5 Effective Online B2B Lead Generation Tactics in 2019
Lead generation has undergone a radical change in the past few years. Today, online lead generation activities are more effective when compared to traditional mail and print advertising.
Effective B2B lead generation requires a combination of inbound and outbound activities. Inbound strategy can help establish credibility, while an outbound strategy will result in attracting more qualified leads.
Here are five online inbound and outbound strategies that will help in generating qualified leads and improving brand image and credibility.
1. Social Media
Social media is one of the most effective channels for both B2B and B2C lead generation. For B2B, LinkedIn has proven a very effective channel in generating leads. The platform is a whopping 277 percent more effective than Twitter and Facebook in attracting qualified leads.
You should focus on creating posts based on keywords that your target customers will be searching for and learn how to use hashtags for attracting the right audience to your post. Also, make sure that you follow the proper etiquette when posting on social media platforms. Don’t post more than twice a day, use a professional business profile, and respect customers.
2. Generate Leads by Posting Content
Posting regular blogs on internal and syndicate sites is another effective way to generate leads. Consider hiring a professional content writing team to craft quality insightful articles. The content should be informational and not promotional if you want to attract leads.
Every piece of content should be optimized for unique, semantically related keywords that are relevant to your product or services.
The content should have a clear call to action at the end that prompts users to take action, too. The article should serve as a teaser with basic information. Then, ask the readers to contact you for further details.
3. AdWords Advertising
Online advertising is another effective way to generate leads. You should put ads on popular social media sites such as LinkedIn, Facebook, Twitter and Instagram.
The ads can be customized to run in a particular geography. Also, you can customize the ad to target specific demography such as CEO, entrepreneurs, and other professionals.
4. Create Lead Generation Magnets
You can also attract the target market by using what marketers call a lead generation magnet. This refers to tools that are used to motivate individuals to interact with your offer. The tactic involves the exchange of contact details for a valuable piece of information.
Effective lead magnets for B2B lead generation include:
E-books
Whitepapers
Free apps
Online workshops
Webinar demonstrations
Consider contacting professional lead generation companies to know how to use lead magnets for generating leads.
5. Email Marketing
Email is the traditional online marketing tactic that is still effective today. You should consider using marketing automation tools to efficiently capture online leads.
Market automation tools connect with the CRM software and send targeted and personalized emails automatically. Studies have shown that email marketing automation results in a 172 percent increase in revenues.
The above tactics are just some of the ways in which you can generate qualified leads through online channels. Consider incorporating the tactics listed here in your B2B marketing strategy and build your business one step at a time.
