Archive for July, 2010
SUMMARY: Marketers have so many fancy online options at their fingertips, they forget how useful (and successful) telemarketing can be for lead generation. So many don’t follow the right rules or give up too soon.
We have exclusive new data and strategies to help you to make the right calls in your next campaign. Includes:
-> How many attempts it takes to complete a conversation with a C-level executive
-> Nurturing a lead through the entire process
-> A sample voicemail message
Business-to-business telemarketing has survived every technology that’s come along in recent years. Even with the development of the Web, email and now Web 2.0 as marketing tools, the telephone still remains a crucial piece of a B-to-B lead generation strategy.
Why? Telemarketing works. Business prospects surveyed by eBrand Media earlier this year were surprisingly positive about the telemarketing experience:
o 53% said they added a technology vendor to their database for consideration after receiving a cold call
o 40% said they invited vendors to provide additional information by phone or electronically
It’s clear that prospects respond to a well-conducted telemarketing effort. But with so much pressure to try sexy new lead generation tools, some marketers might not be paying enough attention to this old-school tactic. “People are using telemarketing, so how can you make sure you’re doing it right?” asks Kathy Rizzo, VP Marketing, TeleNet Marketing Solutions. “What are some things you need to look at to make sure you’re not becoming complacent?”
To answer these questions, Rizzo and her team conducted a survey of 205 B-to-B marketers in Q4 2006-Q1 2007 and analyzed thousands of telemarketing campaign records in their database. Based on some key findings of this research, we have identified five tips to help you tweak your own telemarketing campaigns for maximum effectiveness:
From the GoTo, “just get me more eyeballs” day’s, until the fall of 2007, the web was awash with home equity money and easy credit. Not to mention that every year new shoppers were jumping on to the web. Those were the days. Some companies, aware of the ephemeral nature of that boom, used that money to improve their businesses. Others were blinded by greed.
Lending standards are more stringent and that means fewer people with credit. Many have been pummeled by material excesses propelled by a desire to keep up with “the Jones”. The problem was that “the Jones used to be next door neighbors. Somewhere along the line “the Jones” became the rich and famous. Idealized people we could never keep up with.
We’re reminded of a line written by the English mystic, William Blake: “The greatest danger a man (or woman) faces as they walk the path through life, is the seduction of the material world”.
Here’s an article about how an increasing number of Americans are considered poor risk, the consequences they’ll face, and the price we’re all paying as a result.
According to the newly released “What Women Want From the Web Report,” Summer 2010, by Unicast, 95% of women plan to go online, and 62% notice and/or interact with online advertising. Women aged 18-24 use the web more than other age groups for all activities except keeping up with news, 53% vs. 67% overall.
The report found women who visit blogs notice online advertising far more than overall respondents. While this group is just 13% of women who read blogs regularly, it shows females are potentially more open to ads from relevant sources of information that they trust. Women age 18-24 are also more receptive to online advertising in various formats than the overall population, particularly more interested in localized information, surveys, social media formats and downloadable content.
The report finds that women are planning to do these things Online:
On the way to work today, I was listening to a gentleman from Northern Ireland, David Feherty, PGA Golf Analyst, talk about why he decided to become an American citizen. It was very moving. His epiphany occurred, and he knew he had to become an American, when he was in Iraq visiting troops. He had a chance to see first hand how our troops acquitted themselves with discipline and restraint while demonstrating tremendous care for the people of Iraq.
Having grown up in war-torn Belfast, he was shocked to see such humanity in an occupying force. As a result of that experience he became an American citizen and has started a Foundation to help our veterans assimilate back into society. Finally he had this to say about the American Dream; “The American Dream is alive and well for those who are willing to do what the unsuccessful won’t do. That’s part of what makes America special. There is still opportunity here.”
Listening to him made me very proud to be an American.
Even though we’re all struggling with a daunting economic event; I think any of us can find reason to be grateful not only for our Forefathers but for those who have kept our country safe and great since its inception thereby giving us the opportunity to live in a country that is still ripe with opportunity.