Following on from Matt Haycox’s hugely successful Instagram Live on Sunday, in which he spoke about how to grow sales and build new business pipeline, as well as taking questions from listeners on key topics such as when to scale your business and how to find the right investors, we bring you a few ideas on how to boost your own sales pipeline.
PIPELINE MARKETING
Growing a new business pipeline is crucial for any growing B2B business and with the right strategies, you can establish a strong foundation for future growth. The goal of both lead and pipeline generation is to attract new individuals who are likely to become long-lasting customers, so we’ve highlighted a few ideas to help get you started.
1. TARGET MARKET & CUSTOMER PROFILE
First off, define the types of businesses that are most likely to benefit from your products or services and in doing so identify your target market and ideal customer profile (ICP). Understand their industry, size, pain points and needs. This will help focus your efforts on the most promising prospects.
2. CONTENT MARKETING
Create high-quality content that demonstrates your expertise in your industry. This can include blog posts, whitepapers, case studies, webinars, columns and newsletters. Share this content through your website and social media to attract potential B2B leads. Great marketing will ultimately help you sell more. Cast the net wide, the more potential leads you reach the more chance of success.
3. NETWORKING & INDUSTRY EVENTS
Attend relevant industry events, trade shows, and conferences to meet potential customers and grow your network. Build relationships with industry peers, partners, and prospects. These in-person interactions are invaluable for generating leads.
4. LINKED IN & SOCIAL SELLING
LinkedIn is a powerful platform for B2B lead generation. Optimise your LinkedIn profile, join industry groups, and engage in meaningful conversations. Share your expertise and connect with potential clients. The number of CEOs actively engaging on social media has doubled over the past two years, according to new data, and LinkedIn is the number one B2B networking tool.
5. WEBINARS & WORKSHOPS
Hosting webinars, workshops or podcasts on topics of interest to your target audience can be an excellent way to generate leads. Promote these events through your website and social media and collect attendee information for follow-up.
DON’T MISS OUT! Talking of which, Matt Haycox will be taking to Instagram Live again in the next few weeks to answer any business-related questions you may have. Follow his social channels @MattHaycoxDaily and @TheMattHaycox to keep posted on the next date. But for a regular dose of insights and tips, sign-up to his weekly newsletter, below.
6. COLD OUTREACH
Proactively reach out to potential leads through personalised cold emails and calls. Research your prospects to tailor your messages to their specific needs. Cold outreach can be highly effective when done correctly.
7. B2B LEAD GENERATION TOOLS
Consider using B2B lead generation tools and databases to identify and reach out to potential prospects. These tools can help you find and qualify leads more efficiently. Not all leads are equal, so implementing a lead qualification process to determine which leads have a genuine interest and the budget to make a purchase can be a crucial time-saver.
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