Finding B2B Clients: 4 Strategies We Use

As a B2B sales and marketing agency, we are often asked how VA Partners finds new customers. Here are four tactics we use on an on-going basis to build a funnel of potential clients.

1. Use Inbound Marketing

Using a mix of blogs, white papers, email newsletters, website content, social media and SEO, we have built a great inbound lead generation process at VA Partners. We generate close to 60 inbound leads every month, qualify all our leads and then add them to the sales effort.

2. Be a Leader in the Local Startup Space

VA Partners has been in business since 2006 and since that time we have worked hard to build relationships with many well respected organizations. This has led to monthly speaking opportunities, mentoring opportunities, and leading peer-to-peer sessions. This is not a one-time effort, but an ongoing and consistent pursuit.

3. Network and Attend Events

The team is regularly at startup or small business events through the Toronto and GTA region, including KW, Halton and Hamilton. This has been a great way to meet prospects and potential partners.

4. Look for Sales Triggers on Social Media

Social media is a wonderful tool for growing firms. Every member of our team has a strong presence on social media. One of the great opportunities from a sales effort is finding sales triggers that can then be acted upon quickly. Early this year we signed a new B2B customer and also helped a client close a customer through a conversation that started on Twitter and Linkedin. Both of these opportunities closed in less than a month.

What strategies does your business use to find new clients?

Need help getting started with sales? Download our free Introduction to Startup Sales white paper to learn about researching prospects, using LinkedIn for sales and handling sales objections.