What is B2B Lead GenerationJun 01, 2021
If you're looking to know exactly
generationis, how it works, and how you can use it to meet your dream clients, stick around because we're going to answer all your questions in this video. here make sure to give this video a like subscribe and turn on notifications if you want to see more videos like this and let's get started now the first step is to define exactly
generationis and the definition we are going to do. usage is the process of getting companies interested in learning more about your products and services before they make a decision and that's essentially taking someone who has no idea who you are correct and educating you or has some kind of process to get them a little bit interested so they can have a conversation to see whether or not it makes sense to work together and of course when I talk about b2b business development I mean specifically when one company wants to do some kind of trade with another business this is very different from b2c which is business to consumer business to consumer like you're walking into a Nike store and you're buying yourself some sneakers you know that's not what we're talking about we're talking about selling commercial products to business people, so let's go ahead and talk about the different lead generation methods you can use to generate these leads and get businesses interested in buying your products and services, the first one most of you use. they may be familiar with, especially if they are in sales. or business development is outbound lead generation this is when you typically reach out to another company to spark some interest either through LinkedIn cold email or cold calling and essentially for these methods you are By communicating with someone's code, which means they don't know who you are and what you know within their first impression, you need to get them interested so they want to learn more about your products and services.
Now, the exit is a little more difficult because he is approaching strangers. It is not a reference, it is not a friend who recommends it. uh it's not like they look at some kind of marketing or website they have no idea who you are and so you're trying to build interest through cold calling email or linkedin now the second type of lead generation that you can use in a b2b environment is actually inbound lead generation this is when you are using things like youtube videos blogs instagram linkedin articles being featured in forbes or any other post and that's when prospects they come to you right when you post content that people are already interested in.
The way they raise their hand and say I'm interested in what you have to offer and then from there if they catch your email or have some way to set up a meeting to talk to a salesperson, well that's a prospect inbound, so let's say outreach, for example, which is a sales enablement software company, they help people send emails with codes and set up meetings and things like that so someone wants to reach out. any kind of pdf white paper or any kind of marketing material you would have to put in your name and company stuff and most importantly your work email address so when you put in this information you know that it's included in their marketing database and you become an incoming lead and once you provide your information like the name of the company you work for, access email and your title and things like that, it's You'll assign a salesperson that lead and they'll follow up. you and try to book a call to see whether or not you want to buy your most expensive products and services and in terms of say youtube marketing so let's say for outreach again if someone watches this youtube video it lets you know 100 000 views if you want to know more about this company you click the link in the description and then that link will take you to, say this is a home page where you can see some sort of demo to get this demo um what you got what all you have to do again is put your first name, last name, company name, work email address and that would be an incoming lead so after you know this person views the video they are somewhat qualified and the seller might say: hey, this guy saw the video or this girl saw a video, so they are interested.
Let me try to follow up with them to see if I can set up a meeting and then sell them something good. Basically, this is how inbound works. Because you know people are coming, they already know who you are and what value you bring now, the third form of lead generation is actually paid advertising. third pillar because when you're advertising it's not like people are coming to you it's not really inbound it's you have to prospect and you find these people who have no idea who you are but instead of sending them a cold email it's like get them to watch a video like a youtube ad or a facebook ad or you have some kind of sales copy or something so they click the link and go to your website so paid advertising could be anything thing from facebook ads instagram ads google ads basically any platform where you are allowed to run ads that are a form of prospecting to generate leads and then from that ad the overall goal is to drive them to your site web, capture their email address and put them through their sales process and ultimately a salesperson will be on the phone to see if you are qualified to purchase their products and services. the goal when it comes to a b2b sales environment is to book a meeting and follow them through the sales process, so if you're selling something expensive, whether it's in the thousand dollar range two thousand three thousand five ten thousand even fifty thousand usually before a company makes a buying decision, you need to talk to someone on the phone or meet them in person because you need to trust that person and trust that company and see if you're really going to get value because you're spending a lot of money on your offering and it's so the overall goal of lead generation is usually to schedule a meeting with a sales or business development person or someone they need to talk to before they actually make the decision to buy now if you are, say, a sales person or business development or maybe you're a proper entrepreneur you don't have to specifically do just one form or lead generation and that's what people normally start with one when they get it going they can branch out to other things for example lets say if you are a software company you could reach out to everyone with cold email and get some customers that way once you understand why people are buying maybe you can run ads and try to find more people similar to the ones that bought your products and services right and then from there maybe you want to write some articles on Forbes or maybe you want to start a blog and you know how to do some SEO marketing and get more people into the funnel but you finally know if It's outbound inbound paid advertising, the goal is to funnel them into your sales process, which is the meeting book, so that you have a mechanism to generate revenue for your company in exchange for the value you're providing to your customers. look at the basic sales process, it's lead generation, whether it's inbound and outbound paid advertising, booked meeting with a salesperson who has an opportunity to close the customer, and finally the right close, follow up on the deal, and finally closing the deal, so that's essentially like a basic sales process, most companies you know will generally now have an important part of lead generation: understanding what a qualified lead is and what a qualified lead actually is. good sales opportunity so just because you're booking a lot of appointments doesn't mean you're using your time effectively because let's say in a month you might have 50 meetings ok which is quite a bit now if you get out of those 50 meetings if no one buys then it doesn't matter how many meetings you have because these people aren't even qualified to buy your product and service which is why whatever lead generation method you are using there needs to be some kind of qualification before a salesperson to reach out on the phone because the better the lead generation process, you know it makes life easier.
The seller is right, because if someone is really good, they are ready to buy, they understand their problem, and they just need to talk to someone and move on. Well, the seller doesn't even have to sell anything, he just takes the order. very easy, but if the customer has no idea what you do, who you are, they're just in the meeting for no reason, and the salesperson you know is having trouble selling to them or showing value, well, it's hard to sell because the prospect isn't it is. ok so you know whichever lead generation method you use have a way to properly qualify the lead if you are doing outbound lead generation try to have some kind of ideal customer profile that has a high probability of make a buying decision now if you're doing paid advertising, you want to make sure that the person you meet has to go through a lot of filters and qualify themselves and share their budget and their problems and things like that before they even take the call with a seller, that's why. you are shortlisting people so you can save a salesperson time so know not all leads are the same it depends on where the lead is coming from how they got there many times inbound leads are much better than outbound leads because they are really cool but you know every business goes boom and with that being said it is b2b lead generation in a nutshell if you enjoyed this video make sure you like it subscribe and turn on notifications and let me know know.
What's the number one thing you learned in this video and share it in the comments with that said my name is patrick dang and I'll see you guys in the next one.
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