Do you want more leads flowing into your business?
If you didn’t just say, “Hell yes!” to that question, then stop reading this article now, run to a Capital Grille Steakhouse, and go celebrate your awesome life.
Back to the vast majority of us salespeople, we are always looking for more ways to generate leads.
And we’ve often been taught that we need to bang out hundreds of cold calls each and every day, but that simply isn’t true. It’s all about having a bunch of oars in the water.
So in this article, we’re going to list the top 15 B2B lead generation strategies.
- Avoid a single lead
Don’t ever settle for just one lead source. The biggest mistake salespeople make is that they only have one source of leads. Whether it’s through making cold calls, or through the US Whitehouse, … it’s just from one marketing source. Now the problem here is that, when a B2B marketer has only one lead source, they become vulnerable because if that ever dries up, they’re screwed. So don’t ever settle for just one lead source, rather, look for a way to have a couple, maybe three to five extremely reliable lead sources.
- Make use of campaigns
Now the old-school mindset about prospecting was that we basically bang out a lot of cold calls and at the end of the day good things are gonna happen. What I’m suggesting is that instead of that old-school mindset of prospecting, we want to use prospecting campaigns where we have a number of steps that we take, each and every prospect through, so that way, as we’re going through the process of trying to connect with a prospect, they’re slowly but surely starting to meet us and understand who we are.
- Share valuable content
This is really one of the most effective ways to slowly but surely start to build a relationship with your prospects. The old-school traditional mindset about selling was that the buyer had all of the value really. They were the ones with the money, the purse strings, and the salesperson was just trying to get into that money.
He was trying to get into that purse. And the modern mindset towards selling is we as salespeople have a lot of valuable insight. A lot of valuable content. Or companies can create a lot of content that can be really useful to the prospect, or to the buyer in a way that they don’t even have to pay for that concert necessarily upfront, so share that valuable content. Maybe it’s an ebook, white paper, some kinds of case studies, whatever it is. Just make sure your contents are valuable.
- Scripted prospecting calls
I think so many salespeople get really uncomfortable with the idea of scripted calls because they think, “Well if I’m going to be scripted, “I’m going to sound scripted.” And so as a result, when they actually get a prospect on the phone, they kind of meander, and go all over the place. And they’re very unlikely to be effective when they’re doing that. You want to script out your prospecting calls. You want to know exactly what you’re going to say when you get someone on the phone. Do you already know exactly what you’re going to be saying? If you do, great. But if not, script it out. Just take 10 minutes to really write it out.
Use voicemails to follow-up on the other methods. Now there’s been a lot of back and forth over the years on the effectiveness of voicemails and there’s … Again, the reason why we talk about having many oars in the water, multiple oars, is that we never really know what’s going to work. But for the record, voicemails are a pretty effective way to just get on the prospect’s radar. Now I’m not suggesting that we leave a voicemail every single time we make a call. But, use voicemail as a way to just show that you’re a real person.
When you send an email or you send over a package or you sent over something that’s of value to them, follow-up. And if they don’t pick up, maybe leave a voicemail and make sure that you know exactly what you’re going to say and that you’ve scripted it out. In order words, be precise but not too precise, if that makes sense at all.
- Email sequences
So let’s say you have a lot of different people that could be your prospective client. Email Sequences are incredibly effective. And what an email sequence is, is that it’s basically a pre-planned sequence of emails that are going to, essentially automated, go out to the prospect.
And by the way, it’s not using constant contact or some HTML email service. I’m talking about from your personal email or your work email so it seems like a direct email from me to you but it’s actually automated.
Now, people always want to talk about social media and I think a lot of time, social media is over-hyped in terms of its effectiveness with sales. LinkedIn is an amazing tool for salespeople and if you’re not using LinkedIn messages to get through to those tough to reach prospects, then you’re missing out because typically, LinkedIn is connected to a person’s personal email. And so, if you’re sending LinkedIn messages that are intentional, that are thoughtful and also reference specific things to them, you’re so much more likely to get through and get it to read.
- FedEx or UPS packages
There’s something really powerful about sending a prospect, especially a high-level prospect, a package. Particularly something like a FedEx or UPS package, it feels like something that’s important. FedEx packages get opened. People actually open them because they’re not going to just throw them out.
Always write a clear introductory description of your product or services so that your prospective clients will have a better understanding of what your product is about and what they have to do to get it.
Not everyone loves reading about a product or service so, rather than just write, speak about your products and give them convincing reasons why they should buy your product.
- Targeted networking
When advertising, try and be specific. If you’re looking out to sell your product to American citizens, focus on that and edit the advert to target Americans. In other words, avoid making random targeting, as that will only destroy your marketing campaign.
- Publish articles consistently
From Google’s policy, the search engine only ranks websites that post consistently. And if there is no traffic coming into your website as a result of this, there will be no way to generate leads.
- Host private events
From time to time, hold seminars, talks, presentations and so on. Plus, you can use that as a medium to share your business’s flyer so that more people can know about it. This is another top B2B lead generation strategy.
- Improve your business
Conduct research if possible to know the things that are not panning our right in your business. Once you spot the flaws, try as much to get rid of them because customer satisfaction is always the watchword to any successful business.
- Partner up
Make allies with successful businesses and their owners. Take the time to ask questions and learn from each other.
So there you have it, the top B2B lead generation strategies for your business. Try those out, and see if your business does not begin to reach new levels in growth.