Streamline Your Lead Generation Process with BANT

Remember your boss telling you “Every lead is worth chasing down?” Well this concept may no longer be relevant in most sales cycles. Instead of spreading yourself wide across all the leads you generate, you need to focus on leads that you know are going to convert, maybe today or the next year! IBM conceived an idea known as BANT, which is now being effectively used in many businesses to identify and follow up on leads that have a better chance of conversion.

What is BANT?

BANT is an acronym of Budget, Authority, Needs and Timeline.

B – Do the leads have the budget for your product/service?

A – Is the lead authorized to make the purchase or is someone else the decision maker?

N – How much do they need the service/product you are offering?

T – When does the lead want to purchase?

How to choose leads based on BANT?

On a general rule, sales team pick leads that qualify on 3 of the 4 criteria in the BANT leads list to follow up on the lead. However, choosing the criteria depends on the service or product that you are offering or the expectation of the lead.

Budget

If the lead doesn’t have a budget to make the purchase, then you will surely not want to follow up on the lead. However, you could put it on hold and contact them if and when you have any deals or discounts that they may be interested in.

Authority

Authority is an important factor in determining whether or not you need to follow up on the lead. If you are just having back-to-back discussions with a lead who has no authority to sanction the purchase, then you could be wasting a lot of your time. It would be better if you can ask to talk to the decision maker and then decide whether or not to follow up on the lead.

Does the lead actually need the service or product you are offering? If no, it is not worth your time following it up. You can start working on leads who may require it.

Timeline

Most sales persons get frustrated because they diligently follow up on leads and then find out that they are looking at a longer timeline. Get the details and also check if they are looking for other solutions or options.

You can identify the right leads using BANT and follow up on them to streamline your lead generation process. Identifying the most important criteria of BANT depends on your leads, business and process. Work efficiently and get maximum conversion of your BANT lead follow ups.

Submitted by

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January 22nd, 2019

Tips for an effective B2B lead generation strategy

Definition          

The basic aim of any lead generation campaign happens to be the initiation of consumer interest. In case of B2B lead generation, rather than the end consumer, the B2B lead generation strategies are designed to pique the interest of the people in the higher ranks such as CEOs, managers and so on. They are also meant to cater to long-term interests involving longer sales cycles.

Though businesses employ a wide range of B2B lead generation tactics, the goal of each of the B2B marketing strategies happens to be more leads, more sales and more ROI.

The process

B2B lead generation

 

There are several lead generation marketing practices in use currently. Some though old have stood the test of time, but several new practices have been adopted to cater to the changing demographics of the customers as well as to accommodate the increasing digital interaction that has become the norm.

Successful B2B lead generation plan

To help businesses develop a successful B2B lead generation plan and promote themselves effectively, a number of B2B lead generation companies are available who can come up with a host of tried and tested B2B lead generation ideas.

 

B2B lead generation plan

Following are some of the useful strategies as far as B2B lead generation is concerned:

  • Make the communication as personalized as possible as it tugs the right cords and gives you the edge, especially in the cases of email and content marketing.
  • Make the best use of the available consumer data, especially the pages they visit to gauge their intent and play to their liking for a more personalized and effective consumer experience that can do wonders for your business.
  • Post blog content regularly, about 11 or more times in a month, to attract traffic to your website that will by default increase the B2B lead generation too.
  • Keep your website as up-to-date and as interactive as possible. The content, its presentation and the ease of finding the desired information can greatly influence the buying decisions.
  • Live chat functions are quite useful and can positively influence your website visitors.
  • Use the email marketing to your fullest advantage as it generates maximum results for minimum cost.
  • Develop a strong incentivized referral program as word-of-mouth referrals are successful in more ways than one.
  • Make use of live events or their online counterpart, which is a webinar, as they offer a great opportunity for B2B lead generation.
  • Use the social media platforms of Twitter, Facebook, LinkedIn, Instagram, YouTube and Snapchat effectively to your advantage.
  • Create brand awareness by answering queries related to your brand, services and/or products on Quora.
  • A mobile device in every hand only entails that your website is optimized to quickly load on mobile devices as slower mobile sites can really hurt your business prospects.

Take the help of a reputed and experienced B2B lead generation company to ensure higher ROI and boost your bottom and top lines.

Submitted by

fccs
on
November 17th, 2018

How to Use White Papers for Lead Generation ?

It is a known fact that B2C marketing techniques are completely different from B2B marketing. From the mode of marketing to the target audience, both need to have different approaches. A recent market research found that nearly 60% of respondents said that white papers are the best way to reach out to the B2B audience. A white paper is not a sales pitch, but an informational post. It is generally aimed at the mid and senior management in a company. If you want to use whitepapers for lead generation, keep the below points in mind:

 

Choose a topic that attracts the reader

 

An important aspect of online lead generation is to write posts that appeal to the reader and attract their attention. The topic should trigger their attention, answer their question, or question them to explore your post to find answers.

 

Write informational, not marketing posts

 

As mentioned earlier, white papers are meant to give much information as possible to the reader. Keep the audience in mind when you create the white paper. You need to back up the content in your post with relevant data, market survey reports, and trends. The white paper needs to be based on the service or product offered by the company and should give relevant information to the decision makers in the purchasing company.

 

Support facts with graphics

 

Market studies show that posts with images are more likely to capture the reader’s interest and attention than posts without graphics and images. So, have as many charts, graphs, and diagrams to explain the context of your white paper. While using whitepapers for lead generation, you need to keep your readers focused and encourage them to visit your websites. Plus, the graphics will help the reader easily understand the information you present in your white paper.

 

Promote your whitepaper

 

Whitepapers for lead generation is effective only when you promote your content across various channels. You can create blogs based on your white paper and share them across different engines. The social media is a great platform to reach out to a wide audience. If you have email subscribers, you can share your whitepaper with all your subscribers. Effectively promote white papers and generate more leads.

Submitted by

fccs
on
October 16th, 2018

Hire the Best B2B Lead Generation Service in India

Clients are the prime reason for the existence of any company and leads are the source for the clients. So, it’ll not be an overstatement to say that leads are the lifeline of your company that bring in clients and ultimately business, profits and growth. B2B lead generation, therefore, is an important task for any business and a crucial position to occupy.

 

Though the Internet can get you anything and everything these days, it can’t help you lay your hands on a bag full of leads. Instead you need to know how to use it strategically along the way in conjunction with other activities, interactions and effort for a successful lead generation. You may even take the help of B2B lead generation services in India and given their focus and expertise, you are more likely to taste success in the B2B lead generation task.

 

Following are some tips for B2B lead generation:

Social media

  • Use social media to direct visitors to your website by providing links to your website and/or your landing page
  • Create newsletter signups on your social media pages
  • Prompt your visitors to give you feedback, visit your landing page or present them with one of your products right there
  • LinkedIn is the strongest social media platform for B2B lead generation, so make sure you are active by joining groups, participating in discussions and even pay for lead collection.

Free stuff

  • Give away useful digital tools and/or resources, content, images, tracks, guides and more to your interested visitors
  • When they give you their email address for delivery of the stuff, it goes into your database for use as a lead

Marketing Automation

  • Helps you deliver the most relevant content to each of your target audience which increases the probability of converting them into your clients
  • It saves your time by taking care of time-consuming and repetitive marketing tasks
  • It even keeps track of the buying and social media behavior of your target audience to help you fine tune your marketing strategy in order to maximize the conversion rate
  • Though it’s not a breezy affair, if you put in hard work in the setup process, then the whole thing is a success

Take the help of one of the B2B lead generation services in India for a successful and convenient lead generation strategy that can do wonders for your business growth and profits.

Submitted by

fccs
on
September 10th, 2018