Inbound Sales Methodology

How to generate Inbound Marketing B2B leads?

A steady stream of qualified leads is vital for running a successful firm in today’s competitive world. Various lead generation strategies have come up that help capture and maintain the target audience’s attention towards an offered product or service. Using such marketing leads to tap into such lucrative bases is highly beneficial and necessary for any company.

Many B2B companies have recently started replacing traditional outbound marketing strategies with inbound marketing. An inbound marketing strategy focuses on creating content that attracts potential consumers and converts them into leads. B2B inbound marketing has become especially popular in the marketing world for B2B lead generation.

Running and maintaining a successful business can be tedious. We explain you the many ways your company can capitalize on inbound marketing strategies to boost B2B lead generation. So, clear all doubts and read away!

What are B2B Leads?

Marketers are constantly thinking of different ways to generate more leads. In marketing, B2B lead generation refers to the process of recognizing and launching an interest in potential customers.

Recognizing customers means searching for those businesses or users who have an interest in your products or services. B2B leads would refer to those individuals or organizations who act as potential customers.

B2B lead generation is a process often conducted by marketers and the sales team of the company. They actively work and tap into the profitable potential of such leads.

What is Inbound Marketing?

Inbound marketing is a strategy where an organization attempts to pull in and attract potential customers. Inbound marketing strategies attract new prospects by creating personalized and targeted content. Unlike traditional forms of marketing strategies like advertisements, they don’t directly sell themselves.

Such content garners interest, builds connections, and ultimately increases the viewer’s probability of becoming a paying customer.

Its premise is to create content that will prove helpful to readers. Thus, the more specific and targeted the content, the more chance of helping users satisfy doubts and ascertain trust, thus generating a sale.

Some of the unique features and advantages of inbound marketing, as compared to outbound marketing, are:

  • Social media, blog posts, email inboxes, etc., are everyday endeavors of Inbound marketing. Advertisements in magazines, newspapers, billboards, etc., are examples of outbound marketing.
  • Inbound marketing is a form of permissive advertising where audience receives and accepts the message in their own time. Whereas outbound marketing is an intrusive way of advertising where it attempts to sell products or services directly.
  • Inbound marketing is interactive. Outbound marketing involves one-way communication.

Some essential features of Inbound Marketing are:

  • It focuses on Search Engine Optimization
  • Creates buyer personas – imaginary consumer profiles created by the company which represents the target audience
  • Focuses heavily on content creation and marketing
  • It is very cost-effective

Types Of Inbound Marketing For B2B Lead Generation

  1. Marketing qualified lead (MQL) – These contacts actively engage with your marketing techniques but are not ready to receive the sales call.
  2. Sales qualified lead: (SQL) – These contacts take actions that indicate interest in purchasing your products or services.
  3. Product qualified lead (PQL) – A product qualified lead is a contact who has tried out your product and is interested in becoming a paying customer.

Process of Inbound Marketing B2B Lead Generation

Understanding the concept of B2B lead generation is just one step. To embrace this marketing technique, you must have a solid lead generation process strategy. The marketing and sales team needs to be aligned and given a precise framework to follow.

Let’s break down all B2B lead generation steps inbound marketing.

Step 1 – Find your B2B sales leads

Step 2 – Reach out to your leads.

Step 3 – Identify prospective high-quality leads.

  • Awareness and research – These customers know they have a problem and need a solution. To solve the issues, they seek to do more research.
  • Consideration – These leads know exactly what products/services they need.
  • Decision – These customers are in the decision-making process to purchase a vendor’s product/service.

Step 4 – Close your leads and make a sale.

Benefits of an inbound marketing strategy?

In addition to lead generation, there are several benefits of an inbound marketing strategy.

Build trust

This is one of the biggest benefits of B2B inbound marketing because people spend money on brands they trust. If you provide consistently high-quality products and services, your customers will trust you and remain loyal over time.

Higher visibility

This benefit works alongside trust. If your customer base trusts you and drives traffic towards your company, this will increase your visibility on search engines. If you maintain search engine optimization, you will generate more leads and grow your business.

Better engagement

Inbound marketing strategies are guaranteed to result in high engagement from your customers, who will share your business on social media. If you provide high-quality products, your customers will share your business details with others, further driving your engagement.

Important tools for lead generation?

To boost your lead generation strategies, there are special tools you must use. These tools will help you process leads, analyze data, and create resources. Some of the most important tools are:

  • Call to action templates for your website or landing pages
  • Facebook and LinkedIn lead ads
  • Lead generation companies

How to Generate Inbound Marketing B2B Leads?

Inbound marketing has proven very beneficial in securing promising B2B leads. Generating leads is a vital part of the marketing strategy. Some of the inbound marketing technique for B2B lead generation are:

1) Social Media Marketing

  • Social media platforms can create and improve brand image.
  • Call to Actions in posts and the ‘swipe up’ motion on Instagram are additional methods to get leads.

2) Product Demos

  • Rather than paying for a service, a free demo can be an enticing way to rope in qualified leads.
  • Transformation of these leads into paying customers occurs once they taste and enjoy the demo offered.

3) Email Marketing

  • Clients who sign up for email subscriptions are interested in the organization’s services and products. Hence, it is important to capitalize on their interest and inform them of various offers. It also encourages brand loyalty.
  • Email subscriptions act as a consistent motivator to potential clients that can convert them into certified leads.
  • Via email, constant communication is made possible. Notifications received by users about free demos, sale offers, and shows.

(Source: ReputationLoop)

4) Chatbots

  • A novel AI creation, chatbots, or live chats are messaging platforms that interact 24×7 with customers just like real humans would.
  • Chatbots amplify consumer experience by providing accurate results, being readily available, and reducing time-consuming social interactions.

5) Personalized websites

  • Users are drawn to carefully designed and unique websites.
  • Personalized websites and content improve the viewing experience and result in promising leads that can transform into paying customers.

6) Using original research

  • Customers are drawn towards well-researched, credible, and factual content. It increases trust, viewership, and shares.
  • Interviewing subject experts, citing credible sources, and collaborating with popular influencers can amplify lead generation.
  • With increasing credibility, your website has the potential to become the ‘go-to’ for that product or service.

To Sum It Up

In marketing, many lead generation strategies are being utilized by B2B companies which reign in qualified leads. Namely, the most marketing leads have been reined in by inbound marketing strategies. They have become popular in converting solidified leads into payable customers.

The premise of inbound marketing is to create content catered to a target audience. The satisfaction and need of the viewers transform into confirmed leads, loyal users, and paying customers.

Some of the inbound marketing techniques are creating personalized content, unique website interfaces, and active social media marketing. Additionally, tapping into email notifications, credible research, and live chats can amplify user experience, as well.

Ultimately, a strong content marketing strategy, aided by supplementary inbound marketing strategies, can amplify B2B lead generation.