Lead
generation
is challenging. Period. Did you know 85%
of the marketers consider lead generation their number #1 challenge?
Big companies spend heavily on lead generation in terms of money and time. Here’s a mind-boggling stat to give you shock of a lifetime. Almost 74% of the companies spend $50 per lead generated, with 5% of them spending a huge $1000. That’s not it. It usually takes around 7 to 13 days before a customer converts into a sales-ready lead; 84 days to convert a lead into opportunity and 18 days to convert opportunities into deals.
If you are a small company, we’re pretty sure you won't be able to invest such a huge amount in getting leads via online mode. Although it is quite difficult to earn new leads and retain existing ones for a longer period of time, here’s edge CRM with the best 7 strategies to help you generate and retain as many B2B sales as possible.
7 easy ways to win back B2B leads:
Have as many conversations with the client as possible
Sales is about building relationships. You want to have as many real conversations with your client as you can. Relying solely on your website, blogs or social media posts won’t get you anywhere. Be proactive in solving any queries the client has when it comes to your product. The more you have a conversation with the client, the more the probability to get him on board.
Send cold emails
This is one of the oldest but effective techniques used by salespeople. A cold email is an unsolicited email that is sent to the receiver without any prior contact. It is also known as email equivalent to cold calling. Cold email, according to its proponents, is not spam. However, if certain steps are not followed, it may be treated as spam by the filters or get reported by the recipients. Sales marketers customize their cold emails and personalize them using merge tags. Merge tags allow replacing the first name or company name in each email so that each email you send looks completely personalized to each lead. A personalized email is more likely to get a response from the recipient.
Join social media groups relevant to your business
Social media is a great space to meet and interact with like-minded people. Through social media platforms such as Facebook Groups and LinkedIn, you can engage and interact with many potential leads. P.S. Ask interesting questions to begin conversations and respond to comments already posted.
Apart from social media, sales people can also utilize online forums relevant to the industry. These forums allow you to meet new leads and get to know your existing customers better. By sharing your views and answering questions you can showcase your expertise and build trust.
Winning back your B2B leads can be disheartening sometimes. Over the years, salespeople have come up with ways to tackle and have undoubtedly been able to cope with it as well.
But with rejections comes the self-pity mindset, which one can’t escape. At the end of the day, it is all in our hands to forget the bad days and make the best out of the new opportunities we are presented. Have a look at the best ways to tackle a sales email rejection and win over a customer again.
Let’s get back to our ways on winning B2B leads.
Online reviews to the rescue
87% of B2B decision makers look online for honest reviews before finally purchasing the product. If you have customers leaving good reviews, you should be able to generate more leads. Customers with a positive review are most likely to get business. Platforms such as Google Business, Yelp and Facebook can be used to get a good online review of your business. Make sure your business has been listed on these platforms and has been rated positively by your other customers.
Use remarketing to re-engage visitors
How many times it has happened that a client has visited your website, but just surfed through the pages and didn’t give you a deal. Here, remarketing comes into help. Remarketing is a great way to have our product in front of the eyes of your potential client. This will help him in making up his decision. Although, there is no guarantee that the prospective client will surely come on board. Remarketing gives a chance of at least getting a new lease of life. For example, if a visitor lands on a certain page, you can show them a case study related to what they read. You could also advertise an email subscription offering more information on a specific topic.
Optimize your website’s loading page
A website’s page load speed plays an important part in finalizing a deal. A click from a specific keyword search or Google advertisement should go to a unique landing page. Every landing page should offer the exact solution the person is looking for. Try to have images that are not high-definition because that will take up more memory and will delay your process of page loading. Conversion optimization such as a call to action (CTA) will help in increasing your leads. You can ask visitors to share their name, email address and phone number to receive emailers, newsletters or free eBook.
Set up a Drip marketing campaign
A drip campaign is a well-focused lead nurturing program aimed at both new lead nurturing as well as making old leads re-enter the pipeline. A drip marketing campaign is usually executed through email marketing. In this process, pre-written, auto-generated messages are dripped (sent) repeatedly to prospective leads over a period of time. Drip messages create high visibility and familiarity with your brand with repeated exposure, thereby nurturing the lead.
Besides, this 7-step guideline, it is very essential to analyze and determine why your customers are not in business with your organisation. Try and seek answers to the following questions:
→ What type of lead did you lose- hot, warm or cold?
→ Did the customer postpone his decision to a further date and you failed to do a follow-up?
→ Did the customer get a better priced product from your competitor?
→ Is your response time slow?
→ Did the customer fail to understand your product?
Not all leads can be won back. But a majority of them can be re-engaged. If you follow this 7-step guideline, we are pretty sure if you put earnest efforts you can win back almost half of your leads.
