What To Look For An Effective Data Cleansing Team In Australia

Business data – this is the one asset that your company will need in order to make the right decision. Too often, we marketers fail to consider what we should know about in your B2B lead generation campaign, simply concentrating on getting more calls done in a single day, in the hope that this would help you get more sales leads coming in. You will need a good data cleansing and verification team then. Such a team would be able to verify the information contained in your business list, enabling your marketing team to make more business calls without the risk of bad leads or duplications. Now, for you to organize your team, you have to take note of the following characteristics of the good ones:

  

1. A positive attitude – generating B2B leads is not a joke, considering the stress and rejections rates that they have to face. If you can find someone with a natural sense of humor, or looks at things with a positive attitude, you should give them a chance to shine.
2. Enthusiasm – the work can be draining, and mind-numbing. This is especially true if this is a long-term campaign. Excellent B2B appointment setters possess an enthusiastic outlook, keeping them going despite the drudgery that can be expected in this work.
3. They worked hard – this is where past job experiences enter the picture. No matter how promising someone is, if their past work is less than stellar, then you might want to reconsider. You have to hire the best, remember?
4. Self-motivated – you cannot give a pep talk every day, this is practically impossible. You have plenty of things on your plate in the first place. It would be much better if you can work with someone who can motivate themselves in getting things done.
5. They have a clear and friendly voice – this is an important consideration in B2B telemarketing, where voice quality is important. You need someone who sounds good on the phone in order to put prospects at ease and get the job done faster.
6. Willing to go into an incentives scheme – performance-based commissions can be a winning proposition for both sides. This would ensure that the sales leads that you get are the best, and if they exceed their expected quotas, then they can get a higher commission.
7. Is a team player – lone wolves may be good in some instances, depending on the tasks, but a team often gets more thing done at a faster rate. If you want to be effective in your marketing efforts, you have to find people who are willing to work with others.
8. Confident – these people are sure of themselves and their skills. They are the people who rarely get depressed after a bad day in the office, always coming back with a cheerful smile in the face. If you can get these people to work for you, then you will be lucky in your B2B lead generation campaign.

Seriously, if you can work with these people, then you will not have problems with your data cleansing and verification efforts.

Tips On More Productive B2B Telemarketing Services In Australia

Productivity is very important in business, no matter what products or services you are offering. Yes, this could be a bit difficult goal to achieve. This is the usual case when your market is in Australia, where sales leads prospects are pretty hard to be convinced by your B2B telemarketing team to buy or sign up to your products or services. You can understand just how uneasy, or just plain irritated, these prospects are, when it comes to someone calling the. You can understand just how troublesome it can be if you think about the history of marketers and how the telephone has become a very annoying form of marketing. And this is what you should be working on: how to be more productive without putting the annoyance in the minds of your prospects. This is how you do it:

  

1. Listen – a good marketer is someone who knows how to listen to the needs of his sales leads prospects, not just someone who assumes that they already know what the market needs. Assumptions are a sure-fire way to ruin your chances of providing the right solution to your prospects.
2. Perks – when done properly, promotional perks can be a powerful bridge between your telemarketing team and your customers in a B2B lead generation campaign. It creates a sense of urgency for your prospects, encouraging them to take advantage of whatever offer that you have at that time.
3. Manage – from your B2B leads production team to the manager, properly managing your business prospects is paramount. You need to know where your business leads came from, where it is now, and who is handling what. These can influence your choice of communication medium that would fit your needs.
4. Freshness – whether it is through ideas or data, fresh is always the best. And in case you have a hard time coming up with such solutions, you can also get everyone else in your company involved. You can never tell where your next big idea will come from.
5. Relationships – treasure the customers you already have, since you do not know where you will get the new ones from. Besides, the cost of getting new customers is way bigger than the cost of keeping the old ones still interested in new. This is an area where your B2B appointment setting will be needed. Keep in touch with them. Give them a call. Let them know that, if there is anything they need for their business, you are there to help them.
6. Community – sales leads prospects in Australia are usually more receptive to businesses that are active in the community or civic activities. You can make this a good business investment. Not only is this a way for you to give back to the community, you can use it as a great PR material.
7. Updates – this is with regards to your online persona. Business leads that usually do background checks through the web are more receptive to those who appear to be up-to-date, in touch with current trends, and can provide the latest information about their related industry.

Do these, and your B2B telemarketing services campaign would be much easier to succeed in.

Getting Millennial Employees On-Board In Phone Surveys

Millennial employees can be a headache, if you do not know how to manage them.

But that is the reality that you have to face in Australia’s business environment. Besides, millennials are just the products of their generation. They have been exposed to tons of information that we possibly did not have during our younger days.

As to making them help you in generate good B2B leads, it is all about understanding what they need and helping you get it. They can be really useful when you get them to cooperate in your phone surveys.

But here lies the challenge: how to make them cooperate.

This does sound like a tall order, but it is all about knowing where to start:

1.     Stay on the positive

Unlike the employees of old, millennial employees are driven by positive reinforcement.

It will not do well for you if you threaten them or criticize them, since they are not receptive to those tactics. Come to think of it, no one would really like to experience that, anyway. You have to understand this part if you want to properly push them to the desired direction.

2.     Manage them accordingly

While this rule would also apply to other age groups, this one would do well with a more personalized approach.

The others would do just fine by following set standards but millennials thrive on individuality and uniqueness. This might tire you out, but if you want to generate good sales leads, then this is the way to go.

3.     Be flexible

Keep in mind that millennials are raised in a liberal environment.

In other words, they believe that they are entitled to speak their minds, to make their own decisions, and practically to know everything. You might as well accept that, since there is no changing that reality. Rules should serve as guidelines, not the absolute truth. That is the only way for you to manage them right and get your B2B telemarketing campaign running.

Related: Probe With Open-Ended Questions, Or Don’t Probe At All

4.     Let them have some ownership

Millennials are also driven by responsibility.

If they are given a position of leadership, no matter how small, millenials tend to take it seriously. This, in turn, would make them more committed to your vision and to your business. It is such a little thing, but one that can mean a lot for your lead generation campaign. You should consider this well if you want to get results.

5.     Provide clear instructions

Ambiguity and vague rules are not exactly a millennial’s cup of tea.

If you want them to work better, you have to make sure your instructions are clear and straight to point. Yes, this might be a little bit problematic for you, as the manager, but if you want them working the B2B appointment process right, you should keep this in mind.

Still, if you really find it too troublesome to work with millennials, maybe outsourcing your B2B lead generation needs to a professional marketing agency would help you. Just be sure you choose the right partner.

The Five Traits Of Good Telemarketers

 

 

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?

  

1. Being Assertive

   
   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.

   
   

2. Being Self-Aware

   
   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?

   
   

3. Being Empathetic

   
   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

   
   

4. Being Solution-Driven

   
   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.

   
   

5. Being Positive

   
   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.

Probe With Open-Ended Questions, Or Don’t Probe At All

Professional telemarketers uncover information from prospective clients that may lead into business opportunities.

They also have to maintain an atmosphere of confidence and trust, which goes outside the usual, transactional survey-ish style of telemarketing.

Leading them into a cyclone of inquiries and not letting them talk much may have them lose attention and eventually lose interest with the call.

While opening spiels are usually harmless, what could be detrimental to the success of the telemarketing call are the questions that follow. Asking wrong or too many questions may force clients to end the conversation. If they do decide not to end it, oftentimes they’d just refuse to give out anything.

And surveys usually sound like a bombardment of yes-or-no questions.

Business-to-business (B2B) telemarketing requires skills in extracting information, or probing. The way to make them perceive the call as a normal conversation is to engage them to do the talking. Obviously, close-ended questions would not allow them to expound on specific aspects of the answer they would have. Making them respond predictably eliminates the “personal” touch of the conversation and kills the momentum that’s needed to sustain the life of the call.

Related: The Triple A of Telemarketing, Article 1: Attitude

Open-ended questions are more elaborative, like “How does your current operation work?” or “What services do you need in your next campaign?” Sometimes, even non-questions could work, as long as they allow the prospect to elaborate certain details, like “Tell me about the adversities you’ve had in your department.”

The benefits of using open-ended questions in probing:

• Facilitates enhanced cooperation and understanding
  

  
  

• Provides the opportunity for others to express themselves more openly and honestly
  

  
  

• Encourages prospects to provide information including their ideas, concerns & feelings
  

  
  

• Encourages  a positive learning and sharing experience
  

  
  

• Encourages others to flow with their thoughts and feelings & allows you to support this flow
  

  
  

• Lays bare your willingness to invest time with others
  

   

Telemarketers do need to obtain specific information from prospects, such as statistics, dates, and technical details; however, engaging them in a meaningful exchange of words is still worth the distance and can benefit on the bigger picture.

That way, prospects would feel comfortable and at ease. Letting them express their grievances can make them feel appreciated and important. By earning their trust, they will often offer the information that was targeted in the first place, and it will have been done without sounding like a grilling android.

How Can Appointment Setters Get Past The Do Not Call Registry

Marketing has changed, there is no denying it.

This is a constantly evolving profession, one that compels you to adapt tactics and strategies to reach your audience better. Of course, since marketing, by nature, is rather intrusive in the lives of your business prospects, the methods you employ may not be acceptable to the tastes of your sales leads prospects.

Related: Check Out These Different Lead Generation Methods

One of the strategies that show such repulsion (with varying levels of effectiveness) deals with appointment setting services.

Calling potential customers on the phone may look like an easy task, but with restrictive laws and regulations, like the Do Not Call Registry, this makes it all the more challenging for even the most skilled marketers.

Still, this cannot really be helped.

The very nature of such method of lead generation, where a marketer looks for potential business prospects, establishes a connection with them, nurtures the relationship, and, when the time is right, ask for the business, can be construed as invasion of privacy for some individuals.

And considering that the usual tool used for this is a telephone, you can be sure that a lot of people would be complaining about it. This has been the usual reaction. After all, who wants to answer the phone, only to hear the pleasant voice of someone offering stuff and what-not’s that they may not need. Certainly, this is no rosy situation for appointment setters anywhere.

That is why the Do Not Call Registry is so popular with the private populace.

All they need to do is to sign up, register their names and numbers, and that is all.

When a telemarketing representative calls a registered number, this can be construed as violation of the law. The poor telemarketer will end up facing serious criminal charges as a result. This service is free in most places, so a lot of people take advantage of it. The numbers have reached the hundreds of millions, actually. It can create a lot of problems for marketers who are looking for business prospects. But there is a way around it.

Yes, you can get past the challenge posted by the Do Not Call Registry.

You see, as protective as the Registry can be to private individuals, this same protection does not extend to companies.

Now, this is where the opportunity beckons. I mean, you have to admit that businesses need to actively interact with other businesses. Doing that includes telephone calls back and forth, lunch meetings, business presentations, etc. All these can be done, as long as you contact the person using his business phone number and within office hours. No one will complain about it, really.
 
What other ways can entrepreneurs use to begin interaction or in prospecting of potential B2B leads? This is business, and a public framework as it is. The rules of private citizenry need not apply.

See? It can be that simple. Still, if you feel that calling business prospects on the phone is not your strongest suite, you can also outsource the job to a professional appointment setting agency.

The Five Ways To Fail Your Telemarketing Campaign

We all want to succeed in our businesses, who thinks otherwise, anyway? This is the reason why we invest a lot of time, money, and effort in utilizing various appointment setting strategies or tools in generating B2B leads.

While it is true that we want to find the best means to promote your products or services to the market, we sometimes forget the things that will make all our efforts fail. What these are, and what it can do to your business, should also be part of your concern. If you can just avoid these common, but major, marketing mistakes, then you can do better in your marketing efforts.
  
So, what are these mistakes that can bring you down?

  

1. Being in the dark with your sales leads prospects
   
   This is a common mistake that many marketers make.
   
   It may be possible that you know so much about the products or services, but you know very little of the market that you wish to penetrate. Now that would mean a big problem for your marketing campaign. That is something you want to put some effort in fixing, anyway.
   
   
2. You do not really listen to what your prospects say
   
   This is a glaring, if not common, mistake that many marketers, new or veteran, make.
   
   Sometimes, you are just so focused on trying to sell that you tend to forget the importance that listening to business prospects can do for you. After all, how can you offer the best business solutions if you do not know what your prospects want?
   
   
3. Your customers have customers you do not know about
   
   Your customers may also have customers that you need to be aware of, especially if these are the end users of your own customers.
   
   This is the purpose of probing questions in your lead generation campaigns. Information about your end users is important, since knowing that detail can help you come up with better offers to your business prospects, the ones who will be selling to the end users. Maybe a telemarketing survey can help you identify who these end buyers are.
    
4. The proposition does not have that much a significant value
   
   When you are offering something to sales leads prospects, you need to first ensure that you have something really good to offer.
   
   The reason your prospects are not biting is probably because all you talk about would be the features and other fancy stuff. If you really want to make a statement, then talk to them about the benefits that you can give them.
   
   
5. Talking too much
   
   See here, an effective marketer could say their piece in only twenty-five words, even less.
   
   You have to admit that business owners do not have the time or leisure to listen to your sales talk. If you want to get your message across, then you have to be direct and brief.

Get the picture now? Please try avoid these common appointment setting pitfalls and your marketing campaign would be all right.

Positioning Your Business Effectively In Lead Generation

 

The thing about lead generation and the success of one that you organize rests on your ability to present your business in a favorable light to prospective B2B leads.

This is what you call a business positioning. 

Think of it as that mental picture or message that floats in your head, which describes the essence of your business and why it operates.

Without a good business positioning, your marketing efforts will lack that goal that has made many others successful in their own endeavors. It may look like a very simple matter, but if we are talking about business and how we can improve it, then you really have to position your business well.

The reason why some businesses fail in crafting an effective positioning statement could be blamed on their failure to understand what exactly a positioning statement should be.

Some mistake it as the description of what their products or services can do.Others think that this is the description of what your company is.

In a way, both of these reasons can be right, but there is another reason why this is not true. If you want to capture a market, if you really want to get the attention of your sales leads, then you need to focus on what your potential customers like best.

A lot of marketers think that describing what their business is, or what their products or services can do to customers is the positioning statement.

That is not true.

You cannot call a positioning statement a positioning statement if all you give out are the facts. This is the mistake that a lot of marketers make in their appointment setting campaign. Simply put, a positioning statement or element is that idea or mental space that your brand occupies in the minds of your customers.

Here, you focus on the bond that your prospect has with your business. You need to get in touch with their emotions, their feelings about your business and with them.

Let us take Nike, as an example. You can pretty much figure out what their positioning is based on their tagline. In this case, it is ‘Just Do It’. From the tagline itself, we can infer what their business positioning is: ‘you should not get encumbered by challenges thrown your way and proceed with what you want to do’.

Their positioning statement is summarized in just three words, but its implications to those who hear it is great. It compels their customers to go ahead with their dreams, face the challenges, and go ahead and make the change.You can say that this emotional bond cements the company’s connection with its customer base. This is the reason why Nike has such a strong following.

What about you? What kind of positioning do you have in mind to help your telemarketing team? Remember, you need something that packs an emotional punch in the hearts and minds of your lead generation prospects, as well as basically describe what your business is and what it can do for your customers.

Relationships And Knowledge, The Two Needs In Lead Generation

Doing business in an Asia-Pacific market can be a real challenge, especially if this is your first time to do so. That is why a proper B2B lead generation campaign is necessary. But before you start conducting one, you need to remember two very critical elements in your marketing efforts. First, you need to establish a relationship with your business prospects. The second is having enough knowledge about the products and services that you offer. Without these two, you will be having a hard time getting any sales leads generated. But why should you give importance to these two elements?

• In the first place, selling is not a one-way transaction. To make your appointment setting campaign successful, you need to first establish a link with the people you wish to do business with. This is where the people you know play an important part. While they may not be your direct targets, they can help you open communications with those you are interested in.
• Second would be your knowledge of what you offer. How will business prospects trust your words if you do not know, or lack the know-how, to explain the value of your offers? You need to work on that as well, if you want to put up a convincing pitch to your prospective B2B leads. A little know-how in marketing mediums, like telemarketing, would also help.

Keep in mind these two marketing elements, if you want your lead generation campaign to be more successful in the end.

Why You Should Trust Your Lead Generation Campaign To Australian Provider

While many applauded to the emergence of Do-Not-Call Registry in Australia, lots of telemarketers on the other hand are bearing the burden of this policy. Telemarketing in the land down under has apparently become unstable and erratic in the previous years. However, this scenario still doesn’t halt the efforts of numerous Australian businesses to locate new business opportunities within the continent. After all, telemarketing in Australia is still optimistic that outsourcing to lead generation companies on the latter is continuing to provide tons of benefits for their respective firms, such as:

• Cost-effectiveness- outsourcing in Australia for lead generation campaign is already known for its famous save-huge-cost scheme. Outsourcing within the land down under has truly provided substantial cost reduction without compromising the quality of the results.

• Skilled expertise- finding qualified and skilled manpower resources is indeed a very challenging phase in any business around the world. Well, take it the other way for Australian telemarketing service providers and will never jeopardize this kind of situation. 

• Globally competitive market- generally, the primary goal of every business is to expand their market within the international arena. Together with these businesses, Australian business organisations are also upholding the same goal with them. And for them to reach it, they have to take necessary actions such as outsourcing to companies that offer lead generation services which ultimately will give these businesses the spotlight not just within the Australian continent but outside its territory as well.

• Reliable workforce- outsourcing requires necessary skills to run a particular business process. Professional Australian telemarketers are well known for this, especially in b2b appointment setting. Surely, they will not only provide their clients with quality outputs but will ensure them the highest possibility of financial stability and success.

• Cutting-edge technology- Australia is not only known for its skilled manpower, but for its technological advancement as well. Thus having the edge to take in providing quality lead in lead generation services.

Get More B2B Leads Out Of Australia In Three Ways

One of the biggest challenges in that you will encounter in lead generation, especially if you are doing it in Australia, is how to stand out from the competition. The reason why it can be really hard to generate B2B leads is because you cannot just get the attention of business prospects. And if there is one thing you need to do in order to generate sales leads, it is grabbing the attention of prospects. You may have an excellent marketing or appointment setting team for the job, but if you fail to standout, you fail to generate B2B leads. So, how will you do it?

1. Be honest – one of the most irritating things that prospects can hear from a sales representative is being lied at. It may not be an out and out lie, but if you try to skew the details, they will leave you. People value honesty, since this will help the do business better. Try employing telemarketing to relay your message quickly.
2. Be informative – providing the necessary business information is also important. If you succeed in becoming an authority in the prospects’ industry, they will turn to you more often. You can generate more sales leads this way.
3.  Be innovative – who says that you cannot reinvent the wheel? A lot of businesses have their unique problems, one that a one trick solution may not be able to solve. This is where you can come in and provide a tailor-fit solution.

Rather simple solutions, right? But if you want to be better in you lead generation work in Australia, then this is how you do it.

Generate B2B Leads Even As Australia Spends Less

Australia, over the years, has always been a strong economy. Unfortunately, as a weakening mining industry is affecting a lot of sectors, businesses are starting to feel the crunch. While this is seen as real bad news for some, you might actually this as an opportunity for new B2B leads. It may be true that spending is slowing down, it does not mean that the need has also gone down. This is where lead generation is needed. Your aim here is to identify business prospects that will be in need of your product or service. How successful this is will depend on just how efficient your marketing is.

Generating qualified sales leads is not exactly a walk in the park, especially these days. It can be even more challenging if you do not have a marketing team of your own. For you to nurture the B2B leads given to you, you will need one. To solve that, you have to hire a competent appointment setting agency. But it should not be any group of appointment setters or telemarketers. Yes, there may be a lot of them around, but not all of them can deliver what they claim. You will have to make a careful check on potential outsourced lead generation services, making sure that you hire only the best of them.

As a business investment in Australia, you will know that generating sales leads is a necessary exercise. You need to get an edge over the competition, so you need to use every tool available.