Which lead generation and marketing to attract new B2B clients have you found successful?

[Salesagents.uk]

With such a wide range of providers offering various systems and many sites such as Linkedin and Facebook with tools to advertise, there is a massive choice to consider when looking to attract new B2B clients. What have you tried, has it worked, which ones have failed to produce results, and most importantly, have you found one that works that is priced to give a good return on your investment?

 

[MBE2017]

Telesales, doubt it will ever be bettered. Done correctly, great return on investment.

 

[Mark T Jones]

I use LinkedIn to good effect

Other than that, direct connection with advisors and suppliers to my target sectors

 

[Salesagents.uk]

Telesales, doubt it will ever be bettered. Done correctly, great return on investment.

Great to hear, have you got an example of how you've used it, was it to generate leads or to take the sale through to the close?

 

[Salesagents.uk]

I use LinkedIn to good effect

Other than that, direct connection with advisors and suppliers to my target sectors

When using LinkedIn do you do it yourself or use one of the many companies that offer scrapping and contacting?

 

[Mark T Jones]

When using LinkedIn do you do it yourself or use one of the many companies that offer scrapping and contacting?

Myself. It's all about building connections, not generating meaningless traffic or metrics

 

[fisicx]

With such a wide range of providers offering various systems and many sites such as Linkedin and Facebook with tools to advertise, there is a massive choice to consider when looking to attract new B2B clients.

Facebook is useless for B2B.

Top ranking on Google along with a proper website can generate loads of B2B leads. Trouble is many companies don't know how to do either.

 

[MBE2017]

Facebook is useless for B2B.

Top ranking on Google along with a proper website can generate loads of B2B leads. Trouble is many companies don't know how to do either.

Overall I would agree, but the area I am working in, it is by far the main area to find potential B2B clients and partners in projects. It can be used for end B2C clients as well, but I prefer finding higher end clients myself.

 

[fisicx]

Overall I would agree, but the area I am working in, it is by far the main area to find potential B2B clients and partners in projects. It can be used for end B2C clients as well, but I prefer finding higher end clients myself.

There is a big difference between using FB to look for clients and using FB to attract clients. The former can be very lucrative, the latter less so.

 

[MBE2017]

Great to hear, have you got an example of how you've used it, was it to generate leads or to take the sale through to the close?

Over the years I have worked in a project where twelve jets were bought on the back of an eighteen month marketing exercise using the phone, to building 60% year on year turnover and profit increases for large and mid sized well known National brand companies, whether in good times or in recession years.

The phone might be seen as old technology today, but as a business tool that allows you to connect personally with customers and clients alike, you cannot beat it. I have lost count on how much my mobile has allowed myself to make over the years.

As Mark mentions above, it allows you to build relationships much better and faster, and to a higher degree of quality than letters, emails etc.

 

[Salesagents.uk]

Over the years I have worked in a project where twelve jets were bought on the back of an eighteen month marketing exercise using the phone, to building 60% year on year turnover and profit increases for large and mid sized well known National brand companies, whether in good times or in recession years.

The phone might be seen as old technology today, but as a business tool that allows you to connect personally with customers and clients alike, you cannot beat it. I have lost count on how much my mobile has allowed myself to make over the years.

As Mark mentions above, it allows you to build relationships much better and faster, and to a higher degree of quality than letters, emails etc.

I agree with your comments on using the phone. I've always viewed overuse of email as a way of avoiding making calls for people who are not comfortable on the phone.

 

[Salesagents.uk]

There is a big difference between using FB to look for clients and using FB to attract clients. The former can be very lucrative, the latter less so.

That's interesting, I've not viewed the 2 separately before when using Facebook. Facebook is effective for us finding sales agents for our client's opportunities but not for attracting new clients.

 

[fisicx]

That's interesting, I've not viewed the 2 separately before when using Facebook. Facebook is effective for us finding sales agents for our client's opportunities but not for attracting new clients.

Correct. But that's not what you asked.

But it all depends on your business. You can find leads using FB but that doesn't mean it will work for everybody. I know for example SM won't ever bring me in decent leads. But other channels are very effective. For example, I have got work via stackexchange and sourceforge.

 

[WebshopMechanic]

My strategy for 'quality leads' is building relationships with other agencies / suppliers who my target customer already works with and then getting recommendations.

I provide sales growth, specifically for heritage businesses. I'm not a 'full service (jack of all trades master of none) digital agency'. My target customer doesn't know where to look for what I sell. They don't spend time on social media because they are running their business. They just know they have a problem.

But, they do trust the people they already worth with and their recommendations.

This works wonders and helps me to land clients who understand I can solve their problem. They pay well and and leave me to get on with it.

Forcing your way into people's lives is difficult. It's much easier to acquire clients when somebody else has opened the door for you.

Like the cliche goes, "It's not about what you know but WHO you know".

After years of attracting working with the wrong clients, this strategy has been a game-changer for my business.

 

[JEREMY HAWKE]

An SEOed website along with getting on the phone and talking to people
Find the people Talk to the people !

 

[Paul FilmMaker]

I find any one channel by itself is OK but combining them is where the magic really happens. Linkedin by itself is fine but Linkedin combined with email marketing, telephone based business development and some field marketing all together, is what really moves the needle.

 

[japancool]

My real life job does not use SM for generating leads. It's all done through industry connections, as, although we do provide general services, we specialise in one particular industry.

 

[Salesagents.uk]

I find any one channel by itself is OK but combining them is where the magic really happens. Linkedin by itself is fine but Linkedin combined with email marketing, telephone based business development and some field marketing all together, is what really moves the needle.

Hi Paul, when you say you combine the activities is there a link between them, e.g. are you targeting prospects you find on LinkedIn with your email marketing or phone calls and field marketing or are the 3 different streams separate.

 

[Salesagents.uk]

My real life job does not use SM for generating leads. It's all done through industry connections, as, although we do provide general services, we specialise in one particular industry.

I've always found industry connections to be a great source of leads as you already have something in common. Do you have a process for contacting and getting into your pipeline or is it as you come across them?

 

[japancool]

I've always found industry connections to be a great source of leads as you already have something in common. Do you have a process for contacting and getting into your pipeline or is it as you come across them?

That, I can't tell you. I don't work in sales.

 

[Paul FilmMaker]

Hi Paul, when you say you combine the activities is there a link between them, e.g. are you targeting prospects you find on LinkedIn with your email marketing or phone calls and field marketing or are the 3 different streams separate.

The most effective method is to combine the streams. One example is using an event. So everything else drives prospects to that event.

E.g. Social, email marketing is followed up by telephone-based BD which drives prospects to turn up to an event. At the event, you then get to meet a ton of prospects.

And as a video production house, we extensively use video at the event to give it that 'wow' factor and connect it with the social videos we use.

The last time we did that was pre-pandemic although we're looking to do this again shortly.

 

[Salesagents.uk]

The most effective method is to combine the streams. One example is using an event. So everything else drives prospects to that event.

E.g. Social, email marketing is followed up by telephone-based BD which drives prospects to turn up to an event. At the event, you then get to meet a ton of prospects.

And as a video production house, we extensively use video at the event to give it that 'wow' factor and connect it with the social videos we use.

The last time we did that was pre-pandemic although we're looking to do this again shortly.

Some good ideas Paul, thank you

 

[fisicx]

Free stuff can generate a whole load of leads. Create a useful tool people can either use or embed on their own sites and you will get leads from people wanting customisation. It's how the a huge chunk of the WordPress (and other platforms) infrastructure works.

You don't want to go looking for leads (because that takes effort). You want people to come to you (zero effort).

 

[Salesagents.uk]

Free stuff can generate a whole load of leads. Create a useful tool people can either use or embed on their own sites and you will get leads from people wanting customisation. It's how the a huge chunk of the WordPress (and other platforms) infrastructure works.

You don't want to go looking for leads (because that takes effort). You want people to come to you (zero effort).

Nice idea, we get good results from a free eBook we have spent a lot of time creating on finding and working with commission based sales agents. It has been a regular source of new conversations from SME owners wanting to know more about the difference between agents and employees.

 

[getsetgonline]

Nice idea, we get good results from a free eBook we have spent a lot of time creating on finding and working with commission based sales agents. It has been a regular source of new conversations from SME owners wanting to know more about the difference between agents and employees.

I'm just in the stages of putting together a package targeting local businesses to offer CRO and marketing automation services. Set to launch on 1st September and have thought about a free ebook on the basics of conversions to get business in.

 

[Paul FilmMaker]

As a video production outfit, I post videos on Linkedin. This gets prospects to call me.

E.g. https://www.linkedin.com/posts/paul...=linkedin_share&utm_medium=member_desktop_web

 

[Salesagents.uk]

I'm just in the stages of putting together a package targeting local businesses to offer CRO and marketing automation services. Set to launch on 1st September and have thought about a free ebook on the basics of conversions to get business in.

We have found it well worth doing and are now looking to add instructional videos, rather than sales pitches, to link from the eBook to the website.

 

[rocketmadal]

Personally, for me, I have had great success in using Google Ads for B2B and also B2C.

 

[Salesagents.uk]

Personally, for me, I have had great success in using Google Ads for B2B and also B2C.

I agree, Google ads is one of our main streams of lead generation. Currently investing more in our ad budget.

 

[Harry Yang]

Personally, for me, I have had great success in using Google Ads for B2B and also B2C.

On the contrary, I spent a lot of time and money on it, and it didn't bring me customers.

 

[fisicx]

On the contrary, I spent a lot of time and money on it, and it didn't bring me customers.

That probably means you were doing it wrong.

Or to be more accurate, your chosen keywords, advert and landing page were not fully integrated. My money would be on the landing page being the culprit.

 

[Salesagents.uk]

That probably means you were doing it wrong.

Or to be more accurate, your chosen keywords, advert and landing page were not fully integrated. My money would be on the landing page being the culprit.

I agree, there is much more to success with Google ads than just the wording of the ads: The budgeting, targeting, and the landing page. And even once you've got this working it requires regular checking and maintaining to keep and improve results.

 

[rocketmadal]

On the contrary, I spent a lot of time and money on it, and it didn't bring me customers.

In addition to the landing page and the wording of ads as mentioned above, try and understand the pain point of your B2B customer and what will they potentially type on Google to solve their pain point i.e find a company like yours as a solution.

Once you understand their pain point and what they will type on Google - create your ad and landing page that talks directly to your customer. The more personal you get the better.

I am sure with a few trial and error, you will crack it In short - when done correctly, Google Ads can be very powerful...

 

[Beaniecheese]

With such a wide range of providers offering various systems and many sites such as Linkedin and Facebook with tools to advertise, there is a massive choice to consider when looking to attract new B2B clients. What have you tried, has it worked, which ones have failed to produce results, and most importantly, have you found one that works that is priced to give a good return on your investment?

SEO based website

 

[adriand]

Phone calling is still a force to be reckoned with. I would say about 25% conversion rate when you have properly researched the people you are going to call. Resources like LinkedIn and Google make it so much easier. But the high conversion rate does reflect the time and effort required to research prospects beforehand, its certainly not an easy method because there is a lot of work involved and you have to handle 75% rejection.

A good website is certainly a powerful tool as well. You can build keyword focused content pages and rank in the top ten but you need to write a page that provides really helpful information for the customer. Definitely not sales pitches, because it is so easy for them to click elsewhere.

The other advantage of having a website with dozens and dozens of these pages is that you learn which keywords you need to spend your money advertising. Basically those keywords that are too difficult to rank for organically may be good candidates for paid search advertising.

The downside is the time and energy required to research and create the pages in the first place. And the realization that some of the pages wont work if you get the keyword intent wrong or misinterpret the market. The advantage is once created and indexed some of the pages will create business forever.

 

[Beaniecheese]

You can pay for your web pages ranking, or just to long tail. That's where it's at.

 

[fisicx]

You can pay for your web pages ranking, or just to long tail. That's where it's at.

That post doesn’t make any sense at all. Nor does it answer the question asked.