After reading this post, you will have the exact step by step guide on how to get good leads for B2B sales without having any pre-exposure or contacts. Having a good lead generation strategy will help secure prospective clients.
But what many employees fail to understand is that there is a huge difference between a B2C and a B2B sales strategy.
While a successful B2C sale may happen by creating hype or investing huge amounts of money into advertisements, a successful B2B sale requires thorough knowledge of your product as well as your business.
Now a successful B2B sale may happen in any industry, but they all follow a similar structure.
Given below is the structure shown step by step;
#Step 1: Cold Calling
This is the most important step! In fact, spending 50% of your time cold calling will increase the chances of securing a client.
If you have a team, ask the majority of the people to cold call. Or if you have a good budget you can hire lead generation services in India.
Tips to remember while Cold Calling:
1) The thing to keep in mind before cold calling is that the ratio of Cold Calls to securing a good client is 25:1.
2) Make a spreadsheet and note all the details
3) If you are hiring lead generation services in India, ask for regular reports to keep track of performance
#Step 2: Mailing the details
There is a 100% chance that the prospective client will ask for an introductory mail or a quote.
A good introductory mail has all of the following;
1) Good images of your products
2) Information about your past clientele
3) Awards or recognition received by your company
4) Brief introduction of the culture of your company
5) The contact details i.e. the address and contact numbers
#Step 3: Follow up
Following up with the prospective client is an important step. The number of follow-ups you will need to do can range anywhere from 4 up to 12.
The important thing to remember while following up is to build a relationship with the person. Yes, it is difficult to build a relationship over the phone but try to engage in relevant conversations with the client.
#Step 4: Crafting the Quotation
Make sure you craft a lucrative quotation that will engage the client. But also make sure you make a realistic quotation that will fulfill the client’s needs as well as your own.
Before you craft the quotation, make sure you keep in mind the client’s business. If you don’t know how that is done, consider taking help from your senior colleagues.
#Step 5: Meeting
Many clients will decline your offers or may even finalize a deal over the call. But there are many clients who would want to meet you in person. If a client asks you for a meeting, there is a good chance that they are interested in your offer.
But there is a huge chance that even a small mess up can screw up the deal or land you in a position where the deal does not profit your company at all. Here are some tips to remember while meeting the client;
1) You don’t want an offer that will consume a whole lot of your time and effort.
2) They might ask for some last-minute concessions. Be careful of what you promise.
3) Even though the client is convinced, they might decline the offer. It is okay! Sometimes deals cannot be finalized and it is nobody’s fault.
Pro tip: If you have established a good relationship with the client over the phone this step would be a lot easier.
#Step 6: Follow up – Part 2
You met with the client, demonstrated your product, showed them your office/factory, they even seemed interested but they are not committing to any sale.
The thing to remember here is that buying a product/ service requires a capital investment. No matter how big or rich the company is they will factor in all types of risks before purchasing.
So make sure you don’t seem pushy here. Let the client take their time. But make sure they don’t forget you. Be present and ready, but stay calm and help out the client in case they need help to go to the further step.
#Step 7: Carrying out the deal
If you have secured the client, bravo! But your job doesn’t end here. Make sure you keep track of the advance payments. Make sure you get the payments on time.
Some deals might require service commitments. Make sure you keep a track of that as well and not brush it off saying it is not my job.
At the end of the day, hitting the sweet spot of your and the client’s needs will make both the parties happy. It might sound difficult but it is not! In fact with the steps given above, you can achieve your target in less time.