B2B Lead Generation is crucial for any company looking to build up its client portfolio.

Building up leads, following up and nurturing them, building a relationship with them, and ultimately converting them into clients, is the bottom line of any B2B organization.

Here are 5 ways to be amazing at your B2B lead generation.

1. Know your target
2. Know your message
3. Getting a meeting
4. Getting a good lead generation software
5. Outsource it

1.    Know your target.

It might seem obvious, but a lot of B2B companies adopt a shot gun approach, reaching out to companies, that, more often than not, do not even require their services. This wastes an invaluable commodity for businesses: time.

They would not just need your services as well, they would need to want it. Need and want have different desire levels entirely.

Targeting has to be as granular as possible.

Here are some targeting parameters you need to consider when narrowing down your list of prospects:

• Location
• Role
• Company Size
• Company Annual Turnover
• Niche
• If they are B2B, B2C or both

A buyer avatar must be established to have a list of highly targeted, high quality prospects as part of your B2B lead generation strategy.

2.    Know your message.

Now that you have a list of leads or prospects that you know that need your service, it’s time to craft your message.

Now you might be tempted to reach out on LinkedIn or via email straight out of the gate with a pitch of how awesome your service is.

Trouble is, everyone else is doing that. And most companies you are going to speak to get bombarded by this on a daily basis.

So how do you stand out?

You provide value.

How?

Your message should include reaching out to your prospect, telling them a bit about yourself, and then giving some sort of value piece that they can consume easily and get something big out of it.

For example, at Digital Consulting Pros, we give value through free digital audits and value based blog posts.

Providing value is the building block of B2B lead generation. Once they see what you can offer free, they might want to go for the paid version of your service.

Think of it as getting a free sample from a shopping mall. You test it, and if you see great results with it, you normally end up buying the product right?

Don’t forget, no matter what medium you use, you need to get them straight in a meeting with you, so let’s go to the next point…

3.    Getting a meeting

Regardless if it’s LinkedIn, email, search engine marketing, social media marketing…the bottom line is getting a meeting with your prospect. A face to face meeting, a video call, a phone call…the more personal the better.

This is where you get to ask questions to qualify your prospect. The more questions you ask, the better you get to know your prospect and know what they want as part of your B2B lead generation strategy.

What happens in this meeting and beyond depends on your sales cycle, being a 1 call close or a 5 call close or whatever you are normally used to in your client conversion process.

Bottom-line however, is getting them from the online realm, and onto your appointment calendar.

4.    Getting a good lead generation software

Manual B2B lead generation can take a lot of time and money. In today’s world of artificial intelligence and automated processes, you can save a lot resources by engaging with a B2B lead generation software that can save you both time and money, whilst also making you money!

This is why we have developed the DCP Lead Generator™ when we started our agency back in 2017.

We wanted a system that could get us leads, and contact them and follow up automatically.

Following the development of what we believe is one of the best b2b lead generation software out there, we closed 17 B2B leads into clients in 73 days. That translated into a cool 5 figure sum in our pockets.

You can read more about it here to see if it’s worth giving it a shot in your business.

5.    Outsource it

Sometimes you just want to either give you B2B lead generation to someone else or support your existing department.

At Digital Consulting Pros, we used LinkedIn and email to generate 15+30+ leads per month for our clients.

What is a lead though?

Our definition of a lead in this case is someone who has been targeted, contacted, and engaged into a conversation, usually leading up to an appointment.

The client normally takes over and starts nurturing the prospect and, eventually, into a client.

You can find more info about our B2B Lead Generation Service here.

Conclusion

Regardless if you take up B2B lead generation yourself with the help of a software perhaps, or outsource it to a B2B lead generation agency, just remember that targeting and the message are the foundations of a potentially lucrative B2B lead generation strategy that can take your business to the next level.