The Best Way to Reach Out to Prospects Sales Email or Sales Call

The Best Way to Reach Out to Prospects: Sales Email or Sales Call?

Should you email or call?

For years, it has been a debate in the sales community. Interaction with the prospect is the key to gather and educate, establish trust and secure for a follow up call. If you don’t know what medium to use best to deliver the message, tendency is you will have poor response rate.

It’s your first time to reach out to prospects and you’re not sure what medium to use to deliver your message. Let this be your guide on deciding whether to send an “introductory email” or call your prospective customers.

Sending “initial email” first

Many experts nowadays start with an email because they use it as a reason to call to follow up on the email sent.

Advantages:

  • You can use email as a reason to be directed to the prospect when you called because you have something to follow up for.
  • It let’s you educate your prospect of your product and services and connect it with their current situation.
  • Prospect understands the value proposition of your brand before talking to you. Less time and effort on sales reps..

Related: What’s the Next Step in Sending Event Emails?

Disadvantages:

  • Prospects are not required to answer the email the moment they receive it. You still need to follow up on them again through another email or phone call to find out if they’re really interested or not.
  • There’s no point in sending “initial email” if prospects are already familiar with your company. When in this situation, you can proceed and touch base with them through calling.
  • It takes time to reach out to prospects and convert a sale.

Related: The Timeless Email Marketing Tips in Promoting Industry Events in Singapore

Call and initiate a conversation

Most sales reps prefer calling prospects when doing lead generation. Unfortunately, calling also takes time and effort same with email but at least you get immediate answer from the prospects.

Advantages:

Disadvantages:

  • It takes time and effort. You may need to call 3, 5 or even 10 times in order to get hold of your prospective customers. Find out how many call attempts should you do before you surrender a lead.
  • There will be times wherein they are not available to talk to you. You need to consider the best day and time to call them to get higher contact ratio.
  • No one wants to take a random call from a telemarketer who will discuss about a product they’ve never heard before.

Other mediums to use to reach out to prospects is through social media such as; Facebook, LinkedIn, Google+, Twitter, etc.

Check out Twitter Marketing Lessons for IT and Software Companies

Know where your prospects are, research on lead generation statistics in Australia and what social media platform they usually use and create your reputation using social media. Social media has a word “social” in it, which means it’s not just about you. It’s also about showing interest in others. Use social media to get a connection and engage with your prospects instead of promoting your product or service.

Related: Re-engage with Warm Prospects Who Have Gone Cold

TIP: Never sell your product on social media. Instead, learn about the people you are trying to reach and share with them information that might interest them.

What’s the best method when reaching out to prospects? It doesn’t matter if it’s through call or email. Whatever you do, just don’t do cold calls or spam. It’s always best to make sure you have a targeted and profiled list before you start your marketing campaign. There are data profiling tools that can help you eliminate unwanted data. If it’s not workable, here’s where to get a reliable profiling services.

Related: Better Leads? Two Words: Customer Segmentation

There are also other ways to reach out to your prospective customers.  Try different approach like Multi Channel Marketing approach such as web and social media instead of just focusing on email and phone. Different ways to reach out to target prospects makes it easier for you to be where your target audience are and let them be aware of your brand.

Whatever medium you use, bottom line is, never reach out to prospect without doing any research first. Knowing your audience makes it easier for you to identify the best method to reach out to them.

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

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Debunked Marketing Automation Myths Might Save your Business

Debunked Marketing Automation Myths Might Save your Business

Marketing automation refers to software platforms and technologies designed for marketing departments and organizations to more effectively market on multiple channels online (such as email, social media, websites, etc.) and automate repetitive tasks. Wikipedia

Oftentimes the word ‘marketing automation’ is tied up to the word ‘robot’ or something that lacks human touch. We may have heard a lot of horror stories about marketing automation and its exaggerated abilities to become independent from human interaction. There are assumptions that automating social media posts lessen the personal touch or it may arise to productivity problems to employees.

No wonder it has created such bad impression to some marketers that it prevented them from using it. Like any marketing strategy, marketing automation has its downfalls. Most especially when it is misused by humans, particularly by marketers.  

But amidst these stereotyping, what’s the real story about marketing automation?

Hubspot listed myths that throw marketers into a state of mental uncertainty about marketing automation:

#1: A popular myth about marketing automation is that marketers abuse automation and leave engaged visitor responses hung out to dry.

Marketing automation needs constant care for it to work effectively. Relying too much of the work to the tool will surely create a problem in accomplishing your goals. Spill out creativity when writing your social media post, incorporate it with with relevant and popular hashtags and let the automation work begin and let it end there as well. It is still your responsibility to follow up and engage with your audience.

Related: The BEST Answers for Frequently Asked Questions in Marketing Automation

#2: Many people believe marketing automation is a lazy way of tackling your content publishing or email campaigns.

You need to be aware of what you’re saying at all times, across all channels, and how your scheduled content could affect your company if it’s left unmonitored or unchecked. Going back to number 1, it all boils down to the human accountability. It is essential that the other tasks should not be taken for granted.

Afterall, that’s why you had it in the first place, right? To allot some time to much important tasks.

Related: Callbox Multi-Channel Marketing Program and Marketing Automation Platform: Partnering for 33% Sales Increase in Sydney IP Services

Now are you ready to take your leap of faith to marketing automation?

Here’s an infographic to convince you even more.

marketing automation

You’ll never know, it might just save you from the next sales freeze out.

Know what’s latest on Australia B2B Marketing Blog!

 

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Cost Efficient SEO Marketing? Is That Even Possible?

Cost Efficient SEO Marketing? Is That Even Possible?

Online B2B lead generation is pretty much a pain in the neck for many marketers.  For one, tracking important metrics and adjusting your campaign to improve conversion rates is a tough job. Coming up with an effective strategy on the other hand is much more complex, considering fluctuations in market preferences.

But all this hard work pays off in the long-run. Having an efficient system for generating B2B leads can cause an increase in revenue and ultimately realize long-term goals. All it takes is to optimize your online presence by developing what is often referred to as the bane of online marketers – SEO.

As much as you want to realize important objectives, SEO will always stand in your way. Of course, it is important for driving web traffic, but it poses the greatest lead generation challenges for B2B marketers. It is not surprising that Marketing Sherpa listed SEO as one of the most difficult tactics to execute, but also highly effective. It would, however, entail a lot of expertise in handling SEO data to guarantee a high rate of ROI.

Given these contradictions, marketers will need to harness SEO effectively for better profit gains. But how can that be possible?

Quality content.

Every online marketer knows that SEO is all about keywords. But the thing is quality is also top priority. Sure, you can feed your blog articles with keywords in a desperate attempt to hike up your visibility. But take note, Google has a strict keyword stuffing policy. You will need to tone down on keywords and instead focus on presenting high value information to your audience.

Related: The Reasons for a Collapsing Content Strategy

Web traffic calculation.

It is also important to measure the amount of site visits. Keeping tabs on this metric enables you to determine whether your online lead generation platforms are producing as expected. Low web traffic can be attributed to poor web visibility, which can stem from poor optimization and low quality content.

Related: The Advantages of Using Mobile for B2B Lead Generation in Australia

Improve accessibility.

Search traffic is an essential metric to understand as subtle changes can mean that your campaign is either gaining or losing in terms of generating B2B leads via search marketing. Focusing on your search traffic percentages can help in improving accessibility.

Related: Protect a Business from Sinking using this 5-Step Formula

Keyword conversions.

Finally, keyword ranking and demand comprise the core of SEO as they are factors in web visibility. Also, terms indicating high conversion rates indicate the need for landing page optimization to drive higher search traffic volumes. Considering this will fill your sales pipeline with the right B2B leads.

Related: The 4 External Reasons Why B2B Marketing Campaigns Fail

 

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