How to generate leads in B2B
Obtaining quality leads or the ideal lead in a marketing or sales company is the primary objective of more than 90% of the professionals in this area.
On one hand you can generate B2B leads which means business/company leads or generate B2C leads where the potential customer is a single consumer.
To obtain either of the two, you must have an excellent marketing strategy that is adapted to the final objective.
B2B leads or B2B lead generation is the main business to business (B2B) marketing objective and we will see what strategy is used to obtain and generate quality leads. Click to read more about B2B marketing.
Leads, the goal of B2B Marketing
When we talk about leads, we refer to potential customers that can become a consumer and in the near future a regular customer. In the case of B2B leads in B2B Marketing we do not refer to a single person, but to a business or company as a whole.
That is, we do not say that Luis Perez is our potential customer, we say that the cosmetics company RedRose is our potential customer.
In B2B Marketing the main objective is focused on generating a portfolio of consistent and lasting leads, where quality is always more important than quantity. In the case of B2B leads, we already have the contact information, such as email and telephone, within the database, the purpose is to convert them into consumers through marketing strategies.
Converting a portfolio of B2B leads into consumers takes a long way, where good communication between both sides is of utmost importance and the potential customer becomes the target to nurture, care and maintain.
To obtain leads in B2B Marketing you can buy the customer portfolio or generate them from scratch with campaigns and professional strategies such as Inbound Marketing or Content Marketing.