Lead Generation for Professional Services Made Simple

Lead generation tools may seem daunting but remember they have been designed for you to achieve your goals simpler, better, and faster. They sweat the small stuff, so you don’t have to.

With the advent of well-designed lead generation software, quintessential B2B outreach tools are more sure-fire, specific, and simple. No more ‘shotgun’ approach where you feel your voice is drowned in the thunder made by countless players trying to corner their target market.

Lead Gen Tools for 2021 

You must agree that digital tools are the future of successful businesses, no matter your industry. The true beauty of these is having an enormous volume of data at your fingertips which helps you to create messaging, products, and services that work for you and your clients. 

Professional services will find three stellar lead generation tools in LinkedIn’s Sales Navigator and Webinars. 

LinkedIn Sales Navigator 

There are some ten or more automation tool platforms in the LinkedIn stable. But LinkedIn, per se, is the primary go-to option. Sales Navigator is built on top of LinkedIn’s premium account platform.

The Sophisticated Marketer’s Guide provides convincing stats, saying LinkedIn is being used by 94% of B2B marketers. This is the place you want to be seen, not just by potential clients, but by professionals because that is where they themselves go.

As Lead Boxer well points out, “Over 20% of LinkedIn users can make buying decisions for their companies. That’s at least 61 million senior-level influencers and 40 million decision-makers that your business could be connecting with. It’s also the most-used social media platform amongst Fortune 500 companies, so there’s a good chance your target audience is already on the site.”

We rest our case. LinkedIn is a highly active platform for lead generation - 80% of which are attributable to their social media. Lucid Chart provides a clear and understandable Sales Navigator how-to article complete with pro-tips to step up your game.

Webinars 

As in ‘seminar-on-the-web’, is another highly successful lead generating platform. According to Joshua Solomon at Engage Bay, “Research reveals that 73% of B2B marketers claim that webinars are incredibly vital in generating high-quality leads.”

Perfectly put by Alec Baldwin as the sales pro character, Blake in the movie Glengarry Glen Ross; ‘These are the new leads, and to you, they’re gold.’ It was true back in 1992 when that movie was made and now, in 2021, the webinar platform is the mine that delivers you lead generation gold.

Webinars are taking lead generation to the next level. You get to design the image you want your clients to see when they think of you. You also get to know your audience including their preferences and tendencies. The visual connection you make is up-close-and-personal and their presence at your webinar is a statement of their intent.

CRM

Following your hard-earned lead generation and business development efforts, a CRM enables you to manage and track all communications with your leads, prospects, and clients and be ready for new opportunities as they arise. You can also automate your CRM to log all messages and new connections from LinkedIn and Sales Navigator platforms, which offers a massive boost in revenue potential. 

Customer Relationship Management software is as essential for your business as coffee is for your team. The magic behind a great CRM tool means that you can easily stay current with all client communication, ensuring that each touchpoint within your organisation is synchronised. 

An enthusiastic welcome from a professional team member at the right time is going to win any prospective customer over. 

Staying connected to both current and potential customers is vital in today’s competitive environment – no matter your industry.

Lead Gen Tools That Still Perform

It’s worth noting that these points below aren’t new or in any way innovative. They are, however, critical arrows that you need in your marketing quiver if you’re going to thrive as a company.

Marketing Automation

Marketing automation tools abound and are incredibly useful for streamlining your marketing processes. Collecting essential data from the various channels that you make use of allows you to track and measure your campaigns effectively. 

This complex tech hums quietly in the background, setting up and supporting your professional messaging. In the meantime, you and your team are free to do the important work of engaging with people. 

Lead Nurturing

Nurturing leads is the next crucial step in building your business, but one that even big businesses don’t do enough of. You will come across people at all stages of their buying journey, but what you want to do is to make sure that when they are ready to buy – you are front and centre in their mind. 

That involves a careful drip-feed of relevant information through emails or other messaging platforms, all the while assuring them of your pedigree as a professional service provider. 

Buying cycles vary and people make decisions at different stages of their lives; you want to be the obvious choice when that time comes. 

SEO

Optimising your website for the terms that you want to be found for is a logical, and necessary step in lead generation. If you’re not being found for information relating to your sector online, then you’re missing out on the very first step that many potential clients take when looking for your service.

The logic behind SEO, though, is sound. Your potential clients are Google searchers, and they need to see your business.

Google Ads

Google ads are one of the shortest routes to lead generation and professional services can (and should) make use of this medium. Google search and display ads are a genius way of quietly reminding your audience of what you do and who you are, making use of clever graphics and evocative imagery.

Your professional service is easily and subtly promoted to the right people searching for exactly what you do.

Personal Lead Generation Assistance

Of course, tying it all together can be tricky, but that’s where CRM software really shines.

If you’re interested in using smart tools for lead generation for your professional service and want to know the shortest route to a practical solution, then you’re in the right place. It’s always comforting to know someone smart has got your back. 

Please book a discovery call with our lead generation expert Louise Medve, who can help guide you through any questions you may have.

Call: 0800 689 0837

Email: [email protected]