Are you looking for ways to generate more sales leads for your business?
Many business owners believe that social media can generate enough leads for their company. However, research shows that using different social media platforms alone is not enough in generating qualified leads.
In modern sales and marketing, multi-channel approach, a combination of social media, email,seo, telemarketing and business events or webinars, is considered the most effective way to generate and nurture quality sales leads.
I’m sure you’ve already read articles about multi-channel marketing, if not yet this would be a good reference for you.. In this article, I will discuss on how to increase your sales leads by utilizing business events.
Whether you’re the host or simply an attendee, business events and webinars work well for most business owners when looking for sales leads. Trade shows, conferences and industry events can be considered as one of the best lead generation medium as you’ll get to meet different people including business owners, influential people within your industry and possible prospects. Business events have many benefits for your growing business.
As a host
Webinars, training events, trade shows and conferences can give people a chance to interact with your business and learn more about your products and services. It might start a potential sale that can lead to conversion. It can create a buzz especially when launching a new product or service.
Other benefits include, increase in business referrals which means:.
- You’ll have more warm prospects
- Conversion is faster with referrals because trust is built already established by the referrer
- Assuming you provide good product and services, you’ll surely get more referrals out of these referrals
Related: The Best Event Marketing Game Plan to Present to your Boss
As an attendee
Attendees of business events are targeted which means attending an event creates brand awareness and delivering the right message to the right people. You get to meet people and build relationship with people who works with the same industry.
Other benefits of attending a business event are the following:
- Keeps you updated on what’s new within your industry by gathering information about current and future trends
- Be able to connect with other business owners and influencers within your target market
- Find motivation and inspiration from speakers
- Be able to socialize with people within your industry
Other important benefits of business events in generating and nurturing sales leads include:
- Reaching to different prospects during the event
- Being known within your industry
- Leveraging brand awareness for your business and be able to present your expertise to show the world
- Stimulating a buying atmosphere
- Creating opportunities for you and your partners
- Get and share marketing ideas with other business owners within your industry
- Opening the door to nurture sales leads.
Here are 3 Ways to Follow Up Your Event Attendees for Greater Top of Mind Awareness
Need help in your event marketing campaign? Contact us or dial +65 3159 0902
Anyone in the crazy world of B2B marketing will tell you outright that telemarketing remains a relevant business communication channel. Numerous studies support this claim. In a slide presentation by SCI Sales, up to 90% of B2B companies regard telemarketing as effective in generating sales leads.
Added to that number, MarketingProfs says that telemarketing is among the most effective lead generation tools that B2B marketers trust. Now, when someone tells you such facts, trust that he is not crazy. And you can also trust on teamwork to provide lasting results in your marketing efforts.
Indeed, without a properly organized staff, it would be hard for a business to qualify leads for sales. In fact, without a harmonious telemarketing structure, one’s lead generation and appointment setting efforts are all put to waste.
Teamwork is essential in that it allows your staff to communicate freely and collaborate on how best to approach B2B leads. Moreover, productive relationships within one’s enterprise indicate confidence and a motivation to do better in generating B2B sales leads, the only consequence of which are sales-ready decision-makers.
It is clear that teamwork plays an important role. But businesses should always consider ways to improve the organization to better prepare for marketing trends.
Think of your potential clients. More than cooperation, successful telemarketing also involves potential clients. Certain problems can only be resolved between the client and the service provider. Effective dialogue is needed for this and should be the prime motivator of telemarketers. Always remember: a successful sale depends entirely on how well you handle your audience engagements, even at the first contact.
Upgrade your database. The use of marketing automation is crucial for eliminating nascent errors in one’s lead management database. Upgraded platforms can ease out usual complexities that render lead nurturing a stressful endeavor. Stress after all causes counterproductive practices. By minimizing the intricate task of organizing and accurately scoring individual leads, you will be doing your lead generation and appointment setting staff a huge favor.
Keep in touch. Hold regular meetings that touch on short-term and long-term goals. During such organizational interactions, discuss about certain trends in your lead generation telemarketing campaign. How are you faring? Were you able to achieve present goals? Is there a need to improve your present strategies? Fact is there is always a need for improvement, so make sure to give each member an opportunity to voice out what he personally thinks is good for the whole.
The absence of teamwork can signal the death knell of your campaign, if not your business. In some cases, you might want to outsource your marketing operations to a company that provides dedicated and competent staff.
Marketing has evolved rapidly with the introduction of online channels. One would become an absolute stranger and miss out on better opportunities if social platforms are declined. Still, some are reluctant to make a move online, citing the surviving relevance of outbound B2B methods such as tradeshows and telemarketing. It would appear from this point that the B2B landscape is divided into two distinct camps in the midst of the online revolution.
An Ages-long Antagonism?
The outbound methods are at odds with their online counterparts, and it has been that way ever since. We can see how this alleged antagonism plays out by asking marketers their preferences. In a study by Dando, around 39% of its sample of B2B marketers finds outbound methods to be the most effective in generating quality B2B leads. Those who are more into social media are at 5%. One thing to worry about though is the cost of setting up outbound infrastructure and the grueling task of calculating its ROI.
On the other hand, JumpLead pointed out in its own study that social media channels are cheaper and lead to better customer engagements. Citing Custom Content Council, it notes that “61% of consumers say they feel better about a company that delivers custom content, they are also more likely to buy from that company.” Then again, “more likely” doesn’t necessarily correspond with present marketing realities. You just cannot expect inbound marketing channels to produce the right kind of B2B leads.
Why not Both?
From this point, one is compelled to choose between inbound and outbound marketing for the sake of drafting an efficient B2B lead generation plan. In a bid to fill the sales pipeline with the right kind of people, one is compelled to make a decision. Either this or that.
It would indeed take a lot of time and resources as you consider statistics and expert advice from experienced marketers. But the issue isn’t really about preferring one to the other. On the contrary, it is about combining these processes and leveraging their distinct advantages. Inbound processes can drive lead traffic to your sales pipeline. Outbound processes like telemarketing and email can qualify your B2B leads and warm them up for a date with an appointment setter.
Following this formula in your B2B lead generation will be a big boost to your sales performance. It is just a matter of balancing the two methods. An outsourcing company that specializes in that aspect could be considered.