What B2B Offers Help Produce More Qualified Leads? What You Need To Know
Don’t want to waste your time on unqualified leads? You’re not alone. One of the hardest parts of B2B sales is filtering out prospects who aren’t right for your products or services – and focusing your sales efforts on truly qualified leads.
But with the right B2B offers, you can make your products and services more appealing, reduce the impact of unqualified leads, and target companies that can truly benefit from what you’ve got to offer. How? We will explain throughout this blog.
The Top 4 Offers That Help You Capture More Qualified Leads
When crafting offers for potential customers, you want to cater to customers who are actually interested in what your business has to offer. They have a problem. Your product or service offers a solution. And you can both benefit from partnering with each other.
In our experience, there are four offers that are very effective at capturing the interest of these qualified leads, showing the benefits of partnering with your company, and moving them down the sales funnel:
Free trials – What better way is there to show the power of your products or services than a free trial? With a free trial, a potential customer can get hands-on experience with your product, software, services, or whatever else you’ve got to offer. For example, if you run a digital marketing agency for dentists, you could offer a 30-day free trial to new customers. If they like what you have to offer, it’s highly likely that they’ll sign up after their free trial.
Product demos: If offering a free trial is not practical due to your industry or the type of B2B product/service you offer, a product demo may be a good alternative. Whether it’s led by a salesperson or allows a customer to get a “hands-on” experience, product demos are a much more interactive way to give potential customers a sneak peek at what you’ve got to offer – especially compared to slideshow presentations!
Percentage discounts – Who doesn't love saving money? Introductory discounts are another great way to pique the interest of qualified leads and move them down the sales funnel, particularly if they're budget-sensitive. Adding a time-sensitive component can be very useful, too. For example, if you’re at a trade show, you could offer a year-long 10% discount to customers who connect with you during the weekend.
Needs assessments – If someone is showing interest in your B2B products or services, they probably think that it can solve a problem or pain point that they're experiencing at their business. With a free needs assessment, you can drill down further into their specific wants, needs, and weaknesses – and demonstrate how your product or service can help a lead work toward their business goals.
You Can Pair These Offers With Other Freebies, Too
Look, everyone loves freebies. Something for nothing? Sign us up! But that can be a problem, too. Plenty of leads may give you their contact info, join your webinar, or sign up for a meeting with one of your salespeople just to get a freebie. They may have no intention of ever converting into a paying customer.
That’s why we think the four B2B offers mentioned above are more effective. Free trials, product demos, percentage discounts, and needs assessments are all very valuable for leads who are truly interested in your products and services – not just getting a freebie. These offers give you a chance to demonstrate your value to a potential customer.
But of course, you can always sweeten the pot a little! A small gift or token of your appreciation is always welcomed by potential customers. For example, after you meet with a lead to provide a product demo or perform a needs assessment, you can send them something special like:
A personalized “thank you” note
A gift card
A bottle of wine
A bag of artisan coffee
A box of sweet treats or snacks
Offering a “little something” to a lead won’t guarantee that they convert into a customer – but it will leave them feeling appreciated and will help your company make a better overall impression. And by limiting these “bonus gifts” to leads who have already shown interest in your products, you can keep your budget under control, too. That’s a win-win!
Need Help Producing Qualified B2B Leads? Leave It To Incept Grows!
At Incept Grows, we’re experts in B2B inside sales. From creating prospect lists to setting appointments and qualifying leads, we’re here to help. With our outsourced B2B sales solutions, your sales team can spend less time generating qualified leads and more time closing deals. Interested? Give us a call at (330) 649-8000 or schedule a consultation online to meet with our team and learn more about what Incept Grows has to offer.