5 Best Ways to Increase B2B Lead Generation


What strategies do you use to maximize your lead generation plan? We have great suggestions for you.

Until 53% of marketers say half of their budget goes to lead generation efforts. Think about it for a minute: half of marketing budgets are spent on identifying, nurturing, and converting leads.

While most marketers only focus on nurturing qualified leads, a holistic approach can do more than convert that target into a customer.

This can turn them into brand advocates who attract many new customers, leading to greater growth.

Today we’re looking at the best lead generation strategies that can help boost your search for new clients.

  1. Run A/B tests

This science-based approach to marketing campaigns allows you to validate changes to your copy, design, layout, incentives, CTAs, and other elements involved.

You create variations of your marketing programs and send them to similar audiences to see which elements perform better.

Best practices include:

  • Test one setting at a time. By isolating one variable at a time and weighing its performance, you will select what is responsible for the change in performance.

  • Divide the groups of samples. Test randomly but equally with two audience groups (more if needed) to get conclusive results. Make sure each subset is large enough to get statistically significant results. Eventually you will have a winning variant that you can use.

  • Decide how important the results should be before choosing one variation over another. Ideally, the higher your threshold, the more certain you can be of the results.

  • Give the test enough time to work. Let your test run long enough for you to get substantial differences between the variations. Results can occur within days or weeks depending on website traffic and response, test execution and your company policy.

  1. Telephone canvassing

How do you approach cold calling?

Do you think it’s a dreadful task that you just have to do?

It’s understandable because no one likes being rejected over and over again – it just sticks, doesn’t it? But your attitude is reflected in your conversations. This may result in no future prospects with you.

If you want to increase your chances of scoring, consider the following:

  • Put aside your personal feelings. Rejection comes with work. Often people are busy and taking your call isn’t that high on their priority list. Learn to take it in your stride whenever prospects hang up or get mad at you.

  • Design a scenario. A good script helps you explain your value proposition concisely, which means you keep the prospect on the phone for less time. It also helps to steer the conversation towards your goal.

  • Don’t start with a question. Typical salespeople start conversations with questions, however, this approach can quickly end the conversation whether the answer is yes or no. Leading with a solution can generate more direct interest from your listener.

  • Set realistic goals. Unrealistic quotas increase pressure and ultimately lead to burnout. Talk to your manager about their expectations versus what’s realistic so you can set your goals accordingly.

  1. Publish case studies

Case studies highlight the quantitative and qualitative benefits customers have gained from investing in your solutions.

They allow readers to visualize themselves using your products/services and reap similar or even greater benefits, and give them the information they need to decide.

Best practices to observe include:

  • Keep your case studies concise. Potential customers want to know if the solutions are working and how well so they can assess whether you can help them. Display analytics that back up your claims to bolster your study.

  • Structure your case study in the context of your client’s goals. Data and statistics are great, but demonstrating the unique needs of the customer can have a bigger impact. You will need to illustrate how your initiative has created a measurable impact on your client’s bottom line.

  • Add visual elements. In the spirit of show and tell (to hold the audience’s interest and improve understanding), select visuals that will help connect the problem to the solution.

  • Use your case studies in retargeting campaigns. Prospects who viewed are most likely interested in your offers to some degree. You can educate them, answer lingering questions, and address their hesitations with a positive case study.

  1. Guest Blog

As part of your overall content strategy, guest blogging helps amplify your reach, secure backlinks, and build authority online.

Done well, this strategy can translate new audiences into new leads for your team to pursue. How do you do?

  • Know your goals. Do you want to drive audiences to a specific landing page? Improve SEO through inbound links? Increase brand awareness? Perhaps to showcase your expertise so others can cite your work or invite you to talks?

  • Find sites you can contribute to. More than just identifying sites that accept guest posts, find ones that by posting there will help you achieve your goals. Check their followers to get an idea of ​​the potential audience you can reach.

  • Connect with site owners. Seek to build genuine relationships with site owners. Read the content they post to understand the topics that interest them. Follow them on social media, comment on their blogs and sign up for newsletters. The moment you launch, you know what they need.

  • Pick winning topics. Given your familiarity with the site, you know what’s going on, so think about topics that add value. Check the site for presentation and writing guidelines to increase the likelihood of acceptance. When writing this article, link to specific pages on your site to increase relevance and audience action.

  1. online reputation management

Your online platforms are seen by thousands of people around the world, so what customers and prospects say about you matters.

Most customers today don’t write letters when they’re mad at you. No. They call you on social media and within hours a small matter can escalate into a PR disaster.

How do you maintain online street credibility with online audiences?

  • Watch your social footprint. Do not limit your search to the platforms on which you are active. Check all relevant platforms, this also applies to Google and Yelp reviews. Check the sentiment of customers towards you and the problems they are facing so that you can solve them.

  • Respond quickly. Cultivate relationships with the public by answering questions and engaging with those who post comments. If the customer has an issue that can’t be resolved immediately, acknowledge it and let them know you’re working on the issue.

  • Be transparent. The internet never forgets which means people can find out just about anything you said. Trying to cover up mistakes by hiding or deleting comments has significant backlash potential, so admit your mistakes and work on getting it right.


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