If your business relies on B2B sales, you’re likely to be aware of the significance of generating high-quality leads that convert into sales. Yet, this process is one of the biggest challenges that companies face. According to a study, 61% of B2B marketers claim they find difficulties obtaining leads which means the need to improve their tactics has never been greater.
Quality is one of the most crucial factors in the attempt to generate more leads. Expanding the number of leads simply isn’t enough – it’s also about increasing quality, which could see a 20% increase in leads and yearly revenue.
If you’re serious about increasing sales, then now is the time to start researching how to improve your B2B lead generation strategies. Here are some top tips to bear in mind:
Add Personality to Cold Emails
You may have steered well clear of sending out emails to your business customers simply because you don’t wish to bombard others. Yet, email marketing can be an effective process if carried out correctly. Personalisation is key. No one wants to read an inexpressive, indirect email that has no meaning to them on a personal level.
On the other hand, if you carefully create witty, engaging, and fun content, alongside an interesting subject line, you’re far more likely to gain traction.
. Here are some key tips to bear in mind:
- The subject line is the initial pitch that entices users to read the email – make it short, snappy and intriguing.
- Use images and videos to add character to your content.
- Be succinct
- Keep language simple (no technical jargon).
Get to Grips With Cold Calling
Cold calling may have a generally poor reputation, but this is typically down to the strategies that are in place. Typically, B2B companies rely heavily on sales calls to seal deals, so take advantage of the opportunity. Focus on building relationships through interesting and genuine conversations. Whether or not you should use a script should be based on the type of products you sell and the general needs of customers – but avoid making it sound too rehearsed and robotic as it will eliminate that valued human element that is becoming fairly uncommon in this technical age.
Create a Referral Programme
Word of mouth is an extremely useful marketing technique for generating B2B leads. Having a scheme where companies refer you and vice versa promotes your business to a whole host of new customer bases that may never have come across you before. By starting up a referral programme, you’ll likely see an increase of over 3 referrals per lead which could dramatically boost your sales turnover.
Use Social Media
When it comes to generating B2B leads, it’s no secret that social media is one of the most effective online tactics you can use. By using various social media platforms, you can keep existing customers in the loop about your company’s news and of course, generate new leads. One tip to note is that the hard sell is never effective on social media. The trick is to engage by create entertaining and light-hearted posts that people want to read and later, take action (such as following a website link or reading a blog post). This is your chance to show off your brand’s personality and connect with businesses that appear to have a keen interest in your company.
The bottom line is that when it comes to generating B2B leads, always take an active approach. It is a constant effort that requires a dedicated and knowledgeable team to transform those all-important leads into sales. Failing to concentrate on lead generation will eventually lead to very few sales and potentially leave your business at risk, so make these changes now and see your efforts make a huge impact.