B2B Lead Generation Tips For 2016
The goal of all businesses is simple – to increase their client list, and for existing and new clients to spend more of their money on your product. It is easy to say, but not so easy to do. This is especially true in business to business industries and services. Unlike normal retail operations, B2B businesses cannot rely on simple foot traffic as the most important thing in their business.
Fortunately, modern communications technologies and high speed internet have made it possible for small businesses to create and utilize highly effective advertising strategies for a fraction of the cost of 20th century technology. This includes web sites, blogs and various social media outlets.
These outlets enable you to increase your exposure to a greater number of prospective clients – but how do you effectively turn these contacts into leads, and maximize the lead’s potential for a sale? Some of the most effective strategies are listed below!
1. Qualify your leads early on for a more effective and cohesive sales effort
One of the most important things you can do to determine the viability of a lead is to ‘qualify’ your business contacts. This should be done in a variety of ways, just as contact can be made in a variety of ways. When a potential client walks in through the door or comes to your website or another one of your web platforms, you should have a system to determine exactly what their needs are and how quickly they are ready to buy.
2. Know your customer’s business, and be familiar with their customers
This step is essential in properly qualifying your customers – understanding their business and how they interact with their customers is going to be essential in taking an initial contact into the area of a lead, and turning it into a sale. If you do not understand what they are doing, and how it relates to what you are trying to sell them, you are wasting your time and theirs.
3. Supply different levels of a call to action
Make a call to action easy to understand, and offer different levels of the call to action – for instance, make white papers, tutorial videos or other expert content available when they supply a name and number or email address. This is a soft call, and can establish you as an expert in your field as well as building your contact list. A more demanding call to action would be an offer of some type of free service, such as a consultation or an actual estimate of your services.
4. Do your research, and make sure you are familiar with every aspect of the strategy or products you are recommending. Make sure you are familiar with exactly how your product or service will fit into the existing business model of your client, and how it will make their job easier and improve their close rate
6. Determine a strategy unique to each company you are trying to sell to, and find the right person within that company to present your strategy to. Most of all, be aware that not all companies are ready to use your service all the time – know when to say ‘no’ to chasing a lead
8. Maximize your website and social media efforts – provide multiple paths of information and calls to action, and supply original, high value content – not just sales pitches disguised as expert advice. Also, make use of some paid advertising strategies and direct your web viewers to other relevant content.
It is possible with a little effort to bring more people to your website or other online efforts – make sure your sight and social media platforms give expert information, and that they give potential clients multiple ways to express an interest in your service or product, and you will gain more leads, and turn more of those leads into sales. This is why Lead Forensics can be very important to your future client list!
For more information on maximizing your lead and sales strategies, use Lead Forensics as your source of expert information on gaining more leads and closing more sales!