In this age of fierce global competition and a prolonged economic slump, The Global Associates B2B lead generation companies need to adopt some vital strategies and a consistent process to make their lead generation programs more effective.
The art of empathizing with the customers and building long-lasting business relationships with them is mandatory for B2B lead generation companies to constantly generate quality sales leads in large numbers. Selling is an art that comes naturally to a few people but mostly can be learnt through training and diligence. Here is a 5 step formula to make your lead generation program more effective and result oriented.
1. Constant action is the key:
To a large extent, the work culture decides the fate of B2B lead generation services- if they are action oriented, they thrive; if they are not, they perish. There has to be a constant action; no leads will come your way unless you pick up the phone and dial a lot of numbers. The sales process just wouldn’t take off without making those calls or contacting the prospects through other means.
2. Productivity matters:
Just dialing numbers or shooting off e-mails is not enough; success comes to B2B lead generation companies only when they are able to connect with the prospects. Keeping a track of how many decision makers you actually get to talk with is important. Long initial conversations can be counter-productive; try keeping the conversation time to the minimum. One way of getting in touch with more and more decision makers is to have an effective strategy to navigate through the call screeners and gatekeepers.
3. Right information is the foundation:
No B2B lead generation company can succeed without possessing the correct contact information. Call screeners shut off the caller if they don’t have the names and designations of the decision makers. In addition, a lot of productive time is wasted in sorting and correcting incorrect contact information. The contact lists should be prepared by doing a thorough research or they should be obtained from professional vendors.
4. Have a script ready:
Don’t depend too much on your improvisation skills, having a prepared script is always a good idea. It’s essential to do your homework about the customer’s needs and pain points before you call if you want to keep them engaged and interested during conversations. However, try not to sound too scripted.
5. Keep the conversations going:
A promising lead is nipped in the bud if a call is terminated early. B2B lead generation companies should drill the importance of keeping the conversations going into their sales people. Keeping the opening short and trying to convince that you have what they need can keep them listening. If the conversation is alive, so is the sales process.
Having a clear cut strategy and monitoring each stage of the process goes a long way in running a successful lead generation program. Constant action, a good script and the art of keeping the conversations going are a few ingredients of a successful recipe for B2B lead generation companies.