How do you generate B2B leads? Is there really such a thing as quality B2B leads? And what’s the best way to get them? To help our readers, we came up with this list of tips on how to generate quality leads in your business-to-business (B2B) marketing efforts.
You can also consider signing up for a lead generation course like Modern Millionaires. Designed by Abdul Samad and Chance Welton, the course includes all the tools and tricks necessary for lead generation.
And now, back to the tips:
1. Ask Prospective Clients For Referrals
This one should go without saying, but you’d be surprised at how few people actually ask their clients if they know other business owners who could benefit from your services. This is a missed opportunity because friends and acquaintances tend to be among your best leads: they already know who you are, and have some degree of trust in you; all that’s needed is for you to convince them your products or services are worth it.
2. Make Your Lead Form a Natural Part of Your Web Site
You want lead forms on your site—it’s good to lead generation practice—but you also don’t want prospects leaving after only a few seconds. Take steps to make sure you’re keeping them engaged. First off, make sure there isn’t an obvious submit button somewhere users will pass by repeatedly. At least not until they’ve looked around for a bit. Secondly, use inline validation (or something similar) so visitors understand what information is required as soon as possible and what can’t wait until later.
3. Be Easy To Find In Search Engines
It seems obvious that search engine optimization (SEO) would be critical to lead generation efforts; after all, your leads come mostly through search engines like Google and Bing, right? And yet too many businesses overlook SEO when they create lead forms and landing pages. After all, why send traffic to a page that’s not optimized when you can take advantage of free organic leads?
4. Use Content Marketing & Social Media Strategically
While social media may seem like just another channel through which to send traffic and leads, it is much more than that. Facebook doesn’t exist simply as another channel for lead generation — it exists because people share content with each other on social media websites every day. That means lead generation companies must adjust their strategies accordingly, providing content designed specifically for sharing across multiple networks rather than simply creating longer versions of articles optimized specifically for single distribution points (e.g., websites).
5. Automate Follow-Up
Many lead generation experts recommend automating follow-up emails as well as outbound cold calls to prospects generated from online lead forms. With auto-emails, you don’t need to call up leads immediately upon receiving their contact information; instead, set up auto-emails meant to build rapport over time. Cold calling is sometimes thought of negatively, but there are ways to turn those into positive conversations about either future purchases or referrals whenever possible.
Create Lead Nurturing Campaigns
Lead nurturing is an essential component of successful lead generation and is a crucial part of generating high-quality leads. The process of lead nurturing begins as soon as a prospect expresses interest in your product or service by completing a form, downloading a white paper, and so on. Lead nurturing campaigns increase conversion rates and decrease sales cycle time. It’s also beneficial to segment prospects based on their level of engagement with your brand. Here are the top five tips for effective lead nurturing.
Create Custom Thank You Pages
Lead follow-up emails are an essential part of a successful lead generation campaign. According to our recent survey, 71% of B2B companies use email as their primary channel for following up with leads. The best way to optimize your follow-up is by creating custom thank you pages in order to immediately turn your lead into a buyer or at least stay top of mind when they are ready to make a purchase.
You can easily create customized landing pages with Leadformly! Our simple lead capture forms allow you to take any visitor and automatically route them to any page on your website. This means that each time someone fills out one of your lead forms, no matter what industry you’re in or where on your site they land after submitting a form, we can instantly redirect them to your most relevant thank you page so that you never miss an opportunity to convert another qualified lead into a paying customer.
Focus on Getting Website Visitors to Subscribe
If you want to generate leads for your business, you have to get people interested in what you have to offer. The first step is getting people to visit your website. When they arrive, provide them with compelling content that keeps them on your site and encourages them to sign up. Remember: if a prospect fills out an online form and submits it, they’re immediately one step closer to becoming a customer.
Track Your Results
Top Five Tips for Creating a Sales Lead Generation Strategy. While sales are often treated as an art form, at its core, sales are largely about numbers. Having leads in your pipeline gives you something to track; without them, it can be difficult to understand what’s working and what isn’t.
Without setting some baseline goals, how do you know if one campaign was more successful than another? Without data on each step of your strategy, how do you know which actions are worth repeating? To that end, here are our top five tips for creating a lead generation strategy:
Set Up a Dedicated Lead Generation Page
When you have a business, you need to be prepared to handle any requests from your customers. If someone wants more information about your product or service, you’ll need a place to send them. Make sure you know how to promote it and make it accessible.
You also should set up dedicated landing pages that direct people straight where they need to go with no other distractions. That way, when someone is ready for more info, they’ll get exactly what they want and nothing else. They will thank you later!
It’s All About Finding What Works: We all like following trends, but sometimes doing things in a new, innovative way can generate huge dividends. Your best bet when setting out to win new clients online is trying out everything—and keeping what works.
Most of your efforts won’t work anyway, so there’s no harm in giving every strategy at least one shot (as long as you keep track of how well it works). Trying out different tactics may mean that over time you start seeing different results than some of your peers are—but success can come from anywhere!