Not getting the quality leads you’re looking for? Today, many organizations are optimizing their B2B lead generation strategy through Business Facts, market research data, and prospecting. Here are some helpful tools you can use to start generating more company revenue.
Business Facts Are Built To Inform You of Business Conversions
Business Facts is a weekly report of business status changes; it also provides a list of new companies in the Atlanta market. This report contains crucial information for any company practicing B2B selling through direct mail, email, or cold calling.
Business Facts contains a list of hundreds of up-to-date sales leads each week. These businesses are companies that may be growing, moving, or expanding their operations. In addition, the weekly report also notes changes in business licenses, ownership, relocations, lease ending dates, and other related business information.
These reports include detailed information such as the:
- Company name
- Address
- Phone number
- Fax number
- Industry
- Number of employees
- Company establishment year
- SIC codes
- Contact names
- And more
Business Facts is a crucial component of your construction company’s B2B lead generation strategy. These reports advise you of important business changes to anticipated construction projects; they allow you to contact the necessary project manager or other decision makers for the job.
A Company’s Lead Generation Solution Reflects Their Sales Outcome
Lead generation requires a significant amount of strategy from your sales team. Although it takes a lot of time and planning, an efficient approach positively impacts your company’s sales outcome. In addition to Business Facts, here are some ways your company can optimize its lead generation strategy:
Identify Lead Qualifications
Lead generation isn’t about finding a lot of business leads; it’s about securing the right ones. Lead qualification is about discovering construction projects that provide your business with a reasonable ROI with the potential of doing business again in the future.
Develop Market Research Data
Market research is the process of gathering data about your potential customers, competitors, and the region you serve. Market research enables you to find new business, set sales goals, and plan for future growth.
How To Prospect Effectively For Business Growth
Many companies have the wrong interpretation of “prospecting” because they believe it’s developing a list of every company in the area and asking if they have any construction projects on the horizon. While this may be true for companies who don’t understand an effective sales strategy, prospecting is much more than “list building.”
The prospecting process is identifying potential opportunities in the market with companies you’d like to partner with. Here are some prospecting methods to help you effectively generate B2B sales leads:
Envision Your Ideal Customer
Like we touched on earlier, not every business opportunity is a quality business opportunity. Envisioning your ideal customer allows you to narrow down the number of prospects in your sales pipeline so you can target the type of projects you want for your business.
Determine How You Plan on Contacting Them
There are several ways sales reps can get in touch with potential customers. In our 35 years of business, we’ve recognized that cold calling is the most effective method if you want to set appointments with prospective companies. Cold calling allows you to talk directly with a decision maker and understand their project needs and potential pain points.
Make Your Sales Pitch Relevant
Adding value to your sales pitch is always ideal because it allows the prospect to understand your company better. However, it’s important to make sure the information you’re providing them is relevant to their wants and needs. There’s no benefit to pitch a product or service they have no interest in learning more about.
Send Personalized Emails
Emails alone don’t stand as an effective lead generation and appointment setting strategy. However, when paired with cold calling practices, they can provide a significant amount of value. It enables the prospect to take a look at your website and digital content on their own time.
Regularly Follow-up
Sales reps often get told “no” more than they get told “yes.” Most of the time, the timing of the call isn’t right, and the prospect needs a few more weeks or months before getting into details about the scope of the project. Regularly following up via phone call or email is an effective way to nurture the relationship and assure the prospect that you haven’t forgotten about their potential partnership.
DEC International Is Your Partner in Market Research
Conducting market research lays the foundation for a productive B2B lead generation strategy. DEC International is a lead generation service provider that works with construction companies like yours in the Atlanta market to help them optimize their sales process and generate new business opportunities. We’ll help you scope out the market and develop an effective sales pipeline with all the most up-to-date and relevant information.
Once we gather all the necessary details about your prospects, market, and competitors, business growth is in your hands. You can take this information to your sales team and start reaching out to prospective customers. Give us a phone call today to start maximizing your business’s potential.
