7 Insanely Effective B2B Lead Generation Strategies
If you're not generating leads on your website, your business will eventually run into some problems.
I get it. Your company might not have “get more leads” as a specific goal for 2018, but generating leads equates for around 66% of organisational goals, which is a statistic that speaks for itself.
A lot of marketers rely on multiple channels to acquire as many leads as possible, but in most cases, it’s not working as well as they’d like.
According to the B2B Marketers Community, finding high-quality leads are what B2B marketers struggle with the most!
There are a number of strategies and tactics you could apply to generate more leads fast, but if you’re a B2B marketer you know it’s the quality of your leads, not the quantity, that matters most.
Any lead generation strategy also implies that you have an E-mail sequence in place, or at least some way of following up with the people who give you their contact information.
This is why having an Email marketing strategy in place is extremely important.
It enables you to nurture and engage your prospects, and continually stay top of mind.
But, to really stand out from the crowd you need to do something extra.
You need to create something that truly delights your visitors - something that people really want to get their hands on.
How can you do that?
In this article, we're exploring 7 little-known ways you can generate massive amounts of leads.
We’ve scoured the web for some of the most creative and innovative tactics to help you reach your goals - and compiled them in a neat little list for you to read.
We hope this will give you a few ideas of what you can do yourself to get more high-quality leads and generate more business.
Ready to dive in? Let’s go…
#1 - Exit Intent Popups
So, what's special here is that Patel uses geo-targeting, dynamically changing the city he mentions in his headline to where you’re currently located.
In my case, it’s Stockholm.
Geo-targeting can be a little unstable sometimes depending on the provider you choose.
If you want to do this on your own site, make sure to keep an eye out for unexpected results, because you don’t want it to display “Bangladesh” when someone is actually browsing from New York.
Neil Patel is doing this in an Exit Intent Popup, but it could also be used on any landing page.
#2 - Generate Leads from Youtube Videos
Video is one of the most effective marketing tactics currently out there.
The brain can interpret visual elements 60,000 times faster than text, and you could increase your conversion by 80%, just by adding a video to your landing page.
What if I told you that you could generate leads from your own embedded videos, on your website?
If a user is watching a live demo of your product, you know they’re interested and engaged. This also means it’s also a perfect time to display a Conversion Widget, asking them to take the next step.
Interested in collecting leads from your video viewers? This is currently an experimental feature for Triggerbee but click here to book a personal demo and gain early access to this powerful marketing feature.
#3 - Membership sites
Thousands of membership sites are scattered across the web. Whether it be niched forums or full-blown social networks, most people like the idea of being a part of something bigger than themselves.
If you can tap into people's urge to fit in with the crowd, you’ll soon notice it’s one of our most primal instincts.
The guys and girls over at digitalmarketer.com know a thing or two about marketing. I mean, it’s not only run by marketing pros but built with and for the same people in mind.
To get in, you actually have to fill out an application, and they’ve made it a truly remarkable experience by making you feel explicitly chosen when you get that last e-mail from Ryan Deiss who tells you that you’re accepted.
Disclaimer: It’s actually a paid membership, so everybody is “in” if they’re willing to pay the membership fee - which you are prompted to do right after you get accepted.
Nonetheless, it’s still a great marketing tactic which I believe works very well.
They combine the use of social proof and authority to make you want it even before you’ve ever typed in your contact information.
Go check it out at digitalmarketer.com
How you can use it:
Any type of content that is locked behind a login could be considered “Member only”-content - thus making a small portion of your website a membership area.
You can utilise this by creating unique content which you only send out to your users, or perhaps even clients.
By producing unique content for your “members”, you impart a feeling of exclusivity and make them feel very special and privileged.
#4 - Conversational forms
Forms are one of the few things that haven’t changed in many years. Sure, the styling has gotten better, but the functionality is roughly the same…. Until now.
At Triggerbee, we first heard about conversational forms in a presentation at one of Sweden’s largest digital conference - Webbdagarna.
Our initial reaction:
It’s basically a script you add to your website to make your forms act like a chat module.
Instead of presenting all the form fields at once like a normal form does, it asks you a series of questions that allows you fill it out one field at a time.
It’s pretty neat, so go check it out.
How you can use it:
Replace your normal forms on your website with conversational forms to create a more interactive experience for your users.
#5 - Facebook Messenger Bots
Being able to generate leads with Facebook Messenger is pretty new, but this means it’s a big opportunity.
It’s often the early days that generate the biggest results.
The first time I stumbled upon this was just a few months ago when Frank Kern posted on his Facebook page, saying:
“Hey, if anyone wants a downloadable PDF of how to get more clients fast, just register here”
Being the fanboy that I am, I immediately clicked the link thinking: “yass free stuff”.
Lo and behold, a minute later, Frank Kern sent me a message on Facebook Messenger where he asked me if I wanted to download his freedom multiplier book.
It was an automated message, of course, but it surely felt more accessible and easier than going to my inbox, confirming my submission, and then 5 minutes later receiving a link to the e-book.
Facebook Messenger could be a really powerful way to keep in touch with an audience that spends a lot of their time on their smartphone.
Use it as a complementary tool or instead of a service like Mailchimp. Offer your audience a content upgrade or the usual E-book to get their information, but send it through Facebook Messenger instead.
But wait, why smartphone?
When you’re sending someone a message on their smartphone, a chat bubble appears on one side of the screen with that person’s photo.
When you’re sending someone a Facebook message while on a computer, they only receive a message in the bottom right corner of the screen.
Considering our modern day behaviour, it’s much more powerful if you can tap into automated habits - and the messenger bubble is one of them. At least for the younger crowd.
Since the conversations on messenger mainly consist of short stabs of text, like “hey, whats up?” or “guess what I just did”, it’s most likely not a place where you can write long-form content.
If you can shorten it down to “Hey, here’s a new article. Wanna read it?”, you’ll probably do alright.
The first time Digitalmarketer.com tried a Facebook Messenger Bot, they saw a 400% ROI in the first week!
#6 - Quizzes for lead generation
Most people think long forms or long content is the ultimate fear of every person using the internet.
Especially when it comes to generating leads.
In fact, studies show that your conversion rate drops by about 25% for every field you add to a form.
What if someone told you, it all depends on the audience?
We’ll go out on a tangent here, but let’s say you’re opening up a steakhouse and you get to choose one feature or benefit to help you rise above all the other steakhouses in the area - or the world… What feature or benefit would you choose?
Real unicorns serving BBQ spiked on their horns?
That you can be the only restaurant in the world allowed to serve Kobe Beef?
All of the above would surely drive a good crowd to any restaurant, but there’s one thing that actually would outmarket, outsell and outperform all of these answers combined:
A starving crowd.
If you could be the only restaurant in the world with a stomach-growling crowd, they would line up for miles even if you only served roadkill.
Luckily for personaltrainer.com, their main audience is that starving crowd. Literally.
Here’s the deal:
A personal trainer is probably one of the last resorts for many of us.
We try all kinds of diets or pills, and we read articles about foods that melts fat away, but we still don’t get the lasting results we desire.
That’s when we realise we need some help.
And this is when we are prepared to fill out the longest form in the world, as long as it helps us get to where we want to be.
#7 - Contests
It’s one of the oldest tricks in the book - but also one of the most effective.
Running a contest implies that you have something to give away, but that often solves itself if you have any good business partners or contacts within your industry.
Back in 2005 when jobline.com changed it's name to monster.com, offered Swedish students to pay off all of their student debt, they received over 276,000 leads within a couple of weeks.
One of our customers, Visauppskattning sells gifts for companies to give away to their employees. They ran a contest during Easter (which by the way is a very popular holiday here in Sweden, because, well… candy) where they gave away an easter egg full of chocolate to the one person that could motivate why they should win.
The result? Around 20 leads.
I know what you’re thinking...
“20 leads? That’s nothing!”
How about if you could generate well over $10k from those 20 leads?
Around 40% of the people who signed up for the contest later went on to make a purchase of at least $100, and a few even bought gifts for over $1,000!
This goes without saying - you don’t need a lot of leads to generate revenue. You just need the right kind of leads.
Running contests can be extremely efficient and lucrative, even if you probably won’t collect tens of thousands of leads like Monster did (unless you’re quite a big brand).
However, there are a few things you could do to supercharge your contests, and a great tactic is using a little urgency to make people act faster.
Adding a countdown clock to any of your popups or landing pages that you use to present your contest could increase signups by as much as 322%!
You’ve learned about 7 ways to generate leads, all which are very effective if done right.
Now you just need to find a strategy that works for you and your business, so don’t simply copy the examples mentioned above without giving it some extra thought.
Generating high-quality leads isn’t always about the tactic itself, but also brand recognition and authority in your space.
And last but not least, make sure to offer your visitors something relevant! If you don’t, someone else surely will.