1. Actively hunt for leads
This often involves contacting cold leads by phone or email. The overall reach is very high, but the risk of bad leads is even greater. Cold leads are companies that do not know your brand or have little interest in it. You therefore often have to make large investments to even reach this type of lead. And the likelihood that these leads will convert in the near future is low .
2. Collect leads passively
Passive “trapping” is a different matter. With this strategy, you directly attract leads who have already interacted with your company several canada number data times and are also interested in your product. For this reason, the passive form of lead generation is in most cases of higher quality and at the same time costs your company less .
Tip: Would you like to learn more about which specific marketing measures (such as content marketing, SEO or email marketing) you can use for passive lead generation? Then read our top tips for B2B lead generation !
What should you consider when using a passive lead generation strategy?
You might now be thinking that a passive lead generation strategy in the B2B sector is relatively complex and requires a lot of effort. But don’t worry, you can get started very quickly and you don’t need an extensive CRM system. What you do need, however, is clear communication . Especially between marketing and sales, but also within sales.
Two measures are at the centre of this:
1. Define what is considered a good lead
First, it’s important to define which the increasing demands on networking companies are considered high-quality leads . Let’s say you’re only focused on B2B. This means you should try to achieve high reach in the B2B space, not the B2C space. It sounds so simple, but it often goes wrong.
The size of the company is also an interesting factor: Large companies often have long decision-making processes and need a lot of information from you. It is therefore best to start where you feel comfortable. For example, focus only on companies with 10 to 100 employees.
Our advice: also define the leads you don’t
want and set up warning signals for them. Everyone on the team should be able to actively point out when such leads arrive. You don’t want to chine directory waste time and money on leads that don’t convert. You focus on B2B and get a lot of B2C leads? Make sure you know about them and understand why these leads end up in your funnel. This is especially important if you invest a lot of time and patience in following up on leads. Even if you don’t spend money, it’s always useful to know the quality of your leads. This will help you determine if the source of your leads can be optimized.
Tip: This is exactly where a lead generation tool like Leadinfo comes in. It allows you to easily identify your anonymous website visitors. This way, you can find out which companies are particularly interested in your product and can then only include relevant companies in your target customer list .