Top 8 B2B Lead Generation Strategies For 2024 (B2B Marketing)
let's be real for a minute nobody really enjoys
lead generation but it's something we all have to do a constant supply of leads is what keeps
our business growing it's what keeps our business alive i remember one of my first ever
sales mentors said to me jordan if you want to be successful in sales the secret is you need to
always have a warm bubbling pile of leads in your pipeline at any one time and that could not be
true and i say that as someone that has scaled up to seven figure businesses but i'm not gonna sit
here and butter this up for you lead generation is time consuming and it's pretty monotonous but
it doesn't need to be difficult in fact it's very easy when you know the places to look and it's
also something you can very quickly outsource within your agency but i'll touch on that later
on in today's video today i'm going to show you the best ways for you to generate leads for
your agency right now in fact you can apply this to pretty much any business to business
business that you may run now or in the future so let's jump onto the mac and i'm gonna show
you these strategies so the first tool we have is the big g is google's now google of course
is the most popular search engine in the world there really are not many companies out there
that you cannot find using the platform so we're new start agency we're reaching out to
local brick and mortar companies google is without a doubt on the best places for you to
lead gen so let's say we are reaching out to tradesmen when we're starting out maybe brick
layers what we want to do is we want to go niche and then location so restaurants norwich
or restaurants london wherever you're based and we're going to do bricklayers in norwich
the first thing we're going to see is the google maps results we're going to come back to
this in a moment these are really really useful we're going to scroll down and actually see
the google search results okay based on seo these are going to be national companies
on the first page but these are great resources for us to actually find directories for
the niche we are searching for for example with laborers that say bricklayers for example gumtree
yell checker trade mybuilder.com rated people these are all directories for those individual
niches so straight away we can see a whole bunch of different companies on yell.com okay we've got
literally an endless amount of brick layers here in the local area and i can add these to my lead
list on maybe google sheets or whatever crm system we are using so we can go through there and we
can actually qualify those leads same again for gumtree we can see maybe actually gumtree there
really isn't that many we've only got about four results on there but again we can have a look at
those checkertrade.com this is a place where you can vet traders out there so there's our industry
a great directory my builder probably the same and rated people the same principle then we've got
a whole bunch of leads so make sure you check those national directories on the first page
because they're a great place for you to find leads initially but if we go over to maybe the
third page of google or the second page we're going to start to see local companies ranking
on the platform as well so here we've got east angular brickwork now let's go back to google maps
so google maps is an exceptional place for you to find local businesses now we've got all the brick
layers listed in the local area that are listed on google maps they have to be registered with google
maps to actually be on here but many companies do especially in this industry if we click on any
of these so if we click on abacus brickwork for example we can hit the save button here and then
actually add them to a lead list directly on google we can come back and reference that later
and then transfer them over to our actual lead list or crm system now just to show you this is
not just for that niche we've got restaurants okay and if we zoom out here we're going to see
all the restaurants in the local area as well okay so in the city centre here we've got a whole
bunch of restaurants we can go through this list and we can add them to our lead list so
google maps is your friend with local brick and mortar companies make sure you use
it another place to look is our trusty friend facebook i don't know why i keep saying why am
i talking about friends google is your friend facebook is your friend they're just platforms
right and they're great so let me just get myself logged in we can use facebook in the exact same
way that we can use google loads of companies are listed on facebook platforms if we hit
the search button on the left hand side here and we go across and let's do the same principle
brick layers norwich we should if we go down to pages be able to find some companies okay so we've
got gold bricklaying lj brick works um bricklayers dp bricklaying so on and so forth you get the
picture okay add these to your list and qualify whether or not they are suitable for you we can
even search by location okay what i would also recommend you doing is checking facebook groups
there are a whole bunch of groups on facebook millions upon millions of groups on facebook that
are niche specific to individual industries right so let's say we were doing bricklayers in norwich
do we have anything specific for that no but we do have tradesperson and services recommend
okay so this is going to be a group a whole bunch of different companies who are in trade in
norwich or norfolk and i bet if we actually do trades men knowledge we will find much better
groups out there as well norfolk trader 3 600 people okay we get the picture okay now we can do
this for any other industry as well dentists uh uk maybe we can also go just kind of national wide
as well if we want to find kind of more companies because the more niche we go the less likely we
are going to be able to find these big groups so we've got the dentist uk four dentists by
dentists uh we've got overseas dentists uk dentists dentists on facebook you get the picture
guys facebook groups are an exceptional place for us to be able to find a bunch of really warm leads
for our agency when we're first starting out but we have to be very tactical in the way that we
use facebook groups we can't just join a group and start putting out loads of sales messages
because what we're going to do is we're going to get kicked straight out of that facebook group
by the admins many of these groups have rules where you're not actually allowed to sell in those
groups at all and so the key is to give without expecting anything back start building yourself
as an authority in that industry inside of that group so maybe put out a value post once a week
just start off with that something nice in life once a week in each of these groups start putting
out value to that audience maybe giving them some marketing tips or responding to people's comments
inside of that group just show yourself as a friendly face and then make sure your facebook
profile is almost acting as somewhat of a funnel it says exactly who you are what you do and how
you can help them your bio needs to speak to that specific audience and tell them how you can help
them so something like i help dentists get more invisalign leads using paid facebook ads okay
so who am i helping what is the benefit and how am i going to do that so when we're putting out
that value in these facebook groups people visit our profile they can see who we are and what we
do and how we can help them and they're gonna be more inclined to send us a message inbound and we
can then add them to our lead list and we can sell them arrange a meeting and the rest is history so
facebook groups are a great way for anybody in any industry to build authority but make sure we give
without expecting back if you start dming people you're going to get kicked out and banned from
those groups and they are resources that you might need in the future so tread very very lightly so
whilst we're on the note of facebook let's move on to another social media platform their sister
company instagram so let me load that up on my mobile phone this is something we can literally
do whilst we are out and about so we go on the instagram app go over to search we can use
instagram in the same way that we would facebook or google we can search uh let's do gyms now
jim's norwich okay and we can find some companies right if we click on one of these companies and we
go ahead and then follow them we are going to get prompted with the instagram suggested uh feature
okay so what this now does is actually suggest a whole bunch of pages which actually similar to
the page we just followed now more often than not these are companies which are similar to that
page right now this isn't so effective for local brick and mortar companies it's more effective
when you're trying to reach out to e-commerce companies companies that sell products online
okay so if i just unfollow that page right now and let's say i go let's type in apparel and
let's try and find a clothing brand of some sort account let's just click on any of these let
me follow this page abandon ship apparel now we can see a whole bunch of different apparel
companies thunder of power okay we've got chilling and killing okay loads of different leads that
we can now reach out to we can add to our list straight from instagram suggest so i'd recommend
you try and get out local brick and mortar if not hold this back for when you are ready you've
got enough case studies to reach out to online companies like e-commerce businesses instagram
suggests is a great hidden secret within this industry okay so whilst we're on the note of
e-commerce if you're an established agency and you provide services to e-commerce businesses you're
struggling to generate leads right now i've got a great hack for you guys today i say established
agency because if you're a new agency don't even bother trying to reach out to e-com companies you
will not have enough leverage you'll screw up the outreach you'll just not be able to compete with
a more established company just don't even bother wasting your time you need to be an established
company to be able to reach out to ecom companies now finding ecom leads is a bit of a slog but
i do have a hack for you guys today and that is p dot my s for slash browse forward slash sites
okay so here we have a directory of a whole bunch of different websites online based on how
much traffic they are getting to their website and we can search these websites and filter them
out based on where they are hosted so we scroll down and click this box and we go down to shopify
okay shopify is the most popular e-commerce platform in the world we hit search we have 350
000 records okay and we can download this list in excel or csv format now granted this is not all
the shopify companies out there in the world but this is plenty enough for you to get your teeth
stuck into but these are going to be massive companies on this database we've got fashion nova
we've got a gym shark on here okay so we want to make sure we filter that list down further and
we can filter down based on the visitors per day now there is no exact formula for exactly what you
should filter this buyer would recommend you just kind of playing around with this yourself
um but i would recommend something between 100 and 1000 visitors a day maybe 5 000 visitors
a day if you're a more established agency but if you're kind of just into e-commerce
100 to 1000 will be fine we hit search that's already got rid of almost 30 000 records okay
probably some of the bigger companies off here and if we go down on this list we can have
a look whether some of these companies are actually suitable for us so let's have a little
look tracksuit gang if we click on that website and we take the actual link and we go ahead and
search it cool what have we got what have we got premium irish streetwear this looks like a good
company good price point and a little hack for you with econ we always want to make sure and just
check whether they're running ads or not so we can use that in our sales call if we scroll down on
the page and we go on page transparency see all paige is not currently running ads okay great lead
if you're an ecom you're an established agency go reach out to these guys now we can also see
on here how many visitors are getting around a thousand visitors per day at the moment and as
i said if we go back we can actually export it in excel or csv format so play around with the
search facility on myip.ms and then export a lead list and i would recommend you going through
spending a couple of hours opening up every single website and checking whether or not these
leads are actually qualified this is called lead qualification so go through and check
those websites or if you're a more established agency and you're working with vcom you can
just outsource this process to somebody else on a website like fiverr.com or as you're an
established agency and you're gonna have some money there's no point spending time doing this
yourself so i'd find a virtual assistant overseas to outsource the lead qualification process
too instead sweet so that's pretty much it for web-based lead generation one thing i want to talk
to you guys about though is networking when you're first starting an agency or even as an established
agency networking is an incredibly powerful way for you to generate leads now granted you're
not generating leads in the conventional way whereas you're going around speaking to people
and writing down all their names on a database what you're doing instead is simply building
relationships with potential customers now at the start i was unsure whether i even wanted to
go and to be honest i was actually pretty nervous but i forced myself there and i actually had a
good time i met a lot of local business owners one of which ended up being a client of mine it
was a local jewelry store and the thing i like about networking events especially for beginners
is it's a great way for us to elevate ourselves and position ourselves on the same level as other
business owners in the local area even if we're only just getting started just think about this
for a second if i was to email that jewelry store and i was to send them a pitch i was just going
to be another person who was reaching out to them trying to sell them something but because i was
in this networking event an event which is built for people to build rapport and get to know each
other i was sat in front of this lady and i was telling her what i do and who i help okay now that
struck something within her and she was interested in my service i didn't picture in that meeting i
just arranged a meeting for later down the line but i had a unique opportunity to build rapport
with someone that i wouldn't have been able to have if i just sent an email over to them so get
stuck into networking events when you first start out it's a great way for you to elevate yourself
and position yourself to the same level as other local businesses and that doesn't just stop when
you're first starting out in fact my business partner in the agency joe is going to a conference
in barcelona in spain in literally two weeks time because it's a great place for us to find new hot
potential customers the ideal customer you can hand select the event based on who you are trying
to reach out to and you can skip the outreach stage and go straight to face-to-face meeting okay
so do not think you're too big to go to networking events because all you're doing is missing out on
a lot of revenue and a lot of hot leads the final thing i want to touch on today is outsourcing
because i think that all agencies should outsource lead generation as quickly as possible lead
generation is a time-consuming but essential task and as we're growing an agency we're getting
clients we're fulfilling services or we're managing our team the last thing we want to do is
be spending hours per day finding new potential customers you can outsource lead generation for
very cheap on websites like fiverr.com we've even built an in-house team over in india that generate
leads for us and you can pay as little as 30 cents a lead now i've found the sweet spot is paying
around 50 cents a lead and therefore you're gonna get somebody of a higher quality that understands
the kind of lead that you want to generate you might need to work around a few different people
before you find someone perfectly suitable for your business but i would recommend you
outsourcing it as soon as you possibly can it's a small investment that saves you a huge
amount of time sweet that's it for now cheers
