B2B lead generation marketing is probably one of the biggest challenges you’re facing — in fact, 61% of B2B businesses state that they don’t have trouble finding leads, but they have a lot of trouble finding high-quality leads that actually convert into sales.
So how can you improve B2B lead generation marketing — without running your business into debt and without paying so much attention to your lead generation campaigns that you end up neglecting your business? Here are three simple tips that any good B2B lead generation expert would recommend:
- Stop focusing on the quantity of leads, and focus on the quality. This point goes back to the very first sentence on this page, but it’s important enough to bring up again. Too many businesses measure the success of B2B lead generation by measuring how many leads they can get, but they fail to consider the fact that most of the these leads won’t convert. To develop a better lead generation strategy, you have to be comfortable focusing on quality.
- Don’t undervalue social media. It’s true that social media B2B internet marketing trends aren’t typically as effective as social media trends used for B2C marketing, primarily because B2B marketers aren’t able to tap into emotional responses from their buyers or take advantage of viral memes, videos, or photos to drum up conversation with consumers. However, this doesn’t mean that you should ignore social media sites altogether; businesses that carefully choose which content to share and maintain professional connections via social media platforms often find that they can increase leads — even high-quality ones.
- Ask your buyers what they want. This is another fundamental difference between B2B marketing and B2C marketing — when you’re dealing with the B2B industry, you should listen to what your customers are asking for and tailor your products/services to that, rather than telling them why they need your products/services as they currently are. If you can find out what your buyers are looking for, you’ll be able to develop better products and services that will put you ahead of your competitors.