How to boost event ROI

We have had some extremely successful telemarketing campaigns in the events sector. Events works very effectively with telemarketing, as they are one of the most effective ways to generate high quality leads and opportunities. You can see a great return on interest when going with a telemarketing agency as getting the right people to attend an event is pivotal to achieve a return on investment.

Whether it’s a fabulous party, a glamorous dinner or a corporate conference, events are a great way of bringing likeminded people and organisations together. Events provides platforms for sharing knowledge, networking opportunities and allowing the host to present themselves as the number 1 within their industry. Hosting an event is extremely stressful but you can reap such great rewards from it.

So, you’ve sent out the invites, and you’ve received nothing in return. How do you get all of your potential attendees to actually engage with and commit to your event? How do you measure the success of your event once it’s over? That’s where you can utilise the skills of telemarketing as the power of voice contact allows you to reach invitees on a more personal level. Speaking to someone one-on-one is the most direct form of marketing – you are able to gauge their interest.

You are able to fully reap the benefits of telemarketing by being able to target the right people. Many decision makers may be extremely hard to reach by email or other digital channels. As stated above, telemarketing offers a more direct way to engage with your target attendees. In addition to this, direct telemarketing allows us to tailor our approach to the attendee, altering the value and benefits to each individual by speaking to them directly and understanding their interests.

A two way conversation is always good to have – it forms the building blocks of a great relationship. By us calling your prospective customers first, you are able to have personal contact with your prospect, and they are able to have a bit of an insight to your business before attending your event.

Another useful thing for your company to take into account is that by talking to your prospects in a two-way conversation, you can begin to understand more about them before the event. In addition to utilising this to see how many attendees there will be, you will be able to use the information to help the sales team convert new clients.

In essence, telemarketing is the most effective & direct way in order to maximise return on investment  from any event that you hold, as telemarketing is able to get as many attendees as possible and then, if it is the way that your business layout works, you are able to nurture these attendees into prospects & ultimately new clients. This approach is great to use as a one-off when you have a certain event on, or in combination with a comprehensive outbound lead gen strategy. Either way, you are guaranteed to see a significant return on investment and a significant difference in results.

Need us to help with booking up your events? Call us today on 0333 207 0540 to find out more about our lead generation services.

Start-up’s & Lead Generation – A match made in heaven!

Efficiency is key for start ups within their business model.

A tighter budget is crucial to the success of a telemarketing/lead gen campaign for startups. Whether you have sourced your budget from  investments, loan companies or another source – keeping a keen eye on the bank account is definitely something that all startups have to deal with. Tech companies in particular, rely quite heavily on investment to continue research with their ROI coming in later on.

A good Lead Generation agency will integrate themselves fully into your company – essentially placing themselves as an extension of your business. By getting under the surface of your company, the outsourced Lead Generation Agency  can learn everything that they can to best represent your brand.

In order to fully appreciate and benefit from the hard work of a Lead Generation agency, you will need to have a solid, effective follow-up process to any leads generated and a strong sales process in place in order to fully achieve the results that you want to achieve. For any Lead Generation company – they may able to provide you with the highest quality leads – but it is up to you to get them over the line and convert them in to full, paying clients.

We here at The Lead Lab love working with start ups and SME’s. Being a SME ourselves, we thrive on building sustainable and lasting relationships with clients as well as leads. We can help to work with start-up companies to help them to refine (or fully develop) their sales process and help them get them over the line. Our hot-key campaigns work really well with start-ups as we can warm the lead up for the sales director and then move them immediately onto them becoming a full sales lead.

The Lead Lab prides itself on being an agency that has a bit of science thrown in. We specialise in high performance B2B telemarketing campaigns – call us today on 0333 207 0540 to find out more about how our expertise can help your business grow.

Am I too unique for telemarketing?

It is an extremely common concern for companies that are looking into doing telemarketing for their business growth. It is definitely a legitimate concern, but your worries are usually unfounded. The answer is usually that telemarketing can be beneficial for any industry.

We’re not going to lie to you, there is always risk when it comes to planning a telemarketing campaign – but then again, there is a risk with anything in life. There are many things that have to come into consideration when you are planning a telemarketing campaign. For extremely niche industries with this concern, we have specialised the way in which we deal with the process in order to answer any questions. As a result we can exactly determine how to create and tailor the campaign to make it a success.

Targeting the targets

If you have a business, you have a market. Even if it is very niche, every industry has a target market. Firstly, before we start your campaign, one of the first things that we do is look into understanding the types of businesses that you want to be working with. Some factors include the company size, turnover, location (local, national or international).

What’s the data?

When we find out all of this, we generally do some research to get an idea of approximately how many businesses will fall into your target market for a B2B campaign. In this way, we will be able to determine any other information that we need as well as what kind of campaign would work the best with you M.O. For example, for one company based in London, face to face appointment-setting might work the best for them. For another based in Devon, hotkey phone calls might work better for them. It is through this that we are able to see what size campaign will increase your ROI the most and allow you to have the most optimal results.

It may be said that for nicher industries and businesses, the data for extremely narrow target markets can be exceedingly harder to source. However, never say never. It doesn’t meant that it is impossible, it just means that maybe a shorter, more concise lead generation campaign would be the best for you. We always are aiming for the highest quality leads, and by having the sufficient amount of data to run a successful campaign and targeting the businesses you really want to be working with, rather than broadening your target market over what you actually what to be targeting and providing your company with low quality leads, we can actually make sure that the the leads that we generate for you are high quality and suitable for your business.

1 prospect, 2 prospect, 3 prospect, 4…

One concern that certain businesses may have with a narrower target market is the number of prospects that will be available for you to speak to and, whether you might actually be already speaking to certain prospects. Although in a lead generation campaign, we would not be fully selling to your potential prospect over the phone, we do still like to be able to fully deliver an accurate and compelling pitch with all the information that we have at our disposal  in order to ensure that the leads we return to your sales directors or pipeline are fully qualified and of the highest possible quality. Even if the sales pitch is slightly more complicated, we are the experts and we will simply adapt the campaign to account for this – it also doesn’t necessarily mean that the B2B telemarketing campaign was not a success.

To sum up, we can see that it is extremely unlikely that your business is too niche and unique for telemarketing. Telemarketing is the most direct way to help your business grow. Our lead generation and appointment setting campaigns are tailored to help your business – we will always be transparent and upfront about how beneficial a campaign would be. We have multiple lead generation solutions for you to choose from so The Lead Lab are certain to be able to benefit you greatly in some way.

Give us a call today on 0333 207 0540 to discuss your lead generation requirements further.

How a Telemarketer can Benefit Your Business

A marketing strategy is always key to planning and facilitating growth within a business. When creating and managing your marketing strategy, it’s important to consider channels that will get the best results with the highest ROI.

How a telemarketer can benefit your business

Implementing telemarketing as part of your marketing strategy will benefit your business in ways that you might not have considered before. For example, brand awareness is a huge after effect of telemarketing services, which really helps a business to reach a wider audience and introduce their offering to prospects that may not have otherwise found them. Creating an awareness of your business is one of the most important goals within marketing, simply because it allows people to know you’re there, which is the first step to selling. Building brand awareness also creates a long-term sales cycle, as it’s widely known that every decision maker you call is unlikely to be ready for your product at that moment in time. However, it’s paramount that you do contact them because you want to be the first company they think of when their need does arise. This means that consequently, you are highly likely to gain business from telemarketing after the initial campaign has been completed.

 

Directly communicating with your target market allows you to get an immediate response; the prospect will either be interested, or not at present. Either way, the prospect will have an understanding of your business, which is a positive. Providing this direct contact also gives the prospect an opportunity to ask questions and get immediate answers, which decreases the chances of doubt around your service. Telemarketing also creates a more personal experience with engaging human interaction, a rarity in the current marketing environment due to the development of technology and AI. Ultimately, we still believe that people buy from people, and providing a service whereby prospects get to speak to polite and friendly representatives is a lot more effective than using chatbots or automated marketing processes.

 

Another benefit to using lead generation through telemarketing is to reach a wide range of people in any location you want to target, whilst retaining a personal approach. This means that your business can mass market without compromise, as the prospect is presented with a product or service directly that is likely to benefit as they fit your target market.

 

Lastly, the biggest – and most obvious – benefit to telemarketing is the leads generated exclusively for you. All of our clients receive leads that are generated for them and only them. We don’t sell leads to other companies; it drastically reduces your conversion rates and sacrifices quality, which is not the type of service we want to provide.

 

Ultimately, telemarketing is the most direct and personal way to engage with potential prospects, if you’d like to know more about our processes and how a telemarketer can benefit your business, call us on 0333 207 0540.

Why Cost Per Lead Isn’t Always Best

Why cost per lead isn't always best

In the telemarketing industry, it’s becoming more and more common for businesses to offer a Pay Per Lead business model, which seems perfect to the prospect… after all, you’re only paying for the leads you get, right?

 

Technically, yes.

 

However, with this type of ‘deal’, you are almost certainly sacrificing the quality of those leads. After trying this model, we found that volume quickly became the top priority to our telemarketing agents, which is the often the case for most businesses utilising this model. Understandably, businesses want to generate as many leads as possible in order to make the most amount of money that they can. However, this comes with compliance and quality issues.

 

In our eyes, quality should always be favoured over quantity, not only because we want to provide a high standard of service whereby our clients receive leads that are actually hot, but we know that the high-quality leads result in a higher chance of converting into new business, which aligns with our core company goal – to increase sales and revenue for our clients through telemarketing.

 

Choosing a Pay Per Lead business can also mean paying for leads that have also been sold to your competitors, which is how these models optimise efficiency; re-using data and selling them to multiple businesses for maximum profit. As a result, it’s more than likely that these contacts have already been offered the service you’re about to introduce, meaning they’ll have either already selected a competitor, or made the decision that they don’t want or need the product due to a competitor’s pitch. Our telemarketing ensures that all leads generated are exclusive to our clients, and therefore have a much higher chance of converting.

 

With our long-standing day rate model, we don’t profit much from a ‘one-off’ telemarketing campaign, simply due to set up costs and training. The only way we are successful is if our client rebooks and uses us as a part of their ongoing marketing strategy. This means that our clients can be rest assured that we are fully invested in their interests; doing everything we can to enforce the success of their campaign and produce good results accordingly.

 

Having a fixed day rate allows our clients to know exactly how much they’re spending each month, meaning they can forecast their costs in advance without any unexpected increases. This gives our clients more flexibility when planning their marketing strategy for the year and allows them to easily include us as a long-term ongoing outsourced service.

 

 

If you want to find out more about our telemarketing and lead generation services, get in contact on 0333 207 0540.

The Art of Closing Sales

Not everyone can be a good sales person, it takes a lot of drive and motivation to develop the necessary skills in such a competitive industry. When talking with our Managing Director and Group CEO, Toby Blatchford-Tagg, we discussed what it takes to make a successful sales executive.

The Art of Closing Sales

To build a career in telemarketing, it’s imperative to have a strong work ethic; many people say that lead generation is a numbers game, and to a certain extent it is – if you’re willing to be persistent and motivated, you are likely to close a sale.

 

“It’s important to have the ability to understand what people want to hear and how to build trust – you need to speak in their language. In order to achieve this, you need to be clever in the way you construct questions, ask them about their needs and pains and then explain how you can meet their needs and pains – crafting a personalised pitch is the best way to build a relationship.”

 

“Certain characteristics can be taught – it’s widely assumed that most sales people are loud extroverts, however, it’s not unheard of for quiet and reserved individuals to be successful at telemarketing, all they need is the drive and desire to do well.”

 

Lots of variables can affect sales on a daily basis. Data is one of the most important factors in the telemarketing industry, if you source a bad data set, it can affect performance regardless of the telemarketer’s ability.

 

‘Happy people sell – everyone reflects what they hear or see, meaning a positive, bubbly voice on the end of the phone is more than likely going to generate a positive response than someone who is audibly bored or miserable. We create a fun and competitive office atmosphere for our telemarketers, which always does the trick.”

 

Here at The Lead Lab, we work in a peer to peer learning culture where we push people to discuss and develop skills together. The best way to turn a weakness into a strength is by learning from someone who excels in that weak area. By doing this, our telemarketers become well rounded by tackling weak points and teaching strengths.

 

“When I started as a telemarketer, I felt that being quick to dial was imperative, if the prospect wasn’t interested, I’d move on immediately without dwelling. The trick is to reverse sell, i.e. get the prospect to sell to you. That way, you will have them discussing something they are passionate about, which is always the best way to win them over.”

 

“Being a good telemarketer simply comes down to how much you want it. There are lots of different skills you can teach an individual, such as opening lines, rapport building, closing techniques etc. but ultimately, the people who do really well are the people who WANT to do really well.”

 

 

If you want to learn more about our services and how lead generation could help increase sales for your business, get in touch on 0333 207 0540.