In this article we summarize some of the recommendations that come from our experience analyzing and working on our client acquisition strategies. You can apply it right away to start seeing results.
B2B Lead Generation: 6 Key Insights
First of all, this is not another list of angola consumer email post about B2B lead capture strategies . There are actually many of them circulating on the web, some of them very good, well argued and developed in great depth.
What we are going to try to do here is offer some recommendations that we should never forget, no matter how obvious they may seem if our goal is to obtain quality contacts to add to our database of potential clients.
These are recommendations that do not come from a thoughtful analysis, but rather from a more operational analysis, linked to the reality of day-to-day life, based on our experience with B2B companies of a very diverse nature. To be clear, these are things that are done wrong but that with a little effort and desire can be corrected and aligned to start offering better results.
Tips for your lead capture strategy for B2B companies
In principle, there are 6 of our recommendations . Lead capture marketing is very broad, our contact with this type of companies is quite common, and why not say it, there is still a lot of work to be done in this area. There are surely more tips, let's go with these 6.
1- If you do something well, let it be known
Surely your company does things well, otherwise you wouldn't even bother reading this type of content. That last client you worked with, that last completed project, are " success stories " that can attract the attention of potential clients in similar situations.
Don’t you have a “Success Stories” section on your website? This might be a good time to do so.
Isn't it time for you to implement a new section on your website? You can always develop that case as a blog post, and perhaps make it a permanent section for future cases.
Do you already have a “Success Stories” section? Give it some play. SEO is powerful but not miraculous. Spread the content on LinkedIn or on the social network where those clients who might be interested in what you are saying are. You can even “cut up” the content and turn it into several posts.
2- Your list, in perfect condition
Keeping your email list up to date, with the correct information and matching the information of your Buyer Persona is essential. You need to clean up your lists periodically , which means discarding contacts that you know will never buy from you or that have changed jobs, as well as segmenting them into different lists depending on whether they are already clients or not, or by type of product or service, if they have ever requested a quote, etc.
Here, too, it is important to create lists in the CRM that are easy to filter. This way, you can quickly identify potential customers who are on other lists and eliminate those who are no longer useful.
