Top 5 Lead Generation Strategies For B2B Businesses

21February 2024

Generate leads for your sales team with high-quality content marketing. Publishing industry research reports, offering downloadable white papers or e-books are great ways to generate B2B leads. They provide valuable information to your target audience and can increase awareness of your brand.

These strategies can be used for any stage of the sales funnel. However, they should be optimized for the awareness and evaluation stages.

Content marketing

When executed correctly, content marketing is one of the most effective lead generation strategies available. According to Demand Metric, it generates 3 times more leads than traditional marketing and costs 62% less.

Start with keyword research to uncover the fundamental problems and solutions that your audience is searching for. This will help you create relevant, high-quality content that can be used to capture leads.

You can also find topic ideas on social media, like LinkedIn, where people discuss topics that interest them. For example, if your product is a solution for mortgages, you can create content around topics that are of interest to your target audience, such as touring homes, home improvement techniques, and budget remodeling. This type of content is typically referred to as a “lead magnet” because it’s offered in exchange for contact information.

Social media

Social media as a lead generation strategy provides businesses with a wide audience to reach and is also cost-effective. The tools available on social media platforms allow brands to target specific demographics and regions, resulting in a higher ROI than traditional marketing methods.

Users spend huge amounts of time looking through their social media feeds for content to consume and interact with. Timely posts that are engaging and offer valuable information can help to generate leads. However, be careful not to make all your posts promotional. Users will not appreciate it if all they see is your brand pushing them to buy something.

Hosting virtual conferences is an excellent technique to engage a targeted audience and demonstrate your expertise in the area. These events are also ideal for generating leads, since you can collect contact information from participants.

Referral marketing

Referral marketing is a powerful tool for businesses looking to increase their sales and brand awareness. It is a highly effective way to gain new customers, as people are more likely to trust recommendations from their friends and family. In addition, it can help increase customer lifetime value and foster a sense of community among your customers.

Start with current customers: Encourage your existing customer base to spread the word about your products and services by asking for referrals at key points in the process, such as after a sale or a customer service call. You can also use gamification and smart psychological tools, such as time jeopardy and league tables, to encourage sharing.

Offer incentives: Show your appreciation for customers who refer them with small tokens of appreciation, such as discounts on future purchases or free items. This will make them more likely to continue referring new customers.

Digital advertising

In a digital marketing world, where users are constantly interacting with multiple marketing platforms and services, leveraging intent data tools can help you close the gap between marketing and sales. These tools allow you to move lead information across your digital marketing stack in real time.

Another great method for generating leads is by creating case studies. These are a great way to show off your agency’s expertise and build trust with potential clients. They can be published on your blog as a category, or you can create PDF versions that are gated and require an email address to download.

Remember that the key is to prioritize your different lead generation tactics. Just like the professor’s jar example, you want to ensure that your large rocks (or largest revenue-generating strategies) are at the top of the jar.

Email marketing

Email marketing is a powerful tool for generating quality leads. By targeting customers who have already shown interest in your product, you can create an engaging and relevant message that encourages them to sign up for your newsletter. Email automation tools can also make the process of converting leads into paying customers as seamless as possible by sending emails at predetermined intervals.

When using email marketing to generate leads, it’s important to avoid click baits and other tactics that look spammy and can get your emails to the spam folder. These tactics can damage your domain reputation and cause your prospects to unsubscribe. In addition, it’s important to use a vendor that provides zero-party data and adheres to GDPR compliance. This way, your emails will be delivered to subscribers’ inboxes instead of going straight to the spam folder.

Leave a Reply

Your email address will not be published. Required fields are marked *