Effective Strategies to Generate More B2B Leads You Haven't Tried Before

Published: 
June 2, 2020

Did you know that there are over 30 million businesses throughout the United States? That's a staggering amount of potential competition.

B2B sales leads are not easy to come by and cold calls are often a waste of time. However, they can make the difference between a business that's thriving and business that's struggling to succeed.

Have you ever wondered how to generate B2B leads? Luckily, there are many strategies you can use to increase your leads and your revenue.

Keep reading to learn about effective strategies to generate more B2B leads you haven't tried.

1. Engage with Potential Customers

If you want to know how to generate sales leads, then you must remember that people don't want to be talked to, they want to be talked with.

Traditional marketing is all about telling potential customers what product or service your selling and why they should buy it. There's little to no back and forth.

So many businesses are using traditional marketing and they all drown each other out like megaphones. In that situation, the biggest and richest companies are often the only ones who can win over customers.

However, if you're company isn't big or rich, you shouldn't worry because inbound marketing can give you the advantage you need.

You can engage in meaningful conversations and interactions with your potential clientele in a variety of ways, including having a website with a blog, commenting on reviews of your business, and much more.

2. Optimize Your Website

If you don't already have a website, then you're behind. A website is crucial because it acts as a virtual headquarters for your business where potential customers can learn all about your products and services with a few easy clicks.

If you do have a website, then that's a great start but you still need to take measures that will generate leads and give you the most out of your online presence. Otherwise, the site might end up being more of a nuisance rather than a benefit to your business.

First things first, you should be taking advantage of analytics by looking into who is visiting your website. In addition to usual analytics, which tends to be anonymous, you can enhance your tracking by getting a business's name and contact information.

People who have visited your site are not only in need of the products and services you offer but they're interested in your business in particular. Once you have a list of leads made from people who have visited your site, all you need to do is reach out to them for a high probability of closing the sale and generating more revenue.

Ideally, your website should be able to do the bulk of the work for you. In other words, if you optimize your site for speed and search engine optimization (SEO), then you shouldn't have to track down every single website visitor.

3. Start a Valuable Blog

A blog is an essential part of increasing website traffic and generating B2B leads. The best and most successful blogs are those that can offer the potential customer valuable and entertaining content, not just filler or rehashed information.

SEO is an art form and it can be applied to your blog so that each post can appear in the top results of search engines like Google and Bing.

Keep in mind that search engines can come up with billions of results from a single search. If your business isn't appearing on the first page of search results, it becomes more and more unlikely that a customer will even find your products or services, let alone purchase them.

SEO can also help determine what kind of blog posts you should be putting on your website in the first place. Once you have a blog up and running, you should post relevant content on a regular basis so you can attract potential customers while also bringing past customers back again.

4. Grow an Email List

An email list can be an effective way of generating and following up on leads because you can reach potential customers in their inbox. That way, they can read the email on their own time and click on links in a convenient way. Think about the benefit of this as opposed to social media where posts can get buried under a pile of competing posts in a potential client's feed.

If you want to know how to generate sales leads through an email list, you must keep in mind that a website is one of the best ways to grow your list.

Potential customers who visit your site should see a call to action inviting them to subscribe to your email list. It should be in an obvious location on the site itself. In addition, it can pop up as a window after they've read half of a given page, for instance.

This isn't spam, though, because you can give them a valuable incentive for signing up. For example, you could offer a free ebook or a coupon that can be applied at checkout.

Once you have your email list, you can send a valuable newsletter that keeps them up to date on everything that's going on with your business. You can also include relevant links to your blog and other helpful information. That way, they'll stay subscribed rather than unsubscribing after the first email that shows up in their inbox.

Not only will this method generate sales leads but it will also increase the loyalty of your past customers.

5. Leverage Past Customers

If you're not a sales leads expert, then you probably don't realize how much you can rely on your past customers to help with business growth.

Past customers can be the ambassadors of your business in multiple ways. For example, review websites such as Yelp are important places to have positive reviews. You can use a newsletter and other methods to invite customers to leave reviews on various websites where you can get more exposure for your business and generate more leads.

Online reviews are important because they're often the deciding factor for a potential customer and if you have a low or nonexistence rating, they'll simply go with one of your competitors.

As an incentive, you can offer deals or coupons in exchange for an honest review of your products or services.

Another way to leverage past customers is by implementing a referral program. This, of course, can also come with an incentive for each business that has been referred to you. Through this method, you can usually generate several leads from each past customer.

Best of all, when a customer feels like they're a part of the success of your wonderful business, then they'll continue to use your products and services long into the future.

6. Maintain a Presence on Quora

In the spirit of creating a meaningful back and forth between potential customers, Quora has become a ripe venue for tracking down leads.

Quora is a site in which anyone can ask a question on any topic. Experts of all kinds are encouraged to answer these questions. It's a community built around helping and talking with one another.

With this in mind, you can search for questions that are related to your business and offer sincere answers that users will find helpful. The more questions you answer, the more exposure your business will have.

In addition, your answers will be seen by many potential customers who are looking for answers to those same questions.

Best of all, if you've already created an informative blog post that answers a specific question, then you can link it within your answer and directly increase traffic to your business website.

At the same time, you'll be nurturing your reputation as a business that's kind and helpful. When it comes to generating leads, your business' reputation can make the difference between making a sale and breaking one.

7. Create Interactive Content

A website can often have visuals that are pleasing to look at but a potential customer can't do much with them other than that. However, if you create interactive content, then your potential customers can feel engaged.

Answering quizzes and tests are popular because people are curious about their results and enjoy sharing them on social media.

Polls and surveys are also popular because potential customers want to have their voices and opinions heard.

Although they're usually pricey, an interactive infographic can be a wonderful addition to your website.

The interactive content can also be directly related to your product or service.

Keeping track of the results of a poll, for instance, can also help you improve your business.

Are You Ready to Generate More B2B Leads?

Now that you know all about effective strategies to generate more B2B leads, you can try them for yourself and see how much they help your business grow.

Industrial Marketing can give you the tools and services you need to take your business to the next level and beyond. From website development and SEO optimization to conversion tracking and B2B lead generation, we can grow your business while you focus on running it.

If you have any questions about our high-quality solutions, feel free to contact us. We're always happy to help.

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