Monday, June 25, 2012

Annoy Your Customers Big Time In Three Ways

If there is one thing that you do not want to be in your lead generation company in Australia, it is being called an annoyance. Indeed, when people think of your call as an irritation in their business, you are not getting any sales leads at all. If you want to be more successful in business leads generation, then you should minimize the annoyance you create for your business prospects. But how can you do that effectively in your B2B leads campaign? To start with, you need to unlearn stuff from your telemarketing class that was considered truth. Truthfully speaking, these are sure-fire ways to ruin your work.
  1. Using a script – to start with, you should be engaging with your customers. Using a script of questions defeats the purpose of natural conversation. Instead, create a general agenda, share it with the prospect, and begin your talk from there.
  2. Act like a ‘know-it-all’ – acting like you know your prospect’s business more than they do will not only make them think that you are pretentious, but you are a total jerk. Please, if you want to impress your prospect, then do so by giving useful information.
  3. Giving a sales pitch – a sales pitch is not as good it used to be, believe it or not. The truth is, if you use this, prospects will think that all you want is to sell. This will drive them away from you.
Being an effective lead generation worker is not really hard. What you just need to do is to unlearn the wrong things that were taught to you in the past.

Tuesday, June 19, 2012

Three Product Description Pitfalls To Avoid

When you are conducting a lead generation campaign in Australia, you need to be able to talk about your product. But it is not just talk. It is also about being able to describe your products or service properly. You will not be able to generate B2B leads from prospects if you cannot describe your product or service properly. Take note that business leads are best generated by a telemarketing professional who knows what he is talking about. Now, why do sales people still describe their offer badly?
There are three main reasons why:
  1.  You have the wrong focus – remember, your product is not the star of your show, it is the customer. A good product description talks about the customer, and how your product can help them. This is the best way for you to get more sales leads.
  2. You are too complicated – prospects like telemarketing teams who use simple words. There is no need to use complicated jargon when simpler terms will send a clearer picture. That will make your lead generation campaign easier.
  3. You use too many ‘power’ words – terms like ‘cutting-edge’, ‘the latest’, etc, are just some of the many words telemarketers tend to use. It can be suffocating for most business leads. That makes you sound like some fool desperate for sales. Try avoiding these and you can keep your prospects from rolling their eyes.
These are just some of the reasons why your product descriptions do not seem to work. Try avoiding these pitfalls, and you will do the job right.

Friday, June 15, 2012

How To Be More Credible In Your Business

Credibility is one business asset that you should never take for granted. That is a fact. After all, your success or failure in Australia will depend mostly on you anchor your customers’ faith in your capability. This can be better understood in terms of lead generation work. Good sales leads come from prospects who believe that the telemarketing representative on the phone is a credible person, someone who knows and lives by what he says. And that can be a challenge for some, since their business might not live up to the expectations. This might affect your ability to generate B2B leads more successfully.

So, how do you shore up your credibility, and end up being a trusted business brand?

1. Avoid using ‘absolutes” – customers will appreciate it if you can skip on the words always, all, definitely, absolutely and similar other words. Using these words on your call and you will appear to them as some scammer out to steal their money. Just be honest, plain and simple.
2. Be another observer, not the leader – leave the heavy-lifting to the experts. You may know something about the market, but if it will not match to Wikipedia and other what-not’s, you might as well act as a peer for your prospects. They like it if they can have someone to talk to on their level.
3. Practice what you preach – if you can talk the talk, you should also walk the walk. One reason why prospects turn away from you is because you do not follow your own advice. Prove what you say by showing it.

It is that simple to follow, really. Even in a country such as Australia.

Monday, June 11, 2012

How To Build Trust With Your Managers In Three Ways

Like any business, you need to build trust between you and your prospects. This is especially true in lead generation, where your ability to generate good Australia B2B leads will depend on your ability to get them to trust you. And if we put this in terms of your sales managers handling the telemarketing calls, it is the same thing. You want to let them know that you are there for them, and that you believe that they have what it takes to generate profitable business leads for the firm. That requires trust between their team, themselves, and with you. So, how do you guide your managers to get it right?
  1.  Know the whole story – in case something goes wrong, do not jump to conclusions yet. Ask for both sides of the story. Believe it or not, there are cases where both parties believe what they did was right, only to find out that they focused on the wrong thing.
  2. Give a suggestion – there is no need for you to direct the next step in the operation (except in totally bad cases). Actually, you can simply get your sales managers and their teams to figure out the answer themselves. In this way, you show them that you still trust their decision-making abilities.
  3. Get their unified agreement – once a solution has been formulated, it is up to you to get them to stick to it. It is not that hard a task. You just need to remind them of what they should do, and consistently follow-up their actions so that they will not be lost.
Simple tips they may be, but they do carry a big impact in sales lead generation.

Tuesday, June 5, 2012

How To Profit In Your Lead Generation Business

When your business is in trouble, especially if you are looking for other businesses to work with, then it might be high time for you to take a closer look into your business operations. You might have to take game-changing innovations in your lead generation process (since this is the main source of B2B leads that your company needs). But how do you that?

To start with, you need to identify which business leads are important to your firm, and then provide them with the support that they need. Take note that you are doing this without thinking how this can benefit your own business. Remember, you need to build a good relationship with them first. That means you have to give them good stuff.

Second, improve whatever assets that your business is developing. It may not be obvious at first, but if you take a closer look at them, you might realize that these are worth something. It might be in the form of unused facilities, or maybe intangible assets like ideas and suggestions from your leads that can be used to improve your service. You can glean them from your telemarketing campaign, if you are using one.

Lastly, translate these innovations into your business. The sales leads, suggestions, improvements, as well as assets that may have an impact on their business can then be integrated into your business plan. Sure, these may be a lot, but if it can get more profits coming in, then why not.

The only question that remains is whether you can integrate them well.

Friday, June 1, 2012

Three Reasons Why You Cannot Set An Appointment

For many businesses, failure is not an option. In fact, it is one reason why people get booted out of work. Now, if you, the business owner, do notice that you are having a hard time in an appointment setting campaign, do not immediately blame the telemarketing team for not getting the job done. Sometimes, and these can actually be more prevalent nowadays, it could be you or your goals itself. B2B leads can be pretty hard to get, and if you do not know how to maximize their potentials, then you are simply wasting your efforts. Now, what could be the real reason why you cannot get enough business leads?
  1.  You chose the wrong market – sometimes, the target market may not be exactly the one that will buy what you sell. Indeed, there are cases where unexpected customers turn out to be the biggest buyers.
  2. You sold an inferior product – yes, this is one pet peeve of a lot of client firms. When they buy something, they want that something to actually work as described. Failure to deliver what is promised can waste a lot of B2B leads.
  3. You used the wrong medium – which is better in generating B2B leads: telemarketing, radio, television, or print? None. You have to choose a medium that will best get too your target prospects. Each one may respond differently to a single medium.
Simple enough, right? You just have to remember these in case you hit a snag in your B2B leads generating campaign.
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