The Ultimate Guide To Business Phone System Lead Generation
There is no doubt that as a business telecoms supplier, you have a lot of competition meaning that in order to grow and thrive your business phone system lead generation strategies need to be on point.
In this article, we aim to uncover the challenges you face in promoting and selling these types of products in today’s hyper-competitive marketplace and how your business phone system lead generation strategies can drive qualified prospects to your business.
What pains and challenges do business phone system suppliers have when generating leads?
Struggling to find potential customers:
Without a comprehensive lead generation strategy, it can be challenging to uncover potential customers and identify who would best benefit from the solution offered.
Overcoming resistance from businesses that are comfortable with existing suppliers:
Many businesses rely on their existing supplier for the comfort of having a reliable system in place which can cause resistance to new suppliers.
Establishing trust during the sales process:
It can be difficult to establish trust with potential customers, especially when they’re learning about a company and its services for the first time.
Combatting competitors:
The business phone system market is saturated, so it’s a struggle to differentiate oneself from the competition and stand out against rivals.
Keeping up with Technology:
Business phone system suppliers must constantly provide updated and advanced systems to remain competitive.
Price Point Competition:
Suppliers must balance cost with quality to stay competitive in the market.
Converting Leads:
Suppliers must develop relevant content to make the buying process easier for their customers.
Maintaining Client Relationships:
Suppliers must ensure quality customer service and foster relationships with their customers to prevent attrition.
Demonstrating ROI:
Suppliers must accurately track the performance of their solutions and demonstrate the value they bring to customers.
So, we have identified the challenges, where should we start when it comes to business phone system lead generation?
The Ideal Customer Profile (ICP)
What is the best way for business phone system suppliers to create their ideal customer profile?
- Identify target markets by researching trends and current customers.
- Segment your customers by their buying habits and needs.
- Analyse customer demographics, such as income level, geography, and industry.
- Develop an ideal customer profile by evaluating the common points of segmented customers.
- Create a list of ideal customer attributes and specifications.
- Develop marketing campaigns and materials that target the ideal customer profile.
- Track and monitor customer feedback and buying behaviour.
- Use customer feedback to refine the ideal customer profile.
How can business phone system suppliers generate qualified business leads?
Engaging in social media:
Business phone system suppliers can generate qualified business leads by engaging with potential customers on popular social media platforms such as LinkedIn, Facebook, and Twitter.
Create profile pages on major social media platforms:
Use profile pages on platforms such as Facebook, Twitter, and Instagram to showcase your company’s services and contact information to potential customers.
Develop content tailored to target audiences:
Create content that is educational and informative, as well as compelling and engaging, to target specific business sectors or customer personas.
Highlight customer success stories:
Share success stories from clients who have benefited from the business phone system.
Run social media ads to increase visibility:
Invest in targeted ads to attract potential leads and boost your visibility in the market.
Participate in social media groups and conversations:
Answer questions, join conversations and comment on posts related to your business in groups and forums.
Host webinars and live events:
Establish yourself as an expert in your industry by hosting webinars and virtual events to inform and educate potential customers.
Optimising for SEO:
Business phone system suppliers should also optimise their website and other digital channels for keywords related to their service.
This will help them rank higher in search engine results and attract more qualified leads.
How can business phone system suppliers optimise their websites for SEO?
Create Compelling Titles and Meta Descriptions:
Titles and meta descriptions are key to SEO success.
Make sure your titles and descriptions accurately reflect the content of your web pages and use important keywords relevant to your business.
Research and Use Targeted Keywords Strategically:
Do keyword research to determine which terms and phrases are most commonly searched by your potential customers.
Then, strategically use these words throughout your website’s copy and content in contextually relevant places.
Utilise Header Tags:
Header tags are an important element of SEO and can help you draw attention to particular topics or sections of your web pages.
Create distinct titles for each page and use appropriate header tags (H1, H2, H3, etc.) for the titles to make your website more SEO-friendly.
Optimise Your URLs:
URLs are another factor that search engine spiders analyse to determine which websites rank highest for relevant searches.
Optimise your URLs by understanding the language that best describes your content and using that language in your URLs when possible.
Produce Quality Content:
Search engine algorithms evaluate page content to assess relevance and quality.
Generate content that is easily understandable, provides value to visitors and is full of relevant keywords.
Improve Page Load Time:
Excessive loading times can significantly affect your SEO ranking, so try to avoid extra-long pages, flash animation and other elements that can slow down
Results Driven Marketing work with experts to deliver fantastic digital marketing solutions that can take your business phone system lead generation to another level.
For information on how we can help you drive online leads, drop us a line today.
Email Campaigns
Business phone system suppliers can use email marketing to generate new business leads by targeting prospects and customers who may be in the market for their services.
They can also create email newsletters that include informative content, special promotions, and industry news to keep their customers informed.
Additionally, business phone system suppliers can use automated lead-nurturing emails to stay in touch with prospects and nurture them into customers.
Finally, they can create surveys and polls to gain insights into customer attitudes and preferences, which can then be used to run targeted campaigns and increase their chances of generating new leads.
Results Driven Marketing is a specialist email list supplier and has access to over 60,000 email addresses and telephone numbers for individuals identified as being the telecoms decision maker within the organisation.
The lists we supply are guaranteed accurate to industry high standards and GDPR compliant and provide a fantastic platform from which to launch email or telemarketing campaigns.
Cold Calling
Cold calling is still one of the best ways to generate leads.
Calling potential customers gives phone system suppliers the chance to learn more about the needs and challenges they face and offer the right solution.
Target qualified prospects:
Business phone suppliers lead generation should focus on targeting prospects who, based on research and analysis, are likely to be interested in their services and are likely to need business phone systems.
Pre-call research:
Cold calls should be informed by research on a prospect, such as what type of business phone system they might need and any insights from relevant external sources.
Utilise testimonials:
Testimonials from existing customers can be a powerful tool to grab a prospect’s attention and encourage them to consider a phone system provider.
Personalise cold calls:
Instead of using one pre-scripted cold call, business phone suppliers should customise calls to reflect their prospects’ needs, values, and interests.
Use lead nurturing techniques:
Following up initial cold calls with emails and other forms of communication is an effective way to nurture leads and build relationships over time.
Measure success:
Tracking response rates and other metrics is essential for improving phone sales techniques and strategising for future results.
If you looking to gain an edge over the competition and increase your customer reach, we at Results Driven Marketing offer an unbeatable telemarketing service that is guaranteed to do just that.
We will contact your target audience and persuade them to become paying customers of your business phone service.
Our team of dedicated telemarketers have years of experience and are highly trained to maximise ROI on each call.
We guarantee a high conversion rate and trackable results from each campaign.
Choose us as your telemarketing provider and watch your customer base grow in no time.
If you would like to know more, please do not hesitate to contact us.
Referrals
Telecom service suppliers should also look to leverage their existing customers to generate word-of-mouth referrals.
How to get them?
Offer Great Customer Service:
One of the best ways business phone system suppliers can gain referrals is by providing excellent customer service.
Make sure your team is available to answer questions and offer support.
Ask Your Clients:
Don’t be afraid to ask your clients if they know anyone who could benefit from your services.
They may be more than happy to provide you with referrals.
Use Social Media:
Leverage your presence on social media platforms such as Twitter, LinkedIn, and Facebook to promote your services and reach a broader audience.
Participate in Networking Events:
Attend local business events or conferences to speak with business owners and investors who may be interested in your services.
Use Referral Programs:
Offer referral rewards or discounts to clients who refer you to other clients.
This will make them more likely to refer you in exchange for the reward.
How can business phone system suppliers differentiate themselves from their competition?
Offer competitive pricing:
Business phone system suppliers should differentiate themselves by offering competitively priced products and services that provide value for money.
Deliver exceptional service:
Suppliers should strive to develop and maintain a high standard of customer service, offering quick responses to queries and concerns.
Provide versatile solutions:
Suppliers should be able to provide solutions that are tailored to individual businesses’ needs and preferences.
Offer advanced features:
Business phone systems should include features such as voicemail, conference calling, mobility, and other value-added services.
Support data integration capabilities:
Suppliers should be able to support integrated solutions that connect business phone systems with other IT and business applications.
Stay up to date with trends:
Suppliers should stay abreast of the latest technological trends, offering modern solutions that are relevant and beneficial to customers.
How do you overcome the challenge of prospects being happy with their existing suppliers?
Demonstrate the advanced features and capabilities of their product:
Business phone system suppliers need to highlight the advanced features, scalability and value of their systems to potential customers.
Showcase how their solutions are more feature-rich and cost-effective than their competitors.
Offer an incentive to switch:
Taking the current provider’s contract into account, business phone system suppliers can also offer incentives such as free migration services or even free trial periods to entice potential customers to make the switch.
Focus on customer experience:
During sales conversations, suppliers should focus on the superior customer service and technical support they provide.
This can help show prospects that their product offers an improved customer experience.
Address any potential concerns:
By addressing any potential concerns or issues a customer might have with their current setup, suppliers can demonstrate the advantages their system has and how it could benefit them in the long run.
Demonstrate industry expertise:
Showcasing their experience in the industry and technical expertise when interacting with potential customers can help build trust, which can be a strong incentive for customers looking to switch.
How can you balance cost with quality to remain competitive in their marketplace?
Offer the latest technology:
Competitive business phone system suppliers must supply the latest technologies to remain competitive in their marketplace. Offer cutting-edge features such as VoIP technology, cloud-based solutions, and multi-line support.
Focus on customer service:
Providing excellent customer service is an essential stepping stone to proving that you are a reliable supplier.
Business phone system suppliers should also invest in customer service training, so staff are well versed in areas such as troubleshooting and sales techniques.
Find cost-effective solutions:
Balancing quality with cost often means finding the most cost-effective solutions.
Business phone system suppliers should look for suppliers that can offer good quality products and services at competitive prices.
Consider pricing models:
Consider changing the pricing model, depending on the size and scope of the project.
Offer package deals:
Offer customers package deals that contain all the components that they require for their business phone system, further reducing costs.
Introduce flexible financing:
If your business phone system is initially expensive, you can offer flexible financing options to assist customers with reducing the overall cost.
This will also help customers to manage their budgets more easily.
How can business phone system suppliers establish trust during the sales process?
Take time to build relationships:
Building trust is all about establishing a relationship.
Customers are probably more likely to buy from a supplier they trust, so it’s important to take the time to build a relationship and show them the value of your product.
Utilise customer service strategies:
Ensure your sales team is knowledgeable and responsive to customer inquiries.
Demonstrate your expertise and experience:
Share examples of successful implementations and how you are solving customer’s pain points.
Give clear and transparent information:
Ensure customers are well informed about terms, conditions, and pricing.
Provide tailored solutions:
Demonstrate that you understand each customer’s needs, and tailor your solutions accordingly.
How can business phone system suppliers best qualify leads?
Analyse customer website:
As part of the strategy business phone system lead generation should review potential customers’ websites to get a better sense of the customer’s industry, size, customer base and technology needs.
This will help them determine the customer’s needs and whether their product is a good fit.
Get to know their customer:
Business phone system suppliers can have an introductory call or video meetings with the customer to learn more about their communication needs and challenges.
This will help them understand the customer’s requirements and provide insights into which product is the best fit.
Create surveys or questionnaires:
Business phone system suppliers can use surveys or questionnaires to help their prospects self-qualify and further understand the customer’s usage needs.
Suppliers can then use this information to match the right product and features to the customer’s requirements.
Pre-qualification:
Business phone system lead generation should pre-qualify leads by making sure they have the budget and resources available to purchase the product.
This will help prevent wasted time on potential deals that ultimately don’t materialise.
How can business phone system suppliers show a return on investment to prospects?
- Show the cost savings of using business phone systems – such as reduced long-distance charges, fewer hardware and line rentals, and fewer hardware maintenance costs.
- Demonstrate how business phone systems enhance customer service and provide greater convenience, such as automated customer care options, multi-channel contact options, and faster response times.
- Show prospects potential for increased employee productivity due to the efficiencies created by the unified communications solutions.
- Estimate potential cost savings through the integration of voice, video, data and other communication solutions.
- Offer evidence of the company’s current customer base and demonstrate the customer satisfaction they’re seeing due to the business phone system solutions.
- Provide educational materials to demonstrate how prospects can leverage the business phone system solutions to create a competitive edge.
- Highlight how businesses can increase their customer base by offering features such as video conferencing, which is now a popular choice.
- Demonstrate the scalability of the solutions and how it can grow with businesses in the future.
- Offer examples of businesses that have seen a return on their investment from using the business phone system.
- Lastly, answer any questions the potential customer has about the solutions offered and any doubts about ROI.
Business Phone System Lead Generation Summary
- Identify target customer segments. Consider customer company size, industry, and geography.
- Develop comprehensive content marketing strategies targeting these customer segments. Generate content that provides potential customers with answers to their questions, solutions to their problems and insights relevant to their specific needs.
- Optimise the website for SEO. Utilise PPC campaigns.
- Leverage social media channels for lead generation. Focus on reaching the target customer segments via the most effective channels– Facebook, LinkedIn, Twitter, etc.
- Use search engine marketing including keyword targeting and retargeting to create greater visibility and generate leads.
- Use email marketing campaigns to activate leads already in the database and purchase data to increase prospect reach.
- Use cold calling to quickly assess interest in prospects.
- Implement customer referral programs to increase word-of-mouth and generate new leads.
- Develop relationships with large businesses and industry influencers to establish your brand as a trusted source and generate more leads.
- Utilise customer segmentation to personalise outreach programs.
- Develop partnerships with other businesses in the sector in order to reach new customer segments and generate more leads.
- Track and analyse metrics to measure success and fine tune strategies where necessary.
For more information on how Results Driven Marketing can help you market and sell more of your business phone systems, feel free to drop us a line on 0191 406 6399 or get in touch by email – info@rdmarketing.co.uk – Contact Us
