15 Lead Generation Strategies For B2B and B2C Businesses

Have you ever considered what keeps a company ahead of its rivals? The answer is that they constantly generate sales, day in and day out.

To generate sales, they need to have a steady flow of leads. Unfortunately, generating leads is easier said than done. Many businesses struggle with it. With a plethora of lead generation tactics available, it becomes difficult for them to know which one will work in today’s scenario. Times keep changing, competitors become stronger, and customers become smart and choosy. Hence, businesses need to be at the top of the lead generation game to keep their sales team busy with a steady flow of qualified leads.

Top 15 Lead Generation Strategies You Can Try Out Right Now

This article is for you if you are having a hard time determining which strategies are working right now and will benefit your company. We have researched and compiled a list of actionable lead generation strategies that are working very well at present. These strategies can really help you generate more leads than ever before and are definitely worth trying out.

So read on till the end, learn, and implement the ones that you think are right for your business. Let’s take your lead generation game to a new level altogether in 2023 and beyond.

Note: We have not covered the basic strategies involving content creation, running traffic ads, social media marketing, etc. since we assume that you know them already.

1. Understand and utilize Search Intent

People go on to the Internet to search for various types of information and the reason why they look for this information is called “Search intent“. Broadly, there can be 4 types of keywords based on Search Intent:

1. Informational: These are the words or phrases that people use to look for specific knowledge or information, and also solutions to their problems or questions. “What is Artificial Intelligence” or “How to prepare pasta for dinner” are two examples.
2. Navigational: These are phrases people use to find a particular website or company, like “YouTube” or “Facebook login.”
3. Commercial: These are the search terms people use to investigate goods or services they may be interested in buying. Examples are “best running shoes” or “affordable web design services“
4. Transactional: These are the keywords people look for when they are prepared to purchase or take a specific action, such as “buy Adidas walking shoes” or “Reserve a table at a restaurant.“

You can generate more leads by creating content that corresponds to what your target audience is searching for on various search engines.

It’s important to find out what search terms and phrases your target audience is using, make content that meets their needs, and optimize it for search engines. In this way, you will generate more qualified leads from people who will be interested in buying what you sell.

2. Design high-quality landing pages

Landing pages are an incredible tool when it comes to lead generation. They are made to turn site visitors into leads by getting them to give up their phone number or email address in exchange for some useful information or offers.

Your lead conversion rates will go up quickly if you use targeted Pay-Per-Click ads, Facebook ads, or email campaigns to send people to your landing page. A compelling, SEO-optimized landing page with appropriate CTA should make it clear what the benefit is and what the next step is. Along with this, lead magnets, such as ebooks, case studies, or infographics, can attract prospects to share their details.

3. Post A Captivating Email Newsletter

Publishing a newsletter can be a highly effective way for businesses to generate leads and keep their audience engaged. By creating and sending out regular newsletters, businesses can provide valuable content, build relationships with their subscribers, and ultimately convert them into loyal customers.

Here are some tips for generating leads through publishing a newsletter:

• Offer your subscribers valuable information that they can’t get anywhere else by providing valuable material. Insider information, business news, and instructional material regarding your goods or services can be included in this. You can establish yourself as a thought leader and gain the trust of your subscribers by producing worthwhile material.
• Use Calls-to-action (CTAs) to nudge your subscribers into taking particular actions, like viewing your website or signing up for a free trial. Ensure that your CTAs are understandable, succinct, and aesthetically appealing.
• Segment your email group based on the characteristics or behavior of your subscribers. This will enable you to give subscribers more relevant content that will also increase lead generation.
• Offer exclusive deals and promotions: Offer your subscribers exclusive deals and promotions to encourage them to take action. Discounts, risk-free trials, or early access to new goods or services might all fall under this category.
• Monitor and adjust: Monitor your newsletter’s performance and adjust your strategy as needed. Analyze which topics and CTAs are generating the most leads and adjust your content to match.

By publishing a regular newsletter, businesses can build relationships with their subscribers and generate more leads. By providing valuable content, using CTAs, segmenting your email list, offering exclusive deals, and monitoring your performance, you can maximize the effectiveness of your newsletter and attract more qualified leads to your business.

4. Make use of local SEO

Local Search Engine Optimization (Local SEO) is one of the best strategies to generate leads if your business sells its products or services only in a specific locality, city, or Zip Code. The objective of local SEO is to enhance the website’s content so that it will draw visitors from the target region.

To do Local SEO, you will need to target location-specific keywords that customers in your target market might be interested in.

Let us understand this with an example. Say, you run a grocery shop in the Andheri area of Mumbai and you want to gain online exposure through your website which enables people to place orders for groceries from your store.

In this case, you may optimize your site for keywords like “buy groceries in Andheri” or “grocery delivery in Andheri”. You can also include these terms in your blog, landing pages, and social media posts to get found by prospective customers who are searching for these terms in the Andheri area.

5. Run Contests And Giveaways

This is a really powerful strategy for creating excitement and promoting your business. You can draw potential leads by providing an alluring gift in return for contact information. They are a great option for businesses trying to expand their reach quickly because they can generate plenty of leads in a hurry. Tools like Vyper can help you manage the leads that result from these efforts.

To ensure that the leads you generate are qualified and interested, make sure the prizes you provide are appealing to your chosen target market.

6. Utiilize the power of Artificial Intelligence

The way companies are run has been completely transformed by artificial intelligence (AI), and lead generation is no exception. By analyzing massive amounts of data, finding patterns, and making precise predictions, AI-powered tools can assist companies in generating high-quality leads.

Predictive lead scoring is one way in which AI can generate leads. The AI will first analyze an extensive amount of data to find patterns in a customer’s behavior that suggest that he/she is likely to convert. After this, the probability that a lead will convert into a customer will be determined by applying AI algorithms to the data of each lead.

The business can then focus its marketing efforts on the leads with the greatest potential for conversion. Doing this will eventually result in considerable savings of time and money, leading to higher ROI.

Using chatbots with AI capabilities is yet another efficient method to generate leads. Chatbots can answer commonly asked questions, offer 24/7 customer service, and even qualify leads by posing specific questions. By communicating with potential customers in real-time, businesses can grab their attention and advance them along the sales funnel.

Finally, marketing strategy optimization can be done with AI. AI algorithms can determine the most efficient times to send marketing messages by analyzing customer data. They can also determine the best platforms and messaging to reach potential customers. This can help companies better target their efforts and produce more leads.

7. Implement Exit Intent Popups

Exit-intent popups are an effective way to capture leads that are about to leave your website. These popups appear when a site visitor is about to exit the page and offer them an incentive to stay on the page. By using exit-intent popups, businesses can convert visitors into qualified leads and, ultimately, customers.

To implement exit-intent popups, you can use various tools such as OptinMonster, Sumo, or Hello Bar. You can get people to stay on your site or share their email addresses with you by giving them discounts, free trials, or a lead magnet like an e-book or webinar.

It’s important to be mindful and respectful when using exit-intent popups on your website. Bombarding users with too many or intrusive popups can be perceived as spammy, and can negatively impact the user experience and your brand’s reputation.

To ensure that your popups are effective and positively received, it’s important to test and refine them regularly. By experimenting with different approaches and continuously improving the user experience, you can use exit-intent popups to generate leads successfully without compromising your users’ satisfaction.

8. Create An Online Course

This is the era of e-learning and you can utilize this beautifully to generate leads. Go ahead and develop an online course that anyone can access by registering for free.

Make sure that the course is related to the products and services you sell.

For instance, if you produce or market kitchen appliances, you could provide a free course on how to use those appliances to make scrumptious meals. The course can be promoted through your website, advertisements, emails, and social media.

People who go through the course will understand the utility of your ovens and may end up buying them.

Once people register for free by providing their email id and phone number, you can follow up with them and convert them into paying customers easily, since you have already built a virtual rapport with them through your course.

9. Create A Powerful Referral Program

A customer referral program can be an effective tool for generating a continuous flow of leads for your business. You may turn happy customers into brand ambassadors by establishing a referral program that asks them to tell their friends and family about your good or service.

You can offer rewards, gifts, discounts, cashback, or even a commission to the customers when a customer who they have referred buys your products. This will motivate them to refer even more customers.

You may inform people about your referral program on your social media pages and in emails to past customers. Referral programs always have a better chance of working because they benefit from the trust and support of happy customers.

10. Use Video Content To Engage Your Audience.

Another powerful strategy for engaging an audience and promoting lead gen is video marketing. Videos could be made with potential customers in mind and optimized for search engines to get more people to see them. They provide useful content, like lessons and suggestions, which can help clients trust them and get them to contact the business. When buyers have watched the video material, drip marketing can be employed to keep them interested.

For instance, a fitness company could produce several videos with exercise schedules and dietary advice. These can be uploaded to social media platforms like YouTube and Instagram and optimized for search engines to increase their visibility. This will attract a lot of people toward the company, learn about its products and services, and even join the company’s email list so that they can be notified about new product launches, discount offers, etc. in the future.

The creation of video content is a strategy that can have long-lasting effects. It will enable you to develop a strong follower base for your company and also increase inquiries about your products from them. This will enable you to get more leads over time. If your company hasn’t started video marketing yet, then you must include it in your lead generation plan.

11. Generate Leads From LinkedIn

LinkedIn is the world’s most popular professional social media network with a whopping 900 million members from more than 200 countries. Hence it is a goldmine for finding leads for any company. If you are not generating leads from LinkedIn, then you are surely missing out on a golden opportunity.

The following are some tips for generating leads from LinkedIn:

• Optimize your profile: You need to make sure that your profile is up to date, complete, and optimized with relevant keywords regarding your area of expertise and the industry in which you work. To pique people’s interest in you, use a high-quality headshot taken by a professional photographer that does not obscure your face and a provocative headline.
  
  Remember that no one will trust you if your profile is empty or if you don’t have a photo of yourself on it. Before beginning any activity that generates leads, check to see that your profile contains all of the necessary information.
• Build connections: You will actively need to do prospecting on LinkedIn to identify potential leads who might be interested in your products. Use LinkedIn’s search functionality to find prospects, connect with them, and start a conversation to generate high-quality leads.
• Join LinkedIn groups: LinkedIn has millions of professional groups about almost every industry you can imagine. People actively post interesting content in these groups and also actively participate in discussions. You must find and join the groups that are relevant to your industry and share relevant content and take part in the conversations. This can help you build your reputation and generate leads.
• Run LinkedIn ads: LinkedIn enables businesses to place targeted text, display, and video ads in front of their target customers. You can show your ads to other LinkedIn users based on the country they reside in, the industry they belong to, their job titles, company size, and various other characteristics to generate highly targeted leads.
• Publish content regularly: Create and share useful content on LinkedIn to build trust with your followers and target audience. This will also help establish you as an expert in your field. This will go a long way in building your brand and you will also be able to attract inbound leads.
• Use LinkedIn Sales Navigator: This powerful tool from LinkedIn is something that you must try out. It will enable you to find your target customers based on specific criteria at even a micro level. It also gives you granular details about their job profiles and their activity on LinkedIn, which makes it easier to zero in on your best potential leads very fast.
• Use LinkedIn messaging: With LinkedIn messaging, you can reach out to possible customers and talk to them. But you need to personalize your messages and say something useful if you want to get responses and not seem like spam.

By utilizing these strategies, you can leverage the power of LinkedIn to generate leads and grow your sales and customer base. Always remember that building strong relationships and providing value to your audience is crucial for generating leads successfully on LinkedIn.

12. Use The Power Of Influencers

The use of influencer marketing by companies to generate leads is growing in popularity. This entails collaborating with people who have large social media followings and who can market a business’s goods or services to their followers.

For instance, a cosmetics brand may partner with a well-known Instagram beauty influencer. The influencer may write a post showcasing the company’s products for his or her community. This will pique the fans of the influencer’s interest in purchasing those goods. As a result, the company will attract more leads and revenue, and its brand recognition will also increase manifolds.

For influencer marketing to be successful, the company will have to find influencers whose image aligns with that of the company’s brand and its target audience. It will also have to offer some attractive incentives like discounts on its products or services to entice the followers of the influencer to generate the desired number of leads.

13. Run Remarketing Campaigns

Remarketing advertisements and remarketing lead generation campaigns using emails are very efficient ways to bring in new customers for your company. This is particularly true for companies whose websites have a high bounce rate, or the percentage of visitors who leave the page without making a purchase or providing any personal information. Using remarketing PPC ads, businesses can target these visitors with ads that are designed to get them to come back to the site and do what is needed.

A company that sells office supplies, for example, might use remarketing to reach customers who have shown interest in their products in the past. These ads may provide a discount or other special offers to encourage the user to come back to the website and make a purchase.

14. Publish Original Research

Companies can do original research on topics pertaining to their industry. This research can establish it as a thought leader, build credibility in the eyes of potential customers and generate high-quality leads. They, however, must that the research is done on subjects that their target audience will find useful and interesting.

For example, a company selling solar panels can conduct a survey on the positive effect the panels have on the environment. It can then publish the research in the form of a whitepaper which interested readers can download by providing their contact details via a lead capture form in the company’s website.

In this way, the company can generate leads of people who are really interested in the products of the company. It can then nurture these leads by giving them access to more research or relevant content and eventually converting them into customers.

15. Conduct Webinars

You can use webinars as a way to attract and nurture leads. By hosting webinars on topics related to your industry or niche, you can position yourself as an authority and build trust with your target audience.

During the webinar, you can offer valuable insights, tips, and advice and then follow up with attendees afterward to nurture the relationship and generate leads. You can also use the content of the webinar in other ways, like blog posts, social media posts, or emails, to keep getting leads over time.

Ready to generate leads for your business?

So these were some of the lead generation strategies that you can try out to generate a steady flow of leads. Be creative while implementing these and keep experimenting till you find the strategies that work best for your business. When you find those, your sales team is guaranteed to remain busy all day trying to convert those leads into paying customers!

If you need any help in choosing the right strategies and implementing those, feel free to get on a free consultation call with us. Our team is highly experienced in generating leads and they have all the knowledge and tools to help you out.

Till then…have fun generating leads!