Leads are fundamental elements for the success of a company, they will be contacted by its salespeople and may become customers in the future, and it is obvious that a company cannot survive without customers, right?
For the vast majority of companies, generating leads is the main objective, as revealed by a study carried out by the Content Marketing Institute, which showed that generating B2B leads is a priority for 85% of marketers.
However, despite being the most important and desired element for most companies, many of them still have difficulties when it comes to generating B2B leads efficiently.
This is why we have prepared complete content, with lots of important information and tips on B2B lead generation strategies that you can implement in your company. Continue reading this article until the end and get your hands dirty to increase leads and boost success!
What is B2B lead generation?
If you still don’t know what B2B leads or B2B lead generation are, don’t worry, we’ll start this article by explaining everything so you can follow along and get the best out of this content.
As we said in the introduction, leads is a terminology used to describe possible customers who are in your database.
The acronym B2B comes from Business to Business, which is nothing more than the concept of companies that sell to other companies. In other words, a B2B lead is a company that is in your database and can become a possible customer after carrying out work to nurture and educate that lead.
Therefore, we can understand B2B lead generation as the act of finding these potential customers and generating this database.
To do this, you can use several very useful and effective strategies and tools that make your work easier and allow you to generate many B2B leads.
B2B lead generation tips to use in your business
Now that you are familiar with the main concepts and terms of B2B lead generation, let’s look at some tips and strategies that can help a lot when carrying out your lead generation.
Define the profile of the lead you want to generate
The first B2B lead generation tip we’re going to give is in relation to the ideal profile of the customer you want to find. Having a well-defined profile makes it possible to identify important characteristics that indicate that that customer is interested in your products or services.
Doing this preliminary study is very important, as it allows your sales team to save time and energy with those contacts that are not in the profile and that will not bring any results to your company. This way, they can direct all their activities to those customers who really fit in with the institution.
Furthermore, without an adequate profile, your marketing actions will be attracting more customers to your company who do not have a profile, which becomes a waste of resources.
Use technology to your advantage
The next tip is to use technology to your advantage to increase the efficiency of your B2B lead generation strategies. To do this, you can use automation tools that guarantee more efficiency and productivity for your team, carrying out repetitive tasks in less time and with less chance of errors and rework.
Use active prospecting strategies
Active prospecting is a great way to generate B2B leads, it involves your company getting in touch with potential customers. To do this, you can use social networks, such as LinkedIn or use strategies to exchange email and customer information for rich content, for example.
It is important to remember that you should not buy contact lists, but rather create your own and the client must give permission for you to send them emails.
Content Marketing and SEO
These two strategies complement each other and are very efficient when it comes to generating leads. Through them, your company can create relevant content on blogs and reach the top positions on Google.
Therefore, the better your position, the easier it is for customers to find you on the internet. In your content, you can place forms to be filled out with contact information.
Participate in events
The return of in-person events has brought many possibilities to increase your lead generation. There, you can network and meet clients, face to face. Then, you can exchange emails with these leads you made and develop the relationship in order to close the deal.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!