Even with all of the new marketing and advertising platforms that have been launched in recent years, cold calling remains one of the most effective techniques for generating B2B sales leads. After harvesting a list of a prospective customers, go through and call them one by one to see if they are interested in your products or services. Cold calling may not yield the highest conversion rate, but it's certainly a viable, low-cost method to generate more commercial sales.
Targeted Prospecting Data
In cold calling, sales people call prospects with whom they have had no previous contact with, and mininal up-front pre-call information to pitch their products or services. Using target prospecting data, a sales person will have more "ammo" going into the call.
For example, many industrial suppliers use SalesLeads' Industrial Project Reports so provide them with data on companies that are planning changes with their commercial facilities; which typically means they will be purchasing new equipment.
Using targeted prospecting data, like industrial project leads, moving leads, or recently funded start-ups will significantly improve your ratios.
Another effective sales prospecting technique for B2B salespersons involves attending trade shows. Regardless of the region in which your business operates, chances are there's a trade organization nearby; which more than likely has a tradeshow or opportunities for vendors to meet the members. With a little bit of research, you can find these trade shows to network with other like-minded salespersons while creating greater exposure for your respective brand.
Inbound Lead Generation
Don't focus all of your marketing efforts on outbound methods. Opting for a combination of both outbound and inbound techniques will allow you to reach a broader audience while boosting your sales. Inbound marketing refers to any promotional method in which prospects find you. For instance, you can launch a website for business. Then create and consistantly execute an SEO strategy that will drive prospects to your site through search engines.
Being that nearly 3 in 4 U.S. adults use social media networking, this is a powerful prospecting technique that shouldn't be overlooked. Social networks like Facebook, Twitter and LinkedIn are invaluable for attracting new sales. Create a strong profile/page on these accounts, engage with your target audience, and the sales will begin to flow.
Customer Relationship Management Software
If you're not already doing so, you should also invest in customer relationship management (CRM) software. Doing so will allow you to track and scrutinize each step in your sales funnel. If prospects are backing out during a certain step, you'll have an easier time identifying and fixing the problem to generate more sales. CRM software will require an initial upfront investment, but it's a small price to pay for the benefits that it offers. Some of the more common cloud based tools area Salesforce or Zoho