At Integra Data Solutions, we understand that the ongoing fight against Coronavirus has not only impacted the way we go about our lives, but it has created uncertainty and concern about everyday tasks including Lead Generation.

Whilst no one knows what the “New Normal” will look like, we can share some insights into our continuing B2B Lead Generation operations and how communications are being affected, and ideas on how to use this time to improve your New Leads pipeline and maintenance of your existing customer base.

We currently support our clients with their main outreach techniques including:Email, LinkedIn, Telephone and Postal.

Here are some Top Tips and Insights:

Create Value – we find the most effective lead generation campaigns are those that create value, give advice and create a learning experience. We also find that it is important to supplement the main outreach techniques with Blogs and Webinars to better enforce key messages. Now more than ever, people buy people, and you need to become a unique voice in your specific outreach campaigns. 

Focus on specific sectors – obviously certain sectors are hurting, such as tourism, leisure, hospitality and related industries, including certain geographic areas. It is important to segregate and analyse your data, focus on sectors where there is short term opportunity and craft your message to sectors in which the opportunity may be longer term.

Outreach techniques– in the B2B space, interactions has increased year on year, even with the lock-downs throughout the World. We are finding significant traction in contact rates via the telephone and LinkedIn campaigns. Business contacts/prospects are sitting at home and not stuck in meetings or travelling, and they are hungry for information.

Relationship vs Sales – during these difficult times, while we find contacts more accepting of an outreach campaign, we find this opportunity is better used to start a new relationship or maintain an existing relationship, than to try to ‘close’ a prospect. Try to create value through white papers and other content, and thus keeping your data fresh

Please let us know if we can help in any way.

Stay healthy from the Integra Data Solutions team.