How To Increase Lead Generation For B2B Tech Products
The business technology world is a noisy ecosystem where companies sell to each other. Our Linkedin gets bombarded with new emails of yet another service offering that helps our business to be number one.
Welcome to a hyper-competitive space, in which without the necessary brand trust and credibility, finding significant traction in your market can prove very difficult. This space is where many companies will burn out long before they gain any meaningful traction or build steady revenue growth.
Most entrepreneurs think that throwing marketing dollars at a slow customer adoption rate will help to solve the noise issue. However, 9 out of 10 times this ends in a very expensive "I shouldn't have done that learning experience".
Over the past seven years, we have built dozens of companies that have stood out in this noisy environment. The trick to success is not as complicated as it may seem.
Today I want to share with you three projects that we implement to build business reach.
1. Design Key Conversion Events
Most companies that don't grow have a chaotic approach to customer conversion. This approach delivers unpredictable sales results and has an immediate impact on revenue and more importantly, cashflow.
A good sales funnel maps out how potential buyers become aware of your business, your solution, and how you will lead them through the stages of the buying process.
Its purpose must be to build trust and credibility with prospects and map out the lead generation tactics, sales steps from warm to closed leads and finally the handover process from sales to delivery. The key is to create the right assets that help you to capture and qualify leads effectively.
Working on your conversion events will take your customer conversion process from chaotic and ad hoc to a robust system that gives you control over your sales process. The ability to forecast and predict your sales revenues for the following months will help fuel your company growth.
2. Establish Your Attraction Tactics
Without a steady flow of new leads coming in, companies don't grow, and awareness for their product or service never reaches a significant tipping point (enter the forever small business).
To build a healthy and successful company its therefore important to fill that conversion funnel will healthy new leads. The aim is to go from a couple of sales meetings per week to a flood of new leads, weekly.
In our research, we have identified nineteen key channels that we test to find one that improves revenue growth that we help companies to implement in our Sales & Marketing Program.
Focus your efforts on one to three channels to maximise the return on effort for your business and increase the number of new leads with a higher sales conversion rate. Imagine a steady flow of leads/ prospects to talk to every week instead of staring at an empty inbox with a handful of enquiries.
3. Establish Your Company Authority
The world is full of companies who are trying to sell their products and compete for people's attention. Their constant push for awareness as an unknown player leaves these businesses competing in the crowded 'work hard to sell your wares' category.
I'm sure you also get bombarded with a vast amount of emails from companies you've never heard of before. It is becoming increasingly important to position yourself and your company as a thought leader in your space.
I have studied dozens of case studies of companies in oversaturated markets that have risen to top in a short amount of time. The hack, if you can call it that, was to build authority in their space with strategic content that provided value to their audience and positioned them as authority figures.
Put more emphasis on grabbing the position of authority so that people seek you out as the go-to expert on their problems and needs within their industry. Getting this mix right will have the people in your community talk about your brand; you will build loyal followers and a steady flow of leads.
Get more reach in your business and start developing your business to scale up smarter.
