8 Powerful Business-To-Business Sales Lead Generation Methods To Help You Gain Your Sales Prospects
Most of the quickest growing business-to-business companies don’t rely entirely on just one sales lead generation technique. They have a complete arsenal of sales lead generation instruments at their fingertips, that they can apply at any given time.
Here are my eight proven B2B sales leads generation techniques harvested from helping over 170 B2B companies reach their sales prospects:
1. Sales lead generation using relationship marketing
Relationship Marketing is the approach underlying all of the “sales-lead-generation-success” formulas. Relationship marketing simply refers to cultivating a personal, sales-winning relationship with your prospects. Its about developing longer-term relationships with customers rather than individual dealings.
During my 20+ years of experience in B2B sales lead generation, I have found out the key to picking up sales others leave on the table is to keep in touch with your prospects thru a series of ongoing communications and offers throughout your prospective customers’ consideration processes.
2. Sales lead generation through complementary partner referrals
By collaborating with complementary partners, you can immediately multiply your sales lead generation pool and make it easier for companies to engage in doing business with you. Out of all the sales lead generation programs available to you, complementary partner referral programs can generate the highest qualified B2B sales leads.
3. Sale lead generation applying SEO and Internet marketing strategies
Business buyers are more advanced and getting harder to reach than ever. Studies show that about 90% of business buyers begin with research on the Internet, therefore its vital to have a well-tuned sales lead generation program that includes search engine optimization (SEO)/Internet marketing strategies to attract prospects at the beginning of their buying cycle.
4. Sales lead generation thru telemarketing
Even though many people despise the thought of telemarketing, when executed in good order it’s a very effective sales lead generation instrument. Telemarketing is a personal marketing and sales lead generation technique that offers a cost-effective, efficient option to field selling. However, it can be significantly costlier than direct mail or email.
By letting in telemarketing in your B2B sales lead generation marketing plan, you can reach up to thirty decision-makers a day at a cost of $15 to $20 per contact. In contrast, with field sales you can reach only four or five decision-makers a day at an average cost of $392 or more per contact. Direct mail may cost as little as a dollar, and email is often much less. However, if you consistently prospect and bringing up leads thru phone, you’ll consistently generate qualified sales leads.
5. Sales lead generation with email publications
By making your own email newsletter, you could send out industry news and tips to suspects in your market. Since you’ll be on your prospects minds more often than your competition, eventually, your sales leads will twist into actual sales.
If you subscribe to my e-newsletter, Sales Lead Report, you’ll see an example of an email publication that keeps my name and business in front of over 8,000 people every month.
6. Sales Lead Generation With Direct Mail
There is an entire industry of people like Dan Kennedy, Bob Bly, and Bill Glazer who are committed to B2B selling through direct marketing. Sales letters can be an excellent sales lead generation technique. But, most sales and business professionals don’t know how to apply this lead generation technique effectively and efficiently.
The complaint is a common one among B2B companies that depend on direct mail and direct response marketing as their only sales lead generation program: “I am tired of spending a fortune to send out thousands of full-color catalogs and direct-mail pieces only to get a measly 1% response rate. How can I cut costs and find a more practical way to get my target market to respond to my direct mail or catalogs?”
My clients have found that the best place to start revamping their direct response marketing is by determining who their best customers are, then trying to target their database marketing efforts at companies and individuals who are similar in nature.
7. Sales Lead Generation Using Print Advertising
When done correctly, print advertising can be a highly effective sales lead generation activity. When using print advertising as your B2B sales leads generation method, you must remember to focus your advertising’s message on the benefits and applications of your products or services. Then let the layout and design of your ads enhance your company’s image. And, dont forget to only use publications that deliver messages directly to your targeted audience.
8. Sales Lead generation thru Event Marketing
Whether you do it live, through the telephone (teleseminars) or thru the Web (webinars), seminars and workshops are a great sales lead generation instrument. People who attend your seminar have an interest in the information you are presenting and a need for your product or service.
The goal: Connect with customers in a meaningful way
By applying these eight proven business-to-business sales leads generation techniques harvested from helping over 170 B2B companies reach their prospects, you will capture more sales-ready opportunities for your salespeople to turn into new business, meaning greater sales revenue and profits for your company.