Generating leads for small businesses is a daunting task for small business owners. They often struggle to figure out the right lead generation strategy that works for them. They also can’t afford to have enough people or the right people to generate leads for small business. The main reason is that they have very limited resources. Yes, these reasons seem to be very valid. But the game is to break through the barriers to success.
Some companies spend a few thousand dollars to buy small business lead lists. Though it looks promising, the end result is not as lucrative as it appears. Generally, the leads are stored in a database for a period of time. The prospects might have changed companies or promoted to newer titles. So, the leads available in the list are almost obsolete. What’s more? When you buy leads, you and your competitor might get the same set of leads since the vendors sell the same set of lists. You lose your competitive advantage too.
When you observe top-performing small businesses that have increased revenue, profitability and lead generation capabilities in the last couple of years, they do certain things that make them successful.
Target the right audience: This is one of the most primary and important element for small business lead generation success. When you know who your target audience is, the industry they belong to, their needs, likes, budget, the challenges they face, you can position your product/service accordingly. It helps you to addresses their problems and enable you to grab their attention.
Leverage Social & Professional Networks: Social networking sites are one of the best places to find targeted leads for small businesses. Creating Facebook pages for business, Twitter business profile and Small Business LinkedIn pages can help your small businesses to increase your online presence. It provides you an opportunity to find potential prospects and engage with them. LeadGrabber Pro helps you to Generate Leads for Small Business from Social Networking Sites.
Measure your marketing efforts: Measuring your marketing efforts is equally important. You can’t continue spending time & money on something that doesn’t produce the desired results. There is no “one-size-fits-all” strategy. You have got to try different things to find the one that works for you. So it is very essential that you measure your marketing efforts.
Have the right people at the right place: When you have the right people to generate leads for small business, they can help supply the sales force with a stream of qualified sales leads. But, being a small business, you can’t afford to have too many people.
Virtual assistants can come handy in these situations. These virtual assistants work 24×7 for you generating leads for small business. It helps you generate leads, build verified business email lists and sends it to your salesperson’s inbox. You have to download and jump start your marketing campaigns.
Despite the challenges, small businesses that follow the best practices always emerge victorious.
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B2B selling is all about selling to C-level decision makers.
But, selling to C-level executives is one of the major challenges faced by B2B
Let’s find out. But before that, let’s know who the C-level decision makers are.
Who are C-Level Decision Makers
They are top-ranking executives in a company who make the
best decisions for the company that will enable them to sustain and grow. They
are also called as C Suite executives.
Some of the C-level decision maker titles that we are familiar with are Chief Executive Officer (CEO), Chief Operating Officer (COO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), Chief Information Officer (CIO), President, Vice President, Director, etc.
Why C-level selling is a challenge
Having said that C-level decision makers are top-ranking executives, they are always busy. At the same time, they are the most wanted people for sales & marketing people. Because they are the ones who decide whether the company needs to buy your product or not.
Since C- Level decision makers are often busy attending meetings & traveling, you can’t reach them easily. C-level executives are well guarded by gatekeepers. These gatekeepers are trained to keep the sales & marketing folks away from reaching the C-level decision makers.
Despite the hurdles, you have to somehow reach those busy C-level decision makers, but how?
How to reach C-Level decision makers
Reaching C-Level decision makers is a Herculean task. Yet, one of the best ways to reach them is via email. It doesn’t hinder their daily routine and business schedules. You can quietly get in front of busy executives by reaching their inbox.
You can find C-level decision makers on the Internet. Professional networks, social media websites, company websites and forums are some of the places where you can find them. But you can only find their names and company names on these places. You cannot easily find C-level contact information on the Internet or social networks. If you have to find business email address or phone numbers, you have to manually search the Internet.
If you are a search expert, you can use various search scripts or email patterns to append business email addresses. It is a tedious and time-consuming task. If you are a novice, things get even worse. Sometimes you might only have a list of companies and you will have to figure out the C-level decision makers in those companies. It gets even tougher. This is where a C-Level Management Finder such as LeadGrabber MF Pro can be handy. LeadGrabber MF Pro helps you to find C-level decision makers along with their business contact information and reach them in no time.
Reach C-level decision makers without hassles
LeadGrabber MF Pro is a powerful software that helps you to
find C-Level decision makers in no time. You can find decision makers based on
industry, location, title, company size, keywords, etc.
The software performs deep web searches and finds the ‘right person’ in your target companies.
What’s more? The software also helps you find C-Level decision makers’ contact information. It helps you to append verified business email addresses and phone numbers in no time. You can reach C-level decision makers via email without bothering their busy schedule.
If you have a list of target companies, LeadGrabber MF Pro finds C-Level decision makers in those companies. It also appends their business contact information.
LeadGrabber MF Pro enables you to bypass the gatekeepers. It helps you to reach C-level decision makers without any hassles.
5 Proven Ways to sell to C-level executives
Now, you have the targeted C-Level executives list with verified business contact information. The next step is to reach their inbox with a compelling offer that they can’t resist and start selling to C level executives. But before that you have to ensure the following:
1. Research – Before reaching them, check out the C-Level decision maker’s profile & company profile on LinkedIn. Find out what they do. Research on their industry/business. It will help you to know about the challenges they face. This helps you to tailor your message and connect with them.
2. Personalize – C-level decision makers are likely to respond to personalized emails that are very specific and relevant to their industry or business.
3. Keep it Simple – This is very important. C-level decision makers are always busy and have very little time. So, keep your messaging simple and to the point. At the same time, it has to grab their attention and compelling enough to evoke a response. Keep your selling process simple as well.
4. Offer Value – Highlight the unique value that your product or service offers. Explain how it can impact their business.
5. Be a Trusted Advisor – Provide solutions that can solve your prospects’ problems, increase productivity, save time & money, increase sales & revenue, etc.
With LeadGrabber MF Pro, you can find & Sell to C-Suite selling is a breeze!
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generation/lead generation teams are the ones that feed the sales pipeline with
a steady flow of potential sales leads. But studies reveal that marketing teams
are unable to generate sufficient sales leads to keep the salespeople busy. It
means that your sales pipeline would eventually dry up at one point or other
which would severely impact your sales conversions as well as your company.
However, successful salespeople have a remedy for this. They don’t solely rely on marketing or a particular source of leads. Instead, they always look for new sales leads. Successful Salespeople Generate their Own Sales Leads to keep their sales pipeline full. This helps them to constantly fill the sales pipeline which in turn enables them to reach more prospects, improve sales conversions, increase sales revenue and be always on top.
How Salespeople can Generate their Own Leads
The Internet has opened up huge opportunities to generate sales leads. Sources such as search engines, company websites, social networking sites, professional networking sites, blogs, forums, association websites and user groups are some of the places to look for potential sales leads.
However, social & professional networking sites are one of the best places to find targeted sales leads. You can find prospects based on industry, title, skill set, company size, location, and a lot more. You can also find prospects from niche markets that you cannot find anywhere else. Social media groups help you to narrow down your search further to find potential sales leads based on a specific industry or skill set or technology.
Manual Process – Time Consuming & Tedious
When you generate sales leads
from social networks, you have to do it manually. You have to copy-paste the
prospect data from various sources to an Excel file or your CRM. Most of the
times, you will not find the business contact information of your prospects
(especially C-Suite) such as business email address or phone number on social
networks. Therefore you have to manually search the Internet to find the
business contact information of the prospects. It takes a lot of time and
Salespeople will always have a list of things to do – calling prospects, follow-up calls, email activities, closing sales, updating CRM, etc. In addition to this, if salespeople have to generate their own leads manually, it would take a huge toll on their productivity. It might either affect their sales or lead generation. But, both are important. Therefore, salespeople need a solution that can help them generate their own leads without losing the focus on their sales activities. This is where a lead generation virtual assistant comes handy.
Lead Generation Virtual Assistant to generate your own leads
LeadGrabber Scheduler, a lead generation virtual assistant, helps salespeople to easily & effortlessly generate sales leads and it completely automates the B2B list building process.
All you have to do is:
Search for prospects based on title, location, industry, company size, etc. The search results display thousands of profiles that run across many pages.
Add the search result to the scheduler. The entire search result is now split into smaller chunks of search results. For example, if the search result displays 2000 profiles, Scheduler splits the results into 4 sets of 500 profiles each. Scheduler can help you build up to 50,000 leads at one go.
LeadGrabber Scheduler automatically schedules the B2B list building process on a daily basis. Based on the schedule, LeadGrabber Scheduler builds the list of prospects and then appends verified business email addresses and phone numbers of the prospects. Once the list is ready, the tool automatically sends you an email along with the list. You don’t have to manually intervene anymore. It’s all set!
When you have a list in your CRM without LinkedIn IDs, it’s difficult to email or call those leads without any context. Unless you know some background about them, how do you frame your intro email or phone call? Questions like ‘what are they really responsible for’, ‘what are their interests’, ‘do we have something in common’ – these questions go unanswered with just a name, title and company. So, the next obvious solution would be to find LinkedIn ID of those prospects and research that.
LeadGrabber Pro helps you to append LinkedIn URLs of hundreds of prospects with a click of a button. All you have to provide is Name and Company.
Here’s how you can do it in 3 steps:
Import your Names and Companies from your CRM into LeadGrabber
Click the Append LinkedIn ID button
Once the Append process is done, export the updated list from LeadGrabber to CSV / Excel / your CRM
How does LeadGrabber Pro find LinkedIn ID?
LeadGrabber is an automated, expert-level, Internet research tool. The software searches public documents and search engines to find LinkedIn ID. It instantaneously does real-time live research, so that all the data is correct and updated. It does not refer to any pre-built database, because those databases decay at the rate of ~2% a month.
How to find LinkedIn ID if a person no longer works in the same company?
LeadGrabber has the smarts to figure that out. It helps you Find LinkedIn ID even if a person has moved companies. And it will also mark that record with a different color so that you know the person has moved companies.
Can I get the updated business email address and phone number of the person who moved companies?
Yes, LeadGrabber does that for you too. Just click another button called “Append Email and Phone” – we made it that simple.
Can I try a few samples to see if Find LinkedIn ID works for me?
Yes, of course. Fill up this form and we will get back to you with a trial. Just make sure to tell us you are looking for the Append LinkedIn ID when we call you.
As a leadgen person, my primary job is to build targeted prospect lists from professional and social networking sites, run email campaigns, fix appointments with key decision makers and then pass on the baton to the sales team.
To do this, I would search for prospects based on the title, industry, location, company size, etc and build a list of prospects. Most often, these prospect lists will not have any business contact information. It means that I would only have a list of prospects with name and company name. I had to find business email addresses and phone numbers for those prospects to make the list usable. Once the list is ready, I would schedule them for email campaigns.
I wished if I had an LeadGrabber Build Scheduler tool that can automate the above process, it would do a world of good to me.
My wish was granted.
LeadGrabber Build Scheduler tool for Automated B2B List Building
Yes. eGrabber has come up with a powerful tool called LeadGrabber Scheduler that completely automates the B2B list building process.
All you have to do is search for your target prospects. Then you can go 100% hands free!
Yes, I mean it. This unmanned build scheduler tool does all the list building tasks for me.
How LeadGrabber Build Scheduler tool Works
Now, with the new tool what I do is,
Search for prospects based on title, location, industry, company size, etc. Most of the times, I would search for CEOs, CTOs, Founders, VPs, Directors, etc. The search results display thousands of profiles that run across many pages.
The next thing I do is add the search result to the scheduler. The entire search result is now split into smaller chunks of search results. For example, if the search result displays 2000 profiles, Scheduler splits the results into 4 sets of 500 profiles each. Scheduler can help you build up to 50,000 leads at one go.
LeadGrabber Build Scheduler automatically schedules the B2B list building process on a daily basis. The Build Queue folder displays the daily builds. Based on the schedule, LeadGrabber Build Scheduler builds the list of prospects and then appends verified business email addresses and phone numbers of the prospects.
Automated List Building – No Manual Intervention
What’s more? Once the list is ready, the tool automatically sends an email along with the list to the specified email IDs.
I don’t have to manually intervene anymore. It’s all set!
Build lists even if you are out of office
I had to be out of office for a week and LeadGrabber Build Scheduler tool came in handy for me.
I just set it up before I left for 1 whole week. During my absence, LeadGrabber Build Scheduler automatically built prospect lists for me. To be precise, 500 leads per day along with business email address and phone numbers. Also, the list was emailed to my colleague on a daily basis without any hassles.
What more can a leadgen person ask for?
Now, I run the tool and work on other tasks that need my attention.
LeadGrabber Build Scheduler tool takes care of my list building tasks – It’s completely automated. You can’t find a better tool to automatically build targeted prospect lists.
Why LeadGrabber Build Scheduler is insanely irresistible!
My B2B list building process is completely automated and taken care of.
I am able to save a huge amount of time which I would otherwise spend on building lists.
Now, I am able to spend more time with my prospects, follow up with them and close more sales than ever.
Take the last 10 clients you had. Visit their personal and company LinkedIn profiles, note down the following aspects of their profiles. We are going to use these aspects in searches that we will perform later on.
(the usual aspects)
current job titles they hold – yes, multiple titles
past job titles they have held – there are times when the decision maker’s early experience clearly defines what people they will hire in the future
industry of the personal profile – note this, but don’t give this too much weight; you’d be amazed how few people change their industry to keep up with their current position
industry of the company profile
keywords in the Specialties section of the company profile
any unusual keywords in their personal profile
(the unusual aspects)
number of employees on LinkedIn – this is a different number than the company size parameter on LinkedIn – lots of companies grow and forget to update the Company Size field on their LinkedIn company page
which school they went to – useful while writing cold emails later on
which LinkedIn groups they are part of – remember, “A” players hang out where other “A” players are found
which skills are they recommended for – we have had amazing results from here
Write all these down in a scribble pad. Yes, use the pen and paper. It’s only 10 profiles. Its’ amazing what patterns you see when you write down stuff.
If writing does not work, use an Excel sheet. It’s useful when you repeat this exercise a few weeks or months later, if you so decide.
Step 2: Search for your target persona
In this section we are going to do actual searches with real results. Bookmark some of the links shared here and learn how to modify them for your needs. Bookmark this article too – because link formats change over time and sometimes break – if you remember this article, then you can always come back and work through the concepts again.
A: On Job Boards – people who are hiring right now
You probably know these places by now – but if you have a list of companies to capture, you should try the eGrabber Management Finder to build your list quickly.
A.1. Finding on Indeed – companies which have posted their jobs more than 90 days ago ..
And they might still need help in filing their vacancies – chances are these companies are also forgotten by other recruiters. Besides, it’s not easy finding these companies, unless you know how to hack the indeed search url.
Copy this link and paste it in your browser. This link shows you Indeed Job posts for companies hiring DEVOPS.
Or, click this link. All the results you see will be between 90 and 120 days old. You will be seeing companies who have a need for DEVOPS.
The job posting itself might say “30+ days old”, but if you know how to check the underlying HTML source code, you will be able to find the actual date of posting! It’s amazing!
Here’s the breakdown of the link, for the expert reader…
The secret is in the &fromage=120&toage=90 part of the link. This part has a hidden command to Indeed.com to give back all job postings which are from 90 to 120 days old. If you like to increase that number upwards, you can do that too. Just change the 90 or the 120 part of the link. You cannot get to this special command from the Advanced Search of Indeed.com and no other Job Board offers this way of hacking the URL to get older job postings.
The sr=directhire part of the link removes all recruiting agencies from the results, so that you only get the actual companies who have a need ( and not a competitor )
The q=DEVOPS part of the link is where you put in your specialty. So if you are not selling DEVOPS outsourcing, type in the keywords of your specialty in place of the word DEVOPS.
Edit the link – put in your specialty. The link gives you results for those hiring DEVOPS. But you can edit that and put in your own specialty. For example,
Or, click this link. Just make sure you edit the link in the browser address bar – DO NOT edit the text in the web page – if you edit the search keyword in the page instead of the browser address, then you lose the special 90-120 days power.
A.2. On LinkedIn Sales Navigator – Companies which are hiring right now – and are paying for LinkedIn Job Ads
Someone who is paying for LinkedIn Job Ads definitely has money – or the urgency. LinkedIn Sales Navigator has his hidden search function in the Accounts Search section that I am surprised to find that many people don’t know about. All the companies coming out of this search have live job ads.
When you are using the Company Search, use the “Company Specialties” that you noted down in Step 1. Also use the Company Industry, Department Headcount (we researched these as the number of employees on LinkedIn) to narrow down your searches. Once you have these, then use the check-marks next to the companies you like and then click the “View Current Employees”
You will be taken to a people search where all the companies which have been check marked are added to the search results. (phew! imagine adding all those manually). Now use the Job Titles that you researched in Step 1 to Narrow down the people you need to contact in those companies. I highly recommend you also use the skills keywords too, if you found a pattern to them – I’ve found them highly accurate in narrowing down to the right decision maker.
A.3. Filling up vacancies which are not advertised
Extending from the same example above in A.2, if you proceed to the search results, you will find a section of the results which surprisingly few people pay attention to.
That section shows you the companies which have new hires. You will also see the actual people who have been hired.
There is a hidden gold mine here, because once you look at the new hires, you immediately find the company that they left. And chances are, that old company is still looking to fill the vacant position! This makes for a great cold call email as well: “Hi , we noticed that Jane Doe recently took a new appointment, would you like help to fill her role?”
B: On LinkedIn – people who are hiring right now
Here is a LinkedIn search of typical keywords decision makers use in their LinkedIn Headlines when they are hiring right now. You can also use this link to get the search (requires LinkedIn Sales Navigator).
AngelList.co – this is our favorite site to search for startups. It’s got very good search filters and you can browse as many as you want for free. Try this AngelList search – it has the recently funded Series A and Series B companies. After the page loads, you should click on the “Joined” column header so that you get the recent-most additions first. Here are some other places where you can find a list of Startups.
AngelList also gives you the list of founders. If you need the email addresses and the phone numbers of these founders, try eMail Prospector Pro. This link gives you the trial download where you can get 50 business email addresses for free.
D: Finding people in groups you are not part of (LinkedIn X-Ray)
When you were researching your existing clients in Step 1, did you note down the LinkedIn Groups that your clients were part of? Good. We are going to use those Groups now. You might be wondering how to search those groups because you can only be a member of the group through permission. Some groups which are exclusive to decision makers will not allow a recruiter in.
LinkedIn X-Ray works here. Try this search. It yields the members of the “Silicon Valley Entrepreneur & Startup Group” on Google. Add extra keywords which you researched in Step 1 to narrow down your results. Or change the group name to your targeted group.
E: Finding companies by the Technology they use
LinkedIn Sales Navigator has recently updated its Technology filter so that you can find companies who use a particular technology. For instance, this search gives you companies which use Salesforce and this search gives companies which use Infusionsoft. The list of technologies is not exhaustive, but there are a few niche ones in there. You should take a look at the list.
Do you have a list of companies, and you want the Decision Makers, along with business email address, phone numbers? Give eGrabber Management Finder a try. Paste the list of companies, and tell it what job titles you are looking for. It does the rest for you, finding Name of the decision maker, verified business email, phone number, and social profile links.
F: Finding companies who are missing key players right now
The key in this technique is searching for the profile of the candidates you would normally place first, and then finding those candidates who moved recently. Why? That’s because if key candidates moved, then their older company might be still looking for a replacement. In your Sales Navigator, use the second tab “Changed Job in the last 90 days” to find candidates who recently moved – then target the older company they moved from
G: Finding companies which are growing fast
Try the new “Company Headcount growth” filer in Sales Navigator. I’ve usually found good results with companies growing 10% or more. The idea is, if a company is already growing, chances are they will be stretched thin to fill up positions which are still existing, or positions which are going vacant because of the normal turnover rate. Now might be a good time to reach out, if they need some help.
H: Setting Email Alerts for Team Leads who move
A trick strategy I learned from an Expert Recruiter was to keep tabs on the Key Leaders, Top Performers and Team Leads in hot companies. Whenever the leader shifts companies, it is time to harvest :ahem: recruit-out the rest of the team.
Here is how you setup an email alert system so that you know when the leaders change jobs… this is an arduous process to setup, but once setup, you have an amazing alarm system that will go off whenever there is an opportunity. Here’s how you setup the email alert system:
Find the key players, key decision makers and top performing managers and team leads in your industry
TAG them in your LinkedIn
Once tagging is done, do a search on them so that only those people turn up in the search results.
In the search results, click the second tab “Changed Job in the last 90 days“. If you don’t have this tab in your search results, add this text to the end of the url “&spotlight=RECENT_POSITION_CHANGE” – don’t worry if no results show up
Now Save this LinkedIn search and request to be alerted by email. Set a frequent polling rate.
Now watch your Inbox for people who move.
What are you waiting for?
Use Management Finder to build an email marketing list for your recruiting agencies.
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Top Decision Makers – You have a world-class product that can help your prospects’ businesses to improve productivity, streamline processes, acquire more clients, earn more revenue and soar high; how would you get this across to your prospects?
Get in front of Top Decision Makers
You cannot just get in touch with any employee of the company and be assured that you get the desired results.
Especially in B2B, you have to get in front of ‘right person’ in your target companies. You have got to find the “right” person in the company who makes the decision to buy your product and also has the authority to do it.
Most of the decision making authority belong to the C-Suite including the CEOs, CTOs, CFOs, Directors, VPs, Founders, Co-Founders, and other top management executives.
These people are always busy attending meetings, participating in events, travelling and a lot of other things.
Challenges to reach Decision Makers
Gaining access to these decision makers is a daunting task for B2B marketers. Also, they are well guarded by gatekeepers as well.
Another interesting thing is that you could not find the decision maker contact information easily on the website or anywhere else on the web.
You have no other choice but to reach the decision maker but you couldn’t.
How would you go about it?
Some marketing folks manually search the Internet, professional and social networking sites, company websites and other web sources to look for decision-making person and their contact information.
They spend a lot of time and effort but don’t get the expected results that they would like to have. This is where an automated lead generation software such as LeadGrabber MF Pro comes handy.
Smart tool to get you ‘right person’ in the company
LeadGrabber MF Pro is a powerful software that helps you to quickly find decision makers based on industry, location, title, etc. The software intelligently performs deep web searches and finds the ‘right person’ in your target companies.
What’s more? The software also helps you find decision makers contact information. It helps you to append verified business email addresses and phone numbers of decision makers in no time.
If you have a list of targeted companies, LeadGrabber MF Pro finds key decision makers in those companies and appends their business contact information.
Your targeted prospect list is ready!
Now, you don’t have to think about tackling gatekeepers. LeadGrabber MF Pro helps you bypass them.
All you have to do is email your well-crafted marketing message to get in front of top decision makers in your target companies.
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