8 Valuable B2B Sales Lead Generation Secrets
Statistics show that in many types of businesses, cold calling is the most economical way to make contact with prospects. That being said, cold calling will always be around. It is general knowledge that cold calling is widely disliked by sales people. Let’s face it, sales people love to sell. They are in it for the thrill of the deal. A sales personality does not do well cold calling because to them it is grueling and repetitive work. B2B Sales Lead Generation is the solution to keeping your sales team happy & doing what they do best….SELLING! Cold calling along with lead generation requires time, energy and skill. By hiring professionals, you can save time and money. B2B Lead/Gen Professionals have experience in utilizing these excellent sales lead generating tips.
1. Developing Great Relationships
Successful lead generation comes down to developing great relationships with people. Hiring a Professional Lead Gen company will allow time for your sales staff to focus on selling while contracted and professional B2B Call Associates (aka telemarketers) are cultivating strong, personal and winning relationships with your potential customers. When your sales team receives the lead the potential client will be handed over with a positive impression and high hopes in doing business with your firm.
2. Search Engine Optimization
In a world where “Google” has become a verb, in house lead generation must rely on SEO–Search Engine Optimization. This is a costly, time consuming proposition. B2B Lead Gen professionals have extensive knowledge on how to increase the relevance of your company through a well organized campaign which includes personalized scripts and professional call associates. While waiting for your appearance on page one of Google, keep in mind that Lead Gen activities will start filling your pipeline in week one….not in 6 months to a year which is how long it will most likely take you to climb your way up through Google and other search engines.
3. Email Marketing, Direct Mail Campaigns and Monthly Newsletters
A Professional Sales Lead Generation company can work with you to develop a strong email and/or direct mail campaign. You can then use these techniques to build relationships (see tip #1) with your prospects. Another area in which a Lead/Gen company can help you would be to create well organized monthly newsletters. A newsletter is not seen as invasive if it has information useful to your prospect base. Lead/Gen companies know that a strong title on your newsletters and a captivating subject line on your emails will get your information read more often than not.
4. Event Marketing with Professionalism
Event marketing is a great way to show off your company’s knowledge and build relationships with potential clients simultaneously. Whether it’s a live seminar or a webinar, having a professional lead generation company call to invite your prospects, confirm their attendance and follow up after your event shows that your company values professionalism, has great attention to detail and most of all is great at following up.
5. Be Available
Time is money, and no one likes to waste money. Outsourcing your sales lead generation will keep your sales team’s schedule open to nurture & follow up on the prospects in their newly filled pipeline. By allowing professionals to focus on B2B sales lead generation you can give your prospects the time they require so they in turn give you the money you desire.
6. Professional Cheerleaders
A great lead generation company will promote your accomplishments and point prospects in your direction with a positive impression of your business. Lead/Gen Call Associates are well spoken and professional with years of successful business experience. They take the time to learn about your products and services so their calls on your behalf are meaningful and productive. It’s like having your own Professional Cheer Leaders!
7. Value of a great CRM
After the lead is provided, you must import your prospects into a great CRM like Sales Force, Sugar, QuickBooks or any number of other Customer Relationship Manager options available. Follow up and follow through are keys to keeping your sales activities organized and accurate as well as creating a solid relationship with your NEW customers!
8. Tactical Market Surveys
Want to know how you measure up with your customers? Tactical Market Surveys also known as NPS, Net Promoter Score®, is one of the simplest ways to measure customer satisfaction (or dissatisfaction) with a business. When you hire a B2B Lead/Gen company to poll your customers and allow the client to remain anonymous, the truth really comes out. The Lead/Gen Company will ask your clients a series of questions, usually 2 to 5 are tolerated easily and then will provide you with your client’s specific answers. It is highly recommended to repeat the survey in a 6 to 12 month period to rate improvement. Keep in mind; it’s much more cost effective to maintain a customer than to find a new one.