Hey Reader,
Welcome to our blog!
To introduce this new way of communicating to you, we will start with what we love and master: B2B Lead generation.
But do you even know what B2B lead generation is?
Table of Contents
What is Lead Generation?
B2B Lead Generation is initiating a strategy so that the consumer catches interest in your products or services. Therefore, generating B2B leads can have many different aspects: an email list for remarketing, actual sales leads, or a simple filling of a contact-form.
But B2B leads do not come alone and need lead management to go further through the purchase funnel through pipeline marketing activities.
One B2B lead is normally assigned to a person, to one actual individual behind the screen. The individual is usually a decision-maker – if you did a great job with your initial B2B lead generation strategy! Through getting in touch with them and waking up their interest you will most likely be redirected to relevant people from their company. Up from there, marketing activities will follow, and the individual will start their customer journey until they buy the offered product or service. And that is why it is important to look for relevant and qualitative B2B leads who indeed have potential to turn into sales.
Therefore, all in all, B2B lead generation means to make prospects behind a company interested in your products or services, turning them into B2B leads, and pushing them through the purchase funnel, so that your company makes a sale out of the lead.
It is that easy, isn’t it?
Lead Generation - offline & online
Nowadays, B2B lead generation is mainly done online since it tends to be cheaper and more efficient. If we go back a few years, the story is slightly different. Let’s check the different ways of generating your leads! .
Besides cold-calling potential consumers, event marketing can be a very powerful way of generating B2B leads offline, too.
By visiting relevant events, you can get in touch with B2B leads. Here, you will benefit from face-to-face contact: you will basically be doing direct marketing to a super targeted audience. It proves itself as more personal and can attract leads simply because it seems more warm.
Moreover, having a good network is the key to success. Networking means to be known and being known means Word-of-Mouth (WoM) marketing. There is no better place than events to widen your network! People will talk about you and refer you to friends or partners.
Another way of doing offline B2B lead generation is to reach out to your potential B2B leads via print advertising, banner advertising, and all kinds of out-of-house advertising.
Now you might wonder: Lead generation online or offline, what is better?
As for any other marketing or sales strategy, it is important to keep track of your results and manage how effective your actions are.
And that’s when it comes to generating B2B leads online. As said, generating B2B leads online is cheaper and, if used correctly, more efficient. So, why cold-calling and putting energy in networking offline when it can be done easier online?
Generating B2B leads online means that you can filter your audience and therefore, focus even more on the most relevant B2B leads for your business. If you manage to work with the right filters at the right time, you’ll save time and energy by directly reaching out to hot B2B leads. This way, you won’t spend time contacting consumers who are not interested.
Save not only time, but energy, and go online!
LinkedIn - Lead Generation
As mentioned above, online B2B lead generation is more efficient because you can target the right people from the very first beginning.
LinkedIn was rated by marketers as the number 1 platform for B2B lead generation (DemandWave, 2017). But why?
First, some facts:
4 out of 5 LinkedIn members are relevant for making decisions in the company they are working for which resonates in the fact that LinkedIn’s audience has twice the buying power of the average web audience.
You can be sure, when looking for B2B leads here, that you will find relevant and qualitative B2B leads (LinkedIn, 2021).
Moreover, compared to other major ad platforms, LinkedIn’s lead conversion rates are three times higher (Andrews, 2016).
In addition, LinkedIn has many options for marketing your products or services. You can create ads and campaigns to catch the consumers interest. The ads can be in the newsfeed as well as directly sent in your B2B leads’ direct messages. You can also create a whole message strategy behind your campaign to arrange meetings with your potential consumers.
And it does not stop here: Once you collect relevant data of potential consumers, you can reach out to them more often.
The initial strategy is up to you, but LinkedIn gives the perfect starting opportunity to see how generating B2B leads online works. And from there, it can be exploited in many other directions.
Work smart, not hard! Online B2B lead generation – and especially over LinkedIn – will save you the extra drama.
What does Improovy have to do with it?
Now you might be wondering what Improovy has to do with it.
Well, we, Improovy, have a whole LinkedIn Lead Generation Service with an integrated software to generate B2B leads for you and make your B2B lead generation as timesaving as possible. It is an all-in-one-service, beginning with finding the perfect strategy, the best prospects, continuing with B2B leads searching, reaching out to them, and creating a message strategy.
Based on the subscription you booked, we will collect a different number of B2B leads and make sure that you eventually reach out to this number, widening your network and creating more business opportunities!
Out of the more than 750 million profiles on LinkedIn, we guarantee you to find your future clients.
A client of ours, VICE , was looking to partner with strong and impactful brands to predict culture and create industry-leading content and experiences for the millennial audience.
So, what did we do?
We connected VICE with hot B2B leads which were relevant and qualitatively satisfying. After less than 6 months of campaign, Vice already booked meetings with huge names, amongst others, like Jack Daniels, Mercedes E Formula 1, and Heineken.
We will help and ensure you to make your business grow!
So…
We hope you enjoyed our first blog article!
See you next time, have a nice day!
Your Improovy Team
References
DemandWave (2017). State of B2B Digital Marketing Report. Consulted on 20th August 2021 via
https://legitclickmedia.com/2017-digital-marketing-report-released-demandwave/
LinkedIn (2021). Lead Generation Ads on LinkedIn. Consulted on 20th August 2021 via
https://business.linkedin.com/marketing-solutions/cx/18/01/lead-gen-sem-desktop
Andrews, M. (2016). 5 Things We’ve Learned After A Year with LinkedIn Ads. Consulted on 20th August 2021 via
https://blog.hubspot.com/customers/linkedin-ads-data
