B2B Lead Generation Tips for 2019

B2B Lead Generation Tips for 2019

B2B lead generation is a hot topic in the business world. The modern businesses are expanding their efforts and deploying new strategies to make the most of it. No one strategy is the best as the results differ from one organization to the other. It is for the organizations to experiment and find out what works the best for them. However, there are a few tactics that you can use to improve the outcome of the strategies you have been using. Here are a few tips for you to take note of, in order to take your business to a new level in 2019.

  1. Add or update CTAs

Call-to-action (CTAs) are very useful in content optimization. Adding or updating the existing CTA can increase your reach. Ideally, your CTAs should ask the consumers to sign up, share, or follow. Here are some tips to make the most of your CTAs:

  • Pin the CTA to the screen so that it moves as you scroll.
  • The decision-making should be limited and it should ask the prospect to act immediately.
  • Use catchy but short text on the button that describes the action it would lead to like ‘submit’, ‘download the whitepaper’, etc.
  • Lastly, visual clues pointing towards the CTAs can help in directing the viewers’ attention.

 

  1. SlideShare can help

SlideShare hosting service has been around for a while now and businesses, as well as individuals, use it to upload presentations that need to be shared online. It has been found that over two-thirds of the traffic on SlideShare comes from targeted searches on search engines. Here are a few tips to score leads from SlideShare.

  • Keep the headline bold and insert relevant visuals.
  • Prefer the content to be search engine optimized.
  • Lesser words, more pictures.
  • No more than one idea on one slide. Use charts and diagrams to elaborate.

 

  1. Make the best of exit-intent pop-ups

Instead of an immediate pop-up when a person visits your website, place it very strategically and preferably, at the exit. This keeps the visitors warm and doesn’t make them panic. Also, here are a few things to consider:

  • Let them choose between a ‘yes’ and a ‘no’.
  • Prefer the simple CTAs with minimal visuals or text.
  • Responsive designs drive more actions.
  • Measure your results.

 

  1. Premium content should be gated

The content like infographics, whitepapers, and eBooks should be gated. This means that people should give contact details in order to get access to this content. A few tips with making the most of your gate content:

  • Deploy intelligent form and do not give too many repeat fill-out requests.
  • Prefer an SEO optimized landing page.
  • Once a visitor gets through after registering and downloading, display a ‘Thank you’ message.

 

  1. Improve the quality of your content

Existing content needs to be given a new life by upgrading it to the best version and making it search optimized. Further, bundle the content for different channels. Here’s what you can do:

  • Make use of a good blog post to start a conversation in LinkedIn groups.
  • Make good articles into an eBook that is available on your landing page.
  • Use social media statistics to expand your audience.

 

  1. A personalized direct email campaign can go a long way

Nothing hits customers more than a personalized email. Use it to get in touch with your new and existing customers. Also, you may want to reach out to someone who has worked with you in the past. A few tips that will make this effort better:

  • Differentiate customers on the basis of their buying patterns and the time lapsed.
  • Create target lists with messages customized just for them.
  • Provide an incentive if they contact you back.
  • Customer service should deal with them as if your company already knows them well.

While there is no end to tactics and techniques to improve your lead generation, the above tips will definitely help you to improve the outcome of whatever method you are using. For any help with this, get in touch with us.

Going Beyond BANT: What More to Know when Qualifying Prospects?

Going Beyond BANT: What More to Know when Qualifying Prospects?

Conceived by IBM to qualify prospects, BANT stands for Budget, Authority, Needs, and Time. It is a sales qualification framework that aims to identify and pursue the prospects that are most likely to convert. It is widely known terminology in the business world. If a prospect meets at least three of the four BANT items, they are considered to have qualified. Here is what BANT means:

Budget- Is the prospect having enough budget to buy from you?

Authority- Is the prospect the decision-maker or an influencer?

Need- What is the need of the prospect’s business?

Time- How much time will the prospect take to implement the solution?

While the concept was very relevant and effective some time back, the modern business landscape does not approve of it. In simple words, there is a need to go beyond BANT to qualify sales prospects. Here are a few steps that need to be taken when qualifying a lead.

  1. Find out your prospects’ Goals, Plans, Challenges, and Timeline.

Begin by figuring out the goals, plans, challenges, and timeline of your prospects’ buying journey. Goals here, are the ones that your prospect wants to fulfill. If they don’t have any, this is your opportunity to advise them and help them figure out their goals. Only make sure you focus on realistic goals with deadlines.

Next step is to know the plans that they will implement to meet their goals. This will include asking them a number of questions about their plans in the previous year, their outcomes, availability of resources, and any changes they wish to make to new plans.

Further, it is important to note the challenges of your prospects and how they can be dealt with. Finally, timing is crucial to the whole process. When do your prospects look forward to meeting their goals? What is their priority? Is the timeline realistic?

 

  1. Who is the authority and do they have the required budget?

As outlined by the BANT framework, budget and authority play a vital role. It is important to know the budget of your prospect and determine whether or not they are capable of buying from you. You might have to remind them of their ROI and ask them to revise the expenditure sources.

Further, it is important to see whether the person you are interacting with is an influencer or a decision-maker. Once you know that, you can figure out how much effort you need. When there is a decision-maker at the other end, you will multiply your efforts to sell. Ask them about all goal, plans, challenges, time, and budget questions even if you have discussed those with the influencers.

 

  1. Look for positive implications and negative consequences.

Next, you need to look for any negative results that may come from your prospect not hitting their goal. Also, know the positive implications if they do reach their goal. And if your product is capable of helping them reach the goal or decreasing the risk of not achieving them, know how that will happen. If the product you have is good enough to help them achieve their goals or mitigate any risks on the way, you have a very good proposition. Therefore, to take this further you should know if the goals affect your prospects personally and what are the exact consequences of not hitting it.

The modern prospects are well-learned and therefore, are informed about you, your products and services. They know who your competitors are and they know them well too. To stand out, BANT only is not enough anymore. Following the above-listed steps is crucial to qualify a sales prospect. It is more complex than the famous frameworks but we assure you that it is worth all the effort. Our expert team is always ready to assist you. If you need more details on the sales-qualifying framework discussed here, you can get in touch with us.

Small Business’s Guide to Success in 2019

Small Business’s Guide to Success in 2019

Small businesses are the game changers in the economy of any country. With advancements in the business landscape, small organizations are increasingly generating new jobs. As the New Year has just started, it is the time for small business to ponder over what they can do to improve their businesses’ performance. There some factors that the small business owners need to take into account and make plans to make their way towards success. Now is the right time to do that. Here are a few tips that will guide you to analyze your business and take actions to make your working more efficient.

  1. Cut Down on Expenses

Now that the holidays are over and you are gearing up for the first quarter of 2019, it is the right to find out what factors are causing extra expenses. Cut down on the costs that are making the operation of your business expensive. This can include either number of hours you work or the number of your employees. Retain only what is absolutely important for your business to keep running profitably.

 

  1. Up your Marketing Game

The world of late is for those who can make their marketing game strong by investing smartly into it. As a business, marketing needs your commitment and continuous effort. Set out dedicated resources, time, and efforts to plan your marketing strategies. Define your marketing goals clearly and start taking steps to achieve them. For instance, creating good content with consistency is one step that will help you get great rewards in return.

 

  1. Leverage the Power of Social Media

Social media is a powerful tool when looking to take your business to next level. Promote your business on Facebook, Instagram, Twitter, and other social media. Also, embrace video and use the power of it to influence your audience. A video made with an aim to showcase your business services and products with a focus on your credibility must be published across various social media channels. In addition, analyze your social media content to find out what content is performing highly. Then, boost this content and reach out to more people. Also, make sure that all the content that goes across all social media platforms is of high quality and value.

 

  1. Focus on Email Marketing Strategies

Email marketing is very important to keep you ahead of your game. Start by focusing on growing your email list. Get more subscribers to your mailing list. Further, you must aim at automating the email flow which will include welcoming the new subscribers, interacting with first-time customers, and more re-engagement emails. Every now and then, make sure that you show up in the inbox of your customers with something of value to offer.

 

  1. Let Local Media Report You

Local media can be a game changer when it comes to small businesses. As a matter of fact, small businesses are limited to smaller geographical areas. Therefore, giving something to the local media to report about you can build your customers’ trust. Also, when you are in local news, it keeps your customers in touch with your latest updates and there are great chances that they will avail your services. Local media is big and you must not underestimate what it can do for your small business.

 

  1. Give your Customers to Come Back

Once the customer has bought your services or products, you must give them enough reasons to keep coming back to you. So when your customers are buying from you, give them pamphlets or have some flyers on display that have something of value to offer to them. You may also talk directly to your customers to give your relationship with them a personal touch. To win the trust of your customers is a huge step for small businesses. The point of all these little steps is to give your customers enough reasons to keep coming back to buy from you.

2019 has just begun. It is just the right time to act upon the tips above to take your business to next level. For more steps to improve your business performance, keep checking this space.

Maximize ROI: What was done and What Lies Ahead

Maximize ROI: What was done and What Lies Ahead

MarkSpace Media identifies itself as demand generation, lead generation, and IT service-provider Company. With more than 25 clients across various sectors, MarkSpace has managed to retain 95% of the customers and has an upscale of 4000 percent in revenue. What makes it stand out among the other competitors is that fact that the team behind it is customer-centric and manages to pull out the desired outcome in toughest scenarios.

For any company to survive the market competition, it has to focus on maximizing its ROI. ROI stands for return on investment and can be understood as a performance measure that determines how much has a company gained from certain investment. In simpler terms, it is the profit that a company has made on some investment. MarkSpace Media helps the businesses increase their ROI and take their business to next level.

Here’s how we did it.

B2B Lead Generation Services

The team at MarkSpace Media is keen on narrowing the gap between the service provider and the buyer. We make efforts to bring both parties together and go on to generate more leads. Lead Generation is the gist of all marketing and hence, the business. Therefore, we bring in the best lead generation strategies that there are and deploy them to make sure you have enough and good quality leads. A lot of time and resources are invested in finding the right target audience and creating a good sales pipeline. We understand the importance of the lead generation process and leave no stone unturned get the desired outcomes. Our previous clients take pride in our work and we strive to continue doing it.

Account Profiling

Under this segment, the MarkSpace Media team endeavors to help you know your target accounts and the key people behind them. Therefore, we help you see more business opportunities and score more deals. The idea is to expose you to the most authentic, customized, and fresh information as per your requirements. We use multiple verification methods to make sure the information at your hand is complete and verified.

ABM

Account-Based Marketing (ABM) is one of the best B2B strategies that result in better sales as it helps to focus the efforts to specific accounts that are most likely to buy. Therefore, personalized campaigns are run under this strategy to cater to the needs of the target accounts. We help you frame the right target account list and use to send personalized content, which most often results in conversions and sales.

Sales-Qualified Leads

We believed that a sales-qualified lead is crucial to a business. We help you qualify the leads and understand whether they are ready for the next level or not. We undertake targeted research and qualify SQLs so that they can be approached with customized content and efforts.

IT Services

We provide an array of competitive IT services in the industry. This includes application and software development, search engine optimization (SEO), web hosting services, and web design and development. We are known for the quality of our services and commitment towards the quality.

Social Media Marketing

MarkSpace Media has an upper hand in social media marketing strategies where we endeavor to make the businesses get increased visibility online. Our team is well-equipped and skilled to make use of the best social media to promote the businesses. This includes tools like blogging, online videos, social bookmarking, photo-sharing, publishing articles, and public relations. We understand the power of social media and are trained to get the maximum benefit out of it.

What the future looks like?

We strive to expand further and provide better services in all the above-mentioned domains and any new strategies that might emerge as a result of technological advancements. Not only are we equipped with the best skills and team to do the job but we are also backed by the leading industry experts who help us deal with the new challenges on the way. Like always, customers will remain our focus and we will continue to work in close proximity with you to understand your needs and therefore, meet your expectations. With the rare combination of best team and best clients, we look forward to a fun-filled and rewarding journey ahead.

Spread your Business Across the globe from your Desktop

Spread your Business Across the globe from your Desktop

We are living in the age of the internet. The Internet has affected all aspects of our lives and businesses are no exception to it. Perhaps, the businesses have been affected by the technology and the internet the most. When the internet had just arrived, it was simpler for a business to be found on the web. However, with time the Google search algorithms have become more complicated and to be visible on the internet in today’s time requires well-planned strategy and efforts.

The internet has evolved and the business world has too. The competition for lead and demand generation is fierce. This is the reason that the leading businesses of the world are putting in more thoughts and efforts into online promotion than ever. Online demand and lead generation has become absolutely critical to businesses’ success. Here are a few tips to help you generate demand and leads right from your desktop.

  1. Blog your way to the market

Blogging on a regular basis plays an important role in lead and demand generation for your business. However, know that it is a long-term strategy and won’t give you the results overnight. For every entrepreneur, it is important to understand the importance of blogging. A noteworthy blog with high-quality content doesn’t only drive traffic to your website but also establishes you as an authority. If you are able to establish yourself as an authority, you can gain customers with ease.

  1. SEO optimized content and content marketing

Online marketing depends largely on the content that you have to offer. Quality content is one thing, but you also have to make it SEO optimized.  The goal is to develop an excellent quality content and then market it using the right tools. Make sure that you do on-page and off-page SEO optimization so that your website is ranked well in search results.

  1. Make the most of Social Media

Connect with people on social media to get good leads. Depending on the type of your business, you need to identify what social media works the best for you. LinkedIn helps you to connect with people in your industry easily while Facebook can be used to connect with people at random. Keep sharing updates on social media regularly.

  1. Social media ads and strategic landing pages

Social media ads are not free but are worth way more than they cost you. They provide an excellent opportunity for connecting with the right demographics for demand and lead generation. Ad copy and squeeze pages are known to receive best responses. You should also put efforts into developing good quality landing pages. Landing pages are the ones where visitors land after clicking on your ad.

  1. Leverage the power of Instagram

Instagram can do a lot for your business. Creating a good number of followers on Instagram can help you establish yourself as an influencer and therefore, spread your business. You can also ask the already established Instagram influencers to promote your business. While that is not free but it give you good leads.

  1. Video tutorials

Create useful video tutorials on YouTube those will add value to your business and establish yourself as an expert. Video tutorials can help you connect with people beyond borders. They are a great resource add credibility to your business.

  1. Email marketing for better relations with customers

Email marketing is tried and tested online marketing tool. It is not as easy as it seems but is absolutely important for every business. For being successful in email marketing, you need to offer something of value to your potential customers. Emails are a great way to establish a relationship with your customers and convert them into leads. The key to success is the ability to connect. Focus on connecting and then move on to selling.

It is important for every business to understand the crucial role online marketing plays in lead and demand generation. If you have any doubts about anything discussed above, feel free to connect with us. MarkSpace Media is helping businesses grow through properly executing online marketing campaigns.