Thursday, September 27, 2012

Raising Prices? Get Your Lead Generation Work Right

When things get tough in Australia, like what is happening now to the financial industry, raising prices is not a form of greed. Rather, it could be the only way for you to survive. But how can you raise prices without alienating your current customers? That is a challenge faced by a lot of firms, especially when that issue comes into play during a B2B lead generation campaign. Generating sales leads is hard, so you need to keep whatever current customers you have. But you also need to raise prices, too. So how can you strike a balance? How can your lead generation campaign help you in this task?

  1. Tell them the real reason – credibility is crucial here so you need to be honest with your customers. One of the reasons customers reject appointment setting attempts is when they feel like they were being lied to.
  2. Warn them, way ahead of time – ample warnings of price increases can help cushion the impact. Perhaps the best way to do this is through a telemarketing-based lead generation campaign. In this way, you can directly inform your customers about impending changes in price.
  3. Give discounts to your existing customers – show that you value your customers by giving them discounts, putting the bulk of your increase instead to your new customers. This will help make your clients stay, and reduce your need for new financial leads.

Now, negotiations and lead generation is tough work, and you may not be good at it, so you might have to outsource to a professional appointment setting agency.

Monday, September 10, 2012

Three Ways To Get Sales Leads Referrals

When you need more sales referrals in your business in Australia, you tend to fall into the habit of working more. But actually, that is counterproductive. You should just focus on what is important in your lead generation and appointment setting campaign. You have already invested in a good telemarketing firm to serve as your medium of communication (which is a very good choice). What you need to do is to make the B2B leads you have work more for you. In other words, have your sales leads help you get additional referrals. Impossible? Not really. And you can do that in three easy ways:

  1. Ask for a referral after you delivered – this is for the initial transaction with a new client. Once you have proven to them that you can deliver, you can ask them to refer to you to other businesses that they know might benefit from you.
  2. Give your clients a referral – sounds counterproductive? Not at all. This is actually good for lead generation campaign. This will show that what you bring is a win-win situation for both of you.
  3. Have your client contact the prospects – especially if they are friends, you can use your clients as a bridge between you and the prospect. This will make your telemarketing call even easier.
You can add more into this list, but these three will do the trick. If you want to be more successful in your lead generation and appointment setting campaign in Australia, you should keep these tips in mind.

Saturday, September 8, 2012

Is Maicromanaging Your Lead Generation in Australia Good?

Is micromanaging your lead generation campaign in Australia good? Practically speaking, you do not want to keep a really close eye on your telemarketing team as they work on getting the B2B leads that your business will need. It defeats the purpose of hiring the best people for the job, right? But sometimes, you just have to know the inner workings and trends in your business, since some details may get lost in the summary. And that might mean a loss of business leads. Micromanaging, which means looking at the raw details, is not a bad idea. Your sales leads production might depend on it.

To ensure that happens, you need to know what the status of your operations in sales leads is. And to do that, you really need to know the fine details in the records. Now, the only reason why micromanaging your business leads operation seems bad is because it is overdone. Avoid it.

Monday, September 3, 2012

Put Your Telemarketing Back On Track In Three Ways

Telemarketing is a very effective medium of communication when it comes to contacting prospects. This detail explains the usual use of it in lead generation for financial services providers. The business climate in Australia is certainly one where a lot of financial institutions are offering their services for their clients. If you are in such a business, then you will know that competition is fierce. You need to get all the B2B leads that you need. But there will be times that your campaign will not produce the desired results. Sometimes, you simply just walk astray. But you can correct that fast enough.
  1. Check your message – your telemarketers should be trained to ensure that the message you are sending is being received by the right prospects. Discrepancies, no matter how small, can mess up the entire campaign.
  2.  Check your service – sometimes, the after-sales service is the one at fault. You might need to overhaul your process if this causes you to lose financial leads too often. Take note that your relationship with clients still exists even after a sale.
  3. Check your product – there might be a case where your product is not right for the intended prospects. So, either you change your product or you change your market. It might be bale to help you get the sales leads that you need.
Just keep in mind that you need to choose the right medium for your B2B lead generation and appointment setting campaign will succeed, you might want to invest in a good telemarketing service.

Related Posts Plugin for WordPress, Blogger...