Emerging technologies and new insights constantly shape buyer behavior in the B2B space at unprecedented speeds.
Hence, you need to recalibrate your approach – FAST! In fact, traditional tactics may no longer suffice anymore. Why?
Consumers have become increasingly educated, and they demand exceptional customer experiences.
What’s more?
Customer experience has now surpassed price, product, and benefits as the key brand differentiator.
Some B2B brands have successfully adapted and improved their sales lead conversion rates. On the other hand, others remain stuck in outdated methods – unsure how to add a fresh twist to their approach.
Interestingly, a staggering 61% of businesses identify lead generation as their biggest marketing challenge.
While numerous free lead-capturing tactics are available, only a few truly maximize your return on investment (ROI).
So, to help you up your game and stay ahead of the competition, we've compiled a list of 35 unique and effective B2B lead generation strategies.
Check out how Revnew helped Jobiak.ai 5X Their Revenue with strategic lead generation techniques.
Let’s now explore our comprehensive list of 35 killer lead generation strategies that will help you boost your marketing game.
Cold emailing can be challenging because you lack a connection with the recipient. Therefore, making a strong initial impression is crucial for achieving results. Here are a few cold email marketing tips to increase your lead generation success with cold emails:
To illustrate, let's take a look at a clever follow-up email template:
| Subject: | Quick Follow-up - [Company Name] and Your Business Growth |
| Introduction: | Hi [Prospect's Name], |
| Body: |
Following up on my previous email regarding [briefly mention the topic], I wanted to highlight how [Company Name]'s software solutions can benefit your business. Our customizable features address [pain points discussed] and can accelerate growth. Do you have any additional doubts? If so, let me know a convenient time, and I'll arrange a discussion with you. |
| Signature: |
Best regards, [Your Name], [Your Title] [Company Name] [Contact Information] |
Follow-up emails with direct mail can significantly contribute to B2B lead generation efforts. By combining the power of digital and physical communication, this strategy increases the chances of engaging with prospects and driving conversions.
Here's how follow-up emails with direct mail can help:
While cold approaching may be considered outdated, it still offers advantages in certain situations.
You should conduct thorough research and develop a well-defined sales strategy to implement this tactic successfully before reaching out.
Note that direct messaging on social media platforms is one of the valuable lead generation techniques for cold outreach. It enables your business to engage with prospects without intruding.
Here's an example of a LinkedIn cold outreach message:
Hey [Prospect's Name]! 👋 Impressed by your passion for education! As a B2B EdTech firm, we specialize in innovative solutions for enhanced learning and training.
Our platform offers interactive courses, gamification, and analytics to drive employee engagement and skill development. Interested in exploring how we can benefit your organization?
Let's connect for a quick chat or virtual demo! Visit our website for success stories in your industry. Reply, and let's empower your workforce through transformative learning experiences.
Best regards,
[Your Name]
[Your Title]
[Company Name]
Live chat and AI chatbots are intelligent messaging-based bots that:
In fact, implementing AI-powered chatbots can yield significant savings. Juniper Research says chatbots can help businesses save over $8 billion annually.
So, by leveraging this technology, you improve customer engagement. Additionally, you achieve cost savings and improved operational effectiveness.
Joining relevant Slack channels can be a valuable strategy for generating B2B leads. Here's why:
NOTE: Follow community guidelines, be genuine, and provide helpful contributions to generate B2B leads on Slack.
LinkedIn is a powerful platform for B2B lead generation with ample business opportunities. Utilizing this platform for promotion can produce exceptional outcomes.
For instance, Toucan Toco, a guided analytics service, used Revnew’s email and LinkedIn outreach strategy to contact and set up meetings with relevant profiles. Intriguing content in the communications highlighted the firm’s strengths and how its products could accelerate business decisions.
After launching the campaign, Toucan Toco generated 400+ appointments from companies using different software in months!
Although competition is fierce and cost-per-click rates are relatively higher than other platforms, the advantage lies in the ability to target your desired audience precisely.
If you decide to advertise on LinkedIn, ensure your offerings possess the following qualities:
Never underestimate the power of word-of-mouth marketing—it is a pivotal factor in nearly 50% of purchasing decisions.
Furthermore, statistics reveal that B2B companies that receive referrals enjoy a remarkably 70% higher conversion rate and a faster sales closure time.
Yes. Your satisfied clients are your greatest advocates and can effectively promote your business to others.
Hence,
This approach also enables you to track the sources of your leads and identify which channels yield the highest conversions.
Online Communities are often overlooked and underutilized in today's marketing landscape. We’re referring to forums like Facebook groups, Subreddits, and forums.
Unlike other outreach strategies, this approach involves immersing yourself in a community that serves as your potential leads pool. However, it's crucial not to dive in and promote your business immediately, as that can be spammy and alienate people.
The key is to provide value first, just like in any sales and marketing endeavor.
Again, job boards are an additional outbound strategy – particularly beneficial for service-based businesses, freelancers, and smaller agencies.
While some argue that job boards aren't part of outbound marketing, treating job postings as outreach opportunities can yield fruitful results.
One significant advantage is that the leads found on job boards, such as Upwork, are often warmer. People posting jobs are actively seeking someone like you to solve their problems. You can tap into this opportunity by adopting the following tips:
In-person networking events offer a different type of outbound campaign for your business. While not highly scalable, they provide an opportunity to connect with highly qualified leads.
To generate leads effectively at networking events, focus on attending niche-specific events that attract your ideal target audience.
For example, as a SaaS company serving e-commerce brands, prioritize attending e-commerce events rather than generic SaaS meetups.
Even if you don't immediately acquire leads, the insights gained from networking events alone make it worthwhile.
Did you know? Approximately 65% of marketers consider content syndication essential to their lead generation strategies.
Content syndication offers the following benefits:
Now, inbound tactics like guest blogging and social media help spread your content organically. However, leveraging content syndication allows you to proactively choose the audience and timing of content consumption.
You can syndicate content through outbound methods such as telemarketing (cold calling) or email marketing (cold emails). The most commonly used content to grow leads include whitepapers, presentations, infographics, and articles.
When implemented effectively, gated content can significantly boost your conversions. You can increase leads by strategically locking valuable resources behind a form.
Implementing gated content is strategic when you have an established library of valuable content that resonates with your audience.
Doing so creates a sense of trust and loyalty, making your readers more willing to provide their names and email addresses in exchange for access to your compelling resources.
For example, you can create an optimized lead capture form to entice readers to share their information to access your valuable materials.
Social selling in B2B marketing involves sales representatives connecting with leads through social networks to enhance their brand presence and drive business growth.
Social selling primarily occurs on platforms like LinkedIn, Facebook, and Twitter. Among these, LinkedIn is the top choice for businesses engaging in social selling, with 50% of B2B buyers relying on it for purchase decisions.
Lead magnets feature among the most popular B2B lead generation strategies used on business websites. It involves strategically placing a pop-up or link offering a free eBook or other valuable content after visitors spend time on a specific page.
This approach provides something of worth in exchange for their contact details, making it an effective B2B strategy to implement.
For starters, draft a high-quality and information-rich piece of relevant. Then follow the below steps:
Today, users yearn for a human touch that enables them to:
As it’s evident, you MUST strive to deliver highly personalized solutions. It doesn't simply mean resorting to using first names or following individuals online.
You also need to tap into your audience's behavior to gauge their habits – and use these insights to deliver tailored resources, products/services, or offers.
By offering custom experiences, you can cultivate deeper connections and enhance the overall impact of your marketing strategies.
Exploring offline events, such as digital marketing conferences and trade shows, are counted among the most effective outbound lead generation strategies.
It’s true that online platforms offer convenience. However, offline events cater to businesses, especially older and larger companies, who prioritize face-to-face interactions.
So, building trust and establishing personal connections are vital in their networking efforts.
By sponsoring or hosting industry events and securing booths at trade shows, you can tap into this market segment and attract leads who value in-person engagement.
In the B2B context, it's essential to seize every opportunity, even when products are out of stock.
Rather than simply displaying a generic "Out of Stock" message, you can transform this situation into a chance to engage with potential customers.
Enhance the user experience by adding a form below the "Out of Stock" text and include the following message:
"Enter your email to receive a notification when this product is back in stock."
By incorporating this email notification feature, you can capture the interest of interested buyers and keep them informed about product availability. It helps retain potential customers. Plus, it lets you provide a personalized experience by updating them with relevant information.
Pro Tip
To further enhance the effectiveness of this approach, consider including a countdown timer if you have an estimated date for the product's restocking – to create a sense of urgency. It will sustain your customers’ engagement levels – to anticipate your product’s arrival.
Using the "Godfather Strategy" refers to a specific approach inspired by the famous quote from the movie "The Godfather": "I'm going to make him an offer he can't refuse."
It involves presenting an irresistible offer or value proposition to potential customers – to tempt them to convert. Let’s check it out with an example:
Which option is more enticing to you:
We’re confident you'll agree that the second statement holds greater appeal. It offers the same proposition but with the added element of social proof.
Traditional Calls to Action (CTAs) like "Subscribe to our newsletter" have lost their effectiveness because, truth be told, newsletters are no longer widely read.
People seek laser-focused, solution-oriented information that addresses their unique challenges.
Check out this email marketing CTA, which resonates with the idea of providing a more enticing offer.
The Challenger Sale Framework takes a different approach. Instead of just selling, it's about getting customers to think differently and sharing valuable insights. It all started with a book called "The Challenger Sale" by Matthew Dixon and Brent Adamson.
People really like this framework in B2B sales because it gives a clear way of making sales work. You can check out its modus operandi here: Sales Methodologies | Challenger sales model
When you use the Challenger Sale Framework to find potential customers, good things happen:
ABM is a targeted marketing strategy that focuses on identifying and engaging high-value accounts instead of individual leads. It can significantly impact B2B lead generation in the following ways:
Therefore, it ensures your resources and efforts are directed toward accounts with a higher likelihood of conversion, resulting in more qualified leads.
By aligning their efforts and focusing on shared goals, both teams can work together to nurture and convert target accounts, resulting in a streamlined lead-generation process.
This comprehensive approach allows you to create a consistent brand experience and maintain a continuous presence. Hence, you increase the chances of capturing the attention and interest of decision-makers.
Focusing on quality over quantity ensures that your ABM strategy is concentrated on accounts with higher revenue potential.
Co-marketing partnerships are collaborations between two or more businesses that join forces to create and execute marketing initiatives. These are typically formed between companies sharing a target audience but offering complementary products/services.
By leveraging each other's resources, expertise, and customer base, co-marketing partnerships aim to achieve mutual benefits. Hence, they generate better results in reaching and engaging potential customers.
It involves the following
– to maximize brand exposure, attract leads, and driving business growth
Utilizing scarcity or the fear of missing out (FOMO) is a potent tactic to enhance your conversion rate swiftly. Consider this hypothetical scenario:
Let’s explain this with an example.
Let’s say that in a certain experiment, participants are presented with a picture of their potential dream vacation destination.
The results will be remarkable. When participants believe that spots are limited, they will express a strong affinity for booking the vacation. However, when they believe there is an abundance of availability, their interest can drop.
To optimize B2B lead generation, leverage intent pop-ups/slide-in opt-ins – strategically placed on key pages. They are triggered when visitors intend to leave the website. Hence, they offer an opportunity to capture their contact information and keep them engaged.
Here are some tips for using such tools effectively:
Separate pop-ups should be designed for individuals in the awareness, interest, and consideration stages, aligning with their specific needs and encouraging further exploration of your business.
While using intent popups or slide-in opt-ins can be effective, it's crucial to strike a balance and not block or annoy your customers. Aim to guide them rather than obstruct their access to your content.
Exit-intent popups can be a backup option for your web pages, but if your website's conversion rate is low, consider redesigning it first. Slide-in opt-ins are another option that can be less intrusive but still effective.
For B2B businesses, quizzes offer several advantages. They are cost-effective, adaptable regarding the questions asked, and provide a sense of anonymity that encourages customer participation by using Google Forms or a contact form plugin, or distributing them via email.
Remember to prioritize fun, engagement, and user-friendliness when designing your quiz. We recommend using multiple-choice questions to simplify the process for participants and eliminate guesswork.
For B2B companies, providing free access to a digital tool is an excellent strategy to showcase the benefits of your software for their business.
HubSpot, for example, offers a free version of their CRM. At the same time, Crazy Egg allows interested visitors to try out their heat mapping tool at no cost (aside from providing their contact information).
Requiring sign-up or registration before accessing the tool allows you to collect information from interested leads who are genuinely interested in your product.
As such, it enables you to build a qualified lead database and establish a direct line of communication with potential customers.
Conducting webinars centered around your niche topic presents a highly effective approach to cultivating relationships and generating substantial B2B sales and leads from an already interested audience.
Webinars offer a unique opportunity for direct engagement with potential leads, enabling real-time question-and-answer sessions that foster trust and establish your expertise.
According to a study, an impressive 73% of B2B marketers and salespeople consider webinars as the most effective method for acquiring high-quality leads and getting ROI from their webinars.
To promote your webinar effectively:
These advertisements should guide interested individuals to a dedicated landing page that provides comprehensive information about the webinar's content. Plus, it MUST include a lead form to capture valuable information from attendees.
Paid ad campaigns are a highly effective way to drive traffic to your landing page and generate leads. You can ensure your target audience sees your ad by strategically placing search engine ads, such as pay-per-click (PPC) ads, at the top of relevant search results.
In addition, you can leverage additional paid advertising channels like meta ads, LinkedIn ads, and sponsored content.
To optimize your paid ad campaigns, focus on careful keyword selection and target settings. Here’s how:
Social media platforms like Facebook and LinkedIn also offer powerful advertising options. Leverage their precise targeting capabilities to reach viewers based on:
It ensures your ads are seen by individuals who are most likely to be interested in your offerings.
Retargeting ads are another effective tactic to consider. These ads specifically target individuals who have shown previous interest in your brand by visiting your website.
So, by displaying retargeting ads to these prospects as they browse the web, you can:
Third-party customer review sites like Capterra, G2, and Yelp are excellent natural resources for B2B lead generation. They provide a wealth of qualified sales and leads from prospects actively seeking solutions like yours.
According to research, 77% of B2B buyers conduct their own research before engaging with sales. Plus, those who consult online reviews report higher satisfaction with their purchases during their selection process.
As such, incorporating reviews into your lead generation strategies is essential:
Take it a step further by reaching out directly to your most loyal customers. Request video or text-based testimonials for your website. Also, seek more extensive case studies.
You can instantly build trust with visitors by showcasing your website's best reviews and testimonials. Remember, buyers place greater trust in recommendations from others rather than direct brand messages. Hence,
Social proof is a psychological phenomenon where people rely on the actions and opinions of others to guide their own behavior. It refers to:
– that demonstrate the value and credibility of your product or service.
Leveraging social proof can significantly benefit B2B lead generation in the following ways:
Streamline your lead generation strategies by automating key tasks. Marketing automation tools combine the power of email marketing and customer relationship management (CRM) systems.
By integrating with your CRM, marketing automation software enables you to automatically send highly targeted and personalized marketing emails to your leads.
This approach ensures you deliver relevant and timely content to the right prospects, maximizing your chances of conversion.
In fact, the impact of marketing automation is evident in real-world examples
Quora, being a social Q&A platform, offers a valuable yet often overlooked opportunity for B2B lead generation.
A prime example of its potential is seen in the story of writer Nicolas Cole, who utilized Quora to provide detailed and occasionally personal answers to users' questions. Through his active presence on Quora, he built a loyal following and significantly accelerated the growth of his 7-figure content agency, Digital Press, in just a few years.
Influencer marketing continues to evolve, with an increasing focus on leveraging micro-influencers. Why?
The industry's saturation has led to a surge in requests for collaborations from prominent influencers. Consequently, working with popular influencers has become expensive and highly selective.
To navigate this landscape, brands are finding a solution in leveraging micro-influencers.
According to a recent study, micro-influencers have 60% higher engagement rates than their macro counterparts.
By collaborating with micro-influencers, you can achieve the following:
A Forbes study reveals that over 75% of Fortune 500 executives regularly consume video content. And a significant portion of them visit the vendor's website.
According to research, 64% of consumers are motivated to purchase after watching branded social video content.
Additionally, incorporating a video on a landing page can result in a staggering 80% or higher increase in conversions.
With 48% of marketers already planning to include YouTube in their influencer marketing strategies, it's essential not to fall behind the competition.
So, seize this opportunity to leverage the power of video marketing. Stay ahead and captivate your audience with engaging visual content.
Local business directories can be a valuable resource for generating B2B leads. They serve as comprehensive listings of businesses within a specific geographic area.
Here's how you can effectively utilize local business directories to generate B2B leads:
Use keywords relevant to your industry to optimize your profile for search results.
It will help attract potential B2B leads who are searching for specific offerings.
Respond to positive and negative reviews in a professional and timely manner to demonstrate your commitment to customer satisfaction.
An affiliate program involves partnering with respected:
– who will promote your products or services on their blogs and social media platforms.
Leveraging the authority and trust of these affiliates is key. Readers place greater confidence in their recommendations than in your brand alone. Hence, it results in higher-quality leads with a greater propensity to convert.
Lead generation through warm phone calls can be managed as an internal function within your organization. Alternatively, you can outsource this task to a specialized third-party service provider focusing on outbound lead generation strategies.
Unlock new opportunities for lead generation by forming strategic B2B channel partnerships. Explore various options to collaborate and expand your reach:
Achieving successful lead conversions requires a strategic approach focused on capturing leads and building trust. By implementing B2B lead generation strategies with these goals in mind, you can optimize your lead capture process and cultivate strong relationships with your ideal customers.
At Revnew, we specialize in helping businesses like yours implement effective lead generation strategies that generate high-quality leads and foster long-term customer relationships. Take your lead-gen efforts to the next level and build trust with Revnew. Contact us today to get started!