B2B Sales
Lead GenerationÂ
Lead generation is the process of generating consumer interest for a product or service with the goal of turning that interest into a sale. The first step in your sales cycle starts with lead generation.
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It is a core part of the sales funnel for B2B companies. There are many ways to attract prospects.
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Cold calling
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Cold emailing (direct mail campaigns)
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Email outreach
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SMS marketing
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Execute the campaign
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Research & analyze the target data
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Event, exhibition, trade shows & industry meetups​
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Research & analyze the market for your product
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Choose the multi-channels market for sale.
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Retarget the audience through alternate channels.​
QualifyÂ
Generated each & every lead is important, we acknowledge the fact that not all of them will be ready to buy immediately. An effective way we qualify the leads and categories them as per their status. Like wise we work with the 80/20 rule & work more closely with the top 20% of hot leads. Like,
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Here are a handful of ideas you can use to spice up the relationship with these proven producers:
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Send free samples of products they haven’t purchased yet
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Schedule a visit and work 1-on-1 on their marketing of your products
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Can you lower the price to give them the incentive to buy more? This is where pricing tiers come in.
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Can you lower or remove their minimum requirements
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Can you grant them free shipping
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Find some way to celebrate the anniversary date of them signing up with you
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Make contact a regular habit
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Surprise them
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Look for joint-promotion opportunities
Nurture
Although lead nurturing may be more closely related to marketing, it’s important to treat it as a part of the sales process because, ultimately, every nurture sequence must be designed to drive new leads towards making a purchase.
Since B2B audiences like to read and educate themselves, it’s only natural that lead nurturing will revolve around your content and providing value as well.
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We can use webinars, articles, videos, infographics, and case studies to showcase clients product in action and help our leads understand how clients' products can help address their pain points.
Pitch Your Product
No matter how we look at it, there’s no going around the fact that eventually, we’ll need to lay our cards on the table, make the best offer we can, and hope that the lead will respond to what we have to say and make a purchasing decision.
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Luckily, if we have a working lead nurturing system and have qualified leads, you won’t have to do any cold calling. By the time our leads hear the pitch, they will already understand:
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How our product works
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Why it’s better than others
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How it can help them solve their specific problem
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In the end, we should use a straightforward sales approach and just lay out the terms, reiterate you're main points, and give them a time-sensitive deal that incentivizes acting right now.
Follow Up Consistently
The last tactic to close this article is a simple one. It’s just about following up consistently.
Following up is one of those regular tasks and it’s very important. But consistency is what builds our funnel and ultimately, client business. One way to get over this is to systematize our processes.
Systemization is all about writing down exactly what and how we do each task for the client business.
Close The Deal
Once we reach an agreement, we are almost at the finish line. However, we still need to hash out a specific arrangement in terms of payment, length of the agreement, and the on boarding process according to client specified terms.
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Since we’ve worked so hard to reach this point, try to make the buying process as easy as possible and outline all of the steps that the client will need to take, and what will happen then.
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Talk about the plan of action that we have on our site, and how we’ll start delivering on the promises that we made after the deal is closed and finalized.
