How Webinars and Seminars can help in Lead Generation?

How Webinars and Seminars can help in Lead Generation?

Businesses are getting smarter about their lead generation tactics. Every new day brings new challenges to be dealt with. Therefore, the strategies have to be updated and need to be in line with the developments. The modern business world is about more and good quality leads. Today’s customers do their own research before they buy from you and that is why they will only choose you if they think you have the best solution to their needs.

Reaching out to prospects and generating leads is a quite elaborate process and comprises various methods and tools. This article focuses on the benefits of webinars and seminars in lead generation. Both webinars and seminars bring together the prospects and industry experts on one platform to discuss something of interest. The only difference between the both is that webinars happen online with participants connected from different parts of the globe while seminar happens at a physical location and participants are present in person.

  1. Establish you as a leader in the industry.

Digital marketing is experiencing a boom and to stand out in such times can be a real challenge. Webinars and seminars can help you in positioning yourself as a leader in your industry because they provide your prospects with an opportunity to learn from you. They also engage with you on a deeper level. This makes them think of you as an expert in the field and they are more likely to buy from you. It is recommended that you should invite known experts in the industry to engage in a conversation with the audience.

 

  1. More new leads in your sales funnel.

Webinars and seminars are more appealing to new prospects. This is because they are in the initial stages of the buying process and such events provide them a chance to learn about the products or services. They can use all the information to make the right decisions. Since you are the one to give them access to information and educate them, there are good chances that they will buy from you. Therefore, you will have more leads in sales funnel.

 

  1. Push the existing leads further in the buying cycle.

Further, seminars and webinars are great tools to push your existing leads down the sales funnel. Before a lead converts to a business opportunity, it has to be touched multiple times and in different ways. Webinars and seminars allow you to stay in touch with them consistently. Experts suggest including polling questions during the event and have a Q&A session in the end. They can also be used to showcase any live demos as they are more powerful than advertisements or whitepapers.

 

  1. Retain and engage better with existing customers.

Retaining customers is as important as getting new ones. Webinars help a great deal in keeping the existing revenue intact while providing the customers with more value-added content. Not only does this deepen their advocacy for your company but they also refer you to other prospects. There are chances of widening business opportunities for your existing customers as they are exposed to other aspects of your business. Also, they trust you more. Seminars can also be a tool for training new customers and sharing best practices with them.

 

  1. A great way to partner with other companies.

Ahead of a seminar or webinar, you can get in touch with other companies in your industry and partner with them to organize it. It gives you an advantage of getting access to their customers and also promote your brand through word of mouth. Together with your partner, you can use the event to acquire more and better quality leads.

Above listed benefits of seminars and webinars is just the tip of the iceberg. If you plan your event well in advance, it can take your business to the next level. While nurturing your relationships, they help you deliver valuable content that further strengthens your marketing. Seminars and webinars are two must-have tools under your marketing strategy. If you need any help improving your lead generation strategy, you can get in touch with us now.

Lead Generation vs Demand Generation: Which one is more Effective?

Lead Generation vs Demand Generation: Which one is more Effective?

The modern business landscape is seeing more competition than ever before. The increased pressure to improve the quality and quality of leads is making the organizations explore and deploy different strategies. B2B marketers are looking at new age demand generation and lead generation strategies to stay ahead of their game. While the terms demand generation and lead generation are used interchangeably, they are totally different concepts and confusing the two can lead to disappointing results. Therefore, it is important to understand the two terms and choose the right one at the right time. This article briefly explains the two terms and provides insight into the effectiveness of the both.

Demand Generation 

Demand generation can be defined as a set of activities that are aimed at gaining the attention of the audience and making them interested in your product or services. Therefore, at this stage, the content used to promote your business is more about brand positioning and brand awareness. A demand generation company targets particular audience and covers the wider net of people that match the specs. The strategies in demand generation have a wider appeal. This is why it has more impact than lead generation. Multiple media including blogs, videos, and websites are used for more desirable results.

Lead Generation

Lead generation, on the other hand, is more about gaining an audience. In a way, this is the first step to demand generation. When a prospect needs to know about your product or service, lead generation strategies are deployed to engage the audience. The content used here is gated. When a potential lead exhibits interest, they are driven to a certain landing page or a registration page, which they fill out and give you access to their basic information. However, when people give their information, they expect something in return. This is the reason free ebooks, offers, white papers, etc. are used for lead generation purpose.

Which to choose?

Choosing between lead and demand generation is a tricky step. Both have different approaches but they are not mutually exclusive and share a lot of similar techniques. It is, therefore, suggested that instead of choosing the one, businesses should make a way to use a combination of both. Using lead generation and demand generation in sequence is one way. Generate high demand and then use the increased interest in your audience to generate a sales funnel. It can also work in a manner where the leads gathered by you are targeted with certain content to increase the demand. This makes people remain interested in your products or services for a longer period of time.

Having said that, depending on the size of your business, you are likely to get different benefits from both the strategies. For businesses that have just started, demand generation plays a more important role while for the established and large scale businesses, lead generation has more value.

Why demand generation is more effective for startups?

The complete customer cycle has three main steps:

  1. Creating the demand for product or service.
  2. Capturing the leads based on the generated interest.
  3. Further maintaining the created demand to retain the customers.

What makes demand generation more impactful and favorite of the startups and small businesses is the fact that demand generation means sharing the content with required people. You can deploy a nested lead generation strategy in demand generation.

Demand generation is about the buyers who are actively looking for any solution to their problem or a product to buy. In order to make this work, you need to get closer to the needs of people and focus on the buyer. However, it is suggested that businesses should try to make lead and demand generation work together to get the maximum benefit.

How a Demand Generation Company can End your Business Woes?

How a Demand Generation Company can End your Business Woes?

Ever thought of hiring a demand generation company? It looks like an added expenditure at a first glance and so, most of the businesses actually consider doing demand generation by themselves. However, the fastest-growing businesses have found that outsourcing demand generation is more beneficial and cost-effective. This article will briefly discuss a few important factors that highlight the advantages of hiring a third party for demand generation.

Understanding Demand Generation

The term demand generation can be understood as a name given to all the processes involved in getting a potential customer excited about your company’s services or products. In simple words, it is defined as a strategy that makes your prospects feel the need for your services or products. It has been found that demand generation programs help your business enter new markets and promote your services and products. This, further, generates consumer buzz, generate PR, and retains the existing customers.

However, you must understand that demand generation is much more than just branding. The goal of this strategy is to nurture potential customers for the long term. There are multiple smaller processes involved in this to achieve a larger goal. Don’t forget that it is not just a quick solution to your business woes but a process that will generate long-term benefits.

How a demand generation company can help?

  1. Experts on the job

Outsourcing demand generation can take your business to the next level because demand generation companies are the people who are experts in the job. Instead of your marketing and sales team handling all the processes, the demand generation company team is able to handle them more effectively and efficiently. Their specialized team of experts also acts as a vital support to your internal marketing team.

 

  1. Result-oriented approach

The skilled professionals at the company are focused on results. Their approach towards work is, therefore, more result-oriented than your marketing and sales teams. They are hired to generate results and that is their primary goal. Therefore, they implement multiples strategies to prove their worth and add value to your business. You must not shy away from hiring a company that will multiply your results.

 

  1. Specialized in marketing automation

Demand generation companies are specialized in marketing automation tools. They are experts in determining what works best for what type of business. Therefore, they can help you make the most of your existing investment. It is a fulltime job in itself to implement marketing automation to drive maximum profits.

 

  1. Go beyond cold calling

The team engaged in demand generation in the company you have hired use the tools beyond cold calling to drive results. Data suggests that only 2% of cold calls actual result in appointments. Therefore, it is for the skilled professionals to know what works in which scenario. They use emails, newsletters, blogs, social media, videos, and other tools that are most effective in the world of late.

 

  1. Smaller sales cycle

With the right tools being used and the best strategies at work, a demand generation company can effectively shorten the sales cycles. This means that there is a significant drop in the time taken by your prospect to move to sales since their first interaction with your brand or services. Smaller sales cycle often results in higher sales volume because the more time customers take, the higher are their chances to not buy from you.

 

  1. Increase online presence

One of the biggest benefits of outsourcing demand generation is that it increases your online presence considerably. This is because the people at work will leverage the power of social media and online tools to drive results and therefore, you are more visible online.

While demand generation is not something new, outsourcing it is a concept that has gained popularity in the past years because of its effectiveness. It should be thought of an investment that is likely to increase your profits manifold. If you still have questions about this strategy, our experts will be happy to help. Get in touch now.

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.

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.