Every sale starts with a potential client, and every potential client starts as a lead.
But B2B leads will not progress through your sales funnel if you are not targeting the right kind of business leads for your company. The Content Marketing Institute has found that 85% of marketing teams say generating qualified leads in their company’s target market is their most important goal.
Finding the right people with your ideal customer profile — the ones who need your product and are ready and willing to pay for it—means searching the right places to bring them value.
Before you even get to start targeting marketing leads, you have to figure out where your ideal clients are.
Traditionally, this means spending hours researching general business lead lists, validating their contact information, and compiling that data into your targeted sales lead list. Typically, you’ll need more than one version of targeting, as you’ll likely have more than one kind of ideal lead for your product or service. The list needs to be segmented to focus on your various buyer personas and organized in a way so that you can focus your messaging to be as specific as possible for each persona. If you skip these steps, your sales and marketing outreach — whether it’s email, ads, or cold calling — will be ineffective.
However, there can be a better way to generate strategically targeted business leads and cut down on the time-consuming parts of this process.
Do sweat the small stuff for targeted leads
You can target leads broadly according to industry or location, but you will get the greatest return on investment if you define your marketing strategy more narrowly. After all, your product or service may generally appeal to a wide range of clients, but only a certain percentage of them have a real need and the means to acquire the solution you’re offering.
For example, if you’re selling office furniture and promoting a special discount on purchases of ten desks or more, there’s little point in targeting a small business with only five workers. In this case, you need to generate leads segmented by a minimum number of employees at each business. If you can laser-focus and segment your lead list, your sales team will be set up for greater success to help your business grow.
Digging deeper into your ideal customer demographics and identifying groups that have small, but important differences, can help you shape your marketing approach and maximize your relevance to each potential buyer.
Do not lose targeted leads because of inaccurate contact info
This should go without saying, but a quality lead is an accurate lead. Wrong numbers and dead emails are likely to impede a sale.
Simply generating as many leads as possible will not get you anywhere if your emails or calls do not reach them.
Keeping in mind that even the warmest leads do not convert every time: it is in your best interest to have the highest quality contact information available. Searching through company websites for job titles and those precious validated email addresses takes time and effort, but it’s essential — unless you have access to software that does it for you.
Generate targeted lists quickly
The task of continuously updating and segmenting your prospect list can be very time consuming. However, there are lead generation tools available that can help alleviate the burden, so you can direct your talents where they belong—on closing deals.
American City Business Journals (ACBJ) recently released BizLeads, a cloud-based sales prospecting tool that can help generate targeted leads lists quickly and accurately. With just a few clicks, users can create data-powered lists packed and purchase leads to match your targeted audience. The platform automatically segments your ideal clients by letting you search using 14+ advanced filters, including industry, business classification, business name, revenue and employee size, location, and more.
The BizLeads database also gives its subscribers validated contact details for over 30 million companies and 80 million business professionals nationwide. And because it’s owned and updated by ACBJ, it has the most first-party reported data of any prospecting tool on the market.
Schedule a 15-minute, one-on-one demo to unlock the power of BizLeads and start growing your business with targeted lead generation!