How To Generate B2B Leads - 8 Winning Techniques

Although converting leads is difficult, generating B2B ones can be even more challenging. Most businesses keep shooting themselves in the foot when it comes to the process of B2B lead generation.

Why? 

They focus on quantity over quality. 

Fortunately, overcoming these issues isn’t that hard once you switch up your mindset and learn how to generate B2B leads properly. 

Here are some techniques you should try. 

1. Build a strong SEO foundation

While it’s true that businesses need to constantly work on implementing new strategies, learning how to generate B2B leads starts with a strong SEO foundation. By positioning your website at the top of SERPs, you’ll have a steady stream of traffic and bring on a great deal of qualified leads.

Start by researching and targeting the keywords your target audience uses when searching for your product or looking for a solution to a specific problem (that your offering conveniently solves). By showing visitors quality content, you’ll also boost your credibility and start building brand awareness, which typically comes at the very beginning of the sales funnel. 

To make your SEO efforts even more effective, increase the number of your backlinks by guest blogging or partnering up with another company. 

If you stay persistent, you’ll soon see your numbers grow organically without kickstarting an outreach strategy.

2. Improve the quality of your landing pages

Every time you run Google ads, they should take the visitor to a unique landing page that provides the solution to a pain point theyare looking for. 

Your product or service may be the perfect solution to their troubles, yet, your message will fall flat if you fail to optimize the content. 

You can start by fine-tuning the CTA through A/B testing to see which one delivers the best result. Next, figure out what’s a fair exchange of value here. How can your visitor stand to benefit from providing you with a number or an email address? 

Some ideas include a free eBook or an informative video which can be accessed once the visitor provides you with their contact info. 

3. Use a chatbot on your website

You may see these “live chats” pop up on websites left and right for a good reason - they work. This is especially true when learning how to generate B2B leads. According to studies, 42% of customers prefer to engage with a business in this fashion if they have a query, rather than contacting them directly.

Most chatbots and live chats are a valuable opportunity for you to ask visitors for their contact info, which can provide you with the necessary foot in the door. 

4. Answer questions on Q&A websites

Believe it or not, websites such as Quora are a great way to generate new sales leads. The best thing is - it’s really easy to do. Simply find relevant questions that correlate with your offering, try to solve the user’s problems, and nonchalantly mention your solution.

Chances are, since what you’re offering provides a clear fix to their problem, users may be inclined to research your website, and you can take it further from there. 

5. Generate more positive reviews

What was once friendly advice or a recommendation from a business partner has been completely replaced by user feedback on review websites. In fact, most B2B decision-makers scour online reviews before making a purchase.

If you have plenty of reviews, you’ll have an easier time generating more leads, and as a side-effect, your local SEO ranking will also improve.

Don’t know where to start? Simply reach out to a few of your happy customers and ask them to leave their honest feedback. Do this every time you make a sale, and you’ll see an increase in your lead numbers along with your website’s overall ranking. 

6. Host a webinar

When creating content, don’t limit yourself to blogs only. What works surprisingly well is hosting webinars. These are online conferences where you can discuss a topic with an audience, usually in the form of interview-style presentations or slides. 

There are many webinar platforms you can use, including:

• Webinato
• ClickWebinar
• Livestorm
• BrightTalk
• Cisco WebEx
  
  

7. Try guest posting

You can reach a completely new audience by extending your reach outside your website through guest posting on other websites or blogs. 

Think of it as an opportunity to spread your message beyond your limited audience, as well as a way to gather valuable backlinks - which will work wonders for your SEO strategy. 

8. Feature an interview with a decision-maker on your website

While it may seem redundant to promote decision-makers, it will pay off for you in the long run. By publishing an interview with one of the key figures in your industry, you can provide value to your visitors, while also building your business network.

More importantly, with this move, you’ll demonstrate to your leads just how important your business is in the industry. In other words, having your business connected with a respected decision-maker will validate your brand. 

9. Give warm calling and cold emailing a go

While cold emails and warm calling do have a bad rep, they can still work if done well.

First, you can leverage cold emailing to introduce your brand to a potential lead, which can be pretty useful if you’re just starting. Just make sure you personalize each email by using merge tags. 

With warm calls, you’ll only be reaching out to individuals or companies that you already established contact with in the past - i.e. those who already know your business and are familiar with your offering. 

Build a path toward success

B2B lead generation is by far the most important step in building a successful business and boosting revenue. Implementing these ideas during your next campaign will help you start building a path toward success

It’s important to note that with lead generation, nothing is ever set in stone. You may find yourself struggling and wasting marketing dollars on something that simply doesn’t work because you lack human resources.

If that’s the case, you can outsource your lead generation to Aspen Media. We spent 30 years generating qualified B2B and B2C leads for clients all over the nation as lead generation is what we do. While you may lack time and resources,  we can maximize the value of your marketing budget and help you see consistent results, regardless of the circumstance.

Want to know more? Call Aspen Media at 800-853-2240 or fill out our contact form.