Smart Tips to Convert More Leads in 2021

Generating marketing and sales-qualified leads is the top most priority for most B2B companies. However, it isn’t enough. Providers need to convert those leads into high-paying, repeat customers for better ROI.

Here’s a quick guide with some quick and smart tips to help B2B companies leverage data and convert more leads in 2021. 

What Is Different About Lead Gen in 2021

Lead generation acts as the fuel for B2B businesses. The more high-quality leads you generate, the more sales you are likely to get. However, lead generation has changed significantly over the past few years. 

Here are some changes in B2B lead generation that companies should be aware of:

• Increased focus on personalized outreach 
• Improved alignment between marketing and sales
• Customer-centric marketing to improve customer retention
• Video marketing on the rise
• Automation of lead generation

But ultimately, it all boils down to effectively collecting and leveraging customer data and market data to make informed decisions.

B2B Companies Should Leverage the Power of Data in a Data-Centric Market

The current B2B lead generation scenario is essentially data-centric. Companies that can collect, analyze, and utilize data more effectively are likely to generate and convert more leads. 

Thankfully, getting the most out of your data isn’t difficult. Follow these tips to unleash the potential of data for your business. 

• Collect the right data that is relevant to your business.
• Turn raw data into actionable insights
• Use data to find potential niches and market segments
• Keep using data to narrow your target audience and streamline your marketing approach
• Make use of intent data for better and quick results

Often, companies believe they don’t have enough data. There’s a lot of data out there, and the shortage of data has never been a problem. The real challenge is to turn that copious amount of raw data into useful, actionable insights. 

 

3 Smart Tips to Convert More Leads in 2021

Once you have the right data on hand, nurturing and converting leads becomes effortless. Here are the three smart tips to convert more leads in 2021. 

Give Them a Reason to Buy Now

Creating a sense of urgency is a century-old marketing tactic that still works. If you want to close more leads, you’ll need to give your prospects a reason to buy from you as soon as possible. 

The easiest way to do that is by creating an incentive. For example, suppose you’re trying to close a lead for a 12-month subscription service you offer, you can create urgency by offering the first month free if the prospects make a purchase before a particular date. 

Target Top Decision-Makers Only

When communicating with a potential client, ensure that you’re talking to someone who has the decision-making power. In most companies, C-level executives are the primary decision-makers.

In the case of inbound leads, knowing who is on the other side of the email or phone could be difficult. In such cases, you want to make sure that you get on the phone with the decision-maker on the second call. Or, create messaging that will attract delight and engage the top decision makers.

Go Beyond Email and Phone

Don’t underestimate the power of in-person communication. Instead of solely relying on phone and email, try to meet your qualified prospects in person. If in-person meetings aren’t possible, you can use video conferencing or make use of technology to host webinars and even virtual events. 

Face-to-face meetings can go a long way in building trust and relationships, which can facilitate the lead conversion process. However what is most significant is the way and type of communication channels you use with your prospects.

Conclusion-

The premise of B2B sales is all about building meaningful relationships. Instead of aggressively trying to close your leads, focus on engaging your prospects and communicating how your product or service can add value to their business and life. With the right data on hand, you can take a consumer-centric approach and convert more leads.