Blog Archives - Page 3 of 13

Why you should have an overflow solution for your customer service team

Posted on 30 March 20203 July 2023 by Doug Roots

From managing unpredictable call volumes to making sure your staff are engaged and productive – running a customer service call centre comes with distinct challenges. Of course every business faces its own challenges, but a call centre is a unique environment with unique challenges. How do we know? Because essentially, we are one!

Team performance

Overworked, stressed agents are more likely to make mistakes, staff absences increase, and staff retention becomes difficult. All of which puts even more pressure on your team to hit their targets. When you are under-resourced, it’s not just Service Level Agreements (SLAs) that take a hit; Customer Feedback Scores drop too.

Recruitment

Often there’s no quick fix for resource challenges. Sometimes a recruitment freeze means you cannot grow the team regardless of mounting call volumes. Perhaps you only need a part-time resource or can’t offer consistent or regular hours, therefore limiting your ability to attract and retain high calibre agents.

The bottom line

Do you care about the bottom line? Of course you do! An under-resourced team is a common challenge for call centres and the knock-on effects of this can have a negative impact on productivity, quality and therefore, profitability.

The solution? Outsource

If you need a flexible and scalable resource to provide relief for your team during peak demand periods, then outsourcing overflow calls to an external call centre partner could be the answer. You can choose to divert a set number of calls per day, or just specific call types, and an external partner will support you to improve all aspects of your call centre team’s performance.

Having an overflow solution offers a wide range of valuable benefits:

The gift of time: It gives your team back time and relieves pressure. You no longer have to recruit and manage all of the resources for your call centre team. You can more easily cover staff absences, even at short notice, without adding more pressure on your internal team. There is also the freedom to take the team off the phones and dedicate time to regular team briefings and training sessions.
Performance: Reducing the stress on your team will lead to higher wellbeing and better performance. This positive impact on team culture means reduced absenteeism and improved staff retention. More realistic workloads mean fewer errors and improved quality of service.
Improve service levels: In the customer service business, the ability to scale up at short notice is invaluable – whether in preparation for annual or seasonal peaks or in response to unexpectedly high call volumes. The external call centre team will provide dedicated agents, but they will also have a larger pool of quality staff they can assign to your calls at short notice, covering all bases. Imagine being able to maintain or even improve your service levels when call volumes hit a peak.
Retain control: You can choose to divert only specific call types, leaving your in-house team to deal with the higher value calls, or whatever works best for your business.

Why now?

Although you may not require an overflow solution for your customer service team at present, there may come a day in the near future when you do. As they say, prepare for the worst and hope for the best.

We have experience in managing inbound campaigns for clients across a variety of industries, and are trusted by brands such as Escape Hunt, Funding Circle and Eon. If your call volume has been impacted or is expected to be impacted by COVID-19 (Coronavirus), we can help. As one of the UK’s leading outsourced sales companies, our experienced, committed and motivated team are all based in the UK and are currently working from home, continuing to support our clients’ campaigns.

To find out how we could help you with your customer service overflow, get in touch today or call us on 0345 241 3038. Or hear more from our existing customers here.

Why it’s so hard to run a start up marketing agency but so worth it

Posted on 23 March 20207 July 2023 by dukadmin

I can personally attest that launching a start-up marketing agency is no picnic! The sleepless nights, the unrelenting hours and the sheer uncertainty are a rollercoaster not everyone is clamouring to ride. Like a new parent taking the first tentative steps out of the maternity ward with their precious cargo or a well-meaning volunteer for a charity skydive… you’re not quite sure what to expect until you’re in the thick of it, and at that point you just have to hang on tight. But like both the aforementioned examples, there are so many moments of joy, pride and exhilaration that make it all worthwhile, when you hit an unexpected milestone or bag a new client in spite of stiff competition from longer established agencies.

Businesses will always need marketing services, for a start–up the real challenge is getting them to choose you. Gaining the trust of new clients is not easy. At this point they’re taking a chance on you to deliver for them based on what you promise, but not necessarily a large track record. That’s why face-time (or virtual face-time) and a personal approach is so important, you can’t yet show them reams of high profile projects but you can show them exactly what they’re buying… YOU! And your word. Once a project gets underway you know they’ll enjoy dealing with someone who is passionate and hungry to achieve the best for them. They aren’t just another client on your roster, they can enjoy VIP status.

In 2020, business moves fast, people have high expectations and they need to work with a marketing agency that understands the challenges they face and can deliver a plan in line with that. Downside being that businesses under pressure are often looking for a silver bullet, so they experience a tough month and that marketing agency they were relying on to deliver can suddenly fall out of favour. Becoming the trusted partner is tough, it requires over-delivering, relationship building and quite frankly, the ability to be straight up about what will and won’t work. In those early days it can be tempting to deliver whatever the paying customer wants, but give them the benefit of your expertise and your listening skills if you want to be there for the long haul.

Your team are everything. In a big corporate there is the luxury of time and resources for formal team building, long recruitment processes and testing and even retreats. In a start-up marketing agency the only retreat your team are getting is a post-office pub sesh (when allowed due to Covid-19 guidelines) where you’ll probably end up talking shop. You have to take a chance on the people you employ just as they have to take a chance on you, and it’s about so much more than just credentials, you need to know they’ll have the humour and resilience to deal with those challenging early months. You will look back on these early campaigns and wonder how you pulled it off, and you’ll laugh a lot and maybe even cry a little but it’ll be worth it.

In the end when clients start coming back for more and you can see your plans coming to fruition, your team gaining new skills and your client base consistently growing, you can calmly exhale safe in the knowledge that you weren’t a misguided glutton for punishment, rather someone with a sensible vision. When you can see the impact on your client’s business through the projects you’ve delivered for them and the collaborative efforts of your team, you know it was all worth it.

Roots to Market are nearly two-years old and I’m yet to find a grey hair (yet), I can’t lie and say it’s been easy but I can be honest and say it’s been a blast to work with such a fantastically talented team and be entrusted with some incredible global brands. We’ve seen our clients’ businesses and our own business grow thanks to so much hard work and enduring dedication.

Want to know more?

At Roots, we build intelligent marketing capabilities using a mixture of proven marketing tactics to reach your target audience and produce marketing qualified leads for your sales team. We offer tailored, blended services of inbound and direct marketing, automation and complete tactical campaigns, dependent on what you need. If you’d like to talk more about how we can help you see results, get in touch today on 01392 796 702 or fill in our form here.

Opinion piece by Verity Studley-Wootton, Associate Director.

How important is traditional sales prospecting in today’s digital age?

Posted on 23 March 20203 July 2023 by Doug Roots

There’s no denying that the digital age has changed the way businesses connect with their buyers. In the past, face–to–face sales or cold calling were the only way to reach prospects and talk them through the benefits of your products. Social selling and content marketing have changed the customer journey; buyers are far more empowered with product knowledge ahead of purchase and for low value purchases, most don’t feel compelled to speak to a salesperson at all. But does traditional sales prospecting still have a place? The short answer is yes, and here’s why.

Never underestimate the power of a conversation

A personal human connection is ultimately what chatbots are trying to replicate – in 2020 nothing comes close to a real conversation. If you want to build trust and rapport with a prospect, a friendly and open approach can go a long way. The more insight you gain into the specific challenges, the more personal and tailored your sales approach can be in a face-to-face meeting.

Digital isn’t always scalable and more suited to a transactional sale

Calling someone to extoll the virtues of a power bank or a lipstick is wildly different from talking to them about an integrated marketing or sales campaign. The fact is people don’t buy high value programmes of work online. Your website is vital to a first impression, and you need to ensure you have engaging, relevant content available, but to get under the skin of a project your prospective customer needs to be able to ask you detailed questions, beyond a comprehensive online FAQ. Research suggests that the earliest part of the buying process works most effectively, with 71% saying they want to hear from salespeople when they are looking for ideas to drive strong business results (Resourceful Selling).

Don’t limit your customer base

The people, who would benefit most from your services, might not even know you exist. If you’re relying on prospects who find you online and engage with your content to reach you via a web lead, then you’re ruling out a potentially lucrative market of businesses with money to spend, a relevant challenge that your product or proposition can solve who are ready to buy. There is strong evidence that the C-Suite buys differently; with 57% of C-level buyers prefer salespeople to call them above anything else (RAIN Group).

Traditional sales prospecting can work brilliantly with complementary technologies

This isn’t old school vs. new tech; all methods have their place. In fact leveraging powerful systems to enhance your data and effectively map your customer journey will make your sales campaigns much more viable. Using social selling and content marketing along with targeted calling campaigns will align and strengthen your approach, your brand and make it easier to deliver relevant follow-up materials during promising calls.

Check out our video where Owen Richards, MD of Air Marketing and Richard Forrest, MD of Forrest Marketing Group, discuss the role of traditional prospecting in a digital age.

At Air Marketing, we work with clients to create a tailored, blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success. Get in touch today or call us on 0345 241 3038. Or hear more from our existing customers here.

The benefits of outsourced sales for start-ups

Posted on 16 March 20203 July 2023 by Doug Roots

When you’re starting out, it can feel like you’re running uphill on a treadmill. Clients are hard won, you never have enough resource and it’s difficult delivering everything on your desk, let alone focussing on the 6 month, 12 month or 3 year plans for growth.

In 2016, the UK registered the equivalent of 70 new businesses per hour – that’s 660,000 annually; data shows us that more than 50% of these businesses will not survive beyond 2021 (The Telegraph, 2019). So why are businesses that start out so promisingly, failing to see their 5^th birthday?

An Entrepreneurs Network report reveals that nearly a third of the differences in productivity between the UK and US start-ups are linked to management practices. Businesses that are properly managed and benefit from expert advice, are able to drive better sales and recruit better talent.

A healthy pipeline is essential to every business, especially when you’re starting out. Making sales at the right price-point leads to long-term success and ensuring cash flow back into the business, to invest in marketing and product development. If there is market demand for your product, there is absolutely no reason why you can’t achieve the sales targets necessary for growth. Unfortunately, the reality is somewhat different, when companies are in their formation stages; it’s all hands on deck. Resource and headspace to focus on delivering an effective lead generation strategy and wider sales strategy seems like a pipe dream.

Part of the reason start-ups founded in brilliant, creative ideas then fail comes back to the fact that their leader, who is likely already wearing several professional ‘hats’, is not a sales specialist. The founder might be the face of the business and certainly needs to be hands on in all aspects of day-to-day operations, sales presentations and investor meetings. There is a myriad of benefits to outsourcing lead generation and sales prospecting to an expert provider. The main one being they have the expertise and resource to hit the ground running and start generating sales for you that will help secure the future of your business. The right provider will help you refine your target markets; your sales approach and build your brand awareness. And you can have some breathing space to focus on the here and now, knowing that activity that will benefit you down the road, is being taken care of by a trusted partner who will deliver for you and your customers and help you build a healthy pipeline.

Why Air?

At Air Marketing, we’re experienced in working with start-ups in all sectors to maximise their outsourcing budget to achieve their business objectives. We’ve worked with businesses at every point in their journey to leverage the best return on investment (ROI) for budgets that need to deliver real results.. We work with clients to create a tailored, blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success. Get in touch today or call us on 0345 241 3038. Or hear more from our existing customers here.

What Should You Look For in An Outsourced Partner?

Posted on 27 February 20204 July 2023 by Doug Roots

The 7 questions you need to ask.

Choosing an outsourced partner to handle your lead generation and telemarketing activity is more than a transaction; it’s a trust exercise and a leap of faith. It’s hard to know if you’re making the right decision and like in any tender process where you’re planning a large investment, you’re likely to see a veritable beauty parade of suppliers promising to change how you define success. How do you know if their claims are genuine? Research shows that just 53% of supplier collaborations are successful (Forbes, 2017). What should you be looking for when choosing a supplier to support you with such fundamental elements of your brand and sales strategy?

1.Do you trust them to guide your decision-making?

Trust is vital in any partnership, especially one where the expertise you’re buying is vital to your future success. There is arguably a low point of entry for setting up a telemarketing agency. Good agencies will offer genuine expertise and work with you to develop a strategy that considers every element of your brief and the challenges in your market. They will be a sounding board offering advice and guidance throughout the life of a campaign, working with you to continuously improve results.

2.Do they understand your business?

A provider that’s committed to understanding your business, from your daily operations to your grandest aspirations, has the best shot of being able to deliver genuine results and act as a true extension of your team. They should be experts in lead generation but value your insight and knowledge of your own business and the market you operate in – a partner with a collaborative approach is more invested in your success.

3.Can they represent your brand the way you want?

If you’re one of the 31% of businesses outsourcing to improve service quality (Deloitte, 2016), a provider that not only understands your business but also can articulate your messages as well as you can, is essential. Their agents will have much more meaningful and engaging conversations with prospective clients. You can rest assured that your brand awareness is growing in a way that reflects your values.

4.Who’s making the calls?

Any business can put forward a slick presentation and a confident sales pitch, you need to look beyond this to the people who will be working on your campaigns and calling on your behalf. Transparency is king, if you’re not welcomed with open arms to their offices to meet the team working on your campaign, can you be confident in their expertise and working practices?

5.Are they promising the world?

As much as you might want to believe bold, world changing claims. The old adage is fitting, if it sounds good to be true, it probably is. A much better sign is a partner that talks in realistic and achievable terms and will work with you to create a programme with every chance of success.

6.Is their pricing model too reductive?

Price is important but don’t be taken in by convoluted cost models, that promise to deliver fantastic value for large volumes, ultimately poorly delivered work reflects poorly on your business, and is not worth the investment, even if it seems like a great deal. Working with a supplier that can deliver the quality you want is a far better guide.

7.What do their customers say?

Investigate their case studies and testimonials; enquire about what they’ve delivered for other customers. Long-running customer relationships that have extended from an initial project are a positive sign, satisfied customers speak volumes.

Check out our video where Owen Richards, MD of Air Marketing and Richard Forrest, MD of Forrest Marketing Group, dive deeper into the challenges of outsourcing:

At Air, we work with clients to create a tailored, blend of services designed to deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success, get in touch today  or call us on 0345 241 3038. Or hear more from our existing customers here.

The benefits of multilingual selling

Posted on 27 February 20204 July 2023 by Doug Roots

Local connections for global success

In a global marketplace, only selling in English will genuinely limit the effectiveness of your sales strategy. If your business is serious about expanding into new territories, then it’s time to move away from a one-language fits all approach. It’s true that native English speaking businesses have been slow to grasp this opportunity, from assumptions that most globally operating businesses are willing to deal in English, to not translating their website. Some of the world’s leading brands have failed to adapt their marketing materials and sales approach to make sense across borders and cultures. Here’s why they’re missing a trick:

Germany and the Netherlands are the second and third largest export markets for UK goods and services (next to the USA). France and Belgium follow on place 4 and 7. Senior decision makers within large companies in European countries may have an excellent command of English. In smaller businesses outside of major cities it’s far more likely that people will be much more comfortable dealing in their native tongue. Especially in Latin countries like France and Spain for example, there remains a strong emphasis on using the French and Spanish language, demonstrating a willingness to deal in their language engenders a spirit of trust, professionalism and serves as a mark of respect for their culture.

Getting past the gatekeeper

When it comes to understanding accents and idioms, native speakers will always have the edge. By removing the language barrier, conversation can flow freely. A native speaker can much better convey the benefits of your product or service, and ultimately better gauge the success of the call, resulting in more meaningful conversations, and leading to higher conversion rates.

Building trust and opportunities

The multilingual debate extends to online presence. Research shows that over half of people prefer buying in their own language; and the days of English language websites dominating the web are over.  70% of people will only make an important buying decision if product specs are in their native language (Common Sense Advisory survey); this strengthens the case for multilingual selling. The customer experience is more important than ever today. If you approach a prospect taking into account the nuances of the local market, you can build trust between seller and client, leading to greater opportunities in previously untapped markets.

Why Air?

We’re experienced in delivering multilingual campaigns. For our English-speaking clients we can open access into foreign markets, ensuring your brand is communicated effectively through using native speaking, lead generation experts. You will deal with an English-speaking account manager who will work with you closely to understand your aims and goals for the campaign. We can seamlessly blend multilingual marketing into a wider outbound sales strategy; you have the ease of dealing with a single supplier, supporting your expansion into new markets.

We only use native speakers, so our agents always sound authentic when talking to prospects; all of our agents are skilled in selling over the phone and making every customer touch-point count.

If you’d like to hear more about how we can help you raise your profile in new territories and target prospects globally with messages that resonate locally, get in touch with our multilingual lead Wouter Vanaelst today directly on 01392 575282 or complete our contact form here.

What should stop you outsourcing your lead generation?

Posted on 19 February 20204 July 2023 by Doug Roots

There are so many powerful arguments for outsourcing lead generation. It gives you back time and frees you up to concentrate on more strategic projects while safe in the knowledge that you can rely on a consistent and quality supply of leads. What’s not to like?

So when is outsourcing not the right decision?

The value of your product

It comes down to the value of your product. A good barometer is if your sales value is below the £5,000 mark (one off sale or annualised if you’re selling a monthly subscription model) then outsourced lead generation might not deliver the results you’re looking for. A good lead generation company is able to guide you on this and let you know the potential return on investment (ROI) they can deliver for your project.

Be realistic

Lead generation can deliver incredible results but it’s important to have realistic expectations at the outset. It’s not a magic bullet that can expertly cut through your sales cycle; the expertise is derived from the skill of the agent’s approach and their commitment to achieving results for your business. If it were easy, you’d simply expand your team and see immediate results.

It takes time

Lead generation campaigns need time to gain momentum, taking up to 6 months to prove their ROI. In the same way you wouldn’t expect a new employee to deliver sales on day one or even month 1, you cannot expect to see immediate results from a very limited trial or a very short campaign. It simply won’t be a meaningful reflection of what could be achieved with the proper time and investment in the project.

The foundations for partnership

Lead generation companies worth their salt will want to build a partnership and collaborate closely with you so they can learn how your business operates. Nobody knows your business and products better than you, so communicating your advice and experience is vital to success. Remember, they are experts in their field but they’re not experts in your business processes, so they will need time and support to get things right for you. This requires access, regular meetings and a level of involvement with your in-house team. Things don’t always go to plan, it’s important to be able to have an honest and open conversation with your supplier. Work with them to find solutions and spend some time listening to their agents making calls. If a supplier isn’t prepared to let you listen to calls, or see how they train their agents, take them off your list at the supplier selection stage. The relationship works both ways and they need to be transparent about their processes to ensure your partnership thrives.

You have a different sales model

All businesses have quirks that are unique to them. If most of your sales come from referrals and you’ve experienced organic growth as a result, then it’s important to understand that leads generated from cold calls will have a much lower conversion rate, typically between 5% and 30% (dependent on product, price and relevance to the customer).

Know your numbers so you can set expectations

It is important to start outsourced lead generation programme with a clear understanding of what to expect.

Check out our video where Owen Richards, MD of Air Marketing and Richard Forrest, MD of Forrest Marketing Group in Australia, dive deeper into the topic discussing the impact of pricing models and perceptions of supplier collaboration on the success of lead generation initiatives.

At Air, we work with clients to create a tailored, blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success, get in touch today or call us on 0345 241 3038. Hear more from our existing customers here.

How to decide what to spend your investment on?

Posted on 12 February 20204 July 2023 by Doug Roots

Successfully securing investment can be daunting and those tentative early days spent working out exactly how to translate that winning pitch into a winning strategy that delivers, can be a daunting prospect. In our blog, You’ve secured investment, now what? we covered how it’s vital for businesses to work out the practical aspects of delivery, taking an honest look at in-house resource and scoping out where you might need to buy-in expertise or scale up. This is a vital process. Spending money and thinking later will only lead to regrets when investors need to see return on investment (ROI), and so it’s worth investing the time upfront to do this.

Once you’re happy that you have a solid overarching strategy, it’s time to get into the detail on the tactical plans, specifically where you’ll be spending your budgets. In an ideal world you could press pause for a bit, start to see the benefit of your campaign efforts and product development plans but we all know that’s just not realistic. You need to pay your staff and invest in reward schemes to ensure they stay motivated. You must continue to invest in your brand and your external marketing efforts to let the world know you have a new and exciting proposition on offer. You need to make sure that you’re across your target markets; not only understanding them but also proactively ensuring your business is a relevant contender in that space. To keep that cash flow well, flowing, you need to be confident that you can generate sales, consistently hitting the targets to power your growth and support your investment. Without those sales, things can spiral pretty quickly and there simply won’t be time to see your plans come to fruition.

In the SaaS industry, there’s a real challenge in refining the sales approach in a crowded marketplace where external service, maintenance and development factors can also impact the sales cycle, making it vital for any sales strategy to balance the inbound and outbound efforts, appropriately.

With outbound sales strategies you need to make sure that your sales team are targeting the right accounts, and having informed and tailored conversations that get prospects close to conversion. Even so-called ‘hot leads’ aren’t necessarily ready to buy. SaaS salespeople need to have knowledgeable conversations and ready-to-go sales enablement assets that readily and effectively showcase the benefits of their product.

It’s also vital to consider how customer profile impacts the sales processes; those high value enterprise contracts can take far more time to get over the line. They also need to be mindful of tailoring the approach to prospect, learning to navigate different organisations and their complexity without getting bogged down or limiting the pipeline, is a tough nut to crack. To get the ball rolling it can be worth looking at outsourcing a portion of your inside sales activity to get some of those big contracts closed. The key differentiator in this area is often exceptional relationship building and attention to detail. An inside sales professional can be trusted to nurture your most valuable prospects through the entire sales cycle, as a true extension of your team, adding value to your brand and reputation.

In the meantime, it’s equally important to ensure a healthy influx of leads into the pipeline. That’s where outsourced lead generation activity simmering away in the background can be of huge benefit to your sales team. Sourcing new leads is time-consuming and costly; by removing the burden from internal resource you can focus your efforts on where you need to succeed, confident that a consistent supply of high quality leads will be delivered over time.

At Air, we’re experienced in working with clients to design sales strategies that deliver value from the outset. We deliver value and expertise to our clients’ prospects, at any point in the buying cycle, removing the pressure from your in-house team whilst guaranteeing quality and premium customer experience on your behalf. We work with clients to create a tailored blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success get in touch today or call us on 0345 241 3038. Hear more from our existing customers here.

The marketing trends you shouldn’t ignore in 2020

Posted on 27 January 20207 July 2023 by dukadmin

Marketing is a fast-changing and often fickle landscape; how do you really know if today’s buzzwords will translate into a meaningful line in your future strategy. Marketing in 2010 is a far cry from marketing today and that’s just the job titles. The growth of digital has changed everything, bringing businesses closer to customers than ever before – it’s been a steep learning curve with brands striving to meet the seamless technology and customer experience expectations of today’s consumer.

Then there’s the searching, no pun intended, questions; is everything offline pointless? Where should I be focusing the marketing strategy?

We can’t see into the future but here’s our take on the trends to watch in 2020.

AI is here to stay

Artificial intelligence (AI) has powered big strides in marketing efforts in 2019, with data insights helping build a more accurate picture of target audiences, campaigns can be much more predictive and focussed. And that’s just the start, AI allows marketeers to target content to potential buyers and deliver a refined content strategy personalised to their interests, which allows marketeers to predict trends. Past research suggested that by 2020, businesses that leverage AI to power customer insights could make $1.2 trillion more than their comparatively less-well informed peers! So it’ll be interesting to see the up-to-date figures this year.

Conversational marketing

In 2020 real-time matters. Immediacy is the new ‘we’ll get back to you in 24 hours’, with research showing that 82% of consumers rate an “immediate” response as very important when they have a question. Interestingly, only 36% of companies use live chat for marketing, sales or customer service enquiries (Hubspot, 2018). There’s a huge opportunity here for businesses ready to invest in their real-time marketing efforts. Chatbots can make this truly scalable, offering your customers true responsiveness. The challenge for businesses is ensuring those scripts are well researched and provide the answers consumers need. It goes beyond product specs and must replicate a friendly, authentic conversational experience.

Customer Experience (CX) really matters

Businesses across the board are recognising the shift of power towards the consumer. Gone are the days where customers gleaned the benefits of your product from your carefully crafted magazine advertorials; today’s consumer comes armed with research, making your website an absolutely crucial first touch-point. Your entire reputation is predicated on how customers perceive you, how easy it is to interact and buy from you. The value of your interactions and approach adds to the buying experience. That means everything from your Instagram videos to your customer service conversations has to be seamless, intuitive and in-line with consumer expectation.

Video just makes sense

It’s easy to generate, and a versatile and imaginative storytelling medium. People love consuming video, whether it’s for learning or educational purposes or to hear others’ experiences – it’s arguably the most powerful tool for brands wanting to win hearts and minds and it’s set to stay that way. In fact, your customers are far more likely to share a brand/ product video than anything else you produce. According to Optinmonster, video marketeers get 66% more qualified leads per year with video marketing achieving a 54% increase in brand awareness. Additionally, 93% of marketeers say they’ve landed a new customer thanks to a video on social media.

At Roots to Market, we build intelligent marketing capabilities using a mixture of proven marketing tactics to reach your target audience and produce marketing qualified leads for your sales team. We offer tailored, blended services of inbound and direct marketing, automation and complete tactical campaigns, dependent on clients’ needs. If you’d like to talk more about how we can help you design a future proofed marketing strategy that delivers results, get in touch today on 01392 796 702.

You’ve secured investment, now what?

Posted on 17 December 20194 July 2023 by Doug Roots

You can still hear the echoes of the champagne corks popping but you know the real work lies ahead. Any business that’s been through rounds of investor pitches, meticulously prepared presentations and hundreds of handshakes to successfully secure investment, knows that feeling of celebratory relief. When you’ve been focussed on securing the money for so long it’s hard to shift to the next phase. Your strategy is clear…in theory. And now someone else believes you can do it too, which presents a new pressure, living up to the pitch.

How do you ensure you make your budgets work as hard as possible, so you can deliver the profitability your investors need to see and achieve your predicted growth?

Start with a solid self-appraisal

You’ve likely got a very strong idea or product to sell, some great market insight and a formidable sales strategy. What do you think will be the hardest part of your strategy to get right? Are you struggling to distil the benefits of your product into a targeted marketing strategy? Maybe you need help reaching decision makers. It’s worth thinking about this at the outset. If you’re in the SaaS industry, for example and the bulk of your time and expertise has been focussed on developing your software, it’s going to be a steep learning curve for your team in areas where your strategy demands immediate excellence in sales or marketing. Look at your budget and make some decisions about buying in expertise. Working with experts who can nail your brief and give it the time and attention it deserves, will save you money in the long run.

Don’t limit your own success

Maybe you really are the best person to do it all, but think of the scale of the opportunity. Do you have time to do everything? Or, will you free up valuable diary space if you carefully outsource elements that you believe you could oversee with a guiding hand? Think about where your money and your time are best spent. If you’re the face and the voice of the business, you’ll eventually need to relinquish some of the day-to-day.

Build your supplier network

A trusted supplier is genuinely worth their weight in gold. They can give you a steer on where to allocate budget and where you’ll get the most return on investment, provide a valuable sounding board for any ideas or concerns you may have and genuinely look out for opportunities on your behalf. Good suppliers are an extension of your team, bridging that gap in knowledge and expertise and working with you collaboratively to achieve mutual success. They won’t sell you anything you don’t need but instead make even the tightest budget align with your business aims.

You can be ambitious and realistic

When it comes to your business, there’s nothing wrong in thinking big. We’re living in an age of business insight, if you’ve got an ambitious target in mind you can work out what your conversion of leads needs to be to achieve your goals. A trusted supplier can advise of typical conversion rates and how they’ve achieved this for their other clients, giving you an educated idea of what’s realistic for your business and your timescales.

At Air Marketing, we’re experienced in working with clients to maximise their outsourcing budget to achieve their business objectives. We’ve worked with businesses at every point in their journey to leverage the best return on investment for budgets that need to deliver results. We work with clients to create a tailored, blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success. Get in touch today, call us on 0345 241 3038. Or hear more from our existing customers here.

Category: Blog