Don’t Get your Company drown with Unqualified Australian Leads

Don't Get your company drown with Unqualified Australian Leads

The Black Report2014 found that globally, 78.5% of companies conducted lead generation campaigns. 58% considered sales lead generation as their greatest sales and marketing challenge.

 

According to a blog post from niche.com.au, Australian companies are leading the way globally in reaching lead generation targets, achieving 21.7%, compared to the global average of 17.3%.

However, the real question is, ‘are the leads qualified or not?’

Having too many leads in your sales pipeline is good. But less is better! What would I say that? Because poor quality leads that don’t convert into a sale will make things worse for your business.

I’ve listed down 4 reasons why your sales pipeline needs fewer but high-quality leads.

  1. You will only talk to those who really have intentions to buy your product.
  2. Sales reps can focus their time chasing up and closing deals with prospects that are most likely to buy.
  3. Your sales team can nurture longer-term but good quality prospects, build a deeper relationship and walk them through their buying cycle.
  4. Get higher ROI, fast.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

A 2009 CSO Insights survey reported that senior sales executives rate just 35 percent of leads as “good” or “excellent,” and 65 percent as “average” or “poor”.  But how can you fill your sales pipeline with qualified leads?

Identify all of your leads.

Separate and focus on your warm leads, nurture the average leads and eliminate the poor ones.
3 types of leads:

  • Warm leads
  • Average leads
  • Poor leads

Note: Make sure to save a copy of your poor leads. Even though they are not going to purchase right now but you might convert them later on into a closed deal. Here’s how to assess your sales leads if it is hot, warm or cold?

Improve your lead generation campaign.

As a business owner, whether you choose to develop your own sales team or outsource a lead generation company, wanting to generate high-quality leads is necessary to the success of your business. Implement multi-channel marketing and reach your prospects through multiple channels can help boost your leads.

  • Email
  • Social
  • Chat
  • Website
  • Mobile
  • Voice

Related: Why Should Live Chat be Part of your Multi-Channel Strategy?

According to a recent study by Ascend2, 70% of B2B marketers want quality leads rather than having too many leads in their pipeline. So don’t drown your sales reps with unqualified lead. Instead, only include high-quality leads in your sales pipeline.

 

 

Learn a few lessons from Callbox lead nurturing process!

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 

 

Related Posts:

IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Teach Sales Reps to Sound More Natural Over the Phone

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

 

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10 Warning Signs from Decision Makers that You won’t Close the Deal

10 Warning Signs from Decision Makers that You won't Close the Deal

“Just call me back some other time”

Oh oh! Is he really not interested? Should I end the call or probe some more? Is it worth it for me to call him back?

For almost 10 years in sales, it takes at least 8-10 call attempts before reaching prospects. But 44% of sales reps usually give up after the first attempt. The study shows that 80% of closed sales usually happen after the 5th attempt but only 10% of salespeople make 5 call attempts. 

Source: blog.hubspot.com

In sales, persistence pays off. But how can you tell if the prospect have any intentions of buying from you or not and they’re just being nice? Here are the 10 signs decision makers are saying that sounds like there’s an opportunity but the truth is, they’re really not interested.

“Not right now”

This happens when a prospect doesn’t feel any sense of urgency to buy something.

  • TIP: Ask for their timeline, “When is the best time for me to call back and see if this is something you might be interested in the future?”

“We’re happy with what we have”

This could mean that they are currently satisfied with the product that they are using.

TIP: You can dig in about their provider or ask other areas they wish to improve. You can ask,

  • Do you have a provider? Do you have a contract with them?
  • Would you consider other providers in the future?
  • Are there other areas within your organization that you wish to improve?
  • “We have a contract with our provider”

So, they are bind with a contract and they can’t do anything about it. It doesn’t mean they’re happy with their provider or they won’t be changing, ever.

TIP: Ask,

  • How long is the contract?
  • When will it end?
  • How is it working with them?

By getting more information about their provider, you’re trying to find out if it is worth it to contact them again in the future. 

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

“Call me back in 6 months”

You might think there’s a chance in 6 months. But sometimes, this objection could also mean that they’re really not interested. Although some are genuine and have a possibility of doing something in 6 months’ time 80% chance is they simply want to get rid of you.

TIP: To know whether or not they have plans in 6 months, you can ask, “When can I call back?”

Related: Ever thought of following up Inbound Leads via Outbound Marketing?

“Send me an email and I’ll get back with you”

Unfortunately, what you don’t know is the decision maker, this objection means, no. He’s not going to call you back. The truth is, he’s just blowing you off.

TIP: What you can do is offer to send information and ask for a callback.

“How about if I’ll send you information, may I have your email address, please? When can I call you back to discuss more this one?”

Related: 7 Email Marketing Secrets to Get You More Hot Leads

“We’re all set for now”

Sales reps hear this all the time. This objection also means, “I’m not interested, please leave me alone.” Sure this sounds nicer than “We’re good. Don’t bother calling me again.” but they all mean the same. There’s no way you can close a deal with this prospect.

TIP: What you can do? Nothing! Offer to send information for future reference and check back again after a month or two.

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

“I’m busy! Call me back some other time.”

This is the usual response you’ll get from decision makers if they want to get rid of you. They know that professional salesperson was trained to respect their time. Whenever they say, “they’re busy”, hey know that a salesperson will end the call right away and will call back some other time.

TIP: To make sure of their availability on your next call, ask, “When is the best time for me to call back?”

“It’s not a priority right now”

If what you’re offering ISN’T a priority to your prospects, then it means that something else IS. There are other issues that they need to find a solution first.

TIP: Uncover their pain points and link your solution to addressing those. It may not be right now but there is a very good chance that they will soon be a paying client.

“We don’t have the budget right now.”

I’m sure every sales rep experienced this kind of objection at some point. Discussion about the budget is very sensitive. Although having no budget means they are not going to do anything, you can turn this discussion to your benefit.

TIP: No need to discuss the budget in details. You can say, I don’t expect you to consider spending money right now. Then determine whether your products or services can help solve problems and issues within their organization.

Related: How to Spot a “Requested More Information” in Every Sales Objection

“I don’t have the time.”

This is the most common objection and I still get this one a lot. Regardless of the reason why the decision maker doesn’t have time, this objection also means he wanted to brush you off.

TIP: Reevaluate your opening spiel. Ask yourself, Do I sound like I’m going to need too much of his time? Did my introduction take 30 minutes? Take note that the introduction and the opening spiel should only take around 5-10 minutes.

Related: Effective Cold Calling Script that Generated Customers [FREE TEMPLATE]

Sometimes, learning to let go for is easy. But before doing so, make sure that there really is no opportunity. Who knows, you won’t close the deal now but these prospects could be a potential prospect in the future. What can you do for now? Nurture them and call them back when it’s the right time.

 

 

Are you a Sales Pro or a Sales Wannabe?
                                                    Click to watch the full video!
 
 

 Learn a few lessons from Callbox lead nurturing process!

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 
 

Related Posts:

IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Teach Sales Reps to Sound More Natural Over the Phone

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

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What Appointment Setting Strategy Will Work For Australia?

What Appointment Setting Strategy Will Work For Australia?

In a competitive business world, the company to reach the prospects first wins. All you need to do is to develop a plan on how to do it.  For over 10 years of experience of doing appointment setting campaigns, not just in Australia but all over Asia Pacific, I found out that there are 3 different types of prospects.

  1. Prospects that are interested
  2. Prospects that are not interested
  3. Undecided prospects

Regardless what type of business you’re into, generating appointment plays an important role in your company’s revenue.  Every region has different culture and how you do appointment setting campaigns is different.

Related:  Assess your Sales Leads: Is Hot, Warm or Cold?

If you are to call Australia, how do you plan a strategy that works? Here are our appointment setting strategies that you can use for your next campaign.

Best days and times to call

According to the Fax Marketing Industry Standard found on ACMA website, it’s best to call on the following times.

Research Calls

Weekdays: Between 9AM-8:30PM

Saturday: Between 9AM to 5PM

Sunday: Between 9AM to 5PM

Other Telemarketing Calls

Weekdays: Between 9AM to 8PM

Saturday: Between 9AM to 5PM

Sunday: No Calls on Sundays

NOTE: NO calls should be made during National Public Holidays such as New Year’s Day, Australia Day, Good Friday, Easter Monday, Anzac Day, Christmas Day and Boxing Day. This includes a day given in lieu of one of these public holidays.

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

Delivery

  • Callers must provide the name of their company at the start of the conversation for prospects to have an idea about the nature of the call.
  • Be business like and direct to the point

Related: Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

Developing Rapport/ Building Interest

  • Address prospects by their first name
  • When talking on the phone, prioritize the needs of your prospects. Only mention the features and benefits of your product or service in response to their needs.
  • Listen more than talking

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

Choice of words

  • Don’t use Ma’am, Sir or Madam
  • Use “G’day” to greet someone
  • “Mate” is a synonym for friend
  • “How ya going?” means “how are you?”

Setting the Appointment

  • Make it easy for prospects to say yes. How? By proposing a specific time and date

Example: “Our Consultant will be in your area next week, can he drop by Monday at 9:00 a.m. or Tuesday at 2:00 p.m.? What works best for you?”

  • Don’t suggest dates that are too far

Related: Drive Large Pool of IT Appointments in Australia The Whole Year Round

Follow through

  • Australians are very particular with time, so make sure to call on the scheduled date and time discussed during your initial conversion.
  • Evaluate and plan what to discuss and what questions to ask before making a call.

 

Professional sales people have skills and are good in setting up appointments. But how you handle your prospect is important in order to deliver results. So use these appointment setting strategies when calling Australia. It helped me increase my sales and I hope it will do the same for your business..

 

 

So how do you handle your marketing plan today? Comment below.

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 

Related posts:

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