If you have the sly job of getting leads for a B2B sale you are IN LUCK! Why? We just happen to know a thing or two about how to cultivate those suckers. Lead cultivation is an art form, you need to be visible as much as you can during a sales cycle. Here are 5 things you can do now…
Forms – Make sure you ask for the LEAST amount of information you need in order to follow up. If you can sneak by with an email address, a name and a company name you can do a bunch of research to populate your CRM database with more information. Head on over to LinkedIn to get their title, go on over to their website you get from LinkedIn to get their contact information and address. Sacrifice doing a bit more of the legwork to get more leads. Use forms that are provided by your CRM company (Zoho, Batchbook, Insightly, Salesforce), your email marketing company (VerticalResponse, Mailchimp) or Wufoo.
Follow Up – Make sure that as SOON as they sign up through a form, you get an email out to them setting expectations. You might want to thank them for signing up, introduce yourself, even give them something free like a piece of content that might help them in their busy day.
Get Creepy – Ask to connect with them on LinkedIn. After your connected you can also “Like” any content they might post on their LinkedIn. You can also follow them on Twitter and favorite or retweet one of their posts. If they have a Facebook page make sure you Like the page and their posts. This puts them in your feeds so you know what’s going on with them and they see your name.
Stalk – If you’ve got any content like guides, white papers or some great posts on Facebook, email them and ask for the follow or include the link for them to download your content. If you’re having regular webinars email ALL LEADS the invite. You want to make sure you’re in their faces at any given point.
Email them – Email is far from dead! If you’ve got an informational newsletter that you send out weekly (and you should!) you need to include them in on that email. When they’re ready to buy the product or service you offer you’ll be once again IN THEIR FACE!
There you have it. Happy stalking!