The term “lead” is on the tip of every marketer’s tongue. Your revenue and growth rely on the whims of your target audience. It is your leads who fuel your sales and businesses. Thus, generating leads has become the central focus for any B2B organization.
But today, with so many options and choices available, marketers often become overwhelmed and thus end up sailing your company close to the wind. They even face trouble distinguishing between the right and wrong choices, which can cause a significant roadblock for your company.
We’re here to show you some common pitfalls your sales teams should avoid when generating B2B leads. Here are five things to steer clear of when trying to add leads to your sales pipeline:
1. Trying to be one size fits all
Most businesses do not consider different prospecting approaches when developing a lead generation campaign. By trying to appeal to everyone, they appeal to no one!
You must note that not all your leads will be impressed by your generic, watered-down content! You cannot send the same message to all your leads just to open more comprehensive options. This practice does not work; instead, it can backfire on you with no results as your customers will not be able to understand whom you are addressing. So, get customized content that will make you stand out to the right companies, not just any companies.
2. Don’t jump right to the sales pitch!
If you appear impatient or are pushy towards selling your product, you may run a higher risk of turning off your customers. Opening with a sales pitch may put an immediate full stop to your customer call. So before delivering any sales pitch, you should first get to know your customers, get a sense of what they want, what problems they are experiencing, and how specifically your product or service can solve those problems.
Don’t be a salesperson when trying to make a call with customers; instead, present yourself as an expert or friend who is always willing to lend a hand. Provide your customers with a “meaningful value” rather than expecting anything in return.
3. Purchasing list from unreliable sources
Have you ever collected any false information about your targeted company? If so, that could be pretty overwhelming! This typically happens when you fetch details from unqualified sources. Such sources can be a huge time waster! Unfortunately, most businesses make this mistake and gather contact details that do not resonate with the customer’s accurate information. So, do your homework before using any platform to collect any information.
4. Skipping the process of lead nurturing
Lead nurturing can get you to the final stage of the sales prospecting process. However, they may say goodbye anytime if you fail to nurture your leads. So you need to keep nurturing your leads until they become your loyal customers. To effectively nurture your leads, first track their buying journey, then learn about their present information, and finally deliver the right content at the right time.
5. Poorly designed landing pages
Many marketers believe a landing page is just a page that a visitor arrives at after clicking on an advertisement or promotional link. But that isn’t all. The quality of your landing pages determines the success of your lead generation campaign.
When a prospect clicks on the link, they will have certain expectations for the landing page. So it’s your responsibility to exceed their expectations! Here’s how you can achieve this:
- First, ensure that the information on the landing page corresponds to your CTA.
- Second, place your headline and CTA at the top of the landing page to avoid viewers having to scroll down.
- Third, avoid asking for too much information.
These guidelines can help you create perfect landing pages. So follow these rules precisely and reap the benefits of high conversion rates!
Many issues are bound to arise during the sales lead generation process. But, following the guidelines above can help you minimize your problems and ensure a smooth sales journey.
Try to note down all the mistakes you’ve made during your previous sales process so that you won’t repeat them in your next sales cycle. Also, check out what works and what doesn’t. This will surely double the effectiveness of your sales strategy.