Bagaimana Cara Mengindentifikasi Leads yang Kurang Berkualitas
Dalam sebuah bisnis, seorang salesman akan selalu berhadapan dengan bebagai opportunity di market. Tidak jarang seorang salesman mendapatkan leads yang belum tentu sesuai dengan target dari perusahaanya. Sangat penting bagi seorang salesman untuk mengidentifikasi lebih dini apakah leads tersebut layak untuk diproses lebih lanjut atau tidak. Berikut adalah beberapa cara untuk mengindentifikasi bahwa leads yang kita dapat kurang berkualifikasi: 1. Mereka tidak mengetahui goal kebutuhannya Leads yang bagus adalah leads yang mengetahui apa goal yang mereka ingin, dari goal ini akan mengarah kepada kebutuhannya. Jadi kita sebagai salesman merangkap sebagai konsultan mereka dapat memberikan masukan yang tepat untuk mereka. 2. Mereka tidak memberikan budget maupun range budget Budget merupakan hal yang krusial dalam development proposal di digital agency, budget memberikan limit kepada agency proposal seperti apa yang bisa kita berikan sesuai dengan buying power dari leads tersebut. 3. Merek tidak memiliki timeline internal Timeline internal adalah salah satu indikator yang dapat dijadikan untuk sebuah leads. Karena hal ini penting bagi digital agency untuk membuat plan sesuai dengan keadaan market yang sedang terjadi. Biasanya setiap company pasti memiliki timeline internal selama setahun kedepan. 4. Mereka langung meminta penawaran maupun proposal Hal ini harus dihindari oleh seorang salesman, karena manpower internal agency yang terbatas. Biasanya sebuah leads yang langsung meminta penawaran tanpa didukung oleh informasi seperti diatas, biasanya hanya melakukan perbandingan harga dengan agency lainnnya. Untuk mengatasi hal ini lebih baik dikirimkan company profile dulu saja. Ketika seorang sales dapat langsung mengidentifikasi leads yang hal ini dapat dihindarkan untuk menghemat tenaga internal teamnya itu sendiri sehingga internal team dapat focus pada hal yang lebih pasti. Contact our Client Relation here!
Unresolved Challenge of Influencer Marketing: The Trippy
Without a doubt, influencer marketing is getting more popular in digital marketing, with Instagram as the top platform chosen by brands. Working with influencers in the past few years has helped me to identify these unresolved challenges in influencer marketing: The Trippy (Pricing, Process, and Payment). Why Trippy? It’s a term that describes the effect that disarranges the reality. I find it relevant with Influencer marketing today, where we are facing challenges that involved different views of reality by brands and influencers regarding the Pricing, Process, and Payment. Besides, it’s a good pun, isn’t it? Let’s get down to each of them, shall we? 1. PRICING Well, expensiveness is always relative to the price and value its’ perceived. Being influencers may seem easy and looks like it’s not worth brands’ money that much. It’s wise when brands are justifying the price with the value that they will get from the influencers. I also had to mention that Influencers has little to no clue about the pricing they should set. What happen is, there are currently no legitimate benchmark or information source that can guide them to set the price. Most independent influencers are setting the price by comparing with their fellow influencers and the number of followers. But is it enough? I don’t think so. In Mediatics, we determine influencers’ value based on their past performance to decide whether or not we should use the influencers for the campaign. Look beyond the followers count. If you’re only considering influencers by their followers, prepared to be disappointed by the results. When I said results, I talked about the number of audience reached by the influencers, the number of quality engagements they generate in terms of likes, share, saved, and comments – even conversions. These are the kind of variables brands should be evaluating from influencers and also what influencers should consider when setting up their price. 2. PROCESS. Influencer marketing process is a pain in the ass, brands who’ve tried should know this much. Communication is the challenge. At first, what usually happens when brands decided on which influencers they want to work with, brands are sending a direct message or contact them personally via email or WhatsApp stated on influencers’ bio. So, what’s the challenge really? It’s the time and effort. Let’s say brands have successfully contacted the influencers – the next thing is to build the relation, deliver the brief, and so on. And when the post is published, they need to contact them again and ask for the insights to find out how the influencers performed. It is also crucial to have written agreement about the collaboration at the first place to avoid different expectations between brands and influencers. How long should the post be kept before it’s archived from influencer’s feed? Are brands allowed by influencers to re-use the content for another marketing purposes? Are brands allowed to give feedback for revisions? Working on agreement with influencer isn’t always easy, influencers are mostly creative people who are good on producing content but not all of them are professionally trained for stuffs like this. 3. PAYMENT. As any other independent professionals who work with brands, influencers sometimes are being the victim of late project payment. Time after time, we see more and more influencers are mature enough to be flexible with payment terms from brands or agencies, unlike the few years ago when people are just started to do influencer marketing and influencers are mostly asked for the payment upfront. Even so, bureaucracy within the brands’ company sometimes still require longer time to proceed the payment, leaving influencers disappointed with the late payment. When the brand needs to work with hundreds of influencers, it is when things got really messy. Aside of that, some influencers are not so good with taxes and therefore need to be educated about it (Psst.. Mediatics are sometimes taught influencers on how to create Tax Identification Numbers or NPWP too.) These payment & financial administrations are sometimes the main reason why brands had to work with digital agencies, while they actually can get in-house people that is capable to do influencer marketing. One thing for sure, influencer marketing works. I’ve seen many brands have successfully overcome The Trippy and get wonderful results with influencer marketing. Now is the time for us to be more aware and come with a better solution for The Trippy, so it will slow down influencer marketing industry no more. Have any thought about The Trippy? Feel free to reach me at [email protected] for further discussion about this topic. Related resources: https://influencermarketinghub.com/Influencer_Marketing_Benchmark_Report_2020.pdf https://pubmatic.com/wp-content/uploads/2018/12/2019-Global-Digital-Ad-Trends.pdf Contact our Client Relation here!
Engage with Your Client and How to Apply It
Client, Client, Client, what is the meaning of the client? Based on the Oxford Dictionary, a Client is a person who uses the services or advice of a professional person or organization. Clients are always related to a Business to Business (B2B) Company such as Marketing Agency, Law Firm, and etc. The client is one of the important parts in B2B companies because they are the main resource for this company. As an important part of a B2B company, having good relations with a client is crucial. In this article, we will explain more about how to engage with your clients? In general, engagement refers to the process of “Creating deep connections with clients that drive decisions, interaction, and participation, over time.” (Forrester’s Research, 2008). According to Bowlby (1988), engaging clients from the introductory session and sustaining the interest all along is essential for: â— Creating a safe environment for the client where he can express fearlessly. â— Exploring past achievements and failures that may be the source of current problems. â— Evaluating the pattern of attachment that the client has with other people in his life. â— Understanding how past relationships might be associated with his present condition. â— Modifying thoughts, perceptions, and actions to build positive relationships with his internal and external worlds. The Client Engagement (C.E.) model states that there are two stages of engaging a client into a process: The Onboarding Stage – Which is all about creating a healthy working relationship that would encourage him to participate actively. The Maintenance Stage – Which explores how to keep the client motivated and mindful throughout the sessions right from the beginning. Each part of C.E is essential, the C.E model below will show to you how a basic intervention plan can build active cooperation in treatment: Sources: https://positivepsychology.com/client-engagement/ Each part of C.E is essential, the C.E model below will show to you how a basic intervention plan can build active cooperation in treatment: â— Continuous focus on building a strong alliance. â— Unconditional acceptance and zero judgment. â— Being empathetic at all times. â— Clear communication and active listening. The fundamental of client engagement is trust and confidentiality. When an individual realizes that he is safe to share his feelings without being judged, he will naturally feel more inclined to participate actively. Contact our Client Relation here!
3 Key Points That Makes You More Effectively in Managing Client Relationships
For some of agency might realize that a client breakup is bad news! it sounds horrible but it’s true. It can affect to your sustainable business or maybe your cash flow, etc. First thing, we have to know the truth about client’s point of view “if they feels like they’re not getting the support they need to drive growth, they’ll look for it elsewhere”. The stats say it all: According to Hubspot, it’s almost five to twenty-five times more expensive when we want to acquire a new client than to retain one. So how do you build a positive and productive client relationship that lasts? As all of people said about relationships, “it’s all about the basics”. So what do successful relationships have in common? Trust, communication and attention. Like any relationship, everything will relies on these three basic things to thrive and to get there, you’ll need a genuine understanding of: Your client’s needs Your client’s goals How your client operates When you know these three things, you’ve already one step ahead for win your client’s heart. Think like their business is yours, what will you do to keep growth their business? most of us need to take the time to learn about your clients’ customers and their online behaviour. So, the question is “How you manage your client’s after these three basic client relationships was already in yours?” here are 3 Key Points that makes you more effectively in managing client relationships: 1. Make Sure You’re On The Same Page If you want to keep client-agency relationship to work, you need to agree on expectations from day one. This is the fundamental before everything going to be far because by doing this, you’ll be on the path to growth and progression, while minimising those dreaded back-and-forth email chains littered with passive aggressive “as per my last email” comments. At the beginning of a project, we have to set clear goals and most important think is to don’t be afraid when we ask questions to eliminate ambiguity, need to set realistic timelines, and figure out a way to keep both the client and your internal team accountable for answer their needs. 2. Focus On Being Mutually Beneficial Both parties need to invest time into understanding each other’s strengths, weaknesses, and what makes them tick in order for the relationship to deepen and strengthen. From a client’s side, if they don’t understand the agency’s methodology and processes, they may feel left out and disconnected from the development and implementation of the strategy. That’s why to keep maintaining our clients, we have to share our information that will help our clients understand why we’re doing what we’re doing. Step by step “Trust” will grow in the process, it makes the relationship keep going. 3. Don’t Be A Stranger, Check In Regularly Again when we talk about relationships, it requires attention. We are not only responsible in delivering good work on time, but it also need to make sure that our client is truly satisfied and happy. We need to address their pain points as soon as possible, find ways to help them achieve their goals, and inspire them to reach even further. Making our clients’ choices valuable when we become their agency. If something doesn’t go as planned, focus on addressing it and assuring your client it won’t happen again. No matter the size of your client’s company, it’s worth checking in regularly, it can weekly or bi-weekly, it depends on your strategy. Make sure that we answered if they have any questions. Finally, when you’re bringing an issue to a client’s attention, always present a solution or game plan alongside it. This will demonstrate that you’re proactive and reliable, that you truly care about the relationship and are committed to being a problem solver for their business. Contact our Client Relation here!
It’s Time for Company to Set High Benchmark for Emotional Smartness
Being smart in science is not as great as being emotionally intelligent. ever heard? Well anyway, a study from the Carnegie Institute of Technology shows that 85% of a person’s financial success is due to humanist abilities. For the rest, those who are only successful because they work with robots. This has proven that one’s emotional intelligence is very influential in one’s success. And then, how to succeed? When problems come, face them calmly: Pressure at work will be very difficult for anyone to avoid. It’s time for you to know your limits and manage your stress level. Get along with everyone: The diversity of human character on your team are important assets for the emotional smartness of yours. Be the best listener for your environment: One of the hard jobs in the office is to be a good listener, especially for those who basically want to always be obeyed. Don’t hardly defensive, see the good side for every criticism: When other people are upset when criticized, it does not apply to those who have emotional smartness. How great are you at it? Think proactively, not reactively: Proactive is when they’re able to see various points of view. The other way around, reactive is when they don’t think long and are easily offended. So now and next, are you part of the 85%? Contact our Client Relation here!
7 Steps for Problem Solving Process
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6 Steps for Effective Communication
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Three Ways to Get Clients to Say “Yes!”
To “persuade” is to make someone do something through the reasoning or argument given. It is true that sometimes, persuasion could be delivered in unethical ways, which leads to distrust. However, that is up to the persuader on how to persuade the potential client. The arguments and persuading should appeal directly to the mind or to some, to the heart or even appeal to both. In either case, persuasion has a main aim: to change someone’s perception or make someone take action on something. (Harsh, 2017) Selling to clients is one of the difficult challenges to get them convinced, and even more difficult to still do it with complete integrity. It can get pretty uneasy to try to twist clients’ mindset into your way of thinking. What is worse, when clients feel that you are trying to sell something to them, the trust between you both will just cripple. Trust is essential, and of course, number one when it comes to your future business partner. (Friedman, n. d.) How do you sell your ideas, your services and impact your life in a way little else can? A good persuasion can make a difference just within a few words. However, the trouble is that a lot of people equate selling something with being pushy or even being obnoxious. The skills are something that can be learned and developed. It’s time to reimagine the art of persuasion to connect with your clients and get their trust. Let’s check out few techniques to get them to trust you! 1. Be Their Partner Understand your clients on the direction they are heading and why that direction makes sense to them. When the picture is received, show them the consequences of the direction your client planned. You, the persuader, should act as the client’s champion, and be a partner where you’d want to keep them out of trouble. Start by asking questions for their objections and make sure you really do understand. Appreciate their reasoning to show that you understand. State by going your direction will avoid the consequences and be a strategic business need. Make sure you only present the interesting information that the clients need to know; as their partner you’d want them to have the full picture they need before making a choice. (Friedman, n. d.) 2. The Art of Reciprocity This is when a person does an action or gives something to another party. It is natural when the other party feels obliged to return the favor. Thus, it is also a way to use it in business. Give a service or an object to your client for free. It will make them feel good but at the same time, it will make them feel they should give you something in return – this can be an opening for them to work with you. (Sission, n. d.) The service or product does not have to be expensive or be costly, but it should have a high value. This technique creates goodwill and it will enhance the relationship between the client and yourself. (Sission, n. d.) 3. Persuasion Starts with You An important point you should remember is where you should start the entire process: you. Believe in yourself and believe in what you are pitching, because if you step into a situation with negative self-talk, you will be digging your own grave. Thus, the candor and excitement will spill onto who will be hearing you. (Harsh, 2017) In conclusion, persuasion is social, but you are the main source of it. It may be difficult at first, but getting to know your clients, understanding and treating them more like a human than a business tool will open the gate for you. But first, convince yourself of your value and of your ability that you can do it. The first person who you need to sell on your pitch is you. Contact our Client Relation here!
The Future is Now: Neuromarketing As a Marketing Principles
Problem Solving and Critical Thinking in The Workplace