B2B Lead Generation: 6 Key Insights
Posted: Thu Dec 05, 2024 5:54 am
In this article we summarize some of the recommendations that come from our experience analyzing and working on our client acquisition strategies. You can apply it right away to start seeing results.
First of all, this is not another post about B2B lead capture strategies . There are actually many of them circulating on the web, some of them very good, well argued and developed in great depth.
What we are going to try to do here is offer some recommendations uk whatsapp number data that we should never forget, no matter how obvious they may seem if our goal is to obtain quality contacts to add to our database of potential clients.
These are recommendations that do not come from a thoughtful analysis, but rather from a more operational analysis, linked to the reality of day-to-day life, based on our experience with B2B companies of a very diverse nature. To be clear, these are things that are done wrong but that with a little effort and desire can be corrected and aligned to start offering better results.
In principle, there are 6 of our recommendations . Lead capture marketing is very broad, our contact with this type of companies is quite common, and why not say it, there is still a lot of work to be done in this area. There are surely more tips, let's go with these 6.
1- If you do something well, let it be known
Surely your company does things well, otherwise you wouldn't even bother reading this type of content. That last client you worked with, that last completed project, are " success stories " that can attract the attention of potential clients in similar situations.
Don’t you have a “Success Stories” section on your website? This might be a good time to do so.
Isn't it time for you to implement a new section on your website? You can always develop that case as a blog post, and perhaps make it a permanent section for future cases.
Do you already have a “Success Stories” section? Give it some play. SEO is powerful but not miraculous. Spread the content on LinkedIn or on the social network where those clients who might be interested in what you are saying are. You can even “cut up” the content and turn it into several posts.
2- Your list, in perfect condition
Keeping your email list up to date, with the correct information and matching the information of your Buyer Persona is essential. You need to clean up your lists periodically , which means discarding contacts that you know will never buy from you or that have changed jobs, as well as segmenting them into different lists depending on whether they are already clients or not, or by type of product or service, whether they have ever requested a quote, etc.
Here, too, it is important to create lists in the CRM that are easy to filter. This way, you can quickly identify potential customers who are on other lists and eliminate those who are no longer useful.
3- Work the lead magnet well
It is free content, but it doesn't have to be done in any old way. Some basic rules:
To start with, it has to have some kind of relationship with your company , your products or services. Depending on the sector you work in, this can be quite complicated, and you have to use your imagination and ingenuity.
It has to be very well done. For example, if it is a content guide, a simple PowerPoint made in a couple of hours will not suffice. It is valuable content, it has to stand on its own and also have a professional design.
You have to have value , but not ALL of your value. You can't show all your cards because then the contact won't need you anymore. Let's say you have to "show your paw" so that they get curious and need to see the rest.
4- Respond quickly and with maximum interest
An example: We see a restaurant searching on the Internet, we go to its website, we like what we see, the reviews it has, we decide to go, we go in, everything is impeccable, we sit down, we want to order from the menu, but there are no waiters to serve us, time passes, you get angry, you get up, you leave and you never come back...
It is useless to have a website full of contact forms, to send sales emails non-stop, or to have integrated WhatsApp web if we do not attend to them with the speed that any contact requires or if they are not answered at all.
First of all, this is not another post about B2B lead capture strategies . There are actually many of them circulating on the web, some of them very good, well argued and developed in great depth.
What we are going to try to do here is offer some recommendations uk whatsapp number data that we should never forget, no matter how obvious they may seem if our goal is to obtain quality contacts to add to our database of potential clients.
These are recommendations that do not come from a thoughtful analysis, but rather from a more operational analysis, linked to the reality of day-to-day life, based on our experience with B2B companies of a very diverse nature. To be clear, these are things that are done wrong but that with a little effort and desire can be corrected and aligned to start offering better results.
In principle, there are 6 of our recommendations . Lead capture marketing is very broad, our contact with this type of companies is quite common, and why not say it, there is still a lot of work to be done in this area. There are surely more tips, let's go with these 6.
1- If you do something well, let it be known
Surely your company does things well, otherwise you wouldn't even bother reading this type of content. That last client you worked with, that last completed project, are " success stories " that can attract the attention of potential clients in similar situations.
Don’t you have a “Success Stories” section on your website? This might be a good time to do so.
Isn't it time for you to implement a new section on your website? You can always develop that case as a blog post, and perhaps make it a permanent section for future cases.
Do you already have a “Success Stories” section? Give it some play. SEO is powerful but not miraculous. Spread the content on LinkedIn or on the social network where those clients who might be interested in what you are saying are. You can even “cut up” the content and turn it into several posts.
2- Your list, in perfect condition
Keeping your email list up to date, with the correct information and matching the information of your Buyer Persona is essential. You need to clean up your lists periodically , which means discarding contacts that you know will never buy from you or that have changed jobs, as well as segmenting them into different lists depending on whether they are already clients or not, or by type of product or service, whether they have ever requested a quote, etc.
Here, too, it is important to create lists in the CRM that are easy to filter. This way, you can quickly identify potential customers who are on other lists and eliminate those who are no longer useful.
3- Work the lead magnet well
It is free content, but it doesn't have to be done in any old way. Some basic rules:
To start with, it has to have some kind of relationship with your company , your products or services. Depending on the sector you work in, this can be quite complicated, and you have to use your imagination and ingenuity.
It has to be very well done. For example, if it is a content guide, a simple PowerPoint made in a couple of hours will not suffice. It is valuable content, it has to stand on its own and also have a professional design.
You have to have value , but not ALL of your value. You can't show all your cards because then the contact won't need you anymore. Let's say you have to "show your paw" so that they get curious and need to see the rest.
4- Respond quickly and with maximum interest
An example: We see a restaurant searching on the Internet, we go to its website, we like what we see, the reviews it has, we decide to go, we go in, everything is impeccable, we sit down, we want to order from the menu, but there are no waiters to serve us, time passes, you get angry, you get up, you leave and you never come back...
It is useless to have a website full of contact forms, to send sales emails non-stop, or to have integrated WhatsApp web if we do not attend to them with the speed that any contact requires or if they are not answered at all.