It can be frustrating trying to get that initial foot in the door at a business with b2b lead generation. How do you know which leads to pursue, and are you sure that it will be worthwhile in the end? Below you’ll find some points to take into consideration when embarking on business-to-business lead generation:
Take the initiative. Most businesses will not even realize you exist, simply because they don’t have the time to shop around to look for various vendors. Don’t be shy when contacting companies directly; ask to speak to the decision-maker in matters which concern your business offering. Remember, you may have the solution to their problem.
Don’t wait for them to come to you. At times it won’t matter how much spending you allocate for advertising; a business owner might just be too busy to pay attention to your ad. When considering the amount of information a person is subjected to in a day, it’s understandable that your message is just white noise to your audience until you engage them directly. Also, many people will be more cautious and unwilling to take the lead on making purchases, as they’d rather be ‘sold on it’ by you.
Treat your area rep with respect and care. Remember, this person may not be the decision-maker, but they do report to the person who is. At times companies don’t really shop for products; instead they shop for a business that they trust to provide them with products, or solutions to their problems. If your local area representative has been well-treated, the name of your company may come up during recommendation-time.
Don’t ignore a representative, or treat one badly. When reps try to contact you, be courteous and kind. In business, even among competitors there is potential for collaboration, do don’t burn your bridges prematurely. Remember, you only have fifteen seconds to form a first impression upon meeting them, so make it count! Maintain respectable conduct and form good rapport with your area reps.
Market yourself to people. Join service organizations, sponsor events, go out and mingle! While most people don’t care who is sponsoring an event, the other businesses involved in the event do. These types of events can be great opportunities to get to know those who are willing to invest in the venture.
Attend seminars, lectures, luncheons, and events. There are many places where you could possibly locate new business. If you can, have representatives present explicitly selling the offerings of your company. Even as a guest, you can generate good leads at the right functions.
There are many ways to get business-to-business (b2b) lead generation started. Just ask yourself what market you are going to focus on, and which people offer the best potential short and long-run business opportunities. Even if a client isn’t able to work with you this quarter, this could change in the future. Once you generate a lead, stick to it – these things take time, and you don’t ever quite know when it will finally pay off.