Lead Generation
There are some guiding principles to effective lead generation in B2B:
- Firstly, and most importantly, your proposition must be relevant to your audience and there needs to be something different or better about it to engage your audience
- Second, you need to have thought through who your audience is, and why it is they are more likely to buy from you
- Third, you need to build a list
Once this is in place and you have a website and social channels ready, you can begin a campaign of communication, using social channels such as LinkedIn, email and of course the telephone.
You need to regularly communicate with your audience. This can begin with a simple email introduction, and then every few weeks something different: a more direct sales email, an invitation to an event, a white paper, another sales email, an article you’d like to share etc. The rule of seven applies to B2B as well as consumer products: once your target audience recognises your organisation and understands how you can benefit them, they will be more likely to talk to you.
If you like to know more, and understand how we helped bring in c. £8m of revenue over the last seven years to a consulting business drop me a line at mgodliman@godlimanconsulting.co.uk