Why are you attracting the wrong B2B leads?
Has your sales team noticed that too many of their B2B leads that ‘bite’ turn out to be ‘duds?’
Let’s be honest: identifying and luring in the right leads is a tricky job. Salespeople must understand not only how to find the right leads, but how to curate a sales cycle that entices an audience who are generally interested in your products or services.
Here are some reasons why you might be generating the wrong types of leads:
Not being specific with targeting
It’s funny how many emails we at Research Runner receive from companies asking us if we need help with leads – our competitors actually reach out to us. This is because they haven’t carefully combed through their data (which is likely not even GDPR-compliant…)
Don’t just begin bombarding a list of random people with emails that aren’t going to the correct demographic.
It’s best practice to instead develop a ‘buyer persona’ that your sales team agrees on – a profile outlining the type of client who will be likely to use your services or product. This includes everything from job title and company size to industry and even age.
People might think you’re a robot
Technical details can be quite important, and automation makes things happen more quickly, but your communication needs to be accessible and human. Being overly technical or setting up poorly managed automated campaigns may deter potential clients .
Instead, use human language that offers a clear solution and pay extra attention to any possible glitches with your systems.
You’re probably not focused on the ‘pain points’
The demographics of your B2B targets are incredibly important – but why? Because that target audience should all be experiencing the same type of ‘pain points.’
Pain points refer to the issues that you can solve for their business.
For example, if you are a research agency trying to generate new business, you’ll need to find the people who need up-to-date statistics in order for their business to operate effectively.
If you haven’t identified the pain points for the people you are reaching out to, you will not be relevant to them and will lose the lead. Pinpointing how you can improve their work/life is absolutely key to your lead generation strategy.
Conclusion
B2B lead generation requires a careful recipe for identifying the right leads and it’s difficult to hit the nail on the head. That’s why it’s crucial to have an effective lead generation strategy in place.
Our lead generation experts can help identify mistakes that your sales team is making through training sessions. We curate sales strategies that work and have plenty of case studies to show for it.
We could also take over your lead generation, handing qualified leads to you once they’ve been vetted and are warmed to purchasing from you.
Research Runner’s senior lead generation team ensures that the leads we generate for our clients are always high quality, relevant leads that convert into new business. Get in touch to discuss how we can pinpoint the best quality leads for your B2B business.
