The ultimate aim of any kind of marketing is to get the right leads and grow business. Whether you look at lead generation as an eventual goal by first creating a strong brand awareness, or whether you look at it as gathering the low hanging fruits of sales first, without business growth your lead generation and marketing efforts are pretty much futile.
For a successful marketing campaign where you get a good, solid pipeline of leads generated, it’s important that you know your product well and have a tight lead generation strategy in place.
We, at TFF, work with a lot of SaaS products at various stages of their GTM and a lot of them know the outcome they expect but have no defined strategy to reach to it.
Here are some tips that will help you have a neat plan in place for a step-wise approach for effective lead generation:
Identify your target audience and tailor your messaging to their specific needs and pain points
A large part of B2B marketing is content creation. And good content is backed by a good SEO strategy. In order to be able to create good content, it’s very important to know what your current digital standing is, who are your potential customers, what are the specific lead generation challenges/pain points faced by them and what is the exact purpose of the messaging you are sending across, Only then will you be able to curate effective B2B ads/outreach messages which resonate with your TG.
Use social media, email marketing, and other digital channels to drive traffic to your website
Once you have your brand positioning in place, leverage it by using it creatively across platforms (make sure you note down the list of platforms relevant to your product/business), and get people to visit your website.
Optimize your website for lead generation by including clear calls to action and forms that allow visitors to easily share their contact information
As obvious as this may sound, you’d be surprised at how many times your website visitors are struggling to understand how they can reach you. Make sure you have clear call-to-actions and contact information at multiple places on your website so you can optimize your lead generation.
Use paid advertising, such as Google AdWords, to target potential leads and drive them to your website
AdWords are a great way of generating B2B leads. But their costs are on the higher side and you will not see any results till you are ready to pump in those costs. Take this up as an activity once you have aligned all organic resources such as your website content, a strong SEO strategy and case studies.
Use customer testimonials and case studies to build credibility and trust with potential leads
Your happy customers are your best brand ambassadors. Make sure you use their feedback internally to better your processes, as well as create interesting stories/bytes to let your potential customers know about how you helped them grow.
Create a compelling offer, such as a free trial or discount, to encourage potential leads to take action
Trials are a good way of showing your customers how your product/service can make their lives easy. Don’t be afraid to give trials or discount coupons if your costs permit it.
At TFF, we can help you build your entire B2B Marketing strategy for a focused approach with guaranteed lead generation results. A full-proof customized strategy where you take into account all your advantages and disadvantages and go ahead with a calculated approach is what will help you grow and achieve success. We at TFF partner with our clients for Linkedin Lead Generation, Linkedin Page Management, B2B Content Creation (Blogs, Micro-Blogs, Social Media Posts, etc.), SEO Management (with a specific approach on Google Ranking and generating organic leads). If you want to know more about our services you can reach out to us here.