If you’ve gone through other B2B Lead Generation Strategy articles, you probably know by now there are no foolproof plans that guarantee absolute success. Effective lead generation practices come from consistent hard work and complete collaboration.
Now you may argue that there are overnight success stories. Still, we’d like to counter that argument with the fact that there are many more companies who have succeeded due to perseverance.
B2B Lead Generation Strategies
Lead Generation tactics vary based on whether they are B2B or B2C. This is because businesses and people, in general, react differently to brand interactions.
According to a study conducted in 2019, 50% of BPO firms believed Email marketing as the most effective channel combined with SEO for ranking on the first page of Google.
What is the best strategy to generate B2B leads?
This question keeps passing around in the company’s internal meetings, Skype calls, across multiple channels for further brainstorming. There are, however, a few proven strategies with remarkable potentials too.
When thinking about a specific tactic, ask yourself, is it worth giving your email address away? If so, you have probably struck a tactic that may work. If not, revise your strategy.
Rest assured, persistent hard work and determination, along with the courage to experiment with different techniques, is the only foolproof strategy in B2B Lead Generation.
While you’re at it, make sure your strategies are shaped around the buyer, product, and the industry.
Here are a Few B2B Lead Generation Strategies for Application
1. Improve Your Landing page
The quality of your landing page is essential when it comes to generating leads. If your landing page takes a long time to load, that’s not good news for you as it leads to higher bounce rates. So it’s important to have your landing page optimized regularly by leveraging google’s page speed insights to see how your pages are performing on-site as well as mobile.
Nowadays, vast numbers of B2B customers are shifting to mobile phones for traditional devices. In addition, 50% of B2B search queries were made on smartphones in 2017, and these figures are expected to hit 70% by 2020.
Hence, it’s a wise decision to have your landing pages mobile-optimized as well as web-optimized.
2. Great Content Campaigns
Recent Studies suggest 70% of internet users rely on content for educating while establishing trustworthiness among the audience simultaneously.
Everyone creates content, but it pays to add value. Infographics, charts, and other data representational tools are highly engaging content.
Businesses are goal-oriented and usually take services or products from other businesses based on their varying offered benefits in elaborate details rather than eye-catchiness of each content; therefore, in-depth & informative contents work better in B2B Lead Generation.
White Papers, elaborate and high-quality case studies, ebooks, webinars, and podcasts are other great content gifts that you could give away for free in exchange for instigating or developing more personal relationships with your audience.
Chatbots can be integrated into your social media platforms and your website to make it more interactive. Replacing your contact forms with chatbots makes for a more exciting way of generating leads; however, it may lack a sense of human touch.
Chatbots can be programmed to be highly conversational; as a result, properly placing chatbots can reduce the dropout rate of the audience visiting your website that might be enticed to interact on your platforms.
4. Cold Calling
Cold Calling may be one of the oldest tactics in lead generation, but it is not something you should take lightly. Carried out wisely, it can produce great results. For starters, it’s a must that you know your product/service from top to bottom. This will help you answer important queries like –
“How can it help me?”
Cold calling is much more sensitive than its other marketing counterparts, so you ought to be very careful about your approach.
As far as your script is concerned, try using it as a ‘cheat sheet’ instead of fixed lines of text. This, in turn, will trigger a natural conversational flow to produce good results.
5. Email Marketing
Email Marketing is seen as one of the most effective tools in generating B2B leads. Interestingly, it is also one of the very few marketing channels that have stood the test of time.
Using current technology, you can automate emails, in case anybody abandons your store right after adding a product to the cart. Modern email marketing tools like Klaviyo enables you to integrate CRM and create funnels that automatically send outreach and/or reminder emails to each of your potential customers.
As you reach out to more people with fewer clicks, the chances of generating more quality lead increase.
6. Elaborative Blogs
Make sure to write and publish fresh and, insightfully curated blogs revealing genuine as well as proven tactics. It’s also vital to share SEO-optimized blogs and improve your chances of getting found across relevant search results, most of which could be highly potential customers.
It’s a plus if your contents have good readability and convey an easy readability-friendly tone. This makes a blog much more approachable in terms of readership.
Lastly, don’t forget to include CTAs (Call to action) between blogs (but make sure not to push it). Once people are aware of your expertise in a particular niche, CTAs help converts your audience into leads.
7. Community Participation
Participation in Social Media Communities is a unique way to generate leads for your business. The idea is basically to meet your potential leads where they spend their time.
For example, you’re a Photo Editing Service provider looking for photographers who need your service. For starters, you can join different social media photography and photo editing pages and start discussions there.
Quora is another platform that allows you to answer questions and solve problems.
Now keep in mind that many social media pages nowadays don’t encourage direct advertising – you’ll be better off solving people’s queries and sharing insightful, value-adding information that builds your reputation.
Given such, many people will approach you for their work, and others you’ll find seeking for work done in the pages. Facebook, Twitter, LinkedIn, Reddit, and Quora are common Social Media communities with substantial digital footprints of potential leads.
However, lead generation in this specific technique can be tricky; make sure you go subtle.
Business and lead generation strategies are ever dynamic and keep changing every day. Constantly studying current market trends and applying them is important, so make sure to educate yourself, update, and implement your knowledge and techniques according to time and trends.