Tuesday, October 22, 2013
Friday, October 18, 2013
Friday, October 11, 2013
It’s no secret how the B2C industry has exploited (in a productive way) the power of social media.
Every day you see products on Facebook and Pinterest, read reviews via Twitter, and watch demonstrations on YouTube.
But why is it that, albeit knowing that B2B prospects also engage in social media, companies in the B2B industry still hasn’t taken a full grasp at how it could work for them?
If you think about it, there are a lot of similarities between B2C and B2B lead generation in terms of utilizing social media, and B2B even has a clear advantage when it comes to knowing the features of their products and which group of people would be interested.
They’ve been able to come up with stories around their goods, produced wonderful images, engaged with peers on LinkedIn, and hosted multiple contests and promos.
Still, B2Bs cannot significantly show, let alone prove that social media has returned their investments.
That reality doesn’t stop marketers from embracing social media, though.
According to BtoB Magazine’s report entitled Emerging Trends in B2B Social Marketing (April 2013), only 6% of US B2B companies have no involvement whatsoever in social media, and that rate is expect to go even lower to 4% in 2014. The percentage of companies which are “very involved” in social media is currently at 22% this year, and the projected increase next year is at 37%.
Even without a clear return, companies are somehow “trapped” in the social media bandwagon, leaving them no choice but to concede to its obvious power.
But that power is only limited to exposure; customers almost “expect” a company to be on social media, and if your competitors are all doing it, a company would be silly not to respond.
Social Media Examiner went deeper into understanding why companies can never let go of social media.
In their study entitled 2013 Social Media Marketing Industry Report (May 2013), they found out that the top 3 reasons why they do it are: increased exposure (89%), increased traffic (75%) and providing marketplace insight (69%). The least reason: Improved sales at 43%.
Perhaps in the near future marketers will be able to figure out how to wrap a tape measure around their social media efforts, but for now it seems that they are committed to maintain their social presence out of sheer necessity, and not (yet) for the sake of productivity.
Friday, October 4, 2013
You have to admit that finding good telemarketers could be so hard. And it is not helping that B2B telemarketing is so badly perceived by most people who hear of it.
Well, this comes with the territory. It is up to the people who use it to make it more acceptable. Anyway, in a B2B lead generation campaign, you would not be dealing with private individuals per se. Rather, you want to do business with the company as a whole.
Now, to be successful in this regards, you would need to choose people with the right qualities.
And what could these qualities be?
Good B2B lead generation representatives know how to assert themselves.
Not in the sense that they are aggressive or rude, but more about being able to prove the merits of their offers. This is basically the middle ground between passive and aggressive sales tactics. You know that both ends of the spectrum will not work, so you have to stick to the middle.
Being aware of how they feel and the mood they are in is important for any marketer.
Most would just plug away at their task, without taking note of their outward expression. And what you feel inside would most likely be displayed. You do not want to unconsciously frown in front of business prospects, right?
In order to effectively establish rapport, your marketers need to possess empathy.
To be able to put oneself in the shoes of the other person, that is a skill and a personality that effective marketers possess. For your B2B appointment setting campaign to be successful, you have to earn the trust and confidence of your sales leads prospects. And you can only do that if you have empathy.
Related: The Five Qualities Of Excellent Telemarketing Teams
You have to admit that your customers are only with you if you can provide them with a business solution.
If you cannot provide one, or if the solution you have is not what they need, then they will not buy from you at all. For you to get the deal, you need to first offer the solution. Only then will they be your customers.
Having an optimistic outlook in life and work is a mark of good telemarketers.
You know that this kind job of can be a soul-draining, one that can heavily impact your business later on. By having people who can see the bright side of things, you would have a better chance of interacting well with the market.
Related: 6 Vital Arts To Master In Outbound Telemarketing
Well, if finding people for your telemarketing campaign is hard, then you can always go for another option.
Outsourcing your marketing process to a competent B2B lead generation agency can also be a good business investment. As long as you choose well, and you supervise the people assigned to you properly, then you will be able to reach your sales leads targets. Who knows, this might be the business solution that you are looking for.