A whole new world of B2B lead generation channels has been opened for organisations by digital technology. However, you do not get the desired results in terms of effectiveness and efficiency from all tools. B2B marketing campaigns are able to run successfully with the help of B2B lead generation strategies that produce a plethora of high-quality prospects into your sales funnel.
So how do we make it happen? Which strategies should we apply? Let’s find out in this article.
There is so much information out there on how to get more B2B leads. In today’s world, buyers are much more sophisticated and clued-in than ever before. That is why, B2B marketers have started to take the approach that has been used by B2C marketers for a long time now. So before applying any strategy, the foremost thing that you should ask yourself is “What is the whole idea behind lead generation?”
Lead generation aims at bringing the right people into your sales funnel. And it is quite possible that these prospects will be at different stages of the buying process when they arrive.
Top B2B lead generation strategy for delivering better results: Focus on traffic from social media
It would be a huge mistake even to attempt to be on every possible platform with social media if you don’t have a huge team of people for managing your social media marketing. Primarily, a concentrated effort to leverage the B2B lead generation capabilities of a few tools is efficient. Beyond that, driving traffic to your website should be a core objective of using social media.
With different social tools, organisations experience different results. To figure out where the sweet spot lies, you need to analyse your efficiency with the tools you use. The majority of the B2B marketers will agree that implementation of a customer-centric approach is mandatory when it comes to your marketing efforts. You should take the path of a blanket approach. As various channels deliver a different experience for the user, people are on different social media channels. Therefore, avoid pushing the same message out across all of your channels. Your message should be customised based on people and their interests.
Twitter is very helpful in spreading brand awareness and delivering your message. To make sure that you have regular content, there is a range of automation tools out there to help you with that. But most importantly, you need to use it for engaging with your audience and generating traffic. You should also make sure that the content pushed by you is good enough. This will make people return to your website on a regular basis.
This social platform offers some efficient lead generation features. As in February 2016, it had an audience of 414 million and counting and out of these, 100 million use the platform on monthly basis. It is the best platform for B2B advertising on LinkedIn and marketing teams. It also has an excellent search function where you can look for prospects based on job roles and various other factors. This is great if you are a salesperson looking for new opportunities. Networking through groups is highly preferred. It is an effective facility for driving engagement from prospective clients. Posting valuable content regularly is of great value to readers but make sure that you don’t overdo it.
Through event registration, sign-up forms and very granular audience targeting, Facebook also has some clever opportunities.
You can show off your products and services via this platform. You can also position your company as a thought leader in its field. YouTube is the second most used search engine by people. So make sure that your videos are tagged correctly.