Continuing on our list of the most effective B2B lead generation techniques, the next platform is SEO/SEM and PPC. Simply put, when companies need IT services they search for the same on search engines. When a customer needs to buy a food processor they would look for an online shopping site. And so on and so forth. This is a very effective technique simply because what was a rare occurrence in the previous case, i.e., customer approaching the service provider, is the order of the day in case of SEO. Also, to increase the effectiveness with regards to B2B lead generation, companies are now targeting long tail keyword phrases that comprise more than three words. This drives more traffic due to the specificity, and there’s lesser competition as well.
Cross promotions and co-marketing is another great opportunity for businesses to generate leads and get more relevant traffic. Companies often tie up with non-competitive vendors to exchange leads as well. Hosting ads on the websites of such partners is the most tried, tested and effective means of getting the attention of the TG. However, the challenge in this case is maintaining relationships and coping with an unpredictable lead flow.