lead qualification period. If you can choose your marketing partner well, you can make a sale much faster than you expect.
  4. Collaborate with other companies – especially those who share the same business with you, but are not competitors. A classic example would be the Windows software suite that was shipped inside IBM computers. This helped the fledgling company become a big name in the software industry. It also helped reduce the marketing cost that the Redmond, VA-based company would have incurred.
  5. Always aim to delight customers – this is such a simple aim, but this is also one that can assure you good sales. The aim of marketing is not just to sell an item. You are also aiming to please, delight, wow, excite, etc. the minds and interests of your B2B leads prospects. This is the one reason why products such as Windows, iPhone, Mars, Axe, etc. are so much in demand in the market today.
  6. Outsource the marketing campaign – if you cannot do it well, then let others do the hard work. Really, there are a lot of things that you can do to improve your business, aside from promoting or anything. Just concentrate on what you do best, and it will be fine.

Try following these tips, and your sales leads problems will be lesser, if not gone.

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Be Better In IT Telemarketing In Five Ways

Be Better In IT Telemarketing In Five Ways

For an IT managed services company, getting more sales leads can be pretty hard. So, when you have the chance, when you are given an opportunity to speak with potential customers, you should take it as an opportunity for a sale to happen. Do not waste it. Well, for some marketers, especially those who use B2B telemarketing as the communication medium, doing that may seem to be a pretty daunting task. In any case, it is all about proper management. B2B lead generation is not a mystery. It is part and parcel of your normal business operations. If you know how to properly handle a business conversation, then you will not have any problems. Now, here are some tips that you will find useful during the conversation phase:

1. Break topics into smaller pieces – the average attention span of a busy manager is just half a minute. If you want to speak your piece as to why your offer is the best, break the sub-topics into, at most, thirty-second long talks. This will also help organize your thoughts and pretty much get your topic across your B2B leads prospect.
2. Watch out for boredom – yes, this will be tougher when all your talk is on the phone, but you can always note the verbal and non-verbal cues that your prospects display through the phone. The signs can be easy to pick up, like sighs, interruptions, coughs, etc. Carefully gauge the interest of your prospect. If you suspect that it is waning, work harder on getting it back.
3. Seek permission for story-telling – while you might be able to get your message across better by telling a story, always ask permission first. Stories can be lengthy, and if your business prospect is a busy person, they are least likely to have the time to listen. Lucky for you if they allow you to. If not, then you can only do your best in describing the benefits that your offer can bring.
4. Be direct – since time is of the essence here, most importantly on the side of your prospects, your appointment setting team should not waste it. Tell them to go straight to the point. You need to get your message across quickly. Going around the bush will not make your prospects think that you are wasting their time: you are wasting their time.
5. Focus on value – value is everything, make no mistake about it. While your pricing may be a bit high, it becomes a moot point if your business prospects see that accepting the products you offer will be beneficial for them. You have to be clear, concise, and concrete in describing the value your company can offer.

In any case, these tips would work well when you are actually doing it. Still, just to be sure that this is properly done, you can always outsource this to a professional B2B lead generation agency. These firms would have the people, equipment, and the capabilities to bring you more customers.

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Into Network Management? Make Your Lead Generation Efforts Work For You

Into Network Management- Make Your Lead Generation Efforts Work For You

It can be tough to be in the network management business, but it is possible that you have no idea why. That is because the market for this industry is not that large in number, and the number of people offering the same product or services are ever increasing. This could pose a real challenge for your B2B leads efforts. You see,IT lead generation is dependent on your marketing team’s ability to prospect, nurture, and convert sales leads into an actual deal or sale. With competition tough as it is, this might prove to be an uphill battle. You need to be effective in marketing, and to do that, you need to know just what to do – which we would be discussing in this article.

First of all, you have to study the online behavior of your target market. You can consider yourself lucky that your B2B leads prospects are online, since this makes them easier to track by yourB2B lead generation team. You need to understand how your prospects behave online, how they prefer to make their purchase, which are the usual purchasers, as well as identify any buyer or seller trends that you should know of. This would help you in crafting a marketing plan that can cover all your bases.

Second, try updating your business database. You know, a business list is only as good as the database that it came from. If you want to be more effective in your marketing efforts, you need to ensure that everything you do is working well and good, that the information you are collecting is updated, accurate, and informative enough. This is a necessity, no matter what marketing tool you use, be it social media or B2B telemarketing. What matters is that you have all the data you need right at your fingertips.

Third, always be focused and relevant to your marketing statistics. The reason why some B2B appointment setting specialists are having a hard time is because they lack the means to quantify their efforts. If you want to be sure that what you are doing is right, you have to use the right tools and standards to measure yourself with. Sure, the math is not pretty, a lot of people would say that, but having something concrete and measurable to see is a good way to ensure the success of your campaign, keeping yourself in the right track. Without it, you would certainly be lost.

Lastly, invest in good analytics. This usually occurs after the end of your B2B lead generation campaign, where you have already collected all the data you need, and what you have to do now is to analyze the numbers. It might tell you that you are a success. It might also tell you how much of a failure you are. If you belong to the latter category, no need for despair. After all, this is the point where you figure out where you went wrong, so that the next campaign would not be another fail.

For the success of your network management business, it would be wise to follow these lead generation tips.

 

 

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Effective Lead Generation? Curb Your Social Media Presence

Effective Lead Generation? Curb Your Social Media Presence

Now, before you start saying that this is a very bad business tactic, allow me to share with you a personal experience. Having worked in marketing for years, the need to get involved in social media marketing to generate more B2B leads for my IT company became a necessity. But here is the problem, despite how active I was in so many social networks; I still find it hard to reach my IT lead generation goals. I just could not connect with my sales leads prospects correctly. I suppose some of you have experienced the same thing, too, wondering why it is so hard to use social media in appointment setting work. Well, in my experience, I found one excellent solution: reduce your social media presence.

You can probably blame social media network themselves in putting us in this predicament. With the variety of avenues in which you can tap in, you might end up stretching yourself too thin. Besides, there is the possibility that the network that you are using is actually a network that only a few of your prospects are involved in. It sure makes it more practical to just concentrate on the ones that matter the most. And here is how you do it:

1. Ask your customers – you could probably have a telemarketing survey about the most used social media networks by your customers and business prospects. Ask them directly, observe how they use. That will give you an idea on which ones will matter the most, and allow you to concentrate on these better. But you have to make sure that the calling list you have contain the actual users of these networks, not some user who tap into these networks for the sake of attention.
2. Test your research – you may have learned a lot regarding the social media preferences of your audience, but you should test the waters first. Join these networks for a period of time, see if they really work well for you. You do not want to be in that network for the sake of being there. You want to generate B2B leads. If you see that one network is not showing you results, then you should go try another one.
3. Focus on the networks that work – basically, you should be spending as much time and budget on these networks. It makes sense to put that much investment in order to meet up with more business prospects.

Of course, you have to keep in mind that social media marketing is not the sole source of business leads for your company. You can also employ other tools, like search engine optimization, email, even telemarketing. What is important here is that you use the ones that will work well with your business and can be integrated seamlessly with the marketing process that you have. This might take you some time to find the right fit, but the effort is worth it. You will be able to get a lot of sales leads this way.

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