Tag Archives: lead generation companies

How To Integrate Telemarketing With Other B2B Lead Generation Methods – #2 Website

Software Lead Generation

In the world of telemarketing, there will always be the occasional clash with online marketing advocates. No doubt the developments in IT and communications have really broadened the capacity of businesses to engage their market. However, trying to pit the old against the new is to set yourself up for false dilemmas and narrow your perspective. Aside from the usual debates of email marketing versus telemarketing, you also have those who say website marketing is a better, newer, and less disruptive approach.

 

Below is list of common reasons (with one particularly exclusive to B2B software):

 

  • It’s inbound-oriented – The reason why it’s not disruptive is that you’re using the internet to broadcast your company’s image, gain massive exposure, and attract potential clients to your business instead of your people going into their inboxes or telephones.
  • Being searched already marks interest – A site that is well-optimized with the right use of keywords will show up when people search. And when people search, it means that they’re really in the market for your product. That alone already indicates a good chance that they’ll take interest in your ERP software.
  • Websites work well with online-based services – This applies really well to those who have decided to offer B2B software systems in the cloud. The very nature of your service automatically demands that your site has a strong online presence.
  • It’s offers a clearer way to educate your audience – Online content is supposed to be informative. And thus, a business site obviously must inform your client on the basics of what you’re offering.

 

There’s no doubt that those are some impressive advantages over telemarketing. The latter has long been decried as disruptive, persistent, and conversations can be too short to be as informative. On the other hand, website marketing is not without weaknesses either (with these same weaknesses stemming directly from their strengths). Like all inbound-type approaches, there’s always a danger of inactivity when there’s not a lot of people giving your site attention. The task of SEO is also not without its own challenges because your site is just one of the hundreds of others out there competing for search engine rankings. Some people would also prefer just talking to you directly than interacting with a website (even if you are an online service). Furthermore, interacting with a website itself can waste your prospect’s precious time. A decision maker has more important things that they’d rather do than read pages upon pages of content.

 

Just like email though, telemarketing can be used together with websites to overcome those obstacles. Phone calls may be too short but it can help in calling the attention of your prospects to your website when SEO is not working too well. Opening yourself to phone inquires allows you to be flexible towards the many possible preferences your incoming prospects might have. Finally, websites need not bombard the prospect with too much information but giving them the option to call allows that call to give them that information at their own pace. In the end, it might even set you up for successful appointment setting. Again, software lead generation need not be limited to just one approach. Improve both methods by integrating them together!

How To Integrate Telemarketing With Other B2B Lead Generation Methods – #1: E-mail

B2B Lead Generation

With so many new means of communication, you can’t possible think that only one is needed to successfully connect (and stay connected) with clients. Today, more B2B marketing professionals are starting to see that relying on a single medium for contacting prospects is inconvenient and counterproductive to the whole process. The best solution is no longer based on rejection but integration. What methods can you use besides the one you just tried?

 

But before that, you’re probably wondering: why is it so counterproductive? Many people are often in favor of one method over another. In fact, lead generation companies have a natural tendency to defend the method with which they use to serve their own clients. Who is to be believed?

 

The problem is just that. They’re not comfortable discussing the shortcomings of their methods. You can be a direct mail, email, or even telemarketing company and still this would be something you all would have in common. There are flaws to each, singular approach but instead of thinking outside the box, they resort to defensiveness and business apologetics.

 

Speaking of which, consider telemarketing as the main example because it’s one of the oldest yet still common means of contacting business owners and decision makers. However, it’s not without its limitations. Gatekeepers pose as one of the major obstacles to telemarketers. It takes a lot of skill and preparation to know the right words that will convince them to let you through. If not gatekeepers, voice mail also poses as a problem because that too is being monitored (be it by the decision makers or one of their secretaries).

 

Now there’s another method which has been gaining increasing support ever since the internet has begun impacting the way businesses engage with their market: email.

 

Granted, there have been signs indicating the email isn’t all that new anymore either. Regardless, it’s the type of message that’s more likely to bypass the gatekeeper. It’s fast too and you don’t have to wait too long with the handset to your ear before hanging up (or rehearsing a message to leave in voice mail). You’re just leaving the message directly at their online doorstep. If the prospect replies, there can be plenty of room for a very detailed discussion.

 

And yet, just like telemarketing, it has its own flaws. Where telemarketers have gatekeepers, email marketers have spam filters. And even in the event that you managed to bypass it, you have to be careful with how you word everything from the subject line to the content. When you think about it, that’s hardly any different from rehearsing a script to make it not sound like a sales pitch.

 

At this point, this is where you should consider integration. Combine the two methods so that you can bypass both their obstacles. In the following, you will find several ways this can be done:

 

  • You can send an email to announce the call. Even if the message wasn’t read, you can tell the gatekeeper about it. If it was sent successfully, you have a really high chance of being let through.
  • If you’re not really eager to disturb, simply make the call first and tell them you’ll send an email later. Just to be safe, you might want to give this message directly to the decision maker.
  • When a prospect responds, there’s also the wise option of asking them how they’d like to continue. Decision makers are still people too and they have preferences on how they’d like to communicate.

Medical Leads – A Brief Recap On The Importance Of Data

Medical Leads

It’s common sense really. The more knowledge and information you have, there is less uncertainty, and with less uncertainty, you have lesser risks. Unfortunately, there will always be some people who treat risks a bit too much of a good thing.

 

They might have a different opinion though with regards to healthcare. In this field, risks can be hazardous to your health, literally. Hence, data is critical so that knowledge and information is used to minimize those risks. However, what about other types of data regarding the healthcare institutions themselves? Are these of any value to anyone within the healthcare industry?

They do you if you’re a supplier of medical software and technology.

 

See, the services and products that you provide all center around the task of handling information; information that needs to be recorded accurately and quickly. Hence, this is why you should never forget how important information is. The things your systems and tools deliver could save lives or end them. It all depends on how your data can minimize risks and improve the quality of services.

 

Another important role that data plays however is in the process of software lead generation. As you’re well aware, you’re not the type to hawk your product like an infomercial salesman would hawk a new appliance. You need to learn about not just how your software takes in patient data and other forms of clinical information, you also need to know about the institution that’s accommodating them.

 

Here are severals reasons why data is needed and the risks that they minimize:

 

  • Budget – Not all institutions can afford but it helps to at least know so both you and the prospect can find ways to make things affordable.
  • Schedule – Life in a hospital is always busy and never without emergency. Implementing the system needs to be strategically planned so as to not disrupt daily functions.
  • Needs – You can’t just approach every potential client with the same list of features. You have to find out specific needs and offer specific solutions.
  • Contact information – There are actually laws that inflict severe penalties upon those who dial the wrong number when contacting a hospital. Emergency numbers are just one of them.
  • Pesons-in-charge – It always pays to make sure to know who runs the place and is in charge making decisions that involve software implementation.

 

 

As stated before, you can see it’s not just patient information that you need to concern yourself with handling. It’s also information about the people taking care of them and knowing how your software can help speed up certain processes and cut down on the risks. Speaking of risks, the above types of information also minimizes the risk of making bad calls and pursuing dead leads. Such things are a precious waste of time after all. There is also the ever present issue of security. You’ll be handling very sensitive information so you’ll need to know what they’ll do to make sure your system keeps it safe.

 

Finally, what’s fortunate is that you don’t necessarily have to expend so much in gathering data on institutions as your software would have gather on patients. The former can simply be outsourced to lead generation companies with the information they deliver ready for you to act upon and close.

CRM Leads – Defining The R

Cold Calling

CRM, as popularly understood, is short for Customer Relationship Management. However, with the rise of social media, there has been a growing emphasis on the R (Relationship). This is due to a common emphasis of social media marketers on the social relationship between business and customer.

 

Now the Harvard Business Review has published a blog that heavily contests these views.

 

In Three Myths about What Customers Want, Karen Freeman and co. list three misconceptions all centered around this view. In summary, the R in CRM is actually defined by the following things:

 

  • Then nature of the ‘relationship’. – Is it really a ‘relationship’ or is it just a buyer coming over to check something?
  • Shared values – It’s what you have in common and not how much time you spend talking.
  • More interaction isn’t always good – You’re more likely to commit the crime of information overload.

 

So what does this mean for CRM software firms and will this affect the way you engage your own market? Or if you’re outsourcing, does this change the standards you may have for how companies engage prospects for you? Well if there’s anything you want to take from the statistics, it’s the fact that you really need to define what is connecting you with them. How do they view your product? Does your interaction gear towards finding something in common or do you just yak? And speaking of yakking, is it at the very least helpful to the other end?

 

Remember, that your sales leads stand for information and that information should be more about what they divulge to you with what you only giving in turn when they ask for it.

Lead Generation Companies Help You Get Serious

Some people advocate getting your own leads instead of outsourcing. It shows that you’re serious and how much effort into what you’re doing. However, the truth is your success on self-generated leads depends on a number of factors. Which way does your product lean more, B2B or B2C? Are you more comfortable with an inbound or an outbound strategy? Do you find yourself using emails or are actually better off cold calling?

 

Now suppose you run a medical software business and you ask yourself these questions. Now when people expect you to get serious, they’d actually have certain image of your company in mind. They might think you dedicate yourself more to the more technical and medical aspect. They expect a certainly high level of knowledge regarding health care.

 

In fact, you yourself could hold your company to these standards. However, when you’re so focused in developing your products an attempt to get serious, you might neglect things like generating software leads because it’s a task that you actually know little about.

 

The truth is any attempt to use lead generation with only knowledge of the technical stuff will get you nothing but an information overload. This leaves plenty of B2B companies caught in the classical dilemma of generating leads versus doing what you’re actually supposed to do when someone finally takes interest.

 

Fortunately, this is why people outsource instead. And when you have constant flow of medical leads and appointments filling up your schedule, you can just simply focus on those and immediately show people the seriousness that they’re looking for. So don’t waste any more time! Let the lead generation firms pick up the slack and start getting serious on what you really want to do!

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