Lead Generation IS vital for any company. Increasing leads in B2B can feel overwhelming, to say the least. Leads are not about attracting a bunch of random people, it is about bringing in customers who are just one step away from converting. The ideal way to do this is with a mix of inbound and outbound marketing. We have pulled together the top and most current expert tips to get your business connecting and converting right away.
Tip #1: Marketing Your Content
“…undeniably one of the best sources for B2B leads. Remember, business decision-makers read content just like the rest of us.”
High-quality and consistent copy is a great way to target and keep your audience. Not only does it allow you to convey your companies unique value proposition but it also educates and guides your customers to solve their problem with your good or service. Using inbound marketing tips, like SEO, you can be sure your site ranks higher and gets more quality traffic. This all has a huge impact on your credibility with the business-people you are contacting. Use these SEO tools:
- Ahrefs- a great tool for backlinks and keywords. This tool is also a great way to understand your competition and see where your company matches up or falls short.
- Accuranker – ranking is a crucial part of your success. Keyword rank trackers, like this one, can help you vastly increase organic traffic
Tip #2: Social Media
This may seem obvious, but many businesses are not taking advantage of the lead generation opportunities on many social media platforms. Take time working on your LinkedIn profile and content. 62% of marketers know that LinkedIn and other social is a highly effective way to connect and generate quality leads. Twitter is another giant when it comes to B2B.
Avoid ineffective and obnoxious sales pitches when writing on social media or anywhere else for that matter. Instead, attract your customers with what they want to read then guide them to a clear call-to-action (CTA).
Tip #3: Going Viral
It is NOT about luck, it’s about strategy. Way too many people thinking “going viral” is only for YouTube Influencers and people who catch yet another crazy animal-human interaction at the zoo. Actually, it is about asking your audience to share content you have specially crafted to be viral. To do this try some of these tactics that increase your sharability by the thousands:
- Offer bonuses after your customers sign up if they share
- Make sure your message can be shared without any writing from your user
- Create impactful highly-visual video content and upload to YouTube, Vimeo, and Facebook
- Contests – everyone loves a contest or a great giveaway-make sure yours has a clear CTA and a prize worth getting
Tip #4: The Popup
Popups work, it’s a fact. You want to create personalized popups with a clear intention. How do you do this? Talk to your customer directly by collecting data from your email list. One of the best benefits of B2B lead gen is that you can mine an impressive email list of targeted businesses that will benefit from your good or service. Using that intel, you can personalize your pop-ups with your customer name. This is an excellent tool for e-commerce companies.
The best type of referrals will always come from other people. Think about it. When a friend recommends a hair salon or restaurant you trust that it will be a good experience. The same goes for backlinks from a trusted website. Like a good friend, your customers will take notice and follow that site’s recommendation. Here are some great ways to get trusted backlinks:
- Content with the right keywords (use tools like Ahrefs and MOZ)
- Writing guest blogs for other companies
- Creating infographics that other businesses will want to share
B2B lead generation doesn’t have to be overwhelming. Choose a clear process and follow it creating content your audience wants to read. Keep the quality and interest consistent by doing your research on keyword searches and increase your rankings on SERP’s. Consider social media as another platform to advertise by providing critical and interesting info as an opposed to a sales pitch. Get personal with popups to reach your business leaders directly. Last but not least, backlinks are your best friends. Make sure you are doing everything you can to get trusted websites to refer you.