Generating leads for your B2B business can be difficult and time-consuming at the same time. But it is one of the most important steps that every business must go through before they make a sale.
So, having a strong and efficient lead generation strategy is a must if you really want to get started with your customer acquisition process.
With a robust marketing plan and the right tools, you can easily target customers who are genuinely interested in your products and services. Once you get those leads, you can build relationships with them and convert them into customers.
Let’s check out the 6 most effective ways to kickstart your B2B lead generation process.
1. Publish Valuable And Relevant Content
Having a resourceful blog or website is extremely important for your business to be successful. It will not only help you gain exposure but will also help generate leads for your business.
But for that, you need to publish relevant and valuable content that people love. The internet is flooded with thousands of blogs that publish the same type of content as you do.
So, give your visitors a good reason to read your posts over your competitors. The best way to do that is to offer content that engages people and helps them solve their problems.
This can be in the form of a solid blog post, an engaging video post, or even a resourceful webinar. Make sure to create customer personas and learn more about the pain points of your target audience so that you can create content that’s relevant to them. Once that happens, generating leads won’t be a problem anymore.
2. Create Opt-in Campaigns
Lead generation for B2B businesses depends a lot on reaching out to the right people and sending them the right message to drive action. But, how can you reach out to them directly?
A good way to solve this problem is to create attention-grabbing opt-in campaigns that encourage site visitors to give you their contact information. Opt-ins are special popup messages that highlight products, services, special deals, discounts or coupons on your website to attract leads. There are various types of opt-in forms that marketers use for this purpose, what works best for most businesses are exit popups.
These pop-ups detect the visitor’s activity on your website and display the message right when they are about to exit. You can use exit-intent popups to tell your visitors about your products or services and give them special offers in exchange for their email addresses.
By collecting these contact details, you can easily reach out to your audience to market your business in your own terms. This is a very effective marketing strategy because by sending an email, you get the opportunity to interact directly with your leads.
3. Offer Useful Lead Magnets
To boost conversions of your opt-in campaigns even more, consider offering lead magnets. A lead magnet is an incentive that’s offered to your visitors in exchange for their contact details.
A lead magnet can be anything: a free digital download, cheat sheets, checklists, infographics, or anything resourceful that your audience would love. Offering lead magnets is a great way of attracting new leads because people don’t mind giving their email addresses in exchange for something that can help them solve their problems or help them learn something new.
You can then segment these addresses based on their interests and send personalized emails that can turn your leads into sales.
4. Add Powerful Calls-to-Action
The next amazing way to kickstart your B2B lead generation process is to add a clear call-to-action on your website. Without a CTA, visitors on your site won’t know what to do next.
This can overwhelm and confuse your visitors and result in decision fatigue. If that happens, the possibility of turning the user into a paying customer decreases to a considerable extent.
CTA’s can prevent that from happening by making your message clear for your audience. It helps you direct your users through the next step so that they can take the right action on your website. This can not only generate leads for your business but can also help you convert them into long-term customers.
5. Use Live Chats On Your Website
Using the live chat feature on your website is a brilliant lead generation technique that most marketers use. It helps you improve user experience on your website by offering quick solutions to your user’s problems.
This means that your visitors can get instant answers to any pre-sales question or confusion that they might have. This will help them make faster purchase decisions which will have a positive impact on your sales.
Besides, it also helps build a strong relationship with your leads and customers and gain a competitive edge too.
6. Use FOMO to Drive Conversions
FOMO or the ‘fear of missing out’ is a psychological trigger that people respond to instantly. It’s a feeling of anxiety that most people suffer, from seeing others enjoying something without them.
Marketers are now using this concept in their marketing strategy to boost their sales and increase conversions as a whole. If you want to generate some leads for your business, why don’t you use it to your advantage too?
The idea is to create messages that will encourage your customers to make impulsive purchase decisions rather than regretting the missed opportunity later.
There are several ways of using FOMO for lead generation. You can run a limited time offer sale and add a countdown timer to show people that time is running out.
Another brilliant way to make it work is by displaying your stock levels. You can easily trigger an action by letting your website visitors know that you have limited stock available. This will make them take quick action because they don’t want to lose the opportunity.
Generating lead for your business might sound like a tough job. But with a proper lead generation strategy in hand, you can easily attract leads and convert them to sales.