Generally, B2B selling involves outbound techniques such as trade shows and cold calling. These strategies often don’t generate a high ROI due to the limited budget required to execute the tactics.
In order to increase your ROI, you need to focus on getting high-quality leads that are most likely to convert into customers.
Even if you have a small team, with today’s marketing technologies it’s possible for B2B marketers to get high-quality leads.
Here are 5 cost-effective ways to generate high-quality B2B leads.
Build Visibility and Leadership with Content Marketing
B2B audiences prefer valuable, educational and actionable content. In-depth and industry-specific insights are great lead magnets for capturing leads. By creating highly relevant content, you build credibility among your audience. It eventually helps to nurture relationships and convert leads into customers.
Drive traffic and build a relationship with inbound marketing
Whether it’s B2C or B2B, every business is online and since most B2B buyer research online before engaging with a vendor, you can attract high-quality leads to your website through organic searches like SEO techniques and using the right keywords.
Content marketing is an important component of the inbound marketing strategy which focuses on getting quality leads, nurturing them and converting them.
To maximize your ROI, make sure you target audience that are most likely to convert into a customer by understanding buyer persona, figure out their buying habit and their customer lifecycle stage.
Don’t forget to set up lead capture mechanisms and calls-to-action on your website for better results.
Target Leads with LinkedIn
Social media presence of your business helps you a lot to acquire leads and communicate with them. If you have a small team, it’s best to focus your efforts on a social media platform that your prospects are present on so it becomes easy for you to reach out to your target audience.
Linkedin is purely a professional network, unlike Facebook or Instagram. Most B2B vendor finds the Linkedin most effective social platform to do business. It has a professional focus, allows you to search for a targeted audience and segment them according to your criteria.
Third-party review site
Getting listed and reviewed on the third-party site is a great way to get high-quality leads. Getting reviews from your customer, increase your chances of being seen by prospects who are looking out for the same type of products or services that you offer.
As these sites have high domain authorities it increases your chances to get found in organic searches. You can even ask your customers to post reviews.
Leads that are referred to you by your current customers are more likely to convert as compared to normal prospects. In order to get a referral, first, you have to satisfy your current customer (pre and post-sale) then only they refer your brand to other people.
To build advocacy you can provide exclusive content and offer excellent customer support to your current customer. This encourages them to refer you to others.
Don’t forget to ask! When you have one-to-one interactions with your customers, simply ask if they know anyone who can benefit from your products and if they could make an introduction and also always thank your customer for the referral so that they feel appreciated and send your more businesses.
The simple technique to attract leads is to follow the customer-centric approach and provide relevant experience to your audience.
Reach your target audience, understand their buying personas (behavior) and then deliver them suitable content using various marketing tactics such as blogging, video marketing, drip campaign and more.