Business Sales Leads, Email Sales Lead Lists, Sales Lead Database
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The 10 Most Important Prospecting Tips You Need to Know

If you don’t have a strong prospecting strategy, you are wasting time. We’re sharing the 10 most important prospecting tips you need to know here.

What’s the key to boosting your bottom line? It’s all about prospecting, whether it’s for customers, independent sales, or business partners.

If you don’t already have a strategy in place to gauge prospects, then you’re falling behind your competition. This is incremental to increasing your sales and your revenue, so it’s definitely worth your attention.

In this guide, we will cover how you can develop a strategy that actually works.

Now, let’s get into the top 10 prospecting tips you can start using today.

1. Research, Research, Research

Surely, you knew this was going to be on the list somewhere. And when you’re in the marketing and sales department, there’s no way around it – research.

It makes it to number one on the list because of the priority it holds. If you’re not qualifying prospects beforehand, then you’re likely going to waste valuable time and money reaching out to them.

So in this stage, you want to identify data that tells you everything you need to know about your target customer. For instance, their age range, professions, geo-location and other demographics.

Next, you have to begin eliminating prospects that don’t meet the criteria. Other questions you want to answer include: Are they within your territory and whether you have a product in their industry.

For example, if your target market is mid-sized businesses with 100 to 1,000 employees then anyone that’s outside of this criteria gets wiped off the list.

2. Prioritize Your List Before Prospecting

Now, before you begin initiating your strategy, you have to prioritize your list of prospects. This will further save you time and effort.

There are different levels of prioritization to focus on. So you want to create different buckets to fit your prospects into based on the criteria above.

These buckets will determine their importance based on percentage. The higher the percentage, the higher the priority to reach out to them first.

For instance, size of opportunity may be a high priority and would receive a 70% for anyone falling within that bucket. Then the timing in terms of closing deals, which is less important, receives a 5%.

3. Get Ready for Outreach

Once you have your priorities in order, it’s time to prepare for the outreach. What makes this particularly important is the fact your outreach must be personalized. So hopefully, your research is very detailed.

Customer personas are a must to help identify what pain points to address and which products or services to touch on.

Then you can conduct more research by looking for prospect blogs, social media profiles and “about us” pages.

These can be very telling and will help personalize the approach you take when you reach out to them.

4. Reaching Out to Prospects for the First Time

There are various ways you can reach out to prospects the first go around. For instance, you can call, email or connect on social media.

However you decide to reach out, make sure to:

  • Personalize your message
  • Stay relevant and timely
  • Be human
  • Offer to help, not sell
  • Stay casual

You’ll find that emails and calls come with their pros and cons. For instance, emails are visual and give the prospect time to consider your offer. Yet, it’s not as personal as a phone call. However, phone calls can be overwhelming.

So you’ll have to play your cards right based on the prospect and their preferences.

5. Take Lots and Lots of Notes

Whatever you didn’t learn from your data and research, you will learn it here. Once you speak with prospects, you can ask questions and learn more about their concerns and needs.

This way, you can determine the value you can bring to their lives. Some of the things you want to do include:

  • Uncover their challenges
  • Create a list of defined goals
  • Confirm available budget
  • Determine consequences of inaction
  • Identify potential success results
  • Understand the decision-making process

With this data, you can greatly improve your future calls or emails with the prospect.

6. Create a Script

This sounds very awkward, but it’s not like you think. You’re not sitting there reading the script word-for-word, and how could you?

You never really know where the phone call may take you. However, you can use the script as a roadmap to identify key points to touch on or questions to ask when the conversation takes that turn.

Having a script can be very helpful in making the call useful for both you and the prospect. So definitely consider adding scripts to your prospecting strategy.

7. Aim to Educate, Not Sell

This goes for all of your marketing and sales. The key is to educate your prospects, so they can make the sell for you. If you can convince them they need your product or service, then the rest is a piece of cake.

But the key is to inform, not sell. Let’s take for example a car salesman. If he isn’t listening to what you’re saying and insists on you purchasing a car that will help his bottom line, then you’re going to walk away.

However, a salesman that pays attention and presents a vehicle that meets your needs exactly, then you’re more likely to buy. And the same goes for you.

You have to listen to what your prospects need, then offer them a solution. As they say, sell the sizzle, not the steak. In other words, show them the benefits, not the features.

8. Never Procrastinate

Time is of the essence, so you need to act quickly if you want to seal the deal. Once you identify a high-priority prospect, you have to reach out right away.

This way, you can catch them in their time of need and offer a solution. Then at the end of the day, you make your sale and you become their superhero.

9. Put Social Media to Use

Social media is a great tool for first touch points and subsequent interactions. It’s the perfect setting to warm them up to the sell. At this point, you’re building a relationship and trust.

Then once you do this, you can make the sales call.

10. Get Used to Hearing No

It’s impossible to get every prospect to say yes, so hearing no is inevitable. Get used to it quickly and learn to accept it and move on.

Mulling over your failures will only prevent you from reaching out to the prospect who will say yes.

Learn More About Generating Solid Leads

Business profits revolve around getting hot leads. And what better way to do that than with prospecting? You can use this and other methods to generate more leads and improve your bottom line.

At Megaleads, you can find tips and tricks for doing just that. If you’re looking for information on how to enhance your sales techniques, then this is the blog for you.

Stop by today to see what you can learn to make your sales strategy better.

 

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Should You Buy Leads for Your Business? Pros and Cons

Are you on the fence about buying leads for your business? Here are some pros and cons that you might want to take into consideration.

Do you have enough leads?

If you said no, then you already know it’s going to be tough to complete the requirements of your marketing campaign on time.

It’s in those times that the option to buy leads from credible lead providers can be a real relief. Doing so allows you to quickly get contact information of companies and decision makers to increase your business’ revenue.

But is it always in your best interest to buy leads?

There Are Pros and Cons to Buying Leads

Buying leads, just like purchasing any other product or service in the market, is not for everyone. So to break it down, let’s first look at the benefits.

Why You Should Buy Leads

When you make the decision to buy leads, there are certain advantages. Among them are the following:

High-Quality Leads

Lead providers generate and maintain a large database of many different kinds of business prospects. They are able to filter the data based on many factors including location, designation, number of employees in a particular company, or even the software being used in a certain organization.

These are the ingredients for creating a high-quality lead.

With this information, you can identify your target group and buy only those leads which match your criteria and could soon become prospects.

Also, lead providers with a lot of experience can be helpful in suggesting to you what kind of leads you should be seeking.

Affordability

Depending on your industry and the kind of information you’d like to obtain, the overall cost of leads will be different. But it’s the return on investment you want to consider.

How can buying something that you can generate naturally be considered affordable? Think about it this way. You’re spending a lot of time thinking about cold calls. Then you’re spending time actually making them.

And finally, after all the time spent on those cold calls, you’re just not getting much in return. That’s frustrating. And it’s also a lot of resources spent on generating leads in-house.

Now, compare that with simply buying the leads that match your criteria and you’ll see that you’re coming out on top. Why spend your resources on consumers who are not interested in your product or service?

It’s just bad business practice.

High Conversion Ratio

With a set of high quality leads in place, making a sale may not be as easy as shooting fish in a barrel. But it’s much easier than shooting in the dark.

When you buy leads, you’re making warm calls rather than cold calls. And here’s where you’ll get that return on investment. You bought the leads, so you know for sure that these people are your potential customers.

To Save Time

Would you rather have your sales team spending hours making cold calls to people they don’t know? And then only to never close on the deal?

Or, would you prefer that your sales team make fewer calls to land the sale so they can focus more on providing great customer service? It’s a no-brainer.

So at this point, you’re probably ready to shoot out and go buy some leads.

It sounds like a great way to boost your marketing efforts is to buy leads. But there some cons to this method too.

The Drawbacks to Buying Leads

With the good comes the not-as-good.

No Perfect Lead

Sure, you’re getting high-quality leads. But that doesn’t mean that you’re guaranteed to close the sale with all of them.

In fact, if you were to buy 10 leads, chances are that only one or two are going to become your clients. Factors beyond your control like budget, buying authority and lack of need — to name a few — can affect your chances of closing a sale.

Being Uninformed

When you buy leads you should know not only where the contact information came from, but what processes were used to qualify those leads.

You want to be sure to always target the market that is most suitable for what you offer.

Out-of-Date Information

A lead that was entered into the database three years ago is probably not going to be of much use to you. You need to know the leads are current.

The older the information, the better chance that the prospect has already found the product or service they wanted.

No Personal Connection

It’s all about who you know.

So keep in mind that even if you have a high-quality lead, it’s still someone who does not know you. And executives tend to prefer partnering with businesses they already know and trust.

Shared Leads

Some providers have lower prices on leads because they’ve already sold those leads to other companies. Competing companies.

If your leads aren’t exclusive to you, the chances of converting them into paying customers are going to be much lower.

Which brings us to this important realization:

When You Buy Leads, Some Are Better Than Others

So how do you know which one is going to be most beneficial for you? Here’s the main thing to remember – you want an exclusive leads provider.

When shopping around for companies, ask if the leads are shared. If they are, move on until you find one that is exclusive. Why?

Because these providers operate a specific service. They build their own websites and their system is a ‘pay-per-call’ set up. That means when a potential customer comes on one of their sites, it looks like any other operator in the field.

Plus, these providers have highly developed SEO skills. Their websites rank strongly in different towns and they get the customers calling them.

From there, they seek out businesses — like yours — who want those leads and are prepared to buy them. If you accept the leads, only your business benefits because with this type of service, your leads ARE NOT SHARED.

And that’s a big deal. Especially if a typical lead costs $60, but you stand to net thousands in profit from this high-quality lead.

It’s a true win-win.

So What’s Ideal When It Comes to Buying Leads?

First, seek out the exclusive leads provider.

Second, be sure that the skills of the service provider are giving you an advantage.

And third, if you decide to not pay, the provider should simply offer the leads to someone else.

It’s that simple. And now that you know the pros and cons, you can make an informed decision on whether to buy leads. If you’re ready to go, contact us today!

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What Roles Do MQLs and SQLs Play in Lead Marketing?

MQL and SQL are two common terms associated with lead marketing. But what roles do they play in your lead funnel? We’re taking a look in our latest post.

It might seem counterintuitive, but generating leads and turning them into sales is getting harder every year. The internet makes it easier to reach potential customers, but it does the same for your competitors.

This reality means that you can’t waste time on leads that will never convert. In lead marketing, understanding MQL and SQL is essential to success.

Let’s take a look at these two steps in the lead process so that you can generate more profit.

MQL and SQL — What Are They?

MQL stands for marketing qualified leads. When a potential buyer visits your website and provides their information, they are signaling their interest in you.

These customers are in the research stage, searching for a solution to a problem. Once your marketing team has their information, they can begin gauging their interest. Invite them to webinars or offer downloads that provide more information.

If the customer follows through with the call to action presented to them, whether it’s a download, webinar, or calling a number, they become an MQL. They have shown more than passing interest. You can now push the customer towards the decision phase.

Offer free trials, quotes, or coupons. If the lead bites, you now have a SQL and should get them to sales as fast as possible.

An SQL is a sales qualified lead. They have passed through various checkpoints and are ready to buy now. These are the leads that are willing and able to make a decision.

How Do I Know When To Send An MQL to Sales?

The key to ensuring a lead is worthy of the resources and time of your sales team is to they meet certain criteria.

First, the lead should have the financial means to buy the service or product you are offering. If they have made it through the MQL stage, it is safe to assume that they have the budget to buy now.

Next, they should be someone that has the authority to make buying decisions. The product you offer should meet a need that they have, and they should be willing to make a decision now.

These criteria are all filtered in the MQL stage. There will be people that go through the process of following CTA’s and showing interest even if they don’t meet these markers. You can’t worry about that.

The key to successful lead marketing is putting the odds in your favor.

Signs That the Odds Are In Your Favor

Look at the behavior of website visitors. A repeat visitor is more likely to buy a product or service than a first timer. Knowing the behavior of the repeat visitor is essential to push them towards a purchase.

There is software that will tell you how to convert visitors into customers. These programs will tell you which pages the visitor goes to, how long they view each page, and where they visit after your site.

You should also have data that shows where your best leads come from. Knowing if your best customers come from LinkedIn, Twitter, Facebook, or other sources will allow you to focus your marketing campaigns.

Gathering information about demographics is important as well. At first, getting a visitors email address, company, position, and a phone number is all you’ll need for lead marketing.

After a few visits and fulfilled call to actions, you should know what problem the customer is looking to solve and how they view your company. This information will tell you what the best approach to selling them your services is.

How to Gauge Lead Marketing Success

Assuming that lead marketing is effective because of a large number of SQL leads is counter-productive. As with most things in business, quality always trumps quantity.

Sending a large number of leads from marketing to sales can be bad for business.

Your sales team uses its time and resources to follow through on each lead. For every lead that is a dead end, you run the risk of another customer looking elsewhere.

Your sales team might also become upset with the lead marketing team for wasting their time. The best way to stop this from happening is to look for two things: The number of leads accepted by the sales team and the conversion rate of MQLs.

A lead marketing team is only as good as the amount of money they bring into a company. If your sales team rejects a large number of MQLs, there needs to be a shift in focus and tracking.

If the leads are being accepted but aren’t converting, there is a problem with both departments not adequately meeting the needs of leads. The key is to interpret the data and act accordingly.

Stagnation Kills A Business

Too often, a company hurts itself by refusing to change. The worst thing any company can say is “this is the way things have always been.” Lead marketing depends on innovation.

Never assume that your way is the best. New methods and technologies are changing industries on a daily basis. If you aren’t willing to adapt your methods to meet new needs, you will suffer for it.

Look into programs that determine the best way to get MQLs and give you the data you need to send them to sales at the right time. Don’t be afraid to try new methods. Fear and marketing leads don’t mix.

Get Solid Business Leads For Free!

You read that sentence right.

You can get business leads from us for free. They are easy to navigate and download, and we even provide a video tutorial to show you how to do it.

All you have to do is sign up for free on our website, and we give you five free searches with access to our massive database of leads. The only way lead marketing could be easier is if we came over and filled the form out for you.

Free leads don’t come along very often, so sign up today and get started. Make sure to contact us with any feedback or questions so we can help you make more money today.

 

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Leads vs Prospects: What’s the Difference?

When gathering data, one of the first questions people encounter is the difference between leads vs prospects. Let’s demystify this once and for all!

You may be a marketer, or you could be a business owner. Either way, you know the importance of having a robust new business pipeline.

The vast majority of businesses go under because of cash flow problems. Leads and prospects are the keys to making sure that you have new business opportunities and different ways to make money.

You know they’re important, but do you know the difference between leads vs prospects? If you don’t, you could have trouble down the line.

Leads vs Prospects: Why the Difference Matters

On the surface, the difference between leads vs prospects may seem trivial. After all, they’re both different ways of saying you could have a new client to bring on board. Despite this similarity, leads and prospects are actually quite different.

The reason why it’s important to know the difference between leads and prospects is because of how it affects your sales pipeline and process. To make things simple, let’s take sales out of the process and just think in terms of relationships.

You come into contact with a variety of people throughout your day and you have different ways of communicating with them. You’d greet your spouse differently than you’d greet a family member and you’d also talk to a personal friend differently than you would talk to a coworker.

Relationships and communication are the main reasons why it’s important to differentiate between leads and prospects. You’re going to interact with them in different ways, and need to tailor your message to each accordingly.

If you want to know the difference when it comes to leads vs prospects, let’s look at each differently.

What is a Lead?

A lead is someone that’s going to be at the very beginning of the sales process. These are people you may have sent a cold outreach email to, subscribed to your webinar, or made some sort of initial connection with.

The thing about leads is that they’re a bit mysterious. You may know little else aside from their name, email address, and whatever other contact information they gave you. There’s no real way to gauge their possible interest in your product or service.

Leads are the lifeblood of any business regardless of industry. They may not have agreed to anything yet, and they may not even end up being interested in what you’re selling. But the bottom line is they present an opportunity, and if you’re saying the right thing at the right time it can grow into something special.

What is a Prospect?

Think of a prospect as a next-level lead. They’ve made a connection, but they’re also someone you know has a strong desire to purchase what you’re offering.

A prospect needs to fit your target market in some way. They could be the right gender, income level, job title, or another target demographic you’re trying to reach.

They should also have the means to buy or use your service. Someone that hits nearly everything you’re targeting that doesn’t have money to spend isn’t someone that you would identify as a bonafide prospect.

Last but not least, they need to have the authority to make purchasing decisions. This is simple when you’re doing retail, but when you’re selling a service this can get tricky. A CMO, CTO, or someone else that has a fancy title but no decision-making power isn’t a good prospect.

Which is Better?

If you’re still deep in the leads vs prospects debate and want to know which one is better, you’re going to be searching for a long time. The truth is “better” is a subjective term. A lead or prospect will be better for you depending on your business goals.

Every business needs leads to survive. If you don’t have potential customers or buyers, you’re in trouble financially. But a flood of leads that don’t turn into prospects isn’t an ideal situation.

If you’re starting out and truly don’t know where your target audience lies, you need leads. You may not know how interested they are, but they represent potential.

If you need to close some deals, a prospect is going to be what you’re looking for. You need to make sales, and you need to ensure who you’re talking to is interested in what you’re offering.

How Do I Get Both?

Once you see past the leads vs prospects debate, you’ll realize that you need both. You might start blogging for leads and have a robust digital campaign, but you aren’t sure what else you need.

Here are some tips to help you get leads and prospects that can help your business.

Get Customer Referrals

Do you have some customers you know love your work? Are there people you can lean on to tell a friend about how much they love what you do?

Your customers aren’t just good for buying things from you, they can also be a free form of marketing. Encourage them to tell friends and business associates about you. Give them a few business cards or pre-printed materials to make their job easier.

Network

When was the last time you went to a networking event? If your answer isn’t “sometime in the last month” you aren’t networking nearly as much as you should be. Networking is essential for any professional to succeed and grow.

Networking isn’t just a way for you to meet people in your industry, it’s also a great way to lay the groundwork for potential partnerships. Some people think that events aren’t worth going to if you can’t meet paying customers, but meeting other businesses can be just as helpful.

Businesses and companies that could benefit from working on a project are leads and prospects too. Imagine meeting a bigger business that could use your expertise on some overflow work they can’t handle. That could lead to more contracts and work in the future, and opens you up to their own network of professionals.

Next Steps

Now that you know the difference between leads and prospects, you’re ready to make some of your own. If you’re ready to improve your marketing efforts to get more of what you want, contact us today so we can help.

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How Creative Content Marketing Took Over the World

The key to mastering creative content marketing is to understand it. Learn what makes the strategy tick and how it became the industry standard.

If you own or operate a business, it is very likely that you’ve been hearing a lot about content marketing over the last few years.

How did creative content marketing become such a talked-about concept among digital marketers?

Because it works. Companies have learned that the best way to get through to customers and convert leads is through innovative content that customers care about.

Gone are the days of pushy cold calling, sleazy advertisements, or spending thousands of dollars on promotional gimmicks that people see right through.

This is why creative content marketing strikes such a chord with companies and their consumer bases:

Creative Content Marketing is One of the Best Ways to Reach Customers Today

Remember those pesky advertisements that would pop up every time you entered any website? Those ads do wonders for a website’s revenue, but are widely despised by consumers.

In fact, it’s very likely that they would choose not to peruse the website or purchase a company’s product because of the fact that they were inundated with irrelevant ads.

This model no longer works, because millions of people employ some form of ad blocker. Not only are they not seeing those ads, but those ads aren’t making the same amount of revenue that they used to.

Web ads just don’t have the same pull and power as they used to, so companies have had to innovate new ways to reach consumers.

A creative content marketing strategy is based around the concept of usefulness. If what you have to say or show your consumer is useful to them, they will indulge you by clicking on your content.

That’s how you build credibility in your market.

There is a Measurable Increase in Lead Conversion as a Result of Good Content

People love to read high-quality content that aligns with their needs or interests. They are naturally lured into learning more about your products and services if your content speaks to them.

That’s the most important part. It’s not enough to have just any content on your website for SEO’s sake. It has to be consistently creative, intelligent, and professional. Eventually, people become loyal customers.

It’s not easy to achieve this over a long period of time. But if you can manage to continuously crank out high-quality content, you are in for a big payday.

Why is this? Because people gradually begin to associate good content with the services you provide. If your content is impressive, then your products must be too.

It’s the root of what all content marketing managers seek to work towards. Favorable brand perception is very valuable, especially in markets where companies are selling similar products.

If your content resonates with a potential customer, they will spend more time on your website. Over time, they might click on other articles or blog posts. Then, they might get curious and wonder what your company is all about.

This is how content directly leads to sales. To turn potential customers into paying customers, they have to know that you exist. Content can get you there.

Why More Companies Value Creativity

Content marketing is a popular way to gain new customers for your business. Because of this, it is more important than ever to stand out among your competition.

As stated before, it’s not enough to publish content that is stuffed with keywords and links just to get to the top of the search results.

You may get more visits to your website, but people who click on your content will immediately recognize its lack of quality, and associate it with your company.

Many business owners think that they can get away with this, only to have it backfire when the work they put in doesn’t yield substantial results.

Search engines reward websites with good content. It’s no longer enough to just adhere to SEO guidelines. The better your content is, the more it gets shared around your consumer base.

Companies value creative content marketing because of its ability to define a brand as fresh, witty, and current. This is especially the case if they are trying to reach a younger demographic.

Strategies That Work

There are a few creative content marketing strategies that have been proven to work and directly translate to profit.

Some companies publish content that is funny and smart. This is one of the better ways to ensure that your content is shareable. But it’s only a good idea it is appropriate for your brand.

If you provide a serious service, publishing humorous content could upset your consumer base.

Another way to produce great content is to consult the services of well-known experts in your field. Have them write a guest post for your website, or quote them in an informative article about your industry or field.

This will do wonders for your credibility, and many people in your consumer base will be impressed.

Yet another surefire creative content marketing strategy is to employ the use of visuals in your content. Find relevant pictures that can be used as attractive thumbnails, or take some of your own.

You should make sure that this extends to the rest of your website as well. You want your website to be appealing enough so that potential customers associate the quality of your website with the quality of your service.

Wrapping it up

Do not be afraid to experiment. Some of the best creative content marketing strategies have been employed by people who were taking a big chance.

The beauty of content marketing is that there are no strict limits to what can be considered content. You can use videos, articles, and even original music to help strengthen your brand’s image.

It all depends on how you want your consumer base to see you. What kind of company do you want to run? Do some soul-searching, and develop a strategy that speaks to your consumers while allowing you to control the narrative.

Know of a creative content marketing strategy that wasn’t mentioned? Feel free to add it in the comments section below!

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5 Powerful B2B Leads Tracking Methods

Generating quality leads is one thing. But it’s all about improving that conversion rate. To track your B2B leads, here are 5 powerful methods you need.

What are your leads really costing you?

You spent thousands of dollars on a massive marketing campaign this quarter.

In addition, you engage in ongoing strategies. Among them, you have long-term SEO, PPC, content creation and social media marketing that cost you another quarter million.

You know that a comprehensive marketing strategy is important. But how do you determine which campaigns and long-term strategies are most effective?

Which ones are generating qualified leads, turning those leads into conversions and turning conversions into loyal customers?

Not tracking your B2B leads can cost you in wasted time, lost revenues, and a poorly allocated budget. But by understanding more about your leads, you can more efficiently turn leads into paying customers.

With technology today, you can go far beyond your conversion rate to gain insight into where quality leads come from, which leads are best, and how to make the most of those leads.

Let’s explore five powerful methods you should be using to track B2B leads.

Source & Cost Attribution

We’ll start by customizing Google Analytics (GA) or a Customer Relationship Management (CRM) software you may be using. Your goal is to track the source of your digital leads.

You need to know where your leads came from. Maybe they came from:

  • Social Media
  • Organic
  • Direct
  • Referral
  • Paid search

As you drill down, you’ll actually be able to see:

  • The sites from which this traffic arrives
  • How long visitors stay when they come from a certain source
  • How likely that source is to generate an immediate conversion

Each of these sources will have a cost attributed to them, according to which marketing effort most impacts that lead.

For example, your organic traffic comes in through SEO and content creation. You spend a certain amount on this area.

You can begin determining whether these leads are generating the right ROI by looking at how much you spend per lead and per conversion from this source.

Leads To Close Percentage

The leads to close percentage are obtained by simple math. No fancy technology needed here, but it’s incredibly insightful.

You’ll divide the number of conversions by the number of leads generated from that source.

For example, if you’re purchasing B2B leads, then you divide the number of conversions generated from those leads by the number of leads you purchased. Furthermore, you can give a cost attribution (as described above) to each lead based on your average conversion.

By doing this simple math, you now know whether those leads were good leads. If so, you should put more of your budget toward acquiring qualified leads.

As a general rule, you’ll pay less per lead for methods like social media and SEO. But the conversion rate will be much lower because these leads are often less qualified.

It’s not that your strategy is deficient. The visitor may simply not be ready to buy. Depending on where the buyer is in the sales cycle, it takes 7 or more touches before a conversion.

But we’re only getting started so secure your safety harness and get ready for a crazy ride.

Sales Cycle Length

Measuring the sales cycle length in the digital world is a little different. When you make your first meaningful contact with this individual you don’t always know who this person is.

But through the use of cookies placed by tracking software like GA, you can determine:

  • The length of time between their first contact and conversion
  • Where the first contact originated (Organic, Social, etc.)
  • How they arrived when they converted

This gives you an important metric with which to measure the success of your various marketing efforts. You can put more behind the strategies that are turning B2B leads into conversions in the shortest time possible.

For example, you notice that you can close the deal with purchased B2B leads within 4 days while social media takes 8 days. When you factor in the cost per conversion, you determine that you need to allocate a greater portion of your budget toward qualified leads.

Are you getting excited about tracking leads yet? Once you open the floodgates tracking data, you’ll be astounded by how lead tracking can completely change your strategies for the better. It can put you leaps and bounds ahead of your top competitors.

Tracking Across Devices

Tracking across devices is a technology that is definitely still in development. If one of your B2B leads visits your website from their smartphone, iPad and home computer, these will appear as three different visitors.

You won’t be able to get a complete picture of their journey.

But there is a somewhat manual way to track important B2B leads across devices by giving that lead a UserID in Google Analytics or your CRM.

You will need to enter the basic information for the user. And then assign the lead an ID. You can then track the behavior of this lead across devices.

While you couldn’t possibly do this for every lead, doing this for some of your larger accounts or qualified leads will give you greater insight into how that lead or customer is interacting with your company over time.

You can then better measure your efforts to build and maintain a relationship with that customer.

Behavioral Tracking

We’ve touched on behavioral tracking throughout. But it deserves its own section for a very important reason.

Understanding where your lead is in the buyer’s journey and how what you do influences this journey can be named among your most valuable data.

Services like Google Tags and other CRM software allow you to track specific behaviors like:

  • Watching videos
  • Partially watching videos
  • Downloading documents
  • Leaving your site, then returning
  • Time spent on page when they converted

You can then evaluate where a person is in the buyer’s journey based upon that behavior.

For instance, let’s say that you offer a downloadable white paper. You may want to track not only the number of downloads but how quickly leads convert after download.

This can tell you A) if your white paper is effective B) how close the lead is to buying at the time they download your white paper.

You determine that downloading the white paper means a lead is in the decision-making phase and ready to be converted.

You have already determined through behavioral tracking of your B2B leads that if you send Email A at this point in the buyer’s journey, you can seal the deal.

You send that email and convert that lead.

Wow! That’s just how powerful tracking leads can be.

Understanding B2B Leads

You already know that not all leads are equal. A qualified B2B lead is a decision maker who has already decided that they need your service. And they know what they’re looking for.

They must simply be convinced that now is the time to buy and that they should get that service from your company.

Tracking your B2B leads helps you understand how to get that lead to take this final step.

What would you add to our list of 5 powerful tracking methods? Add a comment below.

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Perfecting the Call, The Writing On The Call Center Wall

call center services

The Benefits of Investing In Call Center Services

If you’re serious about taking you digital marketing efforts to the next level, you need to invest in good call center services. Read on to learn why.

Businesses want to grow. For example, they see the benefits of digital marketing everywhere and pursue the proven ways to boost SEO and generate leads.

No one is questioning the power of digital marketing. But if digital is your sole focus you may be operating at a significant disadvantage.

Without enhancing your strategy with call center services you’re a runner who is only racing with one leg. You’re bound to get lapped by the competition.

And many companies who already have call center services are operating their call center inefficiently.

It’s not enough to have a call center. You need to maximize the potential of your technology.

Not sure why perfecting the call and investing in call center services is so essential? Let us help.

Make sure you’re not getting left behind when it comes to strong operations, client retention, and sales. There are many aspects of call centers you need to understand in order to succeed.

We have got you covered. Here’s how:

1. Call Center Services Mean Fast Growth

Companies that perfect their inbound and outbound call center are growing faster than others. When integrated with your digital efforts, your business will find a call center can help retain clients.

And call center services are poised for growth. Experts see the opportunity for gathering data, supporting customers, and proactively solving problems.

Many companies are bringing call center services back in-house. The value of the data and the customer experience is too essential to be outsourced in many situations.

2. Technology Integration Creates Possibilities

If you see call center services as simply being fed a prospect list you’re in for a pleasant surprise. Businesses that invest in call centers and integrate their technology are able to find keywords, predict customer behavior, and solve product issues immediately.

Call centers and digital marketing are a solid chain when linked together. You’ll find content topics for the web and have client information ready for each call center employee to review.

You have personal marketing data for each call at the fingertips of your employees. This isn’t as simple as call lists.

This is targeted market research using Twitter, Social Media, and background data. Just as you can predict web visitor buying habits online, you can use this same information for making and receiving calls.

3. Head Off Compliance Issues

Integrating call centers with your information network won’t just help sales and operations. All that data will allow you to head off compliance issues before they begin.

For one, you can deploy standardized processes that are in full compliance and trackable for any regulatory agency. In addition, your call center services should include product issues and data on calls.

You can remedy issues with goods and services prior to them becoming a regulatory issue.

4. Make Sure You Perfect Your Pitch

Why do we love digital marketing so much? One reason is the trackable response of web behavior.

We can deploy multiple campaigns for the same products or services and use data to decide which to reinvest in. Today’s call center services offer the same benefits.

All of us know that customers are tired of poor call center operations. They are concerned about their information remaining safe and hesitant to interact with overseas workers.

For those reasons and more, you need a solid pitch that has been tested and developed by a professional. You will then train each call center rep on that pitch and help them become successful with it.

Analyzing responses and the changing needs of your business will allow this to become a dynamic part of your organization. Plus, your callers will have the backing of great data to help the calling experience.

5. Know Your KPIs

Different call centers have different goals. In fact, your employees may manage multiple roles and goals in a call center.

Understanding call to appointments and other important stats to perfect the process will help your call center operate efficiently.

The benefits of digital marketing have informed call center operations in helpful ways. We now create analytics, metrics, and KPIs specific to the goals of the operation.

6. Managing Call Center Resources

A call center is like every other aspect of your organization. You need to manage employee training, growth, and retention to be successful.

In addition, you need to plan for spikes in call volume.

Prepping for calls, training in KPIs, and using data integration will allow you to measure and grow your staff to the needs of your organization.

7. Prospect Data Is Key

As mentioned above, contemporary call centers offer you the best of both worlds. You can create great data for prospecting with call lists as well as digital data.

Investing in quality call center solutions means investing in quality leads.

Did you know that Megaleads is fueling call centers with quality prospect data for our clients?

8. Save Money

One benefit to doing any task efficiently in business is that you are bound to save money on the bottom line. But with call centers, this is especially true.

If you aren’t operating your call center efficiently you are wasting money. Highly skilled employees are fielding calls and scheduling appointments.

There are opportunity costs with having your skilled staff performing call center tasks. In addition, you are paying them a very high wage to make and receive calls.

Don’t focus solely on the cost when it comes to planning and operating a call center. You need to see the return on investment as well.

Whatever business you’re in requires focus. Let your skilled employees focus on their core competency by creating the best call center you can.

Putting it All Together

Companies that are leveraging only digital marketing aren’t making the most of everything technology has to offer.

It’s not enough. You need a call center in full effect to feel that growth.

Megaleads can help. Don’t wait to get the most out of your call center.

Contact us now to find out how we can help you make the most from your call center with quality leads!

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Traditional Marketing vs Digital Marketing: 7 Things to Know

traditional marketing vs digital marketing

Weighing Traditional Marketing vs Digital Marketing

In the world of marketing, not all types are the same. We’re weighing traditional marketing vs digital marketing in this post.

The traditional marketing vs digital marketing debate never ends.

Many marketers fall into whichever camp they have the most experience and skill. Business leaders often lean toward the kind of marketing they’re most comfortable with. Sales teams want what will make it easier to find leads and convert them into paying customers.

Who’s right?

The Truth About Traditional Marketing Vs Digital Marketing

The truth is that no one is right. Every business needs a marketing strategy that uses both traditional and digital marketing tactics.

In this article, we explore the traditional marketing vs digital marketing discussion by looking at key aspects of marketing. We highlight the benefits and drawbacks of each kind of marketing when it comes to cost, measurement, and more.

What Is Traditional Marketing?

Traditional marketing doesn’t directly rely on a computer to send, receive or share content.

Examples: flyers, TV and radio ads, magazine and newspaper ads, billboards, samples, posters, trade show booths, swag, storefront signs, jingles, and brochures.

What Is Digital Marketing?

Digital marketing includes websites, social media posts, blogs, Google AdWords, email, texts, mobile apps, and more.

Aspects of Marketing

Cost

With traditional marketing, it’s easy to see the cost — and it’s usually significant. Invoices from the print shop, promo item company, or publisher make the dollars clear.

Digital marketing has none of those hard costs. So, it must be less expensive. Generally speaking, yes. But don’t forget that there are hosting and other digital service fees. You also need ongoing technical security and performance support.

ROI Measurement

ROI (return on investment) might be more important the initial cost of a marketing tactic.

Measuring ROI in traditional marketing requires significant effort and passage of time. To know if a newspaper ad, billboard or T-shirt boost sales (online or in-store), you need to wait. There’s no direct link between a marketing tactic and a person’s ability to buy. So, it can be a while before a person buys your product. If you want to know what prompted the purchase, you have to ask them. If they mention the ad/billboard/T-shirt, then that sale can be connected to the marketing tactic.

With digital marketing, ROI can be seen in within minutes or hours. Plus, the customer doesn’t need to answer surveys. With tools such as Google Analytics, you can see a customer’s digital path from marketing to on-line sale.

Ability to Make Adjustments

Traditional marketing is unforgiving. If a magazine ad garners negative public opinion, you can’t make it disappear. If you change the products or pricing listed in a brochure, you have to reprint and redistribute.

You can tweak digital marketing in minutes, often in real-time. Product and pricing changes on a website can be done at any time. You can pull an ill-advised Facebook ad minutes after the decision to take it down.

Longevity

The flip side of being able to make quick changes is longevity. If a person with a branded T-shirt wears it all the time, your company can get months or years of promotion. A promotional email is gone the minute the user deletes it. And that can be seconds after receiving it.

Sensory Versatility

An aspect of the traditional marketing vs digital marketing debate with a clear winner is sensory versatility.

Digital marketing can only use sight and sound to connect with customers. Traditional marketing can reach people through all five senses. If you sell food, giving people a chance to taste your product boosts sales. If you sell clothing, letting people touch and try on items, leads to higher sales. If you sell perfume, allowing people to smell it will help them put money on the table.

Of course, many traditional marketing tactics have the same problem. You can’t touch, smell or taste the pizza advertised on TV. Traditional and digital marketers do wonders to simulate the experience of eating pizza using only sights and sounds. But it generally doesn’t close a sale as quickly as the aroma of hot pizza and a sample slice.

Reaching The Right Audience

Traditional marketing relies on best guesses. Research into your customers’ locations can tell you the best area for a billboard. But after that, you have no idea who is looking at the billboard.

Digital marketing makes it easy to identify and target the right customers for your products or services. Data allows you to segment your audience. For example, you can identify people who show an online interest in cars. Sending emails only to those people to promote your car products, increases the lead to conversion ratio.

Personalization

Personalizing digital marketing is easy. Adding a person’s name and referencing their past purchases is simple programming. Web sites “remember” what people search for and can offer them special deals that their friends don’t see.

Traditional marketing can be personalized too. When talking with a potential customer at a trade show or sample giveaway booth, you can talk about shared interests or say you like their shoes. In-person personalization can be quite effective because it’s spontaneous and fluid.

Discoverability

Discoverability — the ability for a potential customer to find your business — is another aspect of the traditional marketing vs digital marketing debate with a clear winner. In this case, it’s digital marketing.

When someone wants to find a plumber, new pair of shoes, remedy for itchy skin, or how to make cheesecake, they turn to the internet. SEO and other digital marketing tools help put a business’ website at the top of the search results.

Traditional marketing relies on people remembering an ad, brochure or T-shirt. They then have to connect the message to their current need.

In Summary

Don’t spend energy on the traditional marketing vs digital marketing debate. Instead, focus on the aspects of marketing. Create a marketing strategy that builds on your company’s successes. Add in the best of traditional and digital marketing tactics to close any gaps.

That will give you a marketing strategy that uses both traditional and digital marketing tactics. A blended strategy can help give you the sales, revenue, and profit results you want.

What’s the mix in your marketing strategy?

Let us know how you blend traditional and digital marketing by leaving a comment in the box below.

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Why Marketing Consultants Wear Bullseyes

business leads

Important Marketing Skills for Gaining Business Leads

Without proper marketing strategies, businesses can fail. We’re sharing the important marketing skills you need to gain new business leads here!

Are you feeling the heat?

For today’s marketing professionals the business world can be brutal. While marketing tools, technology, and strategies have evolved at a quantum pace, many clients haven’t caught up.

There is incredible frustration at trying to deploy new efforts only to be met with resistance. Or worse still, you can be generating immense revenue for a client only to have your hard work go unrecognized.

You may be doing an amazing job and still feel a bullseye pinned to your back!

The bad news is, many marketers have themselves to blame. We help our clients and businesses immensely but fail to give them the tools to measure us.

We give them great business leads and make it look so easy they wonder if they need us at all!

That can end now. We can help you ditch that bullseye.

But first, let’s make sure we understand why marketing consultants are the target of so much scrutiny.

Here we go:

Businesses Use Marketing the Wrong Way

Unless a business is incredibly savvy, they often use marketing efforts incorrectly. Marketing consultants see this over again.

They bring us in too late to help and blame us for the failure. Or, we give them a winning strategy and they take credit themselves!

Most businesses haven’t integrated marketing into their operations as seamlessly as a company like Red Bull. Red Bull’s branding, investment, and marketing strategy are as much of their operations approach as manufacturing is.

But cutting edge marketers can change that approach. We can educate our clients and show them the difference between marketing efforts.

If you show them what works, you’ll become an invaluable asset.

Many marketers begin by displaying the difference in quality business leads versus lead quantity.

They Mistake Business Leads for Quality Leads

With all the work to grow inbound traffic and promote Search Engine Optimization (SEO) efforts, many businesses ignore the quality of the actual business leads they are investing in.

Marketers wear a bullseye because they don’t help their clients and organization discern the difference between quality leads and general leads. Tracking investment to conversion is a necessity.

For example, a digital marketing effort into content creation could yield as much as a 3000% boost in inbound traffic. But unless you know if this lead generation effort is linked to conversion it can be deceptive.

Decision makers may think “we paid for all those leads, and nothing came of them.”

Instead, tracking each effort to conversion allows marketers to adapt to business needs and demonstrate immediate value.

Value needs to be demonstrated in real time.

Focusing on an integrated ROI strategy allows businesses to understand every investment. They will no longer treat all types of lead generation efforts the same.

Businesses Ignore ROI

Businesses talk about return on investment (ROI) incessantly these days. But at the same time, they are incredibly confused on how to accurately measure and track ROI.

One of the benefits integrating digital marketing with an overall marketing strategy is having direct access to your customers. Businesses no longer require the medium of television, print, and radio to get their message spread effectively.

More important though is being able to track marketing effectively. Unfortunately, many businesses fail to tie ROI analytics into their marketing strategy.

An example surrounding business leads: Investing in leads without analytics means a binary response.

“That didn’t work.” Or, “That worked great.”

Make An Informed Decision

It’s impossible to make an informed decision on how to invest, or where to invest next time, with a binary approach. Many marketers wear a bullseye simply because they are not being accurately measured.

ROI analytics means tracking the effectiveness of the lead on the granular level. What is the background, source, business sector, age, revenue size, valuation or stock price of the lead can be valuable information.

Tying this to time to sale, conversion, deal size, and closing costs, are simple examples of how to change marketing mindset into measurable results.

Of course, each business is different. But it isn’t enough to measure results using obscure methods any longer.

When businesses develop their own KPIs for marketing ROI they will know exactly what type of business leads pay off and why. They know where to double investment efforts and where to change tactics.

Of course, marketing isn’t always a fast, immediate return. And that can be factored into measures.

But many businesses are stuck in the old mindset and don’t know how to measure what clearly works.

The New Marketing Approach

Digital marketing means moving from the abstract costs of marketing and tieing them directly to revenue generation.

Return on marketing investment can be measured, reported and tracked today. Next generation marketers don’t let their clients and business guess as to the effectiveness of any strategy.

They use proven methods with clear trackable results. And if they don’t, they develop new strategies in real time.

Or they get picked off.

Marketers need to track their contribution to each client and organization. Then you’re on your way to getting rid of that pesky target on your back.

Ditch The Bullseye

Marketers can also do their part to ditch the bullseye. By integrating tracking analytics and proven, measurable, strategies your role moves from a mysterious cost center to a proven revenue source.

Did you know that Megaleads can help? We are pioneers in the direct response and database marketing business space.

Our engineers have spent more than a decade creating turn-key systems that provide marketers the ability to generate more business using digital tactics.

We integrate digital measures and lead generation strategies with traditional marketing techniques.

Getting the best tools and support means Megaleads can help you ditch the bullseye.

Getting the Best

Don’t wait for someone to hit that target pinned to your back. Marketing professionals need to educate their bosses on clients on how to get the most from every penny spent.

Megaleads will give you the tools, support, and leads required to drive your business into the next phase. You need to make sure your effort is valued and understood in every marketing effort.

We have access to over 28 million leads to help you boost sales.

Contact Megaleads now and we will help guide your organization into the new economy.

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How 80% of Online Marketers Are Full of Malarkey and Only 5% of Business Executives Can Call Them Out on It

Malarkey

How 80% of Online Marketers Are Full of Malarkey

Are you trying to sort through the field of online marketing? You’re not the only one as 80% of marketers are full of malarkey and even their bosses don’t know.

It is hard to find an honest marketer. Most of them are full of malarkey and even experienced business people may have difficultly sorting the good from the bad.

Is your digital marketing strategy suffering because you are listening to the wrong people?

80% of online marketers are full of malarkey

With so much information out there, you don’t want to waste time. This is why you need to stay smart, get your digital marketing strategy in order and choose the right person for the job.

Why are so many online marketers full of malarkey?

They offer second-hand advice

The next big thing could actually be yesterday’s hero. Many digital marketers don’t take the time to research and rely on old digital marketing strategies.

The digital space moves at a rapid pace and what worked last year might now work now. A good marketer will be reading and researching on a continual basis. They will be aware of any trends before they become mainstream.

The advice you are getting could simply be common sense. Put yourself in the customer’s shoes and consider how and why they purchase what you’re selling.

What do they see when they visit your website?

They want you to buy a get rich quick scheme

Many digital marketers might not be experts in their field, but they are experts in trying to manipulate you into buying their overpriced theories.

If it sounds too good to be true, it probably is. Don’t rely on false testimonials, read third party reviews and chat to real people about whether the specific service worked for them.

Digital marketers often sell pages and pages of information, often it is easily accessible for free on the internet.

They want you to pay for it

We don’t expect anyone to work for free, and if something is going to truly help ou get results then it may be worth it.

However, many digital marketers are selling malarkey and expect you to spend your hard-earned dollars on it.

This is often at a high price point, with the option of a monthly plan. Is it worth signing up for a long-term financial commitment?

Consider if hundreds of other people are buying the same information, is it still going to set you apart from the crowd?

They will lie to you

Some marketers will lie to you. Plain and simple. They will sell you practices which could damage your reputation.

You want someone honest. They need to be honest with you, and honest with your potential customers.

Although it may require a little more patience to do things the right way, in the long run your business will benefit.

Remember, this is an investment.

They take your money and run

Some digital marketers are happy to take your money and run. They may even offer you a valuable source of information.

But, without the opportunity to access their support services, you still may experience failure. The best kinds of marketers are those who offer continued support, the ability to ask questions and brainstorm ideas.

These are rare gems indeed.

They target your emotions

It can be hard to separate business and emotions. Some digital marketers want to push their malarkey onto you and if you aren’t thinking clearly you might just fall for it.

The idea of bypassing hard work and making money overnight is tempting. You might even start to daydream about what you would do with all that cash.

Do you remember Scrooge McDuck had that money room? Marketers often have you believe you could be swimming in your very own pile of money by the end of the day.

Remind yourself, it’s just a cartoon.

You can make good money, but it won’t happen overnight.

Want a digital strategy without the malarkey?

Marketing doesn’t have to be as difficult as you may think. The key is to stay up to date with the top marketing trends.

5 things which are currently working in digital marketing

Knowing what areas you should be working on will save you from getting conned by a potentially inexperienced digital marketer.

1. Email Targeted Prospecting

This works. Use it for business to business marketing and make sure you target multiple channels.

This will help to generate genuine leads and get your foot in the door. The important thing to remember is you need to offer something of value.

Give them a reason to open your email in the first place.

2. Content, content, content

Create fresh content across all of your platforms. Have a focus on quality, frequent posts.

Make your content work for your brand and you will be surprised how quickly it will grow.

3. SEO strategies to increase your ranking

Search engine optimization is an art, and one which changes all the time. When looking for digital marketers to help in this area, check their experience.

Do they have proven results? Is it a Google friendly strategy? You don’t want to lose your ranking from using poor, outdated methods.

4. Forget RTB and brand marketing

If you are using a B2B model, RTB (real-time bidding) can be ineffective. If you want results you need to think outside of the box.

Traditional brand marketing doesn’t work for all businesses, particularly digital marketers. It can be hard to stand out from the crowd in a packed marketplace.

Focus on lead generation instead.

5. Prove your expertise

Offer guest posts and show your potential customers that you are an expert in your field. What do you have to offer?

Write posts for other websites and include your links, this will be good for both SEO and brand loyalty.

Can your digital marketer offer you ways to do these?

The best way to avoid the malarkey is to have a general direction of where you want to go.

Look for proven results and an honest approach.

How do you feel about digital marketing?

Have you experienced any of the above? What strategies do you use?

We would love to hear from you in the comments section below.

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