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Many sales organizations nowadays are structured so that the only people who ever prospect regularly are junior sales reps (usually called Sales or Business Development Reps) whose sole focus is generating leads through cold outbound prospecting. What this means for you is, if you are willing to go the extra mile and do your own prospecting, you can be a rockstar in your sales organization.
In some industries, cold email will be your primary prospecting channel, in others, cold calling will work better. Most will be a mix. There are hundreds of tools out there that will help you source phone and email data (even if it’s just corporate phone numbers and guessed business emails).
Build a call script. Write a sequence of cold emails. There are too many techniques to list here, but having personally written thousands of cold email campaigns for companies, my advice for writing a great B2B cold email is: Be relevant Be concise (with your language) Make it easy (for the prospect) Once you have your messaging and your list, you’ll need a way to send emails and make calls.
Do a search on Linked, In Sales Navigator. Read through a profile. Send a customized connection request or Linked, In In, Mail, and start conversations with people. In some ways, this online marketing tactic is similar to cold email, but you’ll typically need to be a bit ‘softer’ in your approach.
If you use In, Mail to send messages, you can fit more characters in your message, but you’ll still want to follow the tips above for messaging. Once people connect with you, follow up with them. Check out their social media profile and ask relevant business-related questions to see if they are qualified customers.
Simply have human conversations that are professionally relevant and people will engage with you about your product (if it solves a pain point for them). This is what people mean when they talk about social media selling on Linked, In Bonus points if you go and start engaging with your network through Linked, In content, comments, and posts.
These are the small things that most sales reps just aren’t doing. Aside from Linked, In Sales Navigator, this is all free. If your company won’t pay for Sales Navigator and you’re a sales rep, pay for it out of pocket (and maybe start looking for a new company). Closing Thoughts The hardest part about B2C or B2B lead generation strategies is that it takes time with today.
Best of all, you don’t need to rely on your company to send you 100% of your sales leads. If you’re willing to put in the work, you can generate your own leads. Here’s what you need to remember about how to generate leads: to arm yourself with the tools you need to find new leads.
Use Google and other search engines for researching. And if you’re a sales leader, arm your team with these tools! Go, get in front of more people, and be ready to talk to curious prospects about what you do, who you help, and what pain points you solve. Don’t forget to jot down any contact information.
It may not always be fun, but great salespeople are great at acquiring sales leads specifically because they’re willing to do the work that others don’t want to do. , be concise, and make it easy on your prospect. This is true for all communication channels, especially email and Linked, In.
These 5 takeaways will help you self-generate all the sales leads you need. Put in the time, and you’ll reap the rewards. Namely, you’ll quickly become the rockstar sales rep on your team. Do you generate your own sales leads? If not, what’s the biggest challenge for you when it comes to B2B lead generation strategies? What is a lead generation process? The lead generation process is all about targeting prospects who match your target audience and highlighting how your product can resolve one or more of their key pain points.
What are the types of lead generation? There are two broad types of lead generation — outbound and inbound. The former involves classic sales tactics such as cold calling, email marketing, and direct mail, while the latter is all about leveraging online marketing channels like social media and search engines.
“What’s the best way to generate more B2B sales leads?” My default answer to this question—depending on my mood—is: “All lead generation tactics and strategies help you get leads. The best way boils down to how you’re generating sales leads, what you’re selling, and who you’re selling it to.” This might sound like a sassy response to some.
We compiled a step-by-step process of proven strategies our top clients use to attract and build relationships with seller leads. Choose the Right Geographic Farm, You have to differentiate yourself from your competitors as the trustworthy expert in your target area. The real key here is target area. Here are some things to consider when you’re finding an area to geographically “farm” for seller leads.
Are you currently seeing success in a pricing niche? Choose a target area that mirrors that area. If not, play it safe and focus on neighborhoods where homes sell around the average price for your region. Find an area with a significant opportunity for home sales: enough to make the return worth your efforts, but not so many that your marketing is spread thin.
(Some will even say to double that recommendation). Take a look and see if there are any other agents active in your area. There are two situations here, and both present a solid opportunity: The neighborhood doesn’t have any agents dominating the market the area has a clear “agent in charge” (usually attributed to a lack of options) Brand Yourself Effectively for Seller Leads, Your goal is to build a solid and meaningful presence in your target neighborhood.
Build a Solid Online Presence and Geo-Target Ads for Seller Leads, To identify seller leads online and collect their addresses, an effective strategy is to employ a home valuation page. Create a home valuation page that converts potential sellers. The promise of a free estimate and market report are easy ways to find new seller leads and are perfect conversation starters.
Use ads to drive prospects back to you seller conversion page, or home valuation page, so they will register for an estimate and market report, and you get their property details and contact information. Stay in Front of Seller Leads with Automated Marketing, You’ve targeted the right type of leads with ads.
This type of communication keeps your farming consistent, automated and effective. You’ll know just what to send and how to send it. Bringing Your Seller Lead Strategy All Together, A seller lead campaign that blends your online and offline marketing efforts is always the most effective. Prospects have a physical introduction to your brand (maybe even in person!) along with a tailored and convenient digital experience.
There are two types of salespeople: those who can generate their own high-quality leads and those who can’t. Guess which type VPs of Sales and revenue leaders want on their team? Correct — they want people who can generate their own leads. Keep reading to learn why this is the #1 skill every salesperson should master, and the 3 best tactics to generate all the leads you need.
Bottom line, no matter how many leads your organization gives you right now, or how they’re getting them, you should still be self-generating leads. You need to be a hunter. When was the last time you closed a deal that started from you personally generating the lead? When it comes to self-generating leads as a sales rep, here are the top 3 ways I’ve done it — both as an individual contributor and as a sales leader teaching others how to generate leads.
No, you don’t need to shell out big bucks for a huge event sponsorship with booths and swag. That can be a great strategy for an organization to get behind, but as an individual rep, you want to focus on lead generation strategies that aren’t reliant on the rest of your company.
Do you sell marketing software? Find marketing related events in your area and start meeting people. Don’t limit yourself just to the major conferences or trade shows. Find smaller events that will give you the chance to network and build relationships. And don’t be afraid to pay out-of-pocket for some of these events.
When you’re at these events, focus on meeting people and engaging with them on a human level. At smaller events and meetups, don’t be the person who is there just trying to sell everyone on your product. Find a short response to the question, “So what do you do?” that includes your target market and the pain point you solve.
But never being pushy. I like to use a variation of, “I help companies generate leads,” sometimes replacing companies with startups, founders, B2B companies, sales leaders, or marketing leaders, depending on the event and audience. If that statement is relevant to the person I’m talking to, they’ll follow-up to ask more.
16. Automate with email marketing sequences Once they opt in to your mailing list, they still may not be a qualified sales lead. In order to nudge them towards the actions that increase their lead score and qualify them as “sales-ready”, you can configure various types of automated email marketing sequences.
Creating video content is easier and more cost-effective than ever before, and besides that, it’s a great way to bring in qualified leads. Demos and how-tos continue to gain popularity on You, Tube, and with more than 100 billion monthly users, you’ll have a wider audience than if you’d advertised on cable TV.
Instruct them to click the link in the video description to find out even more useful tips and insider pointers on using your product, and offer a user guide or instruction manual they can download. By this time, they know your product, they understand how to use it, and they’ve been elevated to the rank of highly qualified lead.
Your landing page should match the content that you're advertising and promoting. So, if you're asking users to download a guide, they should be taken to a specific landing page that talks about this guide, has an image with the guide, and includes a form for them to fill out to obtain the guide.
Remember that when it comes to landing pages, less is never more. Ideally, you should create a landing page customized to each lead magnet you offer. In fact, some brands have more than 40 landing pages, all working to generate leads. With Hub, Spot’s free landing page builder, you can create, test and optimize your landing pages to ensure top performance.
If they want a phone call from our founder, they have to complete every question, and by then, we know that they are the type of lead we want to nurture. In the followup call, we can ask questions tailored to their specific needs, pain points and budgets. Effective lead generation is more than yelling into a megaphone and crossing your fingers that the right people will hear you.
Unbound, B2B is helping our new and existing clients by providing a . We all know that this an uncertain time, especially for the marketers with all the budget cuts and less ad spend. We urge you to speak with us and together let’s find out how we can keep your top line revenue ahead of the curve..
This may be the most common web marketing challenge: how to generate leads. Some do it very well, and others never seem to figure it out. When lead generation isn’t working, everyone seems to have a different opinion as to why. There are a lot of factors – at least 40! Let’s take a giant step back and look at all the things required to create a lead generating machine.
Do not skip any steps. Miss something here and you’ll miss opportunities to connect with customers. Note for e-commerce sites: this process is very similar for sites that sell things, which are less about generating leads and more about generating customers. Like the infographic? You can download it here. Strategy & Branding Why are you in business? How you deliver value to your customers? Answering these questions is the first step to generating leads.
It must be consistent from the first impression through the entire experience of each of your customers. 1. Mission, Vision, and Values Why are you in business? What is your core service offering? What does your company stand for? Know these first or you’re building your business on sand. 2.
Keyword Research People are looking for you right now. If we find out what they’re searching for, we can align pages on the website with phrases for which they’re searching. Research keywords before making the sitemap. 8. Sitemap The organization of the pages determines how the site will be navigated by visitors.
What page labels best indicate your relevance? Ideally, you make a sitemap with both visitors and search engines in mind. 9. Wireframes The wireframes are the black-and-white layouts for the page templates. Like the sitemap, wireframes have several purposes. They are a planning tool for the user experience. But these layouts also affect search-friendliness and ease-of-updates.
One is created for each type of page. 10. Moodboards If the wireframes are about structure, the moodboards are about style. Here’s where the visual standards are executed online. Colors, background treatments, button styles, and type treatments are set for headers, links, and body text. 11. Design Next, the wireframes and moodboards are combined into the storyboard designs.
Align the topics and tone with the audience. 15. Write Write with these readers in mind. Respect the time of the readers, and be concise. Think ahead about traffic, and use the target phrases. Pay close attention to formatting and internal linking. Select images and create videos that build credibility.
18. LAUNCH! The big day. For most businesses, it comes just once every four to five years. Hopefully, the design, programming, and content are ready to go. But again, don’t let small issues delay the launch. Digital ink is never dry. You can (and should) change the site as times goes by.
Create Content A website without a steady stream of useful content is just an online brochure. It has no pulse. It is simply an online advertisement. But add useful content, and suddenly, the brand is helpful to the visitor. There’s a reason to share, to link, and to open the newsletters.
19. Content Marketing Strategy A sustainable content marketing plan is based on the resources available: people, money, and time, both internally and from vendors and partners. An effective content marketing plan is based on topics, tone, and frequency that aligns with the needs of the audience. Personas and publishing calendars will help.
Research A carefully researched article is more useful to your audience than an opinion piece. Thorough “how to” posts are more likely to be searched for, shared, bookmarked, and read. Do your research, and create something valuable. Surveys and original research with evidence are among the highest value content on the web.
It requires research, careful writing, and having a credible website and domain. This means enough link popularity to compete for the phrases you’re targeting. 25. Keyword Research As with web page content, blog posts and other content marketing should be aligned with keyphrases. As before, select keyphrases based on search volume, competition, and relevance.
Submit content with humility and with a sensitivity to the audience of the blog or publication. Always be thoughtful of editors’ time. 31. Social Sharing Post your content on the social networks where your audience spends time. Use targeted sharing to make it visible to people who will love what you wrote.
An engaged list of subscribers who look forward to your content is one of the most powerful tools for lead nurturing and lead generation. 33. Design and Production Your email template should be lightweight, mobile-friendly, and easy to manage. Your subject line should be descriptive but leave room for curiosity.
Yes, there are a lot of steps involved. But it’s worth it. A steady flow of high-quality leads can transform a business. Generate enough demand, and you’ll have no choice but to grow your business. What did we miss? Leave a comment and inform your fellow readers with your own lead generation insights.
A few weeks ago a startup asked me to figure out the cheapest and most sustainable way for them to get 25 qualified leads to try their product. Like most startups they did not have a big budget for marketing experiments and needed to bootstrap to get some initial customers in the door.
This process was so successful that they decided to repeat the experiment again. I’ve done this many times and it works like a charm every time. Here is a step by step of how I did it. Step 1: Nail Down Your Target Audience There are billions of articles and books on the importance of defining your target market.
I will say that for this technique which I’m about to outline you have to know exactly what type of people you want as leads. In my situation above it was CIOs of enterprise on-demand companies. Some examples would be CIOs at Verizon, Comcast, Merry Maids, Home Depot, Geek Squad, etc.
Not too long ago I wrote an article titled ‘How I Sold My App to 10 People Before I Wrote a Line of Code and Then Launched It’. In the article I share how I pitched my app idea to tons of different types of people to see who would actually pay for it.
I ended up getting those 10 people to pay me and that’s how I knew who my target market really was before I started building the app. That’s just one way to do it. There are millions of other ways to do this, which I will not delve into now.
As I said my target market for this example above was CIOs of on-demand enterprise companies. Step 2: Find the Largest Linked, In or FB Group for Your Target Market You need to find the largest and most active group there is on Linked, In or Facebook for your target market.
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How To Generate High Quality Buyer Leads for Local Businesses
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