Do they need what you sell?
Is there anything stopping them from purchasing, using, or implementing?
Do they have a budget available?
Are you in contact with the right person?
Do they have a specific time frame in mind?
Alternatively, you can judge their willingness to purchase based on their actions. For example:
Do they download a whitepaper about a problem your product solves?
Are they asking for a demo?
In this case, you can use any signal or combination of signals, as long as it is able to accurately predict the probability of purchase.
5. How can you guide them to purchase?
Now that you know they are likely to buy from you, how can you make that happen?
You need a systematic sales process or pipeline. And preferably one that aligns as closely as possible with how your generated leads prefer to buy, because you want a great lead-to-deal conversion rate.
Then you need to organize yourself to seamlessly guide each lead through the sales process at the right pace.
There is software like Salesflare to track this.
Salesflare è l'unico CRM per le vendite B2B that automatically tracks your contacts.
This is a whole other topic, which is why we wrote a separate article on how to build a strong sales pipeline . It is recommended reading.
6. Come possono convincere gli altri a unirsi al club?
It may seem strange to include this stage in a lead generation strategy. Haven't we just gone from generating a lead to closing the deal? Why ask this sixth question?
It's a well-known fact that the majority of B2B leads come from referrals ( more on that later ), so it would be absolutely foolish to overlook this aspect of your strategy.
This can take several forms:
You can ask your customers who else they know who could benefit from your product or service.
You can set up a referral program to encourage spontaneous referrals.
Potete chiedere ai vostri clienti delle recensioni.
You can invite your customers and contacts to the same event. And let the magic happen.
...
It's such a crucial part of your lead generation strategy that the first best practice I'll share and two of the lead generation ideas ( one e two ) below will address this topic.
Don't forget it!
Common Pitfalls and Best Practices in B2B Lead Generation
Avete costruito una potente strategia di lead generation? Allora tutto ciò che vi serve è un'ottima implementazione di tale strategia.
Here are 4 simple tactics, tips and techniques you can use to make your lead generation a success.
1. Start with your personal network and current customers.
Questo si basa su due semplici verità:
Most of a new business’s first customers are friends and acquaintances.
Most B2B contacts come from referrals.
