Do you want to find a way to make many sales without spending a lot of time and resources generating leads? Is this even possible? You might be thinking you should devise strategies to automate B2B lead generation.
Of course, you know that your business cannot survive today’s competition without making sales. You, therefore, need to find a way to generate leads and convert them into customers. As a B2B business, you might find this challenging for you.
However, you should not worry about this anymore because we got your back! Let us talk about some of the best and winning strategies you can use to automate your B2B lead generation. But before then…
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What is Automated B2B Lead Generation?
We cannot start defining automated B2B lead generation without talking about what lead generation is. So, what is lead generation? You might be surprised to learn that you employ many lead-generation techniques in your business without even knowing.
Well, do you employ techniques that help you reach more customers and then build strong relationships with them? This is referred to as lead generation. If you do not know how to generate leads, here is an example of steps you can follow to get started;
- You attract potential leads to your business website.
- After that, monitor how the leads interact with the website data and identify leads from the interaction.
- Create a newsletter signup form (or any other tool to help you gather information) to capture leads.
- Implement customer relationship management strategies such as sharing free content and good communication, among others, to nurture the leads.
- Convert the leads to customers and encourage them to spread the word about your business.
If you are running a B2B business, you might not have enough time to manually generate leads. This means you should implement winning strategies to help you automate the process. Here are some strategies you can implement for the best results.
1. Use Chatbots
If you look at modern websites, you will realize that many of them use chatbots for interaction with their customers. Businesses implement these chatbots in a bid to encourage website visitors to start conversations with them.
But how can you use chatbots to automate lead generation in your B2B business? Well, let us start with one of their roles – answering questions from website visitors. You can program a chatbot to answer some of the most common questions from your customers. They can even direct customers to customer support and documentation.
You can also use chatbots to help you understand your customers. For instance, using chatbots, you can gather information regarding your new leads to help you tailor your marketing campaigns to match their preferences.
In addition, if you want to have people share their contact information or sign up for offers on your website, you can use chatbots to encourage them to do that. All these processes can help you automate the generation and nurturing of your leads.
A Chatbot Example
Even though there are many chatbots available today, Tidio is one of the best, especially when it comes to the automation of lead generation. You get an easy-to-use builder that allows you to create great pathways for your leads to take.
Tidio also offers you more than thirty templates to ensure that the process of automating customer service is seamless. You can even connect Tidio to other applications like Facebook Messenger, Instagram, CRM (Customer Relationship Management) tools, and email, among others.
Imagine the amount of work you will cut down by automating B2B lead generation with a chatbot similar to Tidio. This is just an example. You can get any other chatbot as long as it meets your requirements.
2. Host Webinars
You can also automate B2B lead generation through webinars. If you run a B2B business, your customers are essentially other businesses. In other words, you sell to other businesses. This means that if you are hosting a webinar, your audience is supposed to be made up of other businesses.
But why would another business owner be interested in attending your webinar? Well, you should ensure you have researched the topic you want to discuss. Your audience needs to find value when attending your webinar.
If another business owner is interested in your webinar, they will most likely register and share their contact and other personal details with your business. You can use this information to convert them into customers.
Hosting a webinar provides you with a way to interact with your leads directly. This ensures that you can answer any questions they might have and convince them to buy from you. However, you should make sure that you have created a successful webinar funnel for you to generate any leads.
So, How Can You Automate B2B Lead Generation Through Webinars?
Well, as discussed above, you will collect personal information from your target audience when they register to attend your webinar. You can use this information to convince them to buy from you.
In addition, you will have direct interaction with your audiences, no matter where they are in the world. You can answer their questions, address their concerns, and ask them any questions that they might have from your office. This is essential when it comes to lead generation and turning leads into customers.
3. Use Prospect Analytics Tools
Chances are that you are already using analytics tools in your B2B business. Well, prospect analytics tools are similar and work in the same way. To get started, you are supposed to add some code to your website. This allows you to track the activities of the people visiting your website. You can even track their IP addresses.
You might be wondering how you can automate your B2B lead generation using these tools. Well, imagine getting information that shows you how a person engages with your website and all the pages that they visit!
Now, get even further and automatically get the contact information of people visiting your website and their businesses. This is valuable information that can help in your lead-generation strategies.
What if a person visits your website and you do not know if they will buy from you or not? Well, worry no more about this because these tools can predict such information.
A Prospect Analytics Tool Example
When using prospect analytics tools, you should ensure that you are using the right one, depending on your requirements. One of the best tools today is Lead Forensics. Designed for B2B businesses, the tool does everything discussed above, including but not limited to IP address tracking.
It takes it even a step further and compares the addresses to the over one billion IP addresses from other B2B businesses it has stored in its database. You will end up with the contact information and names of the businesses and people associated with all the IP addresses it has tracked on your website.
You can even integrate Lead Forensics with other tools such as Slack, Outlook, and Salesforce, among others. This ensures that you can manage your data easily using the best tools, making the automation of your B2B lead generation even easier.
Start Automating B2B Lead Generation Today
If you are running a B2B business, you understand how important lead generation is for your business. However, since the process might not be easy, you can automate it using one or all the strategies discussed in this article. So, what are you waiting for? Get started today and enjoy the benefits.