Qualities Of Successful Lead Generation Teams

You want to be sure that your B2B lead generation campaign is at its best, this is why you get only the best people for the job.

Finding, generating, as well as nurturing, qualified sales leads is not a joke. The amount of effort that one does to actually get in touch with business prospects can be a very complex affair.

And for this reason, you have to assemble the people who are capable of interacting and building rapport with your business prospects.

I know that the hiring part is a bit hard, but you will know that you have a really good appointment setting team if your candidates possess the following traits:
 

First, they think about your customers.

Take note that you are in business not just because you want to make a profit, but to also solve a pain being faced by your customers.

This kind of focus is very important, since your marketers’ ability to convince your prospects to become your customers will depend on just how well they understand the issues and concerns that your prospects faced.  Knowing your prospects inside and out is an important trait of successful marketers.
 

Second, they can be pretty shameless promoters.

Without being a bunch of obnoxious advertisers, but still getting the message across, is a balancing act for many marketers.

It is a big mistake for many people to assume that whatever products or services they have will become popular in the market. How will that happen if you do not first announce its very presence through a comprehensive B2B appointment setting campaign? You have to start somewhere, right? It is all about letting others know about you, your product, and why they should buy from you.
 

Third, they project a positive image to the market.

A good product or service is something that precisely solves the pain of your customers, but does not linger too much in their minds.

In order for you to attract their attention, you need to continuously remind them that you have something that they like. An effective marketer is someone who can cultivate a strong image in the market, one that never fails to get a reaction from your prospects. A good example would be billionaire Richard Branson’s Virgin Group. It is very simple, but does promote a strong and provocative image.
 

Lastly, successful lead generation teams make an effort to know more about their customers.

You know that building rapport, finding solutions, and nurturing the relationship requires information.

And you can only get that information if you ask your customer questions, interact with them, truly communicate with them, etc. You will have to agree that this is necessary to get everything you need. Some poor marketers content themselves with shallow knowledge about the people they are supposed to serve. And look if they have been able to generate B2B leads out of it.

Related: How To Keep Your Top Appointment Setters


If you can find these qualities in your potential appointment setting team, then you can be sure to have some success in you’re the sales leads that you are looking for.

The Ten-Step Guide To Training Your Telemarketing Employee

 

 

When it comes to training of employees, a lot of managers these days are not really that good with that task. This is why professional business trainers are needed (and paid for) are so much in demand.

 

Still, it would be way much better if you could do the training of your telemarketing team. 

 

You know just how important it is to share with your people your vision of the future, as well as the importance of their role of generating B2B leads. How you manage your team is very important, since this will define how successful you are in the end.

 

And here are ten steps for you to follow:

                     

1. Ask and listen

   
   When you talk to your people in training, you should first refrain from telling them what is on your mind. Rather, ask them how they see their work, what they think about their performance.
   
   Related: Improving Teamwork Through Better Workplaces
   
   

2. Give some feedback

   
   Once you have let your employee speak up, now is the time for you to tell them how you think they should have done their appointment setting work.
   
   

3. Seek agreement between the two of you

   
   Normally, your opinion and your employee’s opinion on performance would be different. Your job, at this point, is to smoothen out these wrinkles and get an agreement.
   
   

4. Remove stumbling blocks

   
   Once you have agreed on a specific problem to be solved, you should ask your agent to come up with solutions to his problem, the kind that will make him work better in B2B lead generation.
   
   

5. Give them your solution

   
   At this point, you can tell your employee about their own solution to the problem. It may be different to what he had in mind, but at least you can provide them with an alternative.
   
   

6. Iron out the details

   
   Usually, you would merge both your solutions. When that happens, you should make it a point to iron out the details. In this way, both of you would have a fairly good idea on what you should be doing right.
   
   

7. Test it out

   
   After drafting the initial plan, which is a good time to test the process, see what works and what not works. In this way, you can fine-tune it to fit the way you wanted to achieve your sales leads goals.
   
   

8. Put it into effect

   
   You would probably have enough data and had put on the final touches to perfect it. This is the point where you can implement the changes on a wider scale in work.
   
   

9. Boost morale

   
   It is possible that, even at this point, a few more bumps will still stay. It is your job to encourage your employee and let him know that you believe in his ability to succeed.
   
   Related: The Triple A of Telemarketing, Article 1: Attitude
   
   

10. Follow-up

    
    After a certain amount of time, you should recheck the performance of your employee.  By this time, the changes you have implemented would be noticeable. This is also the time to know whether the improvements you have implemented truly worked, or if it needs more improvements.
    

 

Take note of these tips, and you will not be having training problems anymore in your B2B appointment setting campaigns.

Choosing The Best B2B Lead Generation Company

Just like choosing the right medicine to get rid of a particular health problem, just as choosing the right food supplement is also essential to prevent sickness, it is also very important that a company should choose the right b2b lead generation company.

 It is not enough that a company selling something or offering something choose just any b2b lead generation company. It should do its homework so that it can have the knowledge where, what and how to choose the best of all best b2b lead generation companies in the land.

Before it can, however, choose the best, most reliable and most efficient b2b lead generation company, the company trying to sell something should also define clearly the clients that it needs to talk with:

• Are the products or services appropriate for the clients?
  
  
• Can it help them in any way in generating higher revenues?
  
  
• Are these products and services has the best price that this company will agree?

Once they can clearly identify that their products are helpful to a specific company in a specific industry, then, they can now try to find the right b2b lead generation company to handle the job of looking for, gathering and generating qualified leads, leads wherein their sales team would like to work with.

So, what are the things that companies need to consider so that they can choose the right b2b lead generation company?

First of all, they have to find a company that will not only utilize one kind of channel in order to gather and generate warm and qualified marketing leads and sales leads.

Some companies solely use telephone for their lead generation campaign in behalf of their potential clients. This is what they call as telemarketing services handled by professional appointment setters who can call up and talk with the decision maker and arrange for a webinar or face-to-face appointments so that they can meet with the sales people in person and get to close the sale. These sales persons can work well with qualified leads giving them the information about their clients even before they can meet the client.

Then, there are other b2b lead generation marketing services companies that utilize only email marketing or social media marketing to gather qualified leads for their clients. Some can only do SEO or search engine optimization which is very effective but can only work well with clients that have websites.

So that a company selling or offering something can say it has chosen the best b2b lead generation company, that sales lead generation firm can do multiple channels to get the qualified marketing leads and sales leads and these channels are what have been mentioned here.

After all, those channels can work hand in hand to come up with the best results in b2b lead generation campaign which can lead to huge revenues for the company hiring that b2b lead generation company.

Fighting The Big Windmills With B2B Lead Generation Campaign

Just like Don Quixote, there are some businesses out there that are also fighting their own windmills. In order to get through and thrust that lance through the windmill’s arm, it needs lots of power and determination.

Those windmills in the world of sales and marketing are the competitors themselves.

They are there not just to make money, too, but they are also there to ward off anything or anyone that gets in their way.

If you try to think about this, businesses are also like windmills of other competitors. What they just need in order to get through those windmills is to have their own power and determination. Some businesses use b2b lead generation campaigns to fight off these windmills.

Actually, lead generation is not an entirely new process for businesses to gather qualified leads.

Businesses that have existed more than decades now, have been using lead generation like placing ads on newspapers, distributing out flyers and asking referrals from satisfied customers.

Those who responded to the ads, flyers and those that are being referred by satisfied customers are what they call sales leads. What the company need to do is to go for lead nurturing so that they can learn more about their potential customers, who their decision makers are, their purchasing power and, of course, if they really have the need for those products and/or services being offered.

As years go by, there are many other channels for lead generation that has been created and developed.

One of them is the telephone or the use of telemarketing services.

With telemarketing, businesses can be able to save a lot of time, money and effort in going around town through the traditional drive-and-leg approach to find more customers. What they just need to do is to sit behind the desk with the telephone on one hand and a pen on the other and talking with the potential client’s decision maker and trying to close a sale.

Many companies have been very successful in using the telephone to close a sale. But, today, telemarketing are done by professional appointment setters who are there just to arrange for face-to-face appointments with the decision maker so that the sales team can finally meet with the prospect and the rest is up to them to close the sale and shake hands with the company’s representative.

However, since most companies don’t have the adequate number of manpower and the right facilities to do lead generation campaign, they outsource their lead generation marketing services to a b2b lead generation company that has the ability, the equipment and the manpower to do all channels in sales lead generation from telemarketing services to email marketing, social media marketing to SEO or search engine optimization and even offer targeted call lists to their clients and can also do database cleansing and verification.

With the help of b2b lead generation companies, businesses can now fight their own windmills without much difficulty and can even build rapport and recognition and product awareness not just in their own locality but in other parts of the world as well.

Find More Customers Through Business Lists

Regardless of what your business is all about, you need to have a lot of customers in order for you to make any money at all.

But this is where the problem lies. 

Given that competition can be very intense, you would want to find a way to increase the number of people that you can serve. One way to do that is by relying on old-fashioned business lists. After all, when it comes to knowing who to contact, where to contact, as well as what to say initially can be pretty much solved by having a good and dependable business lists. 

Now, there are several kinds of lists that you might encounter, so you should take some time to learn them all. You can never tell when a business list will come in handy. So here is where to start:

Compiled lists 

These are the kind of lists that pretty much show you the initial layers of the prospect.

You get to learn some details about them, so you should take full advantage of it. Just make sure you are informed enough, so that you will not get any trouble in the event the wrong set of people to you. This is perfect for marketing campaigns that only require the names of prospects that you have to call.

A compiled list is usually sold by business database providers. Some may come cheaply, but that should not necessarily be your first choice of purchase. You may have heard about fraudulent agencies that charge you cheaply, but the quality of the contacts you have there is not as good as you may have wanted. It is best that you choose more reliable agencies, those who have established their reputation.

Response lists 

This is the list of people who have responded to sales calls and have a made a purchase in the past.

This is similar to a compiled list, but the main difference is the amount of information available. A response list tells you who the buyers are, what they purchased, as well as additional customer information that an ordinary compiled list would not have. This is very useful for your telemarketing team, in case that is your form of marketing.

Related: Important Aspects of Appointment Setting Using Telemarketing Services

Response lists are definitely more expensive than simple compiled lists. These lists have been created by someone who has done his work and has made an effort to classify the information that he has obtained. He has made an effort already to advertise to people and have made them respond. This means the people listed there are most likely to be good, paying customers. So it is understandable if you have to shell out more on these kinds of business lists.

Now, I suggest that you think about your business well. You see, depending on the kind of market that you are serving, either a compiled list or a response list would be a smart investment for you. Do your homework well. It helps if you experiment on things a bit, adjusting your campaign accordingly.

Why Do We Need Rapport In Telemarketing?

Telemarketing – a marketing tool that never fails to leave a bad taste in the mouth of business prospects. Well, that is to be expected. After all, when it comes to being the most annoying or most troublesome communication tool, most people would rank telemarketing right at the top. But you also cannot deny that this is the one best medium to use when trying to get in touch with potential B2B leads . 

What makes all the difference here is how you establish rapport. 

Yes, rapport. By creating a positive image, by building a working relationship with your business prospects, it becomes easier for you to turn them into actual customers or long-term clients. You can do that as long as you can build rapport with them. 

This is something that you can do by following these simple tips:

  

1. Show genuine interest – you have heard of the saying ‘fake it till you make it’, right? While this might sound like a good advice, but in terms of appointment setting success, this is really not a good idea. Business prospects can be pretty sharp if you are faking it, and if they sense that from you, then you will not be getting any business from them.
2. Listen well – pick out key phrase or terms that they love to use. Incorporate that in your sales pitch. It is also advisable that you mimic the way your prospects speak, like the speed of their talk, their manner of speaking, or the tone of their voice. This helps put them at ease and make the conversation much easier for both of you.
3. Know how they like their information – each person has a unique way of taking information. Some are visual, other like to hear it straight, while there are those who prefer it demonstrated to them. Understanding the preferences of your prospects can be very useful in your lead generation process.
4. Breathing techniques – you would also would want to practice on your breathing. Remember that your prospects do not see you in person. How you sound, how you breathe, every little breathing noise you make can be taken for a different meaning. That is why you should be conscious you’re the way you breathe on the phone.
5. Look for their real aim – not everything you hear for the first time is the truth. And that is the same thing when it comes to sales leads prospects. They will tell you what is wrong, yes, but you have to ask the specifically to figure out what their real issues are. Otherwise, you would only be giving them band-aid solutions that will not do you or them any good.

See, it is not that hard to create a positive rapport with your audience. As long as you know where to start, and what to do well, then you would be successful in your lead generation campaign. You just need to put things in proper perspectives, not to plan your marketing efforts properly.

Why It Is Also Important For Commercial Cleaning Providers To Outsource Telemarketing Services

“A house is not a home without a beautiful garden. But, a house is not even anything if it is dirty.”

It doesn't really matter how progressive a company is. It doesn't really matter if it has earned bigger and higher sales profits every year.  It doesn't even matter if that company is housed in a very beautiful building and it doesn't even matter if it has all the best facilities and the best software and IT solutions. If it is not clean, then, it is not the best.  Even a dirty hard drive can cause a lot of trouble in the long run unless it is being cleaned using a registry cleaner and a defragmenter.  That is why a lot of commercial cleaning companies see to it that they can get new qualified and warm janitorial service leads and contracts through identifying potential clients within the market area of such companies.  However, it is not that easy for these companies to contact their potential customers and generate qualified leads that they need in order to let their prospects know that they exist and to also know more about their customers and find commercial cleaning solutions. So, in order to concentrate more on what kind of service to offer to customers, they turn to telemarketing firms so they can outsource face-to-face appointment setting services and talk to the decision makers of their company clients.

With the help of a telemarketing company, they can contact and arrange face-to-face appointments that can be successfully done by highly trained telemarketers. These telemarketing appointment setters can handle in contacting and setting appointments with facility managers and building maintenance officers from different commercial establishments as well as government establishments which include hospitals, offices, clinics, schools and even resorts convention centers, gyms or fitness centers and even IT and software companies, to name a few.

What these telemarketing companies will do is to provide first-rate telemarketing and lead generation services for commercial cleaning firms.  Since they do most of the time trying to identify potential clients in behalf of the commercial cleaning companies, they can be able to provide targeted call list that can really help commercial cleaning firms identify the right customers, thus, they prevent themselves from talking to the wrong people and introducing the right kind of cleaning solution.  This will really make them waste time, money and effort.

So that they can avoid talking to the wrong people, they need to make an alliance with a telemarketing company and let their telemarketers do the job in doing cold calling, hurdle through the barriers, accept and acknowledge rejection and eventually get to the decision maker and arrange face-to-face appointments so that they can come up with the best solution for cleaning and maintenance.

It would really be nice to know that a successful company in any industry has not only attained their financial goals but they have also taken the time to clean their surroundings which make dealing with them more convenient, easier and, of course, healthier.  With a clean surrounding and/or environment, their customers would surely be enjoying making deals with them and in order to keep the place clean, outsourcing to telemarketing companies to generate janitorial leads is the best thing that they can ever think of.