Why you should be using LinkedIn to maximise your Lead Generation Campaign

It is very rare to find someone nowadays that doesn’t have any form of social media. Be it Facebook, Twitter, Instagram or LinkedIn – whatever your poison of choice, there is definitely a social media of some sort for you to dig your teeth into. 

Social Media is invaluable to Lead Generation – if you’re not already using LinkedIn for B2B Lead Generation, you should definitely start immediately. The power of LinkedIn is unquantifiable – there are millions of users – directors, managing directors, CEO’S to interns, starters and everyone in between. 

LinkedIn is the largest social media for B2B professionals in the world – with 467 million users worldwide and growing by 2 members every second, LinkedIn shows no signs of stopping. 

LinkedIn is an essential tool in B2B lead generation strategies. Stats show that 80% of B2B leads come from Linkedin. It is no surprise that LinkedIn is the most trusted social media for professionals and therefore, exactly the right place to look for leads and information. 71% of professionals feel that LinkedIn is a credible source for professional content, and a whopping 79% of B2B marketers view LinkedIn as an effective source for generating leads. 

Linkedin Lead Generation is so crucial to an effective campaign. At The Lead Lab, we use LinkedIn for B2B Lead Generation on a daily basis and we find it one of the most effective tools; if you want to know how we can help you with your Lead Generation or Digital Marketing, get in touch today to discuss further. 

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.

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.

LinkedIn Lead Gen as a Winning Formula

When you think of social media marketing, you may think of the glamorous life of Instagram or maybe the ‘putting the world to rights’ warriors of Twitter – I can bet you that the business world of LinkedIn isn’t the top of the list when you think of marketing. It is a market that is untapped in its potential – and we here at The Lead Lab are excited to announce our LinkedIn Lead Generation Campaign package.

Sit back, relax and let your sales pipeline build up by itself. Through our LinkedIn package, you can further increase your sales pipeline by maximising the way that you generate B2B leads digitally. In utilising your own LinkedIn profile, you are able to create a personalised and warm pitch to your prospective client. Through us growing your network, with targeted connection requests to businesses and job titles of people that you want to be working with means that you are able to expand the field of potential clients exponentially. In addition to this, a tailored message to each of these prospects can get you great leverage in front of prospects that are otherwise difficult to reach.

We are able to expand the reach of your account by putting out regular, high-quality content that will both grow your network and drive more inbound traffic to your own website. It’s the perfect way to generate business leads whilst building your own personal brand, and the benefits of this will keep on reaping yourself long after any campaign with us can end.

Get in touch today to find out more about how we can get your LinkedIn campaign started up. Each campaign is fully customised to your needs and targets and we are completely transparent in our reporting system, involving constant adjustments to ensure maximum results. Call us on 0333 207 0540.

Dusting off the New Year Blues

How many of you have stuck to your New Year’s Resolutions? We can imagine that many a’ dry January have been ditched and gym memberships neglected, for what starts as a resolution, almost always ends in tradition (which ironically is to not carry out your new year’s plans). As the first month of the year has come, we can reflect on the start of 2019 and decipher whether it was what we had hoped for.

January has historically been a good month in the telemarketing industry – which increases the pressure for us to kick-start the year on a high. With businesses making decisions on their budgets for the year ahead, it means they can consider lead generation as part of their marketing plan. This is fantastic news for us because it means we get to talk to new prospects who are actively looking to know more about what we do.

Winning new business is always exciting for us – as it is with anyone – because we love building new relationships and learning about new business cultures. It’s always a breath of fresh air when we acquire a client whose industry we haven’t worked in before because it expands our experience base. We’re extremely confident in our telemarketing and lead generation processes, so no matter what industry our client is in, as long as it’s B2B, we’re sure we can accommodate them and help them grow their business.

Another reason 2019 is also an exciting time is because it means we can build our relationships with existing clients. Many of our current clients such as Douwe Egberts (link) and The FD Centre (link) have been working with us for years now, this is the kind of relationship we aim for with our clients because it allows us to become a core part of their team and work on an on-going basis. This is always where we get the best results because our telemarketers can build up a meaningful pipeline and an on-going rapport with prospects, giving our service a top-quality customer service facet.

It’s important to note that during a telemarketing campaign, not every single person that picks up the phone will be ready for your product or even think that they need your product, but introducing your business is the most important part of what we do, because when they do come to the conclusion that they are ready to become a customer and benefit from your offering, your business will be at the forefront of their minds.

January 2019 has been our best month to date, which is fantastic news for everyone here at The Lead Lab including the telemarketers, the management team, sales team and marketing team! As a unit we have managed to make the first month of the year very successful and as we mean to go on. We’re all looking forward to seeing what the rest of the year brings us.

If you’re looking for a new channel to add to your marketing strategy this year, contact us on 0333 207 0540 for a non-committal chat.

A Long Summer of Sales

Aside from the natural increase in everyone’s mood when the sun makes an appearance, we’ve had our best summer yet for sales, which has rocketed our business growth.

A LON SUMMER OF SALES

In past years, we’ve always experienced a lull in the summertime, due to the fact that most senior decision-makers are out of the office at various times in the season, therefore making contact rates difficult to maintain. Due to this difficulty in communication, June – August have always been our worst months, and until now, we have always accepted that.

 

However, this year has been different.

 

We looked back at the previous patterns of highs and lows and decided to do something about it. We ramped up our marketing and created a specific strategy to try and increase our brand awareness and emphasise our existence at a time where the contact rate was the lowest. From doing this, we found that we had built up a pipeline of interested prospects that we could speak to at a time that suited them best.

 

By making changes to our usual marketing plan and trying new channels, our whole sales pattern changed, which has shone a huge light on how significant marketing is for any company’s growth. This is the message we try to convey when speaking to prospects about lead generation; regardless of pre-determined opinions, it’s important to try new avenues and channels as one may be the catalyst to success.

 

When prospects are considering using telemarketing and lead generation, we urge them to think long-term. Our ultimate goal is to become a part of their ongoing marketing strategy, and to do that we need to provide good results. This consequently means that the only way we profit is if the client rebooks, and if they rebook, it usually means they are happy with the results produced from the campaign. This gives our customers solace as they know that in order for us to be successful, we need our clients to be successful.

 

Due to the incredible weather we’ve had, we have been able to do a lot more team activities. We’ve had barbeques in the sun over lunchtime, end of week meetings in beer gardens and sports day socials. As a company, we feel like this has really boosted morale and raised spirits within the office, which has shown in our results. For us, creating an environment that’s enjoyable to work in has always reflected in the success of the business.

 

If you’re looking for a new marketing channel to increase sales and boost business growth, get in touch on 0333 207 0540.

How to Handle Rejection – A Telemarketers Guide

If you are a telemarketer, it’s imperative to have ‘thick skin’. This industry has unfortunately been given a bad reputation in the past due to underhand sales techniques in the business to consumer industry, however, we overcome this through consistently high results and strong, moral brand values.

How to handle rejection - A telemarketers guide

Although it seems obvious, the best way to overcome rejection is through positivity. Remaining confident and in high spirits will allow you to carry on with the task you set out to achieve without becoming downhearted. Productivity will increase as less time will be spent dwelling on aspects that cannot be changed. It’s vital to remain positive when accepting the next call, as a negative, downbeat attitude will become apparent to the contact at the other end of the line and you will lose the sale before you have even begun. One of the most successful tips within telemarketing is to pick up the phone immediately after generating a lead, as that positive energy will pass on to the next prospect.

 

When handling rejection, it’s important to recognise where things go wrong and consequently learn from them to prevent them from occurring again. Telemarketers can then utilise peer to peer learning, which in turn helps the whole team to improve. Sharing experiences of what has worked and what hasn’t worked will help to eliminate problems for people quickly and more efficiently, making the whole operation run more smoothly. Otherwise, the whole team would be making the same mistakes and it would take a lot longer to become experts in the industry. We hold regular team meetings at the Lead Lab, during which we listen to call recordings of both good and bad sales pitches and analyse them together. This helps everyone understand the standard to which we work to as a company, so we can continue to generate successful results.

 

There are many occasions in telemarketing when the contact isn’t ready to buy at the specific time you call. That’s why it’s still important to get as much information across as possible; to inform them of why they do need the product you’re offering. After more consideration and discussions within their own business in the near future, they might come to the decision that they are ready to buy – and in that moment, you want to be in the forefront of their minds. This is achieved by communicating as a memorable brand and providing efficient information.

 

Lastly, negatives must always be changed into positives. Contacts may challenge certain aspects of the product/service you’re offering, but this is the best opportunity to convert them; their outlook may seem negative, but they are giving you the chance to answer their queries and investigate whether they can benefit from the product/service on offer. If, however, they are unlikely to benefit from the offer, we end the conversation politely and proceed to the next call. Ultimately, we do not want to waste anyone’s time – our sole mission is to improve people’s businesses, whether that is our clients or the prospects we are calling.

Telemarketing – Breaking the Stigma

Unfortunately, it’s well known that telemarketing has a bad reputation. We spoke to our Managing Director and Group CEO, Toby Blatchford-Tagg, to see how he deals with the stigma and how he responds to this on a day-to-day basis.

TELEMARKETING- BREAKING THE STIGMA

“I think that telemarketing gets a bad name from the consumer industry, I feel this came from the boom of window sales along with other consumer services since the 1980s. B2B telemarketing is completely different; we contact highly professional businesses with the intention of offering a service that contacts are genuinely likely to be interested in and also likely to benefit their respective business.”

 

Although our service differs to the common misconception of telemarketing, it doesn’t change the fact that some people have immediate apprehension with what we do. This is why we feel it’s important to give people a better understanding of our services and the processes we use, after which they will be well informed about the industry and can base their opinions on tangible facts.

 

“Here at The Lead Lab, we stand firmly against traits such as ‘phone bashing’ and harassment, that’s not what we’re employed to do. We believe each individual person we speak to deserves to be treated with respect and consideration. Although I find myself defending what we do, I can’t defend the behaviour that some companies adopt, which include scams and cons. These companies inherit a ‘rough culture’ in which the only thing that matters is the sale – and not the person on the other end of the phone. We want to offer a service that is actually going to help a business in one way or another. If it doesn’t, we move on in a polite and respectful manner. There needs to be mutual gains for our service to work.”

 

There are a number of huge benefits to lead generation and telemarketing services that aren’t often talked about. For example, telemarketing to generate brand awareness is often utilised by charities to make people aware of certain projects or fundraising throughout the year. Brand awareness is a huge asset to a business as it allows people to know the business exists – which is one of the hardest things to achieve in a saturated industry with plenty of competitors. Another simple benefit is the amount of created opportunities which would not have existed otherwise, this gives businesses a platform to engage with ‘warmed up’ prospects who are already qualified and are interested in what they have to offer, increasing the likelihood of conversions.

 

“If I had to say one thing to people who thought negatively of telemarketing and lead generation I would simply say – we’re not all the bad guys. Our business values and culture reflect our success and ultimately, we want to increase sales for the client and offer a beneficial service to prospects, as well as creating a motivating place for employees to spend their days.”

 

To find out more about the way our business works and how it could help increase sales and business growth, contact us on 0333 207 0540.

Finding a ‘Match’ for Your Business

Finding a match for your business

 

 

The chemistry between a telemarketer and the business they are representing isn’t something that can be forced through some kind of app (Tinder Telemarketing? Not so catchy). We think one of the most important ways to ensure the success of a telemarketing campaign is to get the perfect combination of personality, enthusiasm and knowledge for your product or service.

 

We like to get to know everyone in our office individually and match them to campaigns depending on their suitability. Finding out personal interests, experiences and preferences help us determine important factors that could be helpful when co-ordinating campaigns. This also makes our employees feel valued, as we love to get to know everyone on a personal level for team building and for office morale.

 

Finding out the past experiences of our telemarketers is essential. Whenever a telemarketer has direct experience working in a particular industry, we know to assign them to campaigns that are in, or relate to, that sector. We have used this approach many times in the past and it has been tremendously successful, some of those telemarketing agents have been working on an ongoing basis with our long-term clients for well over a year! They manage to pick up the terminology and ‘industry language’ quicker than most, allowing them to utilise their extra knowledge and answer questions that might be otherwise challenging for people new to the industry.

 

Our business model is designed to prove a concept and become part of our clients’ continuous marketing strategy – in fact, it’s the only way we profit– through mutual benefit. This is why finding ‘the perfect match’ means so much to us. When our clients rebook, it drives the telemarketer; increasing their motivation and passion for the product/service they are representing in the process. This is the key to a long-term relationship and ultimate success for both our client, and for us.

 

To find out more about our lead generation processes and how they might help your business growth, contact our Sales Director, Joe McWilliam, on 0333 207 0540.

Customer Service – The Backbone To Any Business

If you were to ask any business owner, from any industry, how important customer service is to them, I’m certain they would stress how fundamental it is to their success. It can be the make or break of a company, and the sole reason why a prospect is retained and therefore becomes a repetitive buyer.

Customer Service

Customer retention is the ultimate goal, simply because the prospect is happy with the product/service they were provided with and therefore spending more money with your business, without the need for you to invest any money on acquiring that spend i.e. through marketing /advertising. Retaining customers also contribute to the channel that is ‘Word of Mouth’; recommending your business to like-minded people without incentivisation.  However, this is not a simple implementation.

 

To earn a returning customer, you need to ensure they have received the highest quality experience whilst buying your product or service. This includes good value for money, a high standard product in full working order, guidance through the buying process, contact on demand and reassurance on any questions they might have. Throughout our telemarketing campaigns, we ensure the highest visibility for our clients by keeping them up to date with the amount of leads we are generating, whether the leads are qualified and meet the predetermined criteria, who we are contacting on their behalf and if the telemarketer is using the correct terminology and language to fit your business model.

 

It’s also important to make the experience personal; we like to make every client feel valued by spending the time to assure the telemarketing campaign is running as they would like, whilst ensuring they are happy with the leads we are producing. This is extremely important to us; if our client wasn’t completely happy we would take immediate steps to try and change that. This is the main reason why we have consistent and regular communication with our clients, we prevent time from being wasted when the telemarketing campaign is live. We do this through weekly catch up calls between the client, the account manager and the telemarketer(s), whereby feedback and constructive criticism is welcomed and discussed.

 

The relationships we have with our clients are based upon trust, visibility and the delivery of good results, which is why we have a high percentage of customers who have on-going telemarketing campaigns with us rather than one-off trials. We like to prove concept by having a minimum spend of 20 days for each lead generation campaign, as we feel we need a sufficient amount of time to get a campaign off the ground and running effectively.

 

We love receiving feedback from people who have used our service, you can read our testimonials on our website or check out our Google Reviews. Alternatively, to find out more about what we do, call us on 0333 207 0540.