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August 3, 2022

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Lead generation is the most important function of any B2B sales and marketing team. Unfortunately, finding new ways to generate quality leads can be problematic in the highly dynamic and competitive business world. There is no wonder why 68 percent of companies struggle in this area.

As the lifeline of your sales machine, learning how to generate B2B leads should be your main priority. Gladly, there are proven techniques that can help you reach out to the right people. Check out reliable Automation and Data Scraping Software to make the process a lot easier.

What is B2B Lead Generation Process?

In e-commerce, B2B is business-to-business, exchanging information, services, or products between businesses. Unlike B2C or business-to-consumer, B2B transactions focus on generating revenue through collaborations between one business and another.

B2B lead generation is the fastest way for businesses to share the market and help consumers reach other products or services they might need. Business-to-business lead generation is an essential marketing tactic for businesses that primarily sell to other companies.

It is the method marketers can strategically employ to identify the ideal customers for their product or service. A business can generate income by knowing what other companies need and who they sell to.

How Does Lead Generation Work?

The first step in lead generation tactics is creating a landing page for your product or service. Then, using a compelling call-to-action (CTA), you want to persuade people to complete a form or provide their contact information.

With such information at your fingertips, you can follow up with them about your products and services. It seems like a pretty straightforward process, but it isn’t always easy.

First of all, acquiring sales qualified leads takes a lot of time. Good thing that there are tools that come in handy, such as automation and data scraping software.

How Do Automation and Data Scraping Software Work?

Automation and data scraping software are lead generation tools that extract lists of leads, enrich data and emails, and send automated outreach campaigns. It allows you to collect information from different resources, such as your website and social media pages.

It scrapes valuable data from Facebook, Instagram, Twitter, LinkedIn, and other online platforms. The results are generated 24/7 and are convertible into easy-to-read spreadsheets.

Once the data has been extracted, the software can help you set up automation so you’ll have an accurate picture of your target audience. This picture is complete with verified email addresses and phone numbers.

You can also use automation to create data for your marketing emails and organize contact information. A key reason why many marketers use services from automation and data scraping software is to save time in their workflow. Since it does all mundane, time-consuming operations, you get to focus on more critical tasks.

The Best Lead Generation Strategy For 2023 (Tutorial)

How To Generate B2B Leads

Now that you understand lead generation process and how it works, let us discuss the best ways to generate sales leads.

Below are ten of the best B2B lead generation strategies to try this 2022.

Optimize Content for Organic Search

Ninety-four percent of B2B buyers conduct an online search before purchasing. This makes organic search an important tool for generating B2B leads. Paid ads seem like a quick fix for generating cold leads, but they rarely produce long-term results.

Whether short on budget or not, organic search is a great venue to capture high-quality leads. How do you boost organic search? Using the right keywords is key to ensuring SEO (search engine optimization) success and increasing your website traffic.

You can use tools like Google Search Console or Google Keyword Planner to identify the best keywords for your niche. Next, you can create strategic content to elevate your organic rankings. Include relevant keywords in your URLs and create compelling meta descriptions. Doing these will increase the visibility of your content on major search engines.

Leverage Social Media

You might not think of social media when it comes to lead generation, but you should. After all, 75% of B2B buyers consult social media before making purchasing decisions. Thus, you can use social media to nurture new relationships and build better connections with prospects.

How can you generate leads on social media?

First, you can run targeted ads. Paid ads on Facebook, Instagram, and Twitter let you reach the exact audience and increase engagement. Plus, it gives you vital insights and data that you can use for your marketing campaigns.

You can also leverage instant messaging and chatbots to connect with prospects and obtain their contact information. The best thing about bots is they help you decipher the intent of your customers.

When you know what they’re searching for, you can determine the best CTA approach that works for them. The key to making this strategy work is to make your offer compelling. Once the prospect clicks on an ad, you can nurture your lead to convert through chat.

Don’t forget to add contact information and create a CTA button when publishing a post on social media. For example, it can be a link to an offer or a sign-up button for your newsletters.

Host Webinars

lead generation

Creating high-quality webinars is time-consuming, but it’s worth the effort. That is because it helps establish your authority over your niche or industry.

Unlike simply sharing an article, infographic, or video, webinars allow you to interact with your audience, build rapport, and gain their trust. You can even address questions or concerns immediately, pulling your potential customers further into the funnel.

Note that people are already seeking meaningful connections with your brand by simply registering for your webinar. Thus, you are dealing with people who will likely share their information with you and eventually make a purchase.

However, people expect webinars to be well-polished and content-packed. Thus, a little planning goes a long way to ensure that your webinar is high quality. Use the customer journey when deciding the type of content to feature in your webinar. Also, limit your webinars to 30 minutes to an hour so your prospects won’t find them too dragging.

Publish Gated Content

Gated content is an effective lead generation strategy for B2B, with roughly four out of five companies using it.

Gated content comes in many forms, including eBooks, webinars, email series, demos, and white papers. As the term suggests, the content is “locked” until you provide interested visitors access.

This allows you to gather contact information like their names, email addresses, and phone numbers, which you can use to generate quality leads. Publishing gated content often leads to more sales. Plus, it provides helpful insights into your customers.

That said, it doesn’t just help you find new leads and sets the stage for personalizing your marketing and lead generation efforts later. What makes attractive gated content? First, it needs to be jam-packed with a ton of actionable information.

Start by creating content for each stage in the buyer’s journey, from awareness to consideration and decision. It’s essential to create content meant to help them along the way. Lastly, create a strong headline, compelling copy, and an attractive cover design.

Communicate Via Email

As a B2B business, you’re probably dealing with CEOs and business executives too busy to browse blogs or social media platforms. One channel they can’t do without is email. This makes email marketing an effective B2B lead generation strategy.

First, you need to get email addresses from your website traffic. Next, you want to know your prospects. Find out who’s in charge of making purchasing decisions so you can target them directly.

Thirdly, segment your prospects to ensure that you send the most relevant content to each of them. When using email as a lead generation strategy, focus on providing value to your prospects by sharing content they find helpful for their business.

Suppose you give valuable content to your target audience. Those interacting with your emails are high-quality leads more likely to make a sale. Don’t forget your CTA; make sure it’s clear and compelling enough to get your prospects to click on it.

Join Forums and Q&A Sites

Industry forums or B2B communities are great places to generate leads. Consider joining forums on LinkedIn through the LinkedIn Groups Feature. Please take advantage of its structure around professional topics.

You can also join discussions on Facebook, Quora, Reddit, and other Q&A sites. Another way to start or engage in discussions is through blog comments. You can directly engage with your target audience by following relevant blogs in your niche or industry.

Build Trust Through Reviews

sales leads

Ninety-two percent of B2B buyers are likelier to purchase from a company with a positive review from a trusted source. This complements the report from Think With Google saying that most B2B buyers do extensive research before purchasing. As you probably know, no advertising can beat a customer’s positive review.

Word of mouth reinforces trust and helps increase brand recognition. Any positive review is good, but you’re looking for that specific feedback worth shouting out. Customers may find your pricing very affordable or have experienced outstanding service from one of your staff.

Leveraging these reviews can help you generate more leads. Consider adding social media proof to your website or landing pages and sharing those reviews on social media. It’s an excellent way to build trust.

How do you build a customer review strategy? Here are a few tips:

  • Create different spaces for your customers to leave reviews.
  • Give customers a discount or ask them to leave a review.
  • Respond to every review.
  • Share positive customer reviews.

Partner With Other Brands

Going solo can be tricky when it comes to lead generation. If you want results fast, consider partnering up with another company. Business partnerships can open your venture to new opportunities and generate easy-to-close leads.

To start, look for non-competing businesses with a similar target audience or those that complement your offer. For example, if you’re a lawyer, you might partner with accountants and financial planners as you have the same customer base.

Or, if you sell a digital product like software, you might partner with a brand that sells physical products or services. Next, create a strategy. It would help if you were 100% sure of what strategies you will employ, keeping in mind that generating leads is the focal point of your partnership.

Speaking of strategies, one great way to generate more leads is to get featured on your partner’s blog or social media channels. Ensure that the content you want to share will be valuable to your and your partner’s customers.

Start a Referral Program

If you don’t have a referral program, now is the time to start one. Before researching brands on their own, your prospective clients will most likely ask a friend or peer for a recommendation.

Research shows that 84% of B2B buyers purchase from a referral, which means referred leads are much faster to close than any other leads. This makes referral programs one of the most powerful B2B sales and lead generation methods.

Referral programs come in all shapes and sizes. You can provide incentives like cash, gift cards, free products or services, discounts, perks, VIP treatment, access to private events, or upgrades. Creativity goes a long way in making a referral program that works for your business.

Magnetize Your Leads

generate leads

A lead magnet is a free item or resource that attracts potential customers to provide their contact information. It can be a free product, white papers, a podcast, an e-learning course, video series, and a lot more.

The goal of a lead magnet is to offer something your target customers want in exchange for their contact details. To do this, you have to know your buyer persona and what would entice them.

When brainstorming about a lead magnet, consider the following suggestions:

  • Tackle one problem at a time. Solve your prospects’ situation and give them what they need.
  • Make it attractive. Ensure that the design and copy are well-thought-out.
  • Be specific. The clearer the value the magnet brings to your target audience, the more leads it will help you generate.
  • Make it easy to use. Avoid offering lengthy or complex lead magnets, as they are less likely to make conversions.
  • Give freebies. You may send free samples to your prospects if you’re offering products.

Conclusion

Generating leads can be daunting and time-consuming. Luckily, tools like Automation and Data Scraping Software can eliminate all the tedious and repetitive tasks so you can focus on your lead generation strategies.

Now is the time to speak with your team. Choose a few (or all) of the B2B lead generation strategies discussed above, and get busy taking action. Hopefully, you get all the information you need to generate high-quality leads and increase conversions.

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