If you run a business, the turn of the new year is the perfect time to analyse your lead generation strategies from the previous year. Then you can re-evaluate your strategy for 2020. Despite the difficult economic climate, if you are able to generate new leads your business will have a bright financial future. To get there, we have decided to share some of our secret B2B tips and tricks. That will get you on the right track for the year ahead:
Lead Generation Tips & Tricks
As new technologies come to the forefront, analytics is able to highlight weaknesses as well as strengths. Giving you the ability to quantify customer behaviour with an ever-improving skill. Generating leads isn’t just selecting a random client, it’s understanding who the right potential customers are. To do this you need to get their attention. Which you may think is easier said than done… or is it?
When it comes to business to business marketing (B2B), it’s easy for marketers to concentrate on adding more leads. But it might not be the leads that are the problem. As potential clients flow into through the sales funnel, the question in 2020 to ask yourself is whether the process is working. Or are clients dropping through the cracks in the middle of the sales process, before they can be acted upon?
This can occur when your website’s landing pages or data collection forms aren’t having the necessary effect. Forms can have a huge impact on your lead generation. As well as separating leads from non-leads. So, they need to be optimised. Look at the cost ratio on your forms versus your landing pages to ensure you’re getting the most bang for your buck. The results may surprise you.
Create Great Content
In this world where we are all connected more than ever, the ability to share fantastic content with friends, family, and colleagues is easier and more available than ever. With the click of a ‘Share’ button, we can tell the world about fantastic content we’ve found to drive sales. Don’t you want to benefit from this process? Of course, you do!
Your clients, including potential ones, want to see and hear and watch original content. You’re doing it now reading this post! Hopefully, you’ll be engaged enough to share it.
Imagine people going to your website and sharing it because of your fantastic products. It increases your reputation as a business. It helps your SEO and pushes potential leads who find your site through a search engine.
Promote your Social Media
Whilst we’re on the subject of sharing content, there’s no better way to do this than with social media. How many people do you know that don’t have a Facebook, Twitter, Instagram or LinkedIn account? Chances are it’s none.
You can also generate leads through social media, although it needs some preparation and planning to create a winning strategy. Being able to target potential clients with ads. Or building engaging marketing campaigns with hashtags that resonate with the issues your customers are searching for. Both provide the opportunity for some fantastic leads.
There’s no denying that rising up the pages of search results takes time. Developing winning and engaging content through marketing takes a lot of work too. But if you want to get results quickly, then PPC, or Pay-Per-Click, is a way that can deliver results in very little time.
It costs money but can be extremely effective providing you to know one thing – who your audience is. Before you go rushing for your company credit card, it’s important to remember that the use of Adblock apps and software are on the rise so in some cases, your ads won’t be seen. But this is still a very small percentage of potential leads.
It would be great if businesses all played on the same level playing field, but that’s not the case. Different industries, different markets, and different sales funnels mean that one strategy that works for one business won’t work for another. As we walk confidently into 2020, the only process that’s going to work is the one that works for your business. The one that brings long-term results this year, and every year. Get to know your audience and how they can interact with you and you’ll be one step ahead of your competition.
If you’d like to find out more about how we can help you, get in touch today with one of our friendly team members on 0330 058 0100 or pop us an email at info@itfocus.com.
