Businesses are set up to help customers solve certain problems. These customers don’t necessarily have to be individuals; they can be fellow businesses as well. In both cases, acquiring quality sales leads is Important.
Whether you are a business selling courses to college students or one selling office gadgets to businesses, you’ll need to figure out how to get leads. Acquiring sales leads is an important aspect of the client or customer acquisition process. Without a strategy to acquire the former, you may struggle to land the right customers for your B2B business.
Here are some easy tactics to generate sales leads for your B2B business.
What is a Sales Lead?
A sales lead is an individual who is not yet a paying customer but has the potential to become one. A sales lead can be an individual who entered his email in the opt-in form on your website. Or an individual who downloaded your lead magnet.
Though these individuals haven’t purchased your service or product, with some lead nurturing, inbound and outbound marketing strategies, they perhaps will.
Common types of sales leads are:
- Warm leads
- Cold leads
- Information qualified leads
- Marketing qualified leads
- Sales qualified leads
Leads don’t just appear like manna from heaven. You’ll need to adopt measures to acquire them. Here are some measures to try out.
1. Get in Many Conversations
So you have a website? Good for you. You post great articles monthly; kudos to you! What about videos? Do you post them too? Yes? Thumbs up! While these marketing techniques are great for lead generation, you shouldn’t rely on them alone.
Remember, sales is about building relationships; hence, you want to have as many real conversations with leads as possible.
For instance, if you send a lead an email explaining your service and he isn’t clear about something, don’t just direct the individual to your website. Instead, answer their question and give them the option of initiating a call with you to discuss further.
2. Send Cold Emails
Another way to generate leads is by sending cold emails.
What is a cold email?
A cold email is an email sent out to an individual without prior contact or consent. Most cold emails don’t get replies because of many reasons. To ensure your cold emails are read and replied to, you’ll need to personalize them.
And how do you do that?
There are several ways to personalize a cold email. First, you’ll need to include the recipient’s first name. You can also include a little information about the recipient’s interest, millstones, etc. The more personalized your emails are, the higher your chances of receiving a reply and converting the lead.
3. Make a Warm Call
Cold calling is quite different from warm calling. The latter involves calling someone who you haven’t had previous contact with. While the former involves calling someone who has previously heard about your business. Warm calls can be effective in your lead generation strategy if done right. You can also combine warm and cold calls to raise your chances of converting a lead.
4. Seek Help From Professionals
Are you finding it hard to generate quality leads for your B2B business? Or do you want to take this task off your shoulders and focus on the core of your business? If so, you can hire lead generation services for long-term success in your lead generation efforts. Lead generation companies have the experience and technique to generate leads that get the result.
5. Create a Live Chat on Your Website
What happens when a site visitor needs clarification on something on your website? Or what happens if the individual wants to inquire about your services? Of course, they can send you an email via the form on your website. But it might take a few days to get a reply.
What if the individual needs an answer fast?
In that case, a live chat feature will be of great help.
According to studies, 42% of customers prefer live chat for customer support questions. With live chat tools like intercom or Drift, you can answer customer queries fast. You can also integrate an opt-in page into your website to gather leads.
6. Update Your Email Signature With an Embedded Promotion
Add a link to a promotion for valuable content on your website in your email signature. By including a link, you’ll raise your chances of generating more sales leads to your landing page without spending a dime.
7. Join Important Social Media Groups
Your potential leads aren’t aliens living on Mars or Pluto. They are scattered across many social media platforms, including Twitter, Facebook, LinkedIn, etc. You can engage with these individuals and convert them to leads. Ensure you are searching for leads on the right platform. You need to do so to acquire quality leads.
B2B lead generation tactics are effective when you know your target audience. For example, are your target audience seniors? What platform do they use the most? Will they respond well to a cold email or call? After researching your target audience, you can tailor your tactics to them for the best results.