Thursday, December 18, 2014

http://www.121directmarketing.com/blog/how-telemarketing-transcends-its-own-conventions/


Telemarketing companies tend to face the same condition when faced with cynical prospects. Critics set out conditions that don’t seem possible for those who adhere to typical cold calling conventions. But like the Maleficentremake, today’s telemarketing transcends its own conventions.

Monday, December 15, 2014

Lead Generation Tips – Timing Like TV

Content and online marketing have always been hailed as the new force that’s driving today’s B2B marketing and lead generation. This is often believed to be the result of the internet giving consumers more control on what they get, when they want to get it, and where to find it.

It’s like in the case of online television and real television. Nobody has to worry about missing a show anymore. You just stream online or better yet download it. You can see this happening with companies like Netflix capitalizing more on their own, original content much like in other online media industries already established by webcomics and celebrity YouTubers.

But while customers are all free to receive the content whenever they want, it doesn’t mean you’re also free to produce it out just as freely. The internet has not eliminated the need for a schedule in your overall lead generation strategy.

It’s as simple as this. Even if a prospect were to miss an episode (or in your case, a podcast, a webinar, or even just a very well-written article), the episode itself still needs to be made. You can argue that they can always just release all episodes at once. (It’s certainly another factor that’s driving the cord-cutting movement.) That doesn’t really change much. Content itself needs to be produced. Whether it’s one blog post or an entire batch, you need to plan out on how you’re going to make it. Asides from the most obvious reason that it’s what your marketing delivers to win prospects and keep winning new customers, here are a few more:

  • Prospects have to align schedule regardless – A prospect may have all the time in the world to read your blog or watch your video. But if any of it has them hooked, they’ll be waiting for the next installment. Without a clear schedule of content releases, you’re just going to frustrate them and in turn, frustrate the relationship they’ll have with your products, services, and the rest of your business.

  • Content marketing plans – Timeline is among the first important questions to ask when creating your content plan. It’s not just about the nature of the content. The different types of content needed could take varying amounts of time to produce. Failure to take any of this into account and your whole strategy could collapse instead of falling into place.

  • Re-usability – Content also has a lifetime once it’s in the hands of prospects. Online viewers re-watch their favorite episodes, B2B prospects are likely to re-use the most useful information (whether it’s to convince peers, review ideas, back up their own research etc). A content schedule is necessary because you need fresh content by the time that lifetime expires.

When you think about it, it’s really not as revolutionary as most people thought. Typical broadcast television may be growing obsolete but the need to follow and wait for next installments hasn’t changed. It’s the same with your own marketing strategy, no matter how awesome you content might be.

Telemarketing Tips – Play With Politics, Prepare To Get Burned

Contrary to the title, this doesn’t mean that it’s absolutely forbidden to put politics in your telemarketing strategy. There’s still room for exceptions and not to mention you always have to think about the context.

What this really means is that just like how fire dancers ‘play’ with fire, you have to be prepared to handle the heat. There are advantages to marketing yourself with the label of a political approval. But unless you’re careful, that label could quickly turn into a target sign on the head of your business.

Can you handle the heat? (Image by Mynameisben123)

The benefits though can be motivating enough for some businesses to take the risks. See for yourself if the following makes those risks worth taking:

  • High credibility – When a politician, law, or even just a political group shows support your business, it shows that you are at least qualified. For example, suppose your business sells marketing tools and you’re approved by the FTC. This means your customers can use your tools without fear of violating any customer rights or engaging in anti-competitive practices.

  • Created demand – Some businesses, like EMR software, get a major boost in demand because the law makes the product/service a requirement. Nobody wants their business to either get fined or suffer a reputation for being below the public standard.

  • You attract more like-minded prospects – Finally, some prospects openly align in favor of a political party or ruling. If birds of a feather flock together, they will flock to you if you both cater to them and at the same time share similar sentiments.

But now that you know the advantages, here is what you need to prepare for if you lace your telemarketing messages with the trappings of politics.

  • A hint of bias – In some cases, ‘hint’ can even be an understatement. When you cite the backing of political supporter, you can come off as someone whose strings are being pulled (or vice-versa). Keep this in mind when creating your rebuttals. For example, sometimes you have to come in defense of a particular law and not just your business

  • It feels like profiteering – Even if it really isn’t, the feeling itself can be hard to shake off. If your prospects start fearing for their business permits or their jobs unless they have your product, it’s time to put them at ease. Make it easier to them to go further into your sales process (e.g. reducing price resistance, faster appointment setting etc).

  • You leave out opposition – By playing the political game, it means you have chosen some sort of side. While you end up scoring more points for the side you’ve chosen, you have forfeited any chance you have with those who oppose it. In telemarketing campaigns, there’s a fine line between creating rebuttals and wasting precious time arguing with someone who is clearly saying no because you decided to play the politics card.

It’s hard to say whether politics will ever be good or bad for marketing. One thing’s for sure though, it can be bad if you’re not prepared to handle it like fire. Weigh the pros and cons of playing political for you’ll be playing a long, risky game if you do.

Wednesday, October 22, 2014

Merchant Business Tips – Find a Customer with Pay Per Lead

Merchant Business Tips – Find a Customer with Pay Per Lead


In starting a business, there needs to be an idea. If you want to stand out from the crowd and attract customers from far and wide then you’re going to need to have that one product that no one ever thought of before. Of course, this product also needs to be something that isn’t completely ludicrous (okay, maybe just a tiny bit) and is something that people will buy. After all, demand is what drives production as well as sales.

Before a product can sell, however, it needs one thing: a customer base. A product needs a market to work with, and if it doesn’t have one, then chances are that no one is going to buy it. Think of a vacuum cleaner. There’s a market for vacuum cleaners because people actually need it. Come on, it’s a device that cleans things through sucking. I would want one for myself, in all honesty. At first it sounded weird, but it worked. Your product needs to be like that.

As said above though, your product won’t sell if it doesn’t have a market – if there are no customers to buy it. Your reach can extend far and wide when you’re a B2C company, but we’re talking B2B here. You’re selling to other businesses, and they’re not exactly as easy to pull in and sell to. You need sales leads in order to find would-be clients that you can market your product to. As such, selling your product all starts with obtaining good leads.

So let us assume that you now have a rather good quantity of your products stockpiled and just waiting to be sold to any interested buyers. The first thing you need to do is to secure a solid customer. Now you’re going to need leads. One way for you to acquire business leads is to buy a list, or you can also try out pay per lead. After all, what you are after is to secure your first client.

Rather than buying a list and exhausting it, or not being able to make use of all the listings on it, you can avail of a pay per lead service so that you can obtain only leads that you really need – leads that will lead you to prospects that have exhibited a genuine interest in your product, as well as initial buying signals. I mean, do you really want to spend all your time at the phone dialing away number after number, or blasting emails batch by batch hoping to find a buyer?

No, what you want is to find a solid deal – a surefire buyer, or at least someone that is interested and really going to listen as well as give a look-see as to what your product can do. When it comes to selling to other business, this is the hard part that many merchants have a hard time getting over. Securing a customer is a priority and the first step towards expansion of your business and your growing ideas for it.

If you need leads for your merchant company, then pay per lead is certainly a good way of obtaining what you need. There’s a reason as to why it’s called pay per lead, and that’s because you only pay for the leads you want, and that’s a pretty sweet deal if it means landing a new customer.

Tuesday, October 7, 2014

Business Lead Generation is About Using the Right Method

Business Lead Generation is About Using the Right Method


A business needs clientele like a person needs food. It is the “substance” that sustains its function and allows its continued existence. That is why every business that was established with the purpose of making money is always seeking to increase its current client-base. This goal is not an impossible one as many know, and when business lead generation is done right it can help achieve this.

Lead generation, however, is not something that just magically works the moment you try it out. Depending on what type of company you are, as well as your products and services, the method in which you generate your leads can determine just how successful you will be in finding prospects. I mean, if you’re a B2C company, you already know how people hate being called by telemarketers. But if you’re a B2B company, then you know how effective it is.

The first thing you need to do when it comes to successful business lead generation is to know yourself – to know your company and what you offer. Well, you may already have covered that step. Come on, no one knows your company better than you. The next thing you need to do when it comes to generating leads though, is to know which approach would best suite your nature. You can’t use something that you don’t know of, and you wouldn’t take that risk.

If you want to know more about business lead generation, we’ve put together a small list just to give you an idea of what it’s about and how it works. Here it is:

Telemarketing – You probably already heard a lot about telemarketing. You’ve probably even received a call from a telemarketer within the comforts of your own home. One thing is for certain though, and that if there’s a phone, and if they can get their hands your number, you will most likely be getting a call from them. Sounds annoying, right? However, this is where telemarketing’s strength lies.

Phones are seemingly indispensable. And as long as they exist, telemarketers will be able to do cold calling and appointment setting. You’d be surprised at how effective this age-old, tried-and-true method still is.

Email Marketing – When everyone finally decided to embrace the wonders of modern technology, email marketing got bigger than ever before. Back then, only so many companies sided with the tech industry as it continued to move forward and use the innovations of email to help with marketing and lead generation. Today, everyone uses it. Why? Because it’s fast and easy to use. Marketers can blast thousands of marketing emails per day!

The only problem with email marketing is that you need the right email addresses to make it effective. I mean, there’s no point in sending out emails if they just go to email addresses that were made to be spam traps. Still, it is a highly effective prospecting tool.

Social Media Marketing – On the other end of the spectrum, we have something that doesn’t seem so business-ey. I mean, come on. You’d be using Facebook, Twitter, Google+ (I can hear crickets chirping when I go there) and other such networks. For all businesses, social media has become a part of their lead generation and appointment setting arsenal. However, you need to have some really good knowledge in order to be effective at using this method to get leads.

Social media is big and nice, but sometimes it doesn’t mesh well with certain kinds of businesses. Even if that is the case, it’s still worth looking into. If you can make it work, you’ve just found a market filled with millions of people.

Increasing your clientele nowadays is almost always about having an effective business lead generation campaign going on. That is why the methods you use matter. Pick the right one and you’ll be finding prospects like gold in an untapped gold vein.

If you want to have an effective business lead generation campaign, you need to know which methods work. If you’re new to the game, here’s a little list to give you an idea.

Monday, September 29, 2014

Business Lead Generation is About Using the Right Method

Business Lead Generation is About Using the Right Method

Summary: If you want to have an effective business lead generation campaign, you need to know which methods work. If you’re new to the game, here’s a little list to give you an idea.



A business needs clientele like a person needs food. It is the “substance” that sustains its function and allows its continued existence. That is why every business that was established with the purpose of making money is always seeking to increase its current client-base. This goal is not an impossible one as many know, and when business lead generation is done right it can help achieve this.

Lead generation, however, is not something that just magically works the moment you try it out. Depending on what type of company you are, as well as your products and services, the method in which you generate your leads can determine just how successful you will be in finding prospects. I mean, if you’re a B2C company, you already know how people hate being called by telemarketers. But if you’re a B2B company, then you know how effective it is.

The first thing you need to do when it comes to successful business lead generation is to know yourself – to know your company and what you offer. Well, you may already have covered that step. Come on, no one knows your company better than you. The next thing you need to do when it comes to generating leads though, is to know which approach would best suite your nature. You can’t use something that you don’t know of, and you wouldn’t take that risk.

If you want to know more about business lead generation, we’ve put together a small list just to give you an idea of what it’s about and how it works. Here it is:

Telemarketing – You probably already heard a lot about telemarketing. You’ve probably even received a call from a telemarketer within the comforts of your own home. One thing is for certain though, and that if there’s a phone, and if they can get their hands your number, you will most likely be getting a call from them. Sounds annoying, right? However, this is where telemarketing’s strength lies.

Phones are seemingly indispensable. And as long as they exist, telemarketers will be able to do cold calling and appointment setting. You’d be surprised at how effective this age-old, tried-and-true method still is.

Email Marketing – When everyone finally decided to embrace the wonders of modern technology, email marketing got bigger than ever before. Back then, only so many companies sided with the tech industry as it continued to move forward and use the innovations of email to help with marketing and lead generation. Today, everyone uses it. Why? Because it’s fast and easy to use. Marketers can blast thousands of marketing emails per day!

The only problem with email marketing is that you need the right email addresses to make it effective. I mean, there’s no point in sending out emails if they just go to email addresses that were made to be spam traps. Still, it is a highly effective prospecting tool.

Social Media Marketing – On the other end of the spectrum, we have something that doesn’t seem so business-ey. I mean, come on. You’d be using Facebook, Twitter, Google+ (I can hear crickets chirping when I go there) and other such networks. For all businesses, social media has become a part of their lead generation and appointment setting arsenal. However, you need to have some really good knowledge in order to be effective at using this method to get leads.

Social media is big and nice, but sometimes it doesn’t mesh well with certain kinds of businesses. Even if that is the case, it’s still worth looking into. If you can make it work, you’ve just found a market filled with millions of people.


Increasing your clientele nowadays is almost always about having an effective business lead generation campaign going on. That is why the methods you use matter. Pick the right one and you’ll be finding prospects like gold in an untapped gold vein.

Tuesday, August 19, 2014

How to Face the Challenges of Outsourcing

Just like any powerful tool, outsourcing is always full of challenges. The three most common challenges are: getting the right partner/s, practicing effective governance to make the relationship work, and sensitively managing employee transitions.

These three seem quite obvious, but one challenge usually catches company managers by surprise, and this is what you call accidental transformation. This is when companies outsource without knowing or realizing the style of the outsourced function makes a big difference in its success. When there is an incompatibility of styles, unanticipated changes may come. These can either be positive or negative, so you need to be alert regarding such activities.

There’s also another cause of failure that managers can fall prey to in the new outsourcer relationship and that is ignoring the real work which starts after the contract has been signed. In order to prevent this from happening, outsourcing must be approached as an important project. Its life cycle must be clearly established so it will be properly managed every step of the way.

The changes brought about by outsourcing require both individuals and organizations to continuously develop success skills. For example, executives operating on business-process management principles are most likely to be rewarded for running a lean operation and having fewer staff for their operations like dealing with their taxconsulting leads. Others who may also be favoured are those leveraging third-party relationships that are not consuming resources or typing up capital. These business professionals are using a skeletal operating model with a few fixed but variable costs. Competitive companies are likely to have several business functions that will provide cost savings and value improvement.

The Bottom-line


Everyone will have to live with the realities of the global economy and the endless demands for higher productivity and outsourcing for the years to come. The future generations will have to live with the same realities. There are those who will suffer while others will succeed depending on how the changes in outsourcing will be negotiated. Every aspect of outsourcing must be carefully planned and executed. For instance, venturing into telemarketing, companies must go beyond the general aspects of cold calling and really go the extra mile to provide good quality customer service to their clients.

Monday, August 4, 2014

Weighing the Advantages of Event Sponsorships and Marketing

These days, call center companies are becoming bolder with their marketing strategies. Cold calling, email marketing, and social media are still widely used, but now they are trying to get more up close and personal with their target market, say, their tax consulting leads by getting into event marketing and sponsorships. Still, a lot of companies are hesitant in entering sponsorship programs because of their difficulty in measuring results. They are afraid of shelling out huge amounts of money for a single event for benefits that may only be short-lived. Thus, you may want to use the following indicators obtained from thorough research so you can properly measure the advantages of sponsorship.


Awareness. What is the level of awareness of the event is present within each target group? Does your audience have excellent recall of the brand or product which sponsored the event?

Image. Is there a change in image or increase in consumer perception of credibility that resulted from the sponsorship?

New Customers. Were you able to generate new clients because of your company’s sponsoring of the event? Did you do well in entertaining prospective clients and answering all their queries during this time? Don’t waste this valuable opportunity because this brief contact is the time to make a good impression that can go a long way in the future.

Sales. Evaluate your market share and sales after the event. Did they have a significant increase? Know however that the real sales benefits may take months, event years before they actually take place. It will take some time before you as a sponsor will automatically be associated to an event.

Reach to your specific target. How much constituency was the event capable of delivering? You must carefully select the events in order to reach your specific target market that is hard to reach using conventional media but can be done effectively via music tours and concert events. Again, these events don’t need to be massive in order to attract good constituency.

Traditional and Social Media Coverage. Did your company sponsorship result in free publicity for you? Did your brand or product create a buzz in social media? Are people talking about you after the event? Are you getting rave reviews? What kind of feedback are you receiving from your target audience?

Event marketing and sponsorship can be successful but first you need to learn to integrate them seamlessly into your corporate marketing and communications plans. Your company must take advantage of your website and incorporate your sponsorship into significant public relations campaigns and come up with relevant promotions to get your target groups highly involved. 

Monday, July 28, 2014

Improving Group Productivity in Telemarketing

In order to improve group productivity, all the members need to adopt so that everyone can aid in the work progress. What is needed is a group evolution in which the team will collectively enable its members to propose improvements to current processes with the intent of exploring opportunities and handling threats that are present in the environment. In order to do this, people’s skills must be advanced as well their
efficiency before the necessary changes can be proposed. In order to start the process of your group’s evolution, take a typical normal working day, like the whole cold-calling process for instance, and identify you and your co-workers follow:

Tasks that tend to be repetitive and not directly contributing to the output. Task repetition, using precious time and resources, to reproduce the customer environment when it is only done to satisfy one’s curiosity or abide by a long-standing practice. Other examples may include something as petty as diagram printing of customers only to throw them after you’re done with the call.

Interacting with members that only serve company protocol. In a tiered group there are practices of getting second opinions or suggestions that won’t lead to adding any value to the issue. Their existence may only be there to satisfy a certain protocol, but it does not necessarily mean that it’s part of company policy. For instance, if you belong to a first-level tier, it may be common practice of letting your upper tier know that you’re about to give out explanations or solutions, but it doesn’t mean that company policy dictates that you have to. In short, it does nothing to contribute to the end result.

Abiding with documentation requirements with no value. Documentating all actions and interactions when such information will not add any value to the issue. There are groups who conduct unnecessary documentation and enter info that are irrelevant to the case and at times, even counterproductive. Their notes are filled with so much text that it’s hard to read the issue notes quickly and resolve the case’s technical issues.


These items are not exhaustive, but happen very often in groups. Once these informal processes are identified, you’ll have to find ways to cut them down to avoid wasting resources and learn to carry on without it. Sooner or later your modifications will garner favorable results then you can begin sharing them with your colleagues and management. 

Monday, June 16, 2014

The Influence of Customer Brand Loyalty in Cold Calling

When doing cold calling to generate tax consulting leads, bear in mind that your company’s brand will greatly influence the decision your prospective clients will make. Brand loyalty is your consumer’s degree of attachment to a specific brand. This is influenced by certain factors such as marketing communications, pressure from peers or co-workers, and even the client’s friendship with the salesperson. For instance, someone whose friend needs tax consultation may refer him to another company and not to you not necessarily because they offer better services, but simply because he’s done business with them before and is satisfied with their service, and naturally, satisfaction with a product or service breeds loyalty.
CustomerBrand Loyalty in Cold Calling
Three distinct stages measures brand loyalty namely: brand recognition, preference, and insistence.

Brand recognition. This pertains to a company’s marketing objective at the early stages of a brand’s life. In here you need to be able to effectively communicate your brand name, your strong and one of a kind selling point, and what the product is like. Thus, your marketing communications campaign will play a big role in its success.

Brand preference.  In here your product already belongs to the short list of alternatives your prospective buyer has before making a purchase. This is a good position because you made it to the customer’s choices of a select few, the good brands that were retained in his memory. Moreover, this is a good indication that your marketing and message strategies are successfully coming across and people actually know something about your brand. By this time they have evaluated it and decided that it can answer to their needs and will make the purchase when the time is right.

Brand insistence.  At this stage consumers will conduct an extensive search for a particular brand. He does not find other alternatives acceptable and if it is not available he will not make a purchase until he finds it. This enviable position only proves the type of bond that can develop between brands and consumers. It is now up to you make sure that you will be in this position.

Never underestimate these types of consumers because they are the ones who are brand insistent and if they like your brand and are satisfied with your product or service, you will come in highly recommended to others. Up to this day, the word-of mouth network serves as a highly influential communications tool that greatly influences purchase decisions. Social media has proven this over the years and a lot of SMEs found their playing field leveled out through twitter or Instagram. So what’s your move? Make it good and make it soon. 

Monday, April 7, 2014

Top 5 Dos and Don’ts when Cold Calling


Telemarketing is tough, and with deals to close at such a limited amount of time the pressure can be tremendous. This is the reason why oftentimes the five most important points of discussion are left out, namely: the price, legal and safety issues, technical aspects, good customer service and finally, your product’s competitive advantage. This article aims to tackle all of them. 

Good Customer Service. You made a sale and you’re jumping for joy. So what’s next? If you want repeat customers you need to make sure they’re taken cared of after the sale. Everything from product start-up and installation, letting the customer know the resources he must provide, when, how, and who will conduct the product training, and so on. You have to walk the buyer through all of these steps not only to make a good impression but to make sure they’re satisfied enough to recommend you to other people as well.

Issues on Legality and Safety.  Be fair when dealing with your customers and warn them responsibly about all the legal and safety issues right from the start so that they can make informed decisions before purchasing. If they will have to deal with the possibility of liabilities or safety hazards in the future it’s you’re job to make sure they are well aware of that.

Price Discussion. This is necessary if you’re selling the product directly, but if you’re merely generating say, tax consulting leads for an outside sales rep, then you better let him do the talking when it comes to pricing. Remember, the more expensive your product is, the more room to haggle is needed- an expertise the rep knows best how to use to close the deal.

Technical Aspects of your Product. Regardless of the industry you’re in or the product/service you’re selling, you’re bound to use technical terms. For you to succeed as a telemarketer you need to figure out which terms to use and which ones are best left to the product experts. Never pretend to know the meaning of those you don’t or worse, “invent” your own explanation of certain aspects of the product in the hopes of bluffing your way out of the situation. Ask help from your experts if you have to, or end up feeling stupid and embarrassed in the end.

Why your Product is better than the Rest. There’s nothing wrong with discussing your competitive advantage and explaining why your product is better than the rest, so long as you are telling the truth. If your product is of high quality then make sure the customer understands all the advantages and benefits he’s going to get upon purchase compared with your competitors. It doesn’t take a genius to know that people are easily satisfied with the best.