Generating B2B leads is critical to your company's success. Converting those leads to sales boosts your company's chances of surviving long-term.
But with with sales budgets expected to increase by 5% over the next year, the race to produce B2B leads will get hot and heavy.
This change will make it it harder to produce enough leads to achieve a company's revenue goals—unless you develop a can't miss process for generating B2B leads.
Our post provides tips on developing a "can't miss" lead generation process. implementing this process now will help you produce a steady stream of B2B leads and boost sales in the months to come.
No B2B company can survive without a steady stream of leads. But producing enough leads to make a difference is easier said than done.
The key to doing that is having an effective lead gen system in place for when things heat up. The tips below can help you create that type of lead gen system:
- Begin by researching your prospects
Not enough B2B firms actually research their prospects. They go in with all guns blazing without looking closely at their prospects. This approach wastes time and money.
Instead, learn as much as you can about prospects before contacting them. For example, make sure you look at their websites to find out a little more about their businesses.
This effort helps you determine if your product or service is right for them. Qualifying your B2B sales leads will ensure that you have a better chance of converting them.
Yes, this step that will eat into the time you’re spending throughout the day, but it’s a worthwhile pursuit. The fact is that not enough people are researching their prospects. They’re spending time on leads that never had a chance of converting. That’s a mistake.
- Find out what the prospect's problem is
Knowledge is power. The more you know about a B2B company, the better your chance of making a sale. The first truth you need to establish about the world of B2B is that you’re here to solve a problem.
To do that, you have to find out what that problem is. You might find a problem your potential B2B lead doesn’t yet know about but your product or service could solve.
So ask probing questions about their businesses. And spend the majority of your time listening to the answers. At least 70% of your time should be spent listening to other people. Nobody likes to be lectured by a salesperson.
- Provide something first
Studies show that the way to win at B2B sales is to provide something before you get something. This something can be almost anything including some unsolicited advice. Just make sure your B2B salesperson is speaking to a lead while providing them with some unsolicited advice on how to solve a problem.
Providing something first helps build a relationship between your company and B2B leads. Developing a relationship built on trust is the secret to boosting sales.
- Boost your online reputation
The most successful brands make sales because prospects know who they are. Building up your online reputation should be considered a priority. Bear in mind that your online reputation could take years to build, but get started now so you can benefit from it in the future.
The best way to build up your online reputation is to obtain independent reviews from previous customers. Sites like Yelp have become much more important to B2B firms these days.
B2B companies should be actively requesting reviews from prospects because of how important reviews. Good reviews can make a difference.
- Be persistent
Until someone tells you flat out that he or she doesn't want to buy anything from you, assume there’s still the possibility of making a sale. Remember, it can take up to 10 brand touches to actually secure a sale.
That's because the person you’re talking to might not be the final decision maker. There could be more than one decision maker within the company you have to sway.
So be persistent. Assume that the sale is still on until prospects explicitly tell you they don’t want to buy from your company. This effort will pay off.
Conclusion - Be Persistent
You need to be persistent when it comes to generating B2B leads. Keep refining your strategies and learn from your failures. Plus, operating a flexible organization makes it easier for you adjust to the latest sales trends in your niche.
Becoming successful in B2B sales is far from easy, but if you persist you’re going to increase your chances of getting it right and making your company more profitable. You just need a system that produces a steady stream of good leads.
We'd love to hear about how your company generates a steady stream of leads.