Hi guys, this is Tim Queen and today 
we're gonna talk about the 10 lies when  
it comes to B2B lead generation and 
what you should do instead and 2020
Lie Number one and this 
is a really big one,  
when it comes to B2B lead 
generation is you can buy leads,  
or you can buy customers, a lot of 
companies out there make you believe  
they can sell you leads so they 
can sell you high quality leads.
But basically what they're selling 
you is a curated address list with  
some data points, and some phone 
numbers and email addresses.
They're not selling you any leads such  
as sending your contact 
information or addresses.
Here's why this is not a lead.
Lead as someone who has been qualified 
to be interested in your solution,  
someone who has a real problem 
that one of your services or  
products can overcome, and this 
person is aware of your solution.
This is a qualified lead.
If you have an address, meaning you're 
starting out from zero There is no  
background information about you, 
the person knows nothing about you,  
you have to basically start 
completely from scratch.
And this is the most 
difficult thing to do.
If you have a list of addresses of 
random people have never heard of you,  
you have to go through a lot of noise, 
you have to spend a boatload of time  
qualifying those people trying 
to get in contact with them,  
you're wasting maybe 95% of your 
time trying to get someone on the  
phone because the person has no 
trust in you just buying a dress.
This will not help you in any way.
You have to be able to 
use your time smartly.
Now let's compare this let's say 
you have a list of completely  
ice-cold addresses that 
have never heard of you.
You might spend like, let's say 100% 
of your time on someone like this.
But if on the other hand, 
you had use marketing,  
and the people pre-qualified they 
know about you, the salesperson  
might only spend to have to spend 
10% of their time currently lead.
So that can talk about 10 times 
more prospects and can potentially  
close to 10 times more leads and 
convert them into paying customers.
So it's really important that you think  
more about how can you warm 
up people on scale about.
So you don't have to spend that 
much time on the actual sales  
conversation than having 
to spend warming up each  
individual one by one on scale 
without getting any results.
Now, line number two is you can 
automate lead generation in any form.
And this is a really big 
lie, especially on LinkedIn.
You will see the following tactic 
is recommended again and again by  
a lot of people and it doesn't work.
So here's what they recommend.
They basically tell you, we're 
gonna set up a certain filter,  
we're gonna select what people 
do you want to try to reach,  
let's say the CEOs who are working 
in consultant company She lives in  
New York City us so and then they're 
gonna use this automation program to  
just scrape off all the search 
results that find on LinkedIn.
And then they're going to send an 
automated message with a placeholder  
is going to be usually some like this 
Hi, and then they pull out the first  
name or whatever the first name field 
is into this list, hi, first name,  
and then they put in their sales pitch 
in the Send connection requests to them.
And some of the more advanced solo 
solutions will then send certain  
intervals to follow up messages 
if the person's reacting or not.
Time says their schedule like five 
to 10 different messages in advance  
to someone to receive over like a 
period of let's say six weeks time,  
and they are trying to automate 
the relationship-building process.
And here's why this is not working.
First of all, 99% of all people 
who are writing those messages  
are really horrible at copywriting 
really horrible at understanding  
basic human emotions have 
no emotional intelligence.
really poor English skills.
And it just sounds fake immediately 
everyone knows this is not a message  
meant for me this is something, you 
just copy and paste to the template  
or the software is just sending 
out the same message to everyone.
Again, there is no research done 
about anything about the person.
And when people feel you just treating 
them as a number, they're not going  
to respond the same as if someone is 
going to a dating platform and sending  
out instead of like personalizing 
a message to one person at a send,  
like Hi, love your picture, call me 
and then putting the phone number in  
to let's say 1000 profiles and just 
hoping someone will respond to it.
Maybe someone will, but you're basically 
wasting 1000 potential prospects and by  
using this mass approach, instead 
of just tailoring your message.
Let's say you're writing a personalized 
message to just 10 profiles.
I can tell you gonna get a lot more 
responses than if you are sending out  
one generic message which is obviously 
sent out on back to 1000 people.
So not only that, now you 
get a better response, quote,  
but you still have 990 people, you can 
still win as potential customers, which  
you haven't burned because you treated 
them with the respect they deserve.
So don't use any form of automation,  
that will not work, you have 
to put in the manual work.
And if you don't want to do 
it yourself, then just hire  
someone to do the research about 
some of your prospects for you.
So you get the data and 
you can actually write  
a personalized message 
for each and every one.
treat each person with 
the respect they deserve.
line number three is you can 
growth hack your way to success.
And when we're talking 
about growth hacking,  
I'm talking about a lot of things that 
are actually technically illegal to do.
A lot of times I see people 
do all kinds of data scraping,  
they go to a conference website 
and they download the attendee  
list and then they copy everyone's 
email address and send each person  
like a bulk message again like they 
think they can automate the stuff.
But the thing is, the data is 
coming from illegal sources  
not collected without 
permission in any form.
So if anyone of those people 
makes a complaint about you,  
this might get you into hot waters.
A lot of the growth hacking tactics, 
specifically try to break certain laws,  
especially when it comes to privacy, 
marketing GDPR, or the new privacy  
law in California, there is a lot of 
things that you cannot do in the future.
A lot of times they get away 
with that because most people  
never complain about us, but it 
can get you like a 10,000 hundred  
thousand million dollar fine if you 
are doing it to the wrong person.
So don't try to use 
growth hacking tactics.
Think about the legality 
of your marketing approach.
First, there's a lot of things that 
you can do which are really smart,  
which are much more effective than 
growth hacking and spamming people  
one to one with ultimate So try 
to focus more on things that you  
can legally do on scale, which are 
more effective than doing someone to  
one spammy growth, marketing 
or growth hacking tactics.
line number four is a 
bit more complicated.
It's basically about the 
communication of times,  
especially in larger companies.
They believe that each 
department can do their  
own thing and they don't have 
to communicate with each other.
We might have a marketing 
department which is creating  
some nice glossy looking sales 
brochures and you have the sales  
department is just doing the cold 
calling or calling a lead list.
Then you have maybe the social media ad  
campaign team you might even have 
like a Facebook ad campaign team,  
which is doing their own thing 
is creating some random ads.
You will have the social media team 
which is creating some organic content.
You might have someone in the publishing 
departments releasing the blog posts,  
and there might be no strategy because 
each person has their own boss,  
each person, or each 
having their own agenda.
They're not communicating 
with each other.
So you're not getting 
any streamlined results.
So it's really important to have 
an overall strategy to get all  
those teams working in one direction and  
there has to be inter-team 
communication at all times.
There should be at least one meeting 
command, where the sales team is  
talking to the marketing team, where the 
sales team is giving the marketing team  
feedback, what kind of material there 
needs to sell something, and vice versa.
The marketing team has to talk to the 
sales team to find out what are the  
most common objections that the sales 
team is facing on a daily basis so they  
can create marketing communication, 
to get this question out of the way  
so the next time some salesperson 
is getting someone on the phone,  
there is an 80% chance that they 
don't no longer have specific  
questions because they learned about the 
answer through the marketing material.
Now line number five is more 
leads or better A lot of times  
people think the only thing 
that's like standing between  
them and having a successful 
business is to get more leads.
The thing is just by getting more 
leads, there will magically increase  
the revenue and the profit and 
will all work out in the end.
But sometimes you have to look 
at your own business first and  
you have to see is actually a product.
Is there a problem with your product?
Is there a product-market mismatch,  
so maybe a quality issue between your 
product and your competitor's product?
What is the reason why people 
don't buy your product,  
maybe it's improving your product 
will increase your overall conversion  
rates and you actually can make more 
money with a fewer number of leads?
So think about this.
The number of leads is just one of 
the wheels and your big machine of  
the number of leads is just one 
of the small ways and the big  
machine of generating more 
revenue for your business.
It can be anywhere it can be the quality  
of your product can be 
the marketing material.
It might even be the 
personality of your sales team,  
there are many different 
issues here to think about.
And don't focus just on increasing 
the number of leads you might have,  
everything else might be broken 
and you just like throwing out  
more and more leads and every 
lead is gonna get burned,  
because the entire 
machine is not working.
So you're just wasting money and 
resources getting more leads and  
instead of fixing the machine that 
would convert leads into customers.
line number six is a lead as a lead.
Oftentimes people think 
every lead is equal.
That's why they often think 
about just buying like a list  
of addresses something to 
school is suddenly improved  
the quality know the quality of 
the leads is much more important.
The quality is there an actual need to 
have the buying power to make something  
like this person the authority 
to actually sign up a contract.
Is that a long term partnership proposal 
or are they just looking for some  
small ones of Its really important 
other working in the same industry?
Are they working in a 
new geographic region?
Do they have certain partnerships, 
what is going on, you have to really  
understand the quality of 
the lead is often way more  
important and makes a much higher 
impact than the number of leads.
So really focusing on what kind of 
qualities do we actually need an  
elite is really important if you 
want to get more success in 2020.
Now, line number seven is 
you have to stop following  
up after one or two communications.
This is a lot of times, especially 
solopreneurs make this mistake,  
they don't follow up enough or 
they don't have the software which  
is reminding them to follow 
up more and more frequently.
Now, here's the thing why 
this is really important.
You don't know what's 
going on in someone's life.
Oftentimes, people have 1020 
hundred different problems  
for software and on a daily basis, 
different problems might be pushed  
to the top and then everything 
else becomes less important.
Maybe someone is working on a problem, 
which you have the perfect solution to.
But the next day, their 
boss telling them, hey,  
you have to focus on this one.
And then this is going to push up 
and then it's pushing this down.
So now the person is 
only working on this,  
they still have this problem 
is still not resolved.
But they're working actively on 
this and forgetting about this.
So by you following up over time,  
maybe after three weeks, this 
problem has been resolved.
But then they're thinking about,  
okay, this problem is here, but 
they already forgot about you.
Maybe they've started a new Google 
search to find someone who can solve  
this so that you're following up, 
you're actually pushing yourself  
back into the memory saying, 
hey, yes, am I talk to this guy?
Maybe he can do it.
So you're basically accommodating 
people for their changing priorities  
on a daily basis by following up 
consistently and I said least like  
seven to 10 times following up 
over like a two to three months.
Period.
If you're not getting the results 
that you want, you will see way  
more in your business and the overall 
revenue and profit will OSI rocket.
Now line number eight is your contact  
form should have the fewest 
number of fields possible.
Now, this is a tricky one.
The reason why you should have 
fewer form fields is let's say,  
for example, you're just asking 
someone for their email address.
You're making it easy for someone to get  
in touch because the less safe 
to type the more likely they  
are to fill out something if 
you have like a 20-page form.
A lot of people will feel 
overwhelmed and might not  
do anything they say like oh 
man, why did you ask me 20  
questions instead of just asking 
me for my contact information.
So my a lot of people would have been 
potential leads, who didn't put in the  
work to filling out your contact form 
because that felt is too much work.
But if you have too little fields, 
there is a different problem happening.
And the problem is, you will get 
no qualities by lowering the entry  
barrier by making it very easy 
for someone to connect with you.
You're also increasing the likelihood  
that people who have like not a 
real problem will contact you.
Now, why is that a problem because 
you have a limited amount of time,  
your sales team can only 
make so many calls per day.
So if your pipeline so let's say you 
get in 10 times more leads, but the  
quality is like 90% of those leads are 
not qualified and your sales team has  
to spend a lot of time talking to those 
people finding out if they're actually  
a quality leads, and then they don't 
have time to talk to the real people.
So by including a couple 
of additional fields,  
you make it much more likely that 
people are pre-qualified themselves,  
you will get a higher quality of 
leads and then you can the time  
spent for yourself is way more effective 
because you getting more conversions.
And those lead to more 
revenue and then you can  
hire more people for your sales team.
So It's a trade-off.
And I recommend asking 
specific questions which  
help you to identify 
the quality beliefs.
Online number nine is you should 
follow up instantaneously.
I know some people have those 
really elaborate contact forms,  
the moment someone is Sending 
out a message, they receive  
a text message on their phone, and 
they immediately pick up the phone,  
type in a number, and 10 seconds 
later someone is getting a callback.
And this is really, really wrong.
Now there is a sweet spot 
that you have to find for  
your business between 
someone sending all the  
contact information and then 
they're forgetting about you.
So you want to get somewhere in between.
It said like a day or two later,  
but you don't want to call 
them 10 minutes later.
And as you're writing 
this on your contact form,  
get a call back in 20 seconds or less.
You want to give people breathing space 
so they have certain expectations and  
the normal expectation is that someone 
would get back to Do you have 24 hours.
So that's a good number to keep 
in mind, you don't want to be the  
creepy person who has no business 
Who's this is exactly how it looks.
If you giving someone like an instant 
callback after 10 seconds, this looks  
as though you have nothing else to do 
than waiting for your first customer.
So really, don't freak people out, give 
them some time, just wait a day maybe  
put a bit of time researching them to 
make sure that they actually qualify.
You know, when you get on the call, 
you know a bit more about the business  
without having to waste too much time 
then explaining everything again.
Now, line number 10 is lead 
scoring is not important.
Now when you talk about lead 
scoring is basically creating  
your internal system for how 
you rate a potential customer.
And I find this is one 
of the most important  
aspects of every business 
that I've ever been to.
It's really important to 
give different values to  
each of your qualifying factors.
For example, if your product works 
best for businesses who have more  
than 1 million in revenue per month, 
and you were dealing with a business,  
which only makes 100,000 you might 
not be able to serve them as well  
as the company was more revenue, 
you have to really identify like  
what are the businesses that 
you are able to help the most,  
that you have the ability to help more 
quickly where you are having a higher  
return on investment when it comes to 
investing your time and your service.
So by developing a lead scoring 
system, I'm consistently making  
sure that you qualify each and every 
prospect on all the different factors  
that are important for your system to 
make sure that you spent a majority  
of your quality time of your best 
salespeople to work with your highest  
quality prospects and spending more 
quality time on a specific prospect.
This will make it more likely that 
someone is converting into a customer.
So by spending your time 
wisely on your best purchase.
Ensure customers, you make sure 
that you have more fun more time,  
and more revenue at the highest 
possible hour I in your business.
Now let me know in the comments which 
one of the 10 lines Do you agree with?
Which one do you think I'm 
completely bonkers about?
Let me know in the comments.
Share your thoughts.
Are there any other lies that people 
often tell them B2B lead generation,  
which ones have you heard the 
most which one piece you have  
the most typing all the comments 
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