Our B2B Multi Channel Lead Gen campaigns are there to generate opportunities that are looking right now. And that’s great, but it actually gets more exciting as time goes by. Do you want to maximize your Results? Keeping in regular contact with your pipeline is one of the most effective strategies. This blog post will discuss the importance of staying in touch with your pipeline and how it can help boost your ROI per quote by 146%.

The Importance of Regular Contact

As a business owner or sales representative, your focus is always on closing sales and bringing in revenue. However, it is equally important to keep in touch with your pipeline – the prospects who may not have closed the deal but still have potential value. In fact, dropping someone a line every 3 months can increase your ROI per quote by a staggering 146%.

It is common practice to prioritize leads that are more likely to convert and leave lost quotes behind. However, lost quotes should not be considered lost causes. It is essential to maintain contact with these prospects and keep your business top of mind. Regular communication can not only keep your brand relevant to these leads but also give you an opportunity to address any objections they may have had during the sales process.

In a survey we conducted in June 2023, we analyzed 240 of our latest leads, their sources, value, conversion rate, and time to close. We discovered that regularly keeping in touch with prospects who previously said “no thank you” doubled the conversion rate of those leads.

In short, the new leads that we generate will pay the bills. But the pipeline that is generated as a result will grow the business significantly. The importance of regular contact with your pipeline cannot be overstated.

How Often to Contact Your Pipeline

One of the most important things you can do to keep your sales pipeline healthy is to stay in touch with your leads on a regular basis. But how often is often enough?

The answer, of course, will depend on your business and your customers. However, a good rule of thumb is to aim for one or two bits of contact every three months.

Why three months? Because it’s long enough to give your leads time to digest the information you’ve shared with them and make their own decisions, but short enough that they won’t forget about you entirely.

Of course, you may need to adjust this timeframe depending on the nature of your business and the specific needs of your leads. Some industries may require more frequent follow-ups, while others can go longer between contacts.

Whatever your schedule, make sure that it’s consistent and predictable. This will help build trust with your leads and ensure that they know you’re still interested in doing business with them.

And remember, the goal of these contacts isn’t to push for a sale every time. Sometimes, it’s enough just to touch base, provide valuable information, and remind your leads that you’re still there to help them when they’re ready to make a decision.

By reaching out every few months, you increase your chances of converting lost prospects into valuable customers. So, take the time to craft personalized and relevant communications and stay in touch with your pipeline to see significant improvements in your sales pipeline.

Method of Contact and What to Include

Now that you understand the significance of staying in touch with your pipeline, it’s time to determine the best method of contact and what to include in your messages.

Firstly, it’s recommended to use multiple approaches to reach your leads. LinkedIn and email are both excellent choices since they offer different ways of engaging with your audience. LinkedIn is particularly useful for B2B multi channel lead gen, as it allows you to connect with your leads on a professional platform. Email, on the other hand, is a more traditional approach but can still be incredibly effective when executed correctly.

The most critical aspect of your messaging is personalisation. No one wants to feel like just another name on a list, so make sure you’re sending manual messages every time. Take the time to address your leads by name and refer to any previous conversations or interactions you’ve had.

As for what to include in your messages, that can vary depending on the nature of your business. However, a good rule of thumb is to offer value. Maybe you recently wrote a blog post that you think they’d find useful or have a special promotion you’d like to share. Whatever it is, make sure it’s relevant and genuinely beneficial to them.

By using a combination of LinkedIn and email and taking the time to personalise each message, you can make sure you’re consistently adding value to your pipeline. This will help to nurture leads over time, keeping them engaged with your brand and increasing the chances of a sale down the road.

How B2B Multi Channel Lead Gen Benefits Your Business

Regularly keeping in touch with your pipeline has a significant impact on the success of your B2B multi channel lead gen efforts. By consistently nurturing your leads, you stay top of mind and build trust with potential customers, increasing the likelihood of closing deals and ultimately boosting your ROI.

When you partner with a lead gen service that prioritizes regular contact with your pipeline, such as our multi channel campaigns, you can rest assured that your potential customers are being taken care of even after they’ve entered your pipeline. We keep in touch with your leads throughout the campaign, providing relevant and helpful information, answering any questions they may have, and building a relationship with them on your behalf.

By the time the campaign comes to an end, your pipeline will be filled with qualified leads who are familiar with your brand, interested in your offering, and eager to move forward. Because we’ve taken the time to consistently engage with them, the likelihood of them converting into paying customers is significantly higher.

In fact, our studies have shown that dropping someone a line every three months can increase your ROI per quote by an impressive 146%. By incorporating regular contact into your lead gen strategy, you not only increase your chances of closing deals but also increase the value of each individual deal.
So, if you’re looking to boost your B2B lead gen efforts, don’t underestimate the power of regular contact with your pipeline. By partnering with a lead gen service that prioritizes this, like ours, you’ll be able to maximize your results and watch your business thrive.