Updated: Jan 25
B2B lead generation can be a complex process, but it doesn't have to be. A few simple proven hacks can boost your B2B lead gen efforts with minimal effort.
This post will outline three of these hacks that have worked for many small businesses in our consulting practice.
“The lead generation process starts by finding out where your target market 'live' on the web” - Wayne Davis
We all know that generating leads is essential for any business, but sometimes it can feel like a Herculean task. Luckily, there are several tried and true methods for generating B2B leads.
Sequential lead magnets
If you're looking to generate quality leads, there's nothing quite like a series of sequential offers. Setting up a process that moves your prospects along exposes them to increasingly valuable content and opportunities to understand your organization better.
You will begin to create a real relationship that is more like working with a client than trying to nurture a lead.
The entire process can be broken down into a series of steps that will help you generate quality leads. You might start with one video or even just use checklists for this, but either way, there is no doubt about it: when all's said and done your efforts are sure to pay off in spades!
Targeted LinkedIn outreach
How many times have you come across a generic LinkedIn message and thought to yourself, "Wow, this person really put in the effort to make this seem like they didn't just copy and paste this to their entire network?"
We've all been there, and it's not a fun place to be. However, what if I told you that there is a way to stand out from the crowd and get results from your LinkedIn outreach? Introducing targeted LinkedIn outreach!
By targeting just 50-100 ideal prospects per month, you can take the time to craft a personalized message that outlines one great idea. You will be more likely to get a response from your targeted prospects, but you'll also be building relationships with people who are more likely to do business with you down the road.
So next time you're thinking about doing a mass LinkedIn outreach campaign, remember the power of targeted LinkedIn outreach or customizable sequenced automation is far superior to generic messaging.
Warm calls convert
Cold calling is a bit of a loaded term. It conjures up images of telemarketers interrupting dinner with a sales pitch for some. For others, it's a necessary evil-the only way to drum up new business. Personally, I fall somewhere in the middle.
I think cold calling can effectively reach new customers, but only if it's done thoughtfully and with respect for the person on the other end of the line. The key is to remember that you're talking to a real human being, not just a potential sale.
Take the time to do your research and tailor your pitch to the individual you speak with. If you can manage to do that, you might find that cold calls aren't so cold after all.
Calling someone out of the blue can be a little daunting. You don't want to be a nuisance, but at the same time, you believe that your company has something valuable to offer. The key is to do your research before making the call. Have a clear understanding of why your company would be helpful to them and be prepared to explain it concisely.
Then, when making the call, focus on being helpful and informative. If you can manage to do this, the chances are good that warm calling won't feel so scary.
Well-thought-out ideas, personalization, and better insights into the client's needs are critical to a successful warm call. Take the time to research the client beforehand so you can ask educated questions and make insightful suggestions. Be ready to explain how your products or services fit the buyer's specific circumstances. Warm calls pay off when done right!