What are B2B leads?
B2B leads are the potential customers of companies that you have in your database. That is, everything that has to do with contact information, such as personal information such as phone number or email, of people who make purchasing decisions within those organizations. Unlike the B2C market, where companies try to obtain contact data from visitors to fill them with information and messages that bring them closer to the brand, in B2B the process is a bit more complex. Typically, this is done through email marketing campaigns. When these leads are ready to buy, that's when the sales team comes into play to close the deal. In B2B, your goal is to identify leads that actually have the power to make a purchasing decision. This is not as simple as in B2C, because business-oriented solutions are often very specific. Once you find interested companies, more questions may arise. Like, for example, who in the company will make the purchasing decision? Will this person need approval from a committee? When is the best time to try to close the sale? As you can imagine, selling in the B2B market involves a number of challenges and can be somewhat complex, especially if the strategy is not well structured from the beginning. However, if you provide your sales team with leads with a solid conversion potential, you are likely to increase the chances of success and ensure a great return on investment. You can successfully achieve this if you trust a marketing team like Línea Gráfica to carry out your B2B business strategy.
Generating B2B leads: Step by step
B2B lead generation is essential to achieving growth for any business. How do you achieve it? There is no single approach to doing so, so it is essential to make sure which one works best for your business. Before we discuss the steps to follow, it is important that you understand the importance of digitizing your business. Lack of automation in your company can lead to errors, such as duplicate orders or incorrect shipments, which can negatively affect your company. By determining your market niche as the main horizon, companies use technology to improve their operations and internal processes. By implementing new digital tools, companies can make more informed management decisions, allowing them to increase their competitiveness and profitability. In addition, these tools allow companies to be more effective, meaning they can complete more tasks in less time. Below, we will tell you three steps to generate B2B leads, as some keys to take your B2B lead capture strategy to success.Step 1
A good way to achieve your B2B lead capture is through active prospecting . It is very important not to make certain common mistakes, such as buying email lists. This method is not only useless, but we also tell you the reasons below: It is illegal to collect and store personal data without the consent of the people. You could end up facing spam complaints, which would harm the reputation of your company. You have to focus on identifying who you want to sell to. What is the profile of your ideal client? You must take into account the size of the company, its turnover and the area in which it operates. Also, how to identify current clients and which ones generate more profitability. You must ask yourself some questions, such as, why would that client be interested in your company? What difference can your company offer compared to your competition? You can use the Internet to search for information about companies. Social networks, such as LinkedIn, are great for this or obtain important information on trade association websites. Organize this data and use it to contact these companies.Step 2
The more business contacts you have, the more sales opportunities you can generate. Understanding the importance of lead generation is essential for any company. At Línea Gráfica, as B2B marketing specialists, we consider generating leads to be your most important goal. In B2B marketing , selling to companies is not as simple as selling to end consumers. The process is more complex and requires more time. However, it is possible to optimize this process before the sales team takes action.Step 3
Inbound marketing is a great way to increase your lead base. Most professionals who have used this form of marketing have achieved positive results. In any B2B lead generation strategy, inbound marketing is very important. Well-crafted content can attract people who make purchasing decisions within companies. In digital marketing, ebooks are an excellent resource for generating leads, since visitors must enter their contact information to access the content. But this is not the only way to capture that information. Another strategy is newsletter subscription . Make sure that some articles on your blog invite visitors to join your community. This invitation can be through a call to action (CTA) in the sidebar, in the blog header, or through a pop-up. You can also use a WordPress plugin that displays a message when the visitor tries to leave the page. In that box, you can offer an ebook or a newsletter subscription.
If you want to see more to boost sales, we recommend you read our article -> BOOST YOUR SALES WITH LEAD SCORING: 4 INFALLIBLE STRATEGIES
