How We Use B2B Lead Generation Software LeadRebel Ourselves and Contact Our Website Visitors
What is B2B Lead Generation Software?
B2B Lead generation software is designed to assist B2B businesses in generating new leads from various channels.
Here are the steps how we use B2B Lead Generation Software LeadRebel ourselves:
People often ask us: “I have good traffic on my website, and with LeadRebel, I know who visited my website. What’s next? What should I do with all this information?”
There are several ways to convert website visitors into new customers. In fact, many of our users have quite different approaches, and we will soon reveal best practices on how our clients utilize the power of LeadRebel.
In this article, however, let’s first talk about how we handle the data ourselves. With it, you can adopt a similar strategy or develop your very own — one that may be even more effective.
Step 1: Using B2B Lead Generation Software for Editing leads
Every website is different. Some have low traffic, but mainly from B2B sources, and the recognition rate is high; others get larger traffic from private households and barely have any recognition. By recognition, we mean matching the website visitor to a member of an organization’s staff.
Here at LeadRebel, we manage to recognize about 20% of all website visitors, but not every hit is helpful. At LeadRebel, we focus on a specific B2B segment, so we filter out anything that doesn’t fit: Big corporations, where it’s hard for us to reach out to particular contacts, government agencies, higher education institutions, and other organizations we are not hunting for. Next, we look at the time spent on the website and hide all visits that last only a few seconds.
In the end, about 10% of the data volume remains in the dashboard.
Step 2: Find the contact person
You are probably familiar with the “Find employee” function if you already know our software. If not or not too well: You can search for such contacts on the dashboard for each company. These will be sorted according to the criteria you specify (e.g., the company’s roles relevant to you).
Besides social media profiles of employees working for the respective company, you can also find their email addresses and phone numbers with LeadRebel.
There you have it, a list of contact persons with all relevant contact data.
Step 3: Get in touch
Once we have tidied up our dashboard, i.e., removed the companies that are not relevant to us and found which contacts are in each company, we approach them. Our first move is to send a contact request via LinkedIn, connect with the person and send a template-based message.
Of course, the more personalized the message, the better the conversion rate. However, due to capacity constraints, we have to do this without extensive adjustments.
On the dashboard, we tag the organizations we’ve already addressed appropriately.
Step 4: Email follow-up message
Anyone on LinkedIn holding a middle or senior management position knows just how severe the message overload can get. So, it’s no surprise that many of our requests go unanswered.
For this reason, we will send our first follow-up via email. We refer to LinkedIn and get a bit more specific on our offer to that particular company. The good thing about LeadRebel is: we know exactly which page our visitors went to, and we know what they looked at (say, which landing page or blog article). We can therefore target the user’s specific interests directly.
We recommend investing a little more time into these emails, that is, address the benefits of your product or service concerning your visitor’s interests more clearly.
Step 5: Call
Finally, we have come to the last stage of our LeadRebel-based customer acquisition process: calling. If we don’t get a response via LinkedIn or email, we just call. Some of our clients skip the prelude altogether and pick up the phone right away. That’s fine. Perhaps you will even achieve better conversion rates that way.
We believe that potential customers should at least have a rough idea of what we’re talking about. Many can already remember who we are if we refer to LinkedIn and our email. This makes it easier for us to break the ice.
We usually allow two days to pass between steps 3 and 5. This way, prospects have ample time to react to our messages.
B2B Lead Generation Software LeadRebel Results
As you can see, the process we have implemented is very straightforward. We still do generate new leads regularly and bring them to a close.
What does that mean in numbers? In this blog, we have frequently talked about the sales funnel and corresponding KPIs. You probably know that there are several neuralgic points in the funnel where even the slightest optimization can produce significant leverage. Let’s look at these KPIs and the impact LeadRebel has had on our own sales pipeline:
As described, LeadRebel recognizes about 20% of our inbound data volume. Nearly half of it is filtered out, leaving us with 10% that we can treat as leads. Around 20% percent respond to our outreach through the various channels (let’s take 15% as an average), and of those, about 20–30% result in a sign-up.
In short: out of 1000 visitors, we recognize 200 on average, 100 of them are leads, 20 people respond to our follow-up, and 5 sign up. This equates to 0,5% of our inbound traffic.
Over the last year, LeadRebel has become a key lead source for our own business.
Is it reasonable to generalize our case? Surely not. Not every website has a 20% recognition rate. Not every product offering starts at only €29 and is comparatively easy to sell. And, of course, not every website has enough traffic to generate sufficient leads and turn them into customers over time. What we do is just one of the many ways to use LeadRebel to empower your sales force and help them succeed.
Translated by FabForward Consultancy