If you fail to generate new leads, you won’t have any potential customers in your pipeline. If you don’t have potential customers, your revenue is eventually going to dry up. If this happens, your business is going to be in real trouble. To help you get your year off to a great start, we put together a few quick, cost-effective B2B lead generation strategies that you can put into action this week.
Having an effective method in place to generate new leads is critical; however, it is also challenging – especially in the realm of B2B marketing.
When you are trying to sell to another business, there are more stakeholders you have to convince and more internal approvals you have to acquire than if you were selling to a single customer. Even with this in mind, there is some good news. When you know what to do, you can turn your marketing efforts into successful, lead generation tools. Learn more about how to increase lead generation this year here.
1. Access Your Current Data
There are tons of B2B marketing efforts that work; however, you have to remember that no two businesses or customers are exactly the same. What is working for another business may be completely ineffective for you.
Before you try to develop a new lead generation strategy for 2018, you need to take a look at your analytics from the previous year and ask a few questions:
- Where are you getting your leads?
- Are any of your existing lead generation efforts ineffective?
- What strategy is providing you with the best conversion rate?
When you understand your audience, what works and what doesn’t, you can be better equipped to generate leads in 2018 and begin to fill your marketing funnel.
2. Post Content on a Consistent Basis
While you may be tired of hearing “content is king,” the fact is, this is the ultimate method for generating leads. Content is effective for several reasons. It helps to begin a relationship and develop trust with potential customers. You aren’t being salesy or “in their face.” When they get ready to make a purchase, you are going to be top-of-mind because of all the helpful content you have published.
Additionally, content provides credibility and authority. This is yet another way you begin to position your business as a thought leader in your industry. When getting started with content, it is imperative that you not only have great focus keywords relevant to your business, but also that you have high quality, useful content for your readers. Implementing a robust content strategy can be one of the most cost-effective B2B lead generation strategies for companies of all sizes.
3. Improve Email Marketing Efforts
Many people think email marketing is dead – but this simply isn’t true. It can be extremely effective for lead generation – when you do it right. Avoid sending the same blanket, generic email to everyone. Consider implementing automation which allows you to send extremely targeted emails to a customer based on an action they have taken. This customization makes the efforts more effective. If you haven’t gotten far into email marketing, The Pony Group’s email marketing guide is an excellent start.
2018 will continue to see the shift toward personalization in marketing and through a well-planned and developed marketing strategy that integrates email marketing and content marketing, you will see great success. With a few cost-effective B2B lead generation strategies you can transform your business and turn 2018 into an amazing year for lead generation.