The business services industry covers a variety of companies, and it is often considered to be one of the most sought-after sectors to build a successful business in. The nature of the business services industry allows for unlimited revenue potential due to the necessity of these essential services to thriving companies.
Business services are primarily sold to organizations, and represent a large industry and common business model. Naturally, many of the services that fall into the broad category of business services are showing tremendous growth, while others are showing less growth.
“Business Services” include:
- Human Resources
- Banking and Finances
- Consulting Services
- Waste Management
- Information Technology (IT)
- Web Design
- Engineering
- Legal Services
- Research and Competitive Intelligence
- Security Services
- Printing
The list goes on and on. The common denominator between these lucrative ventures is that they all service businesses, not consumers. The business-to-business lead generation process is more difficult than it is to consumers. The sales cycle is longer, and the contracts are usually much larger.
As an example, legal services fall under the business services umbrella, and the following graph clearly shows why B2B marketers should take notice.
If you’re a marketing or sales professional in the business services sector, the following strategies may open your eyes to some new and effective ways to generate more sales leads.
Helpful Resource: Business Services Industry Trends
Ways to Generate More Business Services Leads
No company is able to scale without a steady stream of new sales leads entering the funnel. Your marketing team relies on inbound marketing methods to capture qualified leads on your website via a contact form. To do this, your content marketing, social media, and organic traffic must all coalesce into a lead generation machine that delivers new companies and contacts to sales on a daily basis.
These inbound marketing best practices are used to generate warm B2B leads across all industries, not just the business services sector. However, even when these strategies have been implemented, there are times when the sales funnel dries up, and company growth and acceleration comes grinding to a halt.
That’s why we’ve put together a list of 4 ways to generate more business services leads that go beyond the basics.
Identify Business Services Leads on LinkedIn
It’s no surprise that LinkedIn is an incredible way to reach a network of targeted business professionals. With over 500 million users (roughly 150 million in the United States alone), the lead generation potential using this platform is staggering. Unfortunately, it has become increasingly difficult to get noticed by some of your key prospects simply because of all the noise.
Start by searching for business owners and key decision-makers that fit your ideal buyer persona. The companies that are most likely to require your business services will have common traits that you should already be well aware of if you are in the lead generation stage.
If your prospect hasn’t returned your message whether it was a connected private message or an InMail, try getting their attention another way. Follow their activity on LinkedIn and pay attention to their habits. If they are attending a webinar, a live event or are active on another online forum, go there.
LinkedIn Lead Gen Forms
If you want to go the paid route, LinkedIn also has Lead Gen Forms, which automatically populates an in-app form with the user’s profile information when they click an ad in a sponsored content post. This is an attractive method for collecting business services leads for mobile users, as the pre-populating forms pull current information and make the process quick and painless.
The bottom line is, use LinkedIn to find out more about your prospects, but get creative if they don’t have time to respond on the LinkedIn platform itself.
Collect Email Address using Facebook Lead Ads
Have you tried using Facebook lead ads? As a marketer or sales professional, I am sure that Facebook advertising is not new to you. The Facebook lead ad type is useful for collecting targeted business services leads because of Facebooks powerful targeting options.
Again, the buyer persona of your ideal customer comes in to play here. Filter the ads down to industry-specific trends that match your customer’s persona, such as location, interests, age and more. The better you understand your market, the more cost-effective your budget will be.
The Facebook lead ad format collects email addresses within the app without having to leave Facebook. The convenience and simplicity of this ad format make it a powerful lead generation tool for landing more business services leads.
Helpful Resource: 3 Ways to Use Facebook Lead Ads
Uncover the Business Services Leads that are on your website
Use a website visitor tracking software like Clickback WEB to reveal the warm leads that have already shown interest in your business. What better way to qualify potential prospects than to confirm which pages of your site they visited, and for how long?
Clickback WEB uses the visitors IP addresses to deliver the key information you need to generate powerful business services leads that are farther down the buying cycle. As an example, you’ll be able to see the names of the companies that have been on the pricing page of your website numerous times.
Not only that, but you’ll see the industries, annual revenues, number of employees and more. A website visitor tracking tool provides you with much more information going in than you ever could have imagined. Don’t say we didn’t warn you – Once you get used to this level of insight about your prospects, there is no going back.
Find out how many potential leads you can uncover with a Clickback WEB 14-day trial.
