The generation of quality B2B leads is essential in companies that are dedicated to this type of business. And knowing what the strategies are to achieve that goal is key. Here we give you more details on how you can achieve it.
The main strategies to generate quality B2B leads
There are numerous strategies to generate quality B2B leads , but always keep in mind that a B2B lead is more difficult to obtain than a B2B lead. This forces you to invest more time and money; take note of these actions:
1. Generate content marketing to get quality B2B leads
Content marketing is always important, but when it comes to B2B, it's central. Think that you are addressing other companies that need a good or service that allows them to be more competitive. This implies more time for reflection before making a purchase and, above all, searching for information. Here it is especially important that the content you generate provide information of verified quality and that it helps in making decisions.
2. Work with qualified references
A good way to generate quality leads in B2B is to work with qualified referrals, and this can be done in two ways. On the one hand, through influencers or prestigious people in the sector of activity to which you dedicate yourself. Second, and no less important, through clients who can verify the quality of your work or services. Both techniques contribute to attracting qualified leads.
3. Make use of email marketing
Email marketing continues to be, by far, the technique that generates the most conversion. The difference of B2B with respect to other business methodologies is that, to do it well, you must focus more on informative content than on merely promotional content. For example, here the newsletters have a central role and have to meet high quality standards so that the word spreads that you offer something interesting. This, in addition to favoring the link with the potential client, will influence, in the medium term, their purchase decision.
4. Marketing on social media profiles (LinkedIn)
Marketing on social media profiles is always important, but when it comes to B2B, it has its nuances. First of all, LinkedIn profiles have to be taken care of, both personal and corporate (and if you don't have them, you have to create them). Secondly, you must have a constant activity so that the algorithms make you visible. Likewise, you must generate interactions, which is achieved with interesting content and making intelligent use of hashtags.
5. Do targeted advertising
Targeted advertising is one of the ways to generate B2B leads . In this case, it can be done in search engines, in social networks or, also, in specialized publications. In order not to waste money, it is convenient that you have a prior idea of who and how you want to address yourself. This will allow you to save time and be more accurate.
6. Boost your presence in search engines
Strengthening your presence in search engines is important because everything that serves as a reference is positive. This is achieved with good SEO positioning, but also with SEM or even with your brand image through positive reviews from other clients. Depending on the short or long term horizon, you will be more interested in strengthening certain generation techniques.
The generation of quality B2B leads is one of the main challenges that companies face. Need help? At PGR Marketing & Technology we give you a hand to make this process easier and you have chances of success. Contact us to find out how to do it!
