B2B Lead Generation Tips

Any business, regardless of the industry, cannot create products/services for everyone. Yes, how big your business is or how reputed your organization is, or how quality your products/services are, you cannot satisfy everyone. And, of course, not everyone will need your products/services. Even if they need it, not all can afford to buy them. Hence, targetting everyone is a big NO.

You have to identify people who will need and also can afford your product/services. In marketing terms, you can call it lead generation. A lead is your potential customer who can derive maximum benefits from your products/services. All you need to do is grab their attention, provide value and prove that your products will solve their problem.

As sales experts often say, your business is only as good as your leads. Yes, your leads determine your sales. Isn’t it? So, instead of concentrating on every random people, companies should focus on building high-quality leads. Thus, you can convert those leads into sales.

What is Lead Generation?

Lead generation is the process of identifying the potential customers for your products/services and enticing them to buy. You can generate leads through various sources. It can be through your website, word-of-mouth, social media campaigns, etc.

The logic behind the lead generation is to develop an interest in your products/services so that your prospects can give you their contact details. Your marketing/sales team can contact the leads further for advertising and selling your products.

Generating quality leads is the first step towards generating sales. Yes, it is highly crucial that, without lead generation, a business cannot make sales or expand further.

Here are some valuable tips that you can leverage to improve your B2B lead generation. Read on to learn some insightful tips that can help you generate quality leads.

Quick B2B Lead Generation Tips:

1) Content Marketing:

Undeniably, content marketing is one of the best ways to generate leads. Like most of us, business owners also depend on the internet to get information and details about various products/services.

So, sharing valuable content through articles, LinkedIn posts, and videos can help establish an online presence for your brand. The more people read about your business, products, and values, the more they can relate to you. They will start seeing you as a credible and trustworthy business with whom they can do business deals.

All you need is to build relevant and engaging content that attracts, educates, and entertains your prospects. Also, writing for business owners/clients will be different from writing for customers/end users. Focus on that and write in their language and tone.

SEO (search engine optimization) plays a vital role in taking your content to your prospects. Thus, make SEO also a part of your content marketing strategy. You can invest in tools like Ahrefs and Accuranker to help your business stay ahead and get noticed by your prospects.

Finally, with valuable content and reliable SEO tools, all you need is to stay consistent.

2)LinkedIn:

B2B marketers like you can find your next business partner by introducing your company to potential customers on LinkedIn. Plus, you can also attract excellent talent to join your companies as employees. Yes, LinkedIn is a vital tool to help your potential buyers zero down their buying options. All you need is to provide relevant content that can help them evaluate their options.

Users often visit Facebook or Instagram to stay in touch with their friends or family. However, unlike other social media platforms, LinkedIn opens your business to other business leaders and professionals. For instance, a LinkedIn user looking for training software or a time-management solution can approach your firm for their needs.

The ads you post on LinkedIn will appear in a news feed filled with industry news, expert advice, career training, peer insights, and recommendations. Thus, your organization will reach the right audience looking for a similar business like yours.

3)Add Relevant Call-to-action (CTA):

So, yes, with the appropriate content marketing strategy, your prospects are right on your website now. And, they even found the information on your website reliable and valuable. But, that does not end there. Our ultimate aim is not to get visits but to convince your prospects to take action. That is sales.

Call-to-action (CTA) will guide your prospects visiting your website to do the next desired action. The action can be anything like asking the users to signup for your newsletter by registering with their email or to get text message updates by providing their mobile number. Thus, your team can approach them for further advertisement and sales.

Subscribe now, buy now, share, add to cart or follow are some of the well-known examples of CTA buttons. Having an appropriate CTA button will encourage the prospects to act immediately, which will benefit your business immensely.

4)Offer Free Webinars:

Most people, including business owners, rely on the internet to know about various business tactics. Isn’t it? What is the intention of your average lead? They are entrepreneurs constantly looking for ways to improve their business, increase productivity, or generate high revenue.

If they get some expert advice from a professional like you, they are all ears. Yes, when they get suggestions from someone who knows the ins and outs of the industry, they will grab the opportunity.

Free webinars are precisely for that purpose. You are offering information that those business owners can leverage to enrich their businesses. Plus, they are getting it free of cost. However, the webinars benefit both you and the prospects.

Yes, at the end of the webinar, people showed more interest in businesses and their products. People will acknowledge your intelligence and expertise through your webinars easily than any other form of content. Hence, providing free webinars can attract qualified leads almost immediately.

5)Repurpose Content:

Repurposing content means giving a new life to your existing content and making it available across various channels. As a business, you may have created quality blog posts that could be beneficial for many of your prospects. But, you are not sure how many of them got to read them.

As we all know, everyone consumes content differently. Some prefer blog posts, while others prefer videos. Repurpose your best content and offer them in multiple channels.

You can repurpose your content like,

1. Convert a well-performing blog post into a conversation-like topic in LinkedIn groups. That will get your ideas in front of an entirely new set of audiences.
2. Sum up a series of articles into a well-designed ebook and present it on your landing page with a gated download. Thus, you can collect email addresses for new leads.
3. Take some real-time statistics from a report or whitepaper and present them compellingly. Infographics can simplify your business data and convey it engagingly. Yes, people can consume complex business data in the form of images and visual elements more easily.

6)Provide a Free Assessment/Trial/Demo:

Who will say no to free offers? Also, other than your prospects, it will benefit you as well. Yes, you can understand your prospect’s likes, needs, goals, challenges they face, and their pain points.

You can create free offers by

1. Give a link to an assessment that will help prospects understand if your product is ideal for them.
2. Give a demo that explains the benefit of your products. However, you need not provide the entire demo but explain the best features of your products.
3. Offer an introductory trial that enables customers to overcome the threshold of buying. The free trial itself will convince them to buy the product.
4. Ask your prospects to give feedback. That will help you learn about products/services. Hence, you can improvise them by implementing their feedback/reviews.

7)Personalized Email Campaigns:

You can approach old customers who have done business with you in the past. Plus, someone who has signed up for your email but did not turn up for buying. Create a small personalized email campaign and employ the following tactics:

1. Segregate customers and prospects depending on their buying patterns.
2. Create a personalized message customized only for them.
3. Send information about exciting deals and your new products.
4. Build a robust customer service. When potential customers approach your brand, the customer service should make them feel that the company knows them already.

Final Thoughts:

Hands down, business grows and thrives on sales. No matter how genuine your business is and how quality your products/services are!! You can generate sales only by enabling your prospects to discover your business.

With the internet and social media platforms today, you can generate leads much easier than before. But attracting quality leads takes time and effort. Remember, only quality leads can bring you sales.

But, B2B lead generation is not that difficult though. All you need is to establish an online presence and provide space for prospects to know more about your business and your products/services.

As said earlier, you can leverage multiple platforms, including your website, blog posts, emails, social media handles, to share your thoughts, ideas, views, and webinars. That will give the prospect a clear insight into you and your business values.

When you actively participate in delivering value to your prospects through various platforms, they will start seeing you as a credible and trustworthy business. Thus, they may sign a business deal instantly. Or, whenever the need for your products/services arises in the future, they will automatically choose you in the first place.

Now, keep patience and practice all the above-said tips for your lead generation. Steadily, you will generate excellent leads and close enormous sales.