B2B Lead Generation Basics
The nifty team at Duct Tape Marketing has made a nice basic explanation of the basics of lead generation. Lead generation is the core of any B2B marketing strategy, and our team here at Addion are absolutely world-class lead generation experts.
From Duct Tape Marketing
Marketing is a broad term that encompasses a number of channels and approaches. Advertising is just one of them, and in our increasingly digital age, it can sometimes feel like a tactic of the past. However, when advertising is used properly, it can become an effective lead generation tool.
Below we’ll take a look at both online and offline advertising and explore the best ways to harness each approach to generate leads.
Online ads are a highly effective way to generate leads because you’re able to collect and access so much information about your customers when they interact with you online. And the major players in the online game are making it easier than ever for you to create online ads that are highly targeted.
Facebook and Google are the two major players in the space, and they offer small business owners all sorts of opportunities to better understand their current users, find new potential clients, and generate leads and conversions. They do this by providing highly-granular analytics on all of their users and by allowing you the opportunity to customize your advertising approach and target market.
There are a few critical steps any business owner should take before starting an online marketing campaign to ensure they’re going to get the most out of their approach.
Know Who Your Customers Are
You can’t possibly know who you should be targeting without knowing the demographics of your current client base. How old are they? Where are they located? What’s their income level? This is the kind of demographic information you should be collecting on your current clients. You can also get information on prospects with tools like Facebook Pixel, which allows you to track visitors’ behavior on your own website so that you can send them targeted ads on Facebook later.
Go After Your Audience
Once you understand more about the people who already use your service or have expressed interest in your website, you’ll want to go after those specific people with online ads. Facebook and Google also make it easy to target people who might not have encountered your business yet, but are similar to those who already interact with your business. Facebook’s lookalike audiences allow you to present your ads to those who have attributes that are similar to people already on your mailing list. And Google Ads allows you to advertise by location, while tools like Google Local Service Ads put you in front of potential leads right as they’re looking for the service you offer.
Track Your Results
Google and Facebook both offer robust analytics on how many people are seeing your ads, whether they’re then visiting your website, and if that is resulting in a conversion. You should be keeping regular tabs on these analytics so that you can easily catch and solve an issue, or jump on a successful approach and amplify that across other channels.
Testing Makes Perfect
Based on what you’re seeing from the analytics, you can go in and make strategic changes to your approach. A/B testing is regularly used in website design, but the principles can be applied to advertising as well. If a campaign isn’t succeeding, make a change. This might be a change to the content, the delivery method, or the demographics of those you’re targeting, but whatever changes you implement, make them one at a time so you’re able to see how each change moves the needle on the campaign. If you hit on a successful tactic that results in leads, apply that across your other channels. The beauty of online advertising is that if something isn’t working, it’s possible to change it quickly, easily, and without great cost.
While there is great value in creating effective online advertising campaigns, a robust advertising approach will also incorporate offline ads. And while you may not have the specific analytics to see precisely how your offline ads are performing, there’s still immense value in investing in print, television, radio, and direct mail.
With offline advertising, there’s usually more upfront cost involved, and once a print ad or radio spot is out there, you can’t make modifications. All of this means that there’s value in taking more time up front to be strategic about your approach–you really can’t skip the research step here.
However, many of the same basic principles from online advertising should also be put into use offline.
Identify Your Medium
Different types of customers will interact with different kinds of offline media. That same demographic information you needed to establish a successful online campaign can help you to determine the type of offline campaign that will afford you the greatest reach with the types of customers you hope to find. If you run an auto repair shop, it might make more sense for you to create radio spots, as people tend to listen to the radio while they’re driving. If your target customers are millennial men, consider running your ad during the college football game on your local sports network. Understanding your customers allows you to hone in on a broader audience that will likely have a similar interest in your product or service.
Think Outside the Box
It’s more difficult now to approach offline advertising because a lot of people are conditioned to ignore it or have the means to avoid it entirely (DVRs and streaming services, for example, allow you to skip commercials entirely). This means you’ll need to get creative with your approach. Forget the 30 second radio spot; have you ever thought about texting as advertising? There are lots of possibilities out there, if you’re willing to think beyond the traditional. Hiring an advertising professional is a worthwhile investment because they understand the landscape, the latest trends, and can create a campaign that really stands out.
Create Your Own Analytics
It is possible to get a broad sense of how your offline advertising is being received. While it’s not the same as the incredible detail you can get from online analytics, you can get useful information about how your campaigns are playing offline. If you’re launching a new print or direct mail campaign and include an offer, provide a unique code that allows you to track how new leads who approach you came across your business. There’s also value in creating a brief survey for those who sign up for more information on your website. Simply asking “how did you find out about us?” and listing your individual offline advertising efforts below can provide you with insight into where leads are coming from. Armed with this information, you’ll be able to focus your efforts more on the medium that’s working best, and over time can gain insight into the campaigns and approaches that prove most fruitful.
No matter what advertising approach you choose to take, understanding the results of your advertising efforts is what’s going to lead you to create more effective campaigns in the future that will generate more and more leads. Taking the time to know your audience up front and gather more information as the campaign unfolds will empower you to make the most out of your advertising approach.