HOW TO GENERATE B2B LEADS

B2B companies which has a unique marketing strategy to run the business unlike the B2C, more often B2B companies far depend on the traditional lead generation program like classifieds, advertisement etc. B2B leads generation is often compare with B2C marketing strategies which will not give you the desire results. However, not all the strategies make the company successfully but right marketing strategies that syncs with the appropriate industry will help them to generate a successful leads with high conversion percentage.

There is no industry standards to evaluate the B2B leads but with the domain experts can formulate based on their previous experience and monitor ongoing lead generation process timely to make tweaks to run the show successfully.

The objective of your lead generation should you well defined to gather the required information. Most of the cases Name, email and Contact name where requested and further forward these to sales team.

Below are the few tips that helps to drive the B2B leads with more efficiency:

·         Email Marketing: Email marketing is one of the easiest and cost efficiency marketing technique. Starting with email marketing, understanding the data and piracy is at most important. Setting out the right campaign to the right target users with the required information so that the user opt-in for the lead. Choose in-house email setup or the third party service provider for setting up a campaign. Remember that the CTA for all these emails should prominently include a sign-up for your product.

·         Public Events: Events or roadshows are the one of the traditional practices to acquire the leads by hosting events related to the industry, or even participating in events hosted by others can give you some very good leads via meeting, talking and networking with others at the event.

·         Webinars: Webinars is another event platform where one can generate lead by up-selling. They can indeed bring you unexpected leads by a referral.

·         Content Marketing: Content is the King, this we cannot denied. With aggressively posting in Social Media, blogs etc. with the form of articles, white pages, posting etc. creates high value returns on the brand promotion and at the same time clients show increate to create a lead.

·         Blogs: Blog posting or writing articles are the best source of content to the readers. You are the one of the example to read the content where user attract to the content and circulate to their group in which returns help us to provide the leads.

·         Beta Release: Company with product/service need to create buzz in the market with the features prior to launching. Giving away free bees, promo codes and so on. This is also your chance to fine-tune your product before the actual launch.

·         Daily Deals: Daily deals or 3rd party promotions site will help to drive a leads on a promotional campaigns. 

·         Search Engine Marketing (SEM): SEM can give you a quick, effective and reliable leads better than SEO. SEM is a reliable cost-effective and often works out more on the quality and quantities leads.

·         Search Engine Optimization (SEO): A high rank in Search Engine Results page is always exiting, though have some loops to get a new product/service listed in first page take a while but though this gives a login term benefits from the Internet users. It has the potential to bring you many organic leads. Just to make sure to keep your SEO up & running for very login term benefits.

·         Word of mouth: Though the word of mouth is other of the box but this is one of the powerful tool gives a very high conversion percentage. Referrals can generate immense trust and positive feedback, with the potential of generating further good leads.

·         Public Relations: PR is a primary task where a product/service is launched works synergistically with social media and SEO to establish you as a thought leader, create buzz about and direct traffic to your website and also get third-party coverage for your product.

·         Reseller program: Reseller program does take lot of time to set up with the existing clients. However, the results are exceptionally great. In fact, once your product starts selling and your business grows, reselling companies will come knocking.

·         Social Media: Social media is a one of the biggest market place where the similar industry clients or user connect easily. With the right approach, you can use them to produce fantastic leads in a very cost-effective way.

·         Online Advertising: There are various sources of Online Advertising like display marketing, native marketing etc to target a larger target audience. Though the advertising involves with the cost estimation but this is one of the other source of SEM marketing.

·         Retargeting: Retargeting is an important marketing channel in the paid and free listings. One can generate a very high conversion rate on the retargeting. Retargeting is a source where the lead can also converts in the sale. Retargeting the ads by an appropriate keywords in the search results and showcasing the banner ads in the relevant sites or portals.

·         Cold Calling: Cold Calling is the one of the old technique, industries like insurance, telecommunication etc still follows the traditional techniques of cold calling though the law enforcement make much thought task for the cold calling.

Individual industry follows their own way of lead generation programs, where each vertical had his own pros and cons. Each vertical had a detailed study on the lead generations. I’m going to cover the individual marketing verticals to explain how one can generate the leads efficiently. Choosing the right marketing mix will give a desire results and have its own advantages.

For any other query on online marketing/ digital marketing, contact us at contactpsudhir@gmail.com