Monthly Archives: January 2012

Good Data Makes For A More Honest B2B Lead Generation

Whether you’re writing out a call script or penning an email invitation, you should know better than to deceive the people you’ll be contacting with them. After all, one of the biggest complaints against telemarketers is that they never tell their receivers how they got their numbers. Meanwhile in email marketing, some people are left scratching their heads at how they manage to get so much spam for products they don’t even care for.


Regardless of what method you use, don’t let that be you. When you’re calling or sending an email to a prospect, you should indicate to them how you got their number or address. That not only makes them less suspicious of you, it can help the recall the reasons why they gave their contact information in the first place. This in turn gives you the hope that these reasons would be that they’re open to buying something from companies like yourself.


For example, suppose you’re in the business of supplying payroll softwares. You decided to try telemarketing for leads and the person receiving your call asks how you got their number. The last thing you want is for your prospect to suspect you of cold calling.


If your data is accurate, it won’t even come off like that. The prospect will recall putting up their number because they were in need of something to improve their payroll. This leads to them either thinking it over or better yet, tell you that they’re interested and would like to meet with you.


Oddly enough, that’s exactly what outsourced telemarketing firms do. Perhaps you should give them a call so you can see how data has even made them more honest than what popular opinion has made them out to be.

B2B Sales Leads: Information First

The basic definition of lead generation has always simply been the attempt to generate interest in a product or service. It’s not that surprising then that advertising can fall under this definition. However, at times it pays to remember that there are many reasons for generating leads just as there many ways to go about it.


Now first things first, let’s look at advertising. The simple goal of advertising is to draw people’s attention to a product in the hopes that it might attract those in need to come closer correct? In this method, the interest generated is already an automatic guarantee provided that the ads are placed or broadcast reach the intended audience.


However, this may not necessarily work for products that target a far too specialized type of prospect. This is usually the case of B2B products like, for instance, Business Intelligence software. Frankly, there’s only one kind of person who would benefit greatly from a computer application that lets them monitor their vast company in its entirety: a CEO.


Obviously these people aren’t the type to just pay attention to a billboard or a news advertisement. You need something more personal and direct. In order for a direct approach to work though, you need to first gather information to be sure they might take interest in what you have.


Usually a simple and polite phone call is the most professional way you can confirm such information which is why suppliers of BI software are often suggested to try software telemarketing.


Using telemarketing for B2B lead generation is a rising trend these days because of the way they harness their communication skills to talk to target prospects. If you know someone who might benefit more from an information-based lead generation strategy, why not tell them about it?

Recalling The Urgency Of Medical Software Appointment Setting

There will always be times when people in the business of supplying medical softwares would like to distinguish themselves from other B2B software industries. Such moments are usually when these people express that what matters is not so much as how their software products sell but how much impact they have in improving health care.


Indeed it is only noble for them to declare these things and even nobler still when their actions reflect it. Hence, they might even be averse to utilizing methods that sound too money or business oriented. Hence, terms like lead generation are treated with caution.


Still, such aversion can prove more harmful to the ideal that they put forth. One does not need to think of money to see the urgency of acquiring leads for medical software technology. You need only see the dangers of using outdated software to establish that same urgency.


The truth is any form of software is always in need of a constant tune-up, no matter how good it starts out. As such, it is always important to go around pursuing and qualifying leads not so much as to sell but to make sure that no medical professional (or even institution) is at risk of putting their patients in danger.


However, one would do well to not let make this urgency a cause for recklessness. For one thing, doctors won’t listen to you if you keep contacting them at a bad time. Fortunately for you though, there are lead generation companies out there who also specialize in targeting medical professionals and institutions. Just simply outsource to them, not for the sake of needing money, but for the more urgent need to make sure the quality of health care is up to date.

Nurture Your Leads For Your CRM Softwares

Running a firm that supplies CRM software should naturally imply that you know a thing or two about CRM yourself. It should then be natural for you to realize that what you know about handling customers can also apply to how you handle your own prospects.


For instance, in your software appointment setting, what would be the best way to get the most interested clients to set up a successful meeting with you? As with dealing with regular customers, you would want to establish a good relationship with them around what you have to offer.


This means you have to really personalize your encounters with them. Even if you were to buy a leads list, that list would be a waste of money if you didn’t qualify them or better yet, nurture them carefully until they’re finally sales-ready.


Such efforts though would require hefty investments in terms of both time and money. One of the popular means of personalizing contact with prospects is in fact telemarketing. But like all lead generation methods however, its success depends on experience as well as on the information it acts upon.


However, that would not be a problem if you use outsourced telemarketing. Instead of risking such investment on your own in-house team, there are plenty of software telemarketing firms out there who have already done that for you. By working together with them, you have all the information and personnel you need to go forth and nurture your list of leads.


In the end though, what really matters is just that: nurturing leads. Be it outsourced or on your own, you need to get out there and start nurturing your leads to get the most out of your list.

Contact B2B Leads At The Right Time!

It’s amazing how much can be lost due to a single mistake. Coincidentally, you can see this happening if you’re trying to generate leads for Business Intelligence software. All it takes is a single, persistent flaw in your lead management and you start running out of promising prospects one by one.


Here’s a more detailed example. Suppose you’ve already established ground and have decided to take your software international. For your first target country, you set your sights on Singapore.


Now you could be confident in your sales-making ability. You can buy yourself a very nice list of leads to follow. You may even have a general idea of what CRM is like in the Lion City. However, if you’re too focused on these, you might forget a tiny detail that could send your entire campaign crashing down.


The aforementioned detail is: Timing.


Do remember that if you ever plan on pursuing a list of Singapore leads, you should be take great care in making sure that list is refined as well as keep track of what time you are calling. Your prospects are on a different part of the world and are likely operating under a different time zone. (This is isn’t even considering the issues brought about by language barriers.)


And these aren’t just mere prospects mind you. Most likely you’ll be contacting very high-ranking executives for your software and it takes a lot to impress them.


However, this is why it’s still best to outsource your lead generation to companies that are more well-informed of such details. Just contact them, and they’ll give you all you need to know to call your leads at the right time.

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