Are you struggling to meet your B2B company’s sales targets? Or perhaps you believe there’s room for sales growth and you want to exploit it.
Regardless of your specific need, there’s no doubt each of the over 3 million B2B companies in the U.S. wants to make more sales. To do that, you have to generate more leads.
However, B2B lead generation isn’t an easy game. The B2B buying process can be complex, but with the right strategies you can generate leads without breaking a lot of sweat.
The good news is we’re here with three proven B2B lead generation strategies. Read on to learn more!
1. Referral Marketing
Referrals are the #1 source of B2B, accounting for 65 percentof all generated leads. This effectively makes referral marketing the best strategy, especially if your business already has existing clients. Referral leads are easier to convert into clients and are more likely to become brand ambassadors themselves.
So, how can you get your current clients to send new leads to your business?
First, offer a great product or service. If buyers are satisfied with what they’re getting, they will naturally recommend it when an opportunity arises.
Don’t forget that even though your clients are other businesses, it’s real people making the purchase decisions. These people have friends and relatives, some of who might be in charge of procurement in other companies.
Second, incentivize your clients to become referral agents. For example, you can launch a reward-based program where both the referrer and the referral benefit.
Executed well, a referral program can become a powerful lead generation machine for your company.
2. Email Marketing
Email is the primary communication tool in most companies, so it’s a no-brainer that email marketing is another proven lead generation method.
Marketing via email isn’t just about shooting emails to prospective clients. A lot goes into the collection of email addresses and the messaging in the emails.
How are you going to make potential clients give you their email addresses? There are a couple of effective techniques, including running a blog that requires a subscription. You can also ask your website visitors to sign up for an account in order to gain access to exclusive deals.
As you collect email addresses, keep in mind that you still need to convert the address owners into leads. That’s where messaging comes in.
If you’re a SaaS company, for example, sending an email offering the recipients an opportunity to use the trial version of the software can help convert a curious newsletter subscriber into a high-quality lead.
3. Search Engine Optimization
The vast majority of individual consumers start their search for products and services on the web. It’s no different for B2B buyers.
Is your company’s website optimized for search? If it’s not, you’re missing out on a ton of leads.
There’s a lot that goes into optimizing your company website for search, including web design, blogging, and link building. Even technical factors like site speed and site architecture play an important role. It’s advisable to hire a digital marketing agency that offers SEO for business products and services and let it work on sending your site to the top of search engine result pages.
B2B Lead Generation Is the Key to Increasing Sales
Whether your B2B sales are in a slump or you have new targets, lead generation needs to be at the center of what you do. Referral marketing, search engine marketing, and email marketing are some of the most effective B2B lead generation methods. Utilize them.
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