3 Effective B2B Lead Generation Strategies For 2019
Posted: 14th February 2019
As any B2B owner can tell you, one of the hardest tasks is generating more leads. Unfortunately, while it’s one of the hardest, it’s also one of the most essential. Without a constant influx of new leads, it’s hard to keep your business going, let alone have it grow further. This makes it important for businesses to always look for new ways to attract leads, and to stay on top of the best methods currently available.
If it’s been a while since you’ve updated your lead generation strategies, chances are you’re missing out on some great possibilities. With that in mind, here are three strategies you should start putting into place that will set you up for success heading into 2019.
Become a Thought Leader in Your Niche
The first thing you should focus on is developing a good reputation for yourself and for your brand. When a potential customer is considering where to send their business, they want to know the company they’ll be working with knows their stuff. You need to establish a reputation that you know what you’re doing and that you’re a leader in this industry.
There are a few ways you can go about doing this. First, you should focus on producing high quality content. This means posting blog articles on your own website, and writing things for other publications related to your niche. With these high quality articles and blogs you can show that you’re knowledgeable about your industry, and attract the attention of a wider audience at the same time. If you struggle to come up with ideas on what you right about, consider monitoring a competitor’s website and seeing what they write about.
Another thing you can do is host a webinar. A webinar is an online session where you teach others about something. Maybe you’re a company that produces a team productivity tool. With your webinar you could teach people how to get more done throughout the day or how to use your tool to its fullest potential.
If a webinar seems to formal, or you don’t want to instruct other people, consider making videos on other topics. For example, if your business recently completed a large project, you could create a video walking through your process. This would showcase your work while allowing people to see how you get things done. A video like this doesn’t have to be expensive to make, and you can easily upload it to YouTube for free once you’re done.
The fourth thing to consider is attending things like trade shows or being a guest speaker at different events. If you are able to get up in front of an audience filled with potential customers and give an informed talk, chances are these people are going to see you as an authority. This in turn raises name recognition and increases trust, two things essential in generating more leads.
Aim to Have More Conversations
The next strategy is focusing more on conversations. Too often companies rely on one-way communications to try and gather leads. They send out emails or post things on social media, hoping this will be enough to bring in customers. Instead, you should focus on trying to have conversations.
For instance, rather than sending messages to your email list to discuss all the benefits of your product, you could use it to convince people to give your sales team a call. Then a member of your sales staff could go over the finer points of the product in a more comfortable setting.
Another thing you can do is make it easier for potential leads to talk to someone. Chat apps have become more popular over the past few years and they are great for generating leads. All you do is install the app on your website, and customers can use it to contact a member of your team quickly with questions. Rather than just bombarding the site visitor with information, you can use the chat app to try and have a conversation.
Make Use of Social Media
The third and final strategy to utilize going into 2019 is to use social media. Now, most businesses are already using social media to some extent, but many of them are not getting the full benefit from it. In 2019 you should make it a goal to fully take advantage of what social media has to offer.
What does this mean? For starters, you could start advertising on social media. Platforms like Facebook, Twitter and LinkedIn all have amazing social media marketing tools for advertisers that allow you to target very specific niches. With even a modest budget you can reach people from other businesses who would have a very high interest in your product or service.
Besides this, you could also start engaging more with other thought leaders in your niche. Share their articles, start conversations with them, or find different ways to collaborate. Find the most influential people on social media related to your business and find a way to get their audience’s attention.
Social media is great because you can use it as little or as much as you want. Think about your own current lead generation strategies and how social media plays a role – then think about how you can up your game for 2019. If necessary, find a social media marketing company to handle it all for you.
Plan for Long Term Success
While it’s impossible to know what lead generation strategies will work best in 5 years, you can still set yourself up for long term success. You can do this by building up your reputation, modifying how you interact with your potential leads, using the best lead generation plugins, and by creating a habit of always looking for new ways to improve. These traits will help to set you up for years to come, including 2019, no matter how the marketing landscape may change.