The Ultimate B2B Lead Generation Toolkit

The Ultimate B2B Lead Generation Toolkit

Every marketer dreams of having a lead generation system so efficient and powerful that they’d have an endless supply of quality leads for all eternity at their disposal, awaiting for that salesman to push the product to them.

Well I can’t give you an endless supply of leads waiting for you to sell to them, although for your relief I can assure you that nobody can, because it doesn’t exist.

Now there are people trying to sell you products, courses and services that promise you the moon from the sky when it comes to leads, but the cold hard statistics can knock those promises straight off the sky.

For example, only about 1-3% of cold calls convert into an initial appointment, even less convert into a sale directly. When somebody tells you they can teach you a cold calling technique that converts at a rate of 50%, wouldn’t you say that they are lying, at least a little (like 49% worth)?

So – I could make you a bunch of empty promises that lead to absolutely nothing that’s of any value to you or your business, or I could give you a list of tools that you can use to prospect and generate those leads more efficiently than ever.

Which one do you want?

Thought so (I’m assuming you wanted the list. For empty promises you can go here.)

Shall we?

Tool #1 – Sales Calls

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As mentioned earlier, the success rate for those cold calls you’re making is pretty grim to be honest.

But don’t worry, there’s a cure for that!

That cure is called referrals.

By having someone refer to you as a great sales wizard, a valuable business associate or just simply say that he’s a good guy to a potential client, the lead just turned from not giving a toss about who you are and why you’re calling them, to someone who will go ‘Oh yes, you’re the fella John told me about. Do tell me more about your business.’

Sounds pretty amazing doesn’t it?

Getting referrals is pretty easy, and there are plenty of good articles about networking at events for example, which is a great place to have someone spread a good word about you to the other attendees.

Just be sure to make that sales call after the lead has been warmed up to you, not as a cold call.

Tool #2 – Email Marketing

One of my personal favourites, email marketing, is also one of the more successful ones if done right.

Cold emailing potential clients won’t be worth the time, and that’s why you should take advantage of content marketing and get them to sign up to your list. After that, you can take it home with an automated autoresponder campaign for example.

In fact, email marketing is 40 times more effective when acquiring new clients than social media is.

If that’s not a good enough reason to include it in your toolkit then I don’t know what is.

Tool #3 – White Papers

White papers make for an excellent addition to any marketer’s toolkit.

If you’re not familiar with what they are:

A whitepaper is a persuasive, authoritative, in-depth report on a specific topic that presents a problem and provides a solution. – Hubspot

By using white papers as part of your content marketing strategy you can strengthen your authority in your niche in the eyes of your visitors and subscribers alike.

Having a white paper put together by or based on the knowledge of an authority figure in your niche is also a fantastic opportunity to present your good connections with the pros in the industry, and has a very positive effect on your brand image in the eyes and minds of your customers.

Tool #4 – Webinars

Webinars have taken the world, or at least the world of us marketers, by a storm in the past few years, with success stories coming in left and right.

Incorporating webinars into your content marketing strategy is a wise thing to do, but you know what’s even more important than that to begin with?

Understanding why webinars are so popular and how you can take advantage of their enormous potential too.

Tool #5 – Videos

90% of people have said they found videos helpful when trying to find the right product, which means you can use videos to influence the buying decisions of approximate nine out of ten of your leads.

Also, with 55% of people watching videos every day, and a total of 78% of people watching videos every week, your target audience will most likely have at least a similar percentage, or possibly even a higher one, for you to target with your videos.

Now that’s one really nice opportunity for marketers if you ask me.

Tool #6 – Social Media

Social media is a powerful tool for marketers.

From making things go viral to building massive communities and loyal fan bases, marketers have got it covered all over social media.

You can also combine social media and videos with Facebook video advertising for example, or by using the more traditional video platform YouTube for the job.

Regardless of the medium, your ad is going to do you a lot of good.

Tool #7 – Blogging

Finally, the tool that I am using even now as I type this.

Blogging has become something of a standard in the business world in the recent years, and no wonder when those B2B marketers who use blogging as a part of their toolkit receive 67% more leads compared to their non-blogging counterparts.

That’s pretty impressive in itself, but it’s not enough for blogging.

Not by a long shot.

Google ranks your site higher or lower based on the number and quality of the links you receive (well, that’s at least the basic gist of it), and by blogging you can get more links to your website, which in itself is not a surprise at all.

The surprising fact is that the amount of more links you receive is 97%.

That there is definitely something.

Tool #8 – Infographics

Nearly every time that you search for statistics on one thing or the other you’ll end up looking at an infographic.

And why wouldn’t you?

Those things are dead simple and killer gorgeous (at least when done right, like these ones here), and they erase the need to scan a huge chunk of text for that one correct percentage or amount.

Plus, you don’t need to be a graphics designer to be able to make one anymore, with a plethora of free tools from Canva to Piktochart allowing you to create your brand new super awesome infographic in a matter of minutes.

Tool #9 – Podcasts

With approximately 46 million monthly podcast listeners in the US alone, it’s a no brainer to start your own podcast.

They are cheap to produce, easy to interview guests (if you’re even remotely likeable as a person) and are potentially an extremely lucrative addition to your portfolio of marketing methods.

After all, This Week In Tech earns about $50k per episode, and the best part is that it’s indeed a weekly show.

Tool #10 – Direct Mail

While it sounds a bit old fashioned, as is considered by many marketers to be exactly that, some potential customers cannot be efficiently reached by any other means than by mailing them directly.

A good example of this might be pizzerias, who won’t listen to your sales pitch during the day when they should be hearing a pizza order. So what do you do?

Send them a nice flyer with your current promotional campaign and you’ll be sure to hear from them.

If they’re even interested, that is.

So What Now?

These 10 tools listed here are at the core of all your marketing efforts, and should be added to your toolkit as soon as possible.

Each method of outreach or advertising has its pros and cons so it’s up to you to decide which method helps achieve the best ROI in your business.

Is it staffing a call centre who are phone warriors?

Or is it printing 20,000 flyers and having them distributed at homes and apartments around a major city?

If you’ve used one of the methods above please drop us a comment below and share your experiences.

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8 thoughts on “The Ultimate B2B Lead Generation Toolkit

  1. I get my leads from a company called leadferret.com! They have some the of most accurate leads with full contact information including emails and links to social media profiles.

  2. Actually genuine lead seller are very rare to find on web because lots of fake people around the world who make others work tough due to their black hat work. No doubt lead generation is boom nowadays.

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