Generate leads It is the priority of every B2B business and also those of the IT sector: it is a fundamental part of the sales process. But if you want the sales engine to run smoothly, you'll need to feed it qualified leads to fill your sales pipeline. Easier said than done, there are effective outbound strategies to help you generate those essential leads for your business.
Do you want to attract the right leads for your business? Here are tips to help you turn quality leads into leads.
Tips for getting quality B2B contacts
If you want to build a strong and efficient base of B2B sales leads, you must possess the skills necessary to implement best practices to achieve those goals.
That means rolling up your sleeves and looking for potential customers interested in your services, willing to receive your value proposition. So how do you do that? By applying these strategies, you can make your B2B lead generation process more efficient.
1.- Update the B2B data lists
Set up a list of B2B data by audiences and identify who your target is and then analyze the behavior patterns of their existing customers. This will ensure that your communication only occurs with specific people who have an exact need for your product or service.
Also, use a CRM platform and configure it to import data, streamline sales, marketing efforts, customer service, and administration to speed up communication and get real-time results.
2.- Find qualified leads with cold calling
While sales have developed new digital ways of prospecting, cold calling has remained as effective as ever. But you have to know how to make such a call.
First, research your potential client and think about the most appropriate way to represent their services.
Then, prepare a script and rehearse it before the call. Pick the right time. Try to show her that you respect her time. It's best to avoid calling Monday through Thursday in the middle of the day, when they're probably too busy, or calling them on Friday just before the weekend. Don't be too persistent. Try to keep it friendly and informal. Follow up with an email, thank them for their time, and ask for the next opportunity to talk about the details.
3.- Set up a chatbot
Having a chatbot on your website is a great way to turn your cold leads into warm leads. This ensures that your visitors will always receive the highly personalized information they need at any time of the day or night.
4.- Interact through social networks
Social media is currently one of the top channels in B2B, with 80% of organizations using it to help with content marketing.
Many of your daily actions on social networks can help you find new potential customers. Social networks offer people in the same industries a forum to discuss common interests and share ideas. One of the best strategies to attract new leads is to join groups with the same interests. Participate in activities by sharing posts, commenting, and participating in discussions. Show your presence and offer thought leadership in your industry.
5.- Create meaningful content
Creating engaging and relevant content is another great way to introduce your service and products to potential customers. You can create blog posts, white papers, or case studies with useful information to demonstrate the value your products offer, as well as your industry expertise.
You can drive more traffic to your website and generate qualified B2B leads with these simple tips:
- Post relevant topics.When you post on social media or other channels, create content that is relevant to your audience.
- Use social proof.This is a powerful tool in B2B sales lead generation that helps build trust to attract quality leads. Consider adding customer testimonials or reviews to your landing pages or sharing them on social media.
- Use the right keywords.Apply SEO best practices and use attractive, yet relevant headlines to grab the attention of your audience.
- Create a call to action (CTA).The more relevant your content is, the more likely a lead is to use a CTA to take additional actions.
6.- Use segmentation to personalize your reach
72% of consumers say they only engage with marketing messages that are personalized and tailored to their interests. For this reason, it is highly recommended to segment the audience database to make the reach much more manageable and personal.
You can then convert those leads by sorting them by industry, lead title, geography, revenue and company size, and those who completed an action.
At PGR Marketing y Tecnología we are your agency to help you generate qualified leads for IT.
