Why you CAN’T approach B2B Sales Leads in the same way

1. Direct Data Squad LTD Why you CAN’T approach B2B Sales Leads in the same way May 05, 2019 Why do sales professionals still treat leads from different sources in the same way? Treating cold email leads the same as inbound might be the reason you’re not closing enough deals. How should you approach cold email leads to increase your chance of closing? Behind the term “lead” there’s a person who’s interested in what you’re offering. And depending on how she got in contact with you, she will view you completely differently. How do I know? We’ve built cold email lead generation processes for over 170 clients from 17 countries. Our own leads come mainly from cold emails, plus a few cost-effective inbound tactics. And we’ve learnt that for B2B sales to be efficient, you have to adjust your sales approach to the type of lead you’re approaching. The people behind different B2B The people behind different B2B sales leads sales leads Inbound leads are those people that contact you first, usually because they’ve been browsing the market for a similar solution and found you. Referrals are the most effective type of lead — a person that’s looking for a solution like yours and contacts you because of a third-party tip that you’re a good company. These people more-or-less trust you before contacting you. You can’t make these assumptions about outbound leads from cold emails (any type of outbound lead for that matter). You’re the one who’s trying to start a conversation in this scenario, trying to define and satisfy a need — because the person isn’t usually looking for a solution like yours right now, or doesn’t yet realise her pains can be fixed. She doesn’t trust you yet, and is paying close attention to what you’re offering to make sure you’re not an online scammer. PDFmyURL easily turns web pages and even entire websites into PDF!

2. The main difference between types of leads is in trust and brand awareness. Inbound leads trust you more and are already familiar with your brand, otherwise they wouldn’t have come to your website or to you directly. Outbound leads by and large don’t know who you are and don’t trust you, which is why you have to provide solid proof of credentials. Outbound leads and inbound leads Outbound leads and inbound leads Specifics of leads from cold emails Specifics of leads from cold emails What does a person receiving your cold email think? And what could convince her to reply? The fact that should influence your approach the most, is that respondents of your cold emails don’t trust you. It’s the classic “annoying salesguy” problem — it’s like you’re knocking on their door while they’re busy doing something else. That’s why you need to break the ice right off the bat — show that you’re invading somebody’s inbox for a valid reason, and you’ve done your research and know something about them. Otherwise, the person will keep thinking “why did he write to me?”. If you’re the one who’s reaching out, it means you have no leverage and the only “way in” is to provide solid, instant proof of the value you can deliver. This is a first impression, which can make or break a business relationship from the start. Your advantage, however, is that you’re making a first impression with hundreds of potential clients at a time. That’s why targeting and personalisation is such a big part of cold emailing — doing a good job here is crucial to get quick results. Good targeting and personalisation mean that from the very beginning you’ll be appealing only to potentially interested decision makers, not random people from random companies. Why is that so crucial? Because you’re writing to a someone that might need your solution, but usually isn’t planning to take care of it right now. In this context, a reply-worthy email has to:hit someone’s inbox around the time they’re browsing it — one email won’t cut it, following-up 3 to 8 times is standard practice  instantly prove your credentials without incentivizing buying — no salesy expressions, negative signals, false promises, in short: full transparency I’m no poet, but good cold emails are kinda like seeds. You spread them on a targeted area and cultivate whatever blossoms — new business relationships. Depending of the quality of the seed and soil (email and target group) — you’ll have good crops, or none at all. Human to human Human to human Ever gotten a weird salesy email that should have never hit your inbox? Oh, everyday? Me too, but don’t worry — we’re fighting the good fight. The end-game is that someday, companies will only approach people that want to buy from them. That’s why quality data is becoming the most powerful asset today. In the end, chasing a lead simply means approaching another person that you have some information about. It’s like going to a party — if you’re misinformed, you’ll end up dressing up as Batman for a serious networking event. The Batman costume will work for some types of leads, the key is to know which and put it on only for them. Once you spot them — keep the suit on and hustle quickly! PDFmyURL easily turns web pages and even entire websites into PDF!

3. B2B Marketing B2C Marketing Consumer Data Data Cleansing Homeowner Data Insurance Leads Lead Generation Profiled Data TPS Free Data Enter your comment... Popular posts from this blog Popular posts from this blog The Importance of Marketing Data November 14, 2018 Depending upon the dimensions of your business and at what stage of development you're in, the kinds of Marketing Data Marketing Data you collect can vary. For a business that has simply started recently or are starting off shortly within the future, you will need to try to to an amazing quantity of marketing research … READ MORE READ MORE 5 Ways to Get Better Email Marketing Data Quality at Point of Collection December 15, 2018 Direct Data Squad LTD provide Email marketing data within travel, event organising, publishing, charity, entertainment and other industries. We've spent time analysing client campaigns, and have created a handy checklist for getting better quality email … Email marketing data services to a host of UK marketers operating READ MORE READ MORE How B2C Lead Generation Can Help You Make a Profit January 01, 2019 Smart online promotional strategies are always essential for B2C lead generation. If you are specifically selling something online then for generating revenue and creating promotions you need a certain level of B2C lead generation. Companies these days are opting for various techniques of generating sales. … PDFmyURL easily turns web pages and even entire websites into PDF!

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