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.
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:
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.
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.
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.
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:
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.
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.
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.
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.
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.
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.
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 professionalB2B lead generation agency. These firms would have the people, equipment, and the capabilities to bring you more customers.
You know, when it comes to continuing your business, downsizing your operations becomes inevitable. And this also includes your ownlead generationcampaigns. I tell you, this can be a very costly affair for your company, and if there is any way for you to downsize your operations still keep your ability to generate sales leads, then you should take it. You just cannot spend so much for a telemarketing campaign for so long, that is not feasible for your long-term plans. But here lies the question: how can you do that? This is a question that has certainly made a lot of marketers wonder, not only you.
Go paperless – with the development of scanning equipment and digital data storage, you can still be able to record paper documentation, and then store them in just a small space. You do not have to spend on storage facilities and the like. That would free up more funding for your business operations.
More software virtualization – virtualization of servers is one of the latest developments in software and hardware technologies. This allows companies to use their servers in the upmost capacity, without increasing the number of servers to support your processes. Power and cooling costs would drop. And with this kind of technology improving, this can go even lower.
Downsize your work stations – electronic equipment occupies a huge amount of space, there is no mistaking that. To further save you on the effort, you can opt for software tools that reduce your communication needs to only one computer. No need for routers or hard phones, just the right software tool to do the appointment setting job.
Redefine the meeting room – sure, you may need a formal meeting room for meeting with B2B leads prospects or clients, but you can always embrace the multi-function work areas that can be used for meetings, trainings, and other activities that you and your employees may need to use. It is all about being able to adapt to your needs.
Try telecommuting – here is a good question: do you really need to monitor your employees all the time? If not, and if the data they handle is not that sensitive, then why not let them work in their homes. That will save you more on work spaces. Indeed, there are some companies that has done away with the traditional office space, simply because everyone is working in their homes, using their own tools to communicate and collaborate with each other. All they need is a reliable internet connection.
You know, this is all about being open to change, and of being ready to adapt. There are a lot of things that you can do in your office that can be put to the minimum. We already have to work spaces and tools discussed, even the people involved in your B2B lead generation campaigns. In any case, a little creativity and resourcefulness can go a long way in your work. These will help you do your job right.