Salespeople can contact and market to leads that have been pre-screened as possibilities. Securing sales leads that will materialize into customers is challenging. If carried out properly, this will give you the advantage over your rivals and lead to enormous progress in your business.
Quality is one of the most important criteria. If you just raise the number of leads but do not vet them, then you will be making no progress. If you can bring in 20% more leads without a decrease in quality, then you can generate 20% more income for the business.
Unfortunately, B2B lead generation is tough. The most significant challenge for 85% of B2B marketers is generating leads.
Why lead generation is important
Salespeople are turning more towards inbound marketing strategies. It has been discovered by many companies that inbound marketing, in which individuals choose to come to them of their own accord, is more effective than making unsolicited calls.
Working with interested leads tends to produce better results. This is the reason that companies turn to lead generation to drive traffic to their site, which may then ultimately result in a sale.
Generating leads helps to connect companies looking to sell products with people who are also keen to purchase them. By employing a process of creating leads, your organization has an improved likelihood of capturing a prospective purchaser by displaying something of worth that you can give them.
The Best Lead Generation Tactics
Now that you understand the fundamentals, let’s examine a few strategies that can make sure you successfully convert.
1. Generate a targeted list of business contacts.
Creating a focused set of B2B contacts is a key factor in producing more B2B sales prospects. You can take advantage of large numbers of prospective customers quickly by sending out unsolicited emails with lists.
Unfortunately, not all lead databases are created equal. Many databases contain:
- Outdated and/or incorrect information
- Leads that don’t match your target job titles, company size, location, or industry
- Leads you already have in your CRM
- Leads that are already customers
This issue can be handled by RollWorks Contact Data’s most modern and exact B2B lead generation software. The database contains 320 million leads that can be searched and 12 million businesses that can be investigated. Potential customers can be sorted based on organization size, sector, placement, revenue, financing, technologies employed, position name, and other criteria. Leads that you have already engaged are automatically removed.
RollWorks Contact Data also includes:
- Email automation services
- Smart inbox filtering
- Multi-channel outreach
- Actionable insights to A/B test your sequences, campaigns, and more.
2. Send cold emails.
Be sure to alter your cold emails, tailoring them with the use of insertion tokens. You can use merge tags to customize each email you send by adding a lead’s first name or company name, giving your emails a look of personalization. A message that has been tailored specifically for its intended recipient has a better chance of getting a response.
3. Make warm calls.
Cold calling is the practice of contacting a potential customer without prior contact. Warm calling is referring to when you make a call to an individual who has been previously made aware of you. Warm calling can be extremely effective if done right. I talk in length about this approach here .
4. Use Marketing Automation to nurture your leads.
Once you have acquired contact information, automation tools can be used to differentiate customers in order to send them tailored messages to prompt conversions. The sales team can also turn leads in the marketing funnel into Sales Qualified Leads (SQLs).
There are automated software programs available that will assist you in sending customized emails to many people in a short time and working to convert these leads into sales qualified leads.
5. List your company on directories.
Ensure that if you are a business-to-business organization supplying a product or service, you are included in online program catalogs. This will assist in bringing potential customers to your website who are searching for comparable items.
Some online directories include:
- Software Advice
- SaaS Genius
6. Use online forums to generate more leads.
Industry forums give you the opportunity to identify new prospects and get to have a more profound understanding of your current customers. Expressing your opinions and responding to inquires can show off the level of your knowledge and establish credibility.
7. Answer relevant questions on Q&A websites.
Online resources like Quora offer the potential to generate fresh sales opportunities. Connect with potential customers through identifying applicable inquiries and furnishing responses. These customers should be attempting to resolve the same issue that your service is equipped to tackle. Begin by investigating already existing queries that are applicable to your organization.
8. Get more online reviews.
The vast majority of individuals responsible for making purchasing decisions in business-to-business settings search the web for real feedback before committing to a purchase. If clients are providing positive feedback, you should be able to create more sales opportunities. Clients who have a high Net Promoter Score are probably going to give positive feedback.
9. Use lead generation ads on Facebook or Twitter.
Promotion on Facebook and Twitter platforms can generate contacts, allowing you to accumulate email addresses. Regrettably, the outcomes you experience may be distinctive contingent upon the material you advertise.
Ensure that your social media followers are directed to specified destination pages which collect email address information. Signing up for your newsletter can be done from your Facebook page, which is an effective way to obtain email addresses.
10. Rethink discounts and deals.
Offering discounts is an oft-used approach to draw in customers, as everyone enjoys a good bargain. But, several websites offer discounts and deals. This is where you need to rethink your strategy. Think about checking to find out if your item is appropriate for any nearby or nationwide chances through normal bargain websites.
If you are uncertain, you can always collaborate with other businesses. It’s ideal if you can locate associated businesses that are aware of inexpensive hosting arrangements. They can teach you the basics and take care of the difficult tasks for you. The outcome of this could be that your product or service is brought to attention without taking a big investment.
11. Give SEO equal importance.
Only a small percentage of web users look beyond the initial page of search results when they are searching for information. The implication of this is that companies are competing with so much more in attempting to reach the top page, leading to an increase in prospects. No matter how helpful and attractive your web page might be, unless people can see it, you won’t obtain any potential customers.
It is essential that you allocate the same amount of importance to Search Engine Optimization (SEO). Using this tactic can put your website on the first page of search results, which is an excellent way to generate leads. Also, don’t forget about local SEO !
At first, SEO may seem difficult to comprehend, but at its very core, it boils down to the three following factors:
- Provide useful information
- Answer frequently asked questions
- Ensure your writing is concise and clear
To raise your SEO ranking, try to produce strong backlinks by posting as a guest on other websites or using other techniques. It is essential to comprehend which key words are significant and focus on them when making content.
The following is a short list of good tools for optimizing your website SEO:
- Screaming Frog
- Hit Tail
- SEO book
- Google search console
- Google Analytics
- Scrape Box
You can locate numerous websites that provide knowledge about SEO. If you find yourself in an intensely competitive industry, it might be wise to engage an SEO expert. By taking this action, you could potentially gain even more benefits from your methods of generating sales leads. In the majority of instances, hiring tech-savvy authors and developing quality content can make all the difference.
12. Adopt content-based lead generation.
Let’s switch gears and go over a content-oriented lead acquisition approach when we are discussing the subject of SEO. In order for this plan to be successful, your content must be optimized. In this manner, your visibility on search engines will be superior to ever before.
The more great material you create, the more benefit you will get from search engines. Search engines prioritize websites that provide quick, straightforward answers to queries. For instance, if you make content regarding your business that supplies the responses to why, who, what and where, then your search rankings will be enhanced.
Simultaneously, as searches become localized, you would most likely obtain an even greater advantage from lead creation approaches that combine your material with your geographic location. This way, you will be able to have control over the search results for your area.
13. A modern website is a must.
It’s no longer the case that only media companies, tech companies and specialized businesses are expected to have attractive websites. If you own a vehicle dealership or are developing programs, a great website with an attractive design, functionality and performance is essential to prevent your prospects from going to other companies.
Having a website that clearly lays out what your organization is, where it is located, why it exists, and who is part of it, can be a tremendous advantage. It is worth considering that a great website is akin to having one’s own electronic calling card. An illustration of this would be Offer Factor, which has everything required to make a pleasing and user-friendly website.
It’s intriguing that you don’t need to be able to program in order to create an excellent website. It is now unbelievably easy to create websites – all you need to do is use the drag and drop feature to drag elements and features into place. Essentially, it’s possible for anyone to have a modernized website, so there isn’t any justification for not having one.
14. Use remarketing to re-engage visitors.
RollWorks can be employed as a retargeting tool to show ads to those who have already visited your website on other sites. If someone visits a certain page, you can present them with a case study about the topics they just read about. You could also promote an email sign-up to provide more details about a given subject.
RollWorks can be used with Growlabs to enable the transmission of emails or domains from the organizations and people you are concentrating on. In this manner, you can activate accounts to expand your general conversion rates.
15. Optimize your website landing pages.
A single click on a particular keyword search or Google ad should lead to a distinct landing page. Every landing page should provide exactly what the individual is seeking.
A call to action (CTA) is an effective method of conversion optimization that can boost your sales leads. You can request that the guest gives their name, email, and phone number in return for a complimentary item like an eBook.
If you opt to employ the use of a third-party landing page, it won’t do anything to boost the SEO ranking of your own website. Therefore, it’s essential that you locate your landing pages on your own server to ensure the traffic goes to your site.
16. Start a business newsletter.
Generating leads through email marketing shares many similarities with other content development strategies. Consider this to be a combination of both a content plan and methods for obtaining social media followers.
If successful, you can have a system of obtaining prospects that will advise those you are trying to reach with information pertaining to either the industry or your business. They will not only receive notifications sent to their email, but there will not be the need for you to actively seek out their attention.
To get the most benefit from this approach, you must motivate people to enroll. One way to do it would be to offer special experiences, expertise, and premium purchases. Continue to distribute newsletters as long as they provide valuable information. If you properly identify your target market, you may be able to attract extremely beneficial contacts, who may even promote your brand to others.
A few of the numerous methods that can be employed to extend the scope of your industry activities are included in these tactics. It’s important to look into what would be effective for your particular company (what have your competitors been doing?) since not every strategy may be ideal for you. Investing time in building backlinks may put you ahead of the competition. A backlink tool can be utilized to keep track of backlinks and also give you the ability to expand.
In conclusion, if you are not successful in your first attempt, try a different approach. Traditional methods can be effective, but you might have to make them more distinctive. Do not hesitate to invest, as the return may be substantial, given that you are ingenious when making plans. Social media can be an effective means of creating leads.