How you Can Save Money from Effective Appointment Setting

How you Can Save Money from Effective Appointment Setting

Businesses regardless of size are always aiming at the same thing: better revenue. They consider it as an important gauge for success that makes expansion possible. Hence, they are constantly seeking for effective lead generation and appointment setting solutions that can help them explore new clientele and consequently increase their sales margins.

Oftentimes, however, improving one’s business functions entail expenses. For instance, if you are a company that offers financial services and products like payroll services, you could resort to improving your infrastructure to suit current trends. You might also want to hire additional staff to increase your marketing and sales productivity. No doubt, these would entail massive expenditures while pointing to an absence of guaranteed ROI.

For experienced and intelligent marketers, sales efficiency can be achieved through practical means. Before you check your balance at the nearest ATM, you might want to learn these important tips that can increase your conversion rates without putting your bank account to the brink.

Concentrate on prospecting for high-level appointments. According to sales coach Scott Channell, 15 to 20 hours of prospecting a week should produce 4 to 8 high level appointments at best. Settling for less means you are not trying hard enough or you are simply wasting your time and money on disinterested personas. A cost-efficient way to remedy this is simply to create a well-defined client profile that anchors your marketing on specific needs and interests. Doing so allows your appointment setters to focus their talking points on what is most valuable to your prospects.

Spend time with your call scripts. Call scripts are indispensable in any engagement with a prospect. It is often assumed that relying heavily on these is counter-effective. In reality however, they serve to guide your appointment setters from straying from the important points that a prospect would like to hear. Writing effective call scripts in this respect should be given at least two hours in order to create the desired effect in your prospect.

Make your offers stand out. What makes your offers different from your competitors’? Apparently, when you are determined to close a deal, you will need to put your best foot forward, that is, to give the prospect something he or she hasn’t encountered before. People are very willing to try out new things. You’ve gone this far, so why not end with a compelling presentation.

There are tons of ways to improve your appointment setting campaign without burning out your budget. You just might try one of them, which is to hire a B2B lead generation company that knows how to blend effective telemarketing and cost-efficiency like an expert chef.


The Value of 1:1 Marketing: Putting Customer Interests Ahead of Big Data

The Value of 1-1 Marketing- Putting Customer Interests Ahead of Big Data

A business should thrive in solidifying not only its reputation, but also the relationship it shares with present and future clientele. After all, success in marketing and sales is dependent on creating quality connections through effective lead generation and appointment setting.

However, some B2B companies do not know exactly how to achieve that, owing to the fact they manage large quantities of data. With big data come bigger responsibilities and also higher risks. Companies struggle with tracking and nurturing a great wealth of prospect data that comes their way. At this point, targeting the wrong personalities and therefore feeding the pipeline with sales leads that won’t even conclude in a close seem unavoidable. Poor lead management can be a factor here, but in most cases, better marketing and sales performance is usually an issue of maintaining quality relationships.

Going back, customer relationships should be prioritized not as an end but as a means. This is clearly illustrated by the 1:1 model of direct marketing. The model (or method, whichever B2B marketers put it) emphasizes immediate and intimate relations with clientele, using technologies like marketing automation software. But above all, it encourages marketers to add customer-relevant value to their CRM strategies to develop interactions that will end in a purchase.

Using the 1:1 model definitely serves as an integral component to your marketing arm as it puts client interests ahead of everything else – regardless of how many interactions you should have to manage. Personalization is one way to put it, and effective creation and delivery of customized content works wonders. A case study by Marketing Sherpa says that emails containing the names of their recipients in the subject lines and in the content of the email have a higher click through rate (up to 17.36% higher than emails that aren’t audience-specific). Regarding web content, a Gartner study indicates the importance of personalized information, saying that at least 46% of B2B buyers “consider tailored offers as extremely significant activities in terms of maintaining or growing the relationship with the business provider.”

There is one thing to consider though: interactions that follow the 1:1 model take a longer period of time to work their magic. Quality communications and putting the customer’s interests first are what matter in developing nascent B2B partnerships, and this takes a great deal of effort and time. If you want immediate results for your B2B lead generation program without the need to sacrifice efficiency, consider outsourcing your activities to a multi-channel B2B marketing company.


Track your Marketing Success with these Lead Generation Metrics

Track your Marketing Success with these Lead Generation Metrics

Much of the challenge in B2B lead generation is anchored on tracking key metrics. But what’s the significance of such an activity?

Initially, metrics are utilized in order to measure certain losses and gains with regards your marketing campaign. They are crucial in determining whether your capital inputs have been maximized in that they are producing the results you want.

For every business that wants to expand, they are vital in identifying company strengths and weaknesses. Through lead generation metrics, you can streamline and adjust your marketing processes based on certain market conditions. In addition, marketing metrics ensures transparency, letting you know that every cent and drop of sweat you put in your lead generation and appointment setting efforts is worthwhile.

Now, the difficult part about marketing metrics is that it involves a lot of mathematical applications. It is not qualitative in the sense that you can immediately come up with assumptions. It requires a great deal of collating and calculating data about your respective industry and your target decision-makers.

More importantly, it involves knowing what metrics to track and how to interpret these to gain a more accurate view of your campaign’s progress.

But where should one begin?

Campaign expenditures.  Before implementing your strategies, you will need to define short-term and long-term objectives. On top of that, you will need to determine projected expenditures in realizing these objectives. Defining your budget makes it easy for you to compare actual and expected gains. Moreover, it aids you in choosing the most profitable tactics to employ.

Cost per lead.  In online advertising, CPL can be a viable option for acquiring high-quality B2B leads that can convert. But marketers who went down this road will tell you it is not easy maintaining such a campaign. CPL is costly, rendering it difficult for businesses to purchase B2B leads in bulk. Understanding how much CPL would cost you, on the other hand, can help maximize your budget for internet marketing.

Determine first-touch and multi-touch attribution.  For a more efficient experience in B2B lead generation, it is vital to take into account audience interactions. Tracking these variables enables a good view of your ROI influx and identifies which campaign content are effective in adding value to prospects. Aside from that, you will know whether your campaign runs like a well-oiled machine.

With these three important metrics in mind, you will be able to give your campaign a clear direction towards the vision you set for it. But if you opt for better results, try a B2B outsourcing company that has proven capabilities in marketing analytics and campaign application.


Ways to Maximize your Marketing Automation Experience Right Off the Bat

Ways to Maximize your Marketing Automation Experience Right Off the Bat

Recent experiences point out to marketing automation as the way to go for better B2B lead generation results.  But while you are setting up your budget for a 2015, it is still necessary to learn whether or not automated marketing should be considered.

For sure, having a computer program to manage complex activities for you seems like an idea pulled from retro science fictions novels. It prompts images of easier tasks and “push-button” labor in which everything is just a remote control away. It’s a paradise that makes for easier handling of complicated tasks, in this case B2B lead management.

Then again, such a system does not guarantee surefire results. There are risks attached to purchasing a marketing software solution. In terms of practicality, yes automation can help organize profile, track and research your leads. But these activities can barely circumvent the typical challenges marketers face, particularly the volatile nature of buyer preferences, never ending algorithmic updates of search engines, and unstable market trends.

Marketers then arrive at a Shakespearean dilemma: to automate or not to automate?

Apparently, in our fast-paced society, many business tragedies were a result of not being able to keep up. Companies on the other hand enjoy increases in their lead traffic and sales volumes. A Demand Gen Report states that leads nurtured using marketing automation present a 20% increase in sales opportunities. To drive the need to automate further, Nucleus Research finds out that marketing automation drives a 14.5% increase in sales productivity all the while reduces marketing overhead.

With such figures, the obvious answer to the aforementioned question would be to automate.

But hold your horses. Achieving such juicy numbers is presupposed by numerous factors, one of which is execution. Your success depends on how well you choose a marketing automation company that will provide you with the right stuff for your B2B appointment setting and lead nurturing activities.

You can further maximize your marketing automation experience by incorporating effective brand strategies. Content plays a significant role here, so always prioritize what your target audience generally wants and saturate the web with your brand image. Also, complement effective delivery with landing pages and emails that are just as effective.

There are tons of ways marketers can leverage their marketing automation platforms to spike their revenue. But to truly succeed boils down to just one harmonizing fact: the need to work hard.

So you Think you Can Set? Choosing the Best B2B Appointment Setting Company for your Buck

So you Think you Can Set- Choosing the Best B2B Appointment Setting Company for your Buck

For better sales performance, one has to consider having an effective B2B appointment setting campaign. Besides, it provides a transition between an initial engagement and a purchase. Proficiency is key here, and it would make all the difference if you have the proper sales staff and lead management infrastructure.

Now, having the best in-house operations entails the best possible advantages. For one, you are able to control marketing resources more effectively depending on numerous factors (sales traffic, marketing investments, ROI optimization, etc.).  Moreover, guerrilla marketing enables better customer engagements. After all, no one knows more about your targets more than you do.

In-house marketing however is not necessarily a surefire way to provide clear-cut sales results. First of all, finding the right people to comprise your in-house team will take time. You will have to invest in training facilities as well as updated marketing technologies. You will also need to struggle with the mind-numbing task of harmonizing your appointment setting operations.

In light of these problems, one must realize that the times are changing. B2B outsourcing is an important factor in a business’ success, and it is vital for a company to harness its advantages.

So, when you are thinking of outsourcing your marketing and sales, consider these tips in your search for the best B2B firm.

Expert telemarketers. With B2B outsourcing, you don’t have to worry about training your telemarketers properly. The package you have purchased will come with expert personnel trained independently by the firm to which you outsource your processes. You are ensured you have the most reliable people to take care of your customer engagements for you.

Better technologies. Along with personnel, you can also enjoy an access to updated lead generation and appointment setting facilities. Purchasing a package allows your marketing operations to utilize the best analytics and automation software for more tangible results.

Access to multiple platforms. Real successes are realized through multiple platforms. In terms of better sales performance, it is often important to handle numerous platforms simultaneously without overlooking the quality of B2B leads. Outsourcing firms have the essential multi-channel capabilities that utilize a potent combination of email, social media and telemarketing streamlined by lead scoring and lead nurturing processes.

When you opt to outsource your appointment setting as well as lead generation, keep in mind of these benefits. At the end of the day, you will be able to sit back and focus on administrative work, knowing that your conversion goals are gradually being realized.


How to Make your Appointment Setting Campaign More Effective

How to Make your Appointment Setting Campaign More Effective

Clearly, there is no denying that appointment setting activities are crucial in driving sales performance and business growth. B2B marketers will know better than to rely heavily on lead generation without considering the prospect of gaining high profile engagements.

It is apparent though that B2B marketing processes constitute complex challenges. And indeed, they are more manifest in terms of setting sales appointments.

For one, B2B leads need to be nurtured before they are deemed qualified for a sales meeting. Effective lead nurturing allows marketers to track their prospects based on key data such as preference and behavior. On top of that, marketers also struggle with the fact that compelling content is needed to maintain your prospect’s interest.

But too often, one is compelled to optimize B2B appointment scheduling efforts in order to get the results you want. And this entails leveraging key facilities and having the right attitude in your telemarketing approach.

Here are ways that can enhance your appointment setting and get that resounding confirmation.

Be Persistent. Always a characteristic that should be adopted by every business leader, being persistent entails not giving up. Moreover, it is all about being confident. Prospects are more willing to buy when they are goaded enough. Trust is developed once you learn to open up to other people in the most efficient way you can.

Be consistent with your audience profile. Attitude is not enough. More often than not, it is also important to consider the right people to fill your sales pipeline. Hence, a specific audience profile is an essential guide in identifying and targeting your sales prospects.

Use marketing automation systems for lead nurturing. Forget what some experts say. Marketing automation is still a relevant and cost-efficient tool that wide range of advantages, the least of which are access to multiple platforms, better tracking of vital marketing metrics, and effective scoring of B2B leads, guaranteeing a constant flow of qualified traffic to your sales and appointments funnel.

Optimize your telemarketers. An effective lead generation and appointment setting campaign is driven by a dedicated and well-trained staff. After all, having the latest in CRM technology is nothing without any manual intervention on the part of your staff.

From the moment you engage a contact, anything can happen, even rejections. But if you settle with proficiency and aim high in your desire to meet the year’s business goals, then increased conversions can be within your reach.

Seven Traits of an Efficient Content Marketing Strategist

Seven Traits of an Efficient Content Marketing Strategist- DONE

An effective lead generation campaign is always driven by the creation of engaging content.

Content marketing works wonders, especially when your main goals involve the acquisition of high-quality leads and increased profitability.

But in order to attain these, you would need to trust the right people. Indeed, many businesses overlook the fact that skills are highly important to gain tangible results, the most important thing being the campaign per se.

So, when you hire a content strategist for your next campaign, consider the following traits:

Resourceful and Creative. Marketing is not all about sales talk. It is actually a creative endeavor, which emphasizes high levels of originality in order to be successful. Not only that, a good strategist should always know how to wield present resources for the company’s advantages to cover investments that initiated your campaign and yielding a large pool of prospects.

Knowledgeable in the Business Field. Of course, what’s a good marketer when he or she is not even familiar with business school textbook terms? Your company needs someone who can transform your visions into reality, and that someone must know how to get around.

Digitally Savvy. Prevalent is social media today. It provides companies an opportunity to leverage a variety of platforms to engage an even diverse array of market prospects. This requires your strategist to know online conduits and have the necessary skills to organize online materials in order to generate demands and high-quality leads.

Apt in Inbound Marketing Techniques. A highly proficient campaign owes its success to its inbound drive. Thus, a content strategist should have a talent for using typical inbound devices. A thorough knowledge of SEO analytics can also clear the path towards an inevitable success.

Analytical. In marketing, having the right tools to gauge the effectiveness of your campaign is essential. Your strategist must make use of analytical tools important to optimizing SEO content, resolving important issues and drawing up new plans.

Socially Astute. Apart from having the qualities of an analytical powerhouse, your strategist must know how trends work. And this means knowing how to get your market to listen to you. There is a need to learn certain trends and know how to act on them.

Management- Inclined. To get your marketing budget’s worth a good sense of leadership is needed. A strategist, being called as such, must use the important faculties of time and personnel management to develop a well thought out scheme.

Finding the right person you could trust a successful content marketing campaign should not be that difficult at all, granted you know how to gauge people and their corresponding skills well.

Source: 7 Skills To Look For When Hiring A Content Marketing Strategist

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B2B Blogging: Are you Superman or Batman?

B2B Blogging - Are you Superman or Batman

At one point in most of people’s childhoods, a debate or two were sparked as to which superhero is better, Superman or Batman (except maybe the millennials, who grew up not knowing what comic books are and only knew superheroes via 3D movies). No definite answer exists, of course, because both arguments can become valid depending on how you look at it.

It turns out, that mini-debate was a prelude to the adult world. It sorts of defines your character in life based on who you choose. And yes, even in the world of B2B content marketing and lead generation, it fits: Are you a Superman or a Batman type of blogger?

Find out:

Super-blogger, up, up and away

Superman is the total embodiment of a superhero – super strength, x-ray and heat vision, and of course, the ability to fly. His only weakness is kryptonite, and other than that, he’s practically perfect. His adventures are pretty straightforward; bad guy does evil, Superman destroys bad guy, then he saves the damsel in distress.

Do you blog that way?

If you write your pieces of content like Superman does his superhero stuff, you’re probably maintaining a glossy, publicized blog image. Your website must be handsome, colorful, and stereotypically “heroic” in nature, like an invulnerable source of valuable information. The thing about Superman is that you don’t need to over-analyze: you don’t need to explain why he dons the blue suit and red cape, or why nobody can tell that Clark Kent is Superman when he’s wearing a pair of eyeglasses. You don’t need to be logical or profound in your content – you just need to be lustrous and gleaming with showmanship. With a flamboyant image, a creatively-structured post and a powerful headline, your blog could be as solid as a man of steel.

The Dark Knight of blogosphere

On the other hand, Batman fans are indulged in reflection and understanding of self and their surroundings. He doesn’t have in-born superpowers, nor is he living in a world where people fly and villains want to dominate the Earth. He is not glinting with pride; instead, he looks for meaning, a sense of purpose. He uses pure skill, knowledge and available resources to do what he does.

A Batman-type blogger is substance-driven.

He may not wow you with amazing website effects or imagery, but he can dazzle you with high-quality content that would actually make you think. He will teach you how to not settle with what the current explanations of things are, but to delve deeper into the concept of how systems work. People who thirst for understanding will find a Batman-type blogger most interesting.

So which blogger are you?

There are Superman fans, and then there are Batman fans. Both blogging styles work and it all depends on how your business benefits from their viewership. The worst mistake is to pretend to be something you’re not, because not everyone can be a superhero.

You might also like5 Things to Consider before Guest Blogging

B2B Online Marketing: If your website flops, so will your business

B2B Online Marketing - If your website flops, so will your business

Most of the time, this is one of the ways a prospect learns about our company: he searches for a topic on Google; he stumbles upon your blog post; takes a look at your profile; sees a link to your business website; goes to your website; checks your services and about page; finds a way to contact your company.

And the rest is history.

In that scenario, the action happens in your business website. Now re-imagine that, only this time with a horrible business website. The scene makes a completely different turn, and instead of getting a lead, you drove away a potential client. That is how important your website is.

Nothing useful to take away

You shouldn’t assume that your website visitor is already buying a product or service, because sometimes, they’re just there to look around. So if all they see are quotes and packages, there’s really nothing for them to learn about other than the “selling” part. Give them something that would interest or engage them first.

Even if a viewer didn’t end up being a customer, the consolation would be to at least give him something to think about.

Outdated posts show how lazy you are

First of all, there’s really no point in starting a blog if you have no intention of maintaining it. When viewers notice your blog’s last post was more than a year ago, it tells them you have a tendency to start something you can’t finish. Or they also might think that to you, blogging is just a “for-the-sake-of-it” venture.

It’s either you take down an old blog or revive it. Do this before a high-quality prospect sees it and decides against considering your company for business.

Really boring imagery and design

Photos are meant to leave lasting effects on people who see them so that they can associate it with the content they’ve just read. That’s very difficult to achieve if you’re just going to settle with photos that you can see everywhere else. Try your hand in decent, authentic photography shots, ones that reflect your brand and portray your vision.

Content is all about you, you and you

Your website is for customers, not the business owner. Sure, it’s a tool to present your brand to them, but that doesn’t mean you only have to talk about your products and services all the time. Allot more space for sharing your thoughts on their situation, and show them that as business, you care.

Related: B2B Online Marketing Tip of the Day: Add Images to Tweets

B2B Content Marketing Habits that are Wasting your Readers’ Time

B2B Content Marketing Habits that are Wasting your Readers’ Time

Each time you publish a post that goes out into the online public, you take out a little piece of your company and you show it to the world. If that piece turns out to be uninteresting or rubbishy, you’re allowing people to view your company the same way.

If you really want your audience to develop a sincere interest with the content you deliver to them every day, you’ve got to stop wasting their time; otherwise your lead generation efforts would suffer. Why? Because these blogging flaws lessen your chances of converting them into customers.

Are you guilty of these bad habits?

You like making things complicated – Some bloggers think that making a content piece complicated to understand makes it come off as intelligent or sophisticated. But as da Vinci once said, “Simplicity is the ultimate sophistication.”

You jump into baseless conclusions – Remember that people check your content for insight and information. Giving them false or opinionated accounts can kill your chances of converting readers into leads.

You don’t know who reads your stuff – The last thing you want to happen is when you blog posts become generic. Your message needs to be directed at a particular target audience to have optimum lead generation results.

You write in ancient Greek – In B2B, you write for people within your industry, but it’s a mistake to assume that everyone understands the gibberish industry jargons. Don’t risk it – write in plain English, please.

You focus on keywords and word count – The more you lean towards saturating your content with SEO-friendly words and keeping track of your count, the farther you go from maintaining the level of quality. The substance of the post should be the top priority.

You pressure yourself to publish every day – Successful blogs only post 4-5 at most a week, and that is to give time for audiences to see and absorb the most recent content. Posting daily is just a waste of good content by limiting its viewership.

You don’t put yourself into your work – This could be taken figuratively, as in not being committed enough to come up with compelling content, or literally, as in not putting a touch of your qualities into the “persona” being created by your blog. If you want to be a thought-leader, you should let your personality shine through.