The success of any B2B lead generation agency depends largely on their ability to read the minds of the decision makers they get in touch with. The old formulas don’t work anymore, times have changed and so have the business strategies and the way decision makers think and work- you can run a successful B2B lead generation agency only if you can adapt to the changing times and habits. Just cold calling and hoping to get a deal through a sales manager or a procurement manager is quite improbable now, one must understand that a creative management of relationships and adopting innovative, thoughtful approaches in contacting the influential decision makers is the key now to netting the big fish.
Contacting the lower level people first may prove to be beneficial for your B2B lead generation agency. You can get two advantages here: you don’t have to go through the gatekeepers for reaching the decision makers; and secondly, you can already make a good impression in the organization before you get an audience with the top boss.
Never be in a hurry. Always try to read the minds of the decision makers first, try to win them over by sharing business intelligence and discussing their pain points- sales can come later. You will do your B2B lead generation agency a great disservice if you jump the gun.
Learn to use referrals in your favor. Make good contacts inside and outside of the organization and mention them at the suitable time while talking with the decision maker. Making a short, effective list of referrals will also prove beneficial for your B2B lead generation agency.
Remember, this is a different era, the business practices and the pressure points have undergone a sea change, alter your strategies accordingly and take your B2B lead generation agency to greater heights.