Use b2b acquisition to effectively acquire new b2b customers

If you’re involved in (b2b) acquisition, most of your job probably consists of acquiring new b2b customers. You try to reach potential b2b customers by phone, through direct mailing or by various marketing platforms. Finding new prospects can be a time-consuming job. Did you know that with Ad Hoc Data's tooling, you can increase the effectiveness of your b2b acquisition efforts and save time?

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Start with a b2b acquisition strategy

You know better than anyone what your ideal target audience looks like. With your target group in mind, you may use Google or LinkedIn to search for the companies you want to approach. On the websites of these parties, you will often find general telephone numbers and e-mail addresses, which you save to follow-up at a later time. Looking up these contact details is quite time-consuming, you may well come across generic contact forms or worse: a company that turns out to no longer exist any more. The response rate may – after all this effort – be lower than you might have hoped. Acquisition can be done more efficiently by including Ad Hoc Data in your b2b acquisition strategy, since it's no longer necessary to lookup contact details by yourself!

Create b2b lead lists with Ad Hoc Data's tooling

When you have the target audience in mind, you can turn this target group into a b2b lead list using filters with Ad Hoc Data's tool. For example, you filter your target group by location, industry type, legal form, turnover indication or social media presence. There are more than 130 filters to help you create the ideal b2b lead list to make it possible for you to approach your b2b customers. You can be sure that you will receive high-quality leads with Ad Hoc Data, as we continuously update our technology to check and update our data.

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Tips & tricks to approach potential b2b customers

With the help of a complete and up-to-date b2b lead list, you are ready to approach potential b2b customers. There are different types of b2b acquisition possible:

  

B2B acquisition by phone (b2b cold and warm calling

Acquisition by phone is one of the most popular methods of acquisition, and many business deals are clinched over the phone. Moreover, you receive an immediate response to your offer, which isn't always the case with other forms of acquisition.

B2B acquisition by e-mail

Although e-mailing prospects takes less time than calling them, the response rate is slightly lower. Unless you have an absolutely irresistible offer, it's a good idea to pick a combination of different types of acquisition. For example, send an e-mail first and follow it up with a phone call.

  
  

Door-to-door sales

The most human approach is to visit your prospects directly, but you always run the risk of standing in front of a closed door. If you incorporate this method as part of a broader b2b acquisition mix, the effectiveness of acquisition is great. Another advantage of door-to-door sales is that you physically show prospects what you have to offer, something that's more interesting than a description by phone or mail.

Marketing

Recently, it has become easy to reach potential customers through various marketing channels. Since you usually pay for a spot on these channels, it makes sense to have an effective lead list to start your marketing machine. An effective b2b lead list allows you to target your marketing message to the right audience. You increase your effectiveness and lower your costs.

  
  

Acquiring new clients through a letter

In a digitalized world, you stand out with a slightly different approach. By sending a physical letter instead of an email, the change of the message being read is higher. This direct mailing is effective because you can enter your addresses, rather than an (ineffective) outreach of entire postcode areas that different parties sometimes offer you.

Difference hot and cold acquisition | Ad Hoc Data

Difference between b2b acquisition strategy; 'cold' and 'warm'

Working with a lead list to attract more b2b customers is generally cold acquisition. The companies you want to approach do not yet know you: this is called ‘cold acquisition’. You can convert a ‘cold’ lead into a ‘warm’ lead by following up on an initial approach. If you would like to acquire a new customer, you often need several touchpoints. With 'warm' acquisition, you approach existing customers for a new feature, subscription, or product.

Start acquiring customers

Target group, check — b2b lead list, check — b2b acquisition strategy, check! Forming the lead list is something you do right now by using our tool. Want to be able to export a b2b lead list more than once? Then have a look at our subscriptions, or get in touch with our service team. We are happy to help you make the most effective selections.

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“Legislation

Legislation: b2b cold acquisition

With the arrival of the AVG/GDPR it's wise to familiarize yourself with the rules on data use. Read our information on laws and regulations so you can appropriately get to work approaching companies.

Frequently Asked Questions about Acquisition

Do you have a question about acquisition or want to know how to use it effectively with our data? Below we answer the most common questions. You can also check our FAQ.

Information about acquisition

Acquisition means actively approaching potential customers to promote your products or services. Think of calling, emailing, or visiting in person. A well-prepared acquisition list makes your efforts more targeted.

Cold acquisition involves reaching out to businesses that are not yet familiar with you. Warm acquisition focuses on existing customers or previous prospects. Both require a different approach.

Telephone acquisition means calling companies to set up an introduction or appointment. You get immediate feedback and can respond to their needs. With an up-to-date list and contact person, you're more effective in reaching your audience by phone.

Start by defining your target audience and goals. Choose your channels, compile a list, and determine how and when you'll reach out. This helps you work in a structured way towards results.

This means contacting companies without them requesting it. It is allowed as long as you target business contacts and comply with GDPR regulations.

Cold acquisition starts with a well-prepared list of relevant companies. Be ready to explain your value clearly and ask questions that relate to their situation. That’s how you build trust quickly.

Start with a brief introduction, provide a reason for your contact, and mention something directly relevant to your conversation partner. Always begin by listening and asking open-ended questions.

Use an up-to-date address list, choose an appropriate channel, and tailor your message to your audience. Repetition and follow-up are key to success. Combine calling, emailing, or even in-person contact.

Effective acquisition is relevant, well-timed, and personal. By using current data from Ad Hoc Data, you increase your chances of success and reduce time waste. Ensure timely follow-up.

Yes — provided it is done in a targeted way. With a clearly defined target audience and up-to-date data, cold acquisition remains an effective method for attracting new clients.

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