Lead generation is the most essential process of any business and entrepreneurs have realized it as well. Discussion to improve Lead generation has been always hot topic amongst entrepreneurs and the most frequent question has been “how quality B2B leads can be generated?”
Results of current marketing surveys indicate that out of total business, ready for sales leads received by a company are very small in percentage, whereas a larger percentage of Leads is developed through follow ups and other dedicated efforts.
- Ensure to provide prompt revert to telephonic queries.
- The staff attending first call of interested clients should be trained to understand client’s requirement and consequently convince him about benefit of doing business with your company.
- Sales team should be provided with selective marketing drives to explore and utilize hidden potential of leads in market. These drives discover more genuine and readily closed business leads.
- Drives involving money saving offers also help to generate bulk orders i.e. high potential business leads.
- Sales people are usually asked to focus on completion of ongoing sales, shifting the focus on reference generation also may bring prosperous business leads.
- Creating and updating presentation/business catalog also help to strengthen brand in market, which ultimately results in business leads generation.
- Get a website and if you already have one, revaluate its relevance with the buyer’s queries and requirements. Your website should be ready with the specific information and pictorial presentation to entertain buyers and to convince buyers.
- Keep on updating and checking your website for new information and proper technical functioning.
- A feedback section on your website would help in understanding market requirements and needed improvements.
- Develop e-books, videos for demonstration, FAQ, How to guides, case studies and success stories.
- Invest in Email marketing. This is probably most speedy and convenient way to reach a number of clients and intimating them about your offering. Ensure that your Email is prepared with short and crisp information which influence people to contact back. Link to your website on this Email would brighten up the prospects of quality lead generation.
There are many other tips and tricks to improve lead generation, but start with above mentioned and measure the difference. We will continue researching and evaluating more ways of business lead generation and keep you posted.
B2B Marketplace - Guide & Research Centre 