If you run a business which operates using B2B methods, the B2B Lead Generation is an absolute must. Not only can it lead to increased profits and revenue, but it can provide a framework for how you interact with customers. Today we will discuss what a B2B lead generation is, and how you can capitalise on it.
What is B2B Lead Generation?
Looking for a system to successfully lead customers to sales? Look no further than the B2B lead generation. The entire aim of obtaining a B2B lead generation, is to identify customers who are interested in your product/service. Then enticing them to buy what you are offering.
A customer is known as a ‘lead’ because they are being ‘led’ to a particular end goal, i.e a purchase of your product.
When mastered, this strategy can give you a full picture of how leads interact to your specific sales methods.
How does a B2B Lead Generation work?
There are 3 main stages to carrying out a B2B lead generation. The sales and marketing teams of your business will be in charge of carrying out the process.
1. Gather preliminary data on your lead
There are many methods for identifying your leads. This could be through the level of engagement they have with your website or social media pages.
The data you want to collect on your lead is as follows:
- Email address
- Company name
- Job title
2. B2B data is given to sales team
Once you have gathered the B2B data you need, this information is handed to the sales team.
From here, the sales team will make initial contact with the lead. This can be through emails, telephone calls, or social media messages.
The whole idea of this step is for the sales team to engage the lead in conversation.
Clearly, the best way to engage a lead in conversation is through a phone call. Here, you can directly explain to the lead why your product/service is amazing and something they truly need.
Whether your initial contact with the lead is through email, phone, or social media, you can make a judgement on their suitability to a deal.
3. Marketing team can provide further resources
If the sales team has delivered a perfect pitch to the lead and they are still unlikely to buy, the marketing team can provide content to the lead.
This content should be relevant to the consumer. It should also provide them with information that will enhance their knowledge of your product.
This content can be in the form of a blog or a case study which displays all of the features that are relevant to the lead’s needs.
For more information on the importance of content for your business, click here.
What is the purpose of it?
A successful process will allow you to create a reliable funnel of leads. Once a lead has entered this ‘funnel’, they can be provided with the most reliable information to lead them to a sale.
If you’re looking to create a reliable process for turning your leads into sales, the B2B lead generation process is crucial. Here at Fifteen, we know a thing or two about digital marketing. For more information on B2B lead generation click here. Or if you’d like support in B2B digital marketing, contact us today.