With the explosive growth of computing devices connected to internet, IoT is on an upward trend in recent years. So the question is:
How do you generate leads for IoT solutions?
Let’s get down to IoT (we meant “it” – pun intended) and show how you can generate leads for your Internet of Things solutions. Read on, we won’t let you down!
Here are helpful and pragmatic steps you can follow in order to generate concrete leads for your IoT solutions:
1. Brainstorm with influential individuals in your network.
Most of the time the best promising leads can be generated from your close circle of acquaintances and friends in the software industry. Of course, these should be people you trust and trust you in return. Gather information about big players in the market who would most likely be in search of IoT solutions.
This process may eventually pave the way for a possible partnership – this will make your job a little bit easier as you have another group helping out in convincing targets to consider your IoT solution. Partnering with another business will give you access to existing clients from the other party. They may already have leads that you do not and marrying your efforts get the job done faster.
Lead generation for IoT solutions through networking, how does it work?
Events and tradeshows offer excellent opportunities for you to rub elbows not only with potential IoT customers but with your next brand advocates as well.
If you don’t have any IoT events lined up at this time, one good place to start would be the upcoming IoT Asia 2019 expo happening on March 27-28 in Singapore.
IoT Asia 2019 will also be followed by Callbox’s Sales Prospecting Masterclass for ICT on March 29, so you might want to check that out, too. The free workshop is going to help you gain solid strategies to convert tech prospects into customers, as well as provide you with more opportunities to network with other marketing leaders in Singapore’s ICT industry.
2. Identify, expand and engage multiple potential contacts
An average of 7 to 20 people is involved in today’s B2B buying process which means a longer sales cycle. Contrary to what you’d expect, having multiple stakeholders involved is not a setback but a very welcome development in today’s B2B lead generation.
Instead of focusing on a selected few prospects who may or may not influence the buying decision for your IoT offer, you can connect to as many stakeholders as necessary within your target company accounts.
By building relationships across the company, you’re setting the stage for your brand to reach your target decision makers. Talking to multiple contacts gives you more opportunities for a referral or introduction to the right person in the organization.
That’s basically how you’ll get in front of higher-level prospects.
Where can you find a good B2B lead list for IoT solutions?
We go against list buying as it does not guarantee the quality of the leads you get.
A preferred option is to employ the services of a lead generation firm to help you build the right lead list using proper customer profiling methods such as phone verification, data cleansing/scrubbing, deduplication, and database management.
LinkedIn is a very practical approach in order to find the right people. You simply have to check out which company they belong to. You may also consider using keywords that suit your lead generation requirements.
Additionally, this resource goes in-depth on how to build and profile the right B2B lead list for your lead generation campaign.
3. Get targeted, Go Industry-specific
Here are some industries you may want to look into that are constantly in need of IoT solutions:
An IoT solution is very crucial in initiatives intending to create smart cities all over the globe that can manage and regulate basic utilities such as garbage collection, water supply management, and energy supply management. Connecting various tools and devices through the internet makes the task of running things a lot easier and more efficient.
Banking and Finance
Ordinary individuals do mobile banking as easily as they turn on their stoves in order to cook a meal nowadays. We pay our bills online, send and receive money without leaving the confines of our homes, shop online while we are in our PJs, and even invest in stock exchange with ease. These are made possible because of a complex yet connected network of tools and devices that your business is able to provide.
Healthcare and Medical
Groundbreaking initiatives have been accomplished because of the revolutionizing benefits of IoT. Medical practitioners are able to monitor the progress of their patients remotely through this technology. Heart monitors and insulin pumps are two examples of tools that have become easy to manage through this solution.
A few years from now, our generation will go beyond cars on autopilot or self-drive modes. Smart cars are clearly a product of IoT solutions that really work. The transportation industry will always be looking for new ways to level up the functions of new cars and it will only get better and better.
The way products reach customers has greatly improved in this generation. The process has become faster and more efficient with a lot of help from the Internet. Consumers are able to easily track their items and manufacturers can rely on a software program that gets their products out effectively.
4. Outsource (or co-source) to an External Lead Generation Firm
With B2B marketing’s ever-increasing complexity, IT and software companies are now shifting towards technical B2B marketing approaches such as account-based marketing, influencer marketing, multi-channel touch points, advocacy programs, etc.
This adoption exposes a common gap among B2B tech companies – the shortage of marketing talent, the need for fresh or unbiased perspective and lack of technology needed to fulfill these activities’ demands.
Outsourcing part or all of marketing to a lead generation firm allows IoT solutions providers to scale their lead generation efficiently. IoT companies can take advantage of the skills and expertise needed to achieve their sales prospecting goals. Plus they get supplementary expertise such as project management which is highly needed in today’s lead generation projects.
5. Ask for referrals
You can never go wrong with referrals. It becomes a lot easier to conduct business when you have the endorsement of a trusted friend. Moreover, target clients are more open to the idea of listening to you because you were connected by a familiar person. Trust is key.
You may also want to consider reconnecting with old referrals. Some may have declined your product in the past, but they may have a need for it now. Who knows? There is no harm in trying.
6. Consistently do customer care calls.
After sales care is often a neglected stage in the sales process. We have done the hard part which is to sell the product, we can now move on. Unknown to many, a solid percentage of businesses are highly likely to make another purchase in the future when they realize that your company cares for them.
Go ahead and check on your clients and ask them how the product is helping their business. You may also want to get valuable feedback such as additional features you can add in the future in order to improve the product.