By EWN • 04 October 2021 • 11:12
The concept is fairly simple—generate leads, grow the business.
That’s just about where the simplicity ends, really.
B2B buyers are savvy people, no longer falling for the traditional advertisements we relied upon in the past. Now, they look up information on their own and will hardly reach out to you unless they are genuinely interested in your offerings.
For many of us, initiating this interest is where the trouble lies. To save you the trouble of dabbling in trial-and-error, check out these lead generation tactics that work in the digital marketing space.
1. Use Lead Generation Software
Lead generation requires teams to gather information about online visitors and use it to drive communication.
Without the right tools, it becomes a tedious, time-consuming, and frustrating task even for professional marketers.
A lead generation software offers a more convenient and efficient method of contacting and gathering data about your prospects. It can help you identify buyer behavior and provide insight into website traffic and what pages drove the traffic.
With this info, you can create highly personalized campaigns that speak to the different prospects.
How do you choose a suitable lead generation service?
2. Cold Calling
Cold Calling is one of the best ways of creating awareness about your offerings. You get to explain what you’re about briefly and see if it generates sufficient interest to proceed to the next stage.
Since it provides instant feedback, this tactic is perfect for qualifying leads. You’re quickly able to determine those that are worth pursuing and those who aren’t interested.
To ensure higher success while using this strategy, here are some tips:
3. Social Selling
Social selling is about relationship building—identifying your ideal prospects, then actively connecting with them on social media.
This strategy differs from traditional lead generation tactics since you’re placing less stress on your prospects for an immediate response. You’re there for the long haul and your focus is on building connections.
Here’s how to generate leads through social selling:
Finally, “don’t be that person.”
Don’t be that person who blasts cold sales pitches within seconds of connecting with people. That’s spammy selling. It puts off prospects, reducing your chances of securing deals to near zero if not zero.
4. Think Local
Most digital marketing tactics place you before a global audience, which is good for maximizing reach and sales.
But you also need a tactic that ensures businesses in your local area can find you.
Here’s how you can use local marketing to stand out in your area/region:
5. Referral Marketing
Big brands are already using referral marketing to generate more leads. There is no reason you shouldn’t.
Referrals carry with them the trust factor. People tend to trust recommendations from people they know, increasing your chance of success.
They are also profoundly targeted since the customer only refers your products/services to those who need them.
What’s the best way to obtain leads from this strategy?
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