B2B Demand Generation | Best Sources of Sales Leads

While social media may be the prettiest girl at the ball, this study done by demandbase shows that she’s not the best there. In fact, she’s not even close.

78% of all leads - more than three out of four - come from personal connections and referrals, websites and email. Compare that to social media - which generates only 3% of leads. Heck, even “other” beats social media.

The lesson here for marketers is profound. A big investment in social media is not wise, as it does not deliver results to the bottom line. Here’s what you need to do:

Ask for referrals
It’s THE best source of leads. If you spend the bulk of your time here, you will be well-invested. There is nothing more important in your business.
Focus on the website
Make it the hub of your business - all roads lead there.
Get email right - finally
Spend time designing and testing. Email is too important not to do well. But it is not as important as referrals and the website.

If you have time on your hands, invest in social media. But don’t starve your other channels to try to generate leads there.

What do you think? We love comments and those who share.

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Jeff Ogden (@fearlesscomp) is the President of the B2B lead generation consultancy Find New Customers. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.

“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.

If there is one mistake I see businesses make each and every day, it is this:

They fail to show some love to customers and prospects!

Case in point, we use a marketing automation software product - we’ve paid them a lot of money. If we post a problem or complaint, they respond. But if we don’t initiate contact, nothing ever happens. They never call. Sometimes they send an email, but it is always with content they want to share or an event. It is never about me.

Do they care about me or do they see me as revenue?

Here’s what I suggest you do to “hug” customers and prospects.

Call customers and prospects. Even if you reach voicemail, let them know you care. Give them a hug.

How are you? I’ve been thinking of you.
Can we help you?

What do you think? Try it and let me know.

What do you think? We love comments and people who share.

Jeff Ogden (@fearlesscomp) is President of the B2B lead generation consultancy, Find New Customers. Find New Customers helps companies rapidly grow revenue by transforming how they attract, engage and win new customers. Contact Find New Customers at (516) 495-9350 or by emailing sales at findnewcustomers.com.