UNCONVENTIONAL WAYS TO GENERATE QUALIFIED B2B SALES LEADS

1. Personalized B2B Content

As B2B content is brand-focused, it is important to understand the requirements for creating specific collateral. Content Marketing solely depends on this and this aspect is crucial for turning prospects into leads. Building relationships at a personal level makes all the difference as compared to the transactional ones.

As each and every relationship is customer retained one, it becomes important to understand their specific requirements to offer specific solutions that will help in bringing more sales.

For bringing in more sales, the key focus areas for personalization are:

Determine the audience traits, and present what they want not what your business can do. This makes all the difference. It is all about finding the decision-makers in the target company, based on their specific business pain points, and then searching the intent of the target audience.

2. B2B email marketing

This is by far the most preferred channel, however, it has to be done the right way. It definitely generates constant leads Automated workflows and processes also generate results. You may use email, marketing automation software to generate relevant mails, send the latter to the targeted audience, respond to abandoned carts and convert the audience into potential customers. While sending emails to the target company, brand consistency is the key, from logo to color fonts, etc. They must be uniform throughout with a reply-to option. And your email would be there in the inbox and not in the spam folder.

3. Understand your audience

Just by getting a mere audience for your site or page by creating, some eye-catching content is not enough, as that is just increasing your traffic but not increasing your conversion rate. In B2B every target company has some decision-makers who decide on the products or services offering the maximum value. Content should be personalized aligned with the decision capabilities of these people to generate more leads. Your target audience is looking for solutions so create personas with the following attributes – age, gender. Geography, channel preferences, and then their specific business problem.

4. Deliver differently – Change is the only constant

The audience needs to see and read things with a new flavor, you need to know where your target audience is. The traditional approach of creating content will not work anymore in this competitive market. From blogs, articles, case studies to videos, you need to be creative in publishing the content to create curiosity among your target audience.  A lot many platforms are available –  Quora and Reddit, you can use them, as customers need instant answers, Tailor your content around these questions.

These are a few of the lead generation approaches.