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Is it Time to Shake-up Your Marketing Strategy?

Maximize your Lead Generation to enable Sales Transformation.

Advice Blog

Lead Generation: Make Your Offer Creatively

In direct response marketing – regardless of media – people don’t respond to award-winning creative, clever prose or flashy design. They respond to offers.

Your offer is the key leverage point for determining both the quantity and quality of response – which affects both your response rate and your conversion rate.

We start this process with the offer in part to emphasize the importance of the offer no matter what tactic you are planning to use for lead generation tactic.

When you see the offer as the centerpiece – and not an afterthought – you will begin to see how the offer can be manipulated to deliver the response you need.

What is a lead generation offer?

Many people think of an offer as some variation of “buy one, get one free” or “10% off.”

To be sure, these are offers for certain types of products and certain types of direct response applications – but not for generating leads for professional services firms.

In lead generation, we want offers that provide educational information – a free white paper, a how-to guide or a special report covering a topic that is closely aligned to the service you provide. Much like what you are reading right now.

Typically, these are free offers that are made available to your target audience with very little commitment other than sharing some contact information. If your firm produces articles, reports, research or other helpful information, you likely already have the content to produce an effective offer.

Choose of a compelling title

Picking the right topic is essential, but after that, choosing a compelling title can make all the difference in the world.

You need a title that will not only summarize the report, but will also get the attention of your audience.

But don’t rely entirely on your personal preferences. Test out two or three titles to see which pull best. You could see significant changes in response with different titles.

Become a thought leader

For professional services companies, when you write these reports, you also help to position yourself (and your company) as a thought leader and the expert solution provider on the topic.

This could also help to build your reputation within your industry. Over time, you may be able to create several of these reports which could make your website a popular destination for anyone doing research in your field.

Tweeting Though Audience in Social Media Marketing  

No content marketing strategy is complete without a strong social media strategy. As Jay Baer says, social media is the fuel to set your content on fire. According to 2013 research from CMI and MarketingProfs, B2B marketers use an average of five social media channels to distribute content, whereas B2C marketers use four. Whether you’re just getting started with social media or looking to fine-tune your plan, this guide is for you.

Tweeting Though Audience in Social Media Marketing  

Tell a story through your tweets. Present a consistent voice to tell the story of your industry and your brand. Each post should be compelling in its own right, but an inconsistent tone confuses the audience.

Make use of hashtags. Including 1-3 relevant hashtags with your tweet makes it simple for people to find your content. Creating an original hashtag and linking it to a specific campaign is an even better use of the tactic.

Use it as a testing ground. Tweet your original content, and keep tabs on which pieces of content get more shares. Use this information to direct your future content efforts.

Cover industry events. To offer insights in real time, live tweet coverage of events that are significant for your audience. That way, your brand can act as the eyes and ears for individuals who can’t make it to the event.

With 270,000+ followers, food chain Taco Bell has found a great social media niche for its nationwide brand.

  • Even followers with small influence get retweets and responses. The brand’s voice is down-to-earth and (at times) hilarious.
  • Events and promotions get great visibility.
  • Hashtags, especially trending topics, ensure even non-followers can find the brand’s tweets.

Tweeting through Twitter has become an enormous lead for businesses to showcase their virtual presence. Through Twitter, an organization can make banner announcement that can be responded by different use leveraging the social media marketing to the fullest.

5 Tips for Getting more from Social Media Marketing

Traditional marketing tactics such as advertising, referrals, and public relations are still very important, but social media tactics have now become a part of everyday marketing’s fabric and need to be considered at the strategic level of your marketing decision-making process.

So, rather than asking yourself if you should or should not use Facebook or Twitter, the question is: “How can Facebook and Twitter help you achieve your marketing objectives?” It’s the same as asking how direct mail or having two more salespeople might fit into the plans.

From this integrated viewpoint, social media participation can start to make more sense for each individual marketer’s needs and goals. Here are some few tips from Kick Start Sales Force.

1) Integrate: Don’t treat your social media activity as something separate from your other marketing initiatives. Feature links to your social media profiles in your email signature, on your business cards, in your ads, and as a standard block of copy in your weekly HTML email newsletter. Make your social media profiles a part of your address copy block and you will soon see adding them to all that you do as an automatic action.

2) Amplify: Use your social media activity to create awareness for and amplify your content housed in other places. This can go for teasing some aspect of your latest blog post on Twitter or in your Facebook status, creating full-blown events on Eventful or Meetup, or pointing to mentions of your firm in the media. I would also add that filtering other people’s great content and pointing this out to your followers, fans, and subscribers fits into this category, as it builds your overall reputation for good content sharing and helps to buffer the notion that you are simply broadcasting your announcements. Quality over quantity always wins in social media marketing.

3) Repurpose: Taking content that appears in one form and twisting it in ways that make it more available in another, or to another audience, is one of the secrets to success in the hyper info-driven marketing world in which we find ourselves. You can string five blog posts together and make them available as a workshop handout or a bonus for your LinkedIn group. Never look at any content as a single use, single medium, single act.

4) Generate leads: So many people want to generate leads in the wide world of social media, but can’t seem to understand how or have met with downright hostile reactions when trying. Effectively generating leads from social media marketing is really no different than effectively generating leads anywhere—it’s just that the care you must take to do it right is amplified by the “no selling allowed” culture. No one likes to be sold to in any environment—the trick is to let them buy—and this is even more important in social media marketing.

5) Learn: One of the hang ups I frequently encounter from people just trying to get started in social media marketing is the paralysis formed when they stare blankly at Twitter, wondering what in the world to say. The pressure to fill the silence can be so overwhelming that they eventually succumb and tweet what they had for lunch.

Effective Ways in Building Relationships with your Prospects

Accelerating your funnel isn’t just about better lead qualification and assignment. It’s also about continuing to build relationships throughout the length of the sales cycle — without all of the manual work that relationship-building normally requires. With the ability to automate communications and tedious follow-ups, your sales reps can move prospects through the sales cycle with minimal time and effort.

Building Relationships with your Prospects

Nurture leads who are actively participating in the research process.

According to Pardot’s State of Demand Generation study, 77% of buyers want different content at each stage of their research. Using lead nurturing, sales and marketing teams can cater to these preferences by “dripping” appropriate content depending on where they are in the sales cycle. Content can then be adjusted accordingly based on prospect responses. When buyers have completed their research and start reaching out to sales reps, they’ll already be educated, meaning that sales won’t have to waste time guessing at their pain points and needs.

Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. (Forrester Research)

Then, nurture leads who aren’t yet ready to buy.

Lead nurturing is an equally powerful tool for buyers who aren’t actively participating in the research process. According to Gleanster, 50% of leads are qualified but not yet ready to buy. Without a way to nurture these leads to a sales-ready state and keep your company top of mind, you risk letting them fall through the cracks, increasing the chances that they’ll be won over by a competitor. Steadily communicating with these prospects by delivering helpful content ensures that sales reps never neglect leads who might eventually turn into opportunities, or even closed deals.

 

For many marketing departments, lead and prospect databases represent one of the largest monetary investments of the entire department. Don’t lose the leads (and potential revenue!) in your funnel to neglect, or even worse, to your competitors.

Have your sales team automate follow-ups.

When follow-up isn’t automated, it can be easy to forget. While your sales and marketing teams may recognize the importance of a prompt follow-up when trying to close deals, they’re often too busy to make it a priority. Instead of wasting time covering their tracks and rebuilding relationships, they could be using marketing automation to define appropriate follow-ups for specific situations. These messages can then be automated and personalized so that sales reps get regular touch points with each of their prospects, reducing time spent on manual tasks and freeing them up to focus on closing deals.

By automating follow-ups, it’s much less likely that prospects will be neglected by sales reps, reducing the chance that they’ll be lost to a competitor. And with regular touch points, reps can stay with their prospects all the way through the sales cycle.

11 Questions to Ask on How To Qualify a Good Financial Consultant

  • 11 Questions to Ask to Qualify a Good Financial Consultant

    11 Questions to Ask to Qualify a Good Financial Consultant

    View post

Financial consultant can work at banks, mutual fund firms, brokerage firms and investment management firms. Not all financial consultant offer the same products and services or have the same expertise. Some specialize in certain kinds of investments. Others can offer you a wide range of investments and services.

The right financial consultant for you will depend on what products and services you need, and how much you’re willing to pay for advice.

Choose a financial consultant who has the necessary qualifications and experience, who is registered with your local securities regulator and who you believe is trustworthy. Just as important is choosing someone you are comfortable with.

Start by screening candidates over the phone or make a call with us if we have a list. Find out if they are taking on new clients and what type of clients they work with. Once you’ve narrowed your list, set up meetings with each candidate at their office. This will give you a sense of how they run their business. Gauge how comfortable you would be working with them. Do they listen to you and answer your questions clearly? Do you have a good rapport with them?

Expect the financial consultant to have some questions for you as well. They will probably want to know what financial goals you want to achieve and what kind of services you’re looking for.

Checking the qualifications of your financial consultant

Find out if the financial consultant is qualified to give you the help you need. To help you decide, ask:

  • What is your education and professional experience?
  • How long has your firm been in business?
  • How long have you been with the firm?
  • Are you and your firm registered with a securities regulator?
  • What products and services do you offer?
  • How will you help me reach my goals?
  • What kind of account reporting will you provide?
  • How are you paid for your services (salary, commission or flat fee)?
  • What fees will I be charged and how will they be reported to me?
  • Who are your clients?
  • Can you give me references from clients who are like me?

Your local securities regulator can tell you or confirm if an individual or firm is registered, the kind of registration they hold and if they have a record of any disciplinary action. Choosing and qualifying the best financial consultant can be done with our teleprospecting and with that, we can get you the most suitable financial consultant out in the market.

Top 4 Questions to Ask Outsourced Inside Sales Providers

In any high-tech companies, you’ve decided to invest in an inside sales team to surface new sales opportunities and qualify leads. Just as many of those same companies, you’ve done the research on your options – outsourcing, insourcing, or a hybrid.  You’ve decided to go down the outsourcing path in order to ramp up as quickly as possible.

The rest is easy, correct?

But not so fast. You are now faced with a pile of outsourced inside sales firms, and choosing the wrong one can cost you time, money, and credibility. Continue reading…

This Women will Change the Merchant Service Leads Industry

Merchant services leads have earned a bad rap in recent years.

A quick browse of the Better Business Bureau’s website shows a wide variety of complaints against leading credit card leads, often accused of overcharging, adding hidden fees, binding customers to long-term contracts, and executing hefty fines when they try to escape.

Suneera Madhani had worked for one such company for more than two years when she began noticing a high volume of complaints. “I wrote down every time a customer had a complaint,” she says. “It was always about transparency and simplicity, and even just consistency in what they were being charged.”

Merchant Service Leads

Photo of Suneera Madhani; CEO of Fattmerchant

But by the time Madhani brought these complaints to her superiors and suggested changes that might improve customer service, they never expressed any interest in changing their tactics.

The merchant services industry is notorious for hidden fees and long-term contracts, just like the phone and insurance industries. Madhani says she believes she is ushering in a new era.

“I 100% believe the industry is changing,” she says. “If they’re not going to change they’re not going to survive.”

How Madhani’s Company work?

Fattmerchant charges the standard interchange fee from Visa and MasterCard, but offers three monthly subscription options with a transaction fee that isn’t tied to sales. Customers can choose between a $59 monthly subscription for 15¢ per transaction, a $79 plan for 10¢ per transaction, and a $99 plan for only 6¢ per transaction.

The end result, Fattmerchant is able to save its customers an average of 40% on their monthly bills.

Though she looks different than the average financial services CEO, and her company’s pricing model is different from other merchant services leads, Madhani says she has found that “different” is what many customers have been waiting for.

“She’s very knowledgeable—when you talk to her, you can see the passion she has for her business,” says Junior Smizmaul, the director of operations for Orlando-based VoIP phone service provider VOXtell. Smizmaul says VOXtell has worked with three other merchant services leads before switching to Fattmerchant.

Smizmaul explains his company has saved nearly 40% on its monthly merchant services bill since making the switch.

“It’s a great company to work with, and they’re doing a great job,” he says. “I hope they change the way the big companies work.”

Madhani says she doesn’t only want to change the merchant services industry’s pricing model. She is also determined to be a role model for women who are afraid to challenge the status quo in male-dominated fields.

The Do’s and Don’ts of Summer Email Marketing

It’s at long last here! The fresh possess an aroma similar to fall, the crunchy leaves, pumpkin flavor all around, and it must mean one thing… it’s authoritatively summer season! I need to concede; this is my most loved time of year. I am tallying during the time until subsequent to Thanksgiving so I can impact my summer music without disgrace, anyplace and all over in providing professional telemarketing services.

The Do’s and Don’ts of Summer Email Marketing

DO:

Set goals. Even with holiday-themed emails need goals, whether they are clicks, downloads or purchases. You need to think about the strategy behind each email – just like you would any other email.  This will ensure that you’re not just sending a holiday email just to send one in providing professional telemarketing services.

Get creative! Since there is such an up-tick of emails sent during the holidays – all with a similar theme, you need to find a way to stand out from the crowd. You can incorporate creativity into your email by thinking of a fun subject line, providing a creative offer or time sensitive discount, or creating a new asset about your product and the holidays.

Incorporate social. Your audience may not check their emails during the holidays as much as they normally do. So in order to capture their attention, make your holiday offer available on across all your channels – social, email, blog, etc.

DON’T:

Forget about other holidays! There will be tons and tons of emails around Christmas, Halloween and Thanksgiving – but don’t let the smaller, less celebrated holidays go to waste. Use lesser-known holidays as an opportunity to be creative and make a splash in providing professional telemarketing services. Did you know that we should all be celebrating ‘Sneak Some Zucchini onto Your Neighbor’s Porch Day’ on August 8th? That could be the next big marketing opportunity….

Miss out on sending awesome follow-up! After you have created a super-amazing, thoughtful and entertaining holiday email, your next step is to consider what you will do with the people that converted or showed interest. You can’t forget about creating a follow-up plan because it will take your program to the next level in providing professional telemarketing services. Well-planned, thoughtful follow-up will help close the sale, open up an opportunity to talk with a sales person, etc.…

Overdo it and spam your audience. This is easy to do – especially when we are all drinking way too much egg nog and getting creative with our punny subject lines. Don’t stray from your best practices when emailing your audience, even during the holidays. You wouldn’t want your unsubscribe rate to go up just because you thought the email with the subject line ‘Top Tips for Furtastic Howliday’ was a good idea in providing professional telemarketing services.

The Quantitative Guide in measuring your Team’s Sales Performance

There are hundreds or even thousands of resources out there that promise to make your sales reps better, faster, and stronger.  Ultimately, they consists of tips and tricks, call scripts, subject line suggestions, and more. We know that a lot of you read this article and share it with your teams.

But when it’s all said and done, how do you determine if your sales reps have actually improved? Continue reading…

Why should you put Video demos in your B2B Lead generation process?  

True, everyone love to watch something. It creates an alternative reality wherein you were caught up between truth and fiction and the sensation of time is much faster. Thus, this indeed will make us think why there is a lot of marketing experts are saying that video demos plays a great role in expediting the process of B2B lead generation.

Video demos in your B2B Lead generation process

Producing quality videos take a lot of investment and for starters, it can even flop if the budget will cut loose. Taking in the consideration of expensive equipment and specialists will make us even think again about the price over that matter. For that very reason, many B2B marketing businesses will settle for photos and graphics just to get the job done.

We are going to share six statistics that will help us understand why B2B marketing should and lead generation process must and not just opt in to include product video, demo and the like.

Video Appears in 14% of Internet Search Results

Losing significant number of prospects just because you don’t have a video in your website can be considered as incompetent. Google also reports video campaigns will soon be grouped just like any other ad through AdWords. This means that videos will soon be even more likely to show up in Google searches.

73% More Visitors Who Watch Product Videos Will Buy 

The most important thing to note, however, is simply that videos for your products do prompt more purchases. That’s really the biggest and most important statistic you need.

Almost 46% Will Showroom If Video Isn’t Available

Potential buyers in your site who really want to see the products/leads in action, they might drive to the physical store. If they do that, you’re likely to lose that purchase.

71% of Consumers Think Video Explains the Product Better

When prospects feel like they know the products you sell, they’re more likely to take a chance on spending their money. Video clears up a lot of that confusion. Isn’t that what your marketing is all about, anyway? Answering queries with quality content?

57% Are Less Surprised By Products with Video

Those customers who see the videos and comprehend what they are buying are less likely to be surprised by the products when they have it in their hand. As you might imagine, those consumers who are less surprised by their purchases also end up happier. And happy customers are less likely to return a product for a refund.

58% of Shoppers Think Companies with Product Videos Can Be Trusted

All of these stats adds up to TRUST and CONFIDENCE. By providing video demos, you give the prospects quality information that doesn’t hide behind good angles and lighting. They understand the products they are using and are happier with their money. With every great transaction, you build more and more trust with your client.

 

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