B2B Lead Generation Guide

How to generate high-quality B2B leads?

This is one of the major challenges that salespeople & Entrepreneurs are facing today.

This is a challenge for them because rather than focusing on "how to generate High-Quality leads" they focus more on “how to get high-quality leads”.

Is it confusing? Let me explain to you.

We know that we get 3 types of leads from the marketplace. ( if you are targeting other than these 3 kinds of leads it means your targeting the wrong lead)

These 3 types of leads are: 1. Cold Leads 2. warm Leads & 3. Hot Leads.

So, out of these 3 lead types whom do you consider as a Quality lead?

Most people may say Hot leads. Yes, you are right but how many hot leads do you get every day?

Will you survive in your business when you waiting for hot leads to come?

No absolutely not.

So, to create quality leads for your business you need to spend some quality time to understand & nurture your existing leads & then convert them from

COLD >> WARM >> HOT CUSTOMER.

So, before you connect with your cold leads & start the communication it is important to know if you are targeting the right lead or not.

Why targeting is important?

You will reduce your time & effort in wasting your time with a lead/company who is not a buyer of your product or services. You’re going to get fewer rejected if you’re smart about who you reach out to. Be sure that you are only adding companies and contacts to your prospect list whom you believe you can help.

What to Target?

Depending on your Buyer persona the Common company traits to look for are:

Who is your target Industry?

Tip: Look at your existing Customers' Industry. Research Your Competitor's Customers mentioned on their websites and sales catalogues.

1. Company Size (revenue, employee count, no. of locations)

Tip: Search in Zaubacorp.com, Company’s website

2. Financial Status / Fundings: Tip:Zaubacorp.com / Business news / LinkedIn

3. Geography

4.Job Vacancies ( To understand which job profile they are hiring for?) / hiring pattern.

Tip: Job portals / LinkedIn / Company’s website jobs page.

Common contact traits to look for:

Role/title : Job profile /designation

Decision maker: Yes/No Decision Influencer: Yes/No Goals Primary/Secondary goals, personal/professional goals,/ role related vs company goals.

Challenges: What challenges this person is facing in achieving professional goals/ role related /company goals.? What is the roadblock to achieving the goals.?

Who they report to?

Who reports to them?

Past experiences.

At Present, LinkedIn is the most powerful social media tool to target & engage with your ideal B2B prospect.

How can you find your Target Customer on LinkedIn?

Let’s say: A company wants to target companies that have Contract staff as the workforce.

Target Companies - Manufacturing companies. Target Contact: - HR Head / Plant HR head / Purchase Head Linkedin search (Hr Head/purchase/plant/manufacturing head),

Zaubacorp Search (manufacturing companies) Small companies – mostly a small companies with less than 50 employees - target person is Director who takes a decision. Mid-Sized Companies with 100 to 200 employees mostly you will Find VP HR / HR Head / Plant HR/ purchase head as a decision maker.

In large companies with 200+ employees mostly HR managers. / Plant HR manager/purchase manager is engaged mostly in a decision-making activity. Search on Linkedin

(3) "Plant HR head" | Search | LinkedIn ( LinkedIn search > plant HR head) Search on Zaubacorp: your target company List of Companies | Zauba Corp

Tip : LinkedIn Search is Limited for Free users. But you can use this keyword (change intitle as per your Customer persona) on Google to find your target Leads as well. site:linkedin.com/in intitle: plant hr head

Now once you make a list of your target company & target contact in these companies next is the most important set of activities and that are…

Connect >> nurture >> Convert.

Connect

1. Never try to sell on your first message or first contact.

2. Don’t talk about your company or product, tell about the value / benefit you offer & the problems you solve.

3. Introduce yourself in one sentence & then tell them genuinely why you want to connect with them. ( Common connections, what you like about their posts/ content )

Nurture

4.Send them giveaways like data/info/templates/surveys which will help them in their business.

5. Engage with their content, like & share their posts, and comment genuinely.

6. Invite them to your podcasts, and webinars, and interview them.

7. Give massive value to your leads through your posts, videos & articles.

Convert

8. Ask them what specific challenges they are facing in their business for which you have a solution. 9. Ask them what roadblocks they have to overcome these challenges.

10. Tell them How you have solved similar challenges for your client.

11. Ask them how will they feel once they overcome these challenges.

12. Ask what is stopping them to make a decision now to overcome this challenge. With these questions, you will help them take the right decision with your offerings. get into a call with them or meet them to close the deal.

Connect

Sample Messages : 1

Hi XXX,

This is Gouri Shanker from GS Agrawal Academy. I Was reading Your Article on how to prepare for Job Interview in these tough times. I find it helpful especially the method of answering a real-life challenge., I love what you are doing. Open to connecting?

Thanks, Gouri Shanker Agrawal

Sample Messages: 2

Hi XYXY,

This is Gouri Shanker from GS Agrawal Academy. I found that we share a similar interest in sales & Business. I would love to connect with you. Open to connecting?

Nurture : Sample Messages

Hi XXXX,

I have recently made a video post on How to use LinkedIn sales navigator to generate leads, I thought this might be helpful for you.

Here is the link to watch https://youtu.be/zQX2nlDpYgM

P.S: I am the founder & chief Mentor of GS Agrawal Academy. which is a sales & business growth training Academy. We are conducting a 3hr workshop on High-Income sales to 2x your revenue & profit.

Here is the link if you are looking to discover more. https://webinar.gourishankeragrawal.com/

Thanks Gouri Shanker Agrawal.

Follow-up message: after nurture

Hi John, I’d love to hear your thoughts on the video I sent you in the previous message. I’m pretty persistent, but always respectful... Here’s again my area of expertise: {insert background data + niche-specific claim + proof that backs up claim} I share how to {solve problem/get result}.Let me know if we can jump on a quick call to formalize our connection.

Kind Regards,

Gouri Shanker Agrawal.

B2B Lead Generation Strategies :

1. Identify all your Target Industries and their Associations. Be a part of your target industry associations. You will have the chance to meet all your potential clients at one place.

2. Your Industry Associations Be a part of your associations. A potential place to meet your competitors and other clients. Think of ways you can collaborate and grow

3. Ex-Colleagues who have worked with you Keep in regular touch with them, sometimes they may end up in key positions in your target client's industry.

4. Identify Magazines in your target industry Inquire about how they gather regularly and network with them to meet readers of the magazines in your target industry

5. Visit Exhibitions and Trade Shows of your Target Industry This is an excellent place to meet your target industry in one place and understand trends.

6. Visit Exhibitions and Trade Shows of your own industry This is an excellent place to meet your industry friends, Network and collaborate to grow together.

7 . Make your staff and team involved in referring sales Train your staff and team to look for potential projects suitable to your company. Have a reward system for the same.

8 . Partnering with individuals in the forward integration process identify Influencer or referral partners who can connect with your potential clients. Ex. Leasing agents can bring leads to interior designers

9 . Conducting Events & Seminars This is a marketing activity and will bring in amazing brand awareness and create opportunities to people network with each other.

10 . Cold Callings Identify top customers in each of the target industry areas and do cold calling to identify requirements.

11 . Form your own referral marketing group & exchange leads Form a group of Business owners who are in the same target market but different businesses. Refer to each other when there is a potential opportunity.

12 . Referrals: from existing clients, relatives, friends, and ex-colleagues.

13. Cold emails, Cold visits, conduct webinars & invite potential customers.

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I am sure you have learnt something which can help you to save some time to find your target leads & simple strategies to Connect: Nurture & convert your lead to a customer.

Having a good LinkedIn profile is always an advantage for a better first impression. You can check my LinkedIn profile here to get some idea of how Your LinkedIn profile should communicate with your target prospects. www.dhirubhai.net/in/gsagrawal10x

Connect with me there, & let me know how can I help you more with my sales expertise.

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