When Is Micromanaging Good For Lead Generation?

Whenever we hear the word ‘micromanagement’, we all tend to react negatively to this. Well, this does not really come as a surprise. After all, there are a lot of pundits denouncing this management practice. But in the area of lead generation, like in Australia, it seems that there are proponents for the occasional trip to the actual records. Yes, while delegating the task of generating B2B leads is good business sense, there are times when you just have to take a closer look at the campaign. Sometimes, there are details in the telemarketing campaign that get missed by employees that can only be noticed by those who know the big picture. In this case, it is the business owner.

So where does micromanaging come in? Not that you should have doubts on your employees. In retrospect, if you had any doubts, then why did you hire them in the first place? The bottom line here is that you should check with the raw data every once in a while. There are some things that get missed when reports and analysis have been done. If you want to learn a few more details when it comes to business leads, then, by all means, look at the raw data. Your sales leads will benefit from it. A word of note: you do not need to check raw facts all the time, maybe once in a while will do you well.

Micromanaging lead generation in Australia is not all together bad. Only when you do too much does this mean a great deal.

How To Keep Your Business Relevant In Australia

Yes, the times have changed. You will agree that business has become much more complicated, with lead generation tactics coming and going at such a rapid pace. Certainly, you want to find a way to keep your business productive, not to mention relevant, in today’s market. But how do you do that? How can you still continue generating good B2B leads? The secret, when it comes to such sales leads, is in staying updated and flexible enough to face the trying times.  After all, flexibility is the name of the game now, with the firm that is most able to adapt the most likely to stay profitable.

But in order for your business to stay relevant in a country such as Australia, you will need to understand how your process of procuring new business leads operates. Also, you might need to take a closer look at the way you innovate your marketing process, especially if telemarketing is being used as a medium. Take note that this medium is fairly sensitive to market changes. If necessary, you might have to reposition yourself so that you can better deal with your prospects. Of course, it might be more prudent if you just keep to your business and just concentrate on what you do and offer best.

Still, it will depend on you whether this can help your business succeed or not. There are various factors that can affect your business leads. But if you are properly attuned to these and can address them fast, then your business can remain profitable.

How To Improve Your Business Decision Process

Making the right decisions is perhaps the most difficult job a manager has to make. What more if the purpose is in deciding what appointment setting tool is to be used to support your business. Putting it in the Australia perspective, you will agree that the key to good business leads will rely on the right choice made by the business executive. But how does one make the right decisions for getting B2B leads in Australia? The process is fairly simple, since the points are clear enough. What you need to do is to follow these simple tips:

1. Carefully think about the decision – if you have to reframe your choices or look at it in different angles, then you should do so. Knowing what might happen to your sales leads after you make the decision will define how you will fair in the appointment setting process.
2. Create a balance in your process – you need to strike the balance in speed, rigor, agility, and quality when it comes making decisions. You cannot just stick to a single process forever. You will need to make the right choices.
3. Be flexible with your thinking – sometimes, you might have to adjust your process, based on what you learn. You might need to use different marketing mediums, like social media or telemarketing services. What matters is that you are ready to make the change.

Lastly, you need to always be ready. The business world changes often, and you need to be on tap of these changes.

Keeping Your Business Relevant In Australia

Yes, the times have changed. You will agree that business has become much more complicated, with lead generation tactics coming and going at such a rapid pace. Certainly, you want to find a way to keep your business productive, not to mention relevant, in today’s market. But how do you do that? How can you still continue generating good B2B leads? The secret, when it comes to such sales leads, is in staying updated and flexible enough to face the trying times.  After all, flexibility is the name of the game now, with the firm that is most able to adapt the most likely to stay profitable.

But in order for your business to stay relevant in a country such as Australia, you will need to understand how your process of procuring new business leads operates. Also, you might need to take a closer look at the way you innovate your marketing process, especially if telemarketing is being used as a medium. Take note that this medium is fairly sensitive to market changes. If necessary, you might have to reposition yourself so that you can better deal with your prospects. Of course, it might be more prudent if you just keep to your business and just concentrate on what you do and offer best.

Still, it will depend on you whether this can help your business succeed or not. There are various factors that can affect your business leads. But if you are properly attuned to these, and can address them fast, then you can handle it.

Three Ways To Sell To CEOs

It can be a bit tough selling your business to CEOs, a challenge that many lead generation firms are concerned with in Australia. After all, the CEO is basically the person who tells when to open the wallet. So how can you make sales leads out of CEOs? You have to know a few things about them before you attempt to sell. Your ability to get business leads will depend on this. There are four points you have to consider.

1. You had better be honest – CEOs like people who are honest. Hiding or skewing details about your business will not only result to the loss of the trust of the executive, but you might end up forcibly shown the door (in case what you sell is too much of a blatant lie).
2. Go straight to the point – CEO’s put a premium on their time. That is why it is important that you do not waste it. Train your telemarketing team to tell prospects everything they need to know about your company in as little words and as efficiently as they can.
3. Help CEOs become the best – that is the most important reason for these executives to work with you. They want to be the best in the business. If your company can do that, then you must express it so. Just be sure and clear enough with the CEO about what you can and cannot do for them. They will appreciate that.

Selling to CEOs is not impossible. Just treat them the way you want to be treated and things will be all right.

Aim For The Best Customer Service Provider In Australia

Customer service is an important aspect of business that ensures your customers return to you. When your converted business leads call your agents for help, your telemarketers should be prepared to provide the best possible assistance they can offer. This, in turn, helps your telemarketing team to upsell much more easily the next time they make a call.

For businesses in Australia, being noted as a company with great customer service will ensure you of more receptive b2b sales leads. The organization, Customer Service Institute of Australia, organizes an annual competition that awards exceptional customer service providers. The CSIA is the highest awarding body in Australia for customer service, and being chosen as a winner definitely sets your company apart from the rest.

Other companies should strive not only to improve their products and services, but also to improve how their telemarketers and sales people treat the most important factor of any business, the customers. These customers should be reassured that should any problem arise from their use of your products or service, your technical team of telemarketers will be more than willing to find a solution for that problem. When your customers see how great your customer service is, they would not hesitate to refer your services to their acquaintances, providing you with more business leads to help your business grow.

“Understanding our customer’s needs and exceeding their expectation at each contact, is every employee’s primary goal. Receiving this prestigious award today is external recognition that we are a leader in our industry and one that is truly committed to delivering the best possible customer service experience.”

This is the statement of John Goddard, CEO of the two-time CSIA awardee Rockend and best describes the benefit of being recognized for customer service excellence.

Business In Focus: Nitro PDF’s Lead Generation Strategies

Melbourne, Australia-based Nitro PDF Software initially began by creating third party plug-ins for Adobe. Eventually, with revenues and employee numbers steadily increasing, its CEO Sam Chandler decided it was time to compete against their biggest client by unveiling Nitro PDF. The challenge was tough - obviously, potential sales leads would prefer an established brand such as Adobe. But the 30-employee business had a plan to generate sales leads by offering their products at a much cheaper price ($99 for a full version software and a $49 express version, compared to Adobe’s $299) and undertaking risky lead generation marketing campaigns such as giving away free products and features to gain the attention of their target market. The economical pricing and risk-taking paid off: they were able to generate enough sales leads to keep the business alive (without the help of the Adobe plug-ins) and their existing clients kept returning to them, turning their PDF software company into a $13 million business in 2011.

The company also makes use of online marketing such as social media channels to continue generating sales leads and improving their customers’ user experience. Nitro PDF cites Facebook, Twitter, and their PDF blog as successful lead generation mediums.

Nitro PDF already has big name leads, but still develops plug-ins for Adobe. When asked how small businesses can similarly thrive against such high profile competition, Sam Chandler offers the following words of advice: “If you look back to the first dot-com boom, there were a lot of businesses built on flimsy metrics and if we’ve learned anything in building this business through the economic situation now, it would be that you need to rely on creativity and be scrappy.”

4 Management Tips For Australian Startups

Australia has been found to be the second most startup-friendly country in the world, right next to New Zealand. Now, Australian entrepreneurs have more reason to go start their own business. To help relatively newcomers in the businessworld get a handle on how to manage their employees and generate sales leads for profit, here are a few tips for their startups:

1. Startups and small businesses all face the same problems - no matter where they are, whether the startup is located in Australia or in South Africa, all startups face the same challenges: how to find the best people to work for them, which lead generation marketing campaigns to implement, where to get initial funding and perhaps even where to set up shop.
2. Consult a mentor - because of the above, it is always a good idea to find a mentor. One who has gone through and survived the startup stage of his business. These people can help startups decide whether outsourcing processes to an offshore telemarketing company is a good idea, and how to prepare for their first successful appointments.
3. Gather ideas from other employees - when lead generation campaign ideas seem to become increasingly redundant, startup owners should try to ask the help of their employees. They will never know when they have an innovator on board unless they ask.
4. Breakdowns are followed by breakthroughs - when things seem like they can’t get any worse than they already are (which, of course, they can and will), startup owners should remember that pressure helps bring about spectacular breakthroughs. The loss of a high-performing salesman might just push a sales and marketing team to formulate a revolutionary marketing plan that will attract hot sales leads like flies to honey.

B2B Tele Prospecting Tips

How does your business to business company perform tele prospecting? Are you sure that your practices will be able to produce positive results? Here are a few tips to help you make the most out of tele prospecting for clients in Australia:

•     Call more than one contact person in a company - when you have done your research properly and are confident that a particular business lead is qualified yet a gatekeeper is keeping you from reaching a decision maker, don’t hesitate cold calling another person within the company that can lead you to the appropriate executive.

•     Always ask open-ended questions - questions that can be answered by a simple “yes” or “no” are not as effective in qualifying business leads. Formulate your questions so that your prospects will be the one talking about their company.

•     Contact using more than one channel - when the first tele prospecting attempt is rejected, follow up with other ways of connecting with your business lead. Try voicemail, email, sms, even direct mail if needed. Remember to construct communication through these channels in a way that delivers your message engagingly. Ideally, these messages should be short and to the point to avoid dragging the reader.

•    Focus on the problem that your business leads are grappling with - or the problem that you have identified. Center your questions around this important detail and you will be able to engage your business leads in a more meaningful (for the client) conversation.

•    Listen attentively - don’t forget that telemarketing scripts are mainly for reference, so it’s alright not to follow it to the hilt. Listen to what your business leads are talking about and respond accordingly.

Run Your Online Business Like Australian Momprenuer

Australian mompreneur Lizzie Randerson, owner of Facebook craft store “Craft makes Me Happy”, was recently interviewed by herBusiness. Her story is a great model for other would-be small mompreneurs in Australia.

A graphic designer by profession, Lizzie always enjoyed creating crafts. Because her business began from something that she personally enjoys doing (it’s called “craft makes me happy” for a reason), she didn’t have any lead generation strategy to begin with. Because she also didn’t have any substantial background in marketing, Lizzie started going around sewing and craft groups online to get an idea of what her target market bought and how to sell her products. Before actually opening her Facebook store, Lizzie took the time to network with online entrepreneurs who are in similar industries. This online network helped with her initial marketing by posting shout-outs about her new store. The sales leads didn’t come rushing in, of course, but with her perseverance and determination, Lizzie was able to convert her Facebook fans into sales.

She initially sold her crafts at an Australian craft supplier hosting website, but she discovered that nearly all her sales leads there were also her Facebook fans, so maintaining the high cost of that website seemed largely irrelevant. Since moving her online store to Facebook, Lizzie has been able to generate sales leads largely from the numerous positive comments and feedback that her fanbase posts on her wall.

Whether they convert to sales or become good friends, her success in engaging her fans can almost consider Lizzie an expert on lead nurturing. She has frequent conversations with her fans, often about personal topics that build a relationship of trust. This, in addition to consistently good prices, good service and good products have turned her passion into a successful money-making business.