How To Generate B2B Sales Leads
There are 3 steps required to generate B2B sales Leads
- A list of prospects to reach out to.
- B2B Lead generation software to automate the process.
- A proven outreach strategy that converts prospects to leads.
B2B Sales Leads and How To Generate a Sales Lead List
In this article I’m going to share with you the EXACT strategy that we’ve used to consistently book 2-3 FRESH sales appointments everyday with qualified prospects in virtually any B2B market.
Step 1 - Create A List Of Prospects To Reach Out To
The first step in any B2B sales lead generation process is you're going to need a list of targeted prospects who are potentially interested in your products or services.
The easiest way to get this is to use a software such as Lead Lantern. With a database of over 60 million prospects, once you know who your ideal client is, it's simply a matter of adding your ideal prospect's characteristics into the search functionality and having the software return a list of potential prospects to you.
This process begins with creating an ideal client Avatar.
When you understand exactly who you're looking for, finding those prospects becomes a very easy task.
Simply add your client Avatar details into the search functionality and allow the software to return a list of people that match.
Once we have a list of prospects, we now need to choose a methodology to successfully reach out to them.
Take advantage of cold email
Cold email is without a doubt the best method to generate B2B leads today.
How many times a day do you check your email? If you're like most people the answer is many times.
Decision makers may not be on LinkedIn or they may not be on Facebook and they may not be checking Google Ads but they are certainly checking their email.
The next big advantage to cold email is that it's very inexpensive, it has a very low barrier to entry in the respect that it doesn't require a lot of technical skill to implement.
A cold email campaign is able to be setup and used virtually immediately by almost any business selling B2B products or services.
Step 2 - Use B2B Lead Generation Software To Automate The Process
The alternatives such as Facebook Ads or Google Adwords can be very expensive, very hard to get working and take a lot of technical skill to implement.
Why use software to automate the process?
Because this way you know it's going to get done every day and consistency is the key to success
Be consistent - do it every day
If there's one thing that's going to get results, it's consistency.
A very average sales rep that's consistent in outreach on a daily basis will outperform an excellent sales rep who's inconsistent.
Generating B2B sales leads, like all other aspects of sales is a numbers game.
Some days you'll get many responses other days you won't get any at all, this is why it's important to be prospecting everyday, consistently over an extended period of time.
If you're consistent you will get the results that you're looking for.
The key to this is automation, set up your prospecting so that it happens automatically everyday without you having to think about it.
By doing this, you're taking the human element out of the equation and guaranteeing that you'll be reaching leads every single day.
If you reach out to 50 prospects everyday, that's 250 prospects a week, 1,000 prospects each month and 12,000 prospects per year.
Hopefully you can see that by reaching 12,000 Prospects each year, it's virtually impossible not to succeed!
The number one step to success with cold email outreach is get personal.
Nobody wants to receive a cold, mass email, it’s effectively just spam.
You may occasionally get a response by doing this, but generally speaking all that’s going to happen is that people are going to delete your emails or mark them spam which adversely affects your email deliverability.
The days of sending out 10,000 emails at a time have gone.
The most effective strategy today is a laser targeted approached.
Take some time to learn who you're sending the email to, what their needs are, who they work for, incorporating this into your outreach messaging.
If prospects can see that you have taken some time to actually do some research into who they are and what they need, the chances of them responding to your email massively increases.
When it's clear that the email is a mass emailing and no research has been done or time taken, then the Prospect emailed has no incentive to respond.
It is clear that you don't know who they are and that also means it’s clear that you don't know what their needs are.
Make sure you’re following up
After sending over 1.3 million emails, I can tell you that over 60% of positive responses come in the follow-up.
That means that if you're only sending one email to each Prospect, you’re leaving 60% of the available business on the table.
How many follow-up should you send?
Well that depends on the industry, but generally speaking, ideally four to six follow-ups is the target.
Don't make the mistake of thinking a lack of response is a lack of interest, people are simply busy and just because they don't respond to your first email does not mean that they’re not interested.
Think about it...How many times have you received an email and were going to respond but you put it off and put it off until finally, you just deleted the email?
We've all done it!
It's simply that they’re busy at that time. A simple follow-up email would have produced the results.
Step 3 - Get A Proven Outreach Strategy That Converts Prospects Into Leads
Now we have a targeted list and we’ve automated the process of sending emails using software, the next thing that we need is a proven outreach strategy that gets people's interest and gets them to respond.
To do this we need two things, we need a great subject line and a great message once people open the email.
The vast majority of cold email recipients will determine whether they're going to open the email or not based solely upon the subject line.
The best strategy to get an email opened is to use personalized details.
Use the person's name, use the person's position and use the person's company name.
Show that the email is for them and it's not just another mass email that they're going to delete.
The second step to success after the email has been opened is to have a great message that people respond to.
You can download “7 Scripts That Are Proven To Convert” below but here are a few tips to make sure the message gets a positive response.
- Keep it short
- Get to the point quickly
- Immediately communicate the benefit for them
- Make a call to action easy.
For more information on writing a great email check out our article here.
In conclusion here's a summary of what you need to do to generate B2B sales leads.
You need a great list with qualified prospects on it, you need to be reaching out to them on a consistent basis, and you need a message that is easily understood, gets to the point quickly and encourages the prospect to respond.
Follow these steps and you’ll have more B2B sales leads than you know what to do.