How To Qualify B2B Leads For Your Business

Closing B2B sales can necessitate a significant expenditure of resources – both time and money. It would be foolish for a company to forego the many opportunities marketing provides for boosting sales.

This is the wrong way to do it: Any time a potential customer contacts you, whether organically or through your inbound marketing efforts, they should immediately be forwarded to a salesperson. This causes the sales team to waste 97% of their time on leads that are never followed up on.

Prospects need to be nurtured, and information gathered about them before they can be qualified and sent on. A 23% reduction in the sales cycle time and a 47 percent increase in average expenditure can be achieved through lead nurturing.

Though the specifics of what makes a lead “qualified” will vary from firm to company, these five phases are universal to all B2B lead qualifying processes.

In this article, we will go over ten inbound and outbound strategies that have proven to be effective in attracting qualified prospects to businesses.

  1. Take advantage of Linkedin’s audience engagement tools

We advise most of our B2B clients to use Linkedin as their primary social media platform for lead generation. This is the neighborhood for successful people and corporations. Three different methods exist for lead capture on Linkedin.

  • Create your business page.
  • Use LinkedIn lead gen ads.
  • Obtain the email address of prospective leads.
  1. Optimize content to meet the specific needs of users

Generating leads through content takes time, but it pays off in the end by increasing exposure, credibility, and conversions.

You need to know your buyer persona inside and out if you want to generate high-quality B2B leads through content marketing. Then, you can use your content to directly address their concerns.

You need to offer users a substantial incentive to give you their email addresses. An approach could be as follows:

Offer very useful and relevant downloadable stuff (like a checklist or e-book) to your users at no cost. As soon as they see that your content has alleviated their problems, they will gladly give you their email address in exchange for more helpful information.

For your content to generate leads, it must include information that is so useful and interesting that readers can’t wait to hear from you again.

  1. Diversify your distribution channels

Leads won’t come rolling in from content creation unless you generate some excitement about it first. Traffic is essential for generating interest and, ultimately, sales leads. Sharing content is essential, so do it as your life depends on it.

Have a party on the horizon? You can promote it on social media, run ads, and set up event email sequences to increase attendance.

Make a book? Put it out there on Product Hunt to see if more people will download it.

Have you recently released an updated version of your product? Update your current email subscribers with the latest product offerings.

  1. Utilize interactive emails for email marketing

It’s impossible to discuss B2B prospects without bringing up email marketing. Emails can be used for far more than just cold outreach if you’re trying to bring in B2B customers.

  • Promote your products by placing advertising in the user’s primary inbox.
  • Communicate with various companies (partnerships, sponsored content) in your field and request that they promote you in their email newsletters. It’s a smart strategy for getting your leads in front of their target demographic.
  • Make it possible for attendees to schedule a demo call with you right from the meeting by sending them AMP emails. Leads can quickly plan a call with your sales team thanks to Mailmodo’s integrations with Calendly and Zoom.
  1. Analyze the user’s behavior

Monitoring user activity across all of your service’s touchpoints yields a wealth of valuable information.

If they clicked on an ad, which one was it? To which electronic book did they gain access? Which of the links in your marketing email did they ultimately click on? Is the cost information page viewed?

You may learn everything there is to know about your ideal consumer by using a customer data platform (CDP) to compile information from all of your advertising channels. Use this information to craft hyper-specific and individually-tailored content that will compel your audience to take the desired action.

  1. Lead generation campaigns on Facebook

One of the best features of Facebook lead ads is that potential customers may fill out the form without ever leaving the Facebook interface. It streamlines the entire procedure, lowering the barriers that prevent people from clicking through to completing the enrollment process.

  1. Capture website visitors with an exit-intent pop-up

When pop-ups show repeatedly when a user is engaged with your website, it may be very frustrating. This kind of harassment might cause users to leave your site, which in turn reduces your conversion rate. So, what is the answer?

Pop-ups that appear just when the user is about to leave should be used. These pop up just before a visitor navigates away from your website. Given that users are likely to leave the site soon anyway, these don’t feel obtrusive while grabbing the attention of the reader. If you want to know why people are leaving your site, you can ask for their thoughts and opinions or invite them to have a conversation with you.

  1. Blog posts with high traffic should use in-line forms

Visitors can join up for your newsletter, get an ebook, or schedule a call with a sales representative, all from within the same page, thanks to in-line forms. The effectiveness of these tools is maximized when they are pertinent to the material being read by the user.

Add inline form links on your blog entries to encourage visitors to sign up for the special information, like a checklist for writing better email subject lines. With such pertinent information, readers will be compelled to give their email addresses in exchange for the handy checklist.

  1. Target the right keywords with Google ads

Although paid advertisements are more costly than organic methods of promotion, they can generate high-quality leads much more quickly. Users are more likely to click on these adverts than on organic results because they appear at the top of the search engine results page (SERP).

  1. Make your site conversion-optimized

When it comes to generating leads, nothing is more important than your website. Only if your website’s pages are optimized for conversions will you see any success from the other strategies we outlined.

Here is the single most crucial aspect of producing high-quality leads:

  • If possible, your site’s loading time should be no more than 4 to 5 seconds.
  • Allow simple navigation.
  • Make the most of the space above the fold by elucidating your USP in the headline and subheading.
  • Above the fold, provide social proof like ratings, clients you’ve worked with, etc. to establish quick credibility.
  • Show your product in motion with eye-catching pictures.

Let us help you create your own specific lead qualification for your business.

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