4 Tips To Generate Leads and Drive B2B Sales in 2019
By: Gaurav Vij
Tags: B2b Marketing, B2B, Marketing, Sales, Lead Generation

If your business is in B2B space then you would be able to understand how tough it is to close sales and before that even what is even tougher is to generate leads that come to fruition for your business.

Lead generation in B2B industry is one of the most trickiest tasks to achieve for a marketer and it only gets tougher if you are not sure about how you are going to drive in your prospective leads.

To make sure that you are the top of your business game, we have brought together 4 proven methods of driving lead generation to drive your sales forward in 2019.

So let’s begin:

1. Email Marketing

Email marketing has consistently been proven to bring in sales for businesses unlike any other stream of marketing. A B2B deal is not an impulse buy. It usually happens when the relationship is fostered over a period of time and email is the best channel of personal communication for growing relationships in terms of a business.

Now to generate leads for email marketing, you should prefer a solution that is easy to use and is quick in collecting prospective leads for you. A tool such as an email extractor chrome extension can do that work for you seamlessly as they are able to collect 1000s of email leads within minutes from social media platforms and websites in your niche.

Checkout this video below on Linkedin Lead Generation:

Capture 1000s of B2B email leads in minutes

Once you have a good prospective list, start communicating with them and understand what their concerns are.

Here’s a brilliant way offered by Mailshake for outreaching cold leads.

PS: I don’t support spam. Make sure that you follow CAN-SPAM guidelines while doing your outreach.

The key for successful email marketing is to make sure to take care of your prospective B2B lead every step of the way.

Nurture your prospects — regardless of the lead generation stage.

2. SEO

SEO is a great channel for driving in sales by generating leads from organic traffic that you can bring in free of cost to your website.

SEO is not a child’s play. Considering the fact that there are always thousands, if not millions, of websites targeting the same keywords that you want to target. Competition is cut throat and everyone wants to grab that first position on Google search for that particular keyword.

The advice here would be to use tools like Google Keyword Planner and understand which keywords are there in your niche that have low competition but high search volume. Once you get atleast 6–7 keywords or keywords strings that match this criteria then do whatever you can to rank for them. You can write articles, do PR, post comments on other websites, do guest blogs etc. But make sure that your website is getting ranked for those keywords.

You should checkout these SEO tips to grow your organic traffic. The more is the traffic, the more will be your leads.

Keep in mind that when it comes to SEO, you’re playing the long game. You won’t see the leads growing overnight. It will take time. But once it’s there, it will bring in unbelievable amount of leads and sales growth for you.

3. Webinars

Webinars help you create a repo with your prospects. It’s a great way of projecting the values of your business and to show your prospects how your service is going to add value in their life.

Creating a webinar brings your face to your business. It brings the trust which is needed for a B2B deal to close. Creates a bridge of trust and reliability.

When you bring in potential prospects to your webinar, make sure you have a landing page ready because at the end of webinar you are going to ask those prospects to fill out their information if interested. If you do paid ads to bring in traffic of let’s say 1000 people to your webinar and let’s consider a 15% conversion for a follow up after the webinar.

That’s 150 leads right there that are interested in your business. It takes a one time effort to create a webinar that you can re-run as people start visiting it and then keep pulling in leads. Now you have to approach these leads through email or a phone call and bring in your sales expertise to close the deal.

That’s how people make money off of webinars and that’s how high ticket closing happens for a lot of businesses.

4. Influencer Marketing

Influencer marketing adds a lot of credibility to your brand which is many a times missing in paid ads.

You can promote your service through influencers that have built a targeted community on social media channels or blogs. That focused group of people in your niche of interest is all you need at times.

A blogger that has a million+ readers in SEO category on a monthly basis and your service is in SEO niche for instance, then you have a clear match here. The people reading that blog are looking for solutions that your service might be able to provide.

Such an influencer not only adds credibility but brings in ample amount of leads for your B2B business.

If you have a decent budget for marketing then influencer marketing should be a priority for you.

Conclusion

B2B Lead Generation is a very crucial part of the whole B2B sales journey. Without quality leads, you won’t be able to sell your services, resulting in poor conversions and business growth.

Depending on your budget choose a few channels that you can focus on, build a strong prospective list. Once you have the list, nurture them and offer your service in congruence with value addition in their lives.

Nurtured relationships always result in long lasting value. Remember that.