A lead is more than a potential client, as it is only a step away from becoming a business for you. especially when you are dealing in the B2B sector. That said, you can easily convert the lead into business by giving them attention, providing value, and using various B2B lead generation strategies.
Any good B2B marketing strategy depends on generating quality leads and building a robust pipeline to maintain your business’s steady growth. However, a B2B lead generation strategy is different from a B2C strategy.
Using inbound and outbound strategies to develop the pipeline is the best way as outbound immediately connects you with leads while inbound helps establish credibility. This combination will help you form a meaningful network with all your potential clients and gain their trust quickly because of your credibility. You can follow various lead generation strategies B2B such as :
- Content Marketing
- PPC – Pay-per-click campaign
- Social Media Marketing
- Social Shares
- Turning “Out of Stock” in an opportunity
- Godfather Strategy
- Backlinks
- Cold Emails
1. Using Content Marketing for lead generation
Companies that share regular content in the form of articles, videos, photos, etc. can benefit from Content Marketing strategies. To make this strategy efficient, you must do extensive research on the language to use, the target clients, their interests, etc.
Developing your target group and targeting them with a high-quality copy improves your website’s search engine optimization. SEO is all about increasing your page visits by using a unique lead generation process so that more people can find your website on various search engines.
Search engines can act as an efficient tool for your business marketing strategy if you have powerful SEO in place. You can gain new customers quickly without having to pay a lot for it. To have excellent SEO strategies, you must improve your content marketing.
A good content marketing strategy should target customers in the best way possible and be maintainable by your team.
You can even use b2b lead generation software such as Kinsta, Ahrefs, Accuranker to boost your content marketing game. It is critical to stay consistent with your content and strategies to see continuous results.
2. Using PPC Campaign for B2B lead generation
SEO and content marketing usually requires time to develop and make a difference. You can use various B2B lead generation strategies like PPC or Pay-per-click campaigns to see quick results. The only disadvantage of using PPC campaigns is that it can be very costly, depending on your industry.
PPC Campaigns involve placing an ad on various search engines. When a user usually searches for the services you provide using keywords, Google will automatically show up your ad on top of the results. If the user decides to click on the link, you would have to pay for that click at the pre-decided price. To earn the top spot on Google, your business must be SEO optimized.
3. Benefits of Social Media Marketing on lead generation
You can refine your marketing strategies by using Social media as it allows you to target people specifically. LinkedIn has been proven to be an effective part of B2B lead generation strategies, according to 62% of the marketers. Social media provides companies with a direct platform to interact with their target audience and generate leads quickly which becomes highly useful while implementing various B2B lead generation strategies.
Another essential advantage of employing social media marketing as part of one of your B2B lead generation strategies is that it is easily accessible. In this digital world, you would rarely meet someone who is not on social media. Social media currently has the highest available leads that can be converted quickly and in large numbers. You can also target your ads specifically based on location, gender, age, interests, and culture, to minimize your effort and maximize your results.
You should create your content around the current demand and what people are searching for to make yourself available to them. This is an important point which you must keep in mind while developing various B2B lead generation strategies.
4. The benefit of Social Shares on lead generation
Gaining social shares is the quickest, cheapest, and important part of different B2B lead generation strategies. You can use it effectively to grow your audience and make your content go viral. Using social shares as a part of various B2B lead generation strategies is one of the cheapest ways to gain recognition as you don’t even have to pay for it.
When your content gets viral, it automatically gets reshared between different communities, increasing your popularity multifold. This type of marketing is known as viral marketing and is considered to be a lucky thing. Viral marketing can only happen if you provide new interesting content worth talking about.
Adding rewards for sharing your content is an effective way to get people to share your content. Many brands use this to promote their sales and products by providing exciting offers and discounts with every share.
Viral marketing also improves your credibility as your customers will talk about your services to their friends, providing word of mouth referrals which can perform better than many B2B lead generation strategies. The bottom line is that if you can use viral marketing to your advantage, you can grow your user base without paying for it.
5. How to generate B2B leads for ‘Out Of Stock’ items
You can turn out of stock items in your marketplace into an opportunity instead of losing customers as one of the most effective forms of B2B lead generation strategies. Typically, when an item is not available in your marketplace, customers usually buy it from someplace else, and that can cost your hours of effort.
Most of the time, when an item is out of stock, people usually write a red text stating it. Instead, you can add a notify-me option for the users to subscribe. This will not only make sure that the customer repeatedly checks on your website for the item to be available. You can also create new leads by getting new users to subscribe.
6. Godfather Strategy in B2B lead generation
Using B2B lead generation strategies like creative one-liners can help you to get more users to sign-up with you in the easiest manner. For example, using “Join our family of 5000+ world-class customer base” instead of “sign up for the newsletter” can help you attract more customers.
The newsletter has become one of the widely used B2B lead generation strategies. However, people don’t pay attention to it anymore. Making the same thing more creative is the only way to make it exciting and relevant. Using personalized content is another important tactic for your every marketing strategy to be efficient.
7. Using backlinks for lead generation
Mouth referrals were and still are the best kind of marketing as it comes from a reputable and trusted source. When you have someone praising your services, their end toll will get immediate confidence and trust in your business.
In the digital world, mouth referrals are converted into backlink marketing. Using a trusted website to send clients your way behaves the same way as mouth referrals. The trusting user-base of that website will trust in the services provided by you. You can build backlinks in numerous ways, such as:
- Writing blogs for different companies.
- Getting other websites to share your content.
- Using website resource pages.
- Creating infographics that other businesses can use as well.
- You can even get free backlinks when people use your images.
- Writing unique, relevant content that other businesses might want to use.
While carrying out a backlink strategy, the important thing is to never pay for it and let it build naturally over time. Also, check the websites before providing them backlinks as users from untrusted sources can harm your business.
8. B2B lead generation using Cold Emails
Cold Emails depend upon the first impression you are able to create on the receiver as you have no prior relationship with them. It can get challenging as gaining a new user’s interest is extremely hard in this competitive market which calls for the implementation of various B2B lead generation strategies. Here are a few techniques you can try to get more leads through cold emails.
- Being creative is the most important thing to stand out from the crowd. You can include media such as images, GIFs to make it more interesting.
- Adding humor has seemed to work in many cases.
- Try not spamming using boring language and get straight to the point.
- Sending a minimum of two to follow up emails can make a lasting impression on the user’s mind and make sure your services reach them.
Conclusion
B2B lead generation strategies can be challenging as you have to personalize them according to your target audience’s interest. Stuff that might work wonders for one business might completely fail for you.
So it is crucial to create creative B2B lead generation strategies to make it more efficient and get better ROI. You can even choose to use various b2b lead generation tools to come up with effective B2B lead generation strategies. However, you need to experiment with different methods to find the best strategy for you.