Having spent nearly two decades in B2B lead generation, I’ve gained valuable insight into what successful companies are doing to find new customers and boost revenue. Here are some tips that can help improve your lead generation and attract more customers:
1. Lead Nurturing is Key:
It’s essential to pass all leads into a marketing automation system to nurture them effectively. Research shows that the average B2B buyer consumes around 13 pieces of content before making a purchase decision. Marketing automation helps streamline this process by delivering timely, educational content to leads and improving overall efficiency.
2. Marketing and Sales Must Work Together:
With 75% of buyers preferring to research products independently and over half making purchases without ever meeting with a sales team, it’s important to approach leads with patience and clear communication. Don’t rush them into a sales conversation before they’re ready. Ensure every piece of content includes a clear call-to-action that lets leads initiate contact with a sales representative.
3. Tailor Content for Each Platform:
Adjust your content to suit the unique style of each platform. For instance, LinkedIn requires a more professional tone, while platforms like Medium might be more casual and storytelling-oriented. Customize your approach without changing the core message.
4. Mix Full and Partial Content:
Depending on your syndication goals, use a combination of full articles and excerpts. Full content is effective on platforms where visibility is a priority, while excerpts can capture interest and drive traffic back to your main site.
5. Promote Across Social Media:
Syndicated content performs better when shared across various social media channels. Promote your content on platforms like LinkedIn with unique captions to draw in more views.
6. Track and Analyze Results:
Monitor the performance of your syndicated content using analytics tools. Focus on key metrics such as Marketing Qualified Leads (MQLs) and Sales Opportunities to assess how well your content is converting.
7. Build Strong Relationships with Syndication Partners:
Work closely with publishers, editors, and other content creators. Building strong, collaborative relationships increases your chances of getting your content placed on high-quality sites, extending your reach.
8. Refresh and Update Your Content Regularly:
Make sure to update and refresh your syndicated content, especially if it’s evergreen. Keeping it current ensures its relevance and helps maintain its value across multiple platforms.
By applying these tips, you can enhance your lead generation strategy and drive better results for your business.
