Category Archives: Singapore Telemarketing

Why Outsourced Lead Generation Takes You Around the World (and Not The Other Way)

People never consider the impact of cultural barriers when outsourcing their lead generation process offshore. Some might even argue that it’s the job of the outsourced company and not the client.

On the other hand, it’s never good to take things for granted and assume that your offshore company revolves the world around you and not the other way around.

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Using Lead Generation While Playing Recluse

The concept of lead generation seems to run counter to the idea of keeping your business isolated. Then again, hiding in a shell seems counter-intuitive to business in general. The idea behind lead generation is to get you connected with the world. Why would you keep your company a secret? Is it for protection or are you just a little shy? Well, maybe nobody can blame you. Maybe your business cannot afford the loud marketing tactics and excess promotion that lead generation is known for.

You still need to get out every now and then though.

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More Ways To Make Sales Leads Out Of Current Cloud Computing Customers

Sales Leasd, B2B Leads, Cloud Computing LeadsWith the use of cloud computing showing no sign of a slowdown, another new type of service is gaining popularity as more companies (and even government agencies) are shifting to the cloud. And as with every new kind of support service, it can lead to a new market of sales leads for current cloud-based service providers.

 

Known as a Cloud Management Broker, Forbes contributor Kevin L. Jackson paraphrases the definition of the National Institute of Standards:

 

According to the National Institute of Standards, a Cloud-Management Broker(CMB) ‘provides a cloud-user a unified and enhanced management interface to multiple cloud-providers.’ The institute also identifies the essential features of a CMB as a unified interface, federated cloud-subscriber credentials for multiple cloud-providers, and federated access to multiple cloud-provider programming interfaces.”

 

Jackson also cites the Centers for Medicare & Medicaid Services where you’ll find one of the reasons why this could be a new source of sales leads for those already marketing cloud-based enterprise solutions:

 

There is a growing demand for cloud brokers as intermediaries between end users (such as CMS business owners) and CSPs. From Service Level Agreements (SLAs) with multiple vendors, to compliance and security, a broker handles many cloud related issues for a customer. This approach also enables business owners to switch cloud vendors without worrying about many of the operational details.”

 

While many cloud-computing marketers and evangelists say that the cost-efficiency of the cloud lies in transferring the costs of maintenance and technical responsibility, there are still a fair number of complications that buyers are concerned about. There’s also of course the usual hassle of managing across multiple providers for particular functions. The interface provided by a cloud management broker should prove useful and hence, the demand.

 

There are two ways you can locate new cloud computing leads whether you’re a sole provider of this new service or if you’re offering it as support to your own cloud-based solutions:

 

  • Current Subscribers – Survey your current subscribers and check if they are struggling with handling multiple cloud-based providers, you can use telemarketing or email to contact them and use their need to attract their interest. You can also announce these on your websites and social media profiles.
  • Other Cloud Computing Users – You can mention this new service when targeting prospects who you’ve determined to have cloud management problems. Have your marketers identify usual signs like frustrations with security and compliance issues.

 

The increasing use of cloud has been both a blessing but that same time, new hassles arise from managing multiple providers and dealing with the complexities of cloud security and compliance. A CMB can help them tie and untangle the knots between buyers and vendors. Your market however still lies in the buyers so it’s only appropriate that you use proper B2B lead generation techniques to identify their needs and qualify them. Use appointment setting to give sales the opportunity to clearly lay out your management solution and interface. The purpose of this new kind of business is to help improve the easiness of shifting into the cloud and managing it. It wouldn’t make sense if it ends up accomplishing the opposite.

Telemarketing – One Obvious Way To Ease Customer Support

BI Softare Leads, B2B Leads, Software AppointmentsCustomers on the consumer level either shudder or snicker at the idea of telemarketing in customer support. At best, it’s often the subject of comedy when people imagine bleary-eyed call center agents answering the dumbest questions. At worst, people fear the hours that they spend hearing that mind-grinding tone before an actual human being cares to respond to their simple inquiry. (This doesn’t even include the prospect of hearing a strange accent on the other end.)

 

Up on the B2B level however, these same people have no idea about the lengths that many firms are called to in order to make customer support easier for their clients. Telemarketing is in fact one of the means to that end. The rate of response done on channels like email, ticket systems, and even direct mail is a little too slow and troublesome for most decision makers. Ease of use is critical, especially when you’re offering solutions and products that are supposed to streamline complex business processes.

 

Business intelligence software is one good example. Your targets are busy CEOs along with other busy business professionals who seek to take all information regarding their business and compact it into an easily understandable format. The goal of many BI software developers is often calculating that data and presenting it in a visually comprehensible presentation. This in turn, gives those at the helm a clearer understanding of where their businesses are going and what direction they should take.

Throughout this process, there is always emphasis on easy use. The reasons though can go beyond that of the product itself (you can even consider it a reflection of the process). They don’t want just a product that makes data easier to understand. They also want a product that’s easy to fix once they call you if they start having problems with it. Among the reasons why ease-of-use is universally important, you have:

 

  • Less Time-Consuming – The time spent on an activity is relative to its difficulty. And most often, spending more of that time increases the difficulty. Many chief officers have other things to attend to and manage. Customer support that takes too long to respond is no better than a BI software product that takes too long to deliver.
  • Comprehensible – The software’s goal is to present data in a way that is both accurate but at the same time understandable for the decision makers. This gives them the insight they need to steer the business as well as take up less time doing so. The same goes with the telemarketing support behind customer service. The goal should be for both parties to quickly understand and resolve the caller’s problem.
  • Secure – Business information is sensitive and therefore, it needs to be secure. Otherwise, your customer is going to be worrying a lot. Systems that take in reports and construct presentations from such information must have the means to prevent breaches. Customer support also plays an unlikely role in that security by adhering to strict policies regarding the caller’s privacy and identity.

 

Whether you like it or not, your B2B customers will extend the conveniences of your BI software product to that of its customer support. Telemarketing isn’t only suitable for generating sales leads. It’s also the most obvious way to improve the response rate of your customer support department. It gives your important B2B customers another channel of communication that is fast and flexible enough for their standards.

They don’t want just a product that makes data easier to understand. They also want a product that’s easy to fix once they call you if they start having problems with it. Among the reasons why ease-of-use is universally important, you have.

– The software’s goal is to present data in a way that is both accurate but at the same time understandable for the decision makers. This gives them the insight they need to steer the business as well as take up less time doing so. The same goes with the telemarketing support behind customer service. The goal should be for both parties to quickly understand and resolve the caller’s problem.

B2B Mobile – Potential Markets To Target For Software Leads

B2B Lead Generation, Telemarketing Services, Lead Generation Company Forbes just announced that famous coffee-chain Starbucks has just made a hefty investment in mobile payment service company Square. Asides from the prediction that mobile will eventually bring to question the very purpose of paper and coin currency, you can also see it as another sign that mobile is becoming another market that’s growing with potential B2B software leads. Just look at the figures being mentioned:

 

Mobile payments service provider, Square, got a $25 million investment from Starbucks (SBUX) — valuing the start-up at $3.25 billion— that could mark the beginning of the end of cash. Meanwhile, this deal could boost Starbucks’ profits and puts Square’s competitors on notice.”

 

But like every other B2B software market, generating qualified software leads can sometimes be troublesome. In the case of relatively new markets like mobile payment, targets might be hard to define. If the report is any indication on the other hand, a few possible business groups could be:

 

Small Businesses

 

As pointed out by the article, small businesses make good targets for this type of mobile business technology:

 

That’s because it launched by selling to the 66% of 27 million small U.S. businesses that don’t accept credit or debit cards to avoid expensive payment processing fees, an annoying application process and required credit checks.”

 

Small businesses however can be very elusive for different types of marketing approaches. Typical B2B tools like telemarketing and email could backfire but that doesn’t mean you shouldn’t have a call center ready to take in customer support calls. What small businesses lack in size and budget, they can make up for in numbers. Don’t let poor customer service generate bad referrals and a lack of desirability among them.

 

Retailers

 

You can also target mainstream retailers who generally take credit cards. The lower costs isn’t a benefit that’s limited to simply small businesses. If you can find a way to impress and assure larger companies, that gives you another potential market to target. Even better, it gives you more wiggle room for telemarketing attempts if they’re done right. Get the name of the proper decision maker and do some prior research to confirm their interest in mobile payment. If they agree to an appointment, make sure that their information is recorded accurately on your database so your sales representative won’t have trouble preparing.

 

Restaurant Chains

 

If Square aimed for Starbucks, why shouldn’t you try aiming for similar chains? Just like retailers, it’s simply a matter of knowing your targets individually as much as you know them as an entire market. Keep in mind though that it’s also important to know about how these chains approach their own customers. Will offering mobile payments improve their own marketing strategy? Will it improve customer relations? Different companies have varying approaches to their customer so you need to show how a mobile payment service fits into that approach.

 

To summarize, a new market can still require the same old marketing techniques. Know the desires and needs of your targets, familiarize with them individually as much as a whole group, and try to relate your product to their business needs prior to appointment setting.

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