10 Content Marketing Tips for Business-to-Business Lead Generation

When trying to generate business-to-business leads, you’ll find some similarities to traditional content marketing, as well as some slight differences. Instead of focusing on individual customers, you should focus on a business. One of the first things about business-to-business lead generation is knowing who some of the key players are in that business and getting to know the decision makers and influencers. Then you will find that your content marketing is going to perform even better. Here are some tips to help you.

Tip #1 – Embrace Social Media

Those trying to use content marketing to generate their B2B leads should make sure that they are on social networks, like LinkedIn, and that they are providing high-quality content and links on those sites.

Tip #2 – Use email lists and newsletters

You’ll be able to create content especially for your newsletter and emails, and you can tailor that content directly to the companies you hope to do business with one day. Those who agree to receive the emails and newsletters are already interested, so you can surprise them with the content.

Tip #3 – Provide case studies

Companies want to know what you will be able to do for them. Case studies will be one of the best types of content you can use so you can demonstrate with data that you have the solutions they need.

Tip #4: Offer White Papers

One of the best pieces of B2B lead generation content you can create will be the white paper. These are very popular with businesses and can help showcase your service in a very positive way.

Tip #5 – Ebooks are a great addition

Businesses like free content as much as people do, and with a free eBook, you’ll find that you can begin to sway the opinions of businesses that were on the fence about working with you. However, you need to make sure that you offer good content in the book.

Tip #6 – Blogging

A blog is one of the best content marketing methods for several reasons. You can directly attract the types of customers you hope to attract with your content, and you can increase your SEO ranking and lead generation at the same time.

Tip #7 – Videos

Videos look fast and are getting easier to produce. This means that you should be able to reach more businesses with this type of multimedia content.

Tip #8 – Webinars

A webinar is a great way to make a profitable meet and greet as well as a presentation. The webinar can be a good introduction to the company personalities you hope to attract as well.

Tip #9 – Press Releases

This is a simple yet effective tool to get the attention of companies you want to do business with. The press release is a concise snapshot of a product or service that contains information on how to contact it. It’s an ad without really being an ad.

Tip #10: Nurture leads with more content

Of course, you need to make sure that any leads you have are nurtured so that they can move from IT service lead generation to customer. This is as true with B2B connections as it is with other clients.