B2B Sales lead generation is one of the most important tasks that a sales and marketing team do. Generating more leads means more sales and higher revenues which ultimately means more money in your account. But in today’s competitive environment, it is becoming very difficult and challenging for companies to generate Sales Qualified Leads. According to the reports, 68% companies agree that they struggle to generate leads and 61% B2B Marketers say that quality lead generation is their biggest challenge. However, there is not just a single way through which you can ensure constant flow of leads. But using multiple and dynamic ways can help you to get there. Below, we have given our top 10 favorite tips on How to generate Sales leads.
#1 Improve Your SEO
The easiest way to generate leads is to optimize your content. You should use the SEO tools and research keywords that can drive traffic to your website. According to Google’s report, ‘An average B2B buyer conducts 12 online searches prior to interacting with a website’. Also it has been found that 94% of B2B buyers conduct online research prior to making a purchase. By these statistics you might have understood that using organic Search Engine Optimization can be effective for creating more B2B Sales leads in 2021.
You can do this by publishing informative blogs and articles with relevant keywords on your website. Also Linking and posting them on high authority websites, using enticing meta descriptions and appropriate title tags can be beneficial. If you do this consistently, then this can amplify the visibility of your website. Thus, supporting you to foster more leads for your business.
#2 Get Active On Social Media Platforms
Social media is a very powerful tool for B2B Marketers to escort more Sales leads. You can engage and connect with professionals and get the attention of the buyers. The simplest way to do that is by making social media profiles and pages on Facebook, Instagram, LinkedIN, Pinterest and Twitter etc. You can also join social media groups and initiate conversations. After you become familiar with the members you can let them know about your products and service offerings.
Using social media can help you to get the attention and interest of many people. Once you engage an audience, you can filter out the leads through your approved process. After getting the leads you can initiate conversations with them and find out what their needs and wants are. Having multiple touch points for customers to talk with you helps them in building trust in your business. B2B Lead generation is a long term and a constant process. Using and being active on multiple social media platforms can help increase your opportunities for business growth.
#3 Use Email Marketing
For B2B Demand and Sales generation, emails are still an effective way to reach the prospects. Infact, 59% of the Marketers consider emails as an important medium for generating B2B Sales leads. You can use emails in a persuasive and multiple ways to get the attention of your prospects. As per the statistics, ‘Personalized emails are 75% more likely to be clicked by the recipients.’ So, you can boost up your Lead generation and sales by personalizing the emails that you send.
Another best way in which you can use emails is by using the two main types of email sequences.
- Trigger based sequences: In this the emails are sent to the person when they perform certain actions on your website such as browsing on your website or subscribing to your email list.
- Time based sequences: In this method, emails are sent at specific times for example, after a customer makes a purchase. After two weeks of making a purchase or on an anniversary date.
You can bring about B2B Sales leads by sending highly personalized and relevant emails. You should also make sure that each email concludes with a call of action for example; click here for more information or click here to purchase etc.
#4 Hosting Webinars Or Online Workshops
According to the statistics, ‘73% of B2B Marketers consider webinars as a highly effective tool for generating qualified leads.’ Webinar or online workshops is a channel through which you can interact with your audience in a more impactful way. It allows you to discuss and share in depth information and knowledge with your audience.
Running live webinars and online workshops can help you to answer the questions of your prospects and build more trust. This also helps you to establish as a leader in your field and can attract more leads for your business. You can host webinars or online workshops on your own website or host and publish them on other platforms.
#5 Add Chatbox On Your Website
According to the research, ‘Responding to the new leads within five minutes is important.’ But it has been found that only 10% of B2B companies are able to do so. Nowadays, people expect fast and quicker responses to their questions or requests. An easy way for B2B companies to interact with their target audience is through Chat box. You can use live chat tools on your website as they can be automated and can guide your leads instantly.
As the lead interacts with you on the chat box, you can gather information like their email address, pain points and feedback etc.
#6 Give Answers On Q&A Websites
You can get or generate new leads by providing answers to the questions on websites like Quora. It is also a great way to demonstrate your leadership and drive more traffic to your website and social media pages. B2B Marketers and Sales representatives can join such websites and answer the questions relevant to their industry. This will make you engage more followers and target users that are related to your business.
#7 Run Paid Search Ads
Paid ads are the best way for getting more leads and driving traffic to your website. By this way, you can directly aim at your target audience and generate high quality leads. However, in 2021 B2B Marketers can’t attract their audience by just a simple clickthrough paid ad. You need to be more smart and use intent data to strike the attention of the right prospects. You must take into account that the display ads are relevant and demographic filters are set properly. The click through links and specific landing pages must be given with email signup on these ads so that you get the contact information of the prospect. The only drawback of the paid ads is that it can be tricky and expensive. If not strategized properly it won’t give the desired or expected results.
#8 Use Press Releases
Press releases are a good way of creating brand awareness and steering more traffic to your website. You can reach your target audience with new information and knowledge about the B2B companies. The prime reason for the press releases to get more attention is that they are written in news styles and are very formal.
B2B Marketers can reach a wide audience by sharing the press releases with the media houses, influencers and the company’s followers. You can use this technique and issue press releases in the following happenings:
- When you are about to launch a new product or service.
- Your company or business gets an industry related award.
- Releasing a new publication like white paper, case study or an eBook.
- Expansion of business or relocating or merging into partnership
#9 Interviewing Industry Leaders And Influencers
You can quickly grasp the attention of the people and your prospects by interviewing the famous industry leaders. People would love to hear from them as they would gain knowledge and insights. Even these successful leaders have a following of an audience which would be led to your website or business. This will help you to expand your network and get more B2B Sales leads. You can use this tactic to increase the credibility of your audience. Later on you can publish these interviews as a podcast, article or blog posts etc. This plan of action can boost up your company’s reputation and profile and it will also power puff your lead generation.
#10 Ask Your Customers For Referrals
According to the statistics, 82% of the businesses generate most of their B2B Sales leads through referrals. Many companies often make mistakes by forgetting about their current customers who have already made the purchase. But you must reach out to them and ensure that they are satisfied with your product or service. This way you will be able to establish trust in your customers. Even calling your customers to thank them for taking up your service will add value to your customer- business relationship.
Taking care of your current customers is an important factor as they can be a great source of Sales leads. You can ask your existing customers for the names and the contact information of the businesses or people that might be interested in your services. Thus, referrals are a good way to get more B2B Sales leads for your business.
For every B2B Marketer generating quality leads is a top most priority. While there are many ways of generating leads you cannot solely rely on one. To enhance your sales and to get a good flow of leads you must identify and incorporate the B2B Lead generation techniques that work best for your business. Having multiple channels for getting high quality leads is a right way for ensuring the flow of Leads. Using the various tips given above you can strategize and generate your B2B Sales leads effectively.