To help a B2B company thrive, one of the most important goals is to generate quality leads for the business.
Even though it is a difficult task, spare yourself the pessimism and let this guide show you some proven steps. Follow them rigorously, and you can grow your business with good clients.
Utilize the sales chat option on your website
A chat button on your website can help you turn your visitors into potential clients. For example, if someone is browsing through your products or services, this means they are already interested in your offerings, all you need to do is send them in the right direction, and the chat option can help you do that.
Further, train your sales team to provide rich quality content and information related to your visitors’ queries. It will create a positive impression about you as a brand and up your sales rate.
Upload testimonials on your website
Testimonials play an important role in generating new B2B leads. Your potential leads will double-check your product or service claims and search for social proof before purchasing.
Add a review section on your site to showcase the authenticity of your business and request your existing clients to write down their experiences. Then, include them on your landing page and home page.
Create a case study by collecting all the positive reviews to win the buyer’s trust.
Create and contact a target list of business contacts
This is one of the essential steps in new lead generation. First, search for your potential business leads and add their contact information on an excel sheet. Then get in touch with them through cold emails or calls.
While emailing potential leads, don’t forget to use merge tags. You can replace the first or company names and use the same mail body. It sends a message that you care about the company’s value and respect their time. There is a 70% chance that your email will get responses if you follow this style.
Further, you can also create a highly-responsive cold-call strategy with these tips.
- Keep a specific time limit for calls.
- Tell the leads how your products can benefit their businesses and share the advantages of your products.
- If they are interested, follow up regularly and maintain the connection.
Do not strictly make your agents follow a script, as it can hamper the natural flow of conversation. Instead, you must create an agenda and ask them to play around with it.
Use LinkedIn and Quora
Nowadays, LinkedIn has become a great source of generating B2-B leads. Connect with good prospects and share the product information in messages and emails, and you will find ready-to-convert leads.
If you want to generate organic leads, post updates and content on your company’s LinkedIn profile regularly. For example, use the platform to determine your prospects’ occupation and position in the company and their purchasing power. With this information, you can create an effective sales copy, further enhancing the chances of your sale.
Quora is one of the most underestimated and underrated platforms for generating B2-B leads. You can also write answers for queries related to your industry and guide more leads toward you.
To make customer-centric changes in the product, seek, organize, and analyze the product feedback. This way, you will not waste time making unnecessary changes.
It is not humanly possible to derive conclusions from all the opinions, so it’s always wise to employ good idea management software. It will help you capture feedback and analyze the features most customers prioritize. You can also create a roadmap based on that and include the attributes in the product.
Maintain a balance between sales and marketing
Sales and marketing have completely different roles to perform in an organization. If the two departments don’t synchronize well with each other, you might lose many potential clients. So, it is your responsibility to ensure the marketing team passes leads to the sales team with lead scores, and they can take it wisely.
This way, the salespeople will help you identify the priority and least important leads and act accordingly.
Over to you…
Other than the ones mentioned above, here’s a bonus tip: conduct in-depth research to understand clients’ interests and stay updated with trending topics in your niche. Also, read important news related to the industry.
Keep a close eye on your competitors to figure out their weak points and watch your business flourish in no time.