how to do b2b lead generation

5 Easy Steps to do B2B Lead Generation that benefits your Business

Whether you’re brand new or a more established brand, in today’s high-paces and over saturated world, it can be challenging to grab your audience’s attention. With that in mind, it’s critical that you have a clear strategy to reach your target from the beginning.

But, how to do B2B lead generation in a way that will benefit your business, and quickly?

We’ve got 5 easy steps to kick-start your lead generation tactics, and start bringing in high quality leads!

1. Know Who Your Target Audience Is

To properly target your audience, you’ve got to know exactly who you want to talk to. Ask yourself these critical questions to gain a clearer picture of who your ideal buyer persona is:

  • What kind of business needs what you offer? Think about industry, geography, and business size.
  • Who within these businesses has the problem your product or service can solve? Consider their position, seniority, if they’re a decision maker, etc.

Build up a clear profile of your target audience with as detailed a description as possible. This first step makes lead generation a lot easier down the line.

2. Build Your Potential Leads

What Are Potential Leads?

Potential leads represent people in your target audience who have shown interest in your product or service by offering you some personal information – like their name and email address – in exchange for content, like a survey, blog post, or offer.

During this second step you should be building your list of potential leads.

  • Make sure that you have accurate contact details that are compliant with local regulations.
  • Try to obtain multiple points of contact – address, telephone number, email, LinkedIn, Twitter, etc.

3. Leverage the Power of Added Value

To best entice new potential leads, ensure that you are offering something of clear value to each segment of your target audience. Each offer should ideally be customized to appeal to each segment independently.

4. Get Intimate With Your Numbers

In order to be successful with B2B lead generation, you must have a clear understanding of the number of leads your business needs to generate to meet your goals within a set deadline.

To do that, you’ll need to ask yourself a number of important questions:

  • What is your revenue target?
  • What is the average revenue per sale/customer?
  • How many sales do you need to complete if you hope to meet your goal?
  • On average, how long is your sales cycle?
  • How many potential leads do you have?
  • What is your marketing budget/cost per lead?

For many small or start-up companies, some of these numbers might still be unknown – but the first three are integral to building a successful B2B lead generation campaign.

5. Create a Lead Generation Plan

As a B2B company, you need to craft a plan that communicates the value your product or service offers to your target audience – with the right messaging, at the right time, in the right place with the right call-to-action. Depending on your audience, this might be through email marketing or social networks.

Don’t forget to set a specific and realistic budget and keep the cost per lead in mind. A good general rule is that marketing costs should stay between 5-7% of revenue. Therefore, if your revenue target is $100k, your marketing budget should be around $5-7k.

Looking for a little more guidance when it comes to your B2B lead generation plan? Book your free, no obligation consultation with Asset Digital Communications founder, Mary-Jane Owen!