5 Tips for B2B Lead Generation

Solomon Thimothy - April 27, 2010

It is important to grow your business-to-business (B2B) lead generation in order to grow your revenue. Quick-fix lead generation is not always the best solution for every company.

Follow these 5 steps to improve your B2B Lead Generation.

  1. Know Your Target Market
    The most important thing to do before you get started with a lead generation campaign is to know who you want to reach. Describe them as specifically as possible: where they leave, what companies or industries they work for, what are their job titles and responsibilities. The more specific you get, the better your leads will be.
  2. Be Where Your Ideal Prospects Are
    Your ideal prospect will turn to a variety of mediums to find out new information based on their industry, geography, or personal preference. A technology-based industry will be more likely to look online, while the construction industry will focus on trade shows and word-of-mouth. Be sure to use the proper marketing channels based on where your potential clients will be.
  3. Get the Right Leads
    Quality B2B Lead Generation is much more important than the quantity of leads. If you are attracting a lot of leads, but they are not converting, then you may be targeting the wrong audience or not properly appealing to them.
  4. Show How You Can Help Them
    Instead of sending out an aggressive marketing campaign to gain new leads, start with a soft-sell to introduce your company and offer them something they can value. Provide white papers or guides that will appeal to their specific marketing. Then slowly nuture your lead so the potential client will remember your company when they are ready to buy.
  5. Test Your Campaigns
    It is important to constantly track your lead generation campaigns to see what is and isn’t working. You should track the cost of the campaigns, the number of raw leads, and qualified leads. Try out different subject lines for your email campaigns and see what works best, or try out various designs of your landing pages. See what works best for your ideal prospect and build from there.

Increase your B2B Lead Generation to help your business grow and continue to gain new clients.

OneIMS provides many online marketing services. Contact us today at 1-888-ONE-IMS-1.

OneIMS is a Chicago Web Design Company as well as a technology-based marketing service provider. We specialize in integrated marketing solutions such as Search Engine Optimization, Pay-per-click advertisements and email marketing. We employ cross-media marketing solutions that are designed to deliver results. Some of those solutions are Variable Data Printing, Personalized URLs and custom Landing Pages and triggered emails.


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