The B2B eCommerce market has exploded alongside consumer facing eCommerce in the last decade. To that end, looking at B2B, the market as a whole is going to be worth a staggering 6.7 trillion dollars annually by 2020.
That’s exciting news for your B2B focused business if you know how to leverage hyper-effective marketing strategies to fuel your client pipeline and grab your piece of that booming demand.
If reading that last sentence left you feeling worried that your B2B lead generation strategies aren’t ready for prime-time, don’t worry. Our team of marketing gurus has you covered.
In this article, we’ve talked to our clients, our team, and other experts to distill for you the 10 best B2B lead generation strategies you need to focus on in 2018!
SEO is the foundation on which all of your B2B lead generation strategies should be built.
Because Google directs over 4.5 billion search queries every day. Each of those queries represents an opportunity for your company to connect with a B2B client who could become a lifelong customer.
We recommend working with an SEO expert to double down on your search optimization game and make sure you’re getting the online traffic you deserve.
2. Keep Social Media Business Focused
If you’re focused on B2B clients, you need to make sure that your social media strategy embodies that focus. That means not just opening a SnapChat account, taking pictures of cool things happening around your office and calling it day.
You need to make sure your company is present on sites like LinkedIn, is publishing high-quality articles, and is growing your network of qualified business owners by actively sending out requests to relevant parties.
That coupled with a disciplined Facebook, Google+, and Twitter/Pinterest/Instagram strategy (if appropriate to your niche) will do wonders.
3. Upgrade to HTTPS
HTTPS is what creates that green lock icon in users’ internet browsers when they arrive on a website. That tells them that all of their form data like credit cards, contact details and more are encrypted and secured.
Even if you use a 3rd party encrypted payment processor to handle your eCommerce, you’ll still want to get HTTPS on your site which helps build trust and lets website visitors know that their information is safe.
Also, search engines are starting to prioritize HTTPS-secured sites over HTTP.
4. Double Down on Content Marketing
If you want to connect with relevant B2B customers, you have to draw them in with interesting, inspiring pieces of content.
To that end, if you haven’t already, start a blog. Create a YouTube channel. Do anything that enables you to publish content your customers will benefit from consuming.
If your content is consistent and of high quality, you will have a B2B lead generation strategy pushing your business forward that is cheaper and more effective than paid marketing.
5. Kill Cold Calling
If you’re still investing a lot of your team’s time in cold calling, it’s time to stop. Call back rates for cold callers is now just 1%. That’s a miserable return on your time investment and means that as many as 99% people you call may end up resenting your brand.
6. Recycle Your Content Across Platforms
If you have a killer blog, that’s great! But did you know that 85% of the US population prefers video?
In order to maximize your content’s reach, you don’t have to start from scratch. Instead, take your best blog posts and create condensed animations out of them and publish those videos on LinkedIn or YouTube. Alternatively, you can just sit in front of a camera yourself and read a transcript of your article to your audience.
The point here is that you can boost your content’s impressions by recycling it into other mediums!
7. Keep Building Your Email List
Email marketing is one of the oldest yet one of the most effective means of B2B lead generation. As a matter of fact, email marketing is one of the top 3 most influential sources of information within the B2B community.
You can grow your email list in a variety of ways. To start, be sure that your website has a good email subscriber opt-in pop-up. You can then take things further by plugging your email list on your social channels or offering special giveaways to subscribers.
8. Start Linking Externally
If you say something is true, why should your audience believe you? Maybe you already have a stellar reputation and don’t need sources to prove your point…
For most of us though, the occasional external link will go a long way for your creditably and search engine optimization.
So, when you make a statement like, “Industry leaders agree that linking to sources can benefit your online business substantially” be sure to at least occasionally link out to something that supports your assertion.
9. Don’t Be Afraid to Go Beyond the Internet
Digital marketing is great but for B2B businesses it’s important to get out into the real world every now and then. To do that, we recommend having a presence at trade shows or linking up with your local business guild for information on other local events.
10. Strive for a Comprehensive Strategy
Any one of the above tips can help skyrocket your B2B leads. Using them in conjunction with one another, however, will explode your efforts.
For that reason, we can’t recommend highly enough that you do everything in your power to not only master one of these B2B strategies but implement multiple or all of them!
Wrapping Up B2B Lead Generation Strategies That Will Boost Your Sales
If you’re looking for leads on B2B clients to boost your customer base and skyrocket your revenue, we highly recommend implementing the B2B lead generation strategies we’ve listed above.
Whether it’s redirecting the scope of your social media strategy, being present at more trade shows, or any combination of our tips above, you’ll find that with these marketing tips pushing you along, your clients will boom, your revenue will flourish, and your business will begin to scale dramatically!
Are you looking for a digital marketing agency that can help you implement the strategies we’ve outlined above to start growing your business today? If yes, our team at Push 3 Media can help.
At Push 3 Media, we help clients like you find the most innovative marketing and technology solutions that will help you better attract and serve your B2B clients.
Find out the value we can bring to your business now. Learn more about the solutions we offer and contact us today for your free consultation!