In the wise words of Ellie Pidot, strategy is simply another word for a plan. We all have goals, and the plans we put in place are how we aim to reach them. When it comes to marketing and lead generation, goals should be attached to carefully outlined, realistic and achievable SMART objectives. The methods you select to make your objectives happen are what marketers call a strategy. There are so many useful lead generation strategies to grow your business — but every organization is different.
Lead generation may likely be a part of your wider marketing strategy, but to truly succeed, you must spare no detail. Start by thinking about what you are already doing, and then establish which parts of your lead generation process need improving.
- The amount of leads you generate
- The quality of the leads you generate
- Your cost per lead, conversion-rates or revenue
- Your lead nurturing process
- The alignment of your sales and marketing team
- The data your teams have access to
No matter what you are hoping to streamline, skyrocket or simply enhance — we guarantee there is a strategy to help you get there.
The lead generation methods:
From content marketing, to the software designed with success in mind, let’s explore some of the most popular strategies and how they can help your B2B organization generate high-quality leads.
B2B Telemarketing: has it had its day?
Telemarketing for lead generation is an age-old approach to acquiring new business leads. In its prime, it was a strategy that guaranteed success — according to Ovation Sales Group, back in 2007 it took an average of 3.68 cold calls to reach a prospect. Times have changed, however. In 2015, that same number reached 8. That doesn’t mean you need to cut it out entirely — there is still very much a place for business to business telemarketing. Consider pairing it with modern strategies or using software to enhance the approach. Find out more about how cold calling can fit into your lead generation strategy here.
Generate leads with email marketing
Email marketing is like the cold call of the digital age. It goes way back and has proven truly successful in the past. According to BtoB Magazine, 59% of B2B marketers say email is the most effective channel for generating revenue. And, the Demand Gen Report found that lead-nurturing emails get 4-10x the response rate compared to a stand-alone email. So, making sure you have the resources in place to ensure consistency is pivotal to your campaign success. Consider utilizing automation to make your email marketing campaign stand out. Eliminate human error, personalize mass emails and deliver strong results.
High-quality content marketing
High-quality content helps position you as leaders in your industry, gives your sales team hordes of information to work with, and can help enhance your SEO ranking. Decision-makers do their research at every stage of their buyer journey — HubSpot found that 47% of buyers view at least 3-5 pieces of content before they contact a sales representative. And, it significantly improves the lead generation and nurture process — according to Curata, almost three quarters of businesses found their lead quality and quantity improved as they introduced a content marketing strategy. Get creating! Changes to data compliance laws mean some marketing efforts, including email and content marketing, may need updating. Here, you can ensure your strategies are compliant.
Using social media to generate business leads
HubSpot found that 75% of B2B buyers use social media to support their purchase decision. So, for social media lead generation to be effective, pick your platforms carefully! Businesses on Twitter generate twice as many leads as those not using the platform.
- Businesses on Twitter generate twice as many leads as those not using the platform.
- According to Quick Sprout, 45% of marketers have gained customers through LinkedIn.
- According to Instagram, 60% of users say they discover new products via the platform.
- 26% of Facebook users that clicked on ads reported making a purchase, according to Spark Central.
Follow accounts that matter, engage with your audience, post insightful content and reap the rewards of a powerful social strategy.
Getting to the top of Google: SEO lead generation
A lead generation strategy is nothing without a reputable brand to back it up. It is crucial to build trust online — and one of the best ways to do that is by ranking high on search engines like Google. When it comes to online lead generation strategies, ignoring SEO could be detrimental to your business. Make sure your site is easy to navigate, simple for leads to inquire, keyword optimized, and full of regular and relevant content. According to HubSpot, 75% of internet users don’t make it past the first page of search engine results, and 35% of organic clicks go to the top three ranking websites.
Maximize your lead generation with website visitor identification
Internet lead generation strategies all have one thing in common. They all aim to direct leads to your business website. This should be the online hub of your organization — where leads at any stage of the pipeline can find just what they need. That could be anything from an informative blog post or a downloadable asset, to your organization’s contact details or the product they are looking for. It all depends where they are in their buyer journey. They may not be salesready, but by landing on your site they are expressing an interest in your product, service or business. That is exactly where lead generation technologies come in to revolutionize your process.
Lead Forensics is an intelligent website visitor identification software that reveals the identity of your previously anonymous website visitors to instantly generate business leads. It works by utilizing intelligent reverse website visitor tracking technology and a global leading database of business IP addresses to track your website visitors, reveal their identity and notify you in real-time. Users are provided with the business name, contact details of key decision-makers and detailed website analytics. This way, you have everything you need to reach out to the right person, with the right information, at just the right time. Book your Lead Forensics demonstration today!