All posts by Maegan Anderson

Maegan Anderson

About Maegan Anderson

Maegan Anderson is a successful Lead Generation Coach helping Australian businesses and other Asia Pacific countries generate qualified sales leads. For more insights on b2b sales lead generation, visit http://www.callboxinc.com.au

How to Make the Most of Influencer Marketing in Australia

How to Make the Most of Influencer Marketing in Australia

First things first: What is influencer marketing? For Tap Influence, it is basically a process that companies use to generate interest in the products and services they sell. Central to this outreach approach is the use of personalities that already have enough clout to inspire others into taking action. For sure, influencers enjoy mass appeal, and they can use this to set up discussions around an issue or to promote a certain advocacy.

B2B companies make use of influencers in very significant ways.  This is because influencers are so effective in attracting potential buyers. What’s more, many B2B campaigns are focusing more on influencer marketing not as an enhancement to their current lead generation campaigns, but as a main driver of revenue. In fact, the Influencer Marketing Hub has pointed out that companies get a $6 ROI from every dollar spent on getting their operations a much-needed boost from notable personalities in the industry.

The popularity of influencer marketing in industries such as financial services and IT continues to rise. In fact, the Influencer Marketing Hub showed that at least 59% of marketers across various industries and locations are likely to spend more on influencer marketing. In Australia, the method also enjoys a massive fan base among B2B enterprises seeking to outdo each other in their respective areas.

It is important to note that the Land Down Under offers numerous opportunities for just about any business to extend its reach. With a whopping 17 million active Facebook users, the country makes it possible to tap a large body of people that seek specific solutions. Of course, we are talking mostly about B2C here. But the dynamics have little difference with that of B2B, which also relies on content to seek out interested prospects.

Related: Growth Hacking Lead Generation Tips for Businesses in Australia

The challenge still stands for a lot of B2B companies, particularly start-ups, to realize the full advantages that influencer marketing can bring to the table. Obviously, it is only a matter of planning and application to create a campaign that provides the exposure you need to push you forward.

Australian companies should look at the following to make sure they’re on the right track to getting the most out of their influencer marketing experiences.

Identify your influencers

Any well-meaning marketer will tell you that attaching your name to the right personality can give your brand a much-needed boost. You can always tap someone who has an impressive number of followers across various social media platforms. But it’s not only the numbers that should be a factor for success. Reputation is also important. Having the wrong person to advocate your brand can ultimately backfire, especially if the influencer in question has been put under negative light. To be safe, go for names that are trusted and clean.

Related: Outback Attack! Introducing Australia’s Top Ten B2B Influencers

Focus on content

We have to agree that content continues to be the main driving force that allows companies to get noticed. With that said, it is easy to point out that content serves as the main channel for influencers to do their magic. It’s only a matter of choosing the best conduits to use for your outreach. You can start by having influencers write guest posts on your landing sites. For this, you will need to make sure you include relevant keywords and place the names of influencers carefully throughout a blog post. You might also want to produce YouTube videos featuring major thought leaders. For a start, you can create a series of tutorial videos or interviews. That will surely get the ball rolling!

Related: Dummies Guide for Content Marketing

Get viral

Your message needs to have viral dimensions in order to tap the right audiences. With that said, allow your creative team to cook up something that’s attractive and has a lot of firepower. In other words, any piece of content featuring influencers must have a resonating theme or pieces of crucial knowledge worth sharing. Being able to do so will definitely improve your social media following as well as your revenue.

Related: Want To Go Viral? Try These Lead Generation Tips

Supplement your campaign

You can always improve your influencer marketing campaign even further by initiating support advocacies on the side. You can complement your campaign by following up with an email blast on prospects that have been drawn by your influencers. You might as well promote content that features influencers.

Related: Using B2B Demand Generation as a Driver for Sales Goals and Boost Competitiveness

Sources:

https://www.tapinfluence.com/blog-what-is-influencer-marketing/

https://influencermarketinghub.com/influencer-marketing-statistics-quotes-facts/

 

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 

 

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How to set an appointment through phone with an Australian Prospect

How to set an appointment through phone with an Australian Prospect

Choose your cut of meat, marinade then grill, broil or pan-sear is the generic process to cook a steak. However, such may not guarantee a perfectly-cooked steak, rather may be dependent on one’s preference on how the meat should be done: rare, medium rare, medium, medium well or well done.

Setting a phone appointment through the phone with an Aussie prospect may partly differ from the Malaysian, Singaporean or American Prospect. So the best way to do this is to get to know each of them better before calling.

Take a look at some important things you have to note according to TodayTranslations. This could be a helpful reference for telemarketers on how to set appointments through a phone with Australian prospects. Let’s follow a basic call flow.

Greetings

Use casual or traditional greetings like “hi” or “hello”, not necessarily pushing it the Aussie way as “G’day, mate”. Like Americans, address them by their first names, however, if you address them by the last name especially when speaking with senior or many mature prospects, affix a Ms. or Mr. before the last name to show respect while sounding casual.

Related: Earn Appointments with These Cold Calling Scripts for All Industries

Rapport

Generally speaking, small talks can help you build rapport and make you feel at ease on the call but this may not be necessary at all times with Aussie prospects. They are mostly straightforward so you have to be quick to gauge if there’s a room for rapport building or should you proceed to the reason of the call. They might just be too busy to talk about the weather.

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

Active Q&A

Listen, and actively listen to your prospects’ answers and queries. Aussies would not quite like it when you get them to repeat what they’ve said over and over again. Who would like that anyway? Grab the chance to gain his trust by exerting effort on showing how interested you are in helping him better his business by actively listening and acknowledging his concerns.

Related: How Marketing Automation Increased My Client’s Appointments in 30 Days

Adding Value

I bet you’ve done your assignments before you called today but plainly speaking what products and services you are offering are underrated. Add value to your product knowledge by citing benefits, thus giving your prospect the reason why he should spare your specialist a segment or hour of his working schedule in a coming couple of days. Do this with confidence.

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

Cease The Call

Propose an exact date and time for the appointment and gain your prospect’s approval unless he has other preferred schedules. Quickly summarize what transpired during the call and never forget to thank him for his precious time.

Related: How Do You Know You Need A New Appointment Setting Campaign?

Aussies are generally straightforward but receptive to new ideas. Establishing a  long-term rapport isn’t necessary in order to engage them in business. Seeing your products and services beneficial to business improvement is enough reason for them to move forward.

So before you grill, broil or pan-sear the steak, know your customer’s doneness preference first in order to serve him well.

 

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 

 

Related:

Don’t Get your Company drown with Unqualified Australian Leads

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What Appointment Setting Strategy Will Work For Australia?

 

 

Why do you need professional help in cleansing your business database?

Database Cleansing Services

Having a database of potential customers is important for leads to consistently come in. A poor record with duplicate numbers/company and incomplete information makes it difficult to create a targeted campaign.

A clean database has the following.

  • No duplicate records
  • Companies with complete information
  • Company name
  • Company address
  • Company number (if not direct line of the right target contact)
  • Complete name of the decision maker
  • Direct email address
  • Correct job title
  • Direct/Mobile number of the decision maker

Related: Eliminate Unwanted Business Data with Data Profiling Tools

According to a survey from Forbes.com, 57% of data analyst state that cleaning and organizing data is the least enjoyable part of their work.

Maintaining a clean database requires time and effort. You don’t really need to do all the work to maintain a “clean data”. That is why it is best to seek professional help who can do the job for you.

Reasons why you need to outsource your data cleansing activities.

  • It is cost effective
  • Free yourself from hiring an employee and invest in training and development. (You need to learn as well in order to know if he is capable to do the job)
  • They are a team of professional skilled employees with experience and expertise to deliver a high-quality result.
  • Your team can focus on more important tasks to help your business grow.
  • They have a credibility to protect – which is to provide a good service for their customers in order to keep up with their competitors.

Read more on 5 Things Australian Companies Should Consider When Buying a Marketing Database

A business who specializes in data cleaning and organizing understands the importance of a clean database. They know how hard it is to keep a database clean which makes them target accuracy.

They clean up your record by:

  • Online research
  • Data profiling campaign

How do they do it?

The 5 steps in keeping your data clean

Step #1:

Analyze the information in your records. Find out all the duplicate records and companies with incomplete information.

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

Step #2:

Separate the bad records. Remove the bad records and save it separately.

Step #3:

Online research. You can use google (whatever search engine you wish to use) for this one. Search for the website of the company and look for the missing information in the pipeline.

What information can you get from the website?

  • Exact company name
  • Company address
  • Company number
  • Complete name of the upper management – CEO, President, Directors and Managers.
  • Email address (sometimes they have it in their profile)

Related:

Step #4:

Set up a data profiling campaign. Complete the missing information after online research by calling them and verifying if you have the right information in your records and replace the wrong data with the correct ones.

Related: Customer Profiling: Should you Verify Business Contacts Through Calls?

Step #5:

Establish a regular schedule for data cleansing. People or companies transfer from one company or location to another so it is advisable to refresh your data at least once a month.

Benefits of having a clean database.

  • Your targeting the right audience
  • You won’t waste your time calling for the same company over and over again.
  • Increase productivity
  • Higher contact ratio
  • Lowers your email bounce rate

So, how clean is your database?

 

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 

 

Grab a copy of our FREE EBOOK, Why You Should Bet Your Money on Digital Marketing (And Win)! We brainstormed ideas, analyzed data, and interpreted recent developments vis-à-vis previous trends before coming up with a realistic view of this year’s marketing trends.Why You Should Bet Your Money on Digital Marketing (And Win)

 

 

Related:

Don’t Get your Company drown with Unqualified Australian Leads

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

What Appointment Setting Strategy Will Work For Australia?