• 4 Tips for Sales-Leads Follow Ups

    When it comes to the worlds of sales and marketing, there are always items that we can look at to improve our effectiveness.

    In marketing, it may be that we want to increase brand awareness and acquire more leads. Or, it could be that we want to do a better job of attracting leads that are more qualified before they are handed off to the sales team.

    But when it comes to Sales, one of our goals, that should always be high on our priority list, has to do with our follow-up process.

    Here are four tips to help increase the effectiveness of your lead follow-up process:

    Do your research: If we want a sales call to go smoothly and turn into a success, we must take the time to learn what we can about each lead before we call them. We don’t need to go overboard — but in today’s world, we can quickly find out key details about most of the people that we may be interacting with. We should look at the data on social networks and in our contact history records. That data can help us to deliver a relevant and compelling message to each lead.

    Be ready to get to the point: Are people busier than ever before? While I don’t know the answer to that, I do know that this is true: people have more communication and technology options at their fingertips than ever before! Thus, we must ensure that we can deliver our key message to people in a short period of time. Sales reps should have a catchy “elevator pitch” ready so they can quickly start the follow-up conversation and get it moving down the right path.

    Recognize the difference between pushing and being too pushy: While sales does rely on doing what it takes to close deals, it is important not to come off as too aggressive or rude. Nowadays, people are quite apt to air their grievances or complaints about a company on their social networking profiles. If you are outsourcing your sales follow-up needs, or perhaps using someone with limited experience, help them to understand the consequences of their actions during the follow-up process. However, we must strike a balance. We need revenue to survive — and that doesn’t happen simply because we’re nice.  We need to find ways to ensure that our prospects understand the importance of looking at our products and/or services.

    Be happy and passionate: People like interacting with someone that enjoys what they do. They also will be more willing to listen if they think you truly believe in the product or service that you are selling. The tone and content in our follow-up efforts can certainly leave a big impression on other people when they think about our brand.

    These are just a few tips to help improve the sales lead follow-up process.

    I hope that you find them helpful!

  • Direct Marketing Brings in Revenue

    It is no secret that a businesses would not succeed without adequate marketing. There are many forms of marketing that any business can incorporate in their overall marketing strategy, among them is direct marketing. Direct marketing is a form of advertising by which company advertises their products by using physical marketing materials such as newsletters to communicate directly to their customers.

    To get the most out of a direct marketing campaign, it must be well planned. With the multiple channels of marketing in this day and era why would one choose direct marketing? Here is why;

    The target is the ideal customer
    By making use of direct marketing, you are in a position to target specific groups of customers with messages tailored just for them. Identifying your customers and what their needs are requires research which takes time. By investing your time you will focus your efforts where they are likely to yield most results. Using direct marketing gives you a deeper understanding of how your customers respond to your products.

    Improved customer loyalty
    Building a relationship with your customers is as important as making a sale. Direct marketing gives you an avenue to create this relationship. To increase the personal connection with your customers you can personalize promotions, letters and even offers. You can also choose to take a more personal approach by sending birthday cards, invite to an upcoming sale or discount offers.

    New business
    Direct marketing gives the business a chance to directly communicate with their chosen target market rather than the mass market. This increases your chances of sales success since you only communicate to those that are already interested in your product. By making use of direct marketing you can adapt to the needs of the market enabling you to achieve fast results.

    Contact us today to plan your next direct marketing campaign!

  • Measuring your Engagement in Direct Marketing

    Engagement evaluation is a proactive tool employed to assess the effectiveness of a marketing campaign. Marketers are required to focus more on clients who engage more with their brands than those who do not. However, there is a difficulty in evaluating how the trademark influence’s purchasing decision or assessing a client’s level of engagement with a specific brand.

    How to Measure Effectiveness of Customers Engagement

    A well-structured engagement campaign consists of a checklist that allows marketing initiatives to be assessed on their effectiveness. For instance, if the primary goal of a particular promotion is lead generation or to develop a database, engagement can be evaluated by dispatching auto-responder messages embedded with a track feature to notify a sender when it’s read and if different links integrated inside the message body have been clicked.

    However, there exist different approaches that marketers can use to track and measure the effectiveness of their customer engagement campaigns:

    – Data Centralization: Often, clients interact with an organization at different levels using a myriad of communication channels like social media, television, and magazines. The more the traceable channels, the more comprehensive the engagement process will be. For example, it would be wrong to focus simply  on measuring email response and click through rates, while customers are previewing the company’s product via other networks such as social media, telephone, or newspaper adverts. Marketers must come up with prudent approaches to harness information on how particular customers engaged with their brand. Such progress can be achieved through online surveys or phone interviews.

    – Assign Values: Each action by a customer must be recorded to assign a unique value for computing engagement score. For instance, if a client visits a web page and spends ten minutes, the engagement score must be higher compared to a customer who only spends three minutes on the same page. The marketer may further on proceed and apply analytical techniques to cluster customers regionally, to understand how customers from specific areas engage with the brand. Such clustering provides a broad understanding on why particular customers pulled out.

    – Track Everything: All customer interactions must be tracked and metrics developed to measure the effectiveness of different communication channels. Techniques including evaluating content download, page hit rates, sign-ups, social media share, and click-through rates have proven to be effective towards delivering a comprehensive picture of brand effectiveness.

    The Takeaway

    The different engagement forms depend on a brand product mix and niche market. At the end though, identifying the right engagement approach enables marketers to understand why clients prefer their products and where to concentrate their efforts.

  • We Still Love Print and so Should You!

    In the age of digital marketing, printed materials have fallen by the wayside. We believe this is a tragedy; print is still relevant! Digital marketing is the perfect way to boost brand recognition for a business, but it does little to market to people coming through the door. Face-to-face marketing is often neglected by many agencies, but we want to change that. We love print and here’s why you should love it as well:

    Computers Glitch

    How many times have you had your computer shut down in the middle of a task? It happens to the best of us and while someone may have been about to open your email newsletter or click on that paid ad, they may lose interest after their computer crashes. Printed advertisements work even when the internet is down and still boost your brand’s recognition in the community.

    Countless Options

    Think printed advertisements are nothing more than oversized posters? Think again. Printed ads are as versatile as you need them to be. Whether you’re looking for a beautiful business card to hand to clients or need a services pamphlet to pass out at a convention, print makes it possible. Best of all, you’ll still be able to include your website information, letting you market to potential customers both online and off.

    Affordable Marketing Across Town

    When you cultivate an online presence and neglect to include printed materials in your marketing strategy, it can be difficult to spread awareness of your brand across the community. Even better, printed advertisements are affordable for businesses of all sizes.

    Continue to build your online presence while also making your community aware of your services with printed advertisements. From door hangers to pamphlets, print materials can help any company improve the effectiveness of their marketing strategy. Don’t believe the hype—print is still awesome!

  • Direct Mail is Essential to your Branding

    Branding is among the most important aspects of all types of businesses. In the modern era, there are numerous ways marketers can brand their products and display the name of their organization. Directing mail is a form of digital marketing that some of the successful businesses use. This marketing strategy entails the sending of emails to your customers to inform them about the existence of the firm, the products, and my other things. Customers need to familiarize themselves with the image of the organization to maximize profitability. Below are the merits of direct mail to the branding of your firm.

    Creation of a Large Customer Base

    You can send thousands of advertising emails per day. Therefore, the information about your company will reach many people. This process will help in winning new customers for your firm which will play a significant role in increasing profitability.

    Targeting a Specific Audience

    By using the direct mail marketing strategy, you can successfully send the advertisements to a particular group of people. Moreover, you can send adverts with personalized offers to the clients. This strategy is efficient because the customer feels valued by the organization which enhances their loyalty. Unlike other marketing methods, you can send high-quality and confidential materials using emails.

    Attracts the Customers’ Attention

    Thousands of businesses in the world advertise their products every day. The public ignores some of their adverts because they are too many to read and handle. However, if you send a direct advertisement mail to the customer, it will grab his or her attraction. The marketing method allows them to get the intended message efficiently.

    Therefore, direct mail is an effective technique to your branding because it will also enable you to measure the results by tracking the response of the clients through the emails. Unlike some other forms of advertising, it allows the staff members of the firm to have an excellent conversation with the clients which can play a huge role in creating a perfect business rapport.

  • Getting the Most Power for Your Direct Marketing Efforts

    Direct marketing can refer to both print and digital communication, and it is important to know which format, or what combination of the two, best suits your needs. Reaching clients directly can be a perfect way to expand your market share and to gain brand loyalty for existing customers. Follow these helpful hints to get the most return on your efforts:

    – Create a mailer that is visually appealing and cements the company’s brand identity with the intended recipient. Impart all information in easy to read, and concise, statements. Have a call to action and guide the recipient to the desired outcome of the campaign.

    – Include a call to action and have a well-thought out plan of what you want to achieve with the direct marketing campaign. Are you looking to reach out to a new market and build your mailing list? Are you targeting past clients that you haven’t heard from in a while? Know what the aim of the campaign is before you start and what your expected results are. This way, you can tailor the flyer (both in print and digitally) to reach these goals, and present a campaign with maximum impact.

    – Manage and track the results! Do not forget this step of any successful marketing campaign. Be sure to track the conversion rates, and how the campaign met the pre-defined goals. Look for ways to improve your outreach that can be translated into action steps for future campaigns.

    Direct mailing is a great way to reach a large group of potential clients, and to stay in touch with your current customers. Make sure you have a clear plan from the outset, track your results, and continuously improve your campaigns to optimize your direct marketing efforts!

  • Increasing Your Website Traffic with These 5 Tips

    You’ve taken the time to set up a great website, but now the question is how do you get potential customers to visit?  It doesn’t have to be as difficult as it might seem. Here are five tips to help you get more traffic to your website.

    1. Incorporate long-tail keywords into your site – It is always easier to rank longer keywords, so add them into your keyword mix. Also, consider adding a forum to your website. By doing so, you will engage your customers, and the forum will add additional long-tail keywords that will be picked up by Google.
    2. Spend more time on your titles – Most of the time, a reader will scan the title and decide in a few seconds whether or not to click a link. Make sure your titles create interest or excitement in what you have to say or offer.
    3. Build your email list – Customers on your email list are more likely to visit your site and buy from you—as you have already established a sense of trust with them. One way to start building your list is by having an opt-in option on your website as well as any social media outlets you may be using.
    4. Optimize your website – The best traffic to your website is organic search traffic as they are targeted buyers. To receive more organic traffic, be sure to optimize all of your websites. This includes H1 and H2 tags, content quality, titles, and even the speed at which your website loads.
    5. Update content on a regular basis – Your customers will want to see new information and content regularly. If you have a blog on your website, consider updating it at least three times a week. By providing new and interesting information, you give people a reason to come back.

    Increasing your website traffic does not need to be difficult or overwhelming. When you follow these five simple tips, you should see an uptake in your overall traffic in no time

  • The Importance of Open Communications with your Marketing Service Provider


    Maintaining open communications with your marketing service provider is of the utmost importance when establishing an effective marketing strategy. When it comes to marketing, every strategy is different becomes every company has different goals and expectations. Therefore, a company needs to establish an effective relationship with their marketing service provider.

    Types of Communication Must Haves:

    It’s important to have open communication on all topic related to marketing. These topics can include marketing strategies, online marketing campaigns, and marketing tools. Also it’s important to give feedback on what is done right by the marking service provider and what needs improvement. Without guidance, nothing will change and no issues will be fixed. No company should every shy away from feedback. Marketing service providers are being paid, therefore they should be doing their job correctly. The only way that allows the providers to do their job effectively, is for the company to provide guidance.

    Results of Inadequate Communication:

    If communication with a company’s marketing service provider is not optimal, money can slip between finger tips. For example, if a company is paying $1,500 a month for search engine optimization service and there is no open communication as to what keywords are good for the target market, then there most likely will be problems. When a marketing service provider does not receive enough information from a company they will either reach out to the company for further details or take matters into their own hands. This is why open communication is so important.

    The takeaway is to always maintain proper communication with your marketing service provider. The company should discuss needs, wants, and things they don’t want. Improvements and feedback should be provided on a regular basis.


  • Your Business’s Blog and the Fine Art of Posting Frequency

    There’s a thin and very high wire the business blogger must traverse. At one end awaits the mighty search engine whose attention you must capture as often as possible. At the other end, your busy readers are pacing. They want to read your content, glean an epiphany or two and still have time to get to the post office before it closes. One slip of the keyboard can send you tumbling endlessly into a blogosphere devoid of both. How does the business blogger find the happy balance between blog consistency and post overload?

    The accepted norm for business blog posts hovers between one and three posts per week — enough to pique the interests of the major search engines without alienating your readership. There are two main points to keep in mind:

    Don’t Bury Your Subscribers

    No one wants to wake up to a mailbox full of company posts. Even if you have top writers creating content that’s lively and packed full of juicy business pointers — if you inundate your readers with 50 posts over a two-week period, there’s a high probability that you can kiss the majority of your subscribers goodbye.

    You’ll gain the attention of major search engines with every post, but remember to balance this against the loss of 200 loyal readers.

    Stick to a Schedule

    Darren Rowse at Problogger has done significant research on the effectiveness of business blogging. He recommends bloggers, “Find your blogging rhythm and stick to it.” Often bloggers start out all fiery and inspired, pounding out two posts a day, only to lapse into silence a month down the road after they’ve exhausted their vocabulary and keyboarding skills.

    Nothing disappoints your readership more than your disappearance from the planet after weeks of posting engaging content. Don’t let this happen to you.

  • Does Social Media Really Generate Sales Leads?

    There has been a lot of discussion lately about social media and whether or not it can truly be helpful in generating sales leads.  The answer is both yes and no.  If used correctly, it can and will generate sales leads and referrals.  If it is not used properly then you will not see many positive results at all.

    Here are a few tips on how to use social media properly in order to generate leads.

    •    Establish your brand.  Social media profiles shouldn’t read like your resume.  Use your profile to establish exactly what you or your company can do for businesses and people.
    •    Connect.  Salespeople should always make the effort to connect with their prospects as well as their current customers.  Ask them for referrals.  Create a network that is built on success stories through referrals.  Just as a business will establish credibility with their testimonials and websites, so should you.
    •    When you spot a prospect, use the network that you have built to make the connection.  Ask people who know the prospect to make the introductions for you.
    •    Use those introductions wisely.  Don’t just make the connection and stop.  Let the prospect know the reason you want to connect.
    •    Research your prospects before you have a phone or in person meeting.  You should find out their interest, if they are members of any groups and what types of conversations they have been party to.
    •    Help them.  Refer them to other of your connections.  When you take your networking group online and then refer leads to them, they will begin to reciprocate and send you leads as well.

    When you follow these tips you will begin to notice that yes, you can generate new sales leads by using social media.