B2B lead generation is a process in which you identify ideal customers for a service or product and win them over to buy. This is an essential part of B2B marketing and sales. However, this does not mean that you can employ a strategy and expect great results.
Let’s go through everything you should know about generating B2B leads and highlight the most effective strategies to consider.
Importance of B2B lead generation
Generating B2B leads is very important for business success. It is used by 2 important departments in a company:
- The sales department
- The marketing department
To make it as easy as possible, these two departments can leverage the Email Hunter software and various strategies to find and contact leads.
For example, the Snovio Email Finder finds thousands of leads based on many different filters and using multiple methods. You then take over the leads and contact your target audience. This is the classic route and one of the most effective methods available. However, there are other strategies you can use.
Just like consumers, all businesses want to be informed before making a purchase. Because of this, content marketing for B2B lead generation is far more effective than many think.
Any business can use tools like SEMRush to identify very good keywords and then create content that engages B2B customers.
Content marketing is preferred over ads because the long-term ROI is much higher. Plus, the content you create stays online and keeps getting leads. For ads, your leads will stop showing once you stop buying ads.
LinkedIn is very effective for generating B2B leads as it is a professional network. It’s full of industry professionals, from newbies to CEOs.
The big advantage of using LinkedIn to find and contact leads is that it gives you access to highly specific targeting criteria. It is very easy to reach the company’s decision makers. You can even combine your strategy with elements of content marketing. For example, you can offer free eBooks to the leads you identify.
If your budget allows, Google Ads serving can be very effective in generating new leads. However, if you create ads that focus on service or product benefits and how the buyer benefits from the benefits offered, conversion rates can be very high.
As mentioned earlier, the big downside in this case is that it doesn’t get leads when the ads are not active. It is therefore a very good idea to focus on both long-term strategies like content marketing and short strategies. Term strategies on how to use Google Ads.
If you don’t like Google Ads or are unfamiliar with Google Ads, the company can also use Facebook Ads to create lead campaigns. While it is more difficult to reach the decision makers and Facebook is inferior to LinkedIn from this point of view, the campaign can still be very effective.
There are many different automated outreach platforms that you can use, but one option that is rarely considered is live chat technology. Customer service representatives can deliver numerous messages each month. You can find them with the Snovio Email Finder mentioned earlier. Then you redirect people to a landing page that has live chat included.
The reason live chat is effective is because business owners and important people can interact with actual people. You can ask any question and get real-time answers. This makes the conversion so much easier as you convince companies to make purchases.
As technology advances, it is becoming easier and easier to broadcast live video on the Internet. So you can easily use live video to generate B2B leads.
Currently around 87% of companies use video content in their marketing campaigns. You can take it one step further by incorporating live video into campaigns.
The trick with using live video is to have a well-prepared strategy for the presentation. Of course, you’ll also need to post the date of the video so interested decision-makers know when to join.
Using FOMO in B2B lead generation campaigns is very effective as it creates scarcity. When you do this, your conversion rate will increase instantly.
People are wired up to want something they can’t have. As a result, scarcity creation works as people believe that if time runs out they will not get the offer. However, that doesn’t mean you can put a countdown timer on one side and expect results. Wrong offers are very easy to spot.
The best way to use FOMO is to do it frugally. Preferably, it should only be used when an actual campaign is being created and it is a time sensitive offer that you are promoting. For example, if you are organizing a webinar, you can limit the number of participants. As the date for the webinar approaches, you can use the scarcity to persuade attendees to join.
Generating B2B leads is about data and how it is used. Because of this, all of the above strategies are very effective. They take into account what corporate buyers want and need. However, you cannot rely on strategies developed by others.
To get very good results with a B2B lead generation campaign, you need to provide realistic offers and real quality. Never try to outsmart customers. Use tools to research as much information as possible about your target audience. If you decide to contact them directly, e.g. B. Using the Snovio Email Finder option, you need to keep things short and to the point.
Overall, B2B lead generation is very similar to B2C lead generation. The only real difference is that your target audience is made up of people who have a lot more knowledge. So your campaigns need to be smarter and based on good information.