How To Generate High-Quality Sales Leads For Your Business: (Part 2)


Ways To Generate High-Quality Sales Leads For Your Business

Warm calling

Many B2B buyers still like to do business over the phone, but cold-calling is no longer acceptable in 2022 — in fact, 50 percent of UK B2B buyers consider persistent cold calling and emailing to be the most disqualifying sales practice.

Warm calling varies from cold calling in that it focuses on customers who have expressed interest in your firm by filling out a form, attending a webinar, or otherwise showing that your product is a suitable fit for their business.

What better method to execute a warm calling campaign than by utilizing Lead Forensics to contact firms that have visited your website? They’ve previously expressed interest in your product and are plainly looking for a solution similar to yours.

This provides all of the information your team needs to make immediate, direct contact with new business prospects, personalizing the call to the pages they saw on your website. Outbound sales call success has increased by up to 40% with this warm calling strategy.

Follow these guidelines to get the most out of your calls:

  • Research the company, industry, and individual and think about the most suitable way to represent your services.
  • Pick the right timing. Try to show the potential prospect that you respect their time. It’s better to avoid calling first thing on Monday or calling them on Friday right before the weekend.
  • Be human. Try to keep a friendly, informal attitude. Follow up with an email, thank them for their time, and ask for the next opportunity to talk about the details.
  • Keep it under 5 minutes. Even if they’re a great fit for your business, don’t take up too much of your time or overstay your welcome – the prospect will appreciate it!

Set up a webchat

Having a chat feature on your website is an excellent method to turn cold leads into warm ones. This guarantees that your visitors receive the customized information they require.

Some businesses choose to employ a live chat option, while others prefer to use a bot. A bot, for example, may provide 24/7 service, yet a live chat provides a human connection and can be more personal.

You may even combine the two, using a live chat during business hours and a chatbot on weekends and evenings.

Here are a few tips on how to use your webchat to generate B2B sales leads on your website:

  • Pick the website pages that have the highest conversion rates. This will ensure that you can engage with the highest number of visitors.
  • Use a tone of voice that corresponds with your brand. Friendly, polite, and straightforward language is the best choice.
  • Use preset responses. Even if you opt for a live chat, having pre-written responses to common questions will save you tons of time and reduce your response time.

Interact through Social Media

In B2B, social media is becoming one of the most popular platforms, with 80 percent of companies adopting it to help with content marketing.

Many of your regular social media activities might greatly assist you in generating new leads. People in similar sectors may use social media to discuss mutual interests and share ideas. Joining clubs with similar interests is one of the most effective ways to get new leads. Share content, leave comments, and participate in debates to participate in activities. Make an impression and provide thought leadership in your field.

Not only can social media increase your company’s visibility, but it also allows you to discover more about a possible B2B sales lead before making contact. This enables you to get useful information about them and utilize it to plan a more tailored approach.

Among all the social media platforms available, LinkedIn deserves special mention: it’s no longer simply a recruiting tool; it’s also become an excellent and reliable tool in the B2B lead generation process for identifying the top prospects.

LinkedIn can assist you in locating decision-makers as well as provide you with up-to-date information on the firm, its products, and its pain areas. This will give you an advantage by allowing you to anticipate their problems and provide answers.

Use these tips to prospect B2B sales leads using social media:

  • Know how to warm up your leads. If you have already been connected to your leads, you should continue to engage with them regularly by liking or commenting on their posts. This will help warm them up, and the next time they see your activity, they will remember who you are.
  • Build a professional relationship. Before starting a conversation about your service, you need to organically build a relationship with your leads. Otherwise, you risk being ignored or deleted from their connections.

Create Meaningful Content

Another effective strategy to market your business and products to potential clients is to create appealing and relevant content. You may utilize helpful material in blog articles, whitepapers, or case studies to illustrate the usefulness of your goods as well as your industry experience.

With these easy steps, you may increase visitors to your website and produce quality B2B sales leads:

  • Post relevant topics. When publishing on social media or other channels, create content that is relevant to your audience. This could be about something trending in your industry or answers to burning questions that potential clients may have.
  • Use social proof. This is a powerful tool in B2B sales lead generation that helps build trust to attract quality leads. Consider adding client testimonials or reviews to your landing pages or sharing them on social media.
  • Use the right keywords. Apply SEO best practices and use catchy but relevant headers to grab your audience’s attention.
  • Create a call-to-action (CTA). The more relevant your content is, the more chances that a potential prospect will use a CTA to take further actions.

Use segmentation to personalize your outreach

Reaching out to B2B sales leads should not appear to be an advertisement aimed at the general public. In terms of time, money, and lead conversion, mass outreach is ineffective. In fact, 72% of customers believe they only respond to marketing communications that are individualized and suited to their specific interests.

To make your outreach a lot more controllable and personal, it’s strongly advised that you split your audience database. You may then categorize those leads by industry, prospect title, area, revenue, size of the firm, and those who have taken an action.

Once you’ve defined these segments, you’ll be able to find and aggregate client profiles with similar demands in your sales lead lists, as well as produce a targeted message that connects with your potential customer.

Sending a personalized email demonstrates to them that you are aware of their concerns and can provide answers. Keep your communications brief and to the point. Instead of sending “me-messages” that exclusively focus on your successes, send “you-messages” that focus on the prospect.

Furthermore, a well-constructed “you-conversation” with a prospect might give extra data that an SDR can transmit along with a qualifying lead to the sales managers.

Quality Training

Without a doubt, you may recall a slew of terrible sales calls and emails. Some people are natural salesmen, but not all! Anyone, with the correct instruction, can achieve greatness.

People still purchase from people, which means you must equip your sales force with the resources they require to succeed. Ensure that your training includes the following:

  •  Scripts that salespeople can fall back on when needed
  •  Information on how to handle reluctant customers
  •  Strategies for qualifying leads and improving the quality of an existing lead

The most effective strategy to guarantee that your sales force is optimizing their sales efforts is to provide them with the appropriate training. The more skilled your sales force is, the more successful you will be, whether you’re selling to individual consumers or clients who are positioned within their organization to make crucial sales choices.