Two Important B2B Lead Generation Strategies

All leads are not the same. Some will just be enquiries because they are curious about your business but have no real intent of buying your products and services. Others will be quality, qualified leads - people really interested in buying your products and services. You can’t always expect every lead to be converted into a sale. However, here are the two most important B2B lead generation strategies that you can implement.

Exhibitions and trade shows tend to be the most expensive forms of advertising and because of the costs incurred, many companies deter from discovering the opportunities that are present in these trade shows and exhibitions. If you run a business, don’t make this mistake of not getting in front of your prospects by participating in these events. With the right strategy and approach, trade shows and exhibitions can become a lucrative lead generation strategy. In fact, they tend to be themed and so they attract a lot of people who are actually interested in the products and services you offer. The only thing that you need to do is sift through crowds to identify the right leads and nurture them through smart follow-up.

Make use of social networking sites for lead generation. Post and share content, video, info graphics and other relevant information pieces that your target audience is looking for, and then use a social monitoring software to check the analytics and assess what’s performing well so you can improve your strategies. Find out who is interested in your business, nurture those prospects, and convert them to qualified leads. This will take a bit of time because you will need to build relationships with your prospects through conversation and consistent engagement. After identifying your leads, don’t make the mistake of handing them straight to the sales team. Sales professionals generally hurry and that will not serve your purpose. Rather, you can use the services of Odimax because they can identify your leads, nurture them and convert prospects into qualified leads.