B2B Lead generation: top techniques to acquire business leads

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by Sandra Fernandez

Company
Adency
Outbound
Port Group

Many small business owners are always seeking for new ways to expand their consumer base and help the company grow. However, business growth can be a time consuming process and quite challenging. One of the fundamental elements of growing a business is having a continuous stream of sales leads. 

 

There are two types of lead generation channels: online and offline. Your company’s blog, website, facebook ads/linkedin ads, and SEO, are all examples of online lead generation methods. Direct mail and cold calling are the most often used offline methods. 

 

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One of the most important goals of every B2B company is to generate high quality leads from online and offline methods, and convert them into clients. If sales and marketing work effectively, they might help your company outperform the competition and expand your business dramatically. That’s why we’d like to share the top techniques to acquire business leads with you. 

 

1. Send cold emails 

Sending cold emails will help you reach out to the prospect to establish rapport in the message, and encourage the recipient to book a call with a salesperson over the phone, where the sales team can sell their product or service.

Cold email marketing is a sequence of emails with a clear call to action to convert your prospect into a client. Cold email may be a profitable, effective, and a scalable sales funnel that feeds into the rest of your sales process. 

If you are just starting with cold emails for your business, the process might be overwhelming so if you don’t know where to start we recommend you to read Write cold email for better responses rates in 4 steps

 

2. List your company on directories

Adding basic information, such as your business name, address and phone number in online and traditional directories does not take a lot of time, and helps customers easily find your business. 

Besides building a website, advertising in magazines, online advertising, and attending networking events, listing business contact information in a directory will help you attract new customers and increase sales. 

Some online directories include:

  • G2
  • Digital
  • Upcity
  • Goodfirms
  • Clutch
  • Software Advice
  • SaaS Genius

 

3. Answer relevant questions on Q&A websites 

Many businesses use content marketing as their primary means of promotion, especially through social media platforms, websites, and blog posts, in order to generate more leads and conversions. Nonetheless, answering questions on Q&A websites might be another alternative to increase the number of leads and conversions.

 

Q&A websites like Reddit or Quora are a current trend in content marketing, and give your company the opportunity to position as an industry leader. These kinds of websites can also help you advertise your business and drive traffic to your website. 

 

Here are other Q&A platforms that you can use: 

  • Stack Overflow for Teams
  • Bloomfire
  • Tribe Community Platform
  • Lessonly Knowledge
  • Tettra
  • Rungway
  • Starmind
  • AnswerHub

 

4. Ask for referrals

While referrals have traditionally been one of the most effective ways to grow your brand, businesses are increasingly turning to their network for resources rather than depending on more traditional marketing methods. As a result, incorporating a referral system into your marketing strategy is critical to your success.

 

Unlike companies, entrepreneurs or those running their own businesses often don’t bother asking for referrals. Perhaps because they believe their customers will spread positive word of mouth about them or maybe because at a B2B level they can find asking for referrals uncomfortable. The issue with not asking for referrals on a regular basis is that they are missing out on one of the most effective and cost-effective strategies to obtain new clients.  

 

Here are some tips for asking referrals: 

  • Always request referrals face to face. It’s not only more respectful, but it’s also more effective. People will be more likely to do something for other people if they are standing in front of them. It is right to ask for referrals by email or phone if you work remotely.
  • Offer an incentive for successful referrals. Monetary rewards, such as a gift card, discounts or merchandise can be an effective strategy for referrals that will increase sales. 
  • Try not to ask for a referral when presenting a bill. You can ask in any other circumstance but when presenting a bill, your client might think that you are asking for too much.

Acquiring new business leads is a hard task that demands your marketing and sales team attention and effort. We hope this article will help you in finding new ways to attract potential clients to your business.

 

If you are interested in hiring an outbound agency with a team of experts focusing on your lead generation and business development processes contact us and get a free business development health check!