You know all too well just how much leads mean to your business. Without a pipeline filled with potential new business, your sales will quickly diminish. And if you continue to miss revenue targets, your business may be doomed, too.
B2B lead generation is vitally important to generating pipeline and ensuring the long-term success of any business. FACT.
But how can you nurture leads and turn them into sales? What can you do to ensure that your business is dealing with your B2B leads in the right way?
In this article, we shall be sharing our top 5 tips to help you to convert your B2B leads into genuine sales:
1) Mix Up Your Outreach
This is number one on our list for a reason. To reach your prospects and get their attention, you have to break through the ‘noise’ of all the messages they are bombarded with each day. Yes, this can be done via digital (or social) selling, emails or human to human communication (phone or face-to-face). But the most effective way is through a combination of all three. Although the cold calling vs. social selling debate rages on, that’s not really the debate. Our study of 1.8 million outreach efforts showed that a mix of these approaches will ensure you the greatest success. You simply can’t rely on one outreach method because:
- Your prospects won’t tell you which communication vehicle they prefer
- The repetition of your message and your brand through various mediums builds familiarity and increases the likelihood of a response
When deciding which type of outreach is best, remember #AllOfTheAbove.
2) Keep Going!
Did you know that it takes on average 8-12 outreach efforts to connect with your potential buyers? Most reps execute between 1.7 and 2.1 attempts before they give up. You will rarely sell on the first, second or third point of contact with your lead. The more you contact your lead, the higher chance you will have of making the sale in the long run.
3) Voicemail: Yes or No?
It is frustrating when you get someone’s voicemail isn’t it? But, what if we told you that leaving a voicemail can help you obtain a sale? Some reps question whether or not leaving a voicemail is necessary – the answer is ‘yes’. But you need to leave a GOOD voicemail.
Here are your voicemail rules:
- State your first and last name, and the company you’re calling from
- State the purpose of your call (to set a time to discuss)
- Deliver your value proposition, which is a statement of how your solution will help your prospect solve a likely challenge
- Provide two days and times you’d be available for a call to discuss your solution in more detail
- Repeat your name and company, and leave your contact number
- Keep it short
4) Stick to Your Word!
We all like to buy from people we trust, and people we like. If you say you are going to do something, then do it! This helps to build trust and helps to develop relationships with our leads. If you say you are going to send an email, then do so! If you are going to call back at a specific time and date, then do so.
If your lead can trust you early on during the sales process then they can trust you further down the sales process.
5) Consistency is key.
In everything, especially sales and marketing, consistency is consummate with success. Your message and value propositions should always be the same, no matter who you are reaching out to and who you are trying to sell to. As mentioned earlier, your leads will be more likely to buy from you if they can trust you. Consistency sells more than you can imagine. If your message is consistent, your customer is going to trust you will deliver, thus ensuring your leads convert to sales.
The most challenging part of the sales cycle is actually starting it. But if you use these tips in your B2B lead generation efforts, you’ll start more cycles and close more deals!
If you need help creating more quality pipeline, contact us. We are the prospecting optimization experts and can help you accelerate new opportunities AND provide you with a long-term business development solution!