Are you an entrepreneur, marketer, or sales active in B2B? Then an important part of your job is undoubted: lead generation. No business without leads, right? Of course, you also want your product, service, and organization to be known to your potential customer and that he knows what you stand for. But for many B2B companies, lead generation is the number 1 priority.
But generating valuable B2B leads is not easy in this world of ‘infobesity.’ Or is it?
With the 7 powerful B2B lead generation tips in this blog, you will, in any case, significantly increase your chances.
- Make personal contact as much as possible
- Harness the power of live chat
- Use marketing automation
- Convert your website visitors into leads
- Start giving
- Turn your customers into your ambassadors
- Provide more online reviews
- Make as much personal contact as possible
Of course, it is easy to quickly send an email or app to questions from potential customers. But this also provides an opportunity to make better personal contact. If a physical appointment takes too much time or is not yet possible, you can also opt for a video call, web demo, or telephone introduction. Just try to connect in any form possible.
- Harness the power of live chat
Even if you have done everything you can to make your proposition as clear as possible on your website, some visitors sometimes cannot find what they are looking for. Many customers prefer live chat for support inquiries and are often more satisfied with the outcome.
Also, experiment with starting the chat yourself. Proactive. Some websites already do this when you are on their homepage for 1 second, but there are also plenty of opportunities to adapt both the moment and the message to the visitor on your site.
Consider, for example:
- On which page (on the price page or a vacancy)?
- How long (visitor has just loaded or has been reading for 2 minutes)?
- Where do they come from (both internal and external links)?
Tip: if you run an online advertising campaign, you often know even better the target group’s background and the trigger to click.
If you want to follow up on a chat, don’t hesitate to ask for an email address!
- Use marketing automation
Are you already collecting email addresses the right way? If not already, try to do this as soon as possible. Once you have an email address, you can use marketing automation to maintain those leads and start collecting more data about them. Use the available data to send specific messages to the different groups. Let your message depend entirely on your data.
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- Convert your website visitors into leads
Did you know that on average, only 2% of website visitors contact the company in question? It is, therefore, high time to map out that other 98% as well.
With a tool such as Leadfeeder, you can see which company has visited your website, which pages they have visited, for how long, etc. From the app, you can add them directly to your CRM and then you can create activities for sales/
- Start giving
People appreciate us when we give them value. This is by far the most effective way to generate leads through your website. Think of best practices, benchmarks, special data, or a handy tool. Make sure you create value.
There are too many sites that don’t bellow: “your money or your life,” but choose “your email for a free e-book” and then send an “e-book” of very dubious quality. You may have an email address, but from someone who is not really or even really not enthusiastic about you.
Tip: you can write a good whitepaper or e-book. Also, use one copywriter/ghostwriter from CopyRobin.
- Turn your best customers into your best ambassadors.
Leads submitted by existing customers are often of high quality.
One of the most common ways to find out who the best ambassadors are is theNet Promoter Score (NPS). Just provide this group with the right ideas and ways to promote your product. You will be amazed how often they will do this!
- Provide more online reviews
Positive reviews always tend to increase the reliability of any product or service.
B2B decision-makers in particular orient themselves online before making a purchase. They look for honest reviews to support their decision. Make sure to have good and real reviews about your service/product available online. Never buy reviews! If you only have one customer, assure that he/she writes the review. Honest reviews generate leads. Fake reviews can harm your SEO and, worse, damage your reputation. Don’t take the risk.
Make sure your prospects see good reviews.