You definitely need to have an effective lead generation strategy, if you want your B2B organization to flourish. Although you could rely on traditional strategies like cold calling to generate leads, still it is always advisable to explore inbound marketing tactics as it mainly focuses on creating and sharing quality content that is planned to magnetize potential customers who are in the early stages of their purchasing cycle.
Remember, that nowadays people who have identified their requirements are eagerly using the internet and social search to find solutions to the problems they face on a regular basis. This suggests that you must constantly create optimized content as a solution to the search queries your prospects are looking for, by implementing this strategy you are sure to increase the number of visitors to your website, which in turn may also convert into leads later.
Apart from attracting prospects, the next big benefit of inbound marketing is that you can position yourself as an expert in your niche to your audience. Through your content, you can definitely demonstrate your knowledge to your audience, who may like to order from you based on the trust factor.
Below listed are three inbound marketing strategies to attract warm leads
- Interesting Blogs: Start inbound marketing with blogging. Write blogs which are highly relevant and educational so that it matches the search queries of your prospect. This is sure to drive traffic to your site. Through blogs you can answer the queries of your prospects and provide solutions to their problems, and can definitely position yourself as an expert in front of your audience.
- Convert via lead magnets: Complex products that requires a high level of time and monetary investment are usually quite difficult to sell, especially at the first visit to your website. So, in this case instead of selling these products directly offer certain lead magnets (incentives), which will surely encourage your target audience to share their contact information with you, which you can later add to your CRM. By offering your prospects incentives like ebooks, white papers, video series and special reports you can easily get their contact details, moreover, you can highlight a specific problem in more detail, in the content that you are offering as an incentive to your prospect. Through this you can also showcase your expertise and talent to your audience. Remember that top notch content is the best way to position yourself as a trustworthy brand.
- Use autoresponders and email marketing to nurture and close: After having the contact details of your prospective customers, you can easily follow them up through autoresponders and Email Marketing. And after identifying the highly qualified leads from the pack , your sales team can work on them.
Robert Duke is a Marketing Manager and Spokesperson of Blue Mail Media.