B2B lead generation requires maintenance. More specifically, it requires the maintenance of its database and other important information-gathering tools. Data miners, contact lists, as well as information on qualified leads all serve to maintain the quality of every single lead.
Now as an SCM software supplier, you may already have an idea how difficult it is to keep something like that in check. These days information is more accessible but it’s also more perishable. All the data you’ve managed to gather can suddenly change in as little as two years or even less than one.
Your product, like so many other products for company management, exists for the sole purpose that these changes don’t compromise anything. Unfortunately, it’s also likely that all your resources are spent on just that. Hence, you’ll see why outsourcing leads is a good way to cut the maintenance costs of having your own database to generate software leads.
Also, take note that just buying a list isn’t the same as having your own database. You can buy all the mailing or telemarketing lists in the whole world but if you don’t know what it takes to keep track of any changes in address or number, you don’t have a database. You just have a pile of lists that’s losing its overall value fast in the face of a turbulent age of information.
This doesn’t even need to mention how a database can save you from a lot of trouble. Companies who are telemarketing in Australia, for example, would only succeed if their information is up to date with the country’s notorious DNC register. Don’t risk the danger of calling someone’s home instead of their office just because you can’t afford information yourself. Just outsource for it if you want to cut those costs!
Countries like US, Australia, and Canada shouldn’t be blamed for hitting harder and harder on telemarketers these days. So many scammers have come to use it as a ruse for their illicit activities. While you’ll get plenty of professionals telling you that there is a whole world of difference between an authentic telemarketing service and a poser, it might take a bit of skepticism to actually disprove the skeptics.
These claims aren’t always enough, not even if you were a BI software supplier in desperate need of B2B leads. Telemarketing may be the only way you’ll hear a high-ranking executive on the other end but it always helps to be completely sure that you’re outsourcing a reputable service.
One thing you need to evaluate is their contact database. When telemarketing in Australia, telemarketing businesses of any kind are expected to cross out any number that’s on the country’s DNC register. These include private home numbers, mobile phone numbers, and emergency numbers used to contact local hospitals. When outsourcing, make sure that the company representing you can give you the utmost assurance that their contact database is free of such numbers. It highlights their compliance with the laws of the land and at the same time, you can even benefit from having only business numbers to call.
The value of any lead generation firm lies the quality of the data it gives you. A proper inspection of where and how it obtains such information is only due. Take great care in evaluating the database of your outsourced service.
It’s quite surprising that even in this day and age, telemarketing still sees plenty of use because of the demands of B2B industries like those supplying medical softwares. Unlike the consumer-targeting tactics of advertising, getting B2B leads requires precise information and the gradual nurturing of a business connection.
Still, that doesn’t mean the rise of telemarketing regularization doesn’t pose as an obstacle. And in countries like Australia, telemarketing for medical software comes with a lot of risks. Hospitals can send really heavy charges your way if you end up dialing their emergency numbers and tried to market software through there. Then again, there’s also a good reason to restrict unwarranted calls when emergencies (as well as people’s privacy) take higher priority.
This is why even firms telemarketing in Australia have found ways to use the internet to their advantage. Medical software is still a much valued technology and there plenty of places on the net to discuss it as well as find prospective buyers. Make no mistake, it’s still important to conduct the qualification process via phone. Things like budget, size of establishment, as well budget need to be discussed through a flexible channel and some times email just doesn’t cut it.
That doesn’t mean they can’t look up the right number on the web or use email to set up time for interested prospects to expect a call. Setting things up on the internet beforehand easily makes calls allowed as they eliminate the premise of telemarketers giving unexpected calls.
As the world continues to move forward into the information age, even old methods need not be rendered obsolete by integrating new internet sources for information. Try integrating it yourself some time (or outsource those who do) for your telemarketing troubles.
Software that streamlines accounting is a tricky thing to define when you’re in the business of supplying it. Not only do you have to define whether its B2B or B2C, you also have to make sure your methods are appropriate. In the event that your company has gone global, you might also have to consider the proper timing with regards to any target countries.
Then again, this is the internet age. Surely such things have come to matter less? In fact, you might even say that the internet could be your only means of contacting a prospect in places like Australia. Telemarketing in Australia, be it from in our outside the country, has become strictly regulated. The internet however has not.
Still, is this enough reason to outright reject all offline methods from now on?
Have you ever considered the possibility that not all your prospects have an online presence you can access to? Simply put, do all of them have a Facebook page, a website, or even just an email address that they rarely open? Why stop only at those who do? Rejecting those who don’t still means you’re discarding so many sales opportunities.
If you really want to maximize the amount of leads you can get, then you need to stop rejecting the only methods that could reach them. Telemarketing may be restricted these days but as far as B2B software is concerned, outsourced telemarketing is still an option for you. Businesses aren’t even granted the same anti-telemarketing protection as most regular citizens.
DNC lists are often hailed as the bane of telemarketing. Those who do the hailing though really don’t have the whole picture of the industry. At best, what they say is only relevant to how they target consumers. On the other hand, these lists can potentially benefit those who target businesses and more specifically, the authorized decision makers who properly represent them.
Take the companies telemarketing in Australia for example. Australia’s country that usually mentioned among the first when it comes to be strict with telemarketers. Even those who are allowed can only do so at a certain time. Certain information must also be given on their part if it’s requested. The purpose of the entire campaign must also meet specific conditions.
However, that’s not a problem when such companies are more interested in getting business information or qualifying a prospect than trying to actually sell something. Such processes can only be conducted with people you’d see already taking calls for a number of heavy business-related reasons. One more inquiry won’t make much of a difference to them even if it’s to qualify them for something as sophisticated as software leads for a CRM system.
Calling to set an appointment is yet one more reason why DNC registers aren’t to be feared and are beneficial for pretty much the same reason. Business owners and other professionals are not allowed to register their establishments in DNC lists (and more than half the time, they don’t want to on the chance that they might get contacted by a potential business partner). If you’re a B2B business owner yourself, you should always try to see the bigger picture and don’t be afraid to use methods like telemarketing just because it’s restricted in ways that don’t really affect you in the first place.