Lead generation is one of the most important aspects of your sales strategy. If you can’t generate calls or meets with clients, you can’t really sell anything. Over the years, I’ve worked with some of the biggest companies, startups, and also ran my own business using Lead Generation Tools. I’ve uncovered seven key strategies that you have to know when it comes to lead generation. This way you can start generating more appointments with your dream customers and close more deals faster.
Tips to Get Started
You are going to want to make sure you read this post until the end because these are going to be the seven biggest lessons that I’ve learned over the years. And just by reading this post, you’re gonna be able to shortcut years of your time. It will really take your sales and lead generation game to the next level.
1. The Right Number of Cold Messages
The first tip and lesson that we have to cover are that when you are sending your cold emails or LinkedIn messages, you want to send about 75 outreaches per day. If you’re doing email, you want to do 75 emails per day, and if you’re doing LinkedIn, you want to send 75 LinkedIn messages per day as well. These numbers will change over time and, honestly, they will continue to decrease because the platforms don’t want you to be spamming people. But right now the number is around 75.
If you want to maximize your potential outreach and keep your pipeline full of potential opportunities, make sure you’re doing this every single day or at least five days a week.
You are out of business if you don’t have a prospect.Zig Zagler, Author
If you send more than 75, you take a risk of burning your domain address and your emails aren’t going to be able to spend more using that domain. If you’re doing LinkedIn and you’re sending more than 75, especially over 100, then you might get banned from LinkedIn and you have to start all over. So make sure that doesn’t happen to you and do 75 consistently every single day. If you’re doing cold emails and LinkedIn together, you can do 75 here and 75 there, combining that into a total of 150.
2. Lead Generation Tools to Be a Friend
Tip number two is to write like you are writing to a friend. I review a lot of cold emails and LinkedIn messages that people send to me and I coach them through how to write this better. The most common mistake I see is that a lot of people write very formal emails. They’ll say something like, “Hello, Sir. My name is Steve. I’m from this company and I would like to schedule a meeting with you.” It’s very robotic, businessy, and hyper-corporate. People don’t really respond to that kind of talk that well.
Instead, what you want to do is keep it more casual, but professional, and talk like you are talking to a friend about a professional matter.
Making your prospects feel like they have an exclusive membership in a club makes lead generation a positive customer experience.Eric Bower, Marketbright
Let’s say you’re giving career advice to a friend. That’s essentially how you want to talk to another person, right? So for example, let’s say in an email, you can say, “Hey, John. I just saw that you wrote an article about XYZ and I really enjoyed it and I loved your perspective on XYZ.” This way it’s kind of casual but professional at the same time. You definitely don’t want to write super formal because it’s really strange, right? If you were to write really formally to a friend, they would think it’s weird. So keep it casual, write as if you were giving professional advice to a friend.
3. Information Overload via Lead Generation Tools
Tip number three is when you are sending your outreach communication, don’t give too much information. If you’re doing cold emails or LinkedIn messages, you only want to give enough information to get someone to agree to a meeting. If you’re giving out too much information, you’re sharing different things you can do, sending PDFs and white-papers and video links. You will soon realize that people don’t really want to spend time clicking on it and reading it.
Understand the Value Proposition
Do take some time out to understand your value prop. In your email or LinkedIn message, you want to keep it light, simple, very clear, one call to action, which is just to book a meeting. Just understand what the prospect’s problems are, show a little teaser on how you might be able to solve that problem, and just ask for the meeting.
Lead generation is a fairly core activity to marketing.Chris Brogan, Human Business Works
4. Call to Actions are Important
Tip number four is to have a clear call to action. Just as I was just saying before, when you’re sending a lead generation piece of outreach, whether it’s a cold email or LinkedIn message, at the end of it, you want to have a call to action. What is it that you want the prospect to do at the end? And typically what I would always recommend is to book a meeting. Whether it’s sending a link to your calendar, asking for when they are available and you just accommodating it, you always want to have a clear call to action, typically at the end of the email, so that the prospect knows exactly what to do if they’re interested.
The sales team owns the sales funnel. But as a B2B marketer, you feed the top of their funnel.
This way they know the steps they can take to communicate with you and move forward with the deal. And you want to make sure you avoid things like “let me know”, or “let me know if we can get a coffee” only because it’s so vague. A lot of people don’t want to respond to that. Make it extremely clear what the next step is and just keep it simple.
5. Follow Up Regularly using Lead Generation Tools
So a lot of times when I talk to people and I ask them if do they do cold emails, they say yeah. And then they say it doesn’t work. I ask them do they follow up, and they say no. And I’m like, okay, that’s probably why. So when it comes to cold email, let’s say you’re sending to 100 people, you want to make sure that you follow up two or three times, right? I would recommend three times, so the total would be four. You send the first initial email, maybe you get a 5% response, send another follow-up email three to seven days after that, you might get another 4%, send another email three to seven days after the first follow up, then you might get more percentages. Overall, you might get, let’s say, a 10 to 25% response rate using this follow-up formula.
Smart marketers know to build qualifying questions into lead forms to form a clearer picture of what people need from you.Axonn
You need to make sure you have a follow-up sequence whether you’re doing it manually, or if you have software to do it for you. And that’s because the magic is in the follow-up. You’re not always going to get the meeting on the first go. You have to have ways to keep following up with your customer because maybe they were busy when they read your email the first time. Always make sure that you follow up.
6. Double Down on What’s Working
Tooltip number six is when something is working a double down. What I mean with this is that when it comes to outbound lead generation, there are many different methods you can use whether it’s a cold email, LinkedIn, cold calling, or even if it’s inbound, like writing a blog, SEO, video marketing. There’s basically an infinite number of ways to generate leads. My recommendation for you, if you’re starting out and you’re getting something to work, really double down on that.
For example, if you’re trying cold email via Lead Generation Tools for the first time, and you’re getting a bunch of meetings from cold email, there’s no real need to try LinkedIn and cold calling. If you want to experiment, sure you can, but there isn’t really a need because if you’re getting a ton of meetings using cold email, just keep doing it.
Go for Gold with the Winner
Go even harder and since you already know what works, just scale it out. Let’s say, for example, you’re getting 15 meetings a week from cold email, you’re getting five on LinkedIn, and you’re getting five on cold calling, right? If you try to split your time doing all three at the same time, these numbers aren’t going to increase that much because it’s difficult to scale and you only have so much mental capacity and good hours of work you can do per day. If you’re getting, let’s say, 15 meetings a month on cold email and the other one’s five, well, I would just forget the other ones and double down on cold email and get that 15 to 30 meetings and your calendar will be booked to the brim.
Dont Break it if it’s Working!
So if something’s working, I really recommend you just figure out why it works and double down and just scale it out using Lead Generation Tools. You don’t need to keep adding different channels. If one channel works, why would you need to do anything else? Especially if you’re starting out, you don’t have the bandwidth and you can’t hire people to do the work for you, double down on what’s working
7. Have Fun all the Time
And now this one’s a little counterintuitive, it might be a little different, but when it comes to prospecting and lead generation, I know a lot of times, it’s not that fun. A lot of times you’re going on LinkedIn, you’re just clicking these buttons, and you’re collecting emails, writing emails, and sending them out, and it’s kind of a lot of work and labor, and you might only get one or two or five meetings from doing hours and hours of work.
I totally get it. However, you got to make it fun. You got to find ways to make it fun, almost like a game, because if you don’t enjoy it and it’s just a grueling process and you hate coming to work every day, well, you’re just going to hate your life and you won’t even be successful in sales because it just takes such a mental toll.
We do a lot of one night stands in lead generation and not enough in long term relationships.Mike King iPullRank
If you start getting excited and creative on how you find the emails, how fast you can do it, how optimized your system could be, how to increase your response rate, and you A/B test and do all these crazy things, well, suddenly it becomes this fun science experiment. It becomes enjoyable using Lead Generation Tools. No matter what product or service you’re selling and how you’re generating leads, you’ve got to make sure you’re having fun. You should enjoy the process somewhat, or at least you understand how this is beneficial to your life. Also, find our how your business and how you can generate income for yourself. Combine this with one of my Visual Storytelling strategies and you are all set for life.
Keep Having Fun
Find a way to make it fun. If you hate your job every day, then what’s the point of even doing it? You might probably just find a different career, but if you’re in sales and if you’re doing lead generation, stick it out, find ways to make it fun. Whether it’s to gamify or experiment with different things, just enjoy the process.
Lead generation is one of the most important aspects of your sales strategy. If you can’t generate calls or meets with clients, you can’t really sell anything.— Siddharth Pereira (@wickedbl0ke) November 8, 2020