I’ve been in B2B Client Acquisition for 10 years now.
I went from getting 0 attention, to getting fortune 500 deals.
I’ve seen it all…what to do….and what not to do.
If you’re looking to acquire not just more, but better B2B clients, these are my top 10 tips for acquiring B2B clients.
1. Target Market Research
Understanding your market is the foundation of any successful sales strategy(not doing this is the #1 reason businesses fail).
Identify ideal clients that have the top revenue potential, alignment, and are also in-market, what their needs entail, and where they are most active.
2. Embrace Outreach
Content and Ads are great. However with outreach, you can personalize the entire approach to one person, making you more relevant than any ad or post they see.
3. Optimize Your LinkedIn Profile
Chances are, your ideal clients are on LinkedIn.
Tailor your profile to speak directly to your target audience’s needs and interests from the previous step.
A well-optimized LinkedIn profile doesn’t only attract, but converts ideal clients who are visiting your profile right now.
4. Become the Guide, Making them the Hero of the Buyer’s Journey.
Each individual you contact has unique priorities and challenges.
For instance, an employee at a large corporation might prioritize job security over taking risky decisions and needs a different approach.
5. Use a Non-salesy, Consultative Approach
Avoid “pitch-slapping”.
Instead, focus on initiating meaningful conversations that align with their current objectives and challenges.
This non-invasive approach helps position you as a helpful advisor rather than just another salesperson.
6. Use Multiple Channels to Connect
Diversify your outreach across emails, LinkedIn messages, and even phone calls.
This multi-channel approach increases your visibility and chances of making a successful contact.
7. Testing for Predictability
Not every strategy will work for every market segment.
Implement testing mechanisms to see what works best with your target audience.
This structured approach allows for refined strategies that are more likely to succeed.
8. Create Content that Creates More Than Just Attention
I see a lot of people creating content that gets attention, but doesn’t help get clients.
Create content that shifts beliefs and drives the buyer’s journey.
9. Be Consistent
B2B sales cycles can be lengthy, especially when working with sales cycles of larger organizations.
They have legal, finance departments, etc.
Maintain consistency in any outreach and follow-ups.
Patience and persistence are essential in building trust and credibility over time.
10. Start the Right Conversations
I can do much more with the right conversation with the right person than I can with an opt-in, especially in B2B.
B2B is different than B2C. It requires a bit more strategy, patience, and communication.
These are the top 10 tips I have from the last 10 years.
Anything I missed? Let me know.
