A recent study from Hubspot showed that lead generation and traffic is the biggest challenge for 61% of marketers. If you agree with these professionals, you are in the right place. The only thing you will need to achieve your goals and convert more B2B online is consistency.
The truth is that most people are inconsistent with their efforts, whether that is one-on-one interactions with customers or online marketing efforts. In 2022’s list of best lead generation practices, we will show you some of the best ways to quickly grow your email subscriber list, get more B2B demos, and figure out the best ways to personalize your messaging.
Whether you are starting from scratch or looking to fine-tune your existing marketing strategy, let’s look at what we prepared for you below.
Create interesting content
If you are looking to get more traffic to your website, you need to start producing interesting content for your readers. Adding content regularly will help you rank higher in the search engine results and get more leads for your business. Writing catchy website copy, exciting articles and blogs, helpful how-to guides, ebooks, and case studies are powerful lead magnets.
It’s simple – content positions you higher in the minds of your audience. If it’s on-point and helps them in their mission to succeed, they will come back to read more and establish a deeper relationship with your brand. As a result, you will have more engaged potential customers and be motivated to write more and grow your audience.
Make your website SEO-friendly
If you are new to search engine optimization (SEO), it is essentially a process that is meant to help your website rank higher in the search engine results and therefore attracts more users. SEO has dramatically changed over the past decade. While it is more challenging to rank for top queries nowadays, you should dedicate your full attention to understanding what can help you establish better positions on the top search engines like Google and Bing.
Here is a quick list of the most important SEO techniques in 2022:
- Structure your website categories, pages, and blogs in a hierarchy
- When writing copy, make sure to use titles, subtitles, bullet lists and images/video
- Understand on-page SEO, and customize each meta title, meta description, and alt tag
- A/B test your web pages and make sure every page is logically set up
- Create a FAQ scheme where you can also deep-link to blogs and guides within your website
- Make sure to do internal link optimization, but also focus on getting high-quality outbound links
- Explore Google Business to get more traffic to your small business website and your physical location.
Start implementing B2B funnels on your website.
B2B marketing funnels are a proven way to get more leads online. The simple definition behind a funnel stems from the five stages of the customer journey (awareness, interest, desire, and action). These led marketers to develop suitable action plans to meet the needs of their customers.
The goal of your B2B marketing funnel should be to complete mini-sales, or in other words, convert leads at each stage. For that to happen, you need to know where you would get the traffic from (search results, paid ads, social media, affiliate/referral links, etc.). Once you know that, you need to focus on building high-performing B2B landing pages. These must be appealing and inform and educate your potential customers as quickly and briefly as possible. The goal is to lead them to a call-to-action (CTA) in the purchase, sign-up, demo, attendance, or any other goal you are after.
Be mindful when it comes to significant sales – this may not happen overnight, so you need to understand the importance of patience. Also, fine-tune your B2B funnel and make sure your offer is clear and connects with each individual at different stages. Once you master the art of the B2B funnel and start measuring your KPIs, you can create more and group them.
Make it cheap or free for them to try.
They say that nowadays, there is a product for everything. However, the competition seems fierce in every industry, which leads marketers to new strategies to get the attention of their target audience.
In 2022, one of the best areas to get more customers is making your product or service cheap or free to try. Of course, we all know that keeping costs low is essential, but allocating your resources to areas that can generate the best return is imperative.
If you can’t cut your costs, figure out a way to help your leads “try before they buy” – whether it’s a free tool, a month off, or something else, an opt-in like this can help you generate more high-quality leads into your sales funnel.
Practice remarketing & retargeting
Last in our list of B2B lead generation tips for 2022 are remarketing and retargeting as two very effective processes for turning leads into customers.
While retargeting visitors to product/service pages helps you focus more attention on your landing pages, articles/blogs and funnels, you can also remarket to people who left your website without engaging with much of your content, or ones that visited your social media channels but didn’t engage with your offers. There are numerous opportunities to target users (even your competitor’s audiences) and plenty of marketing tools for that as well.
Getting B2B leads was never easy. What worked in the past may not be the best strategy right now, which is why you always need to experiment, test, and measure your results.
Once you know what works best for your business, you’ll also learn how to repurpose it and accelerate your leads and sales. After that, you need to nourish and nurture every customer throughout the sales journey and be patient to get more positive results for your business.