Let’s be honest. B2B lead generation in India amidst competition isn’t a cakewalk.
You may generate thousands of casual inquiries. But would you call them leads?
Entrepreneurs who’ve been through those pointless chases would have already answered the question in their minds!
So, how do you generate premium leads? Through a well-designed campaign?
Of course, it is important. However, let’s look beyond campaigns and think of creating a B2B lead generation system that aligns with your sales objectives.
A lead generation system is like equipment comprising different parts and where each one works harmoniously to function efficiently.
How do you create such a system? While hiring B2B lead generation services helps, knowing the basics can help you master the art. Here are some tips or steps.
Setting a Winning B2B Lead Generation System in 7 Easy Steps!
Yes. It isn’t that difficult to build a B2B lead generation system that produces results. With these seven steps, you can accomplish the goals you’ve aspired to achieve.
1. Know Your Ideal Customer
Not every fish in the ocean is meant for you.
Thus, before you cast a net, you must know who you want to catch!
We are referring to creating an Ideal Customer Profile (ICP).
It includes understanding their demographics, challenges, and what they confront day and night. Learning about these aspects will help you create a detailed buyer person, build campaigns that address their needs, and tailor resonating messages.
Additionally, create a mechanism that enables you to sort leads and their quality. It will help you chase leads that matter. Professional B2B lead generation services can help you set up such mechanisms and run them effectively.
2. Set Clear and Measurable Sales Goals
Sales are about numbers, no doubt.
But you must have a clear and measurable goal you must look up to.
For instance, are you planning to increase your customer base by 30% or do you emphasize creating opportunities with existing clients through upselling?
Without a target, you will be a directionless ship. Thus, you must set SMART goals that navigate your lead generation strategy and help you monitor your progress regularly.
Note: SMART stands for Specific, Measurable, Achievable, Relevant, and Time-Bound.
Example – Achieving a million-dollar sale in the next twelve months is a SMART goal for a medium-sized manufacturing company
3. Choose Relevant Channels
Knowing your ICP is fundamental to setting up a B2B lead generation system.
Once you do know whom to target and have your sales targets ready, you can choose the relevant channels through which you can communicate your target audience.
Some popular alternatives include the following.
- SEO: People buy what they see. Once you are out of sight, you are likely to be out of mind. Thus, you must also optimize your website and content for search engines to drive organic traffic from users searching for solutions like yours.
- Content Marketing: Create blog posts, research papers, white papers, eBooks, webinars, etc., to discuss customer pain points and highlight your solutions and their effectiveness in the ICP’s context.
- Email Marketing: Let email marketing also be part of your system. However, email marketing isn’t about generic emails. You must personalize every email by including valuable information, pain points, and the usefulness of your offerings in a very crisp and easy-to-consume manner.
- Paid Advertising: Invest some of your lead-gen budget into paid advertising on platforms like LinkedIn and Google Ads. These channels will help you reach a broader audience and drive traffic to your site.
- Social Media Marketing: Don’t forget to leverage social media as that’s where most of the action happens these days. Home to billions of accounts, social media platforms like X, LinkedIn, Instagram, and Facebook can turn into hotbeds of opportunities to generate leads and build and nurture relationships.
4. Create an Amazing Landing Page!
Landing pages are drivers of opportunities – but only when you structure them correctly and include everything you want to say in an intriguing way.
These are pages you will direct your potential customers to after clicking on your social media ads, emails, or search engine results.
Thus, ensure you optimize their conversions with clear call-to-actions, compelling copies, and an easily navigable design.
Know more about B2B Lead Generation in this blog – How to Evaluate the Best B2B Lead Generation Services for Your Business?
5. Nurture Your Leads
Although leads are opportunities, they aren’t all equal.
While some may be prepared to buy right away, some might take time and a little more workaround on your side to reach that stage.
You must use this time to build relationships and rapport through channels like content marketing, email marketing, and various other tactics like direct phone calls so that you stay on top of the lead’s mind.
6. Track, Analyze, and Optimize
Situations evolve and so do markets and lead expectations. Thus, you cannot just set up your lead generation system and expect it to run on auto-pilot.
You must constantly track your results, analyze your data, and make alignments to optimize your performance. Additionally, you must attend to parameters like website traffic, conversion rates, and lead quality to identify what’s working and what isn’t.
7. Keep Your Sales and Marketing Teams Aligned
Sales and marketing teams are like the wheels of the same vehicle. Each one must be aligned well to help keep the vehicle on the road.
Accordingly, you must ensure your sales and marketing team works in unison. They must work together to define your ICP, set sales targets, and help you track your overall progress. It will help keep the overall system aligned with the business’s objectives.
Ready to Embrace Opportunities?
Choose DemandFluence and we will help you do it with our comprehensive B2B lead generation services and support.
Our specialists help you build a robust ecosystem where you not only generate leads but nurture them and convert a significant number into sales.
We continue to support a broad array of companies, including startups to SMEs and global companies with our lead-gen expertise. Connect with us at hi@demandfluence.com if you are prepared to create and tap into opportunities with a solid, value-driven, and effective lead generation system.
