With so many marketing strategies out there, it can be tough to figure out which ones are worth your time. Which is why we’re breaking down the top B2B lead generation strategies for you!
So what are the best B2B marketing lead generation strategies? If you’re looking for proven techniques that will help you generate more leads, then take a look at these 6 most used tactics we laid out for you.
1. Define your B2B Audience
For your marketing to succeed your target audience must be clearly established.
It seems obvious but in reality, poorly described audiences are all-too-common. For example, we’ve been working with B2B lead generation companies trying to speak the language of C-suite executives, but actually using messaging that can only communicate at mid-level management.
Having clear distinctions for the viewer is helpful in forming complex value propositions. By identifying the market, you will ensure that you really have buying interest on the qualified leads you can produce.
That starts at a level of the business. There are typically four possible customer targeting methods for B2B lead generation companies: location, company size, industry and capabilities. The next step with your goal, concentrate on the individual buyer persons who will be interested in the transaction.
The number of possible goals is virtually infinite – but you have to pick one. If you’re selling REITs, for example, you might sell to a portfolio manager.
Although you’ll probably get a fairly good idea of who you’re usually going to deal with just given the company’s existence, research would be the best way to verify this kind of buyer info. Do research with your B2B sales leads, even though you have assumptions built in.
2. Simplify your sales approach
Okay, now that you have identified an audience. Now, it’s time to start selling your message to them.
This is where you start defining the specific needs your audience faces for B2B lead businesses. If they are B2B leads, should you talk about how your work can increase the value of your portfolio? If you sell to CTOs, will you explain how your bid would allow them to connect with members of the board of the needs?
3. Create Smart Marketing Campaigns
Many sales representatives in companies focus on selling the product and convincing the prospect why they need to use their product rather than approaching it in an informative way.
You should respond to new MCA leads through email while being as informative and educational as possible. This method is called SNAP selling which focuses on the MCA leads making the decisions: influence them in a positive way, so in the end, they have the feeling they made the decision on their own.
4. Generate meaningful content
If you’re looking for your marketing to serve lead generation purposes, paid ad campaigns are the go-to – especially at first. We used to concentrate on organic lead generation campaigns some years ago but now have changed it up. We prioritize SEO, concentrate on making our customers rank for high-volume keywords important to their audience, and devote the vast majority of our efforts to make it happen.
The thing is – it takes time to get organic tests to happen. SEO is a fantastic way to generate qualified leads, but it’s almost always a long-term game. Same with biological social campaigns. Most companies can’t afford to wait for leads for six months; they need them to start flowing sooner rather than later.
That is why it is so valuable to campaigns paying for B2B sales leads. When it comes to attracting the attention of a prospect, they’re essentially a shortcut to the front of the line. And if they are well-targeted, paid ads will reach people with a right-offering service when they are looking to fill that need.
The effect is high-quality, appropriate traffic to the website – which was ideally designed to turn those visitors into qualified leads, as we have discussed. First, we would suggest starting with a Google Advertising campaign. The strength of Google Advertising is that you can actually meet people while they are looking for your service, which means they would be particularly open to buying.
Paying for social campaigns is also extremely successful. But bringing people into the higher stages of the lead funnel is usually better (by encouraging sign-ups to a webinar or content piece, for example, versus dropping them directly into a service consult). The people buying B2B services are very rarely doing so on a social basis.
If the starter of a lead generation campaign is a paid campaign, consistent content is the fuel. There are plenty of paths you can take, but here’s what we’re recommending: start blogging.
The blog of your B2B lead list business will be the driver for the content on other platforms for lead generation. For social material, using short excerpts from posts. Build email content based on top-performing posts.
5. Figure out where your audience is and address them there
Concentrate on the right social media, not every channel. Do not get distracted by trying to hit all at once on Facebook, Instagram, Twitter, YouTube, and a podcast.
Start by identifying the platforms that will have the greatest effect, and use them to create momentum on other platforms.
To put it another way, figure out where the audience is listening and talk with them. We’d suggest LinkedIn first for B2B companies – and you should possibly stop there.
We would recommend Facebook next if you wish to go further. If you have a visual product (like architectural services), then use third-party Instagram. We’re not a major believer in lead generation Twitter, but if you’re working in a fast-paced industry (news or content production), it could make some use of that.
6. Use email marketing
Utilize email for your lead generation campaigns. Create your list, and use it. Email remains one of the strongest digital marketing platforms, as it is highly targeted and cost-effective. Newsletters may be created from content on the web. Nurture strategies can be used to turn communications into leads.
Let’s be clear, we get it – everyone is looking for the best results with their B2B leads for marketing, fast. But the fact is that it takes time to create almost anything of lasting value, and while it might not seem like it, for B2B lead list companies the same thing is true for digital marketing. Don’t give up after a few weeks on the content development.
Now that you’ve learned some of the best B2B marketing lead generation strategies, commit to make it work over time (we would suggest at least one year), and the results begin to grow. That’s not to say you shouldn’t continue to evaluate your strategy and determine whether you’re doing the right things, but to say it clear, continuity is winning the day, particularly in a digital world.
If you consistently build the right channels with impactful content the leads will come.