September 20, 2019

Let us face it; a business needs to do more than just better their product or services in order to raise the sales revenue. A recent report showed that 85% of expert marketers say that lead generation is an important element in their marketing strategies. To succeed in business, all you need to do is become the best seller. Ideally, to sell more products and services, you need to generate high-quality leads and focus on converting these leads into paying clients.

Often, business managers forget that the secret to sales is getting more people to know about the services that you offer. Despite the fact that lead generation plays a critical role, it is unfortunate that over businesses report struggling with lead generation.

In this post, we present tried and tested approaches for B2B lead generation that will help businesses to boost their sales.

Email Lead Generation

Experts will agree that the ultimate goal for sending an email is to get someone to act. Despite the recent rumors that email is going to die in the near future, it remains the highest performing tactic for awareness building. In fact, the number of email users is expected to keep rising even in the coming years.

A recent paper showed that over 70% of adults in the US still prefer receiving an email as their preferred mode of communication. In the same report, a vast majority of citizens like to receive promotional emails from the companies that they are already doing business with. This illustrates that a business can leverage email for lead generation. The secret lies on the approach. Here are a few email lead generation fundamentals you need to consider.

• Include a catchy subject line
• Send engaging content. for instance, an email newsletter with high-value content
• Use a clean design for designing your business emails.
• Segment lead generation emails according to subscriber behavior

2. Use Live Chat Feature To Generate Leads From your Website Visitors

Today, consumers will search online when they want to purchase a product. This trend is on an upward trajectory and companies need to take advantage of this behavior to drive more sales. The live chat feature allows you to engage a lead when they land on your business website. The truth is that you can outrank your competitor on Google results, and fail to convert the web visitors into customers. The little magic that you need to introduce is the live chat feature.

A JD Power research revealed that the live chat option is what consumers are looking for when they are looking for quick information online. In that research, it was revealed that more than 42% of online buyers preferred the live chat feature to solve issues and queries while shopping online.

Leading businesses are already using the live chat feature to increase online sales. This is because; the live chat feature has proven to be helpful for b2b lead generation. Consider that your web visitors can directly get in touch with you directly, and in real-time, through this exciting tool.

3. Start a referral Program to Generate More Leads

Referral programs remain the untapped lead generating strategy. Others will call referral programs an affiliate marketing strategy. Whichever the term used, it is a great lead generation strategy for b2b sales. Amazon.com affiliate program is a great example of how referral programs can help you to grow sales. Statistics show that purchase decisions for 81% of US online consumers are influenced by their friends.

There are different potential lead sources for referrals that you can start harnessing to generate high-quality leads. Your existing customers are the number one source of referrals. If you are able to successfully delight the customers, they will definitely be happy to refer their friends and acquaintances.  For startups, friends and family can be a goldmine for referrals.

To start getting referrals, create a referral program that is going to encourage and reward customers to refer your business. Then, focus on providing valuable content for your referral sources to share with their networks. To make the job easier, consider providing a referral template.

4. Include an Effective Call-To-Action on Your Website

For an online business, to increase the profitability of your business you need to come up with an effective Call-To-Action. The positioning of your CTA matters, as placing the CTA “above the fold” will help you to generate new leads. Consider that a majority of website visitors will just scan and not read the content. Therefore, using a bold call to action above the fold will help you attract the visitor’s action. A good example is how KLM places their call to action on the top of their website to get the visitors to act immediately they land on their website. No one will be concerned if the CTA box was not visible. In fact, barely any new visitor will go searching for the box.

When designing your websites CTA, consider the following effective tips.

• Improve the positioning of the CTA`s
• Be clear on what you want the visitors to do
• Use images rather than stand-alone text.
• Use contrasting colors
• Include a hyperlink on the CTA`s

5. Create Lead Magnets

A lead magnet is a free piece of content that provides value to your target audience. For instance, you can come up with a research report and leverage on it to capture email addresses. Leading marketers have successfully used lead magnets to capture new leads. For instance, social media examiner uses industry reports to capture new leads from their web visitors.

For the lead magnet strategy to generate you leads, you have to be offering something that is cherished by the web visitor. Examples of lead magnets that you can use are a guide/report, a cheat sheet or a handout, a resource list, and several other free resources that require customer action to be accessible.

Using the above tried and tested lead generation strategies; you can easily grow your b2b sales. Contact DeskMoz for a live chat feature on your website.