What is the best lead generation tactic that has worked for your business?
To help you adopt the best lead generation tactic for your B2B business, we asked marketing professionals and business leaders this question for their best insights. From using AI to increase engagement to running free courses on Whatsapp, there are several tactics you could adopt to develop your own unique way of generating leads for your B2B business.
Here are 12 unique tactics these leaders use to generate leads for their B2B businesses:
- Use AI to Increase Engagement
- Create Content Around Long-Tail Keywords
- Show Authority in Your Field
- Provide Free Samples of Your Product to Potential Customers
- Implement a Pop-Up Strategy
- Partner With Other Businesses
- Answer Commonly Asked Industry Questions on Your Blog
- Reach Potential Customers With an Email Marketing Campaign
- Use SEO to Create Your Online Presence
- Offer Free Quotes
- Engage Your Target Audience Through Content Marketing
- Run Free Courses on Whatsapp
Use AI to Increase Engagement
Chatbots and Virtual Assistants are met with more and more enthusiasm, and they’re doing a great job in the lead generation process. AI can, for instance, match leads or potential leads with assistants best suited to help them based on the visitor’s movement of the website. AI has increased engagement, not to mention the machine learning process that was a massive help with establishing the right way to interact with customers.
Leszek Dudkiewicz, Head of Marketing, passport-photo online
Create Content Around Long-Tail Keywords
One lead generation tactic that has worked well for us is developing content for long-tail keywords. Long-tail keywords are typically longer than one or two words and are often used by customers who are researching a specific topic or problem. By creating valuable content around these keywords, we can rank higher in search engines and drive more organic traffic to our site. In addition to being very specific, these terms tend to be much less competitive compared to head terms, which means it’s easier for us to rank for them.
Matthew Ramirez, Founder, Paraphrase Tool
Show Authority in Your Field
Legal topics are both an interest and a point of apprehension for potential customers to our business. Using our Blog and website, we try to produce relevant content that helps to better position our firm as an authority in the legal niche. People looking for legal counsel feel more assured when they know that the entity they’re considering for their needs is one that has a wealth of experience. Our website along with our blog and other content is in a way a litmus of our expertise. Potential clients are much more likely to engage with us over live chat or contact us if they’re reassured of our expertise. In our field establishing trust starts early, showing ourselves as an authority in our field is one of the best ways to generate tangible leads for our business.
Max Schwartzapfel, CMO, Schwartzapfel Lawyers
Provide Free Samples of Your Product to Potential Customers
One of the best lead generation tactics that has worked for my business is providing a free sample product. When people are able to try a product before they buy it, they’re more likely to become interested in what you’re selling. Plus, it’s an easy way to show people the quality of your products and how they can benefit from using them. So, if you’re looking for a successful way to generate leads, consider providing free samples to potential customers.
Rick Elmore, CEO, Handwritten Thank You Notes
Implement a Pop-Up Strategy
If you’ve created a website for your business and still aren’t using pop-ups as a lead generation tactic, you’re missing out. Pop-ups are a great way to capture leads, and they’re especially effective if you offer something in exchange for an email address — like a free e-book or white paper. You can also use pop-ups to promote special offers or discounts — just make sure that the offer is relevant to your target audience and that the pop-up itself isn’t too intrusive.
Peter Lucas, Owner, Relocate to Andorra
Partner With Other Businesses
For my business, the best lead generation tactic has been partnering with other businesses in my industry. I have found that by teaming up with companies that complement my own products and services, I am able to reach a wider audience. Not only does this give me access to their customer base, but it also allows me to tap into new markets that I may not have otherwise reached.
In addition, partnering with other businesses provides an opportunity for cross-promotion, which can be an extremely effective way to generate leads. By working together, we are able to provide our customers with a comprehensive solution that meets all of their needs. As a result, we have seen a significant uptick in sales and customer satisfaction.
Jim Campbell, Founder, Epic Caribbean Vacations
Answer Commonly Asked Industry Questions on Your Blog
Leads come in many different forms and through a variety of avenues. One of our best tools for leads is our educational blog. We have over 180 articles that are all SEO-optimized that answer the most common questions in our industry that customers ask. When people are searching for these answers they often come across our blog which shares educational information, tips, and tricks, while plugging our products and experience right into the article. Our blog continues to get new monthly readers, and it currently sees 40,000-50,000 unique visitors every month. It’s a great tool to generate leads. Once they trust your information, it’s easier for them to enter the bottom funnel of your marketing and purchase your product. Start a blog that is SEO optimized with a focus on your industrial and the leads will come!
Seth Newman, Director, SportingSmiles
Reach Potential Customers With an Email Marketing Campaign
Don’t ignore the contact information you receive. Many companies do a great job of acquiring an initial surge of potential customers only to drop the ball and let those leads go cold. The easiest way to automate a solution to this is to use an email marketing service to immediately supply new leads with information on how to proceed. Studies have shown that potential customers that continuously receive relevant information are far more likely to follow through with a potential purchase making email marketing the easiest way to increase your actual closures.
Patrick Robinson, Founder & CEO, Paskho
Use SEO to Create Your Online Presence
SEO is the best lead generation tactic I have ever used. It is a long-term strategy, and it pays off in the long run. With SEO, you are not only converting leads, but you are creating an online presence for your business. When someone searches for a service you provide, your website will pop up in the search results. Your website will also pop up when someone searches for a problem your service solves. This allows people looking for your service to find you and potentially become a customer.
Luciano Colos, CEO, PitchGrade
Offer Free Quotes
One of our best lead generation tactics is offering a free quote when someone visits our website content or by visiting one of our paid ads. Our sales team reaches out to the potential client within 24 hours and asks a few simple questions for us to determine if we can support their business and a price range that will fit their budget and business needs. We find that enticing opt-in opportunities work the best for people searching for 3PL and logistic services.
Courtney Folk, CEO and Founder, Renewal Logistics
Engage Your Target Audience Through Content Marketing
The best lead generation tactic that has worked for our business is content marketing. We create helpful, informative blog posts and articles that our target audience is interested in, and we distribute this content through our website and social media channels. This helps us to attract new leads, as well as to nurture relationships with existing customers and prospects. Content marketing is an extremely effective lead generation tactic, and it can be used by businesses of all sizes. If you’re not sure where to start, consider hiring a content marketing agency or professional writer to help you get the most out of this powerful strategy.
Ram Thakur, Founder, Solution Suggest
Run Free Courses On Whatsapp
Every month we run a free course designed for HR leaders to develop themselves on WhatsApp. Each course aligns to one of our core services, and we have built the courses to include video, images and tasks. Each course runs for three weeks, 15 bitesize snippets of information sent directly to the attendee’s mobile phone. Why we think these free courses on WhatsApp works so well:
– Our content is really helpful, proactive and useful.
– We get people to add our Managing Director’s phone number into their contact books.
– Offering free courses on email is old and stale. WhatsApp is kind of exciting.
– Our target market is almost all on WhatsApp, and no competitors message them there so intimately.
These courses are about giving away and supporting our key audience, but at the end we do tell them about our services, and follow up via email. We think it’s a great way of connecting with our target audience.
Charlie Southwell, Marketing Director, Let’s Talk Talent