Turn B2B Leads Into Closed Deals In Five Ways

Closing business deals is always hard. 

After all, sales leads are sales leads because they have an interaction or relationship with you. It is in taking it to the next level that things can be a bit challenging.

First of all, you are not solely selling something. You also have a business to attend to. That is why we leave the job to the others, particularly to our B2B lead generation specialist. Now, what can you do if you do not have one (be it due to budget constraints or with the nature of your business)? A lot of things can go wrong if you do not know where to start.

But, if you are able to read this article, then you will learn some pointers in converting B2B leads into B2B deals, such as:

  

1. This can be long process
   

   Lead generation is no instant transaction.
   
   This is something that takes time to process, since you have to have a conversation with them first, and this takes time to complete. Just get on with it and keep talking. Besides, nurturing B2B leads is also an important part of marketing.
   
   
   Related: Jedi Mind Tricks: The Psychology of Sales Persuasion
   
   

2. Always keep your objectives clear
   

   You know that having an objective is important in keeping your team focused, but you must be able to build one that is clear and aggressive.
   
   Ideally, you should aim high and realistic, like signing a deal or making sale happen. Words like building relationships and the like will not get you anywhere at all.
   
   

3. Close the deal naturally
   

   While you may have aggressive objectives, you are constrained to where the conversation takes you, as well as its pacing.
   
   While you can steer it towards the desired direction, you cannot rush the close. It is up to your skills as a marketer to lead your telemarketing prospects into making a deal with you. It must also be a decision that is agreeable to both parties. This is something that you cannot afford to mess up.
   
   
4. Ask for the sale when the time is right
   
   While you cannot hurry the close, you should also be aware of whether the prospect is approaching a decision.
   
   And if you are sensitive enough, you can tell if they will do it with your company or not. If they decide to partner with you, then ask for the sale. There is nothing wrong with that. Besides, this saves both of you time, in terms of the marketing process, as well as the paperwork that both of you will have to manage.
   

5. Stay positive
   

   Yes, lead generation is a very stressful job, one that has a high rate of rejection, and with very few sales leads to earn.
   
   But you have to admit that the few leads you get may actually be the big ones. Besides, there are other things that you can be happy about. You just have to know what these are. That will keep you from getting depressed.
   
   

Easy tips, right? Keep these in mind and you will be all right in lead generation.

How To Be The First Choice In A Lead Generation Campaign

In terms of generating good B2B leads, what makes all the difference in the B2B lead generation game is to be the first choice of the customers.

After all, when you are the first choice, your customers will go straight to you. And only an idiot will let go of such opportunity.

This is something that you need to take care of properly as you look for potential sales leads. And while we may want to know the various ways to attract more customers, what actually matters is how to make that attraction really stick in their minds.

We ought to have a lasting good impression, and you can do that by following these tips:

First of all, you need to build trust.

Establishing this at the very start of your telemarketing campaign is very important. This is, shall we say, is the true test of marketers.

So, how will you approach this? We can start by figuring out what the prospect’s problem was. You can then suggest the best solution for that. And if necessary, you should also help them compare your product to the others. This will show your prospects that you are a reliable person.

Now, when we are dealing with price, it pays to have a comparison chart of your offering and that of your competitions.

It would be nice if you can get a third-party to provide those numbers.

Still, you have to make sure that you are able to explain your pricing sufficiently to your prospects. If it is too high, explain to them the reason for it. If it is too low, it is the same thing. It is all about reasoning, anyway.

Another thing: most marketers, after meeting their prospects in an appointment setting campaign, wait for the customer to ask for the price after their presentation in order to increase value.

A good tip, one that quite radical, is to offer pricing before the buyer asks for it.

Related: How To Compete Against Cheaper Competition In Lead Generation

Tell them upfront about it and then show why the investment costs what it cost.

This approach shows confidence, keeps the marketer on the offensive and prevents unnecessary negotiating from the side of the prospects.

You need to understand that trust is the one most valuable asset that your company can ever get in this kind of business. You are aware of how risky it can be to spend money on projects or other activities where you have no assurance of it getting returned.

In the case of your customers and prospects, you would want to put them at ease. There is no point talking about business if the person you are talking to does not really see your offer as significant or if your words are not convincing enough for them. You had better put your best efforts on this, lest you end up losing in the lead generation race.

Trust is, and will always be, an important business investment. You had better work well on your B2B appointment setting processes if you want to be successful there.

Two Things That Are Helping Businesses Get More Leads And Appointments

Business appointments  and qualified sales leads can be hard to come by if you're not doing the right things to attract potential customers. 

If you think your prospects are simply going to appear in front of you thanks to your vast social media presence, think again. Though these marketing methods might help, there is still no substitute to traditional marketing methods like  cold calling and email marketing. 

That's right, these old school methods are still effective, even though you might consider them as old as dirt.

Cold Calling

Why would you want to sell your products using such an old-fashioned marketing method? 

Because it is undoubtedly effective. This age old method of selling is a great way for not only appointment setting, but also to sell your products and services directly to your prospects. When your business leads receive a  telemarketing call, they immediately know that you are a seller, and that means you don't need an elaborate introduction as to why you're calling them.

Your telemarketers  need only to concentrate on proving the benefits of your product or service to the customer. The decision for a purchase can be made immediately during that call, which also means that the longer and the more prospects your telemarketers  get to call, the more they can sell. 

It goes the same for appointment setting. 

Telemarketing for  appointments allows for an immediate response from the business leads or prospects. Schedules can be set or changed quickly, without any time wasted waiting for the prospect's response.
 

Email Marketing

A prospect's email address is by far the easiest contact information to acquire, which is why it is also the easiest methods for online marketing. 

Moreover, email marketing is basically free, and hiring a  professional email marketing company is relatively cheap. So if you want to get more business sales leads, then you should definitely do more lead generation using  email marketing.  

Related: What is the best first move--cold calling or emailing? An argument settled


Because telemarketing  and email marketing are both old marketing methods, they are much cheaper than most popular marketing strategies today. 

And because they are cheaper, you can get more business leads,  appointments or sales for the same budget than you would from SEM (search engine marketing) or SMM (social media marketing).