It’s every entrepreneur’s dream: get a lot of paying customers.
For small business owners, however, this can mean more than just a daunting task – it can be a downright and constant challenge to deal with. After all, before you get paying customers, you first have to get people at least interested to know more about your business in the first place. And with likely limited budget (and skills) to promote your company, you may find yourself hard-pressed at getting consistent leads that actually generate results.
Here are several tactics to help you land better sales leads for your B2B company and, in turn, get more customers for your business:
- Take advantage of LinkedIn.
There’s a very good reason why LinkedIn is the most popular platform for professionals and businesses: because it works. But of course, as you’re bound to have figured out by now, simply creating an account in it won’t increase your sales pipeline. You actually have to take specific actions to utilize LinkedIn to your best possible advantage. Expand your contacts list and make an effort to connect with your network. If you have extra funds to spare, you can get the Sales Navigator, which is an online tool to help you find B2B sales leads more easily. Not sure if it’ll work for your business? Then sign up for their free trial first.
It doesn’t trigger the most enthusiastic response out there, especially if you have to be the one to do it, but cold emailing is definitely worth considering. Just put it this way: you don’t have the luxury of time to talk to a lot of new people daily in an endeavor to introduce your business – but you can find time to shoot an email blast to a lot of people. That being said, you can’t just create a random template and expect it to bring in results. If you want your emails to have at least a fighting chance of being opened, you’ve got to make an effort at your email marketing. Do your research on your prospect customers and tailor your message to suit your readers as much as possible.
- Start at a low price and upsell later on.
Unless you’re in a rare niche market that allows you to charge hefty price tags even at the early stages of your business, a good strategy to consider is to start offering your products or services at affordable prices first – and just upsell somewhere down the line. Remember that your most pressing goal at the moment is to get customers, and you can’t do that if people aren’t even willing to give your business a try. Once you have regular customers already, that’s the time you can start introducing upgrade options or premium products – which of course are more expensive.
- Harness the power of customer referrals.
You work very hard to give the best possible service to your customers. So the question now is – why aren’t you taking advantage of it? As a small business owner, you may not have as many customers as you’d like (yet), but the ones that you do have can make a big difference in the development and expansion of your company in the future. So what do you do first? Give such an outstanding service that your customers are actually compelled and more than excited to refer you to their family and friends. After all, referrals mean that they trust you enough to introduce you to the people they know. Be sure you earned that trust well – and keep it.
- Learn effective networking.
You can never know too many people, as it’s often said. But in business, it’s not just about the numbers but the quality of those numbers that really matter. Therefore, in order to give yourself more quality sales leads, you have to meet more promising contacts first. And that’s where networking comes in. Develop a genuine interest in meeting other people; it will help you be more intentional about going out there and actually doing it regularly.
- Optimize your site with SEO.
If you want to get your business in front of people – and of course you do – you have to make it easy for your prospect customers to do so. Optimizing your site with SEO can do wonders in that aspect. You do, however, need to get some very important things right in order for it to work. Things like finding the best combination of keywords for your business, coming up with catchy headlines, and creating good content consistently.
- Create e-books.
Want to take your content generation – and ultimately your sales leads – to the next level? Then get started working on an e-book. It doesn’t have to be lengthy; in fact, you can do away with, say, 10 pages in it. But you do have to offer valuable knowledge or insights that your target readers will find helpful. Giving away an e-book for free lets you accomplish two things: position yourself as an expert in your field, and bring your readers closer to purchasing your product or service.
- Speak at events.
This is closely linked with networking. Instead of just attending events, why not take things up a notch and actually speak in some of them? You’ll place yourself in a position of authority much faster that way, which can then help you get more – and better sales leads. If you consider yourself far from being an eloquent public speaker, you can start small, say, at a gathering with only a handful of participants. The important thing is to give yourself a lot of chances to practice.
Sales and profits are the lifeblood of any business. Yes, it can be quite hard to consistently get good leads, but it’s not impossible – even if you’re a small business owner. These strategies should help you gain the momentum you need to get started and keep going.
How do you generate sales leads for your B2B? Share us your experiences in the comments.