How to Generate B2B Leads When Your Budget is Low
A continuous stream of leads means that you have a platter to select from where you get to choose with clients that you like. When businesses suffer due to a lack of revenue, there is usually some problem associated with their lead generation methods. While there are a lot of methods that businesses can use to generate leads, it makes sense to use just 2-3 channels so that you can be really good at it and reap the maximum benefit from it.
While LinkedIn is one of the most popular methods to generate B2B leads, both small and high-ticket clients, no one will discount the power of an email list of customers. There are certain businesses for whom it might not suit using LinkedIn, Facebook is also a lead-spinner if you target the audience correctly, which is why Facebook ads are cash flow the most profitable lead generation method for certain businesses.
Another professional that we spoke to is Aashu Aggarwal, Head, Sales and Operations at BluePi Consulting, a technology company. “Referrals worked well for us because the leadership team at BluePi had connections with the industry. LinkedIn has been a great source to get leads too. Conversion rates are low whenever we have mass emailed a list of contacts.“
2. Sharing value through webinars- The best thing about webinars is that the ones who have signed up for it have a greater chance of converting because they already know you and there is a sense of familiarity. Remember that lead conversion usually happens when the leads are motivated to take action. The registrants to your webinar are people who want to know more about the topic you are talking about. Many of the webinar attendees are usually there to research your offering too. The chances of converting the sale are high when they like what you offer and the webinar helps to establish trust.
“To generate leads, we rely a lot on webinars not only because they are cheap but you get to engage with a highly-targeted audience. If you do webinars on a consistent basis, it helps in building your brand value as well since you are giving away knowledge for free. We use Adobe Connect and Go-to Webinar to conduct webinars,” adds Aashu.
Vaibhav Sisinty, Manager, Marketing and Partnerships at Uber and a Marketing Consultant has this to say about generating B2B leads-“Businesses have been using multiple techniques, some of which entail buying expensive tools. Startups cannot afford some of these tools, which is why you need to employ hacks that reduce the time taken to find a lead and is easy on the pockets for bootstrapping startups”
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3. Automating the B2B lead generation process with tools- To avoid wasting time and increasing the speed of your sales process, it is smart to invest your time in learning tools that can help you collect leads. Some of these tools even segregate your leads based on various demographic and behavioral factors so that it becomes easy to collect leads, filter them and send drip emails. Some of the most popular automation tools used are LeadFuze, Leadcandy, InfusionSoft, Marketo, and more.
“I have consulted multiple B2B clients and the entire process of lead generation was automated where I used tools such as BuiltWith and Phantombuster. BuiltWith gets the data of the tools that e-commerce websites use and has a lot of other features that help with marketing and lead generation. Phantombuster allows you to get data from domains to various social media profiles. You can then automate sending emails using Milkshake, Woodpecker, and other tools,” adds Vaibhav.
Varun Biyani, Co-Founder and CEO of SuperProcure, a logistic workflow management company, spoke with Entrepreneur on building a B2B lead generation strategy. “LinkedIn has helped us, especially being active on groups that are relevant to our niche. But in the Indian context, if there is one way to get clients, it is by building relationships,” says Varun.
4. Attending trade and networking events- There are a lot of networking events that happen, most of them revolving around a niche. You can find potential leads at such events where you get to talk to the attendees. There are even associations that have a close-knit group of vendors, buyers, and sellers thus promoting business relationships among themselves. Access to such associations comes with a fee and some of the features associated with them are exclusive discounts to events, a chance to get a booth at an event, membership logo on the website, directory listing, access to webinars, access to research materials, and so on.
5. Partnerships- Are there other businesses that have a product that acts complementary to yours? Then tie up with them if your business values match so that you can recommend each other’s services to your clients. This will help your business leverage the contacts of another business. “Logidots partners with products that are complementary to it. This way, we reach out to their customer base as well who might be looking for our solution too. We created a WordPress plugin and listed it in their directory. It gave us a lot of exposure. To generate B2B leads for your organization, partner with fellow businesses to get access to their customers,” adds Anand.
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Great summary. Budget control is an essential element in planning and monitoring marketing tactics. All five tactics mentioned in the article can integrate well with an Account Based Marketing strategy. With more precise and focused target audiences, the marketing team is able to keep producing high quality and effective marketing tactics while balancing budget. We recently published a post (30 second read) about ABM: https://www.dhirubhai.net/feed/update/urn:li:activity:6840898185527910400
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3 年Amazing Jake Cowan
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3 年I appreciate you sharing the knowledge Jake Cowan! Interesting and worth implementing in businesses.
Content Strategist @ #samsales Consulting
3 年If implemented well, you will fall in love with these lead generation tips.?Worth 5 minutes read for me!
Amateur Investor | Wannabe Podcast Host | Mediocre Business Operator | Kickass Professional EOS Implementer | Helping Teams Crush Their Goals | Turning vision into reality, one business at a time!
3 年Great tips you got there, Jake. I know this will help a lot, especially on a tight budget.