How to Get More B2B Leads in 3 Steps

Do you know what the biggest challenge facing B2B marketers is?

Of course you do! Otherwise, you wouldn’t be here – it’s leads.

A lead is where everything begins. Without leads, you have no clients, no revenue, no reason to be in business. Without leads, you’ve got nothing. Nada.

So, that begs the obvious question: How do I get more B2B sales leads?

Chances are, you’re not new to the marketing world. You already know how critical it is to identify your target market, create an ideal customer persona, and have a foundation of quality content.

What you need now are effective lead generation tactics. With these 3 steps, you’ll be bringing in more qualified leads in no time!

How to get more B2B Leads in 3 simple steps

1. Create Free Resources

Offering something for nothing may seem counterproductive, but it pays incredible dividends in the end. Simply offer these free resources in exchange for a user’s contact information, like an email address.

These resources can be basically anything, as long as they are useful to your target audience. Try things like eBooks, checklists, case studies, webinars, white papers, or even a simple training course. With built-in value, and a price they can’t beat, even users who aren’t familiar with your business won’t hesitate to download your content. For this reason, this kind high-quality content is called a “lead magnet.”

Once you have your content ready, you should promote your lead magnets in blog posts, on social media, on your website, and even in ad campaigns.

When successful, the user now has something of a relationship with your business after consuming your content, and you have their email address. Now, it’s time to follow up with email campaigns designed to bring these leads down the sales funnel, turning them into customers.

2. Content Marketing

There’s a good reason the most successful B2B businesses keep a regularly-updated blog on their site: education is a key element of B2B marketing. Content marketing includes a variety of content types, like a blog, how-to videos, your lead magnets, or even writing guest posts for other sites.

Content marketing works as an effective lead generation strategy by giving you the opportunity to demonstrate your expertise – while building a relationship with your potential customers at the same time. As you show you can answer questions and share new insights, you build trust and credibility.

What’s more, content marketing offers a big SEO boost when you optimize your content for different keywords. Making sure your content ranks high in search engines can help bring even more new users to your site while your content guides them down the path to becoming leads.

3. Have Conversations – As Often As Possible

Once you’ve got your lead magnets set up, and you’ve started your content marketing, it’s time to join the conversation. The problem with websites, blog posts, and videos is that they are all one-directional messages – something you should never rely on solely.

Rather, you should try to have a real conversation with your prospective leads as often as you can.

If a user contacts you to ask about a feature of your product or service in a chat, don’t simply send them a link – offer them a 10-minute call to walk them through the answers they need.

If you’re exchanging emails with a lead, offer them a video call. If you’re in a video call, offer to meet in person. Strive for good conversations that get you closer to you lead with every interaction.

B2B Lead Generation

A fine-tuned and well-oiled lead generation strategy is a carefully balanced combination of tactics, both on- and offline.

B2B lead generation is a difficult task, but also one of your most important as a business owner and marketer. You simply cannot neglect it.

Looking for more detailed info on b2b lead generation strategies and tactics? Book a free consultation with Mary-Jane to discuss your B2B marketing needs today!