How to Get Your Company Noticed with Lead Generation

business call centerEver noticed that there are times that your company has a decline in sales production? There is one definite answer to that one and that is due to the lack of b2b leads that your company is generating.

 

Think about it, what are the likes of big time fast food chains like McDonald’s, Burger King, Wendy’s, or even Pizza Hut have in common? It is that they never stop advertising their products and so should you. Stop advertising and it may very well be the end of the road for your business.

 

You can’t go on wishing that you advertise your products and/or services once and expect a mountain of leads to come rushing in. Apple and Microsoft did not get to where they are overnight. These big time corporations have now become what we see today due to their continuous efforts in providing businesses and consumers with top of the line products and services as well as their never ending efforts in advertising them.

 

‘Nuff said, you need to have a continuous effort in lead generation lest you suffer dire consequences.

 

Now this marketing strategy can be done in several ways. The following are some useful techniques that you can use to get great results from your b2b marketing campaign:

 

  1. Social Media MarketingNothing says getting massive leads with the power of the Internet. With social media marketing, you can get the attention of a broad range of markets just by posting one link. However, make sure to continuously build your subscriber base and also to keep on posting new and quality content to keep your followers in the know about your company.

     

  2. Direct MailIf the Internet is not your thing, then you can always go with the traditional way of getting leads; and that is to send out advertising mail. You can send out fliers to targeted prospects for them to get a more visual feel on what you offer. Just make sure to get a good mailing list first before sending out your mail.

     

  3. Marketing through viral videosGoing back to the Internet, these days viral videos are spreading like wildfire all over the World Wide Web. As of late, you’re not going to see videos of cute cats or babies doing crazy things, but you can also see b2b marketers strutting their stuff. So if other b2b marketers can make a mint out of getting quality leads off of Youtube then why shouldn’t you?

     

  4. Outsourced business call centersAgain, we go back to off-line methods and this by far the best one there is. Outsourcing to b2b call centers is, and by far, the greatest thing you can do for your marketing campaign. Do take note of the following reasons on why it is imperative to get such services:
  • No need to hire new salespeople
  • Save up on internal costs
  • Get expertise at a near instance
  • Reach more targeted prospects
  • B2B leads are assured of quality
  • Lets your salespeople to focus more on closing sales

 

If you need more help with your marketing campaign then look no further. Just follow these top techniques and you are sure to get good, if not the best results.

 

The Cycle that is Lead Nurturing

lead nurturingLead nurturing is the process in which possible sales leads are created, tracked, and developed to convert them into sales opportunities for a particular business. Follow-up procedures are usually done by lead generation companies, especially those that deal with b2b lead generation and b2b appointment setting, in order to properly nurture their leads. These leads, whether contacted or not, are entered into a database or a pipeline customer relationship management tool or CRM tool for personal and automated follow-up processes.

The process to nurture leads takes careful planning before initiating the plan of action. To start, there are some questions that need to be answered before continuing with the process.

  • Do I understand my target leads’ purchasing habits?

In order to start nurturing your potential clients, you need to understand how their mind works and most especially how they purchase goods. Try to put your shoes to that of your leads to better understand their purchasing habits.

  • Do I know what my clients need?

After putting yourself on the shoes of your leads, try to know what they really need. If you have an idea of what they need, you will have a better understanding of how to nurture them.

  • Do I treat my customers with respect?

Assess yourself on your attitude towards your customers and potential customers as well. The more you understand you customer on how they feel towards your products and services, the trust factor between you and your potential clients would advance even further.

Once careful planning has been done, the next step would be to execute the plan of action. In order to nurture a lead effectively, you must do a lot of follow-ups by using multiple means to contact your leads. But do take note that do not follow-up your leads excessively as it may get very annoying for them and you have lost a perfectly good lead for a sale.

Some of the means available today in order to effectively nurture a lead is to use communication mechanisms such as e-mail, events, podcasts, social media messages, or the more popular which is the use of the telephone. Once the lead has been properly nurtured, sales can then be put into the topic but that can be discussed on a later topic.

Let’s take a look at a two month plan on nurturing leads and turning them into sales:

      • Day 1 – Answering the lead’s queries posted on your website through e-mail
      • Day 2 – Follow-up on the lead with an introductory e-mail about your business
      • Day 10 – Send an e-mail advertisement that offers a demo about the services or products that the lead had questions with.
      • Day 25 – Personal call from your company’s sales representative to check on the lead on how the demo of the product or service is working for their lead. The representative should ask the lead for feedback on how to make the product or service better.
      • Day 40 – Invite the lead to a webinar if there are any more queries that need to be answered.
      • Day 50 – Second call from the sales representative to the lead in order to schedule an appointment
      • Day 60 – Send an e-mail or personally talk to the lead for a sales proposal

If done correctly and efficiently, the lead would then purchase the complete product or service and not just the demo. From there, the lead would then be converted into a qualified customer for your company and thus gaining more revenue for your business.

 

 

Why Many Lead Generation Campaigns Suffer from Poor Sales Output

 

lead generation

Starting out a lead generation campaign does not entirely mean that you can get long-term clients from the marketing course. Heck, it’s not even a high probability that you will get a client in the first place. But don’t be afraid just yet; always keep in mind that every problem has a solution. However, we need to know what generates this problem in order to come up with a solution.

 

Brian Caroll from the B2B Lead Roundtable blog has written an article as to why this negative possibility is, well, possible. The article, which is entitled Lead Generation: How 64% of marketers starve Sales of opportunity, teaches us the reasons as to why we are suffering from poor sales production even with a strong marketing process for generating b2b leads.

 

First of all, Brian states: “64% of marketers still send all leads that respond to marketing campaigns directly to Sales.”

 

This is a very sad truth. It means that many marketers of today will already equate a single lead to a closed sale. In other words, the business lead has just been recently passed after which the salesperson will automatically push for a sale. Where’s the lead management procedures? Where’s the lead nurturing processes? In the end, all what’s taken into account is a lost lead.

 

Next, Brian states: “59% still don’t have lead nurturing programs.”

 

This is yet another harsh truth to consider. We must always encourage and implement a lead nurturing structure. As stated earlier, many don’t follow a lead management procedure when instead they just go off and try to push for a sale right after the business lead has been passed to their sales pipeline.

 

To manage and nurture business leads effectively, businesses need to keep their potential clients updated from time to time. Keep them at pique interests with up to the minute news and updates about the company’s status or about its products and/or services. In time, that business lead will become a full-fledged client for the company.

 

After which, Brian stated in his article: “Companies that nurture leads receive a 45% higher return on lead generation investment.”

 

Brian Caroll states it all in his recent article. When a company uses lead management and nurturing procedures then they automatically have a higher return of investment from their marketing efforts. Yes it means one needs to exert more effort in order for them to close a sale; but what’s a bit more effort if the rewards are very fruitful. Think about it, big time enterprises did not rise up to be industry superpowers in a day when in fact they took a considerable amount of time and effort to make it to where they stand now.

 

All of this seems a bit too tough especially if you still have a startup business. Again, remember that there will always be a solution to every problem, and that includes this one. Many companies will opt to outsource to a business call center for them to cater to generating, managing, nurturing, and even qualifying leads.

 

What’s your take on countering a poor sales output from lead generation?

 

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