demand generation tactics

7 Post-COVID19 Demand Generation Tactics to Grow Your Business

COVID19 shook the worldwide economy. Even though there are talks of an impending economic downturn, businesses still need to continue to generate leads. In this article, you’ll discover 7 practical demand generation tactics you can use in your business.

Demand Generation Tactics for Your Business

1. Obtain Warm Leads By Asking For Referrals

Asking for referrals doesn’t cost you anything. If you have provided an excellent product or service, clients are happy to refer you.

Referrals are great because they are warmer leads. It’s easier for you to convert into a customer.

Because most businesses have a tighter budget, you want to make use of all the leads you can get. It’s best to be more proactive in asking for referrals.

Ask your existing customers and partners to see if they can give you an introduction to someone who would need your product or service.

2. Revisit Your “Cold” Sales Leads

Too many companies simply ignore their “cold leads”. They think it’s not worth pursuing it.

But that’s not the case, especially during tough economic times. You must make every lead count if you want to grow your business.

Gather your sales team and look at “cold” leads that have not been followed up yet. It’s a good time to check in with them. Their priorities may have changed. Even if they were struggling and have cut down spending a couple of months ago, now things may be different.

It’s possible they are now ready to make a purchase. The only way to know is to reach out and have a conversation with them.

3. Create Engaging Digital Content That Grabs Attention

With many people working from home, they spend the majority of their time on their screens. Over the past few months, many businesses have transitioned to online marketing. As you expect, social platforms are noisy, with countless brands fighting for the user’s attention.

You can stand out by using rich digital content like audio, video and other interactive features. These help you to get more attention compared to the usual text-only posts.

4. Host Virtual Events & Webinars

COVID19 forced many live events to be canceled. And more events are likely to be canceled for the remainder of 2020.

Regardless of the industry, many companies are turning to online events and webinars. They’re not a new concept. But they became more popular since it’s the next best thing to live conferences.

You can network and meet people virtually from the comfort of your own home. It’s an excellent way to establish trust and position your brand as the authority. And you can address a large group of people at the same time.

When inviting people to your event, use a lead capture form to collect information like name, email address and phone number. The more questions you ask, the higher the quality of leads. But the tradeoff is the percentage of people registering will decrease.

It’s also essential to test different elements of the lead capture form to increase your conversion rates. You can split-test headlines, bullets, CTA buttons and many more.

Don’t forget to record your webinars. You can repurpose the content in the future. For example, you can post short clips on your social media profile. Or you can use the replay as a lead magnet.

5. Use Video Calls To Increase Sales Conversions

Many companies have transitioned to a remote sales team. Video calls are a good way to equip your sales team to communicate with prospects. It’s the closest alternative to a face-to-face meeting.

You can see each other, make a human connection and build trust. It’s much better than doing a voice-only phone call.

Video calls can be done from anywhere in the world. You have the option to explore other geographical areas you wouldn’t consider previously.

There are many tools available like Zoom, Skype and Google Meet. They allow you to:

  • Host a video conference so you can meet with several decision-makers at the same time
  • Share screens to show your slide deck
  • Do a live demo of your product in real-time to show the functionalities

6. Set Up An Online Marketplace

One of the biggest changes because of COVID19 is the volume of online purchases. People are forced to buy things online, ranging from groceries to food delivery to other non-essential items. This trend also carries over to B2B businesses.

People find it convenient to browse and research products and services online. Having an online marketplace will help to accelerate their purchasing decision. And increase your conversion rates.

Another advantage is you can track which pages your prospects looked at. Then you can follow up with them using retargeting ads. You can provide more details about your product or to simply remind them of your offer to close the sale.

Here are some things to include in your online marketplace for an excellent buying experience:

  • Detailed product details
  • Order history so customers can easily make repeat purchases
  • Accurate inventory information to avoid unnecessary back and forth emails
  • Expected delivery time
  • Reviews, testimonials and case studies for social proof

7. Adapting Your Demand Generation Tactics to Dynamic Environment

The market condition post-COVID19 is dynamic. Some industries are struggling while others are booming. The needs of the buyers also change. Something that was a ‘nice to have’ a few months ago can become a necessity now.

The only constant is change. So it’s vital to be quick and adapt your demand generation tactics to the dynamic environment.

This includes refreshing your buyer persona. The type of buyers you serve may be the same. But the behaviors and decision-making process may have changed drastically. You’ll need to be on top of it.

If you need further assistance in growing your business, we are here to help. Book a call and explore the available options.