How to Find B2B Leads that Consistently Convert?

 The journey of any sales process begins from point A to B. Point A is the initial contact a business makes with a prospect, and point B is the zone in which the prospect decides to take action and buy your product or service.

Wait, wait, wait.

Are we missing out on some behind the scenes action? And the answer is a resounding yes.

Any business to find B2B leads that consistently convert needs to do a set of things right. Number one is selecting the right B2B demand generation company to get qualified leads. Yes. Remember, if your lead isn’t qualified enough, no matter the number of efforts your sales teams add, the results can be extremely unsatisfactory.

So,

(a)   Get leads that have the potential to go from point A to point B.

(b)   Ask the B2B lead generation services company or the B2B data management company the right questions.

(c)    Have a plan/strategize.

Here is a list of 3 things a promising demand generation company should provide to add in some ease quotient.

Handpicked just for you,

Content syndication marketing

Most of us are well-versed with the impact on content syndication and its benefits for business success. We know that content syndication marketing is the key to getting information related to your business to a wider audience by leveraging the power of the internet.

We all ask how this strategy is going to work. But before we plan on content distribution, it is inevitable to understand if the lead generation company selected by you dedicatedly works on developing premium content.

Remember, content is king, and circulating low-quality content can hamper your business.

A large number of visitors to your website will land there by searching or researching on search engines, and therefore, it is essential to be vigilant about the keywords and phrases used.

To achieve this, your lead gen company should back your business strategy with comprehensive keyword research and content strategies for platforms such as website, social media, and blogs.

Install base marketing

While most marketers chase new acquisitions, a relatively missed out area happens to be install base marketing.

In layman’s terms, install base marketing is about finding gold in the old. It technically means targeting your existing and loyal customers to add value to the services.

On a deeper note, the concept of install base marketing is all about looking closely at the customer journey. It is less about closing a deal and more about engaging and building a rapport with the existing clientele.

Research says upselling and cross-selling is easier than selling to new customers.

Statistically, the probability of selling to a new customer is around 5%, whereas the possibility of selling to an existing customer is about 60%.

To make this work, build a list meticulously of existing install base users and then create campaigns targeting them.

Intent-driven marketing

Intent-driven marketing is the magic of giving people what they want.

The concept of intent-driven marketing has gained weightage in the world of marketing for all the good reasons and has the potential to drive results.

As changes in buyer’s journey makes it more challenging for marketers to target the right prospects and decode what motivates them. On the other hand, intent-based marketing enables businesses to predict purchase behavior with extensive analysis of user behavior.

Learnings
Qualified leads come from a quality audience. Similarly, a qualified audience comes from a high-quality lead (HQL) solutions company.

Therefore, to make the most of every dollar spent and streamline the marketing process for improved ROI. It is essential to get information on the following to do your homework right before signing up for a B2B demand generation services company.

1.      Audience – get information on the type of audience it caters to.

2.      Vendor KPI – What does it measure?

3.      Your KPI – How does it fit in the KPIs for your business?

To achieve the end goal for your business, you must be very clear about what you want and what exactly you are looking forward to. Once you are able to nail this aspect of marketing, it will avoid any confusion that comes in the way 

Avoid Marketing Pitfalls with Exceptional B2B Lead Generation Solutions

 

“A big business starts small.” – Richard Branson

I am sure we all unanimously agree with what the English business magnate (Mr. Branson) has quoted. Founder of the Virgin Group, he aspired to become an entrepreneur at a very young age. He commenced the Virgin Group empire at the age of 16, with a magazine called “Student,” and he never looked back since then.   

“Big success does not come without big challenges.” Unknown.

This is a quote that reveals the reality behind making it big and tasting success.

Small businesses indeed are the best as they,

·         Promote healthier communities

·         Drive innovation

·         Contribute to employment

·         And have a bright future

Interesting, isn’t it?

Despite an elaborate bright side, small and medium-sized businesses come with a bunch of marketing challenges that need to be dealt with expertise.

So, without any further ado, let’s find out how small businesses can overcome marketing pitfalls and generate B2B leads to erase that line between success and triumph.

1.     Finding customers

Finding customers is a big challenge faced by small businesses. Professional B2B lead generation services work as a reliable solution to this problem. We tell you how.

Lead generation is not an easy task. It is not just about calling or emailing any random person to crack the deal. In reality, marketers need to align several elements to hit that sale.

Here is how lead generation services help find customers,

·         They first determine your target audience

·         Set campaign goals

·         Revisit closed/lost opportunities

·         Actively engage with new leads

·         Optimize social media platforms to appeal to potential buyers

2.     Lack of resources

Challenge number two, faced by small businesses, is a lack of resources and a tight budget. Therefore, to make the most of every dollar spent, businesses should bet on customized B2B marketing solutions for a profitable outcome.

Here is how B2B marketing solutions make a difference.

Not every business is the same, so what works for you might not work for someone else. So then, why waste money and resources on generic ideas. This is where getting involved with a B2B demand generation company works wonders. And customizing what you need based on expert suggestions has the potential to drive maximum results even with the lack of resources and a tight budget.

3.     Production and delivery of content

In professional terms, we call this “content syndication marketing,” an activity involved in republishing content on other sites and platforms to reach a wider audience. Technically, content syndication marketing not just widens the reach but also builds links that help drive more traffic to the website.

Opting for professional content syndication services can do the job right.

4.     Keeping up with trends and technology

Another marketing pitfall small and medium-sized businesses face is keeping up with trends and technology. To make this easy, a data solutions agency has a plethora of options to offer.

Working in line with trends and technology is a daunting task for businesses that do not have enough resources. But a comprehensive set of B2B data solutions help you to zero-in prospects based on unmatched accuracy that aligns with the current market trends and turns data-driven-marketing into a strategic advantage.

5.     The ultimate checklist: BANT

B – Budget

A – Authority

N – Need

T – Timeline

Finding a good fit for sales reps to interact with and expecting a higher conversion rate can happen only when BANT is considered. A framework deployed to determine how qualified a lead is in investing efforts of the sales teams.

To get accurate answers to these questions, you need to tick all the checkboxes present in BANT.

Takeaway

"Si vous voulez vraiment voler, apprenez à vous lier d'amitié avec les vents."
~Curtis Tyrone Jones.

This means, “If you really want to fly, learn to befriend the winds.”

So, no matter what challenges you face, to make your small business big, it is time to build strategies and work in coordination with professionals and experts that can bring high qualified leads to your business.

Marketing is not just a one-time activity but a process. Remember, marketers at well-known businesses like Apple and Toyota don’t just sit around and wait for leads to come, even they make new efforts every single day.