Image credit: Kari Geha Photography

How to Source and Prospect B2B Leads?

People and organizations seek to use marketing strategies to assist them in finding B2B leads and boosting sales. If you and they have the same goal, you should refer to below marketing strategies.
By Quora Contributor | 5 min read
on November 11, 2020
Image credit: Kari Geha Photography

How do you do B2B prospecting? Originally appeared on Quora: the place to gain and share knowledge, empowering people to learn from others and better understand the world.

Are you satisfied with the results you get from your B2B strategies? Have in mind that you should always strive for improvement in that field in order to achieve progress.

With constant expansion of modern marketing and frequent change of target audience, always be on the look for fresh B2B marketing strategies you could implement. If you are to have a successful business and also to maintain that level you’ve worked for, you must frequent additions of new tactics to your playbook. In order to do exactly that, we’ve compiled a list of some new strategies and ideas you could benefit from to do B2B prospecting.

1. Deliver Meaningful Content

What you should do is avoid clickbait. Everyone stumbles upon some clickbait material daily. And no one likes it. You could get clicks on your posts, sure, but in the long run, the relationship with your audience will diminish.

So, if you do put a title such as ‘’10 Things You Could Do to Improve Your Business’’, try to give people pertinent material in respective articles. Do not waste their time by posting something they already know, or consider unimportant. That way you will have their attention, and probably will prosper from it in future.

2. Integrated Channels

Naturally, content marketing, email marketing, social media marketing, SEO, paid ads and webinars will generate leads and do the thing by itself. But, if you integrate them, you will expand the reach you can have over audiences.

Find ways to make your audience take notice of your other channels, and consequently strengthen their relationship with your brand. Encouraging them to interact with your enterprise on social media is one way to go. Additionally, paid ads can be another effective way to go.

3. Online Community Interactions

By conducting research, you can find out where your audience or customers converse. Once you do so, dive in. Quora, Linkedin or Facebook are powerful platforms for such things, and there you can see which things are concerns for your customers.

Moreover, when you realize what you’re dealing with, respond with appropriate interactions and provide solutions, ideas or opinions they will acknowledge. Also, you could have your own online forum where you could sway your customers to interact and that way you’ll have much more influence over them.

4. Facebook Live

So how can you use Facebook Live effectively to engage your audience? Consider using Live video to stream…

Facebook live should definitely be a strategy you opt for. Ever since Facebook introduced its Live streaming feature a couple of years ago, the game has changed. According to some statistics, Facebook users comment much more on Live videos than on any other posts.

So, one way to integrate Facebook live into your strategy is to use its Live video to stream content.

Webinars, interviews with members of your team or industry influencers, frequently asked questions about services or products of yours, etc.
Naturally, when streaming anything of the above-mentioned, try to look casual and relaxed. Simply, just be yourself.

Also, try to make the most of it by experimenting and finding new ways to improve your business. As this tactic is here to stay in this world of business, establish your brand on it.

5. Mobile Marketing

According to one study, people spend 69% of their time on social media on smartphones. As a result, mobile marketing has become an integral marketing tactic for all B2B businesses. The majority of people who are overwhelmed with their daily tasks, such as CEOs and other decision makers use smartphones for their daily quota of social media.

Assuming that their website or blogs are mobile-friendly by default is a mistake many people make. Even though some of the sites truly are automatically mobile-friendly, that doesn’t mean they are good to go. There is still plenty of things to do to make your website’s optimization complete.

As part of your mobile strategy, ask yourself these questions:
Some of the questions you need to ask yourself are following;

Is my content easily accessible on smartphones?
Do all links and buttons work?
Will any potential pop-ups make my audience scarce?

What you need to do in such cases is regularly checking your website on a smartphone to make sure your customers and audience get the best mobile experience.

6. Personal Branding

Since your customers and audience look at you like they look at your personal brand, make it look the best it can. As it is a result of your personality, reputation and industry expertise all in one.

There is a plethora of ways to portray and define your brand. From showcasing your industry prowess through social media and blog posts to individualization of your delivery and your style based on your personality. Make sure to implement this into your playbook.

7. Referral Program

Overall, referrals don’t mean much to you but could mean to your customers. By offering any, you will be able to attain happy customers by not risking anything. Reward your customers if they manage to bring and additions to your brand and that way have them satisfied. Not only will they be loyal to you, but also will inform their friends about that generosity of yours and eventually your business will grow.

8. Influencer Marketing

Since influencer marketing has been here for a while now, B2B businesses can use it efficiently to their benefit. There are tools you could use to utilize influencers to maximize their potential. Klout and Kred are some of the tools that you can use to find suitable influencers to your desires.

Micro-influencers began appearing recently in this field. Their recent arrival has altered this whole process as they have from 1,000 to 50,000 followers. And at any given time they can share their opinions and at the same time motivate your desired audience to reach out to you.

Even though they have a smaller audience than preferred, you could still successfully collaborate with them. And if so, you wouldn’t make a mistake as they connect with more deeply with their audience and that way deliver their messages effortlessly.

9. Personalize it

Even though personalization was once just a B2C strategy, it has quickly become one of the most significant B2C marketing tactics. To define the strategy, it is the action of taking data about your customers and audience and utilize it to make your content more pertinent and adequate.

For instance, you could use demographic data like gender or age to tailor your content to be more engaging.

Also, you could do research and learn what generates the most website traffic from your blog posts and use it to your benefit. Let’s say what generates the majority of your website traffic is social media, in this case, you will want to make content that focuses on social media particularly.

10. Niche Targeting

A strategy you should definitely try is niche targeting. Aim to be more specific in your interactions as it will resonate better with your audience. Don’t go for a more general way because that way you emit insincerity with your customers.

With a more specific message adjusted to your niche, your customers will engage more easily with your brand. Meaning, tailor your response messages specifically to your niche and make your customers more responsive and eventually more loyal to you.

Contributed by Patrick Holman Founder at Thread.live | Enterprise tech sales

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