B2B Sales Lead Generation Tips

by Chuck
(MD)

In this article today, I would like to share some B2B Sales Lead Generation Tips. These tips will help you generate more leads and find more customers for your business. I’ve whittled the process down to six simple steps. Let’s get started.

1. Identify Your Ideal Customer: The first and most important step of your B2B Sales Lead Generation process is to identify your ideal customer. You can do this by evaluating your current customers. Who are your best customers? What do they have in common? Make a list of similarities to determine your ideal customer. If you are new in business, you will have to guesstimate.

2. Create a Marketing Funnel: Your next step is to create a marketing funnel. If you are using online lead generation, you will need an auto-responder with a series of emails. If you are building your business offline, you could use a combination of direct mail, fax broadcast and phone follow up. The purpose of a marketing funnel is to sift and sort through your leads to weed out the tire kickers and produce customers on the back end.

3. Use a Funded Proposal: A funded proposal is a low cost generic product related to your industry. The purpose of a funded proposal is to generate immediate revenue to help offset your advertising costs. For example, if you sell used cars, you could sell an eBook that teaches people how to find the best deal on a used car. You want a funded proposal so you can make enough money (on the front end) to offset or reduce your advertising costs, and generate leads for free.

4. Advertise: Once you have a marketing funnel and funded proposal in place, you need to advertise. You must advertise so you can get people to enter the top of your funnel. Without traffic entering your funnel, you will fail. You can use newspaper ads, direct mail, video marketing, article marketing, magazine ads, television ads, and a variety of other advertising venues.

5. Follow Up: Your next step in the B2B sales lead generation process is to follow up. If you are using an auto-responder to send emails to your leads, you should still give them a call. I think it’s best to follow up by phone. But, this method should be combined with email, fax, telemarketing, postcards, and other methods to work most effectively. Remember, most people need to see your message 10-30 times before they will respond. So, you must be persistent.

6. Test Your Results: You must test your advertising results, so you know which advertising venues produce the best results. If you don’t measure and test your results, you will waste lots of advertising money. Don’t do that. Create a simple spreadsheet to track which methods produce the most leads, best conversions, and most revenue. Once you find something that works best, stick with that method as your primary advertising strategy.

In conclusion, these are my best tips for B2B Sales Lead Generation. Fortunately, the process is quite simple. You simply need to follow the advice in this article and find out what works best for you. If you aren’t getting the results you want with your current B2B Sales Lead Generation process, you must change. Insanity is doing the same thing over and over and expecting something different to happen. Good luck!