Businesses spend 13% of their revenues on B2B marketing. This is a huge investment that will only be successful if the right strategies are used.
Successful B2B lead generation will increase business sales and boost returns. While investing enough money in the B2B generation is a good place to start, you also need to know the right strategies. There are affordable and easy-to-implement lead generation strategies that bring impressive returns.
What are some of the main B2B lead generation strategies that you can use? This article will explore nine effective strategies.
Table of Contents
1. Work on Your Website
Your website is the most important part of your B2B lead generation. It’s where customers will learn about your products and services before making a purchase. As a result, the website should be user-friendly and have much useful information.
Generating leads starts with the creation of a functional landing page or homepage. The homepage should list your services or products and load quickly. You can use usability testing software to determine your website’s loading speed.
2. Post Evergreen Content
You have to understand your audience before creating good content. Understanding your audience starts with the creation of personas and profiles of your clients. You also need to know the common search phrases of your target audience.
Your content should solve the common issues that your clients face. It’d help if the content quotes industry experts and uses the latest statistics. It should also be well-written and simple to understand for it to be useful.
You should collect data from your clients and use it to prepare your content. Clients can ask questions and fill web forms. The most asked question should form the basis of your next content.
3. Ease the Process of Booking a Demo
B2B clients prefer to know the effectiveness of a product or service before they purchase it. As a result, they’ll want to book a demo and see your services or products in action. If the process of booking a demo isn’t easy, they won’t bother to do it.
The process of booking a demo should have very few steps. Clients should just fill out a web form with a few fields to book a demo. In addition, they should receive a quick reply from your support staff.
A simple demo booking process indicates the effectiveness of your products. This increases your chances of converting more business leads.
The majority of B2B clients use mobile phones to do online business. Therefore, if your business doesn’t have a mobile-friendly website, it won’t attract many clients. As a result, your web pages and blog posts must open easily on mobile devices.
Since 2019, Google has been prioritizing mobile-friendly websites on its search engine. A website that loads quickly on mobile devices will rank higher on the search results. So you can easily beat your competition just by having a mobile-friendly website.
A well-designed website has lots of pictures and a simple interface. It also features visible and large buttons on all its pages. Similarly, you can create a mobile application to attract more clients. Saleshive can offer more tips on how to create a user-friendly website.
5. Use Original Research
People will conduct online research before they purchase a product or service. It’d be a good thing if they were getting the research on your website. Being an authority in your industry attracts more B2B clients to your website and enhances your reputation.
You should dedicate some of your marketing resources to creating high-quality research. You can also ask industry experts to create authoritative content.
6. Use Referrals
Using referrals is an old marketing method that should form part of your B2B marketing strategies. You can ask some of your existing clients to recommend your business to their friends, relatives, or colleagues.
B2B customers will likely purchase your products if their acquaintances recommend your business. You can offer discounts or giveaways to encourage recommendations from your customers. You can also have an affiliate program where people earn money by recommending your company.
7. Remarketing and Retargeting
Ranking high on search engine results increases your business’s visibility and clicks. Customers may visit your website but fail to buy any item or service. The good thing is that you can retarget these customers again with better marketing strategies.
Retargeting involves reminding your site’s visitors of your products or services. There has to be a reason why somebody visited your website in the first place. You can inform them of your current discounts, new products, or changes in prices.
In addition, you can retarget them outside your website. For instance, you can check their social media profiles or ask them to join your email list.
8. Use Your Competitor’s Audience
Your competitor’s audience should be the target of your B2B lead generation strategies. You must convince them that you are offering better services and products than your competitors. This can be done by using better keyword SEO research and targeted marketing.
Analyzing your competitor’s content strategy to find mistakes can also be a good place to start. If your competitor does not offer useful and evergreen content, you can begin offering better content.
9. Use Social Media
72% of Americans use social media each day to connect to their friends and learn about brands. Some of your B2B customers may be on social media to connect with the clients and find better deals. Therefore, you must have a huge presence on all social media platforms to attract more customers.
Successful social media marketing requires regular posting and the use of visual media. You must post photos, videos, and animations on your media platform. Replying to your customers’ queries in the comments can also increase your brand’s reputation.
It’s also a good idea to use automation software when handling your social media postings. For example, automation software can know well-received posts so that you can post similar content more often.
Use B2B Lead Generation Strategies to Improve Sales
Attracting B2B clients is more complex than attracting B2C clients. It is, therefore, essential to employ the proper B2B lead generation strategies without spending too much money. The techniques we have listed above can be an excellent place to start.