Business Sales Leads, Email Sales Lead Lists, Sales Lead Database
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7 Tips for Growing Your Business Opportunity Leads

Hand pressing Get More Leads

Growing your B2B clients and partners is important for business growth and success. Here are seven tips you can use to get more business opportunity leads.

It’s not uncommon for businesses to spend $20,000 a year or more on leads.

If you’re not seeing a return on investment of at least 10 times that, you could be struggling to see your business grow and succeed. Rather than spend more money on leads, you could change your strategy for achieving more business opportunity leads.

Through adjustments to your website, creating more web content, and designing a social media strategy, you could find and convert leads with lower efforts. Once you have your plan in place, you’ll be able to benefit from these low-cost solutions for years, with only minimal maintenance.

For some low-cost ways to grow your business opportunity leads, try these 7 strategies for a high return.

1. Improve Your SEO

Taking advantage of search engine optimization strategies can help your website show up high in the results when users are looking for a business like yours. Search engines reward sites that are well-designed, use smart keywords and have frequently added content.

One of the best things you can do for your site’s SEO is to include lots of local keywords. Rather than having generic words in your metadata and titles, list both the kinds of work your business does as well as the city where you’re based. When potential customers search from within your area, they’ll see you near the top of their results.

Hiring an SEO strategist to write up a plan for your company is a cost-effective solution to generating more business opportunity leads with the site you’ve got.

2. A Landing Page

Your landing page allows you to get visitors to your website for a very specific purpose. Here, they’ll have the opportunity to sign up for a free consultation or quote on services. In exchange for their email address, you can offer them something.

Brainstorm with your team about the kinds of promotions, free services, or e-guides you could put together. Using the knowledge that your team has, you could come up with some great giveaways that engage your potential audience.

Once you’ve gotten your customer’s email address, you have a point of contact to start finding out more about them. If you can include checkboxes or a 2-3 question survey when users sign up, you’ll know enough about what to offer them.

Hosting landing pages on your own server will also allow your site’s SEO ranking to grow. By growing the number of people clicking into your domain, search engines will see you’ve got valuable information and are an authority in your field.

3. Run A Webinar

With the live streaming capabilities of Facebook and YouTube, it’s never been easier to run your own webinar.

Come up with a list of the most common questions you hear from clients. Create the outline of a 10-15 minute presentation addressing issues that you think your clients could benefit from. Create a slideshow to accompany your webinar so that your customers can follow along.

By running your own webinar, you’ll show potential customers that you’re an authority in the industry you work in. You’ll also get to show off how well you know the topic you’re presenting on.

Using social media will allow you and your customers to disseminate your webinar widely, building more traffic and even more authority for your brand.

4. Write A Blog

There’s more than one way to tell your customers how much you know about your products and services. Writing a blog can be a great way to not only build your authority but also to bring traffic to your site.

If there’s one thing that search engines live for, it’s fresh content. Search engines use a tool called a “web crawler” to index the entirety of the internet. That’s how they can return so many results in a fraction of a second.

By getting web crawlers indexing your URL often, you’ll show search engines that you’re constantly putting out fresh content, relevant to your customers. If you include all of your most important keywords and phrases in your titles, URL, and metadata, that’s all the more reason to connect you with searchers.

5. Claim Entries on Directories

Google My Business, Yahoo! Local, Yelp, Angie’s List, and many other services list business locations and contact information. If you haven’t claimed your listings yet, there could be some created by users with faulty information.

Go through the process of claiming your position on these directories so that you can be sure customers can contact you when they come across your information.

Most of these directories also give you the option to review businesses. In order to increase your business opportunity leads, reach out to current and former customers. Offer them deals, specials, or free products in exchange for a review on one of these sites.

Even if you’re a new company, building up positive reviews can help you in the case that anyone writes a negative review. Your average rating won’t be hurt by one negative rating.

6. Write Some Press Releases

If you’ve got some new products or services available, why not reach out to your base via email?

Press releases and emails still work. You can reignite interest in your company or convince a lead that you’re working hard to offer great services. Press releases give you the opportunity to show off your authority and how cutting edge your business is.

7. Create A Referral Program

Much like the online review tactic mentioned above, you could engage customers by offering a promotion. Referral programs get your old customers to come visit you again and can generate new leads through another kind of promotion.

By coupling a reward for both first time and referring customers, both parties will receive a benefit and you’ll end up with two lead conversions.

Business Opportunity Leads Are Waiting To Be Converted

Generating leads is only half the battle.

Once you’ve got them, you need to be able to convert them. By taking a confident and assertive approach through these digitally forward-thinking tactics, you’ll shorten the time to conversion.

If you’re ready to improve your ability to generate and convert leads, check out our guide to creative content marketing and take it up a notch.

 

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10 B2B Lead Generation Strategies That Work

Looking for effective b2b lead generation strategies? Then don’t miss this article. Here you’ll discover 10 B2B lead generation strategies that really work.

Want to improve your b2b lead generation in the new year? Here’s something you might not know: hiring more sales representatives is not the answer.

In fact, 82% of decision-makers believe that sales representatives are not prepared and not useful in their dissemination of information.

Improve your prospects in 2018 with 10 B2B lead generation strategies that actually work.

1. Utilize Social Media Effectively For B2B Lead Generation

Social media has been heralded as one of the most effective marketing strategies of the 21st century. Unfortunately, it’s easy for businesses to get carried away by all the different platforms and waste valuable time.

Instead, find the platforms that your customers use to communicate and build a strong profile there. Check out our guide for the best prospecting tips for understanding your customers and leads.

2. Maximize Mobile Marketing

Another growing trend in recent years is the usage of the phone. Be sure your website is compatible with both desktop and mobile displays.

Web pages should be shortened, and ads should be nonintrusive when seen on the phone. These strategies and more will ensure that your marketing is seen and appreciated.

3. Personalized Communications

The third strategy is making sure each contact is personalized. Gone are the days of cold calling and mass emails. Did you know cold calling has less than a 1% chance of a sale?

Don’t waste your time on strategies that don’t work. Instead, reach out to people through acquaintances. Linkedin and other services are great systems that can help you accomplish this.

4. Don’t Leave SEO on the Backburner

The next step is to focus on SEO. Create compelling landing pages and fill your website content with the keywords you want to rank for. Both of these strategies will help your business perform better in web searches.

The higher you rank on a search the better perception people have on your brand. In fact, a study found that people tend to remember and trust businesses more that have a higher search engine ranking.

5. Incorporate a Live Chat Feature

Once people find your website you’re not done, however. A great feature you can use to improve leads and turn them into customers is a live chat.

Without a live chat, customers will spend a limited amount of time searching for an answer before navigating away from your site.

The longer you can keep these potential customers on your site the better. Not only does it improve your SEO ranking but it also increases the likelihood that the viewer will become a customer.

A live chat is a great way to entertain visitors on your website. As you provide answers to their questions, you will become an expert in their mind.

However, it’s important to note that if you leave your potential leads on the chat without answering their questions or responding to their queries, they will become disenfranchised with your brand.

In the cases where you do not have a representative available, set up an autoresponder, or turn the live chat off. This will help maintain the goodwill for your brand without acquiring negative sentiments.

6. Join Existing Conversations

The next B2B lead generation strategy you should follow is joining existing conversations.

Look for groups on Facebook or Linkedin that regularly have discussions about B2B strategies. However, don’t think of these groups as a place to constantly send sales pitches.

Instead, use these groups to form relationships with others and position yourself as an expert. When people have questions they’ll trust you to answer honestly, and you’ll be able to suggest your services

7. Attend Offline Events

Another strategy is to attend offline events. Nothing beats face-to-face communication.

Attend conferences, conventions, and tradeshows. In order to maximize your attendance at these events, talk with as many people as possible. Collect their information and connect with them online.

This will allow you to continue the sales pitch with them well beyond the timeline of the event.

8. Create Compelling Content

Another great strategy to improve your lead generation is by consistently creating compelling content.

The benefits of this strategy are diverse. First, the content drives new traffic to your website. This especially is important for SEO purposes.

Another benefit to compelling content is that it can be added to your social media accounts to add credibility and professionalism to your brand.

A great example of this is an infographic. A well-crafted infographic is easily shareable and has the potential to reach a large group of people.

Whether its an infographic, video, photo, or GIF. Each branded content you add to your marketing strategy can create value for months on end. Learn how creative content marketing took over the world.

9. Encourage Customer Referrals

Another option to improve your B2B lead generation is through customer referrals. The first step to increasing customer referrals is to create happy clients.

When they are happy with your service the referrals should flow easily. You can make the process easier by offering a referral tool to your website or even an incentive for every referral they give.

10. Increase Online Reviews

If you are still struggling to increase your leads, focus on increasing online reviews of your business.

People are still much more likely to purchase your product or service if they can see that other people have worked with you and enjoyed it.

Some effective ways to increase online reviews is by creating an incentive for your sales representatives and your customers. You could offer a discount or a gift card to your clients if they leave a review.

Another option is to give your sales representatives a bonus or reward every time one of their customers leaves a good online review. This will help keep the focus on pleasing your customers while improving your online brand at the same time.

Find the Best B2B Lead Generation Strategies

The strategies behind B2B lead generation change every year. Make sure you and your team are ahead of the game with solutions that work.

Contact Megaleads for all of your sales marketing needs. Have a question? Leave a comment below! We can’t wait to answer it for you!

 

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Essential B2B Marketing Tips for Small Businesses

B2B Best Practices to Implement for Your Small Business

B2B is essential to any small business, but how to effectively use it is key! Check out this article on B2B best practices to implement for your business!

B2B best practices in marketing are undergoing a digital transformation. Companies’ digital initiatives are now an essential step towards improving customer experiences. How will your small business compete in an unforgiving market?

Forbes says businesses must leverage better human-to-machine-to-human marketing. It says, “It is time to move beyond brand guidelines… to designing experiences at every touch point.”

Personalizing experiences for your customers is your most important differentiator in the market. Small businesses need disruptive technologies to achieve success in a digital environment. Business success depends on experiences that delight both new and existing customers.

The impersonal technologies of the early century have faded. Smart, scalable technologies now help small businesses connect with customers in a meaningful way. Time to start your own transformation with these essential B2B marketing tips for small business.

A Digital Transformation in B2B Marketing

Developing digital strategies and tools were top priorities for B2B companies in 2017. But tools and strategies alone are not enough. Companies must also set internal standards that will allow for their success.

Inbound marketing is the new strategy of choice for leading marketers. This strategy involves attracting customers with value rather than disruptive advertising.

But inbound strategies are labor intensive. Marketing teams need to secure internal buy-in to begin. They must develop a content strategy and capable staff as well.

The New B2B Best Practices

B2B marketing depends on building meaningful relationships. These were once left to in-person meetings and face-to-face interactions.

Now, marketers must be active on social media. They must be active in providing leads and customers with valuable resources. They must be an asset to these companies before even securing a sale.

You know that you offer an extraordinary product. Your teams know that product inside and out. You’ve seen the competition and you know yours is the best.

Your potential customers don’t know that yet. You must become an asset to them first.

You must become a resource and help them with their buying decisions. Only then will they realize the value of what you’re selling.

Even after that, you must continue to delight them. This is the only way to keep them as customers. Have no doubt, your competition is doing the same.

8 Steps to a Successful B2B Marketing Strategy

Sound complicated? It’s more approachable than you think. Your first goal is to set up your team for success.

These 8 steps will help your marketing team launch B2B best practices. This transformative process needn’t disrupt your business. Make it a standard now and enjoy your future success.

1. Identify Your Value Proposition

Your product is only one aspect of what will attract customers. When you engage them, you’ll have to speak to what your company stands for. This will become part of your brand strategy.

Your brand message should align with the needs of your customers. Your content strategy will hinge on touching on their pain points. You need to bring a unique quality to market in everything you make, say, and do.

2. Analyze Your Target Market

To align that message, you need to understand the needs of your customers. You already know your product will be of great value to them. But to forge an ongoing relationship, you need to deliver much more.

What are their greatest struggles in dealing with your competitors? How can you perform better and become an asset to your customers? They need a lifelong partner they can rely on and who will continue to delight them.

3. Perform Targeting and Segmentation

You cannot cater to every potential customer. This is especially true with your early campaigns. Identify prospects most likely to convert and direct your messaging towards their needs.

You must determine what channels are best for delivering their message. This will be an essential piece of your greater marketing strategy.

4. Create a Marketing Strategy

Your marketing strategy dictates the practical applications of the first three steps. You’re now ready to decide upon your target segment of the market. You can begin choosing channels and your brand message as well.

You must trust that your marketing strategy will hold true in the long-term. You will want to scale it out as your market penetration grows. But your internal stakeholders must find it viable before you begin.

5. Achieve Internal Buy-In

Getting internal approval to launch your strategy is a stressful but critical process. It’s an opportunity as well. You can better align your strategy with the greater goals of your company.

Trust your business leadership in making adjustments. They may not have the perspective on brand strategy that you have. But they can help you ensure the end result of your efforts will help the bottom line.

6. Prepare Your Team

You must now lay out the game plan for launching your strategy. This step will wholly determine the success of your campaign.

You must understand all elements of a modern marketing team. That includes marketing, messaging, and analytics on all channels. You need plenty of content capabilities to keep up with your content marketing schedule as well.

If you’re successful, you may need to scale out these capabilities quickly. It’s wise to keep a third-party provider in mind to supplement your team.

7. Begin Building Meaningful Relationships

Soon you will begin guiding prospects through the inbound marketing process. Continue providing valuable content as they begin to learn more about your company. Your interactions should overlap with sales as they guide them to purchase.

Later, secure testimonials from these companies to help with the inbound process. There’s no greater measure of your success than the satisfaction of your customers. Future prospects will understand what a relationship with you can be like right away.

8. Continue to Delight Your Customers

Don’t overlook an essential part of B2B best practices–delighting your customers. This can involve providing additional free resources. It can mean going above and beyond with special services as well.

Your next regular sale is just as important as a new one. As a small business, maintaining regular business value is critical to your success. If you find yourself in the role of a trusted partner, you’ve reached your goal.

Start Generating Leads Today

You’re now ready to adopt B2B best practices in marketing. But you won’t get far without good leads. And only the most relevant leads grow into long-term relationships.

MegaLeads provides free resources at the start of your marketing efforts. Try our Free Test Drive of our real-time REV Technology and get the leads you need right away.

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How Real Time Email Verification Changes the Game for Finding Leads Online

Real Time Email Verification: Get The Best Leads Online

Don’t waste time and resources marketing to leads that bounce back. Instead, use innovative real time email verification to find the best quality leads online.

Did you know that 56% of marketers believe that personalized content promotes higher engagement rates?

Email marketing is one of the best ways for people to find legitimate leads online. But this tactic is only effective if you’re sending your content to people with legitimate email addresses.

Bounced emails and error messages plague nearly every marketer, but those could soon be a thing of the past. There’s a way for you to ensure that your emails are going to the right place.

Curious about why bounced emails are more than a nuisance? Ready to learn how you can improve your email marketing campaign results? Read on to find out!

The Problem With Bounced Emails

Sending out an email marketing campaign and then receiving countless bounce notifications can be disappointing.

Some people just see bounces as a minor inconvenience, but the truth is that those hard bounces do a lot to hurt your campaign.

A hard bounce isn’t just a missed business opportunity. Hard bounces can damage your IP reputation, and could even get your “banned” from using some popular email marketing platforms.

If an internet Provider or email marketing platform notices that there are a lot of bounces coming from your campaign, they could accidentally see you as a spammer.

Spammers tend to send out emails that frequently bounce because of the low quality of their email address. If you keep sending out campaigns that have high bounce rates, you may find yourself suspended from sending more.

Reduce Bounces By Verifying Emails

Regardless of whether you get your email addresses from purchased lists or business cards you pick up throughout the day, there’s no way to tell that the addresses you have are active.

Using email verification is an excellent way to get better leads online and make your email marketing campaigns more successful.

Using an email verification program that can analyze and verify email addresses in real time can significantly reduce your bounce rate. It can also ensure that the leads online you get are higher quality.

Improve Leads Online By Eliminating Bounces

Verifying emails is only one way to reduce your bounce rate and get better leads online. There are some basic, yet effective, email marketing best practices to follow.

If you’re ready to improve the quality of leads and email marketing campaign, make sure you follow these tips to reduce your bounce rate.

Have a Good Sign Up Form

The easiest way to avoid bounces and good great leads online is to start off with a solid foundation. The form people use to sign up can do a lot to make sure you’re getting good information.

Have some kind of captcha system set up to ensure that you’re getting legitimate email addresses and not fake information from spammers.

Also don’t just ask for email addresses, ask for other info too. Their full name, and in some cases job title and company, can help you better target them. And be sure to use best form design practices when you create it.

Use Double Opt-In Instead of Single Opt-In

Some businesses get people to sign up to receive emails by filling out a simple form. All people need to do is enter in their emails, hit subscribe, and then they’re a part of the campaign.

This method may be simple for the user, but it isn’t the most effective way for you to get more subscribers and better leads online.

Instead of doing a single opt-in system, go for the double opt-in. Send your subscribers an email to confirm that they want to be included on the list.

That simple confirmation email can do a lot to improve your marketing campaign.

When you have a double opt-in system, you also confirm that the email address you received is spelled correctly and free of typos. It also gives you explicit proof that your subscribers have agreed to receive your emails.

Double Check Your List

So many email bounces are made because of simple mistakes in the list. An effective way to lower your bounce rate and get great leads online is to check your list before you start any campaign.

It’s important to do this even if you’ve been using the same list for multiple campaigns. Mistakes can be made.

Someone may have accidentally swapped the column for email with last name column. There could be a simple typo in a line. You may have accidentally copied and pasted a comma or a period.

Those little mistakes could send your bounce rate skyrocketing. That’s why it’s important to double check entries before you send.

Don’t Do “List Cleaning” Campaigns

Do you have lists of old email address that aren’t sure are still in use? Do you have an “iffy” list you want to try out?

Avoid the urge to send out a campaign with an untrustworthy list for the sake of finding out which addresses are correct. It may seem like a good way to improve your list, but’s just harming your bounce rate.

Email providers don’t just measure the bounce rate for current campaigns. They take the bounce rate of every campaign into consideration.

Sending out a bad campaign for the sake of cleaning a list could harm your email marketing methods overall.

Email verification tools and a manual audit of your list will be much more helpful than sending out a campaign and hoping for the best.

Ask for Updated Information

You could be missing out on some great leads online simply because you don’t have an updated email address.

It’s important to give your email recipients a simple way to change their contact information. Adding a button to the end of each email that allows people to change their contact info can do a lot to help improve bounce rates.

You may also want to periodically remind people that they have the option to update their information. Add a link about keeping contact information up to date every quarter or so.

Wrapping Up

Email verification is important, but it isn’t the only way for you to improve your ability to get leads online by reducing your bounce rate. If you follow the tips in this post, you’ll see the quality of your leads improve.

If you have other questions about how to improve your email marketing techniques, contact us so we can help.

 

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The 10 Most Important Prospecting Tips You Need to Know

If you don’t have a strong prospecting strategy, you are wasting time. We’re sharing the 10 most important prospecting tips you need to know here.

What’s the key to boosting your bottom line? It’s all about prospecting, whether it’s for customers, independent sales, or business partners.

If you don’t already have a strategy in place to gauge prospects, then you’re falling behind your competition. This is incremental to increasing your sales and your revenue, so it’s definitely worth your attention.

In this guide, we will cover how you can develop a strategy that actually works.

Now, let’s get into the top 10 prospecting tips you can start using today.

1. Research, Research, Research

Surely, you knew this was going to be on the list somewhere. And when you’re in the marketing and sales department, there’s no way around it – research.

It makes it to number one on the list because of the priority it holds. If you’re not qualifying prospects beforehand, then you’re likely going to waste valuable time and money reaching out to them.

So in this stage, you want to identify data that tells you everything you need to know about your target customer. For instance, their age range, professions, geo-location and other demographics.

Next, you have to begin eliminating prospects that don’t meet the criteria. Other questions you want to answer include: Are they within your territory and whether you have a product in their industry.

For example, if your target market is mid-sized businesses with 100 to 1,000 employees then anyone that’s outside of this criteria gets wiped off the list.

2. Prioritize Your List Before Prospecting

Now, before you begin initiating your strategy, you have to prioritize your list of prospects. This will further save you time and effort.

There are different levels of prioritization to focus on. So you want to create different buckets to fit your prospects into based on the criteria above.

These buckets will determine their importance based on percentage. The higher the percentage, the higher the priority to reach out to them first.

For instance, size of opportunity may be a high priority and would receive a 70% for anyone falling within that bucket. Then the timing in terms of closing deals, which is less important, receives a 5%.

3. Get Ready for Outreach

Once you have your priorities in order, it’s time to prepare for the outreach. What makes this particularly important is the fact your outreach must be personalized. So hopefully, your research is very detailed.

Customer personas are a must to help identify what pain points to address and which products or services to touch on.

Then you can conduct more research by looking for prospect blogs, social media profiles and “about us” pages.

These can be very telling and will help personalize the approach you take when you reach out to them.

4. Reaching Out to Prospects for the First Time

There are various ways you can reach out to prospects the first go around. For instance, you can call, email or connect on social media.

However you decide to reach out, make sure to:

  • Personalize your message
  • Stay relevant and timely
  • Be human
  • Offer to help, not sell
  • Stay casual

You’ll find that emails and calls come with their pros and cons. For instance, emails are visual and give the prospect time to consider your offer. Yet, it’s not as personal as a phone call. However, phone calls can be overwhelming.

So you’ll have to play your cards right based on the prospect and their preferences.

5. Take Lots and Lots of Notes

Whatever you didn’t learn from your data and research, you will learn it here. Once you speak with prospects, you can ask questions and learn more about their concerns and needs.

This way, you can determine the value you can bring to their lives. Some of the things you want to do include:

  • Uncover their challenges
  • Create a list of defined goals
  • Confirm available budget
  • Determine consequences of inaction
  • Identify potential success results
  • Understand the decision-making process

With this data, you can greatly improve your future calls or emails with the prospect.

6. Create a Script

This sounds very awkward, but it’s not like you think. You’re not sitting there reading the script word-for-word, and how could you?

You never really know where the phone call may take you. However, you can use the script as a roadmap to identify key points to touch on or questions to ask when the conversation takes that turn.

Having a script can be very helpful in making the call useful for both you and the prospect. So definitely consider adding scripts to your prospecting strategy.

7. Aim to Educate, Not Sell

This goes for all of your marketing and sales. The key is to educate your prospects, so they can make the sell for you. If you can convince them they need your product or service, then the rest is a piece of cake.

But the key is to inform, not sell. Let’s take for example a car salesman. If he isn’t listening to what you’re saying and insists on you purchasing a car that will help his bottom line, then you’re going to walk away.

However, a salesman that pays attention and presents a vehicle that meets your needs exactly, then you’re more likely to buy. And the same goes for you.

You have to listen to what your prospects need, then offer them a solution. As they say, sell the sizzle, not the steak. In other words, show them the benefits, not the features.

8. Never Procrastinate

Time is of the essence, so you need to act quickly if you want to seal the deal. Once you identify a high-priority prospect, you have to reach out right away.

This way, you can catch them in their time of need and offer a solution. Then at the end of the day, you make your sale and you become their superhero.

9. Put Social Media to Use

Social media is a great tool for first touch points and subsequent interactions. It’s the perfect setting to warm them up to the sell. At this point, you’re building a relationship and trust.

Then once you do this, you can make the sales call.

10. Get Used to Hearing No

It’s impossible to get every prospect to say yes, so hearing no is inevitable. Get used to it quickly and learn to accept it and move on.

Mulling over your failures will only prevent you from reaching out to the prospect who will say yes.

Learn More About Generating Solid Leads

Business profits revolve around getting hot leads. And what better way to do that than with prospecting? You can use this and other methods to generate more leads and improve your bottom line.

At Megaleads, you can find tips and tricks for doing just that. If you’re looking for information on how to enhance your sales techniques, then this is the blog for you.

Stop by today to see what you can learn to make your sales strategy better.

 

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Should You Buy Leads for Your Business? Pros and Cons

Are you on the fence about buying leads for your business? Here are some pros and cons that you might want to take into consideration.

Do you have enough leads?

If you said no, then you already know it’s going to be tough to complete the requirements of your marketing campaign on time.

It’s in those times that the option to buy leads from credible lead providers can be a real relief. Doing so allows you to quickly get contact information of companies and decision makers to increase your business’ revenue.

But is it always in your best interest to buy leads?

There Are Pros and Cons to Buying Leads

Buying leads, just like purchasing any other product or service in the market, is not for everyone. So to break it down, let’s first look at the benefits.

Why You Should Buy Leads

When you make the decision to buy leads, there are certain advantages. Among them are the following:

High-Quality Leads

Lead providers generate and maintain a large database of many different kinds of business prospects. They are able to filter the data based on many factors including location, designation, number of employees in a particular company, or even the software being used in a certain organization.

These are the ingredients for creating a high-quality lead.

With this information, you can identify your target group and buy only those leads which match your criteria and could soon become prospects.

Also, lead providers with a lot of experience can be helpful in suggesting to you what kind of leads you should be seeking.

Affordability

Depending on your industry and the kind of information you’d like to obtain, the overall cost of leads will be different. But it’s the return on investment you want to consider.

How can buying something that you can generate naturally be considered affordable? Think about it this way. You’re spending a lot of time thinking about cold calls. Then you’re spending time actually making them.

And finally, after all the time spent on those cold calls, you’re just not getting much in return. That’s frustrating. And it’s also a lot of resources spent on generating leads in-house.

Now, compare that with simply buying the leads that match your criteria and you’ll see that you’re coming out on top. Why spend your resources on consumers who are not interested in your product or service?

It’s just bad business practice.

High Conversion Ratio

With a set of high quality leads in place, making a sale may not be as easy as shooting fish in a barrel. But it’s much easier than shooting in the dark.

When you buy leads, you’re making warm calls rather than cold calls. And here’s where you’ll get that return on investment. You bought the leads, so you know for sure that these people are your potential customers.

To Save Time

Would you rather have your sales team spending hours making cold calls to people they don’t know? And then only to never close on the deal?

Or, would you prefer that your sales team make fewer calls to land the sale so they can focus more on providing great customer service? It’s a no-brainer.

So at this point, you’re probably ready to shoot out and go buy some leads.

It sounds like a great way to boost your marketing efforts is to buy leads. But there some cons to this method too.

The Drawbacks to Buying Leads

With the good comes the not-as-good.

No Perfect Lead

Sure, you’re getting high-quality leads. But that doesn’t mean that you’re guaranteed to close the sale with all of them.

In fact, if you were to buy 10 leads, chances are that only one or two are going to become your clients. Factors beyond your control like budget, buying authority and lack of need — to name a few — can affect your chances of closing a sale.

Being Uninformed

When you buy leads you should know not only where the contact information came from, but what processes were used to qualify those leads.

You want to be sure to always target the market that is most suitable for what you offer.

Out-of-Date Information

A lead that was entered into the database three years ago is probably not going to be of much use to you. You need to know the leads are current.

The older the information, the better chance that the prospect has already found the product or service they wanted.

No Personal Connection

It’s all about who you know.

So keep in mind that even if you have a high-quality lead, it’s still someone who does not know you. And executives tend to prefer partnering with businesses they already know and trust.

Shared Leads

Some providers have lower prices on leads because they’ve already sold those leads to other companies. Competing companies.

If your leads aren’t exclusive to you, the chances of converting them into paying customers are going to be much lower.

Which brings us to this important realization:

When You Buy Leads, Some Are Better Than Others

So how do you know which one is going to be most beneficial for you? Here’s the main thing to remember – you want an exclusive leads provider.

When shopping around for companies, ask if the leads are shared. If they are, move on until you find one that is exclusive. Why?

Because these providers operate a specific service. They build their own websites and their system is a ‘pay-per-call’ set up. That means when a potential customer comes on one of their sites, it looks like any other operator in the field.

Plus, these providers have highly developed SEO skills. Their websites rank strongly in different towns and they get the customers calling them.

From there, they seek out businesses — like yours — who want those leads and are prepared to buy them. If you accept the leads, only your business benefits because with this type of service, your leads ARE NOT SHARED.

And that’s a big deal. Especially if a typical lead costs $60, but you stand to net thousands in profit from this high-quality lead.

It’s a true win-win.

So What’s Ideal When It Comes to Buying Leads?

First, seek out the exclusive leads provider.

Second, be sure that the skills of the service provider are giving you an advantage.

And third, if you decide to not pay, the provider should simply offer the leads to someone else.

It’s that simple. And now that you know the pros and cons, you can make an informed decision on whether to buy leads. If you’re ready to go, contact us today!

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What Roles Do MQLs and SQLs Play in Lead Marketing?

MQL and SQL are two common terms associated with lead marketing. But what roles do they play in your lead funnel? We’re taking a look in our latest post.

It might seem counterintuitive, but generating leads and turning them into sales is getting harder every year. The internet makes it easier to reach potential customers, but it does the same for your competitors.

This reality means that you can’t waste time on leads that will never convert. In lead marketing, understanding MQL and SQL is essential to success.

Let’s take a look at these two steps in the lead process so that you can generate more profit.

MQL and SQL — What Are They?

MQL stands for marketing qualified leads. When a potential buyer visits your website and provides their information, they are signaling their interest in you.

These customers are in the research stage, searching for a solution to a problem. Once your marketing team has their information, they can begin gauging their interest. Invite them to webinars or offer downloads that provide more information.

If the customer follows through with the call to action presented to them, whether it’s a download, webinar, or calling a number, they become an MQL. They have shown more than passing interest. You can now push the customer towards the decision phase.

Offer free trials, quotes, or coupons. If the lead bites, you now have a SQL and should get them to sales as fast as possible.

An SQL is a sales qualified lead. They have passed through various checkpoints and are ready to buy now. These are the leads that are willing and able to make a decision.

How Do I Know When To Send An MQL to Sales?

The key to ensuring a lead is worthy of the resources and time of your sales team is to they meet certain criteria.

First, the lead should have the financial means to buy the service or product you are offering. If they have made it through the MQL stage, it is safe to assume that they have the budget to buy now.

Next, they should be someone that has the authority to make buying decisions. The product you offer should meet a need that they have, and they should be willing to make a decision now.

These criteria are all filtered in the MQL stage. There will be people that go through the process of following CTA’s and showing interest even if they don’t meet these markers. You can’t worry about that.

The key to successful lead marketing is putting the odds in your favor.

Signs That the Odds Are In Your Favor

Look at the behavior of website visitors. A repeat visitor is more likely to buy a product or service than a first timer. Knowing the behavior of the repeat visitor is essential to push them towards a purchase.

There is software that will tell you how to convert visitors into customers. These programs will tell you which pages the visitor goes to, how long they view each page, and where they visit after your site.

You should also have data that shows where your best leads come from. Knowing if your best customers come from LinkedIn, Twitter, Facebook, or other sources will allow you to focus your marketing campaigns.

Gathering information about demographics is important as well. At first, getting a visitors email address, company, position, and a phone number is all you’ll need for lead marketing.

After a few visits and fulfilled call to actions, you should know what problem the customer is looking to solve and how they view your company. This information will tell you what the best approach to selling them your services is.

How to Gauge Lead Marketing Success

Assuming that lead marketing is effective because of a large number of SQL leads is counter-productive. As with most things in business, quality always trumps quantity.

Sending a large number of leads from marketing to sales can be bad for business.

Your sales team uses its time and resources to follow through on each lead. For every lead that is a dead end, you run the risk of another customer looking elsewhere.

Your sales team might also become upset with the lead marketing team for wasting their time. The best way to stop this from happening is to look for two things: The number of leads accepted by the sales team and the conversion rate of MQLs.

A lead marketing team is only as good as the amount of money they bring into a company. If your sales team rejects a large number of MQLs, there needs to be a shift in focus and tracking.

If the leads are being accepted but aren’t converting, there is a problem with both departments not adequately meeting the needs of leads. The key is to interpret the data and act accordingly.

Stagnation Kills A Business

Too often, a company hurts itself by refusing to change. The worst thing any company can say is “this is the way things have always been.” Lead marketing depends on innovation.

Never assume that your way is the best. New methods and technologies are changing industries on a daily basis. If you aren’t willing to adapt your methods to meet new needs, you will suffer for it.

Look into programs that determine the best way to get MQLs and give you the data you need to send them to sales at the right time. Don’t be afraid to try new methods. Fear and marketing leads don’t mix.

Get Solid Business Leads For Free!

You read that sentence right.

You can get business leads from us for free. They are easy to navigate and download, and we even provide a video tutorial to show you how to do it.

All you have to do is sign up for free on our website, and we give you five free searches with access to our massive database of leads. The only way lead marketing could be easier is if we came over and filled the form out for you.

Free leads don’t come along very often, so sign up today and get started. Make sure to contact us with any feedback or questions so we can help you make more money today.

 

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Leads vs Prospects: What’s the Difference?

When gathering data, one of the first questions people encounter is the difference between leads vs prospects. Let’s demystify this once and for all!

You may be a marketer, or you could be a business owner. Either way, you know the importance of having a robust new business pipeline.

The vast majority of businesses go under because of cash flow problems. Leads and prospects are the keys to making sure that you have new business opportunities and different ways to make money.

You know they’re important, but do you know the difference between leads vs prospects? If you don’t, you could have trouble down the line.

Leads vs Prospects: Why the Difference Matters

On the surface, the difference between leads vs prospects may seem trivial. After all, they’re both different ways of saying you could have a new client to bring on board. Despite this similarity, leads and prospects are actually quite different.

The reason why it’s important to know the difference between leads and prospects is because of how it affects your sales pipeline and process. To make things simple, let’s take sales out of the process and just think in terms of relationships.

You come into contact with a variety of people throughout your day and you have different ways of communicating with them. You’d greet your spouse differently than you’d greet a family member and you’d also talk to a personal friend differently than you would talk to a coworker.

Relationships and communication are the main reasons why it’s important to differentiate between leads and prospects. You’re going to interact with them in different ways, and need to tailor your message to each accordingly.

If you want to know the difference when it comes to leads vs prospects, let’s look at each differently.

What is a Lead?

A lead is someone that’s going to be at the very beginning of the sales process. These are people you may have sent a cold outreach email to, subscribed to your webinar, or made some sort of initial connection with.

The thing about leads is that they’re a bit mysterious. You may know little else aside from their name, email address, and whatever other contact information they gave you. There’s no real way to gauge their possible interest in your product or service.

Leads are the lifeblood of any business regardless of industry. They may not have agreed to anything yet, and they may not even end up being interested in what you’re selling. But the bottom line is they present an opportunity, and if you’re saying the right thing at the right time it can grow into something special.

What is a Prospect?

Think of a prospect as a next-level lead. They’ve made a connection, but they’re also someone you know has a strong desire to purchase what you’re offering.

A prospect needs to fit your target market in some way. They could be the right gender, income level, job title, or another target demographic you’re trying to reach.

They should also have the means to buy or use your service. Someone that hits nearly everything you’re targeting that doesn’t have money to spend isn’t someone that you would identify as a bonafide prospect.

Last but not least, they need to have the authority to make purchasing decisions. This is simple when you’re doing retail, but when you’re selling a service this can get tricky. A CMO, CTO, or someone else that has a fancy title but no decision-making power isn’t a good prospect.

Which is Better?

If you’re still deep in the leads vs prospects debate and want to know which one is better, you’re going to be searching for a long time. The truth is “better” is a subjective term. A lead or prospect will be better for you depending on your business goals.

Every business needs leads to survive. If you don’t have potential customers or buyers, you’re in trouble financially. But a flood of leads that don’t turn into prospects isn’t an ideal situation.

If you’re starting out and truly don’t know where your target audience lies, you need leads. You may not know how interested they are, but they represent potential.

If you need to close some deals, a prospect is going to be what you’re looking for. You need to make sales, and you need to ensure who you’re talking to is interested in what you’re offering.

How Do I Get Both?

Once you see past the leads vs prospects debate, you’ll realize that you need both. You might start blogging for leads and have a robust digital campaign, but you aren’t sure what else you need.

Here are some tips to help you get leads and prospects that can help your business.

Get Customer Referrals

Do you have some customers you know love your work? Are there people you can lean on to tell a friend about how much they love what you do?

Your customers aren’t just good for buying things from you, they can also be a free form of marketing. Encourage them to tell friends and business associates about you. Give them a few business cards or pre-printed materials to make their job easier.

Network

When was the last time you went to a networking event? If your answer isn’t “sometime in the last month” you aren’t networking nearly as much as you should be. Networking is essential for any professional to succeed and grow.

Networking isn’t just a way for you to meet people in your industry, it’s also a great way to lay the groundwork for potential partnerships. Some people think that events aren’t worth going to if you can’t meet paying customers, but meeting other businesses can be just as helpful.

Businesses and companies that could benefit from working on a project are leads and prospects too. Imagine meeting a bigger business that could use your expertise on some overflow work they can’t handle. That could lead to more contracts and work in the future, and opens you up to their own network of professionals.

Next Steps

Now that you know the difference between leads and prospects, you’re ready to make some of your own. If you’re ready to improve your marketing efforts to get more of what you want, contact us today so we can help.

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How Creative Content Marketing Took Over the World

The key to mastering creative content marketing is to understand it. Learn what makes the strategy tick and how it became the industry standard.

If you own or operate a business, it is very likely that you’ve been hearing a lot about content marketing over the last few years.

How did creative content marketing become such a talked-about concept among digital marketers?

Because it works. Companies have learned that the best way to get through to customers and convert leads is through innovative content that customers care about.

Gone are the days of pushy cold calling, sleazy advertisements, or spending thousands of dollars on promotional gimmicks that people see right through.

This is why creative content marketing strikes such a chord with companies and their consumer bases:

Creative Content Marketing is One of the Best Ways to Reach Customers Today

Remember those pesky advertisements that would pop up every time you entered any website? Those ads do wonders for a website’s revenue, but are widely despised by consumers.

In fact, it’s very likely that they would choose not to peruse the website or purchase a company’s product because of the fact that they were inundated with irrelevant ads.

This model no longer works, because millions of people employ some form of ad blocker. Not only are they not seeing those ads, but those ads aren’t making the same amount of revenue that they used to.

Web ads just don’t have the same pull and power as they used to, so companies have had to innovate new ways to reach consumers.

A creative content marketing strategy is based around the concept of usefulness. If what you have to say or show your consumer is useful to them, they will indulge you by clicking on your content.

That’s how you build credibility in your market.

There is a Measurable Increase in Lead Conversion as a Result of Good Content

People love to read high-quality content that aligns with their needs or interests. They are naturally lured into learning more about your products and services if your content speaks to them.

That’s the most important part. It’s not enough to have just any content on your website for SEO’s sake. It has to be consistently creative, intelligent, and professional. Eventually, people become loyal customers.

It’s not easy to achieve this over a long period of time. But if you can manage to continuously crank out high-quality content, you are in for a big payday.

Why is this? Because people gradually begin to associate good content with the services you provide. If your content is impressive, then your products must be too.

It’s the root of what all content marketing managers seek to work towards. Favorable brand perception is very valuable, especially in markets where companies are selling similar products.

If your content resonates with a potential customer, they will spend more time on your website. Over time, they might click on other articles or blog posts. Then, they might get curious and wonder what your company is all about.

This is how content directly leads to sales. To turn potential customers into paying customers, they have to know that you exist. Content can get you there.

Why More Companies Value Creativity

Content marketing is a popular way to gain new customers for your business. Because of this, it is more important than ever to stand out among your competition.

As stated before, it’s not enough to publish content that is stuffed with keywords and links just to get to the top of the search results.

You may get more visits to your website, but people who click on your content will immediately recognize its lack of quality, and associate it with your company.

Many business owners think that they can get away with this, only to have it backfire when the work they put in doesn’t yield substantial results.

Search engines reward websites with good content. It’s no longer enough to just adhere to SEO guidelines. The better your content is, the more it gets shared around your consumer base.

Companies value creative content marketing because of its ability to define a brand as fresh, witty, and current. This is especially the case if they are trying to reach a younger demographic.

Strategies That Work

There are a few creative content marketing strategies that have been proven to work and directly translate to profit.

Some companies publish content that is funny and smart. This is one of the better ways to ensure that your content is shareable. But it’s only a good idea it is appropriate for your brand.

If you provide a serious service, publishing humorous content could upset your consumer base.

Another way to produce great content is to consult the services of well-known experts in your field. Have them write a guest post for your website, or quote them in an informative article about your industry or field.

This will do wonders for your credibility, and many people in your consumer base will be impressed.

Yet another surefire creative content marketing strategy is to employ the use of visuals in your content. Find relevant pictures that can be used as attractive thumbnails, or take some of your own.

You should make sure that this extends to the rest of your website as well. You want your website to be appealing enough so that potential customers associate the quality of your website with the quality of your service.

Wrapping it up

Do not be afraid to experiment. Some of the best creative content marketing strategies have been employed by people who were taking a big chance.

The beauty of content marketing is that there are no strict limits to what can be considered content. You can use videos, articles, and even original music to help strengthen your brand’s image.

It all depends on how you want your consumer base to see you. What kind of company do you want to run? Do some soul-searching, and develop a strategy that speaks to your consumers while allowing you to control the narrative.

Know of a creative content marketing strategy that wasn’t mentioned? Feel free to add it in the comments section below!

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5 Powerful B2B Leads Tracking Methods

Generating quality leads is one thing. But it’s all about improving that conversion rate. To track your B2B leads, here are 5 powerful methods you need.

What are your leads really costing you?

You spent thousands of dollars on a massive marketing campaign this quarter.

In addition, you engage in ongoing strategies. Among them, you have long-term SEO, PPC, content creation and social media marketing that cost you another quarter million.

You know that a comprehensive marketing strategy is important. But how do you determine which campaigns and long-term strategies are most effective?

Which ones are generating qualified leads, turning those leads into conversions and turning conversions into loyal customers?

Not tracking your B2B leads can cost you in wasted time, lost revenues, and a poorly allocated budget. But by understanding more about your leads, you can more efficiently turn leads into paying customers.

With technology today, you can go far beyond your conversion rate to gain insight into where quality leads come from, which leads are best, and how to make the most of those leads.

Let’s explore five powerful methods you should be using to track B2B leads.

Source & Cost Attribution

We’ll start by customizing Google Analytics (GA) or a Customer Relationship Management (CRM) software you may be using. Your goal is to track the source of your digital leads.

You need to know where your leads came from. Maybe they came from:

  • Social Media
  • Organic
  • Direct
  • Referral
  • Paid search

As you drill down, you’ll actually be able to see:

  • The sites from which this traffic arrives
  • How long visitors stay when they come from a certain source
  • How likely that source is to generate an immediate conversion

Each of these sources will have a cost attributed to them, according to which marketing effort most impacts that lead.

For example, your organic traffic comes in through SEO and content creation. You spend a certain amount on this area.

You can begin determining whether these leads are generating the right ROI by looking at how much you spend per lead and per conversion from this source.

Leads To Close Percentage

The leads to close percentage are obtained by simple math. No fancy technology needed here, but it’s incredibly insightful.

You’ll divide the number of conversions by the number of leads generated from that source.

For example, if you’re purchasing B2B leads, then you divide the number of conversions generated from those leads by the number of leads you purchased. Furthermore, you can give a cost attribution (as described above) to each lead based on your average conversion.

By doing this simple math, you now know whether those leads were good leads. If so, you should put more of your budget toward acquiring qualified leads.

As a general rule, you’ll pay less per lead for methods like social media and SEO. But the conversion rate will be much lower because these leads are often less qualified.

It’s not that your strategy is deficient. The visitor may simply not be ready to buy. Depending on where the buyer is in the sales cycle, it takes 7 or more touches before a conversion.

But we’re only getting started so secure your safety harness and get ready for a crazy ride.

Sales Cycle Length

Measuring the sales cycle length in the digital world is a little different. When you make your first meaningful contact with this individual you don’t always know who this person is.

But through the use of cookies placed by tracking software like GA, you can determine:

  • The length of time between their first contact and conversion
  • Where the first contact originated (Organic, Social, etc.)
  • How they arrived when they converted

This gives you an important metric with which to measure the success of your various marketing efforts. You can put more behind the strategies that are turning B2B leads into conversions in the shortest time possible.

For example, you notice that you can close the deal with purchased B2B leads within 4 days while social media takes 8 days. When you factor in the cost per conversion, you determine that you need to allocate a greater portion of your budget toward qualified leads.

Are you getting excited about tracking leads yet? Once you open the floodgates tracking data, you’ll be astounded by how lead tracking can completely change your strategies for the better. It can put you leaps and bounds ahead of your top competitors.

Tracking Across Devices

Tracking across devices is a technology that is definitely still in development. If one of your B2B leads visits your website from their smartphone, iPad and home computer, these will appear as three different visitors.

You won’t be able to get a complete picture of their journey.

But there is a somewhat manual way to track important B2B leads across devices by giving that lead a UserID in Google Analytics or your CRM.

You will need to enter the basic information for the user. And then assign the lead an ID. You can then track the behavior of this lead across devices.

While you couldn’t possibly do this for every lead, doing this for some of your larger accounts or qualified leads will give you greater insight into how that lead or customer is interacting with your company over time.

You can then better measure your efforts to build and maintain a relationship with that customer.

Behavioral Tracking

We’ve touched on behavioral tracking throughout. But it deserves its own section for a very important reason.

Understanding where your lead is in the buyer’s journey and how what you do influences this journey can be named among your most valuable data.

Services like Google Tags and other CRM software allow you to track specific behaviors like:

  • Watching videos
  • Partially watching videos
  • Downloading documents
  • Leaving your site, then returning
  • Time spent on page when they converted

You can then evaluate where a person is in the buyer’s journey based upon that behavior.

For instance, let’s say that you offer a downloadable white paper. You may want to track not only the number of downloads but how quickly leads convert after download.

This can tell you A) if your white paper is effective B) how close the lead is to buying at the time they download your white paper.

You determine that downloading the white paper means a lead is in the decision-making phase and ready to be converted.

You have already determined through behavioral tracking of your B2B leads that if you send Email A at this point in the buyer’s journey, you can seal the deal.

You send that email and convert that lead.

Wow! That’s just how powerful tracking leads can be.

Understanding B2B Leads

You already know that not all leads are equal. A qualified B2B lead is a decision maker who has already decided that they need your service. And they know what they’re looking for.

They must simply be convinced that now is the time to buy and that they should get that service from your company.

Tracking your B2B leads helps you understand how to get that lead to take this final step.

What would you add to our list of 5 powerful tracking methods? Add a comment below.

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