Websites have many functions. And if you’re a B2B marketer, one of those functions is lead- generation. After all, you can’t sell ‘em unless you bring ‘em.
Would you like to capture more leads? Of course you would. And websites offer brand marketers a plethora of lead-capturing opportunities. Naturally, the more you seize, the greater your chances of luring new prospects. While the choices abound, there are three lead-capturing strategies that no B2B marketer can afford to ignore. Here they are in no particular order.
Ask and You Shall Receive … Usually. It’s amazing how many marketers fail to venture forth and ask existing customers and prospects for certain things. Like referrals. Or how about the ever-popular ‘like me on Facebook’ or follow my brand on Twitter. And who would dare underestimate the value of a glowing endorsement slapped on your website? You might not get a ‘yes’ with every request, but those who respond will be paving your path with gold.
Educate. B2B marketers are among the world’s premier teachers. And the lesson you’ll impart is why your product or service is a must-have. Your website is perfect for filling them in. Once visitors absorb the reasons, they’ll be much more likely to surrender their names.
Integrate. Don’t think of your website as a solo performer. Lead-generation is best carried out as part of a group. So be sure to integrate your website energies with all of your other lead-generation efforts, such as direct mail and telemarketing. United you stand a better chance of grabbing quality names.
Remember, it’s what you know, not who you know. Leads are one thing. Conversions are another. Until those conversions happen, you’re just sitting on a mountain of names. This will remain untapped potential until you flip the right switch.
You’ll flip the right switch once you know your prospects top to bottom. Their interests, likes, dislikes, etc. Only after you’ve profiled sufficiently can you sculpt your messaging into a form they’ll connect with. Once this connection is made, you can look forward to a wave of positive responses.
If you have any questions or comments about online lead generation for B2B marketing, or about any brand-related topic, feel free to send them our way. You can connect with the Young Company team at 949-376-8404 #4033 or firstname.lastname@example.org. And be sure to follow us for the latest brand marketing news and tips.