By using these eight proven B2B sales lead generation methods, you will generate more sales opportunities to turn into new business and greater sales revenue. The more you use, the more leads you will generate. Sales is a number game, the more leads you have the more chances to score.
Relationship marketing
Relationship marketing is the approach underlying all of the “sales-lead-generation-success” methods. Sales lead generation using this method simply refers to cultivating a personal, sales-winning relationship with your prospects. Keeping in touch with prospects via ongoing communications and offers throughout your prospective customers’ consideration processes lets you pick up sales others leave on the table.
Complementary partner referrals
By joining forces with complementary partners, you can instantly multiply your sales lead generation and make it easier for companies to engage in doing business with you. Of all the sales lead generation programs, complementary partner referral programs generate the highest quality B2B sales leads.
Internet marketing and search engine optimization
Business buyers are becoming more sophisticated and getting harder to reach than ever. Studies show that the vast majority of business buyers start with research on the Internet. Therefore, it’s critical to have a well-tuned sales lead generation program that includes Search Engine Optimization /Internet marketing strategies to attract prospects at the beginning of their buying cycle.
Telemarketing
Even though many people dislike the thought of telemarketing, it is very effective for sales lead generation when executed properly. Telemarketing is a personal marketing and sales lead generation technique that offers a cost-effective, efficient alternative to field selling, but it can be significantly more expensive than direct mail email. By including telemarketing in your B2B sales lead generation marketing plan, you can reach decision makers cost effectively. In contrast, with field sales, which is much more expensive and a lot slower. However, if you consistently prospect for and nurture leads via the telephone, you will consistently generate qualified sales leads.
Newsletters
By creating your own email newsletter, you could send out industry news and tips to prospects in your market. Since you will be on your prospects’ minds more often than your competition, eventually, your sales leads will turn into actual sales.
Direct mail
There is an entire industry of people dedicated to B2B selling through direct marketing. Sales letters can be an excellent sales lead generation method. But most sales and business professionals do not know how to use this lead generation technique effectively and efficiently.
Perhaps the best place to start revamping your direct response marketing is by determining who your best customers are, then trying to target their database marketing efforts at companies and individuals who are similar in nature.
Print advertising
When done correctly, print advertising can be a highly effective sales lead generation activity. However, you must use publications that deliver messages directly to your targeted audience.
Event marketing
Whether you do it live, through the telephone (teleseminars) or via the Web (webinars), seminars and workshops are a great sales lead generation tool. People who attend your seminar have an interest in the information you are presenting and a need for your product or service.
Live seminars can be done inexpensively. Teleseminars are the least expensive, with the only costs being conference phone line rental and promotion fees. Webinars are more expensive but it creates a very interactive environment for attendees without having to leave the office.