Today’s businesses have no choice but to encourage their prospects to move down the sales funnel. Indeed, a proactive approach is the only way to keep afloat in the ocean of digital communications. Moreover, not each new business lead will suit you — thus, you have to carefully investigate every contact to find out whether it meets your specific criteria.
The fact is, prospect quality will play a key role in your sales process, so it is better to focus only on highly relevant candidates. “But how do I build a perfect new business sales lead list?” you might wonder. We understand your needs as a business owner — this is why we’ve prepared the best new business lead sources to help you out. Those include various clever search principles and approaches to get top-notch prospects in a short time.
What Is a New Business Sales Lead?
There are many сreative titles for a new business lead — for instance, “a prospect” or a “potential buyer.” However, all of them convey the same meaning, which is “a person who expresses genuine interest in your service or product and is likely to purchase from you.”
Acquiring leads means finding people interested in your offer and keeping in touch with them, motivating them to proceed with the purchase. Companies usually apply a variety of methods and techniques to find good prospects and follow up with them to find out whether they are a good fit.
Why Are Business Leads Important?
Lead generation has always been of primary importance to business owners who were interested in scalability. Today, it is even more essential than before since the world has gone online, and many companies have been dealing with severe challenges caused by the global pandemic.
This is why Belkins has come up with a list of proven ways to attract new customers in spite of any obstacles. They worked for our company and will definitely help yours, too.
In this article, you will find strategies and tactics on how to generate more prospects. You will find out how to fill your sales funnel with qualified leads and never miss your precious time on the people who aren’t going to make a purchase from your store.
You will discover both quick and long-term approaches to growing your lead database. Both of them will help you make the most out of your relationships with various groups of potential customers. You will have a chance to reinforce your authentic connections and provide your website visitors with the most relevant offers.
How to Create New Business Lead Lists?
So, where do you start when you decide to compose new business lead lists? Well, we suggest that you carefully examine and, if necessary, revamp your Ideal Customer Profile (ICP). What’s so special about it?
The best thing about ICP is that it can enhance your income without any need to increase the budget. The fact is, the more precise it is, the more sales opportunities it creates. Once you’ve found out what motivates your potential customers and what problems they are struggling with, you will make your campaigns much more targeted.
They will resolve your prospects’ issues in a more effective way and, thus, create a more loyal attitude to your brand. Your potential clients will also get inspired by your content and learn valuable tips that will bring them tangible results.
As you can see, you will be able to skyrocket your lead generation opportunities with the help of composing a detailed ICP. You will also save lots of time and energy that would be otherwise wasted on chasing irrelevant people who aren’t your target audience. The fact is, it’s possible to have seamless execution and well-selected communication channels, but if your ICP is inaccurate, they won’t work properly.
You will get lots of contacts at the top of your sales funnel. However, you’ll have to carefully examine them to understand whether they qualify and weed out the ones that don’t. So why don’t you just make the “onboarding” process more selective by identifying the crucial criteria that determine your best audience?
Follow these steps to create an impeccable ICP:
1) Define your five most loyal clients:
- the ones who bring the biggest profit to your company;
- the ones who are pleasant to work with.
2) Define five worst clients:
- the ones who pay very little;
- the ones who are hard to communicate with.
3) Make a separate profile for each client:
- describe each client in detail;
- provide each portrait of a new business lead with a name.
4) Classify each profile according to:
- job title;
- income per year;
- company size and scope;
- number of employees;
- their current business situation;
- factors that have an impact on the company;
- corporate values and philosophy;
- essential cultural factors that may affect the relationship.
5) Review and edit the profiles:
- give all the profiles a final look — it will help you to polish them.
You should focus on pursuing your marketing goals only when you know exactly who your target clients are and what people you’d better avoid. Thus, compare the “good” and the “bad” profiles and see whether they still have anything in common.
Your most loyal target audience is supposed to be completely different from the “worst” prospects. If you see that they have similar features or are in the same circumstances, the profiles are subject to further analysis and correction. In rare cases, though, both groups of customers may share some common traits that you can use as a sales opportunity.
The main thing here is to stay honest about all the characteristics you derive from data analysis. The profiles should reflect real traits, not your opinion about your prospects. You will succeed, only if you stick to the facts that reveal your audience’s typical behavioral patterns.
Depending on your company size, you can ask your team members to participate in the profile creation. For instance, the marketing team can contribute to collecting customer data, and your SDRs will help you adjust the ICPs since they know your audience like no other. Familiarize your team with all the profiles once they are ready. Whenever they are trying to sell your services, they should sell to one of the five major clients you’ve indicated on your ICP list.
10 Best New Business Lead Sources
There are numerous ways to acquire new prospects available in today’s digital market. We’ve collected the most effective approaches to lead acquisition that we apply here at Belkins. Those are combinations of standard practices and innovative ways to generate prospects that you can apply specifically to your case.
Investigate 10 unique ways to increase the influx of new leads and learn how to turn them into customers quickly. But before you start examining them, we would like to share one more piece of advice, which is relevant for every tip in this article.
The fact is, there is an impressive story behind your brand. Keep it in mind while dealing with changing algorithms, mastering new tools, etc. You will experience significantly less stress if you constantly remind yourself about the value your brand represents.
Your brand story is unique and sets you apart from the competition. Thus, allow your passion and intuition to guide you while creating the most effective touchpoints and communication channels, and don’t forget about the statistics. Get in the flow state and let the work energize not only your potential clients but also your team.
You will get to know powerful techniques and tools to bring in new prospects, and you should definitely include them in your action plan. However, avoid copying and pasting them blindly since you should listen to your heart, too.