Far too many B2B businesses operate under the belief that lead generation only matters for businesses that market directly to customers. But the truth is, B2B lead generation strategies are just as important.

You just have to adjust your approach, and make sure you’re tracking the return on your investment.

In fact, lead generation techniques for B2B businesses have never been more important.

What is B2B Lead Generation & Why are High Quality Leads Important?

In a nutshell, B2B lead generation is a means of attracting and collecting potential leads from prospective client. The higher the quality of leads, the more likely they are to convert.

How you go about doing this can change depending on what your specific goals are. Do you want more people to sign up for your email list? Perhaps you’re interested in growing your social media following?

Whatever your goals, you’ll need a lead generation tactic – ideally more than one. The more places you look for leads, the more likely you are to expand your audience.

3 Lead Generation Techniques for B2B Businesses Like Yours

Create High Quality Lead Magnet Content

A “lead magnet” is a piece of content, or other tool, that you can use to encourage potential leads to engage with your business. To put it another way, you’re trading high quality content for something you want – like your website visitors’ email addresses.

The most successful lead magnets offer value that is a cut above what you might include in your blog posts. In fact, they should be immediately useful for your target audience.

Some of the most impactful lead magnets include:

• E-Books.
• Case studies.
• Free demos or trials.
• Reports or white papers.

Optimize Your Content for Search Engines

Search engine optimization, or SEO, has become an essential part of attracting organic traffic from search engines like Google. Without this valuable organic traffic, you’ve got to pay for it, through things like pay-per-click or social media ads.

Focusing on making sure each piece of content is fully optimized is much less expensive! Conduct thorough keyword research, write an informative headline, organize your article with H-level subheadings, and add alt text to your images.

Of course, SEO is only part of it. If your content doesn’t appeal to your target audience, no amount of SEO will improve your conversion rates.

Attract and Generate Leads Through Your Social Media Platforms

Believe it or not, but many of the tools you’re already using to promote your brand can become powerful B2B lead generation systems. Your already existing social media platforms, for example, are fantastic for not only spreading awareness, but also converting potential customers into qualified leads.

• LinkedIn often provides the best source of leads for B2B marketers, as it is a social media platform specifically designed for businesses. Here you can link to blog articles, post images, host contests, and invite people to join your mailing list.
• Although Facebook is less business oriented, it is still a valuable tool. Everything you can do on LinkedIn, you can also do on Facebook.
• YouTube allows you to include relevant cards that direct viewers back to your website. You can also include a link in your description of the video, complete with appropriate calls to action.
• Use the “Link in profile” phrase in Instagram to direct users to the one link you can share. Giveaways and contests are especially effective lead generation tactics for Instagram.
• Twitter is the place to share articles and videos, your client’s good news, and join in on the conversation.

Conclusion

Creating successful lead generation techniques for B2B businesses doesn’t have to be time-consuming or difficult. In fact, if you have the necessary resources at your fingertips, you can even automate much of the process.

But the best lead generation tactics don’t just bring you more leads, they bring you qualified leads – those people who are most likely to fully convert into a paying customer.

Looking for more in-depth lead generation tactics for your B2B business? Or perhaps you want a partner to help you through the ins-and-outs of B2B lead generation? Book your free consolation with Asset Digital today and let us help you find your best leads.