Three in five marketers face issues getting quality B2B leads. Yes, that’s a fact!
Are you among them?
Well, we are going to discuss the common issues you can face in getting quality B2B leads in this blog, along with the possible problem-fixing strategies. Let this blog help you get what you need the most right now!
How to increase B2B lead quality
To improve the quality of your B2B leads, first, try to understand what you are generating at present. However, most often, issues regarding lead generation happen when you misunderstand the leads. Choosing a lead just because it fits your profile does not mean it will bring the best. That’s just a lead. If you want to get more, you need to work on your lead generation strategy to acquire quality leads.
Enter a lead into your lead funnel only when it expresses interest in your products or similar products you offer. You have to consider leads only when they get qualified to enter your sales funnel.
A qualified lead is someone who not only expresses an interest in your products but also understands what you offer and has the budget to acquire it. Basically, you have to place these qualified leads in your sales funnel for easier and faster conversion. Qualified leads only take one or two rounds of discussion to get them converted.
Here we are going to discuss some of the ideal conditions when you can face issues with the leads, and also the ways to deal with them.
| Lead conditions | What does it indicate? | How to fix |
|---|---|---|
| Leads do not want your offers | Well, selling sand in the desert is the worst idea ever! Rather, your salespeople should spend more time on people who want your products. |
Work with your Ideal Customer Profile (ICP set up. Change parameters to reject leads that do not want your products. It will save time and resources for your salespeople. |
| Leads have less purchasing power | Your leads have the aspiration to use your product, but do not have the monetary capacity for that. Convincing them to try your trial can make them into a permanent customer. | Targeting standards need remodification. It should target people who can afford your products. Or else, you can come up with new offers to acquire these customers |
| They use your competitors’ products | The scope is huge here to get those leads converted. All you need is to build your products more competitively and focus more on marketing | A rapid follow-up with the leads is a must. Connect them once every 3/4 weeks and keep educating them with your products with your bottom-of-funnel content. |
| Leads declined you as a wrong fit | Let your sales team find out about such events. This will help you figure out where your products are lagging behind. | Find the answer to why they reject your products. Get those reasons and work on that. Try to improve your situation and come back with a different strategy |
How to fix issues and improve the quality of B2B lead generation
Omnichannel marketing is the only thing you need to get more quality B2B leads. It has immensely helped retailers to gain more sales in the last few years. Retailing businesses that use omnichannel marketing have increased sales up to 30% and this strategy increases the overall purchase rate. You need to consider omnichannel along with traditional outreach as well to improve the quality of your B2B leads.
Quality of the lead generation strategy
Acquiring leads and getting their positive responses requires skills. You may have sent the best email to your prospect, but it doesn’t matter if it is not getting opened. Most of the time, it happens. Business owners or C-level executives do not click their emails if they’re not worth their time. They get emails via their secretary or other staff who manage their inbox.
Send personalized emails and offer value to them. Remember, each role demands a specific message, so send accordingly. Send follow-up emails after some interval to get feedback.
Quality of data scraping
The quality of leads that you scrape also matters in terms of lead quality. No doubt, data scraping is a daunting task, but with some professional data scraping experts, you can do it easily. The only thing you need to maintain here is the quality of the leads.
Basically, after scraping leads from different platforms such as ZoomInfo, Apollo, LinkedIn, etc., you need to validate them. You have to scrape the company name, location, size, and executive information accurately and then validate each information using validation rules.
Quality of lead scoring
After validating the leads, you need to assign scores to each lead. A lead qualification criteria should be fixed there to score the leads. Based on the various factors like interest level, budget, demand, competition level, and various other things.
Quality of your messages
Cold pitch can do great in selling, but if it sounds generic, then the matter can go out of your hands. At present, every business is using some sort of cold emailing to reach out, and for that, the game has become very competitive. You have to deliver your message very specifically in order to steal the deal. Personalization is the key to gaining attention in your cold emails.
Try to sound authentic, relevant, and obviously approachable in your messages. However, if you want to manage your B2B leads well, you can consider a data processing company for that. They are specially trained to handle B2B leads data, so you can focus more on sales and marketing while they handle the backend.
