Getting the luck of the Irish with lead generation.
It’s that time of the year where we all put on our best Irish accents to celebrate St. Patrick’s Day, so I thought I’d fill you in on some secrets to getting the luck of the Irish with your B2B lead generation. By following these simple steps, you could have that pot of gold (or should I say prospects) by the end of the month.
Step 1: Keep Active.
Now before you start to fret and go searching through your wardrobe to find your long forgotten gym gear, I don’t mean physical activity (cue the sigh of relief). No, I’m talking about social media. It’s essential to keep all of your accounts updated, whether your posting links to old blog posts or just leaving a comment somewhere. If you do this, your prospects and clients will know that you’re still alive and keeping up-to-date with everything. By frequently checking your accounts, you may come across a company’s plea for help in your specialised area. When you’re active on social media, it’s so easy to get lucky with prospects.
By keeping active on our own social media accounts, we’ve manged to generate more traffic to our website, which has ultimately led to the generation of more leads. Social media is a great way to find leads, so even if you’re busy you need to keep it updated.
In today’s society, social media plays a key role in lead generation. It may not seem like it, but sites like Twitter and Facebook help boost your brand awareness, which goes a long way with lead generation.
Step 2: Keep at It.
I’ll admit this one does sound bizarre, but I’m talking about calling. If you back down after one “they’re not available right now” then you’re not going to get very far. It’s crucial to keep trying people via phone, because you never know, that fourth call might just land you exactly where you need to be. Take it from us telemarketing experts, you can’t give up hope with a prospect after one failed call.
It’s all about engagement. Even after you’ve made the call, you still need to follow it up. Without doing this, that lead will just fall straight through your fingers. You can do this through emails, more calls or any other sort of interaction, just as long as you nurture that lead until it can potentially turn into a client.
In the world of business, you’ve got to be persistant: never let it go and keep at it. There’s been a number of occasions where our calling team have tried and tried again (with no luck) to speak to a contact, and then one day they’ve rang and got through to a director. It just goes to show that if you give up, you’re missing out on opportunities.
Time for a short story! One of our calling team (I obviously can’t mention their name so you can call them whatever you like in your head) once had an awful phone conversation with one woman that gave them a really hard time because they couldn’t answer all of her detailed questions. However, being part of the Shortlist team they didn’t back down, oh no. In an effort to reach out to the company again, they sent her a follow up email with all of the relevant information about the service. And just like that, a lead was made. The woman emailed back asking for a call back the following month to arrange to meet somebody about the service. If our sales team member had just given up with that prospect, it would have been lost forever. But with a bit of persistence and the sales person swallowing of pride, we re-connected and that opportunity became a customer for our client.
In a nutshell, if you keep chasing those leads there’s a good chance they’ll eventually have an epiphany and think “Yikes, we really DO need that!” and come running (not literally of course) to you for more information.
Step 3: Don’t Give Up Hope.
You never know when your lucky day is going to be, so never give up hope. To ensure that you maximise your chances of getting the luck of the Irish with your lead generation, always be optimistic. Try and keep both yourself and your team motivated at all times (click here to read our motivational film quotes blog!) so that when that lucky opportunity does arise, you’re all in high spirits and ready to take action.
Back onto the subject of calling, if you speak with passion and really believe in what you’re selling, prospects will buy into it as well. Also, you’ve got to understand that when people say no, it isn’t necessarily to do with you. It may be that they’re still in a contract with someone else, or maybe the person was being harsh because they’d had a bad day themselves. What I’m trying to say is that you (I’m making an assumption here) may be great at what you do and your services and products are great too, but that doesn’t mean you’re always going to get that sale, or get that lead.
In our experience, a lot comes down to timing. There are certain times of the day where you’re more likely to connect with someone, so time your communication effectively and know your industry sector for which times are better to make contact than others. For example, when we contact a retail company, we tend to avoid attempting to communicate with them on Monday as the decision makers usually have this day off.
Step 4: Celebrate Small Wins.
You know what they say, it’s the little things in life that matter, and it’s the same with lead generation. Just getting an email address or a mobile number is a win, because now you’re one step closer to getting that lead. Think a “no thanks” is a complete loss? Think again. A “no” is still a win because you will have hopefully gained some more information as to why they didn’t want your product/service right now, so now you can move onto other prospects that might give your company a lucky break. It’ll also allow you to reconsider your marketing strategy. Certain companies won’t buy into something if it’s marketed the wrong way, so by segmenting your leads and looking into what’s most effective for each of them, you’re more likely to turn that lead into a client. There’s plenty more fish in the sea, so just remember that so you can move onto bigger things.
Don’t forget to celebrate your company itself as well. Remember that you’re unique and you’ve still got a lot to offer as an individual/company. Just because one company isn’t interested, it doesn’t mean others feel the same way. Everyone’s got unique selling points, so sell them! Let me ask you a question: why were you excited about the company at the very beginning? Your answer should be the driving force behind your motivation and should make you proud to work where you do. Whether it’s big or small (or medium if you want to be pedantic) you should celebrate what it stands for, and the fact that it’s got as far as it has!
Step 5: Pray.
St. Patrick’s Day is all about religion and culture, so even if you’re not usually religious, today’s a good day to pray. Pray for leads, pray for success, pray for anything. In business terms, I think we’d all do good by taking a leaf out of St. Patrick’s book; he encountered many hardships, but came out lucky in the end through sheer persistence. In an ever-optimistic way, he didn’t focus on all of these hardships, instead putting his time and care into learning and teaching. He teaches a good lesson, doesn’t he? That by continuing through thick and thin, you can become a huge success (and if you’re lucky enough have a whole day dedicated to you!).
Did you know, the luck of the Irish originally came from a run of really bad luck? But because they didn’t let it drag them down, they turned it around with hard work and dedication. Now the saying “the luck of the Irish” is considered lucky with extreme fortune. This could be you! You can help make your company successful by ensuring your team is consistent, motivated, dedicated and hard working. You never know, it might just get you that one lucky lottery lead that’ll really boost your business and bring in a massive sale. The Irish have really taught us a lesson that with consistency, your luck will eventually change, after all, you can’t have bad luck forever!
To round this all up, remember that success comes through being consistent, positive and persistent – that’s the best way to get results! Feel free to leave a comment with your thoughts. Tell us what you’re going to change for April in your approach to generating leads. Got a lead generation success story? Let us know by tweeting with the hashtag #stpatricksdaysuccessstory and tagging us @gettingsales.