Archives for February 2014

B2B Buyer Behaviour: how to convert more quality leads

Derek Singleton - Software AdviceDerek Singleton of Software Advice has recently written a report on B2B buyer behaviour by in which a study found 3 key findings:

  1. Call leads fast- really fast
  2. Tuesday- Thursday is the best time to reach buyers
  3. Don’t underestimate the opportunity around the holidays

The findings show that calling prospects straight away can significantly improve your ability to qualify leads generated from a campaign. Also, there are certain times of the year, week and day when you need to plan your in-house sales team’s capacity to maximize your ability to turn click-throughs into leads.

The report suggests that if you call a lead within 5 seconds, the odds of qualifying them are 29% higher than if we call within 5 minutes.

Derek Singleton says “Our report shows that when a buyer contacts us directly for information—requesting a price quote or product demo, for instance—there is a significant benefit to calling that buyer right away. “It was amazing to see that if we call a buyer within 5 seconds of converting, we qualify that buyer at a rate 30 percent higher than our average qualification rate.”

At Nett Sales we think this research is definitely valid. We aim to follow up a message as quickly as possible by tracking who has clicked and opened the message. We follow up with a call to find out what prospects thought and how relevant it is to their needs.

The research also highlights leads that come in Tuesday through to Thursday qualify at twice the average qualification rate for other business days.

This makes sense and is something that we at Nett Sales already endeavour to follow. Calling prospects on a Monday or Friday is not as successful as the rest of the week, as these are day’s people of most likely to have off and be away from the office.

The week before Christmas is surprisingly active for conversion and qualification rates.

This may come as a surprise to some businesses, as you may think that in the run up Christmas and other holidays, businesses are starting to wind down and are not thinking about B2B buying. But during Christmas and New Year many companies and looking to allocate their budget and have the time to read emails and research online.

Derek Singleton gives some valuable advice by saying “Of course, it’s also important to understand that not every buyer deserves a call right away. If a buyer contacts you indirectly—by completing a form to download a whitepaper, access video content, or view other gated material—then you should consider nurturing, rather than calling, the lead. As sales and marketing professionals continue to compete for the attention of B2B buyers on the Web, understanding their online behaviour will be critical to success. Hopefully our data helps provide a fresh perspective for online B2B buyer behaviour.”

If you would like to read the report in full for more details, follow this link. 2013 Online B2B Buyer Behaviour Report. If you would like to learn more about what Nett Sales does and how these principles from the report can help you gain more sales more quickly contact our team on 01672 50 50 50.

B2B Content Marketing Success on the Rise for Small Businesses

See on Scoop.itSelling through Channels

Our newest B2B content marketing research report confirms that small businesses are doing many things really well when it comes to content marketing

 

 

See on contentmarketinginstitute.com

Gmail offers unsubscribe link and the world of email marketing comes to an end

See on Scoop.itEmail selling for client acquisition and retention

It’s all change again, Gmail rocks the world of email by apparently making it even easier for a recipient to unsubscribe from legitimate marketing email.

See on econsultancy.com

Answers to 10 Email Marketing Questions You Were Too Afraid to Ask

See on Scoop.itEmail selling for client acquisition and retention

Don’t be ashamed — We’ve all wanted to know the answers to these basic email marketing questions.

See on blog.hubspot.com

Five Reasons to Outsource Your Sales Department

See on Scoop.itEngaging Sales Conversations

One of the best ways to expand your business is to outsource your sales department. This is something that many small business owners take for granted. It’s not easy. It takes trust to outsource your sales department, but no manager is an island.

See on www.returncustomer.com

57% of marketers using faster email technology report higher conversion rates

See on Scoop.itEmail selling for client acquisition and retention

Conversion rate is one of the most important metrics in email marketing. It speaks to marketers’ ability to turn engagement into revenue.

See on econsultancy.com

Is the customer really in charge?

customerRobert Craven is soon to release a new version of his best-selling book “Customer is King” introduced by Sir Richard Branson. We have taken a fresh look at this book and put into practice Robert’s advice to help us and our clients.

Robert’s advice has made a big difference to our business as well as our clients’, so much so we have been blogging the results as we go.

What Robert says

The modern business’s secret, is that the customer runs the show. And the biggest secret today is that ‘the customer is in charge’. The other secret is that it’s harder to deliver good customer service than ever before, as customers are more demanding.

The reason that businesses were and still are so excited about the web is the belief that ‘the customer is in charge’ It would appear that the consumer, at a retail level or commercial level is taking charge. This is the power of the internet and its associated technologies.

Clearly, most customers do not feel ‘in charge’. You can use this to your advantage. Think how easy it can become to stand out from the rest when you really do put the customer in charge. Customers have been told that they should be in charge and yet they rarely, if ever, feel as though they are in charge. So see what happens if you put them in charge.

Applying this to Nett Sales

Nett Sales helps its clients get more customers. We work closely with our clients to create compelling campaigns using a blend of email and telephone work to ensure we pass our clients well qualified leads that they can turn into customers.

Robert’s advice has helped us to recognise that our customers like to be in charge and make their own decisions. This has prompted us to be very transparent with our messages and allow readers to click on the links that interest them.

For us the early stage of every campaign is very important. One of the steps that we have recently introduced is an outline schedule at the beginning of a campaign explaining how things are set up and will work. Once the campaign is up and running we arrange quarterly reviews and monthly telephone catch ups to meet customer expectations and keep everything on track. If you would like to learn more about how a typical schedule works, follow this link.

We have worked with each of our clients to recognise the features and the associated benefits for their products/ service which we have used in telephone follow-up calls. This has helped up pass more hot leads to our clients.

Are you looking to do something a bit different with your marketing? Want more sales and to engage more customers? Contact us on 01672 50 50 50 for a friendly chat and to discuss your requirements.

How to Build Trust with Customers in Your Email List #Infographic – GetResponse Blog – Email Marketing Tips

See on Scoop.itEngaging Sales Conversations

Your email list can help you build trust with customers – this infographic includes a step-by-step guide.

See on blog.getresponse.com

The Ultimate B2B Marketing Guide to Drive Meaningful Sales Results [Infographic]

See on Scoop.itSelling through Channels

See on www.business2community.com

Your Top Questions on “Social Selling” Answered by LinkedIn, Evernote, and HubSpot

See on Scoop.itEmail selling for client acquisition and retention

Hear the answers to commonly asked social sales questions from top industry experts.

See on blog.hubspot.com