How to generate sales leads

In this page, we will elaborate on the ways to generate sales leads. To be more specific, we will talk about how business owners can find and generate leads on their own.

Before we start, we would like to note that this page is dedicated to B2B leads specifically, and all of the following recommendations are based on our B2B marketing expertise.

How to find B2B leads

So,what is lead generation, and how does it affect your sales?

Basically, lead generation involves scanning through various sources that contain useful business data (names, titles, business phone numbers, and Skype addresses) and then using this data to contact and engage potential customers. The more data you have, the more customers you can ultimately get.

Since sales leads are a very massive subject, we will elaborate on them further.

However, here are three things you should know about sales leads:

1) Lead data is not private data.

You don’t need your prospects’ home addresses, their family photos on Facebook, or a list of their favorite movies. You never do.

Lead data is based on everything that concerns your prospects’ businesses. That includes the tools and services they use, the accomplishments they make, the companies they usually partner with, and other business-related information. All of this is the public data that prospects personally submit online for everyone to find and see. Your main goal is to gather that data and check its relevance to your business.

2) Sales leads talk business.

While not being stiff and monotonous is quite important for making a good first impression, being professional is essential for finding B2B sales leads. When you reach out to your leads, you should use their corporate email and Skype addresses and choose to contact them through LinkedIn instead of Facebook. Since you’re going to communicate with your leads during their work time, you won’t be disturbing them for a small talk.

3) Sales leads are quality, not quantity.

While one-time consumers are common for B2C, B2B values and nurtures longtime cooperation and loyalty. Therefore, when looking through your lists of leads, you must be confident that you’re going for the prospects that are more likely to invest into your services and choose you as their ultimate service provider.

Keep these very simple facts about sales leads in mind as you find new leads. The right approach to targeting and identifying your prospects is vital for your future outreach campaigns and engagement. Only truly relevant leads will turn into appointments with the potential for a business relationship. Doing lead management in a smart and knowledgeable way will ultimately save you time and a lot of stress.

With that said, let’s walk through the ways to generate these sales leads.

How do new businesses get leads?

Many business owners struggle to find new leads. Even with the endless possibilities offered by the internet, you can easily get lost in a sea of information, accounts, and users. Some tools are not good enough. Some tools don’t fit your vertical. It seems that there is no end to the challenges and luck of fitting tools and solutions.

How do you get quality leads

in conditions like these?
One of the main

ways to generate leads

is to employ the assistance of a lead generation company that will do all the

research

and sourcing for you. Naturally, this method requires a bit of research on your part since not every company can provide you with productive results, and you have to be sure that you’re leaving your targeting and

lead management

to the right professionals.
Your best option is to find a company that can go beyond compiling prospect leads by providing you with

lead validation

,

outreach

, and

nurturing

. Besides providing a simple list of leads, these companies also help you reach out to your leads and build relationships with them before you approach them about using your services. A lead generation company will make sure that your

prospect lists

are authentic and actionable.

Another option is to do everything yourself. This choice certainly is more time consuming because you will perform your search manually, check and verify each lead, and define their relevance. Should you take this route, follow these useful tips when you start asking yourself, “How do I bring in new leads?”

1. Generate sales at trade shows

How do I generate more leads?

” You go out and socialize. Lots of your prospects attend events, conferences and exhibits that are relevant to their vertical. Therefore, they are relevant to you as well.
Attending these events is as simple as stocking up with business cards, buying tickets, and delving into networking, right? Isn’t that

how people get sales leads?

Nope.

Nowadays, this kind of networking has been done and overdone, so your targeted leads are more likely to ignore your calls and emails after the event — unless you offer something really exclusive and your sales reps managed to deliver a mind-blowing presentation at the event.

Why go the hard way when you can makes things much easier?

Instead of mingling with the participants who came to listen to speakers, be the speaker. In the end, what’s the point of

lead generation for sales

if you cannot do it with style?

Sign up for a speaking engagement so you or your colleague can introduce some interesting data and infographics that will make people seek you after the presentation.

This is a solid way to ensure that your email will be a welcome sight for your prospects the day after the event. It also makes engagement with event participants easier. By introducing yourself as a speaker and not just a random person they met at the event, you generate more trust and interest in your company’s services.

Of course, getting a speaking engagement sounds extra. However, once you look closely, things are much easier than they seem. The experts who get the opportunity to speak at the events are not metahumans.

How do you become a speaker?

Start with baby steps. From webinars, to speaking in schools for free, every little thing counts and shows that you are a pro. And don’t forget to motivate people to recommend you for speaking opportunities.

Once you are sure that you're experienced enough to try your hand at the trade shows, it’s time for research!

Your first trade show must fit you and your topic flawlessly. If you want to make a presentation that hits the spot, it never hurts to ask around and see which issues are considered to be the most challenging nowadays.

Another good way to secure your speaking engagement is to engage with show organizers in your network. If you happen to have an event organizer in your LinkedIn friend list, this is an excellent starter! However, it only works if your LinkedIn page is interesting enough for them to make a decision in your favor. Therefore, make sure you always post interesting content related to a topic you can speak about.

2.

Use review platforms to get sales leads

The power of testimonials and reviews is hard to underestimate. However, they should be used wisely. For instance, if you want your reviews to

increase sales leads

, you should switch your focus from your main website to external review platforms.

Why so?

On-site reviews are good for nurturing leads. However, people who are unfamiliar with your company typically prefer to check with review sites, since they consider these sites less biased. After all, positive feedback for corporate sites can be hand picked, while review platforms show 1-star reviews, 5-star reviews, and anything in between. So if you want to have more control over your lead flow, master your off-site reputation.

Rule # 1
Be specific.
Don’t bother targeting massive review platforms like Trustpilot or PowerReviews. This is not where your leads go to learn more about providers. Choose the right platform for your industry. There are product review sources for pretty much any vertical, so find the right one for you.
Rule # 2
Be detailed.
Once you find such a source, create a detailed profile that covers all your assets and features.
Rule # 3
Be cooperative.
Don’t hesitate to specify that you need lengthy and descriptive reviews about your company. Better to play it safe than find yourself staring in horror at generic one-phrase 5-star comments on your page. Ask your subscribers to leave their reviews.

To generate more leads on review platforms

, invite every new customer to visit your platform of choice and leave a review. You can compile a set of questions that would guide your subscribers and customers through writing their reviews:
  • How did you find this company?

  • What motivated you to choose this company?
  • What kind of assistance did you need?
  • How long did you cooperate with the company?
  • How much time did the company require to complete the task?
  • Were you satisfied with the solution provided by the company?
  • Which tools and assets did the company use to complete the task?
  • Which features of the company did you like the most?
But what if there are negative reviews?

Accept them. You’re not immune to negative reviews. As the saying goes, “Stop making everybody like you. You’re not tequila.”

Not everyone even likes tequila.

Also, 100 percent of positive reviews without a single negative one is, believe it or not, a trust killer. It’s very easy to delete or hide negative reviews. So if your profile has zero negative reviews, users are more likely to think you’re not being entirely honest than see you as a credible brand.

Your ability to work around negative responses matters as much as the number of positive reviews on your page. Do you reach out to dissatisfied reviewers to sort things out? Do you dismantle the issue on the spot, showing that you don’t run away from problems? Do you stay silent and ignore everyone?

When it comes to

finding leads

, your approach matters. Your leads want to work with someone who is good at their job even when things get hot. If you handle the negativity with grace, it shows potential leads that you have enough flexibility to turn the tables on any setback.
3.

Generate sales leads through CTA optimization

By now, the main rules about making an

efficient call-to-action

for your website are pretty much a must for anyone who wishes to get traffic. Bright colors, powerful verbs, and right positioning — we all (hopefully) know this.

But how do you make your CTA positioning generate even more lead-generating?

It should be static
Currently, it’s not enough just to place a CTA on your website. It is very easy to position it too high for your visitors to see or too low for your visitors to notice or even to replicate it so often that it will piss your visitors off and drive them away from the website. Logically, the best way to ensure your CTA is visible and always within a clicking range means you shouldn’t tie it to any static spots of your site.
It shouldn’t be obnoxious
Currently, it’s not enough just to place a CTA on your website. It is very easy to position it too high for your visitors to see or too low for your visitors to notice or even to replicate it so often that it will piss your visitors off and drive them away from the website. Logically, the best way to ensure your CTA is visible and always within a clicking range means you shouldn’t tie it to any static spots of your site.
4.

Find sales leads with site traffic

Never let your high visit stats fool you. The “

How do I find Google leads?

” issue takes a lot of research analysis. If 500 people visit your website daily, it doesn’t mean that all of them will convert to customers. The same goes for Facebook ads or Google AdWords. You should know that not all users who click your ads are your

targeted leads

.

How to identify sales leads?

You should be fully aware of the type of users that visit your website and know where they come from. Fortunately, there are many website tracking tools to help you out. Some of them are free, and some of them require subscriptions.

Whatever you choose, a good tool must show you who is visiting your site and provide the links to the sites your visitors came from. Pay extra attention to users coming from social media profiles, LinkedIn accounts, and review platforms (if you followed tip #2 above).

5.

Social media mentions

If your company has social media profiles, it has an

extra lead generation channel

that you can put to good use. While growing and maintaining Facebook and Instagram accounts has become a must for a wide range of enterprises, social media mentions keep slipping away from many brand names. There are numerous companies that don’t pay attention to their mentions in social media and respond to direct tags only. When companies do this, they end up losing a great opportunity.
Why is it bad?

First of all, internet recognition is not that easy to obtain, so there is literally no excuse for ignoring such a juicy chance for brand awareness.

Second, if users mention you on social media without tagging your brand name, there is a high chance they are contemplating a buying decision:

Has anyone used {Product X}. Your thoughts?
{Service A} or {Service B}: which is better?
Do you guys know if {Service B} works for my region?
While you take time and effort to warm up your leads and drive them through your pipeline, hundreds of

potential customers

are wandering out there across Facebook and Twitter posts, waiting to be engaged.

So how do you find them?

1) By hand

Enter your brand name in the search box on your social media network of choice and browse through the results. Thousands of posts and mentions appear regularly, so don’t forget to add monitoring to your schedule.

2) With tools

You can use automatic tools to find, select, and compile mention lists to save your time. To double or even triple your

lead flow

from social media, you can go further and check your competitors’ mentions. If they’re not using this technique, they’re missing out on this

golden opportunity

— and giving you all the power. For instance, if there are negative reviews or complaints about your competitors’ product or service, why not step up and give a helping hand by offering an alternative? The users in need will appreciate it as much as you will appreciate your conversion growth.
6.

Use presentations

Content marketing

is a critical element of promotion, and blogging is a major part of lead generation. However, modern content is about frequency and simplicity. Users don’t like long reads that are dull and overdetailed. At the same time, they crave information, and if it takes you too long to provide new content, they switch to other blogs. Of course, if they’re subscribed, they may return, but are you willing to risk it?

So what choice do you have? Carve extra hours from your schedule to create five to ten long posts every month? Post short and irrelevant posts to show that your blog is still alive? Post content rarely and risk losing readers.

Luckily, there is another way

Present your content

Since users prefer to consume information in short fragments rather than in long ones, you can create a new, bright experience via slide presentations.

How do presentations help to generate leads

?
1.

Lots of visuals

You can add images, clips, animations and pretty much anything else to make your words dance. If it’s possible, you can even develop a personal set of unique images and animations that will become your trademark and increase your visibility. This is always a plus.

2.

Better shareability

People share creative visual content more eagerly. The format of presentations allows you to encompass a wider range of readers in a short time.

3.

Higher readability

It would be easier for your readers to go through your content slide by slide rather than by scrolling down (or up and down if they have to go back and re-read your content). It’s like reading a comic book: nothing extra, everything is put in a straightforward way, and it’s easy to memorize.

4.

Organic posting cycle

Making a presentation is quicker and simply more fun than just writing a blog post. So you can expect a significant boost to your productivity and creative ideas. You can’t have too much of those.

Are there any

other ways to generate leads

?
There are a lot of methods to

find and identify leads

. In this material, we showed you how to generate sales leads for your business in the most basic ways that you can start trying right now.
The variety of

ways to generate sales leads

heavily depends on your vertical, your target audience, and the specifics of your business. Every solution includes thousands of tiny details. With our extensive B2B experience, we have seen this rule work over and over again.

Therefore, if you want to learn more, let us know!

Your initiative is what makes our knowledge base rich and diverse!

Want to know more about your lead generation?