13 Online Lead Generation Techniques That Will Help Drive B2B Sales

Generating leads is important for B2B businesses. In the past, the main lead generation technique was word-of-mouth marketing. However, now there are many other options available.

Here’s a quick look at these powerful ways to generate B2B leads that we are going to discuss today…

1. Search Engine Optimization

SEO is a top marketing option because it can be an effective way to generate leads. SEO makes your website visible to potential customers by providing content based on what they are typing into their Google searches.

SEO involves ranking and optimizing content for search engines, primarily Google, by using keywords, tags, meta tags, landing pages, etc to create an optimized user experience. This marketing technique can help you reach people who are searching for terms related to your business.

Know your Audience

To create a buyer persona, consider your customer’s age, challenges, pain points, and interests. This will help you target them more effectively with personalized content.

Identify Target Keywords

Create a list of keywords that your target audience is searching for in relation to your product or service. This will help you to identify the terms that they are using so that you can use them in your marketing material.

Fix Technical SEO

You want your website to be easy for search engine bots to index and crawl so that you can rank in search engines.

Monitor Rankings

You should keep track of your website’s performance in order to see which keywords are driving more traffic and which ones are low-performing. Adjust your strategy accordingly to get the most out of your website.

Audit Errors

Google Search Console is a useful tool for monitoring any errors on your website and fixing them.

Define Leads

What is the next step you want your website visitors to take?

2. PPC Ads

PPC is a way of advertising that allows you to pay for each click that your ad receives. This is a very popular method for generating leads, as it can be argued that it generates leads more quickly than any other method.

PPC is easier to rank in Google than SEO. However, PPC will cost close to double that of SEO for the same results. Speed is important for many businesses. Pay per click is also trackable, so you can analyze your ads’ results.

PPC is a cheaper alternative to traditional advertisements and can reach a wider range of people. If you’re looking to generate leads, PPC could be a good option for your business.

3. Email Marketing

While there are many digital communication tools available, emails remain one of the most important, according to these email statistics. Companies should never forget the importance of emails because they allow you to directly reach someone’s inbox with your message while still maintaining their privacy.

You will only need an active and professional email address to get started. With this, you will not need to rely on third-party platforms as much to reach people, as there is no limit to sending emails. Also, an email can be sent quickly and easily through good email marketing software.

If you want to grow your email list, you need to provide a free email subscription and give your audience a good reason to sign up. Having a strong email list is one of the best things you can do for your business. You can nurture a good relationship with your email contacts by always sending high-quality content.

Find Right Person to Email

To start building a relationship with someone via email, you need to find their personal email address rather than a generic address.

Offer a Value

Your customers should be loyal to you because you offer clear and attractive value.

Focus on Email Subject Line

Try to write a subject line that is interesting and makes the recipient want to read the email.

Segment your List

This technique allows you to keep track of your leads and customers by sending emails based on their interests. By doing this, you can build relationships with them over a long period of time.

Build an Email Series

You can create a series of email templates, starting with a welcome email, that leads up to the offer you want to provide. This automates your campaign and makes it easy to send the same value to every new person that signs up.

Email Signature

Don’t forget to add an email signature with a link to your landing page or blog. This is a great way to get people to visit your site.

4. Lead Generation Websites

The purpose of lead generation websites is to offer value to viewers in the form of insightful information and data. These types of websites have their own advantages, as you can connect with potential customers by using your website’s content.

This makes it easier to collect information about your visitors.

5. Webinars

A lead generation webinar is a webinar where you educate your attendees about a specific topic that’s related to your business and that interests your target audience. These webinars are often free of cost, but the quality of information should still be high.

The primary goal of lead generation webinars is to establish a good relationship with the viewers. You should wait until the end to tell them about your service and collect their contact information.

It’s important to ensure your webinar is educational and informative rather than just a sales pitch, or people will lose interest and stop watching.

6. Social Media

Nowadays, people use social media to get information about what interests them and to connect with people who are interested in the same things. This allows people to connect with each other and learn from each other no matter where they are in the world.

To generate leads through social media, look for relevant accounts using keywords or hashtags, and reach out to them.

Social Media Chatbots

Chatbots can help you generate leads by automatically starting a conversation and engaging with potential customers. All you need to do is program the conversation in advance.

Facebook

By using Facebook, you can increase the number of reviews on your page, invite people to sign up for your newsletter, and include a call to action in your profile or posts. You can even start a FB group to create a following. Use Facebook remarketing to connect with an audience who has shown interest in your services/product.

Twitter

You can find influencers or leads on Twitter by using a search or a tool like Followerwonk and following the right hashtags. You can also participate in chats and promote engaging tweets. Finally, you can create your own hashtags and promote them to generate buzz.

LinkedIn

To connect with potential customers on LinkedIn, try messaging them, joining and participating in groups, and posting relevant content or videos. You can also use LinkedIn Ads to reach more people.

Instagram

Use Instagram to announce big news, hold Q&A sessions and release product teasers. Post a link to your content in your bio to encourage people to take action. Build a following by creating engaging content and images.

Pinterest

Create niche-related boards and include CTAs through images.

YouTube

Including CTAs and relevant cards in your YouTube videos, as well as linking in the description, can help you take advantage of the platform.

7. Referral System

When you rely on referrals from others to promote your business, it is more effective than promoting your business yourself. There are different referral programs available that you can use to get the contact information for new prospects.

A referral system is when people tell other people about your business and try to get them to use your company. Sometimes people who make referrals get benefits like commissions or free items.

Referral programs can be beneficial in generating leads because studies have found that B2B referrals have a higher conversion rate.

8. Online Marketing Videos

Nowadays, incorporating videos into your business strategy is key to success. Videos are useful for marketing and establishing rapport with customers, and they help build trust. Therefore, using videos in your lead generation campaign is likely to be effective.

You can improve your business by adding videos or explaining solutions to complex problems. For the best results, you should describe your video briefly and add a call to action and contact forms at the end.

9. eBooks and White Papers

White papers can help solve the reader’s problem and can be less expensive than eBooks. They can also help build your authority in the relevant field.

Both eBooks and whitepapers require a good understanding of the topic at hand as well as the ability to format it in an effective way.

If you want to generate more leads, offer your eBooks and whitepapers for free. Not only will this help build trust and your reputation, but you can also use them to display ads on different platforms.

10. Online Networking

The importance of networking can never be underestimated. Developing strong relationships through personal interactions and generating leads that are more likely to convert are just some of the benefits of networking.

Networking online has made it easy and reliable to connect with a large number of people. Social media platforms like Facebook, Twitter, and LinkedIn make it easy to connect with the right people.

11. Content Marketing Strategies

The Content Marketing Institute found that 91% of businesses use content marketing and that 86% of businesses find it effective. Demand Metric also found that content marketing is three times better at generating leads than traditional marketing.

Create a Blog

If you’re looking to improve your website’s SEO and attract more visitors, starting a blog is a great way to do it. However, if you find the task of creating and maintaining a blog intimidating, you can always hire a freelancer to do it for you. There are many freelancers available on marketplace websites like Narrato.io who would be happy to help you.

Guest Post on Authoritative Sites

Publishing on other websites that share your audience will help establish your authority and bring new people to your site.

Create Lead Magnets

If you want to collect email addresses, one of the best ways to do it is to offer something for free in exchange, like a PDF, case study, e-book or webinar.

Answer questions on Quora

300 million people use Quora every month. You can become a thought leader in your field by answering questions related to your niche.

Host a Webinar

A webinar provides an opportunity to connect with people who are already interested in your product/services and convert them into a lead. After a webinar is completed, you can send more relevant articles or downloadable resources, invite them to your next event and survey them about their experience.

If you want to increase the reach of your audience, you can co-host with industry leaders. This will give your audience the chance to see your content from a different perspective and learn new information.

Make Videos

If you aren’t publishing videos, you’re missing out on a potential 1.5 billion monthly users that use YouTube as the world’s second most popular search engine. You can post videos with links to your website in the description.

Launch a Podcast

Podcasts provide the same opportunity as webinars for converting listeners into leads by sending them to your offer page.

Online PR

PR done online is a cheap way to reach more people and make them more aware of what you’re offering.

12. Paid Media Strategies

While SEO may take longer to show results, paid advertising can provide much faster targeted traffic. In addition, you can show ads on relevant keywords that you want to target.

If you’re running an affiliate marketing campaign, it’s important to use affiliate software to track your progress, optimize your efforts and automate your advertising for the best results.