Generating leads is the priority of every business. Ultimately, high-quality leads translate to more conversions and a higher return on investment (ROI).
For a sales engine to run smoothly, a business must aim to fuel it with high-quality business-to-business (B2B) leads that fill the sales pipeline. The ugly truth is that B2B lead generation isn’t easy. You must develop an effective strategy to generate B2B leads, which translates to more sales.
In short, you need more leads to drive business growth and increase revenue.
Why Is B2B Lead Generation Important?
Lead generation refers to identifying and attracting potential clients for your services or products. When it comes to B2B leads, these clients are other businesses you hope will buy what you are selling.
Think about it. No business can exist without customers. That’s why you need an effective lead generation strategy for your business.
Here’s how a B2B lead generation strategy can help your business:
- Reach clients through quality leads
- Boost your conversion rates
- Shorten the sales cycle
- Increase the ROI of your sales and marketing campaigns
- Boost brand awareness
- Scale your customer acquisition programs
- Establish strong customer relationships, guaranteeing customer loyalty and retention
How To Generate High-Quality B2B Leads
B2B leads are essential when a business wants to increase its revenue. In a competitive environment, business owners and sales and marketing teams are constantly faced with the challenge of finding new ways to generate B2B leads.
In fact, 61% of B2B marketers cite high-quality lead generation as their biggest challenge.
For most B2B professionals, increasing the quality of their leads is their top priority (68%), followed closely by increasing the volume of leads (55%).
Interestingly, B2B companies with mature lead generation strategies achieve 133% greater revenue than average companies.
Wondering how to generate B2B leads that will help you attract more clients? Here are ten B2B lead generation strategies to try out.
1. Enhance Your Organic SEO Efforts
Search engine optimization (SEO) is an effective way to get your company’s website on the first page of Google results. SEO can help you attract more traffic to your website through organic search.
To improve your SEO efforts, focus on targeting relevant keywords that describe your products or services. Long-tail keywords can help you get more qualified leads from search engine results pages.
When optimizing your organic search efforts, don’t ignore the keywords your competitors are using. Look at what is working for them and then implement those strategies to generate more leads.
2. Set Up a Chatbot
If you want to reduce your website’s bounce rates, why not consider adding a chatbot? This is an easy way to turn cold leads into warm leads.
Not every visitor to your website wants to buy your products or services. By engaging such visitors in live chats, you can collect their names, email addresses, phone numbers, queries, or feedback.
Chatbots can eliminate the need for many customer service agents, saving money for the business. A chatbot powered by artificial intelligence (AI) can work around the clock, delivering quick responses to client issues or requests.
3. Interact Through Social Media
In 2020, over 3.6 billion people were on social media worldwide, with the average user spending 144 minutes per day on social media. The number of global social network users is projected to reach around 4.41 billion in 2025.
Any B2B company can leverage the power of social media using platforms like Facebook, LinkedIn, Twitter, Quora, and Instagram to generate B2B leads.
The best way to get B2B leads on social media is by joining groups and forums where you can engage with other professionals in your industry and share expertise. LinkedIn is an influential platform where you can interact with decision-makers within your niche.
To leverage social media engagements and generate B2B leads, you can:
- Initiate relevant conversations within the group; remember, it may be inappropriate to post about the Super Bowl in a management accounting forum
- Engage in discussions that other group members start
- Commend group members for their ideas or events
- Respond to questions that others within the group ask
- The key to generating quality leads is to avoid pitching your offerings to people within your industry. Instead, focus on building rapport and offering thought leadership to your peers.
4. Send Cold Emails
Email marketing continues to be an effective tool to generate quality B2B leads. Approximately 64% of small businesses claim their emails are effective. Around 45% of these businesses enjoy average email open rates of 26% or higher.
When sending cold emails, ensure you’re customizing them to target each and every lead. You are more likely to get a response from a personalized email that you send to cold leads.
Try out something eye-catching. The first sentence of your email should turn heads and keep the potential client interested in what you are offering. Eye-catching images can also come in handy. Keep in mind that general emails often end up in the bin.
5. Publish Blogs Regularly
When it comes to digital marketing for B2B companies, it’s critical to create meaningful content. Relevant and engaging content is an ideal way to generate B2B leads, as such information highlights your industry expertise.
Roughly 94% of B2B buyers conduct online research before purchasing products or services.
The best way for your target audience to find you online and drive more traffic to your website is by posting relevant topics. Why not create content about a trending topic in your industry or offer concrete answers to burning questions that potential clients have?
To drive more B2B clients through the sales funnel, make sure you use catchy calls to action (CTA) that will elicit visitors to take further action.
6. Host Webinars
Approximately 73% of B2B marketers say webinars are the best way to generate quality leads. Roughly 20% to 40% of the people attending webinars turn into qualified leads.
Webinars can help you drive engagement and boost your credibility. They offer B2B companies the chance to educate their audience and establish themselves as industry experts.
Whether you use a webinar platform or stream live from your brand’s Facebook, Instagram, or YouTube page, a well-executed webinar can help you connect with prospects and generate B2B leads.
A webinar also lets you demonstrate your product or service to the viewers. You can capture visitors’ email addresses through sign-up forms for email marketing campaigns. Don’t waste that chance.
To generate high-quality B2B leads from webinars, make sure you:
- Engage with your target audience in real-time
- Use engaging slides to get your message across
- Display your expertise
- Brainstorm about the best discussion topics
7. Get More Online Reviews
Customers are usually curious about the quality of a product or service before they consider buying it. Most B2B buyers rely on customer reviews before deciding to purchase. If your business has genuine positive reviews from clients, this can be extremely useful to generate B2B leads.
Sharing customer reviews on your landing pages is an effective way of adding social proof. Buyers with doubts about your product or service may make a thoughtful purchase decision once they have read positive reviews.
To enjoy more B2B leads, ask your customers to provide video testimonials.
8. Use Outbound Calling
Take full advantage of your outbound calling strategy by setting clear goals and follow-up plans. This is critical if you want to convert prospective clients into buyers. Mastering the art of outbound calls can increase B2B leads and your overall sales.
It’s also critical to choose the right time to contact potential prospects. Show your B2B buyers that you respect their time. Don’t call them too early in the morning or late in the evening.
9. Embrace Influencer Marketing
Today, more B2B companies are turning to influencers with huge social media followings to drive traffic to their websites. Co-hosting an influencer on a webinar or letting them promote your products or services on their Instagram, TikTok, or YouTube platform can expand your reach and generate new B2B leads.
To land high-quality B2B leads using influencer marketing, companies should identify influencers who their target audience can easily recognize.
10. Guest Post on High Authority Sites
Guest blogging on high-level websites within your industry can generate B2B leads. Your target audience may visit such websites to find solutions to their problems or check what’s trending within the industry.
Posting on guest blogs is an ideal way to make yourself more discoverable to your peers. It also enables you to create backlinks to your B2B company website and drive more traffic there.
Start Generating B2B Leads Today
The B2B lead generation process for your business shouldn’t be complicated. An effective strategy can define everything about your brand and company values. Most importantly, it can affect customer retention and increase your ROI.
If you are wondering how and where to get B2B leads for your business, Redstitch can help. Combining the strategies above with Redstitch’s expertise can cut down your sales prospecting time and put you on the right path to success. Remember, high-quality B2B leads translate to more conversions and higher revenue.