Today, corporate decision makers usually turn to the Internet when looking for new suppliers. This means you need to develop a successful online lead generation strategy if you want your firm to thrive. So how can you turn your business as a business (B2B) website into a frugal, frugal lead generation machine?
First, take stock of your situation. Where are your visitors coming from? What content is interesting and what leaves people indifferent? How do people navigate your site and when do they leave? By answering these questions, you will be able to understand what your next steps should be. There are many types of software that you can use to collect and analyze this type of data, including website analytics tools and heatmap tools. If you hire an agency with experience in digital marketing, they can help you with that too.
Once you understand how people use your site, you can design it in a conscious way. For example, if people aren’t going through your site the way you wanted them to, you may need clearer navigation menus or additional internal links. Likewise, if you find that people who have viewed certain pieces of content (such as videos, blog posts, or ebooks) usually continue to shop, add more content to your site. Remember to pay attention to the search terms that people visit your site use – you can study them to make sure you answer your visitors’ general questions.
Anyone who owns a B2B company will know how vital relationship building is to increase sales – and trust is one of the cornerstones of any business partnership. Companies often want to form long-term associations because switching to a new supplier can be risky. Include information about your accreditation on your website, as well as examples of your work, case studies and testimonials, where possible, so that potential clients can see that your firm is respected. Offer a range of contact options to let people know you’re easy to reach, and if possible, turn on a chatbot or chat.
If you want to maximize your return on investment, you need to promote your site using the appropriate channels. You will probably get the best results by focusing on search engine optimization (SEO), email marketing, paid advertising, content marketing, and social media marketing on platforms like LinkedIn. You are less likely to get results from using platforms like Instagram.
At Business Boom, we have rich experience in developing and implementing digital marketing solutions for B2B companies. Contact us to find out how we can help you attract more customers and increase your sales.