Outsourcing lead generation is 43% more efficient than doing it in-house and by using More Than Words B2B lead generation company you can fill your sales funnel with new leads and opportunities.
Revenue growth through lead generation
Through B2B lead generation campaigns, we help our clients find their audience, generate sales leads, and build long-term business relationships. This is achieved by combining direct marketing channels and refining data records to the most valuable audience.
As a B2B lead generation company, we understand there is no one size fits all strategy – successful campaigns need to be diverse and broad in scope. We believe this shows in the lead generation services we offer.
How we work
B2B companies seeking to improve their sales pipeline can use our lead generation services.
A bespoke B2B lead generation strategy, tailored to each client’s specific needs, may include some or all of the following.
- Email marketing
- Data cleaning
Email is the leading B2B lead generation tactic today
Source: The Marketing Centre
A study from The Marketing Centre found that, today, email is still the most popular lead gen tactic.
This means that, despite the rise of social media and pay-per-click advertising, email remains the best tool for generating new leads for small businesses.
How do we interpret this data?
While email is often considered dated, the graph above shows that it is still relevant.
There are very few instances in which email fails to work because it’s not the right channel. In most cases, you’re simply sending the wrong message to the wrong person.
An appropriately targeted prospect database is invaluable for cold outreach.
B2B lead generation company- steps to using a database effectively
Invest in great data
As a lead generation agency, More Than Words Marketing supplies hundreds of new clients with marketing databases every year.
Our database contains over 3,000,000 decision makers, spread over 2,000 categories.
- targeted data – after you’ve decided which B2B contacts are right for you, we’ll send you your B2B email list in Excel, Access, or CSV.
- support – we offer free technical support by phone and email for B2B lists.
- advice – a B2B data provider understands marketing data like no one else. Send us the marketing campaign you intend to send, and we’ll provide feedback, insights, and suggestions within 24 hours.
Identify your prospects
A successful B2B marketing campaign starts with understanding which problem your product or service solves – or which opportunity it opens.
It will be easier for you to market your products or services if you know which businesses will benefit from them.
In order to achieve successful sales lead generation, buyer profiles should be clearly defined, and mailing lists organised accordingly.
B2B companies often create buyer personas to understand the goals, challenges, and concerns of the audience they’re trying to reach.
You can enhance your message by considering variables such as job title, industry, location, and company size.
Plan your approach
In direct marketing, companies directly communicate with buyers in an effort to increase return on investment.
Three of the most popular approaches are:
Email – email marketing is one of the most common forms of direct marketing. It is simple and cost-effective to use email marketing to send a message to a targeted audience in seconds.
Direct mail – even though many companies have shifted their focus to direct digital marketing, direct mail marketing remains effective. However, while flyers, booklets, and invitations may appeal to the eye, it is important to consider the cost of materials, printing, and postage.
Telemarketing – telephone marketing remains an important part of direct marketing. A trained telemarketer calls with deals or offers in the hopes of generating a sale.
Customer interest can be gauged quickly through telemarketing, and advertising and B2B sales can occur simultaneously.
Start a conversation
A good marketing message must be both clear and persuasive.
Direct messaging allows you to speak directly to the customer and personalise the message if you wish. Make sure the copy and design appeal to your target audience.
Clearly state your call to action, what you want them to do, such as reply, buy, or sign up to your mailing list.
B2B lead generation companies top tips
Make sure you have the right tools to track your leads
In order to convert prospects into revenue, B2B marketers need to manage and nurture their leads on an ongoing basis.
This usually involves sorting out a qualified lead from an unqualified lead, organising data, and tracking key leads consistently.
A typical sales process involves capturing leads from multiple channels, converting them into sales-ready leads, and closing the deal.
Make the most of any potential customer that is interested in your product or service with a lead management platform.
Alternatively, More Than Words can provide detailed analytics for any managed marketing campaigns you run through us.
Prioritise quality over quantity
Don’t worry about the number of leads you are getting. A quality lead is far more important than lead quantity.
It also saves your sales team time as they don’t waste their time on uninterested customers, and allows them to focus on customers that do want to buy
Establish your authority within your industry
This can be achieved by creating outbound content that is not about your business, products and services – but instead focuses on education.
Having your brand recognised for its expertise and insights leads to better visibility and recognition.
Content should be targeted
You can’t please everyone.
Buyers these days expect highly relevant messages and content. Rather than taking a generalised approach, target specific segments with different content strategies.
Engage potential clients with a call-to-action
Getting people to your blog won’t automatically generate leads. After attracting visitors, offer them an incentive to convert. Calls to action (CTAs) should serve as incentives.
Ideally, a CTA should progress a buyer’s journey and, most of the time, they point to some kind of gated content.
When you place a CTA on your message, make sure it relates directly to the content discussed in the post.
Persuasive language will encourage the visitor to proceed, indicating the value they will receive if they do.
Find out more about using a B2B lead generation company
Get in touch to learn how we can help.
We’d like to know more about who you serve and what you sell. After identifying the target audience, we will discuss the best marketing strategy.
Get in touch with us on 0330 010 8300 or click here to email us.