From channel differentiation to understanding buyer personas, here are 17 answers to the questions, "What are your most effective B2B lead generation strategies?" Can you explain why they work well and give an example?
- Discover channel differentiation
- Talk about niche podcasts
- Try Account Based Marketing (ABM).
- Use content marketing to get quality leads
- Gift with handwritten notes
- Post more case studies
- Rely on digital advertising
- Build a B2B social selling strategy for LinkedIn
- Reach and promote B2B prospects systematically
- Answer questions on Quora
- Give free incentives
- Look back at past activity to find untapped opportunities
- Design a CRM for personalized outreach
- Hire a virtual assistant to contact cold email
- Generate promotional content
- Trust customer testimonials
- Know your buyer personas
Discover channel differentiation
In 2023, you need to explore new channels for lead generation. You can't always rely on the same channels for leads. The recent problems with Google AdWords show how precarious a strategy can be when it depends on a limited choice of channels.
Ultimately, the most powerful form of lead generation is the traditional channel: word of mouth. Identify your brand ambassadors and turn them into marketing machines with referral and affiliate programs. People who are referred to your business by a trusted source are 18% more loyal than a customer found through other means, and are four times more likely to refer more customers to your brand.
Benjamin Graham, Content-Stratege,AnswerConnect
Sales teams need to adapt to the changing B2B marketing space. Relying on what has always worked may not help you reach your full potential. The name of the game is diversification.
Talk about niche podcasts
There are more than 2 million podcasts in the world. Most of them are niche focused and have very relevant audiences; You just have to find them and start an actual conversation. We've had tremendous success telling our story through podcasts, and I really think podcasts are a fantastic way to communicate with our target markets.
The key is to know what you're talking about and have a pleasant conversation. Podcasts are not an explicit sales platform and you are not invited to sell your product. Talk about the industry, breaking news, research or trends. If you are competent, it will be noticed and people will pay attention to you.
Ken Fichtler, CEO,Gase
When your audience perceives you as an expert in your field, it's much easier to generate new leads. Because a basis of trust already exists before the first meeting.
Try Account Based Marketing (ABM).
One of the most effective lead generation strategies in the B2B space is Account Based Marketing (ABM). This approach involves identifying and targeting specific, high-value accounts that are most likely to become paying customers.
By focusing on a smaller number of accounts and tailoring your marketing efforts to their specific needs, you can increase your chances of a successful sale. This strategy works because it allows you to personalize your marketing efforts, which can be most effective in B2B sales, where the buying process is often longer and more complex.
By knowing your target customers and understanding their pain points and goals, you can create highly relevant and engaging content that addresses their specific needs.
becomes gills, Event-Animator,DJ Will Gill
If you're trying to get the "big shot," account-based marketing can be an effective lead generation method. Remember that as you narrow your focus, you must increase your customer service efforts in equal measure.
Benefit from content marketing
One of the best B2B lead generation strategies is to use content marketing to attract and retain prospects. This includes creating valuable content such as blog posts, whitepapers, and webinars that provide information and solutions to problems your target audience is facing.
The strategy works because it helps attract leads at the top of the sales funnel when they are in the information gathering stage. By providing them with valuable information, you can position your company as a trusted advisor and increase their chances of becoming customers.
An example of this strategy in action is a software company specializing in project management solutions for construction companies. They created a series of blog posts and white papers addressing common challenges construction companies face and how their software could help solve them. As a result, they were able to generate a significant number of leads and close several new deals.
Luciano Colossus, Founder and CEO,Tongrad
Gift with handwritten notes
It's common for B2B marketers to occasionally forget that the companies they're contacting aren't faceless companies. Even the largest companies are made up of people, and it's the relationships you form with those people that open the door to the organization. This is why handwritten notes are so powerful for B2B sales and marketing teams. The more comfortable a prospect is with your business, the more receptive they will be to your introduction, and nothing creates an instant connection like a warm, personalized, handwritten introduction. Family leads become high quality sales leads.
To streamline your B2B relationship marketing and generate leads more often, use Simply Noteted to automate your handwritten campaigns. We offer the best quality in the industry with results indistinguishable from real handwriting. You can connect us to your existing marketing automation to create handwritten welcome notes, thank you cards, reminders and more without your intervention. And with a 99% open rate, handwritten emails are the logical choice for your B2B lead generation campaigns.
Rick Elmore, founder,just noticed
Post more case studies
For your content marketing efforts to be successful, I recommend focusing heavily on case studies. Business-to-business customers are detail-oriented, risk-averse, and often require input from multiple stakeholders concerned with return on investment (ROI) before making a purchase.
As many buyers have recognized, this turns case studies into real sales promotion content in the mid to late stage of the lead generation process. Avoid case studies on your website that don't work. To boost your reputation, openly promote them.
Nely Mihaylova, Marketing Manager,UNAGI Roller
Rely on digital advertising
Digital advertising is one of the best B2B lead generation strategies. It works to reach companies at the top of the funnel and guide them to your business solutions. Google ad spend, social media ad spend, etc. are factors that influence this strategy.
An example of how this has worked for our company was helping attract partners to our partner network. We ran ads on Google and Facebook and saw how many of those leads were converted to SQL for the sales team. This was a very effective way to grow our B2B business.
Marshal Weber, CMO,save it
Build a B2B social selling strategy for LinkedIn
Did you know that 65% of B2B decision makers are on LinkedIn? For B2B, not taking LinkedIn seriously is no longer an option, or your competitors will steal opportunities from you.
To generate quality B2B leads that convert, you need to build a strong brand for your company and employees on LinkedIn. Implementing a system for locating key contacts, nurturing relationships, and prioritizing will ensure your company gets the most new business opportunities.
By following this and building a niche B2B community, you could generate a $2 million (AUD) deal for a company you were working for at the time! This is one of many victories. In fact, 90% of my new business comes from LinkedIn. Be there to win it.
michelle raymond, LinkedIn B2B strategist and trainer,good trade co
Reach and promote B2B prospects systematically
I have a simple four step system with the LinkedIn platform that has worked for both me and my clients. It has resulted in thousands of dollars in new business while creating a network of ongoing business opportunities.
Here's how the strategy works:
1. We determine the ideal prospect profile for our clients and reach out to those individuals to connect on LinkedIn.
2. We engage these new connections on Messenger while simultaneously posting social media content that is relevant to our client's message but focused on solving the target market's big problem.
3. If it feels natural and makes sense to schedule a call, we ask to make the appointment on Messenger.
4. Finally, we use email marketing to pick up conversations that have gone cold and follow up after the call to continue nurturing the new relationship.
This strategy ensures our clients consistently fill their calendars with qualifying appointments that lead to new clients, referral partners and joint venture opportunities.
Jamie Ellithorpe, Founder and Business Growth Advisor,540 strategies
Answer questions on Quora
Quora is an underrated lead generation platform that offers solutions to two of the most pressing problems facing B2B marketers: first, getting content in front of buyers; and second, answering important questions that buyers are interested in and asking.
A definitive solution to both problems is Quora. Responding to relevant industry-related inquiries with a very comprehensive individual explanation enables the creation of leads. Such responses serve as evidence of expertise in the market, impress potential customers, and stimulate dialogue. Using Quora can explode B2B lead generation.
Shawn Maffey, founder,ala
Give free incentives
A great way to get more people to see your lead magnets is to offer free incentives. You'll generate more leads if the incentives are attractive enough to encourage people to provide their contact details.
But not all free stuff is desirable. If the incentives on your site aren't worthwhile, visitors won't sign up with their email addresses.
If you want to reward readers for clicking through to your site, avoid offering content that can be found elsewhere. Instead, offer unique information like detailed tutorials, case studies, or your own research.
Timothy Allen, Corporate Investigator Herr,Corporate Research Consulting
Look back at past activity to find untapped opportunities
Looking back is a valuable and often overlooked lead generation strategy. It gives you the opportunity to see where things have been going well and identify areas where there is little point in continuing.
If you've had a high hit rate in certain industries or with certain tactics, that doesn't mean those other areas are no longer relevant. For example, if you sent generic emails to different industries for testing and then decided to find the ones that performed best, there are likely still opportunities in the industries that underperformed. People in these industries may simply respond better to different approaches, such as B. Telephone contact.
seth kinney, Senior Vice President Global Sales,Inside Sales Solutions
Design a CRM for personalized outreach
As an SEO consultant for websites that generate over 10 million monthly page views across competitive technology niches, I've seen firsthand the power of personalized reach. For example, personalized outreach allowed us to identify key decision makers from various VPN providers and create personalized emails that addressed their specific pain points. We saw a significant increase in leads and ended up closing two big deals because of it.
When a prospect sees that you've taken the time to understand their specific needs and pain points, they're much more likely to trust your solution and move forward in the sales process.
To make personalized outreach even more effective, use a CRM or marketing automation tool to track and segment your leads to tailor your sales pitches accordingly. You can also use tools like LinkedIn Sales Navigator to find the key person in a company and communicate directly with them.
Robert Popezio, SEO-Manager,support hosts
Hire a virtual assistant to contact cold email
My best B2B lead generation strategy is to reach out via email. It works well because it helps you showcase your ideal prospects without running complicated advertising campaigns. You can also inexpensively automate the process with a virtual assistant.
I used cold email outreach to create links to my other website. Thanks in large part to Cold Outreach, I grew my site from a fresh site to a 56 domain rating on Ahrefs. The key to cold outreach is to properly customize and launch your offering, either through a targeted free trial or by providing value for your request.
Axel de Angelis, founder,jump to the shore
Generate promotional content
Most people look for high traffic, low difficulty keywords for content creation. This is problematic in the B2B space, as most high-converting keywords involve niche queries from deep-funnel prospects.
If you search for the popular keywords, you will end up with a high traffic website that doesn't convert, which means a lot of missed opportunities. Instead, create content around the real problems, objections, and fears your prospects face. The more specific and detailed, the better.
To gain these insights, speak to your sales team and get the exact language they hear from prospects and customers. Use this language in your messages. You may only get a handful of views on these posts, but they have high conversion potential. We helped a client establish themselves as an authority in an emerging environment after hearing about their client's problems; There was practically no traffic to these topics (according to SEO tools). Within weeks of publication, this content was generating leads.
Rock James, Partner Director,leader kite
Trust customer testimonials
Because the marketing agency industry is highly competitive, our strongest strategy is a classic that doesn't fail! Client referrals are a great way for us to grow - we close almost 6 out of 10 referred clients. We attribute this success in part to their personal relationships with customers and their familiarity with the products/services, making them more likely to buy from us.
Oliver Moreno, CEO and Founder,rather Click
Know your buyer personas
You've probably heard this mantra from coaches to peers. But knowing the buyers only solves half the problem.
After helping B2B companies generate leads for over 14 years, we developed a method that has tripled our customer conversions. It all boils down to analyzing online reviews, uncovering neglected issues, and developing target copies for like-minded prospects.
This strategy works not because it's so innovative, but because it prioritizes interests of prospects. B2B leaders struggle with lead generation because they are so lost in their own space that it becomes difficult to understand their audience's needs.
As a result, key selling points are overlooked, making it difficult for sales reps to communicate the value of the solution. After implementing this approach, our performance skyrocketed. In one instance, we were able to convert 22 leads per month into sales-qualified leads while working fractionally.
Vito Vishnepolski, Founder and CEO,warlike group