Internet Radio Show | 21st Century Entrepreneur: Creating Ongoing Sales leads and Make Real Money Using Linkedin in Today’s Market | Aired October 31 at 12 Noon

By Posted on October 29th, 2014 0 Comments

This Friday October 31st (Halloween) we will be airing another program of the “21st Century Entrepreneur” which is an Internet radio program aimed towards educating business owners and their advisors on how to make their businesses more successful and profitable.  It is a show hosted by JC Maldonado who is the CEO of BizGro Partners, a Business Development Firm that helps small and midsize companies grow, expand, and transition.  This week we will be interviewing Brynne Tillman, who is the President & CEO of Social Sales Link, a Training and Marketing Firm that specializes in helping business people execute sales and marketing tactics using social media venues.  Brynne’s expertise in particular is utilizing Linkedin as a venue to create more business and income for entrepreneurs and sales people alike.  Brynne is recognized as one of the leading experts on Linkedin in the country and has authored one of the top selling books on “Social Selling,” entitled “Linkedin & Social Selling for Business Development.”  Below is an article JC wrote on outbound marketing, which is a perfect introduction to our interview with Brynne since using Linkedin to create sales leads and new clients involves a proactive methodology of creating revenues for a small or medium sized company.  Finally, last week we aired a show on Business and Personal Credit and the role it plays in the business owner’s life.  We interviewed Anthony Davenport who is the CEO of one of Manhattan’s largest Credit Management & Development Firms.  To hear a recorded version of the show, click on The LED screen icon below:

21st Century Entrepreneur Recorded Shows

Why an Outbound Marketing Approach is Crucial for Growing a B2B Company?

With the advent of internet marketing and social media venues and the recent rapid decline of traditional marketing venues such as the local newspaper, direct mail and the yellow pages, the landscape of marketing opportunities leaves the average entrepreneur rather confused as to what direction to head in.  At BizGro Partners, we strongly believe that outbound marketing (calling a prospect in your target market, setting up a face to face meeting, building a relationship, and following up over time) is the one of the best ways for B2B companies to systematically generate new customers or clients on an ongoing basis.  This process of proactively seeking out relationships with potential customers in your target market provides consistent, measurable results in business growth that can stand the test of time.

WE ARE NOT COMPARING OUTBOUND MARKETING TO REFERRALS

A B2B business is simply any business that sells a product or service to other business entities.  One of the best ways to generate new business for a B2B company is through referrals.  It is important to note that we recognize that customer or client referrals are always the easiest way to create new business.  So as we demonstrate to you a system for attacking the market, do not compare our methodology to customer or outside referrals.  Our argument is simply that before you can get lots of customer and outside referrals, you need credibility and lots of happy customers first.  And even after you have credibility, it is hard to predict and measure when referrals will come in, so it makes it impossible to base any significant growth strategies around referrals.  From our view, referrals should be the gravy on a delicious foundation of meat.

SO WHAT IS THE BIZGRO DEFINITION OF OUTBOUND MARKETING?

 So what is Outbound Marketing? Outbound Marketing means you have decided to call prospects in your target market directly and offer them the opportunity to meet with you and build a relationship with you.  Through this relationship, the potential customer will get to know your company and your products and services.  At some point, the goal will be to sell your products and services to the prospect and make him a happy customer so that he can give you lots of repeat business and referrals.  The process will include an initial call, a face to face meeting or a well ran conference call, scheduled follow up calls, subsequent meetings, and an eventual sale.  This process can be consummated by the use of telemarketers, salespeople, sales consultants, or the owners themselves.  Since most B2B companies have lots of prospects to target and there is a large market of salespeople and telemarketers that can help implement this process, there is no limits to how many new customers/clients you can procure once you effectively execute this strategy.  In addition, social media venues such as Linkedin provide a platform for proactive prospecting for new customers.

SO WHY IS OUTBOUND MARKETING STILL EFFECTIVE FOR B2B COMPANIES?

Like anything business is still all about relationships and the process of outbound marketing is nothing more than a relationship building process aimed towards building goodwill in your target market.  If a decision maker feels like he or she has a relationship with you, he is more apt to buy, especially if the value of what is being sold is competitive in the market place.

BE CAREFUL WITH SPENDING MONEY ON MEDIA OUTLETS AND INTERNET MARKETING VENUES

For the B2B company advertisements in media publications, the yellow pages or even online advertising normally is a waste of money because how companies typically arrive to the decision of choosing a vendor; decision makers with commercial entities usually rely on relationships and recommendations to choose a supplier, rather than responding to ads in media publications or the Internet.  Nevertheless, the internet can be a wonderful tool for selling to another company.  A well- orchestrated website, a strong SEO presence, along with a social media contact management strategy can help convert leads into clients and can help better communicate with potential clients overtime.  However, what we are talking about is the strategy necessary to generate short term leads.  It is important to differentiate your marketing and selling strategies.

Marketing generates the lead while selling converts leads into sales.

For more information on how you can generate leads in your target market and convert these same leads into paying customers, contact us at askbgp@bizgropartners.com.

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