Effective B2B lead generation strategies begin with drilling down into exactly the types of leads that are most likely to convert into paying customers. That means filtering out prospects based on your resources and goals, and narrowing your attack.
Lead generating ideas and approaches that allow you to sharpen your B2B strategy:-
- Bring Your Leads Inbound: Traditionally, marketing has been classified as outbound marketing — television commercials, print advertisements, internet banners, email mailing lists, and good old fashion cold-calling. These outbound lead generating techniques cast a very wide net that typically connects with hundreds of thousands, or even millions of prospects. Outbound marketing tends to use the broadsword approach.
Inbound marketing, when done well, meets your customers where they want to be. Inbound marketing focuses on creating quality content that aligns with what your customers are most interested in so they’re drawn towards your offers because they want to learn more.
- Generate Better Relationships with CRM: Sometimes generating leads is about keeping track of all of the pertinent data surrounding those leads. Customers need to know that they have a relationship with you and if you’re constantly losing track of their information or their info isn’t updated, then it sends out a clear message to your prospective leads that you don’t really care about them.
Investing in a proper customer relationship management (CRM) system will allow you to gather, store, analyze, and track the most important data that can help you personalize the customer experience. And CRM doesn’t stop there.
CRM helps generate and convert leads by sifting through massive amounts of raw prospect data to locate the most promising prospects. After sorting through all that data, a good CRM can also be used to gain meaningful customer insight. With this business intelligence in hand, you can quickly and inexpensively disseminate relevant information to a wider range of specific, potential customers.
- Solve Problems and Share Ideas: At the heart of inbound lead generation is the humble blog. If your business scoffs at or doesn’t allot dedicated resources to your company blog, yet are trying to obtain quality leads, and then understand that blogging has the potential to drive a significant amount of prospects into your sales funnel.
A blog connects to customers and prospects in a less corporate manner. The company blog allows you to stretch beyond the landing pages of your core website; expanding your content past product features, business speak, and the boring FAQ page.
If your company is a leader in its industry, your blog can be the bullhorn for your company’s evangelists and leaders to share their unique perspectives and opinions on specific topics you could never espouse on the pricing page. And at the end of each blog post, an offer, newsletter signup, or form that allows the reader to learn more if their interest has been piqued.
4.) Social Media Can Generate B2B Leads: Social media has become a legitimate lead generation channel with ad formats having matured beyond just engagement metrics. With Twitter cards, Face book’s objective-based advertising, and LinkedIn’s sponsored ads, social ads have come a long way in cementing a spot in revenue-based lead generation campaigns.
5.) New Ideas That Will Generate Real Value: As you might have gathered by now, a successful lead-generating strategy isn’t just about building a great product that offers value. A good lead generation strategy consistently puts out content and offers that provide real value to the prospective lead.
It takes patience, too, for prospects may not be prospects today, but with nurturing, optimizing and guidance, they can ultimately become paying customers.
The secret here is to continually build unique, quality content that has real value to prospects that you want to connect to. And if the prospect isn’t ready to sign up yet, continuing to build and share that quality content over time will give you an edge over less-patient competitors.