When it comes to generating the highest number of high-quality B2B leads, the single best lead generation strategy is simpler than you might think: provide high-quality answers to questions that your potential prospects might have.
Think about all the questions that your prospects, clients and colleagues ask you all the time. Those are the perfect questions that you should be trying to answer on a regular basis. The better job you do of answering those questions, the more likely you will eventually be able to convert them into paying customers. So here are just a few easy ways to put this proven B2B lead generation strategy into motion:
#1: Set up a corporate blog
The key selling point of corporate blogs is that they are the single easiest way to deliver long-form, explanatory answers. Where else do you have so much room to answer questions? In an email, you may have 100-200 words of text, max. On Twitter, you have 140 characters. On Facebook, you have about 100 words, max. But a corporate blog entry can be as long and detailed – or as short and succinct – as you want.
The hardest part of writing a blog is thinking of what to write about. That’s why customer questions are a natural fit for your blog – you have a tailor-made topic just waiting to be written about, and best of all, it’s almost certain that people are going to be searching for that answer online. If your client has those questions, it’s likely other people do, too.
#2: Create detailed infographics
Let’s face it – the Internet has become a very visual place. Think about all the social media platforms that are popular these days – especially Instagram and Snapchat – they’re all about visual engagement. That’s one big reason why infographics have caught on so much – it’s one easy to tell a story in a very visual way. Infographics are best when they’re simple and elegant, but it’s just as easy to create one that scrolls endlessly down a screen – a great way to engage with mobile users who use their fingers to swipe down pages.
Just one big hint here: don’t overdo it with the corporate branding on these images. Nobody really wants to share an image that has your big, gleaming corporate logo plastered all over it.
#3: Hang out on LinkedIn
On LinkedIn, all you have to do is the find the groups of potential prospects are hanging out, and then help to answer questions that people in that group might have. You can put as much effort into this as you want – but since these are going to be highly qualified leads, this is actually something you might want to think about longer than normal and really put your best work into it.
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So there you have it – those are 3 easy ways to put this simple but effective B2B lead generation tactic into effect. So, the next time you head out to dinner with a client, or lead a webinar, keep a private log of all those questions. Maybe they’re not so annoying, after all. They’re going to become the foundation of your powerful B2B lead generation strategy.
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Dane
Dane Cobain is a published author, freelance writer, book blogger, poet and (occasional) musician from High Wycombe, UK. Before going freelance, he worked as a social media marker, now specialising in writing about publishing, technology and marketing.