Every Sale Has Five Basic Obstacles: No Need, No Money, No Hurry, No Desire, No TrustZig Ziglar
Business assume that lead generation is important only for B2C, but I beg to differ. B2B lead generation is equally important. Statistics below will enforce the same idea.
- Strategic landing pages are used by 68% of B2B businesses to acquire leads.(Source)
- 85% of B2B marketers say lead generation is their most important content marketing goal. (Source)
- 53% of marketers say half or more of their budget is allocated to lead generation. (Source)
As it is evident, B2B lead generation is really important. Below are some time honored, and some novel strategies for B2B lead generation.
Attract B2B Leads Via Content Marketing
Content isn’t just about words on the page. When you create content for B2B interactions, fill to the brim with value.
Even if you have to reveal some secrets of the trade, do so, and your audience will reward you generously. The options for content marketing are :
- Audio content
When potential of one type of content is exhausted, switch to another form to exploit this strategy to its fullest.
Social media marketing is a good tool for both B2B and B2C. It is a tried and tested way for lead generation. There are many platforms for the same.
- YouTube (Vlogs and ads)
- Reddit(8th most visited site worldwide.)
Mobile optimization plays an important role in SEO scores. It ensures that site is listed on first page of Google. If you are not on first page of the search, game over.
Also, a lot of people prefer their mobile over laptops; hence, that too is an important factor in favor of mobile optimization. You can read more about SEO here.
Avoid Broken Pages
Broken pages are the ones that lead to nowhere. They are just there for the sake of being there, serving no purpose. This leads to people leaving prematurely and hence drop rate increases.
Dig deep into your website, and fix all the glitches that are there. Take sufficient measures to ensure the well being of website.
Target Competitor’s Keywords
If you are investing in Google AdWords, then you know what I am talking about. Google AdWords are very important for any business of respectable scale. You can read more about it here.
Answer Questions On Quora
Quora has risen rapidly in the ranks. A lot of people are turning over to Quora in their ideal time.
Answering questions relevant to your business on Quora is a low budget, yet effective way of B2B lead generation.
Live Chat And Chat Bots
Importance of chat bots can not be stressed enough. It is a novel way of engaging customers and it is going to stay.
Same is valid for live chat. When people get an immediate reply, chances of them staying and returning increase. Chat bots is a one time investment, and a worthy investment in most of the scenarios.
There are a lot of ways for B2B leaf generation, it is just a matter of time before some become obsolete.
My advice is to invest in a strategy after measuring its worth. Do not try to fill the bucket(money here) without patching the hole(unworthy strategy).