3 Reasons why you might need help with your lead generation
You aren’t getting qualified leads from your current outreach
It’s a problem we see all too often. You put in the work to find a long list of potential prospects, you start outreaching to them, only to find out the people that are replying aren’t even qualified. It’s a waste of time. You’re always going to get the off unqualified prospect even from the best of campaigns, but 1 out of 10 is certainly better than 5 out of 10. Qualifying leads starts right before you even begin creating a prospect list. Here’s what you need to do.
Create a document with details of what your perfect prospect looks like.
Things like: revenue, staff number, vertices (industries), job titles, and funding are a great start. We also recommend listing 10 dream companies you’d love to work with and design a special campaign where you target those companies specifically, for example sending a £15 gift card to each prospect in that campaign, or sending a package to their company address. Once you’ve got the specs of your ideal prospect, you’ll have a much better idea of who you need to target
Find the right platform for your prospect list
It’s crucial that you choose the right data platform for your lists. There are loads of options, like Apollo, Crunchbase, and BuiltWith, each good at different things. Crunchbase excels with financial information, recently funding companies, but doesn’t give you individual prospects, just companies. BuiltWith is great for eCommerce data but is expensive, the financial info you get is sometimes inaccurate, and again, you only get the companies. Apollo is a good all-around platform and allows you to search for individual prospects.
Ask the right qualifying questions before setting up a sales call
It’s important that you ask the right qualifying questions to prospects before engaging in a demo call with them (unless of course, you’re running a cold call campaign). After a prospect confirms they would like a meeting, follow up with an email or message with a few qualifying questions – be careful not to appear intrusive here.
You’re not converting many sales calls into clients
If you’re struggling with a low meeting sat to conversion ratio, there could be issues with your campaign. I’ll outline some common issues here, and how you can fix them.
- Your prospects are not interested in the service you’re selling – lack of intent is a common issue, and can be fixed in a couple of ways. Firstly, make sure your business has a great USP (Unique Selling Point). You need to stand out from the competition, and a good way to do that is by having an attractive offer, a free trial of your service for example. If you’re an agency, offering a results-based payment model can build trust with your prospects, and if you produce good work, it shouldn’t be an issue to offer this.
- You’re not following up correctly. I will cover how to craft the perfect follow-up messages in a separate blog, but it’s crucial to do the following: Send an email/message immediately after the call, thanking the prospect for showing interest, and this is where you’ll send over the proposal if agreed on during the call. From here, you should follow up with a reminder message a day or 2 later, if no progress has been made. And again 2 days later, but this time include a case study or recent win for a client. This will help sway the prospect if they’re on the fence. If you’re contacting decision makers, they will be busy, so don’t expect them to reply fast, they will sometimes forget.
- Your Linkedin profile is not optimized. If you’re reaching out to prospects on Linkedin, impressions are everything. You may be able to book meetings, but if your profile is poorly designed, they won’t take you seriously. Take a look at Mitchell’s profile for some inspiration. https://www.linkedin.com/in/mitch-clayton-6bb227aa/ A solid headshot of you, not a company logo is necessary, a nice banner, bio, and getting your contacts to endorse you for skills are important to give your profile some social weight.
Your competition seems to be snagging all the business
When it comes to cold outreach, time is of the essence. You need to connect with your target businesses before your competition does, to give you the best chance at securing them as clients. By hiring a dedicated lead generation agency, you’re getting to the best leads first,
Releasing a new product service, or update
Reaching out to prospects after a new release, update, or product can often be an attractive thing for prospects to hear, and can be a solid basis for follow up emails. They’re also a great opportunity to reach out to current clients/customers, as there’s a good chance they’ll be interested in your new offering.
Try hosting an event
An unconventional idea would be to host an event with your ideal prospects. Reach out to prospects nationwide and invite them to a roundtable, a webinar, and offer your advice and knowledge. Invite your current clients to join, to give the campaign some social weight.
In this post, I’ve tried to give some insights into common issues with lead generation campaigns, and tips on how to solve them. We’ll be releasing more blog posts in the following weeks, covering different lead generation-related topics, so stay tuned.
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