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lead-nurturing

Nurture leads with affordable lead generation services

By | SSC
B2B Lead Generation

Most businesses aim to create higher quality leads and make their sales process more efficient. To do this, ‘lead nurturing’ must be a part of your strategy. Don’t just take our word for it; Forrester Research reports that ‘’companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost.’’

What is lead nurturing?

For the uninitiated, let’s look at what lead nurturing is. It focuses on the marketing and communication efforts of the company, which is born out of an ability to listen to customers and understand their wants and needs. 

The aim is to build brand awareness and establish a long-term relationship based on trust. Getting customers to make a purchase decision takes more than just having them enter your sales funnel. According to research by Gleanster Research, only 50% of new leads are ready to buy when they first come in. This demonstrates the importance of developing well-planned lead nurturing strategies to guide customers towards a purchase decision slowly.

Ultimately, therefore the objective of businesses is to nurture leads with affordable lead generation services. Well-planned solid lead nurturing strategies can close the gap between failure and success as sales marketers. This is where we lead generation experts like SCC Digital come in, and these are a few ideas of how this objective can be accomplished…

Solutions via e-mail marketing strategies 

Research has shown e-mail strategies to be one of the most highly cost-efficient and, if correctly directed, extremely effective overall marketing solutions. Lead nurturing is just one example of where their efficacy is amply demonstrated. A couple of ideas relating to e-mail strategies are…

Educating cold leads 

Lead nurturing is a great way to educate cold leads over a period of time. The secret here is to uncover a customer’s pain points and Instead of confronting cold leads with a boring sales pitch, introduce solutions over time using a drip email campaign. This would include links to drive customers to a blog post on your website that addresses their pain points. You can also create an email course that provides a daily lesson on how customers can solve their pain points.

Staying top of mind!

Also according to Gleanster Research ‘’Using lead nurturing has shown to convert 15-20% of the not yet ready to purchase opportunities into sales,’’ so staying top of mind with leads is essential to ensure cold leads are ultimately converted.

A combination of triggered e-mails, related to calendar events like Birthdays, and automated calls can be highly effective, but do consult professionals to guide you as to what the right intervals should be. Sent too often they can be irritating and not often enough can lose the point of staying top of mind!  

We can help

Once again we have just touched the tip of the iceberg of what is a big subject. Watch this space for more on lead nurturing and many other aspects of effective lead generation, sales and marketing.

In the meantime, arrange a no-obligation consultation to see if we can help you nurture leads with affordable lead generation services – or any other aspect of your unique marketing requirements. SCC Digital is always there for you – providing cutting-edge solutions for businesses seeking a growth path that knows no limits! 

high quality B2B leads 2

Great ways to generate high quality B2B leads

By | SSC

Lead generation has undergone a massive transformation in recent years, and, like many other industries, this is primarily due to technological advancements. In today’s world, leads are generated differently than before, so let’s take a look at what works for businesses in 2022.

Lead generation objectives 

Lead generation, as opposed to the cold calling and outdated marketing methods of the past, is today considered an art and a science; well, it is in the hands of experts like SCC Digital. We are a company that has taken state-of-the-art lead generation to a new level. Still, for everything we do, there has to be a reason and a motivation, so what are the objectives of the businesses that come to us for assistance?

This is a summary of a subject that we will unpack in much more detail in articles to come, but in essence, we aim for 4 primary objectives with the lead generation package that we offer our clients. These are…

Meet sales targets – It is essential to target decision-makers and close more deals, leading to accelerated growth and more demand generation.

Book more meetings – This means converting interested prospects into qualified opportunities.

Penetrate new markets – The objective here is to successfully target new markets through a research-driven approach.

Optimize growth – Here, the SCC objective is to make it rain demand generation so your company can reach new heights!

How do we generate high-quality B2B leads?

There are various ways we do this, but in essence, there are few primary ways that modern lead generation experts go about finding great ways to generate high-quality B2B leads… again this is a summary as our methods are quite complex and detailed, so once again do watch this space for more…

In-depth market research 

Market research has been around for a long time. Excellent market research yielding unprecedented results is a result of new technologies. We use cutting-edge tools and human curators to help create a trustworthy, useful target audience database. Like most of what we do, we use a data-driven approach that guarantees efficient marketing and established results.

Data Analytics 

At its core, optimization is all about making the best use of available resources. And when it comes to marketing, that means using data to drive decisions. We measure every aspect of our outreach campaigns. From subject lines to message content to the best time of day to approach potential customers.

Strategies and Tactics

We also constantly evaluate the effectiveness of different strategies and tactics. This allows us to fine-tune our approach and get maximum results. This focus on data and continuous improvement ensures that we can always provide our clients with the best possible return on their investment.

Strategy Improvement 

We monitor every reply we receive, whether positive or negative, to gain insights that help us improve our strategy on an ongoing basis. 

Full-service teams 

We specialise in recruiting, hiring and training experienced sales professionals. In addition, our teams are experts in lead generation, market research, email deliverability, data analysis and strategy development.

Content writing

B2B e-mails need to be interesting enough to grab your audience’s attention. In addition, your emails should include content that outlines your unique value proposition. At SSC, our content writing team specialises in creating cold e-mail sequences that evoke an emotional response, leading to more qualified calls for your sales teams.

Email delivery 

 

Email delivery is a complex process, and many factors make sure your messages end up in inboxes. SSC can help you navigate these waters with our email monitoring, verification and delivery services. We have tried and tested strategies that help you reach more customers and convert more prospects into leads.

 

Consult the experts 

 

We have just touched on the tip of the iceberg here and our services, for example, also include recruitment sourcing, so talk to us about what we can do for you based on your specific needs – and watch this space for much more on these and other great ways to generate high-quality B2B leads!

Follow Up Sales Strategies

Follow Up Sales Strategies for Success!

By | SSC

Follow Up Sales Strategies for Success!

Why Effective Follow-Ups are Key for Lead Generation and Closing Sales

Some say “the more the merrier”, however, we disagree. Our head of sales, Vanessa Huygen, gives some insight into follow-up sales strategies for success.

What is a Follow Up, and how would it help your lead generation strategy?

As a salesperson, following up with potential clients is essential to increase the chances of making a sale. Following up can involve pursuing something further or staying in touch with the client. Keeping the lines of communication open creates opportunities for more sales.

Your initial email to a prospective client must include a clear and straightforward way for them to book a call with you. Then, if you don’t hear back from them, follow up with a strategically crafted email. This is vital in ensuring steam isn’t lost on a potential sale.

If a call does materialize between you and a prospective client, and they tell you they would like time to think about your offer, you will still need to follow up after an appropriate waiting period.

According to multiple sources, most sales only occur after an initial point of contact, meaning that significant sales are likely to be lost without following up. However, it is not just about following up but effectively following up.

Follow-Up Email Mistakes to Avoid

Sales teams across all industries face a multitude of challenges and mistakes when it comes to following up with prospective clients via email:

A Lack of Knowledge In Effective Follow-Up Emailing

Many sales team members don’t follow the correct guidelines when structuring an email:

The subject line must be short, relevant and intentional, i.e. it must state exactly what the email is covering. Unfortunately, many people give little thought to a subject line even though it is the first thing that grabs a prospective client’s attention.

Lengthy emails are often difficult to read due to an overload of information. To avoid this, get straight to the point by identifying a pain point, offering a solution, and using strong language. This will capture the reader’s attention and keep them engaged.

If you want your clients to take action, make it easy for them. They’ll lose interest if they have to search all over your email for a link. So instead, put the call to action where it’s easy to find and use.

The time you send an email is also vital, affecting the traction an email will yield. Emails are often sent at sporadic times without thought, lowering interaction rates.

Lastly, don’t send too many follow-ups. Many companies will fill a prospective client’s inbox with excessive emails, leading to frustration. Each email must have an intention, such as to introduce, remind or reassure. Don’t send thoughtless emails without purpose. Knowing when to stop is crucial.

A Fear of Follow-Up Cold Calling

Frequently, people will avoid following up together if it means they need to make a cold call. Most of the time, they fear they may inconvenience or anger a prospective client with an unannounced call. The truth is, it’s business, and cold calls are essential.

Many clients will be pleased that you reached out, as they may have forgotten to get back to you, for example. So even if you only get one sale out of twenty cold calls, it’s worth it.

Preparation is key to feeling more confident and at ease when calling too. Before you call, become familiar with all the relevant information about the prospective client or company. Many people fail to do so and end up sounding monotonous and bland.

Mistakes like this lead to a depreciation in lead generation and sales closures. Therefore, effective follow-up practices are vital.

Follow Up Sales Strategies for Success take notes

The Best Cold Calling Follow-Up Practice Tips from our Head of Sales

1.Stay on Schedule

Once a prospective client selects a date and time to have a call with you, make sure you stick to it. When you have a client’s undivided attention, make the most of it and don’t waste the opportunity. This window is tiny, so use it wisely.

2. Keep to your Word

Ensure that you not only honor the date and time a prospective client has selected to have a call but also the promises you make. This will promote credibility and tangibility behind your name. Conversely, a single failure to deliver a promise can leave a bad taste in a client’s mouth.

3.  Set Reminders

You must always be on top of your arranged calls and tasks. A CRM software program is essential for any business that wants to monitor its client relationships effectively. It helps keep track of prospective clients so that nothing falls through the cracks. Zoho is a great CRM software to try!

4. Diversify Platforms

There are a variety of ways to reach out to potential clients. Start by finding a convenient platform for them, such as email. Then, if they do not respond, try another platform such as LinkedIn. Finally, if all else fails, a phone call may be the thing to seal the deal.

5. Chameleon your Client

If a prospective client is in the process of building their company, give them time and space. Alternatively, if they own or are part of a fast-paced, ever-evolving company, ensure you mirror their pace. If they sense that you can’t keep up, the risk of losing interest in your services will amplify.

6. Personalized Intent

Make sure to note all personal details and company-specific information before reaching out to a prospective client. Utilize social media platforms such as Facebook Facebook and LinkedIn to confirm names, facts, events etc. First impressions matter, and attention to detail will get you far!

7. Subject Lines

Subject lines need to be concise, catchy and intentional. You need to state precisely what the email will be about in one line. For example, a subject line including a first name or company name will make prospective clients more likely to engage

Follow Up Sales Strategies for Success take notes

Why Following Up Will Lead to Sales Success

As has been made clear, the main benefit of following up is a higher lead generation and increased sales. In addition, effective follow-up practices promote to-the-point subject lines, precise pain points, hooks and solutions, strategic send times and convenient CTAs. These are all set to quickly convince prospective clients of what benefit you will be to them.

Persistence

Respectful persistence is at the heart of follow-up practices. Pursuing prospective clients with these practices in hand is the best way to get the outcome you want. Without perseverance and the right tools, you risk slipping to the bottom of an inbox feed.

A constant communication stream between a prospective client and your company is essential to follow up. Maintaining regular contact ensures that you are top of mind when the client is ready to make a purchase. This will ultimately minimize the chance that a client will move away from your service offerings.

Each correct follow-up practice is another step in the right direction on your way to optimal company success!

How SCC Will Solve The “No Time To Follow Up” Problem for your Lead Generation Strategy

As has been made clear, effective follow-up practices are the beating heart of a successful company to prospective client relationships. However, because implementing these practices rely on thoughtful email creation and time commitment to research, we understand that you may not have the time. Luckily, there is a solution!

At SCC, we will ensure that your follow-up needs are taken care of. We will create subject lines, opening lines, email bodies and more for not only an initial email but all of the follow-up emails you need. SCC will cover everything down to calendar links and sign-off.

Personalization

We will take care of every step in the pre-sale interaction process, setting you up with a fine-tuned personalized email package. The emails will expertly alert prospective clients to their industry pain points and offer them your services in implementing a said solution.

We already have good follow-up practices down to a fine art so that you can put your time and energy elsewhere. So allow us to transform your emails into leads and leads into sales!

SSC: A Leading Lead Generation Company

Effective lead generation remains a core component of any B2B organization’s success and viability. This multifaceted and complex aspect of your marketing strategy requires you to engage experts who can deliver results.

As a company that lives and breathes lead generation, SSC does not leave anything to chance or guesswork. We measure every component of our outreach, from subject line to message content to the optimal time of day to approach your prospects.

Data-driven

With the data dictating our process from strategy to conversion and beyond, our SSC team will make sure your business starts this significant journey on a sound footing, guaranteeing a lead generation process that is effective, credible, authentic, and transparent.

SSC can make explosive growth your reality today, from generating a higher ROI and reducing your cost per sale to developing your ideal customer profile (ICP) to driving conversions. Our team is here to help you make the most of the SSC service suite. We’ll ensure no lead goes unmet and no opportunity is missed. Get in touch with us now to get started.

The Holy Grail for Software Companies

The Holy Grail for Software Companies

By | SSC

Solving The Ongoing Challenge of Hitting Your Quarterly Sales Targets

Hitting Your Quarterly Sales Targets

It’s a tale as old as time, and one we are all very familiar with. You KNOW that your business can offer prospective clients exactly what they’re looking for, but just how do you convince them to choose you over your many competitors? So how can one Hitt quarterly Sales Targets? 

It can be complicated to cut through the noise of it all, and solving the ongoing challenge of hitting your quarterly targets is a struggle all software companies are familiar with

So what’s going to make you stand out from the crowd? First, reaching the goals you’ve set out for yourself is essential, and it can often be discouraging when you’re not generating successful leads.

Hitting Your Quarterly Sales Targets

Luckily, there are solutions, and we’re here to tell you what those are.

First, we must consider exactly how we can reach the right people at the right time. So how do you find prospects interested in what you’re putting out?

Utilizing LinkedIn and email marketing are successful ways of reaching your target audience where they are. What’s more, these options of lead generation marketing are instant, easily accessible, and, best of all, free!

Next, perhaps the most critical step is to have a large enough pipeline to secure genuine, quality leads. On average, the number of targets you’re reaching out to needs three times the amount you need to close. So, if you’re trying to close 10, you must have 30.

Hitting Your Quarterly Sales Targets

To get a significant pipeline, nailing a hyper-targeted campaign via email or LinkedIn is essential. The more you hone in on your desired audience and their specific pain points, the higher your conversion rates.

So, we need to assess what our prospects need before ascertaining how we can help them. Focus on THEIR pain point first – what are they looking for? What is it the company is struggling with? Then, dig into the recurring needs of people within the industry until you find exactly what it is you can target, rather than focusing on the means to an end.

Opening with a strong one-liner that speaks directly to their unique pain points is a guaranteed eye-catcher and will have the reader pausing with a “they understand me!” moment. After all, relatability is everything.

We get it, hitting those quarterly sales targets is a feat many have yet to conquer. Building an extensive pipeline of the right audience and focusing on solving a genuine pain will help you get there. Personalize your messaging and let them know that you genuinely understand them.

Once you nail these elements, you will have a better chance of meeting your quarterly sales goals. 

Are you ready to smash those sales? Success!

Read our next article Follow Up Sales Strategies for Success.

 

5 Lead Generation Tips on Growing Your LinkedIn Network

5 Lead Generation Tips on Growing Your LinkedIn Network

By | SSC

Growing Your LinkedIn Network

LinkedIn is a social media platform that every business or singular professional must-have. And yet, it is still relatively foreign to most users. We know how to sell our brand, but just how do we generate the leads we need via the network? So first, we need to understand just how big of an influence the platform has.

LinkedIn is the number one social media site for accessing influential people, like-minded specialists and, most importantly, desired clients. There are approximately 810 million users across 200 countries and regions worldwide!

If you’re not using the platform to target your target audience, you’re missing out on a massive pool of potential business partnerships. But worry not; we’ve got the inside scoop on utilizing all that LinkedIn offers to the best of your ability, ensuring those leads come pouring in and your network doubles and improves your lead generation strategy.

Tip #1 Make your profile stand out

Without a complete, optimized profile, the audience you’re targeting, and potential clients you seek won’t fully understand what you do or precisely what you can offer them. Ensuring your LinkedIn profile is completely up-to-date, looks professional and reflects all your expertise and experience is vital. Here’s how to make your profile pop:

  1. Use your brand logo or company head as your profile image.
  2. Include an attention-grabbing banner image.
  3. Angle your ‘about’ section to the needs of prospective clients (what can you offer them that others can’t?) Sell yourself!
  4. Optimize all of your copy for SEO, ensuring relevant keywords clients may be searching are present.
  5. Showcase your industry experience, unique offerings, skills and awards or achievements.

Tip #2 Connect, connect, connect!

Growing your network is only possible if you reach out to the right people at the right time. So do some research about which of your target audience is present on LinkedIn. Then send out those connection requests! Then, not only will you have immediate access to competitor content, but you’ll also have your desired database on tap. Here’s how to start:

  1. Look through the suggested contacts LinkedIn will provide, and begin with those! Chances are they’re 50% of the people you want to reach or are mutual connections with the network you seek.
  2. Stay consistent, sending no less than four requests a day.

linkedin networking

Tip #3 Send direct messages & engage with connections for better Lead Generation

We cannot stress enough how important it is to remain active on LinkedIn. What is the point if you’re not engaging with your connections? Right? One prime way to reach the people you seek is to send out direct messages introducing yourself or offering your services.

  1. If you already know the connection you’re messaging, you could start by presenting them with a campaign idea on how they can grow their business further.
  2. If you don’t know the connection and want to form a relationship, simply reach out with a short, punchy introduction to your company and offer – again, sell yourself.
  3. Always include a website or contact (aside from LinkedIn) that they can reach you on to further your connection

Tip #4 Post regularly & keep your feed interesting 

Being active in connecting with your network via messages is simply not enough to keep eyes on your brand. Adding extra value is vital and offers a great way to promote your unique services further. Keep things interesting by:

  1. Sharing links to exciting podcasts or articles you and your target audience will relate to.
  2. Curating and posting informative blogs that shed insight on applicable themes and services.
  3. Offer unique insight and insider knowledge to your network, showcasing how much value your company has to add to the industry.

Tip #5 Become a part of your community

Connecting and interacting with like-minded individuals and businesses is key to broadening your insight into the industry. Making your presence known to critical players in the sphere. Becoming a part of your community is a great way to grow your LinkedIn network and your client base! Here’s how to do it:

  1. Join groups where your clients will be. LinkedIn allows you to join up to 100 groups. Still, it distils those you want to be a part of by searching for keywords related to your target audience and unique business offering – an easy way of finding “your people”!
  2. Become a part of discussion boards and comment sections focused on your niche. This is an excellent opportunity to connect with similar minds in real-time.
  3. Celebrate the successes of your clients and partners, praising their achievements and showing those that matter that you’re “in their corner”.

We understand how overwhelming such a large platform can be for companies looking to expand their network, but by following these five simple steps, you’ll be on the road to success in no time! The future is now, and staying in the know and active on social media is a great way to reach prospective clients and business partners. So, are you ready to get LinkedIn and lead generating?

SSC: A Leading Lead Generation Company

Effective lead generation remains a core component of any B2B organization’s success and viability. This multifaceted and complex aspect of your marketing strategy requires you to engage experts who can deliver results.

As a company that lives and breathes lead generation, SSC does not leave anything to chance or guesswork. We measure every component of our outreach, from subject line to message content to the optimal time of day to approach your prospects.

With the data dictating our process from strategy to conversion and beyond, our SSC team will ensure your business starts this important journey on a sound footing, guaranteeing a lead generation process that is effective, credible, authentic, and transparent.

SSC can make explosive growth your reality today, from generating a higher ROI and reducing your cost per sale to developing your ideal customer profile (ICP) to driving conversions. So get in touch right away and let our knowledgeable team assist you in learning more about the SSC service suite so you can make sure no lead goes unnoticed and no opportunity is missed.

Read Next Article The Holy Grail of Software Companies

How To Measure Your SDR Team for Cold Email Outreach

How To Measure Your SDR Team for Cold Email Outreach

By | SSC
excited woman looking at a laptop

Cold Email Explained

Email marketing delivers the highest ROI to marketers than any other channels, including social media. Cold email outreach campaigns can help you to reach more potential customers and make more sales, so it is an art that requires mastering.

Cold emailing requires finesse because there’s so much noise to cut through in your prospects’ inboxes. The average person gets up to 147 emails per day, and they will barely open 10 percent of that amount.

Source: GIPHY

While you might not be able to harness the divine power as Jim Carrey did in Bruce Almighty, you can outsource the difficult tasks to professionals who can do it better and more efficiently! However, if you have hired a team of Sales Development Representatives (SDRs), you need to stay on top of things. Ensuring that their methods are working towards achieving your business goals.

You don’t have to micromanage, but periodic checks with some key performance indices (KPIs) will help you to measure the success of your cold email outreach.

In this article, we’ll look at the KPIs for measuring the success of your SDR team’s email outreach. First, let’s get through what a great cold email is, and is not.

What Is a Cold Email?

First things first. Let’s get you acquainted with what a cold email actually is. Many SDRs think that cold emailing is ‘spraying and praying’- or randomly sending out non-targeted emails with the hope that someone, anyone, will respond. This results in low open rates and subsequently, little to no conversion.

A cold email is an email sent to a potential customer that has not previously contacted you or expressed interest in your product or service. However, cold emails are intentionally sent to people that you suspect will need your solutions.

The success of your cold email outreach will therefore be determined by how many new leads and eventually, customers that you get.

KPIs for Measuring Your SDR Team’s Cold Email Outreach

Remember you can’t optimize what you don’t measure. These metrics will allow you to dial in your SDR performance.

a group of people in a meeting
SDR teams need to track the efficiency of their cold email methods regularly.

1. Cold Email Open Rates

Most SDRs are fine with losing 97% or more of their leads. They say ‘that’s just how the market works’ or something along those lines, but that’s not true.

There’s no reason why you should settle for 2-3 percent conversion rates when it is possible to attain open rates up to 28.46%.

To determine the effectiveness of your cold email campaign, you must measure the open rates of the emails you’re sending out. If your prospects are not even reading the killer copy and offers that you’re sending them, what’s the point?

If your open rates are low, your SDR team may have to change their approach to cold emailing to achieve better results.

2. Response Rates (Positive and Negative)

Measuring responses is a highly important metric in determining the efficiency of your cold email approach. This covers both negative and positive responses. Taking binary responses into account will help you further streamline your target market since you can derive insights from recurring patterns in your positive responses.

For example, if all the emails that got positive responses had a certain subject line style, you could conclude that that is a component that you should use consistently.

Basically, measuring your responses will help your SDR team to determine which cold email approach is most effective, and fine-tune their methods in the process.

measuring cold email campaign
Tracking your cold email progress helps to know which approach works best.

3. Appointment Rates

It is also important to measure how many interested prospects you get further down the sales funnel. Potential clients that read your organization’s emails and agree to discuss further are rare and welcome green lights, so it is necessary to track what helped in securing their interest to that point.

Securing acceptance and appointments is a strong indicator of good salesmanship. It takes skill to pique the interest of prospects and even get them to go from ‘oh no not another email’ to ‘wow, I’d like to know more about this offer’.

You can keep track of appointment rates by measuring the percentage of follow-throughs against the number of opened emails.

4. Success Rate of Different Profiles

Prospective clients or points of contact are always divided into different tiers in the organization. You could be sending emails to CTOs, CEOs and Procurement Managers. Or Content Marketers, depending on the service you’re offering. Those who you think would be responsible for decision-making in the organization that you’re targeting.

With that approach, it would be very important to track the profiles of the prospects that you’re getting positive responses from. This data would help you to reduce guesswork and channel more marketing effort towards the right prospect profiles.

Let’s say you’re emailing CEOs and Procurement Managers of a particular organization, for example. If you consistently get responses, whether positive or negative, from the PMs, that is an indicator that PMs are the contact people to focus on in that organization.

5. Best Converting Verticals

If your SDR team is sending out emails under different verticals, it is also crucial to measure which of those verticals have the best conversion rates.

For instance, if you have cold emails for target industries like SaaS, tech, small businesses, etc., and the SME verticals are doing good numbers, you need to find out why.

An in-depth analysis into intent, message value, and delivery would help you discover what makes that vertical stand out. Then, you could apply the same approach to the other verticals for better results.

Conclusion

It is not enough to be busy in business; what matters is getting busy doing the right things. Things that help you achieve your business goals. Pumping out cold email batches may make you feel like work is getting done. The main goal is results.

Monitor the progress of your SDR teams with cold email campaigns, so that you’ll be well-informed to do more of what works or change your approach if necessary.

Further Reading – Pupils should constantly search affordable-papers.net for extra information when writing a research document.

Your B2B Lead Generation Cheatsheet to Grow Your Business

Your B2B Lead Generation Cheatsheet to Grow Your Business

By | SSC
b2b lead generation growth

B2B lead generation is complex — the sales cycles are long, customers fewer, and it involves more decision-makers. This makes it far more complicated than B2C lead generation, where customers are many, and sales cycles are shorter.

That’s why any B2B business needs to give special attention to their lead generation efforts. If you don’t do it well, you may as well end up wasting a lot of your marketing budget, and here’s what would happen to your campaign:

Lead generation campaigns can fall flat when not executed properly. | Source: GIPHY

This is perhaps the reason why marketers gave preference to lead generation in 2020 as well. So, to ensure you have a steady stream of leads and customers, we’ve put together this B2B lead generation cheatsheet.

So, let’s dive right into it.

Cheatsheet for B2B Lead Generation in 2021

From email marketing to content marketing, there are loads of approaches that you can take to generate leads for your B2B business. Here are the best B2B lead generation hacks to help you out.

1. Email Marketing

Email marketing is an excellent way of going about B2B lead generation. It’s also highly effective, with an ROI of over $40 for every single dollar invested in it. The best part about it is that you can use it to acquire leads and nurture them and move them further down your sales funnel.

Here’s how you can leverage email marketing for B2B lead generation:

  1. First, build a list of potential prospects.
  2. Collect their email addresses.
  3. Draft a cold email and send it over.
  4. Send reminders after a few days, if they don’t reply.

While this may seem simple enough, there can be many challenges along the way. Simply compiling a list of prospects and sending out cold emails won’t help your cause. As the Black Panther would say:

black panther we don't do that here meme
Source: Imgur

The key here is to segment and micro-segment your email list to craft targeted cold email campaigns for B2B lead generation.

You can segment your audience based on their interests, demographics, or locations. This can allow you to target particular buyer personas and thus personalize your offerings further. As a result, they’ll be more likely to find the email relevant.

With micro-segmentation, you can take this targeting one step further. You can dive deep into your audience and create granular clusters among them. This allows you to personalize further your cold email messaging.

2. Email Automation

Sending out cold emails can be a great way to approach B2B lead generation. However, when you’ve to scale up your cold email outreach, it can get challenging. That’s where email automation comes into the picture.

Using it, you can set up autoresponder sequences that will work without intervening manually. Then, all you’ve got to do is leverage an email marketing tool like Mailchimp or ActiveCampaign and add your email list.

You can then segment your audience and create an email template to send to each segment. Next, you can set up autoresponder sequences activated based on how the recipients respond to them.

For instance, if the recipients don’t reply to your email, the autoresponder sequence will send a second email after a few days.

3. Email Deliverability

When you’re doing cold email outreach for B2B lead generation, it’s also essential to look at your email deliverability. You might have an enormous email list, but if the emails don’t get delivered, you’ll end up waste your time and budget.

To improve your email deliverability, here’s what you can do:

  • Get your domain verified to ensure your emails don’t go to spam folders.
  • Filter your list regularly to avoid those emails that bounce.
  • Be consistent with your email volume.
  • Don’t send spammy emails to avoid getting marked as spam.
  • Instead, encrypt emails to build trust among the receivers.

4. Marketing Research/Data Analytics

To generate leads, you must target your marketing efforts well. For this to happen, you need to do in-depth market research.

The idea is to understand precisely who your audience is, as this will help you customize your messaging, which, in turn, can influence your B2B lead generation.

If you’ve already got a website or customers, you can dive into their data and try to understand who shows interest in your brand and buys from you.

While numerous tools can do the job for you, it helps to have a combination of professionals and tools. We at SSC combine both to deliver the most detailed and accurate database to help you target your marketing campaigns. From demographic to technographic data, we cover it all.

5. Content Marketing

Yet another way through which you can do B2B lead generation is content marketing. Nearly 70% of marketers leverage it for this purpose. Content marketing involves creating and distributing high-quality content through blog posts, images, videos, etc

Content marketing helps B2Bs hit their marketing goals.

The idea behind it is to become a helpful resource for your audience. Doing so can help improve your brand trust and may encourage your audience to become your leads.

Here’s how you can go about content marketing:

  1. First, find out the pain points of your audience.
  2. Then, create content around how you can solve them and weave your products or services into it.
  3. Finally, add internal links to landing pages or registration pages.
  4. Leverage search engine optimization (SEO), social media, email marketing, etc. to distribute your content and grow its reach.

Final Thoughts

Lead generation has a critical role to play in driving your business growth. Without it, you can’t expect to generate sales and drive revenues.

To generate leads, it’s essential to leverage email marketing. You must segment and micro-segment your email lists and personalize your emails for the best results. When dealing with email outreach on a large scale, it helps to use email automation to engage with your prospects without any manual interference.

Additionally, you should pay attention to email deliverability as it can make or break your campaign. It’s also equally important to conduct market research and analyze the data collected as well to understand your audience. Without doing so, even the best of campaigns can fail.

All of this can seem challenging to implement, but we can help. Get in touch with us and we’ll help you grow your business.

Uncovering A Marketing Secret: Email Personalization At Scale

Uncovering A Marketing Secret: Email Personalization At Scale

By | SSC

Email personalization at scale requires a well-thought-out, organized workflow. No ifs, and, or buts about it!

The more personalized your emails are, the more valuable they will be to the recipient. Not to mention, the better your response rate will be.

Example of email personalization at scale

The inverse is true as well. If your emails aren’t personalized or relevant to the recipient, you have a greater chance of having recipients mark your email as spam. This will burn out your domain, and your results will tank.

When sending emails, you are sending your message to people who all fit different profiles and have other needs.

market segementation for cold email outreach
Draft your emails to speak to each persona in your recipient list at the same time | Source: Shutterstock

Emails are an effective way of reaching your audience and speaking to them directly. However, when you’re talking to your audience or customers, it’s best if you personalize the conversation.

Doing it for a few prospects can be easy. But what if you have hundreds or thousands of prospects or customers to whom you are reaching out? You need a well-thought-out process to do email personalization at scale successfully.

This article will help you learn how to manage email personalization at scale.

Let’s dig in.

Why Email Personalization at Scale Matters?

It’s easy to send out a random templated email to your customers. However, that may not get you the results that you’re looking for. Instead, it might be opened and sent to the Junk folder directly. Then, customers need only a few seconds to decide whether they like your marketing message.

Case in point: emails with a personalized subject line are 26% more likely to be opened.

Moreover, about 70% of millennials are frustrated because of irrelevant emails. By leveraging email personalization at scale, you can engage the recipient of your email on a one-to-one basis. Driving more engagement because the reader feels that you are speaking directly to them.

Email personalization statistics
Image via SmarterHQ

It is not only millennials who demand personalization. Nine out of 10 consumers (91%) are likelier to buy from brands that personalize their offers and recommendations.

In order to stay ahead of your competitors, it is essential that you personalize your emails and communications with your customers. By doing so, you will be able to better connect with them and build lasting relationships.

There are numerous examples of brands that have benefited from personalization, and Amazon is a prime example among them. Every email that it sends includes personalized recommendations for the customers.

Personalized email from Amazon
Source: Amazon

How to Achieve Email Personalization at Scale?

“What’s in a name? That which we call a rose by any other name would smell as sweet”… Romeo knows what’s up! Adding your customer’s name to your emails is the simplest personalization you can do.

But there’s much more to email personalization at scale than that. First, you must genuinely dive into your audience’s psyche and understand them.

To do this, you need to gather data about your prospects and customers. Then, once you have this data, you need to make sense of it. Then figure out how to personalize your emails for your customers.

Email marketing can be a powerful tool, but only if done correctly. Knowing who to send your emails to and when is half the battle; crafting an effective email that speaks to their needs is the other half. With the right tools and a little planning, you can make email marketing work for you.

So, let’s look at the different methods to help you achieve email personalization at scale.

1. Utilize Behavioral Analytics

To personalize your emails, you must first understand your customers by determining their preferences. While you can figure that out by carrying out surveys and asking your customers, behavioral analytics can help too.

Here’s how to collect behavioral data:

  1. Segment your audience into different buyer personas. For example, in your email outreach, you may want to speak differently to a CEO prospect versus a Director level person. Both have different pain points. Segmenting your audience will help you craft the right message for the recipient.
  2. Understand the customer journey for each persona. For example, does your prospect have purchase authority or do they have to ask a supervisor? Knowing this upfront will help you personalize your message more effectively.
  3. Track customer behavior for each persona. Looking at open rates, response rates and click-through rates. Other parameters are a great way to track customer behavior for each persona. For example, as they click through to your website, UTM tracking helps drive prospects from emails to your website. This helps you can see their path to purchase more effectively.
  4. Create an icebreaker for each contact that is a point that would be relevant to them and feel personalized. Do some research before your and create an icebreaker. Having specific reasons to reach out will make you more interactive. It will also give you a personal touch that benefits you in the long run! Write it in such a way that it drops naturally into the message of your email. For example, note which posts they posted on their blog and take a snippet from it. Then when you send an email, you can include a copy like “I love your post on {{topic x}}. It spoke to me.” This becomes a very personalized email and shows this was not an email sent to everyone. You want to show them that you took the time to research THEM, so your message becomes genuine and well-informed.

Boosting Your Conversions via Email Personalization at Scale

Did you know that you can personalize images in your emails to increase conversions?

Segmenting your audience and using behavioral analytics to gather insights, can help you understand how to personalize emails effectively.

In today’s business world, first impressions are everything. That’s why when you’re reaching out to potential clients, it’s important to make a good impression from the start. A personalized image and a offer for coffee can go a long way. It makes you seem like more than just another salesperson. This makes your email significantly more appealing and will help you get the meeting you’re looking for.

email personalization with images in email
Email personalization with images: “[{Yourname}], let’s grab a coffee and I’ll tell you how we can help you.” Source: Lemlist

2. Establish a Team

To achieve email personalization at scale, you also need a dedicated team to oversee your transition. From a traditional email marketing approach to a trigger-based one.

The idea is to ensure the transition is smooth and implemented without a hitch. Your team should include:

  • A Campaign Manager who manages the entire program
  • An IT Staff Member
  • One or more SDRs (Sales Development Representatives) sending out emails. And replying to recipients who want to learn more. Their goal is to schedule as many sales appointments as possible.
  • A researcher who builds your list uses tools like LinkedIn as well as other market research tools. This is an evergreen process.

Remember that this team would need to work together to improve your email personalization results continuously.

3. Employ Technology

Finally, you can’t go anywhere without technology and automation when you’re planning to do email personalization at scale.

Image Source: Giphy

The right technology can help you create numerous personalized variations and triggers. This wouldn’t be possible manually. At the same time, email marketing automation enables you to send such emails on autopilot, when the actions related to the triggers take place.

Some of the email automation tools you can check out are:

  • Mailshake
  • Hubspot
  • Woodpecker
  • Mixmax
  • Lemlist
  • Active Campaign
  • Clickfunnels

Conclusion: Personalize Your Emails at Scale Now

Email is an important marketing channel. Personalization is a must. Consumers are now expecting it. If you’re not delivering, they’ll go to your competitors.

To wrap up, you should utilize behavior analytics and analyze customer usage. You should set up a dedicated team for personalization, and employ technology to achieve email personalization at scale.

However, doing all of this yourself can be challenging. It always helps to work with experts. We at SSC, have a dedicated team of professionals. We can help you with this and many other things. So get in touch with us now.


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