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How to get large Web and Mobile Projects? Published on November 8, 2016

November 8, 2016

Most of IT Services companies are estabilished by technology geeks who knows programming well and quickly learn new technologies and build businesses. But many times, they lack on marketing, branding and sales functions of business which is very critical to run and grow company.

As we know, there are many ways to generate qualified leads for business like freelancer portals, referrals from friends and customers and outbound process of email, cold calling and social outreach. Many businesses just work on 1 or 2 channels of lead generation which are easy to operate like freelance portals. But these portals are hyper competitive when it comes to getting quality deals with normal billing rates. Generally these projects run on very tight budgets and requires lots of resources to complete them and get good reviews from client.

“To make freelancer portal deals profitable, companies need to have a sound process of defining requirements and project management skills”

Generally these projects comes at an hourly rate range of USD 10-20 for offshore vendors and vendor needs to provide lots of discount or provide additional features to win deals.

If this sounds familiar, this article is for you to understand outbound lead generation and sales process and how it can help you get profitable and large deals predictably.

Offshore companies who master outbound or outreach processes have won project deals on a billing rate of USD 60/hour or more for selected services. General range of offshore billing rates are within USD 20-80/hour.

What is Outbound process or Outreach process?

Outbound and outreach process is to reach out your targeted niche B2B customers with your offering and make a connect with them. This is the first step of outreach program to get an introduction and find synergies or areas of collaboration. Once this connect is established, then you should nurture this newly built relationship and build trust. Based on our experience, over a period of 3-6 months, such relationships results in some amount of deals.

Companies can prefer to outreach customers in any of the following manners.

  1. Email Outreach
  2. Targeted Call Outreach
  3. Social Outreach
  4. Network Outreach

What is the effective way to design and execute Outreach program?

Once you have finalised outreach program for your business as a channel to generate profitable leads, now you need to decide how to approach this outreach program? A well designed outreach program will result in desired results if executed well. So, every step needs a close monitoring and continuous improvement to make it work for you.

Once established, you can easily scale it to win more profitable deals. Each outreach program starts with following questions and finding their answers.

  1. What services my business sells?
  2. Who are my customers, their location, their size etc?
  3. What are their pain points or problems areas?
  4. How my services solve their problem areas?
  5. How will I execute or help my customers operationally?
  6. How will I provide post service support to my customers?
  7. How will I make my customers advocates of my business?

As you see, if you can answer these questions well, you have a perfect understanding of your business, services and your customers. Now, you can design a perfect recipe for your outreach program with clear messaging and win more deals.

How to make Outreach program successful?

Outreach programs are slow to produce results but once they start pouring results, I am sure you will expand outreach program to get more business. You should look at other successful companies and analyze their sales team on LinkedIn. You will notice that they have large sales and lead generation teams, some of them sits close of customer locations, some are sitting at offshore and work with a very targeted set of prospects and setup meetings for onsite teams.

Similarly, you also need to ramp up your outreach teams and setup them to target niche prospect segments to generate more relationships for your business.

“Outreach teams takes 3-6 months to setup, learn and start building relationships with targeted prospects and once that is done, they will start producing results for your business consistently”

Building a solid team of outreach prospectors and keeping them motivated is a continuous tasks. Outreach manager need to monitor outreach KPIs on daily basis and uncover areas of improvements, train his team members, provide them feedback and motivates them to win more deals. You should also have a generous incentive plan in place to share profits with your team and make them part of your organization.

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Thank you so much for reading this article. I believe you are looking to setup an outbound/outreach lead generation team for your business. At iJanta we help businesses in setting up their performance driven outsourced outreach teams who produce consistent results and win large profitable deals for you. We offer no-obligation consulting around this area. Please feel free to reach out to peter@ijanta.com

If you want to know how iJanta can help you grow your business? Please feel free to explore us on http://www.ijanta.com or email us

7 Proven Steps Email Prospecting Strategy that works Published on September 8, 2016

November 7, 2016

When it comes to prospect, email prospecting is first to come to mind to a business. It is easy to start prospecting via email. You may think, it is just to collect 100+ contact emails and send them any prospecting email message about your services. You will get 5-10 positive responses and you will win 2-3 deals. Well in this digital era, when buyers are flooded with such emails and lots of online media available to educate prospects, this random email prospecting does not provide good results.

Email prospecting is evolved a lot and continuously evolving with marketing automation system and digital tracking technologies available. So, as a business owner or email marketer, your job is to understand this situation and take steps to generate maximum ROI on your email prospecting campaigns.

Nowadays, you can easily track who opens your email, clicks on a link, goes to your landing page or visits specific pages on your website etc. So, this gives ample insights about how your prospects is learning about your company. These insights will help you decide how to engage such prospects with your business.

These kind of tracking certainly increased a lot effort on email marketer and he need to analyse lot of data points to make it successful.

In my experience of 15 years as digital marketer, I have sent close to 1M emails to my prospects and understand nitty gritty of what works and what does not.

“How is email marketing evolved over a period? How to get maximum ROI on your email prospecting efforts?”

 

Here in this article, I am going to show you step by step process to get maximum ROI on your email prospecting campaigns.

Step 1 Knowledge about your services/products

This is a very important step to make your campaign effective. Unless you know what services you want to pitch or products to sell and how they will benefit your prospects?. You will not be able to make a compelling email copy.

Step 2 Know your prospects and segment them

If you know your services/products well, you will be able to identify prospects who might need such services/products. As you know, prospects comes in different shapes and sizes, sending similar messaging to each one will not result in desired results. So, it is necessary to segment them into smaller cohorts.

Step 3 Prepare 3 email messages copy per segment

Now, as a next step, you need to create 3 different email messages which will resonate well with your segments. Why three? Well variety is way of life, different people like different things, so having 3 messages copy will give you right analytics to know what messaging works best with your segments and you can build upon that.

You will also need to define email campaign cadence with minimum 3 follow-up email touch points to prospects. Most of time, you will not get any response on your first email.

Step 4 Find email addresses of prospects

Now, you need to find email addresses of prospects to send them your email prospecting campaigns. You can easily find email address by google search, various plugins like Rapportive, Clearbit, Salesloft etc. or you may want to find a reliable B2B list provider to get pre-segmented and pre-verified data. If you are buying data, make sure it is opt-in database and you must run email verification before you send any email to such data. Otherwise you will affect authority of your domain and IP address which may be marked as spam by ISPs or companies.

Step 5 Chose Email Marketing Software

Now, you have all prerequisite and you are all excited to send email campaigns. It is a very important step to find a good email marketing software which provides easy tracking of campaigns. There are many email marketing software available starting with USD 20/month to USD 2000/month. Depending upon your needs and budget you can buy any subscription.

Some basic software will provide stats like Open Rate, Click Rate, Bounce Rate, Spam Rate, Unsubscribe Rate etc.

Advance tools will provide features like website page tracking, time spent on each page, auto-respondents based on user actions on your site etc.

Step 6 Test of your campaign

Now you have email marketing software, you can upload your prospect list and email messages to your software and create campaign you want to send. But before you send campaign to your prospects, make sure to test it.

“Test your campaign message on browsers and devices. Check for format, length, spellings, links, grammar etc”

Step 7 Monitor, Analyse and Improve

This is final step, as you have executed campaign, you need to monitor your email campaign to get insights like open, click, spam and unsubscribe. You can analyse these stats and see what works in your campaign? With this information you can improve your next campaigns and increase your ROI.