What most entrepreneurs always want is that their website be able to bring them business. Many of them confuse leads with inquiries. So let me first take you through the what exactly is a lead and what are the techniques that help you in leveraging your B2B lead generation. Lead is basically a visitor on your site, who can become a potential customer. Your website must be capable of turning your visitor into a customer. Anyways, your website must be strong enough to generate quality leads. After all, you cannot afford to waste a chance when you already have a visitor who can potentially be your customer. That is the main reason you must have strong strategies that help you leverage your B2B lead generation. There are 3 simple steps that will help you enhance your lead generation.
1. Customer Magnet Website
The first and foremost thing you need to do is drive maximum traffic to your website. You must ensure that your website has everything that the visitor is looking for. This will happen if your website has good quality content. Content acts like a magnet for customers. The better the content, the more it will attract the customers. Make your website content such that it is of some value to your prospective customers.
So, what should your website content have? Well, it is simple. You must first understand that when visitors land up on your website, they are looking for something valuable. That means your website content must answer their questions. Secondly, it is necessary to come high on search results. This will require you to optimize your content in a SEO friendly way.
If you are able to get 25 visitors in a week, you will manage to get 100 in a month. However, you cannot expect all the 100 visitors to turn into prospective leads. Hardly 20 out of 100 would be your prospective customers. That is why, if you want to enhance your lead generation, you must necessarily ensure that you have more visitors on your website.
Keywords also play an important role in determining whether you will be able to attract more customers. If you are not aware, people land up to your website by searching specific words. These words are referred to as keywords in the marketing terms. There are tools which tell you which keywords are popularly searched and which will get you maximum visitors.
There are yet other ways to drive more traffic to your website. May be you will want to advertise your brand and website on other websites which have high traffic and page rank. This can improve your online presence and help you in increasing the traffic on your website.
You can also use different social media platforms to promote your website. It works through viral marketing or word of mouth advertising. This can definitely be highly beneficial for promoting your website and attracting maximum number of visitors. Try guest blogging on different sites with high page ranks. PPC and SEO are the most common techniques used today.
2. Lead Optimization Process
Once you have build a good, in fact, great website, it is important that you design a simple path for your visitors. One thing you must always remember is that your visitors do not have patience. Therefore, you will have to literally spoon feed them to take a particular action. Making them wait can be hazardous. It is like irritating them. And once they get irritated, they will never want to buy anything from you. This means you are at loss.
So, how can you optimize the leads? It is simple. This process usually includes the designing and content of your website. It is important to make testimonial for people to read the reviews. No body wants to buy anything from an untrusted source. Providing them with testimonial will push them a step forward to take the decision. Moreover, it is also important that you give every single detail of who you are, what you do, what you aim at, blah blah.
It is also important to create good landing pages. Make sure you have an easy navigation. This will make them put an enquiry.
3. Conversion Strategy
After you managed to get the lead, it is time to do some serious work now. The most challenging task is getting the lead converted into a customer. Most of the B2B companies have a dedicated sales team to do this task. It requires great efforts to ensure that you sell them your product after they become a lead. This will determine the success of your website as well as the potential of your sales team.
