It’s still human effort, not silicon chips, that converts an enquiry into a sale
On the Internet, while it is your TG that decides whether or not to look at your site or e-mail, only the most interested buyer will actually make an enquiry. How do you generate leads from the rest? And why do you need to?

On the Internet, while it is your TG that decides whether or not to look at your site or e-mail, only the most interested buyer will actually make an enquiry. How do you generate leads from the rest? And why do you need to?
Because most markets in India are large in absolute terms, marketers on the Internet are usually happy to pursue only the targets that come big and ‘hot’, and avoid taking the trouble to warm them up. Commonsense and market experience both agree that this can turn out to be terribly short-sighted.
Today’s undisputed market leaders, especially in the B2B environment, may find sooner than later, that neglect of lukewarm trade enquiries could bite back in the increasingly globalised Indian marketplace. The Internet is global anyway, and imports are getting easier by the year. Neglecting a lead because it could take time to get an order may just let in a competitor where there was none before.
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There is very little public sharing of case-based information in the country. But one ca ask around: the need for proactive lead generation is no less important now over the Net, than it was when sales reps and engineers had to do it with couponed ads, direct mail, printed catalogues and so on.
In fact, software now makes it much easier and more economical to track, study and develop leads on the Net. We can now reconnect even with those who have logged in to our site and exited without making an enquiry or placing an order. Other software can help analyse and make sense of the data thus collected.
So, there is nothing but shortsightedness or lazy minds to prevent online marketers from either generating a lead or following it up to build the kind of lifecycle value that direct marketers have learned to pursue. Because, at the end of the day, it’s still human effort – not silicon chips and telecom signals – that converts an enquiry into a sale. Here is how:
The sell starts before the pitch
It might be through a website, an e-mail, a phone call, a blog or chat, or any other channel of contact. Targets may not be ready for a pitch, only researching options. Build relationships of trust by helping them structure their research, locate statistics, set parameters. In the process, assess their short and long term needs and sales value to you.
Explore all marketing angles
Unless you know every marketing tactic being used, there will be a tendency to limit your moves to just the one that produced the initial lead. That can blinker your approach. The more flexible your tactics the better you will know which sales drives have worked, which marketing plans have most contributed to volumes, and which have yielded leads of the highest quality. And finally, which have had the biggest impact on which distribution channel.
Keep your sales team in the loop
Working with your sales team will help set benchmarks to anticipate what kind of prospects will give you the best leads, and when they are likely to be ‘hot’ for a sales call. It is at this stage that demographic and behavioural information become key – their company size, value, location; what sites and pages they visit and search, what kind of data and papers they download.
Monitor, fine-tune, monitor, fine-tune, monitor…
In the Web 2.0 era, it’s the buyers who call the shots on what sites they visit, what they buy and how and when. So, monitor them online to get your timing right for every tactic. Watch what they do – not what they say – to gauge their real level of interest. Equip sales with detailed information about them: how often they buy; what activities they most respond to; and what they buy.
Anticipate and prepare guiding scripts, even e-mail formats that would best help sales make the pitch to a prospect. Work with sales to fine-tune the pitch: besides keeping them friendly, the collaborative spirit will help adjust the pitch to the market environment as it exists (not as you or sales imagined it), and develop fresh tactics if the first effort does not result in a hit.
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E4M Our strategy is to target younger audiences through Sports: Rajiv Dubey, Dabur
The Head of Media at Dabur India spoke exclusively to exchange4media on the World Cup, associating with Indian Idol, the company’s digital spending and much more
With quirky campaigns, memes and moment marketing, timed with the ongoing World Cup and particularly the India-Pakistan matches, Dabur India has got considerable consumer attention for its popular brands – Red Paste, Cool King Hair Oil, Chyawanprash, Dabur Vita and the recently launched Bae Fresh Gel toothpaste.
The 140-year-old company is going big on key sporting events, World Television Premiere (WTP) movies and reality shows. It is now gearing up to become the title sponsor of popular talent show ‘Indian Idol’ on Sony TV for the first time, shared Rajiv Dubey, who leads the media strategy at Dabur.
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Swapan Seth's new book 'COOL' is out
The book is a reflection of the author's 'eclectic taste across categories'
Advertising professional and art collector Swapan Seth has announced the launch of his new book COOL. The book is described as "a ready reckoner to the hip and the happening, of the known and the very unknown."
The book is a reflection of the author's "eclectic taste across categories: from boltholes to exotic hideaways."
COOL has been published by Simon & Schuster India and is available on Amazon.
Seth is an ad veteran with a long and illustrious career in the industry. He became the youngest-ever Creative Director at Clarion at age 24. He was VP at 26 at Trikaya Grey. Two years later, he started his agency Equus.
He writes for publications such as The Economic Times, Hindustan Times and India Today. This is his second book and he has previously published THIS IS ALL I HAVE TO SAY.
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Disney Star signs 9 sponsors for Asia Cup PAK
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up come on board
e4m Staff Disney Star has signed nine broadcast and digital streaming sponsors for the upcoming Asia Cup.
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up have come on board for the upcoming tournament.
As reported earlier by exchange4media, Disney Star has sought Rs 26 crore for the co-presenting sponsorship on TV and Rs 30 crore for Disney+ Hotstar.
According to industry sources, the associate sponsorship on Star Sports has been priced at Rs 19.66 crore, whereas for the ‘powered by’ sponsorship on Disney+ Hotstar, the broadcaster is seeking Rs 18 crore.
As per the information available with exchange4media, Disney+ Hotstar has three sponsorship tiers-- co-presenting (Rs 30 crore), powered by (Rs 18 crore) and associate sponsorship (Rs 12 crore). The broadcaster is offering an estimated reach of 120-140 million for co-presenting sponsors, 90-100 million for powered by and 60-70 million for associate sponsorship.
A spot buy for 10 seconds has been priced at Rs 25 lakh for the India vs Pakistan matches, while for the non-India matches, the ad rate for 10 second is Rs 2.3 lakh. The India matches plus the final for ODIs has been priced at Rs 17 lakh per 10 seconds.
Asia Cup is scheduled to be held from 30 August, 2023, to September 17, 2023.
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Sorted 360 wins creative & social media mandate of Reliance Mall
The agency will manage offline and online campaigns for Reliance Mall
Sorted 360, an integrated creative and social media agency, has won the mandate to providing brand solutions for Reliance Malls across India.
“Sorted 360 is set to enhance Reliance Malls' market presence with their unparalleled creative prowess and strategic thinking,” read a press release.
“Sorted 360's commitment to pushing the boundaries of creative communication aligns perfectly with Reliance Malls' ethos. With a pan-India presence spanning across 19 cities and growing, Reliance Malls has consistently captivated customers by offering an array of Reliance brands and third-party fashion & lifestyle brands. The mall has established an unparalleled connection with its patrons through superior quality, a remarkable value proposition, and an unmatched shopping experience,” it read further.
"We are thrilled to welcome Sorted 360 as our trusted partner in advancing our brand presence across the nation," said the Head of Marketing at Relaice Malls. "Their proven expertise in retail, shopping center management, and innovative creative strategies make them the perfect fit for our vision."
"Partnering with Reliance Malls is a testament to our commitment to shaping extraordinary brand experiences," remarked Prerana Anatharam, Co-founder of Sorted 360. "We are excited to leverage our strategic and creative acumen to further elevate Reliance Malls as the epitome of convenience, choice, and excellence."
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KlugKlug onboards Hemang Mehta as Country Manager for Indias
Mehta was most recently Head of Agency Relationships at Network 18 Media & Investments
KlugKlug has appointed Hemang Mehta as its Country Manager for India.
Mehta will play a pivotal role in driving KlugKlug's growth and expansion within the Indian market and be responsible for Sales & GTM Strategy
Prior to that, he has also represented organisations like Exponential (now VDX.tv), India Today Digital and Rediff.com. His expertise spans various domains including digital media sales, mobile marketing, media planning, and buying, social media marketing, and more.
Hemang Mehta expressed his enthusiasm about joining KlugKlug, saying, "I am thrilled to be a part of KlugKlug, a forward-thinking platform that is reshaping the influencer marketing landscape. As much as I look forward to collaborating with the exuberant team at KlugKlug, I am super excited to interact with the brands to deliver powerful data-backed Influencer solutions that will guarantee business outcomes."
Commenting on the appointment, Kalyan Kumar, Co-Founder and CEO of KlugKlug, stated, "We are excited to welcome Hemang Mehta to our team as the Country Manager for India. His extensive experience in digital media sales and marketing will be instrumental in driving our efforts to provide influencer marketing solutions to our clients. We believe Hemang's leadership will be key in scaling our operations and expanding our reach within the Indian market."
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