Lead generation for B2B is not about chasing a “secret method” that results in a ton of leads. Instead, building the best lead generation strategy for your business is more about understanding tried-and-tested channels, and finding the most effective combination of tactics for your unique goals.
This article will help you gain insights into each major channel for B2B lead generation, including social media, PPC, blogging, and email. Best of all, we’ll show you effective strategies and impressive real-world examples for each.
Social Media Marketing Strategies
Social media is now a critical component of B2B marketing. It often doesn’t cost much for paid ads compared to traditional advertising costs, but offers broad mileage. However, unlike B2C where social media is among the most effective digital marketing channels, it’s more complicated in the B2B market.
What is the conversion rate of social media?
While there’s no single answer for B2B social media conversion rates, there are some calculated assumptions you can use to gauge efficacy. A Marketo study pegged social media conversion at 1.95%, vs. inbound at 3.82%, after studying more than 4,000 user account’s data.
Anecdotal stories, like the case of SaleCycle, suggest social media falls short in conversion rates compared to other B2B digital channels, despite its wide reach.
Quantity over quality seems to be the norm when it comes to B2B social media lead generation. This makes it an ideal channel for top-of-the-funnel awareness — for instance, you might promote a downloadable ebook to capture quality leads with an initial offer.
There are two main channels you should focus on:
- LinkedIn Ads
- Facebook Lead Ad
Let’s dive into each of these primary B2B social media channels now.
It’s no surprise that LinkedIn, the go-to B2B social network, has above-the-board figures when it comes to B2B social media conversion. LinkedIn is the top social media platform for B2B marketers, so it’s a viable channel to pursue.
Source: 2016 Content Marketing Institute.
However, investing your energy in a channel with high engagement rates doesn’t automatically guarantee success. The tactics you use on LinkedIn need to:
- Audience targeting based on buyer persona
- Lending to the ad a newsworthy, topical angle
- Continuously testing CTAs, images and copy
You can learn more about the nitty-gritty of LinkedIn Ad strategies from this LinkedIn-HubSpot 2-week free course.
Facebook Lead Ads
You should also integrate Facebook Lead Ads into your social media strategy. A 2017 survey by research firm BCG showed 60% of B2B buyers used mobile in their recent purchases. Additionally, online business queries have been shifting rapidly towards mobile for the past few years.
Since Facebook Lead Ads are designed for lead generation inside the world’s largest social media channel, they’re especially potent. Facebook launched this service in 2015, after their analytics showed users found it difficult to signal to businesses their intent on Facebook mobile. Facebook Lead Ad solves this problem because it allows B2B users to sign up for your offer in just two taps, without leaving the social network. It’s both targeted to your audience and highly customizable.
Facebook Lead Ad isn’t designed to replace your landing pages. AdEspressofound their Landing Pages and Lead Ads had nearly identical cost-per-lead at around $0.94. While Facebook Lead Ad helps you capture leads inside Facebook, your landing pages are still necessary for capturing leads from organic search and PPC.
For more details, check out this step-by-step procedure on how to create Facebook Lead Ads.
Facebook Lead Ad lets your prospects sign up for your offer inside the social media mobile interface.