How to Generate Low Cost B2B Business to Business Sales Leads to Increase Your Sales Even in a Down Economy

Generating [low cost B2B leads] aka generating low cost business to business sales leads, that will increase your sales, even in a poor or declining economy is still very possible with the right knowledge.

The dramatic fluctuations of today’s business markets are different than anything we have seen in recent memory. Every day seems to bring a new surprise. Companies are wary, not knowing what tomorrow may bring for their businesses. Instead of spending to grow their businesses, they are conserving cash to meet their payroll needs, not making new investments, hiring less or even not hiring at all. They are not delegating money for lead generation although that is what is most needed for their businesses at this time. Besides the cash flow crunch – another reason for the cutback is also their experience – what used to work to generate low cost B2B leads doesn’t seem to work as well, or sometimes not at all. Therefore, many businesses have just stopped generating low cost business to business sales leads mistakingly thinking that they are saving money. The reality is, they are losing money.

If you want to stop losing money, you have to take action. But there are proven low cost ways to generate B2B leads. These methods are not well known, and only require the investment of pennies to generate $hundreds or $$thousands in new business.

Stopping lead generation all together is a high risk gamble for small business. So if you are a small business (or any business that wants to cut your lead generation cost while increasing the effectiveness) do you know what advice could help you NOW?

First – you must decide that it is a business priority for you to [generate low cost Business to business sales leads].

Next – you must learn HOW to do that for the lowest possible cost of your time, your effort, and your investment.

The key to success is taking action, not waiting for the market to get better. Here is an overview of steps that you must take to increase your sales.

1. You need to Pre-Qualify Prospects based on Strategic Sales Size. What is strategic sales size? Strategic Sales Size means you usually have 2 opposite ways to grow your sales. You can choose low cost per unit sales, which are easier to book – but you need a whole lot of volume. On the other end of the sales spectrum – are big deals. They bring in more $$ per closed deal – but take longer – and require a lot more sales effort – for much less certain results.

The Strategic Sale Size is somewhere in the middle. What size sale can you close with the sales effort that balances with the $$ you will realize per sale? This is the Sweet Spot that you should aim your Best Target, Best Decision Maker, and Best Message toward. Can you see how those variables would change if you choose either the low end or the high end sales? So sales messaging – which is KEY – is very dependent on the sales size. Size does matter.

2. Build your list of contacts. Your local business library can help you immensely here. These lists are raw. Clean them up first by calling to confirm the name, spelling and correct address of the Decision Maker at the company. Find out the email address and direct dial number or extension if at all possible. Your choice of who the Decision Maker is is KEY.

3. The third step is an important one to help you generate low cost B2B leads. There are 17 ways to make a Cold Call. It isn’t just picking up the phone – which most people hate. You can get this list for Free at bestlowcostsalesleads.com by going to the Free Articles page. The idea is to introduce yourself and your value add – and to set up a visit (in person or by phone).

How many contacts does this take for you and your product line? Choosing the right Decision Maker (DM) is key, along with creating the Best Message for that DM. Some key points. When you choose your best Cold Calling technique – do it enough to measure your results. Know your numbers. When sending letters, post cards or emails your message must be short and relevant. The Best Message focuses on a consistent issue they have – and the resulting impact it is having on their business. Your solution offers capabilities that address the underlying reasons for this impact. You highlight this relationship by using a captivating headline, and by offering something that is perceived high value add to the DM.

4. It usually takes 6-8 total contacts with a DM before you get any mindshare. Know YOUR numbers. If, after 6-8 contacts (multi media) you get no movement – move on – and recycle that contact 6 months later.

5. Close only for a meeting with the DM – either in person, or by phone. The purpose of the meeting is to discuss their main concern relative to the value you are offering. It is not about you. It has to be focused solely on them.

Frank Hood is a sales and marketing expert who has increased the revenue for many small companies using his unique techniques during economic downturns. Find out more by visiting his site: Revenue Enhancement Strategies http://www.resjv.com or contact Frank directly at: 412-793-5522. You will learn to grow your by investing only pennies to add $hundreds or $$thousands in new business to your company.

You can contact Frank also at www.bestlowcostsalesleads.com