All posts by Dara Lin

About Dara Lin

Dara Lin helps companies in Australia increase their business revenue through lead generation and appointment setting services. She is a professional consultant for telemarketing services. To find out how you can increase your business revenue, go to http://www.callboxinc.com.au/

3 Australia B2B Marketing Trends That Got Me Thinking

3 Australia B2B Marketing Trends That Got Me Thinking

All B2Bs need a brand message that stands out in the market. And when it comes to storytelling through content, they have to produce bold ideas, relatable customer stories, and new experiences that everyone will be interested in. That way, existing customers and potential ones are truly engaged in while they feel excited to know more about the brand.

So if your marketing team hasn’t been able to generate results in your recent campaigns, then a few important tools and trends should be considered for an ultimate content marketing strategy.

Getting to Know the 2017 Marketing Trends for B2Bs in Australia

Some of the key trends in the B2B world include the media, telecom space, and technology. However, there are more tools and trends to consider if you really want to position your brand at the top of your competition. So if you’re ready, the following will help you discover the ideal B2B marketing plan that you’ll ever need this 2017:

#1: Mobile media publication

Nowadays, people are discovering new content through mobile search. And your company may already have discovered this trend with mobile apps that share your brand message directly to loyal customers. But the thing is that, it’s improbable for executives to use brand-specific apps.

On the contrary, some mobile-savvy decision makers are already using certain apps when consuming media content via mobile devices. So for B2Bs to effectively attract and keep more expansive business-oriented following, they need to integrate content curation techniques in order to produce informative content as well as other interrelated news clips.

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

#2: Editorial organization of blogs

After being able to produce relevant and compelling content through your blogs, you can now take advantage of other platforms in increasing your market reach. For instance, you can benefit from LinkedIn since it has been verified by expert marketers as the industry leading syndication site available today because of its main focus on membership. In addition, you can enjoy the free of charge re-posting of editorials on the platform. For as long as you provide persuasive and useful content on your business site, customers will always find you online. Give your blog a make over!

Related: Dummies Guide for Content Marketing

#3: Multi-touch marketing

Many of the business-to-business brands these days believe in the power of multi-touch marketing to reach a wider market. This helps in generating quality leads that can be converted into loyal customers in the long run.

Here’s The Secret Ingredient in Turning Your Social Followers Into Qualified Leads

For marketers, it’s crucial to understand where to find their prospects while informing them about your latest offers and promos using various approach like web, mobile, social, email, and voice. These are the most successful techniques when increasing sales while continuing to have a revenue generating strategy for any B2B company.

How to Reach Prospects in Asia with Less Effort and 3x Results with Multi Channel Marketing
Watch full video here..

Related: Effective Lead Generation Technique for Software Products: Leverage Multi-Channel Exposure

Apart from these key B2B marketing trends, there are other important insights to consider if you want to stay ahead in the competition.

This 2017, brace yourself for more trends to come in the business to business world. Remember, keeping up to date with these trends will help you create more conversion and sales.

 

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

 

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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

Need help in your email marketing or telemarketing/ lead generation campaign!

Dial +61 2.9037.2248

 

The 4 External Reasons Why B2B Marketing Campaigns Fail

The 4 External Reasons Why B2B Marketing Campaigns FailWhether we like it or not, B2B companies face the possibility of failing.

There will always be a Damocles sword dangling over the heads of managers. And regardless of what they do for the sake of improving their B2B lead generation and their revenue, the prospect of having one’s skullcap struck by the pointed blade is unavoidable.

Here are some of the so-called external inhibitors to B2B marketing as mentioned in a Business2Community.com article by Ian Dainty:

Economy – Recession

In a recession, no matter how hard or persuasive your marketing is, you cannot get some companies to buy. Usually their clients are not buying from them, and that causes a ripple effect right through the whole economy. You need to adjust your marketing messages and the way you market and sell. You need to ensure you have a strong value proposition.

B2B Competition

All B2B companies have a lot of competition. You know better than me who your fiercest competitors are, and how you can overcome their weaknesses to secure business. If you do not believe you have much competition, simply ask your clients how many different companies contacted them in the past two months.

Client Affairs

There can also be external factors that can affect certain companies or certain markets from buying at a particular time. For example, a while ago there was a disastrous oil spill in the Gulf of Mexico. The company that caused the spill is BP, one of the largest oil companies in the world. You can bet that trying to sell anything to BP at that time, except a sure-proof way of cleaning up oil spills, was probably going to be a long sales cycle.

Government Regulations

As we all know, governments seem to have more and more of a reach within our personal and business affairs, both through taxation and through the different laws enacted in every country or jurisdiction. In Ontario, the Canadian province I live in, for example, all companies become tax collectors for the government. We already collect GST for them with the products we provide, and Ontario companies also collect PST through the new government HST. Now Canada has just passed the Canadian Anti-Spam Legislation (CASL) which can fine any individual up to a $1 million and a company up to $5 million for sending unsolicited emails. This is the toughest anti-spam legislation in any western country.

Basically, you are at the mercy of these factors, but it doesn’t say you can’t do anything to lessen their impact. Thorough analysis of each factor coupled with using the right tools business tools and strategies are vital for keeping you in profit – and so is hiring a lead generation company that knows a lot about keeping businesses efficient and in profit.