Lead generation, to this day, remains one of the hardest and most expensive tasks in running a business. Which makes sense of course…if it were easy to attract high-value customers then everyone would be doing it!
That said, there are some tips which can give you a competitive edge. In this article we’ll share some ideas with you…
1. Turn your website into a lead trap
Despite all of the research and the data that supports the importance of having a well-optimised website, more than half of small business owners don’t use SEO!
It’s a terrible waste…
Invest in your SEO and turn your website into a highly qualified lead trap.
If you have neither the time nor desire to invest in perfecting your website, then outsource your needs to the professionals.
The numbers don’t lie.
2. Utilise email marketing
Another under-utilised digital marketing method is email marketing. Particularly in B2B, if you are having trouble attracting high-quality leads then it’s time to get creative.
The fact that you can earn an average of $44 for every single dollar you spend on email marketing should be motivation enough.
The best part? If you are working on your SEO and turning your website into a lead trap, you can provide a free resource such as an eBook to get qualified leads to sign up to your mailing list for further nurturing and more opportunity to upsell.
3. Get active on LinkedIn
LinkedIn is home to over 134.5 million active users who check-in to the app once a day. That is a staggering number of professionals – a big chunk of whom could be the perfect fit for your services.
So, get yourself active!
Make no mistake: LinkedIn is not a glorified online resume like many people perceive it to be. It’s a marketing platform that, when utilised well, can put your brand and business in front of a wealth of prospective clients.
4. Attend expos and events
There’s no school like the old school and turning up to industry-relevant expos and events remains a solid way to generate leads.
Aim to attend as many expos and events as you can manage and communicate with your prospects the old fashioned way.
5. Turn success stories into case studies
Another woefully underrated approach to generating leads is creating case studies.
Assuming that you are good at what you do you should have a number of success stories already. And what you should be doing is turning those success stories into case studies for your prospective clients to review.
Case studies are quality evergreen content and when shared and promoted on social media, they are highly effective at attracting new prospects.
Take a look at these SEO experts in Melbourne: with hundreds of case studies from recognised brands, it is clear that they must be doing something right! Thus, not only can the case studies be used to generate leads, but they are also awesome for overcoming common objections as well.
Conclusion: Always lead with value
One of the reasons why many businesses struggle with lead gen in B2B is because their message is far too self-promotional.
Remember, your prospective clients don’t care about how good you think you are. They want to know about what you can do for them – and what your previous clients have to say about you.
Get your marketing message right, lead with value, and you’ll have a much easier time resonating with those high-ticket clients.
