Success-driven Lead Generation Tactics for B2B Businesses

B2B lead generation plays a crucial role in a brand’s success. Companies spend thousands of dollars on it each month. According to BrightTALK, 53% of marketers spend over half of their budget on lead generation. Ruler Analytics suggests that 91% of marketers put lead generation at the top of their priority list. 

B2B lead generation is vital for the growth of any business. Creating a pipeline of prospects is the goal of every marketer. However, these strategies are ineffective without a clear direction. A HubSpot survey indicates that 61% of marketers have trouble generating traffic and leads. There are several tactics that B2B businesses can use to generate leads. Here are a few ideas to consider.

Tactics That B2B Businesses Can Use to Generate Leads

Produce High-quality Content

To consistently generate qualified leads, B2B businesses need to define their lead generation strategies. They need to ensure their effectiveness. Therefore, hiring qualified B2B lead generation services can assist us in achieving the best results. 

Providing valuable, relevant, and consistent content is one of the most effective ways for businesses to attract and retain customers. This will ultimately drive profitability. An article by Marketo states that companies with blogs generate 67% more leads than those without blogs.

Short-form pieces of content work well for grabbing attention and spreading awareness. Long-form content makes a lasting impression on prospects. They are likely to rank better on search engines. B2B consumers tend to prefer long-form posts. These blogs go into greater detail. They provide more information to help them make an informed decision.

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Step Up the Social Media Presence

Social media helps us refine our lead-generation process. It does this by giving us a more targeted approach. Approximately 62% of marketers believe that social networks like LinkedIn are effective at generating leads.

Social Media Examiner published a study that found that 2/3 of marketers generated new leads for their enterprises by dedicating just 6 hours per week to social media. Oktopost estimates that LinkedIn generates 80% of all social media leads for B2B products and services.

With the help of social media platforms, businesses can reach a wider audience. They can generate leads organically and through paid advertising. This is regardless of whether we are looking for IT or real estate lead generation services or others. 

Boost Email Campaigns’ Effectiveness with Automation

The benefits of automation go beyond reducing our workload. This is because it can maximise the effectiveness of our efforts. According to APSIS, marketing automation software can increase qualified lead generation by 451%.

Email marketing software allows us to segment our email list by users’ actions and send targeted emails to the segmented lists. Using the right tools, we can send lead nurturing emails to brand-new signups or provide discounts to returning customers. The possibilities are endless.

Creating Scarcity to Trigger FOMO

As per Mashable reports, 60% of people make purchases within 24 hours due to FOMO. The scarcity principle states that we value things based on their rarity or the likelihood of losing the opportunity to possess them.

The concept of scarcity is often associated with urgency. For instance, scarcity can be created by offering 50% off to the first few clients. Further, by making it a time-sensitive offer, we can give prospects a sense of urgency. Therefore, it may speed up the prospect’s decision-making process.

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Participate in Networking Events

The concept of thought leadership extends beyond company blogs and industry publications. Offering in-person education, such as seminars and short courses, can allow us to reach a broader audience. Businesses can generate marketing leads by connecting with potential clients at events, conferences, and other networking opportunities.

With these events, we can demonstrate our commitment to supporting our business partners from the very beginning.

Gain Trust with Social Proof

According to psychology and social science, social proof refers to imitating others’ actions to reach a goal. Social proof plays a crucial role in sales.

It’s no secret that we judge products based on customer reviews. User reviews and testimonials establish credibility. This results in sales. Brightlocal’s recent study found that 82% of consumers are more likely to trust online reviews than recommendations from friends or family members.

Use Exit-Intent Popups to Connect with Leads

Some of our website visitors convert immediately. Others may take their time and consider returning later. It’s crucial to keep them engaged.

Exit-intent pop-ups appear when visitors are close to leaving our website. We can set the pop-up prompt to send users a lead magnet or coupon code when they visit the landing page for the first time. Or we can re-engage them if they have previously visited the landing page.

Win Hearts with Reciprocity

When someone does us a favour, we exhibit reciprocity. When we show someone kindness, it makes them feel obliged to return the favour.

To practise reciprocity, we can provide a lead magnet, such as a free ebook, free course, free webinar, or free coaching session, while gathering their contact information. After that, we can retarget them with email marketing. We can also offer them premium products or services.

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The Conclusion

A business’s lead generation strategy involves identifying and nurturing potential clients. There are many ways for B2B businesses to generate leads. These include content marketing, social media marketing, email marketing, search engine optimization (SEO), networking, referrals, and lead magnets. 

Businesses need to identify their target audiences. They need to understand their needs. By doing so they can create effective marketing campaigns that engage potential prospects and convert them into paying clients.

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