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.

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.

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.

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.

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.

Telemarketing with a Sprinkle of LinkedIn

Who doesn’t like sprinkles, anyway? Here at The Lead Lab, we think it’s important to go the extra mile and offer something a little bit different with our telemarketing. After all, our tagline is ‘We do things differently’, and we make sure we live up to that.

TELEMARKETING WITH A SPRINKLE OF LINKEDIN

As an optional add-on, we team up with The Social Media Lab to supercharge our services to a different level. The Social Media Lab is our sister business and specialise in all things digital marketing, including Social Media Management, Facebook Advertising, Social Lead Generation and much more. We use their ‘LinkedIn Lead Machine’ to go hand-in-hand with our telemarketing process to maximise results.

 

The ‘LinkedIn Lead Machine’ is a new method of targeted prospecting to find potential new clients on LinkedIn. The Social Media Lab establishes a set criteria to match your target market and then connects with the appropriate contacts on your behalf, before sending them a personalised 2-staged message to explain the offering and why it would be suited to their business.

 

If a prospect responds positively, they are passed immediately to the telemarketer to follow up via a telephone call and/or email marketing. Evidence shows that a hot lead which is left for more than 48 hours becomes cold and uninterested, which is why this process is paramount.

 

Using a range of marketing channels is key because it allows us to achieve the best possible results. Utilising different touchpoints to reach the prospects who are most likely to be interested in your product, and by using multiple platforms to do so, you can appeal to the prospect in a way that is more suited to them as a personal preference; Heightening conversion rates and, in turn, increasing your sales.

 

We have had great success with this process, and although it is completely optional, we highly recommend this to get the upmost out of your campaign.

 

To find out more about this service, get in touch on 0333 207 0540, or alternatively, you can get in touch with the Managing Director of The Social Media Lab, Joe Rowbotham, on 0333 207 0549.

Quality Trumps Quantity

Here at the Lead Lab, we always work by the ethos that quality trumps quantity. It’s what makes our service valuable and retainable. Telemarketing is a competitive industry and quality control is a major factor which affects both reputation and brand; two things we care about a lot.

 Quality Trumps Quantity

This ideology has shaped a lot of our processes, with our day rate proving to be a good example. The reason we work on a day rate is because our experience has shown this to be the best way to generate high quality leads through our telemarketers.

 

We believe that a ‘Pay Per Lead’ system encourages telemarketers to generate high volumes of ‘leads’ that do not necessarily qualify against client needs, which ultimately is a waste of the client’s time, the telemarketers time, and our time as a business.

 

We strive to be efficient and to provide a high return of investment for anybody who chooses to work with us, meaning that the significance of one lead conversion is of much higher value than 10 leads that do not convert.

 

We utilise quality control by having complete clarity with the client on what they want and what they describe as a lead, which can differ for every business dependent on sector, target market and location, as well as many other factors. We can then qualify any generated leads based on set criteria approved by the client, leaving no space for any misunderstanding from the telemarketer and no low-quality leads passed to the client – meaning that everybody is happy!

 

We spend a lot of time communicating with our clients before a campaign starts, mainly to understand the standards and culture of the business we’re working with. We never fall short on the representation of our clients, which is something we pride ourselves on and one of the most important values of our reputation.

 

 

To find out more about what we do and how we work, get in touch on 0333 207 0540 for a non-committal chat.