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. 

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.

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.

Slow and Steady Wins The Race

We have all heard the old adage ‘slow and steady wins the race’, and yes it is quite applicable to life, but funnily enough it can also be applied to telemarketing. It is a bit odd, most people think of sales as fast-paced, high energy kind of environment, but sometimes it pays off being slower across the mark. We show below how beneficial it is to take your time when setting up your business’s outsourced telemarketing services.

Practice makes perfect, and we like to practice a lot. One of the reasons that we are so thorough in the way that we set up campaigns is that we essentially become an extension of your business. We need the time to integrate ourselves deep into your M.O. in order to make sure that we are doing your company justice. This integration is due to the fact that we become essentially a part of your business – specifically for creating you new business and clients! Whilst we do understand that most clients do want to get up and running quickly, it is imperative that this initial period isn’t rushed. We need to have the time to be completely saturated in your business – we are professionals, but being professional means that we don’t want anything bad to happen. It definitely takes time. We want to do the best that we can do for your company and your campaign – and I’m sure that you would agree with us on that!

On a similar level, once a campaign has started, it can be easy to get caught up in it and want to see the results immediately! But telemarketing can be seen as being just like losing weight and getting fit – it takes time to see the results that you would want.  It is so beneficial for campaigns to wait to build up traction, we are an investment that will definitely pay off. Having that investment in long-term telemarketing campaigns do pay off, you just have to be patient. We are not here to be a quick fix for your business, part of our business is to build long-term relationships with our clients – we want to have a beneficial and fruitful business partnership for years to come.

We understand that after making an investment, some concerns may crop up if you aren’t seeing the results immediately that you would like to see. We understand that concerns after 1 month are common – it doesn’t meant that campaigns aren’t working, it just means that developing your returns on investment does take time. We have found that the best campaigns come when clients understand that long term telemarketing campaigns have long sales cycles.

As you can see – success is not always instant. In the case of the tortoise, and telemarketing, slow and steady will always win the race.

If you require any lead generation for your business – get in touch with us today on 0333 207 0540 and start your business growth!

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.

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.

Getting the Best ROI

When deciding to go ahead with a lead generation campaign, it’s important to know that you’re going to get a good return on investment. We know this and like to ensure a good ROI through a number of different factors.

Getting the Best ROI

The first thing to consider when setting up a successful telemarketing campaign is the contact data. Data is one of the most important ingredients within lead generation, because it contains the contact information of the prospects you will be introducing your product to, and if the information is either invalid or incorrect, you’re not going to get very far. We have used the same provider for over 3 years, simply because we have consistently provided good results whilst using their data, which is fully GDPR compliant with paper trail evidence of opt-in information upon request – which is an important factor in our industry now.

 

Having an experienced telemarketer is a given when working with us, but it does massively assist in the smooth running of a lead generation campaign. Our clients have to put a lot of trust in a telemarketer when allowing them to represent their company, and a large part of our set up process requires plenty of communication between our clients, the account managers and the telemarketers to fully understand their company culture. When a client rebooks after an initial campaign, it allows the relationship to continue to grow, meaning the telemarketer can become more knowledgeable in the product/service they are promoting, and therefore become more confident when speaking to prospects on the phone.

 

As a company, we believe in creating a motivational and enjoyable environment for everyone in the office. We want people to be happy in the workplace, and not to dread coming into the office each morning. We know this is the best way to encourage good results. Setting realistic but challenging targets help create healthy competitiveness within the team, which is vital in the sales industry.

 

Another part of our set up process involves working closely with the client to produce criteria against which the telemarketers can qualify leads with. For many high value products and services, the contact needs to have certain qualities in order to be a worthwhile prospect. For example, one of our clients, The FD Centre, requires the prospect to operate within a business turning over at least £1 million to warrant the placement of a part-time Finance Director, who would be charging £1,000 a day for their service. Having criteria helps our telemarketers avoid booking meetings or passing through leads which definitely wouldn’t convert. This prevents time wasting whilst increasing productivity.

 

Lastly, it’s important to give your campaign enough time to get off the ground. Some campaign aspects can take time to develop, such as the telemarketer’s product knowledge, the efficiency of passing leads through to the relevant person within your business and testing different communication variables to find out which gets the best response. Being patient during this stage will allow you to see the processes which work best, thereafter you can expect to get good results consistently and a high ROI.

 

To find out more about our B2B telemarketing services call us for a non-committal chat 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.