B2B Lead Generation

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JackB99

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Apr 3, 2020
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Hi everyone,

I offer services to business on a freelance basis and was just wondering how others would recommend generating leads/ clients?

Is LinkedIn sales navigator any good?

Any advice would be much appreciated.
 

fisicx

Moderator
Business Listing
Sep 12, 2006
35,648
10,804
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www.aerin.co.uk
Bang on doors.

Contact companies without SM or poor SM and show then the benefits. Do not sell SMM. You need to show then the increased profits.

Are you using SMM to sell your own services?
 
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In my experience, LinkedIn is just an irritation when it comes to contacting people. I've never used it for that purpose but I know that 99% of the messages I received are people who just want to flog me something.

Matt.....I sell x, y, z, can we speak? = NO.
Matt......you appeared in my feed again, we should connect = NO.
Matt.... we're in the same industry, we should connect = NO.
Matt.....we live in strange times, let's connect = NO.

Nobody wants to be sold too.

If you want to sell your services you can still use LinkedIn but you need to capture people's attention and add value.

You need to showcase your work on a constant basis. Show where you have added value or where you made a client money or saved them money. There's so much noise out there and a ton of competition, so what makes you different?

Once you have some strong content on your page you can contact people and make them aware of it. However, you will still need to follow up by phone because 99.9% of people will not reply. That is the nature of the sales game.

People are busy and you need to keep adding value so they take note. They don't bite (or buy) on the first occasion. Sometimes customers take 10-15 touches with a company or brand before they pick up the phone. You need a plan with multiple follow-ups, and not necessarily automated follow-ups because people can see them a mile away and they go in the junk folder.

Everything must be personalised and tailored to the business. Yes, it's massively time-consuming but you must do what your competitors are not prepared to do to stand out.

Never give up.

Hope that helps.

Matt
 
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fisicx

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Business Listing
Sep 12, 2006
35,648
10,804
Aldershot
www.aerin.co.uk
@JackB99 - that's an important point by @WebshopMechanic. Leads can take months to convert.

Your job is no longer SMM, graphic or webdesign. Your job is now marketing. Put all your efforts in learning how to market the benefits. Nobody wants SMM, a new website or some graphics. What they want is more business. More business means they can pay wages and make a profit. You need to show them how to get more profit. Once you have the lead work on converting. Then you can do your websites and SMM.

Linkedin can work but it's hard graft. I know a guy who use FB for marketing. He reckons it takes around 3 months to convert a new lead. He usually works on 20 leads at a time and will convert about 10%.
 
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JackB99

Free Member
Apr 3, 2020
18
0
Bang on doors.

Contact companies without SM or poor SM and show then the benefits. Do not sell SMM. You need to show then the increased profits.

Are you using SMM to sell your own services?
Thanks for the advice.

I currently have 3 permanent on-going clients: florist, property auction company and a new fast food takeaway company. All of which contacted me through adverts I put online.

I am also just up to start with a home improvements company and I was thinking to specialise in property services long-term. I know there will be thousands of companies across the UK interested in these services, but it's just a case of thinking about the best way of reaching them.

From the information provided in the responses, I was thinking:
  • Create a project portfolio, to show some of the previous businesses I have worked with and the results they have received.
  • Research property businesses without a website or an active/ engaging social media presence.
  • Make initial contact with them by phone.
  • Showcase examples of my previous projects.
Let me know your thoughts on this.
 
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fisicx

Moderator
Business Listing
Sep 12, 2006
35,648
10,804
Aldershot
www.aerin.co.uk
Jack,

I'm going to pick up the phone and call you and suggest I can help with your SEO. Or maybe I'll send you an email. Either way, what do you think your response will be?

How do you know a prospective client wants SM? How much new business can you bring them through SMM? Do you have actual figures to show them? For example, tweeting 3 times every day will create up to £20,000 of new business every year. Or, linkedin articles will get you 27 new leads each week.

I had a guy offer me SMM. I said he could have £50 for each warm lead. After 3 months he hadn't got me a single lead.

A portfolio can be good but they aren't easy to create. It's not good just waffling on. The page structure is very important.

As I said before, your new job is marketing. If you are good at marketing you will get leads.
 
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BrackNelson

Free Member
Feb 4, 2020
14
1
First of all, you have to make high quality and relevant content for your website so that readers can enjoy reading your text and easily understand it. After that, no more text is needed in the blog or content it should be full of video, images, and audio content. Books and ebooks we've written, have been some of our most successful lead generation ideas over the past few years, responsible for tens of thousands of new leads. In the B2B world, everyone loves using successful templates as a starting point when learning a new skill, experimenting with different tactics, or looking for inspiration, making them a fantastic lead generation idea.
Linkedln's is a useful platform that is worth it for B2B sales professionals or founders. But only if you can leverage what you glean from sales navigator into your outreach efforts outside LinkedIn's walled garden. I hope this information helps you.
 
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fisicx

Moderator
Business Listing
Sep 12, 2006
35,648
10,804
Aldershot
www.aerin.co.uk
...responsible for tens of thousands of new leads.
How many of those converted?

In any case @JackB99 won't need tens of thousands of leads. One good lead per day is probably sufficient.
 
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billybob99

Free Member
Apr 23, 2013
1,845
644
LinkedIn for B2B is the mutts nutts if done properly.

You will definitely need sales navigator if you want to build a highly targeted list.

When you said you provide SMM I thought this is easy peasy to get leads from LinkedIn - then you said web design and graphic stuff, which now makes me think, jack of all trades.

Before you even dream about reaching out to people on LinkedIn - you need to make sure your own profile is on point. Don't come across as a jack of all trades dabbling in this and that.

Stick to SMM and optimise your profile for this service.

Most people have their name and their job title.

Joe Bloggs
CEO of BS company

Anyone who even glances at your profile should be able figure out what you do and how you can help them.

Same goes with the description.

The beauty of a good LinkedIn profile is that you'll also be in a position to get very hot inbound leads from people that found you in searches etc.

I use LinkedIn heavily (everything from automated message campaigns with several touch points to LinkedIn Ads and everything else in between) - its not the quickest lifecycle from start to finish, leads can take weeks and months to nurture and close but its worth it.
 
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Nick Walsh Studios

Free Member
Apr 12, 2020
162
20
Linkedin great for B to B $6 a click on Linkedin for me at present and your ads starts running almost immediately.

ID: · Sponsored Content $12.00 243 impression clicks 2 0.82%

Linkedin ad platform takes time to learn

Google Ads B to B are very expensive and lots of click fraud, so your ads will be shown in countries you did not ask it for etc , no wonder Google make so much money
 
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fisicx

Moderator
Business Listing
Sep 12, 2006
35,648
10,804
Aldershot
www.aerin.co.uk
Google Ads B to B are very expensive and lots of click fraud, so your ads will be shown in countries you did not ask it for etc , no wonder Google make so much money
Not if set up correctly. I use Google Ads for B2B and pay lot less than $6/click and get a far higher click rate than your example.
 
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To be fair, CPC lead cost varies hugely depending on the keyword, I've seen long tail keywords at £20 plus (on a top performing CTR with a keyword Quality Score of 10). It tells you all you need to know about the quality of the keyword if people are prepared to bid that on it...

Click fraud is a non issue, there are lots of non Google tools to stop the advert showing in other countries and to make sure your competitors, or multi-clickers, don't waste your ad budget.

With these sort of prices the landing page and funnel/conversion process is the key, as it needs to be good quickly in order to not waste a lot of money.
 
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