If you're not actively generating leads and converting them into sales, you're leaving money on the table. But it's hard to know where to focus your attention or what tactics are going to work for you. This article covers six proven tactics that will help scale your B2B lead generation efforts, lowering the cost per lead and increasing your sales.
1. Move From Cold Calling to Warm Emailing
The days of connecting with prospects through cold calls should be gone in the B2B space. It's a difficult and time-consuming process that doesn't garner much ROI for small businesses. The warm email approach is better because it allows you to reach more people in less time, is more cost-effective, and can open doors you can't reach with cold calling. You can also reach out to past customers and clients, build relationships, and initiate sales conversations without cold calling or sending a sales email.
2. Minimize the Number of Prospects You Work With
The number of prospects you work with will play a role in how much time you spend on lead generation. If you have multiple B2B sales opportunities, you may only be able to focus some of your attention on each. If you have multiple solutions to capitalize on, it is best to allocate a portion of your time to each to increase the revenue you generate. But don't be afraid of creating a smaller number of prospects. That's what scale is all about. The more focused you can be on a small group of prospects, the more likely you'll close sales with them.
3. Use LinkedIn Automation to Find Hot Prospects
LinkedIn is a powerful lead generation tool, no doubt. But you need to be careful about how you use it. LinkedIn automation will help you reach a greater pool of prospects with similar companies and job titles as those you are trying to reach. In short, it will help you find the best B2B leads for your business. The best part is that you can also connect with these prospects without being seen as spam and make them aware of your business. Personalized, warm outreach is a great way to cut through the noise and make your business known.
4. Look for Influencers Online
B2B buyers are often looking for a recommendation or many recommendations to trust their buying decision. Think about the influencer you follow. If they lack knowledge in your field, would you listen to what they have to say? Of course not, but if they have influence in the industry, you're more likely to listen. This is why it's important to find influencers with authority and knowledge inside and outside of your field. The more influencers you have on LinkedIn and other social networks, the more likely you'll be to find someone who can give you a positive recommendation.
5. Use Lead Generation Software to Increase Your Sales Conversions
Lead generation software can drastically increase your lead conversion rate by automating the process of capturing leads through various channels. It allows you to work with multiple prospects simultaneously, automating the process of capturing leads and qualifying them for sales conversations. The lead generation software you choose will depend on your industry, the type of sales you're performing, and how you want to scale your B2B lead generation.
6. Look for Partners to Expand Your Reach
Partnerships can significantly expand your reach and increase your market share in the B2B space. You shouldn't look for partners blindly. Instead, approach companies who are already working in your field, because they are most likely to understand the issues involved with what you do. Finding a partner who has a similar business model can also help you find valuable insights and are likely to share your needs and wants.
Also, case study marketing is one of the more effective tactics for increasing conversions and creating a difference between your competitors and you. One way to boost your case study conversion rate is to ensure each case study has a straightforward business outcome or value for your prospect.
There you have it. Six steps for scaling your B2B lead generation efforts and reducing the cost per lead. What are you waiting for? Start implementing these tips today, and you'll see a difference in your numbers.