Most people will not be sad to wave goodbye to 2020.
Due to the pandemic, it was a tough year for a lot of businesses. Many struggled with sales and revenue growth— or even just staying afloat.
But 2021 is here. A fresh start. A chance to put 2020 behind us. We know more, we’re more prepared, and we’re more resilient than ever. Now is the perfect time to take a breath and reset.
So, let’s get ready to collectively kick-off 2021 with a strong focus on lead generation and sales growth!
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Here are our top 5 lead generation strategies for regaining traction in 2021
Online search continues to be one of the largest drivers of traffic to any given website in any industry. Therefore, it’s important to be aware of how your website is performing, and how you can improve upon it.
For true SEO optimization, sales teams and marketing teams should be working closely together. Sales teams know the ins and outs of what their customers and clients are asking, what their pain points are, and how they phrase them for the online search. This information is extremely important to marketing teams in order to create websites and content that speak directly to customers. This, in its turn, improves conversions and helps to get customers on the phone!
For example, we love this homepage from Mulesoft as an example. It uses a great headline with its main keywords: “Transform your business with API-led connectivity” and includes a very prominent call to action for customers: “Get Anypoint Platform”.
- 83% of respondents said video helps them with lead generation
- 87% of respondents said video has increased traffic to their website
- 80% of respondents said video has directly helped increase sales
Video helps companies and sales teams add a personalized touch to their audience interaction and give an inside look at their people and processes. And the more connected clients and customers feel to a company, the more likely they are to convert!
It’s safe to say the video is here to stay. Find creative ways for your organization to utilize its power.
Take Vidyard as an example. It is a company that lets you include videos in your sales outreach emails:
#3. Webinars and Podcasts
If 2020 gave us anything positive, it was the wide-spread acceptance and comfortability with virtual meetings and events! As we move into 2021, sales and marketing teams can leverage this newfound acceptance to benefit their lead generation.
Webinars and podcasts are a great way to connect with potential clients or customers in an unassuming and laid-back way. They’re also a great chance for companies to build brand recognition in their industry and to be viewed as thought leaders. Not to mention it’s a risk-free way to reach a new audience segment.
Sales Gravy from Jeb Blout is a great podcast that achieves just that. Blout interviews tons of industry experts about their best lead generation strategies – which gives actionable advice, as well as exposure to his guests.
#2. Cold Calling
Cold calling will still be alive and well for 2021. While this past year has been incredibly hard on sales teams, there are steps they must take to begin rebuilding to be both successful and productive in their lead generation:
- Know your value proposition and highlight it right-off-the-bat
- Don’t wait too long to introduce your call to action
- Be personable, but don’t waste your prospect’s time, get to the point in a timely manner
When you can’t keep up with your outbound call volume, let alone increase it to reestablish communication missed throughout 2020, outsource cold calling services to generate more leads
#1. Brand Partnerships
Correlated with webinars and podcasts are brand partnerships. The pandemic produced a huge shift in customer’s feelings toward trust and loyalty. Clients and customers in the B2B environment are now putting more weight into what values a company represents before working with them. They expect honesty and integrity— more than ever.
Partnering with brands who have a similar audience and similar values to yours helps drive up the perception of your brand among potential customers. If a customer or client already has strong ties to the brand you’re partnering with, they’re more likely to trust their associations as well.
For instance, Apple and Nike have a partnership dating back to 2006 when they collaborated to create a way for runners to connect their Nike gear with an iPod for a personalized workout experience.
Increase the effectiveness of your sales and marketing efforts at your company with our easy-to-use follow up software! Blitz is reasonably priced, and is packed with the tools your agency needs! Contact us to learn more!
Michael Meyer is a member of the editorial team at Leads At Scale. His main areas of expertise include business growth, inbound, and outbound marketing & sales.
He is a walking wanderer and a travel enthusiast.