Top tips for lead generation for B2B companies

If you are trying to scale a B2B business, it can feel frustrating at times because you are constantly thinking about how to increase sales. You have probably Google searched ‘how to increase sales’ and you get the same old advice about decreasing prices or selling more of your services. I know this can be so frustrating which is why I want to uncover the core things you need to do in order to generate leads.

B2B Lead Generation Strategy Step 1 – Reframe how many leads you get

You need to look at lead generation from a weekly frame. Give yourself a target every week of how many leads you need to generate. Leads for B2B can be prospects who might be interested in purchasing your services but they are unsure as to when they will purchase from you. Let’s say that your target of fresh leads that you need every week is 10 per week but you don’t have a budget for advertising. You probably need to send at least 50 personalised emails in order to get 1-2 positive responses from leads who might be interested in your services. I have found that after 50 personalised emails, you should get responses from brands who either want to hear more from you or will at least give you a chance to get on a call. This means that in order to get 10 leads per week, you need to send around 500 cold emails that are personalised.

As you can see here, getting 10 leads isn’t easy but it is doable and there is no reason why you can’t get leads. It totally depends on how long it takes you to convert but for me, I could convert at least 2-3 clients from the pool of 10 within 30 days of talking to them depending on the buying cycle of my digital marketing & consulting services.

B2B Lead Generation Strategy Step 2 – Be consistent

Okay, now you have already received 10 leads after 1 week of aggressive cold emailing. Don’t fall asleep at the wheel – continue with this same fervour and passion for your B2B business by continuing to send cold emails to potential leads that may be interested in what you have to say.

B2B Lead Generation Strategy Step 3 – Send cold emails in the morning

At least for me, I do better with B2B lead generation when I send cold emails in the morning. After 12noon, my energy levels are not as high for doing cold email lead gen which is why I would also encourage you to send cold emails in the morning. Get the cold email sending over and done with so that you can focus on other things relating to your B2B business. Block out time between 6am to 11am to send cold emails every single day if you are responsible for generating sales.

With these 3 steps, you should be able to generate leads in as little as a few days. The most important thing is to send cold emails every single day even if you are getting discouraged and receiving negative responses. Sales in B2B is a numbers game and eventually there will be prospects that are interested in your business and who will want to pay you for your services. This advice is especially relevant if your B2B business focuses on selling marketing and consulting services.

For more help, send me an email and I will share more advice at kagem [at] imperial-drive.com