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?
