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[hirinfotech]

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[bizprospex]

Sell with Sentiments- A guide to Generate Leads Efficiently

Manufacturing products and maintaining them in an inventory will be of no use if a business is not generating enough leads. This article attempts to shed light on effective lead generation.

Add Sentiments to your Marketing Endeavours

Justness Establishes Concern

Have you ever been impressed by an advertisement which expresses strong emotions like love, care, humour? Alternatively, an advertisement which shows justice being done? Mostly, everyone has the same reaction to any endeavour of kindness; it makes them happy, and happier people are most natural to pitch. Make most of this information in your next inbound/outbound marketing effort.

Attract, Engage, Please, Close.

Follow a common approach in all your marketing efforts to attract more customers. Make your marketing efforts as much attractive as possible. Present content which keeps them engaged, also, aim to please them by the message you convey, and if all is good, one might close successfully.

Renovate efforts according to what’s cooking

Is it the super exciting season of La Liga or IPL? Are elections approaching? Do not miss the opportunity to encash such events by using them as the theme of your marketing efforts. To generate maximum leads out of a creative, deduce what your customers might want to see during that period, and present it to them in your marketing initiatives.

What is a lead?

A lead is an individual or organisation possessing an interest in the products or services of your company.

There are various means to generate leads-

Outbound Marketing

Outbound marketing is any marketing where the company initiates the sales conversation; like outbound sales calls, advertisements on TV, radio, newspaper and online platforms like Facebook, Instagram and LinkedIn. This type of marketing requires much investment and usually has a weak lead to customer conversion ratio.

Emails

There are 3x more email accounts than Facebook and twitter accounts put together. Emails are more used than any social media platform; hence emails give you a better chance at generating leads. All you need to do is categorise your email addresses as per the type of customer and the services or products they buy; send them emails accordingly.

Texts

Text marketing is favourable in this age where most of the people are engaged in their phones most of the time, so there are high chances that recipients will read your message. Once they read your message, consequently your brand becomes familiar to them, and there are high chances that they will choose your products over others. Choose a bulk SMS service provider, calculate the number of texts you would be sending per month based on the number of subscribers multiplied by the frequency of messaging. Try not to send more than one message per week because more frequent messages may draw flak from customers.  

Advertisements(offline and online)

The first step to advertising is to know your audience, an ad for a joint-pain reliever would be different from that of a deodorant. Decide a location for your ad as per the availability of your audience; there is a reason why companies like Rolls Royce and Porsche don’t show their ads on TV. Above all, carefully devise an advertisement budget beforehand, to avoid spending unnecessarily and generating leads efficiently.

Inbound Marketing

Inbound marketing is any marketing where a customer initiates the sales conversation, like a Google search; examples of Inbound marketing are SEO, Social Media and content marketing. Leads generated from this type of marketing have a higher lead to customer conversion ratio than outbound marketing because of the customer's natural intent to buy. To attract inbound customers, one needs to use as many keywords as possible related to their products in the content.

SEO

Search Engine Optimisation is the process of obtaining maximum traffic to your website by offering the specific content which a user is looking for on a search engine. A website will only appear on search engine results if it consists of the searched keywords in its webpages.

Social Media

People across the world use various social media platforms, every user has a different choice, and they choose content for their timelines likewise. Social media users follow accounts of their favourite brands to get updates from them. Many people don’t like to listen from anyone at any time, which usually happens in the case of outbound marketing.

Content Marketing

Writing content which users want to read on your websites and blogs, is called Content Marketing. There are several types of content like videos, articles, podcasts, songs and many more to host on your website. People who want to see such content visit your site and thus allowing you to show your products to them.

Referral Marketing

A satisfied customer allures many more; this is the best way of generating leads so far. Customers tend to trust unbiased sources of information more than any outbound or inbound marketing effort. Many companies reward their customers for referring their products to other customers. Devise a strategy as per your products and services, satisfy your customers and ask them to refer your services or products.

To generate quality leads, read our article on 'How to Create an Ideal Customer Profile for Your B2B Business'.

Lead generation is a spontaneous process; you have to play your cards according to the game. Keep your attempts at lead generation evolving with a thorough analysis of every outcome and remember this guide the next time you pitch.

BizProspex is an industry leader when it comes to CRM services, data mining services, Skip Tracing, data management services and email appending services. All these services help your B2B organization with sales, marketing and many other operations daily. As a data solutions company, we’re more than just a vendor. Our commitment to being your data partner exceeds beyond the call of duty and can help you be well-prepared for your B2B sales negotiation activities.

[bizprospex]

3 Tricks to Double your Pipeline

Any salesperson worth his mettle knows the importance of prospecting leads and how to find them. Higher the quality of leads greater is the chance of their conversion. Therefore, every business needs to allocate proper funding and time towards finding their potential customers.

According to Hubspot, over 40% of the salespeople believe that prospecting leads is a tougher job than getting them converted into sales. Therefore every salesperson needs to be at the top of their game in order to generate high-quality leads in order to fill their pipelines.

Therefore, each business needs to have a proper plan in place for lead prospecting and pipeline filling as it is extremely important for long-term sustainability and viability of their businesses. After all, how long can you hit around the bush?

If you are a B2B business owner, pipeline filling becomes tougher and you need a more advanced and rigorous plan in place. However, the good news is, according to Forrester, Social selling can increase the chance of generating leads by 72%.

Being said that, in the upcoming article we present the 3 major tips and tricks that will help you double your pipeline and come out as a clear winner in the sales department.

1. Know your leads by leveraging the power of social media like LinkedIn

Professional social media website LinkedIn has already proven its mettle for successfully generating B2B leads online for quite a while now.

Here are ways that can help you prospect leads and fill your pipeline using LinkedIn:

· You can start by being a user of LinkedIn and let your profile be custom made that truly put forwards the agenda of your business.

· Using advance tools like Inmail and Lead collection unleash further the power of LinkedIn and let it help you find the quality leads.

· Join the worth-while groups and discussions, this will help you further market your product or service among the more relevant and convertible audience.

· Keep following your potential leads for any changes. Also keep posting and let others follow the changes and advancements you are bringing.

· You can read more about this in the article https://medium.com/@murtuzi/6-ways-to-use-linkedin-for-b2b-lead-generation-3796d8beb01f.

As compared to other social media websites LinkedIn has emerged as a clear leader for lead generation and pipeline filling in the B2B world. It is a website to rely on. Google data shows that LinkedIn is more used on the weekdays as compared to its counterparts like Facebook which are more used during weekends. This further improves the authenticity of leads for B2B businesses. Following is a comparative graph that depicts the fact that LinkedIn is more successful for generating leads in the B2B environment.

Dedicate some time daily towards your LinkedIn profile and borne the higher results and find quality leads to fill up your pipeline.

2. Referrals always counts

Seek referrals every time you work or connect with a client. It’s human instinct to trust a company which is being referred to them. And so the likelihood of finding quality leads that can be easily converted multiplies. And so we say, Referrals always counts. You need to :

 Build a strong and sound relationship with your client while working for them in order to get referrals.

 Pay them back by providing a quality product and then don’t forget to ask them to pen down a review. A review should speak highly of the service provided by you so be smart while you are asking for a review and don’t shy away at all.

 People are 4 times more likely to buy or opt for a service which is being referred to them. It’s simple human logic.

 Ask your clients to further post their reviews, if possible, on social media websites like Facebook and LinkedIn. This will further empower your marketing strategy and fill up your pipeline faster.

 You can ask them to fill out a referral form too.

 You get what you give. So give a referral in order to get one.

 Opting for a more rigorous program you can also give away a referral commission.

 Be proactive. Let your clients know the services and products you provide pre-hand so that they would be able to able to refer you better.

Therefore if you are someone who is looking to expand your pipeline and further grow your business do not by any chance underestimate the power of referrals.

3. Find the best leads by manual data mining techniques

With the inception of thousands of data mining tools available in abundance today, manual data mining techniques may sound trivial to your ears. However, no tool can beat the accuracy of a real human logic till date.

Nevertheless, mining the data manually is not an easy task and asking your sales team to do it all by themselves can dampen their productivity to a great extent. They don’t have the right techniques as they will not be specialized in it. This will further increase the time and lessen their productivity.

So a logical and viable solution to this is outsourcing this job to a team which is dedicated and specialized in this arena. One such example is Bizprospex. Bizprospex offers manual data mining, data cleaning, data appending at a very competitive price tag.

You can find the accurate leads which are sorted according to the human logic that leads to higher conversion rates as compared to any other automated process.

Through techniques like web extraction and custom data list building, Bizprospex provides ~100% accurate and error-free data which in the long run saves a considerable amount of time and energy.

Also, the productivity of your sales team increases manifold if they have the contacts of accurate leads.

Hence we highly recommend manual data mining versus automated data mining. Consider Bizprospex if you have a manual data mining requirement. They have a team of dedicated individuals properly trained to mine out the useful and accurate data.

Atlast, applying all the above mentioned tricks you would be able to double your pipeline and generate more revenues for your business.

[bizprospex]

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[bizprospex]

BizProspex, the pioneer in Manual Data Cleansing explains how it can help you achieve your business goals. Try it for free at Bizprospex.