4 Bulletproof B2B Lead Generation Ideas to Prepare for 2020

Yes, there are still a few months left in 2019, but it’s always a good idea to stay ahead of the game, right?

The truth is, the B2B marketing landscape is changing at a rapid pace. Your B2B leads and clients expect high-level personalization in email, social media, and on your website.

You’ve already segmented your email list, and you’re using data to create personalized content across multiple channels – what else is left to do?

Well, quite a bit! Even if you can’t implement all of them right away, keep these lead generation ideas on your mind as you tweak and build your marketing strategy.

4 Fresh Lead Generation Ideas to Prepare for 2020

Your B2B prospects and clients are exposed to personalized and automated content everywhere they go online. From Facebook to Amazon, everything is personalized just for them.

Even if your competitors aren’t employing high-level personalization tactics, you still should.

Data shows that 75% of all businesses expect brands to anticipate their needs and offer relevant suggestions going into 2020. Once you incorporate personalization into the lead generation ideas below, the sky is the limit.

1. Virtual Reality

Go ahead and laugh. Airbus, Siemens, and GE definitely aren’t laughing – they’ve all incorporated some kind of virtual reality into their marketing strategies.

Amazon has already started including virtual reality in its B2C product pages. You hold your phone’s camera at an empty space, and Amazon’s app will position that organizer you’re browsing directly onto your desk.

The trick here is for B2B marketers not to decide whether or not they’ll use virtual reality (because at some point, it will be the new normal) but how. Without cutting-edge design, user consideration, and comprehensive testing, virtual reality can go tacky or wrong in the blink of an eye – and that’s not how you want leads to remember you.

2. Content Bingeing

Your B2B leads aren’t businesses personified. They’re real humans who go home and binge episodes of Stranger Things on Netflix.

No, they probably won’t spend four hours bingeing your content – but they might. Wouldn’t it be nice to give them at least the option?

With content bingeing, you can do exactly that. People don’t have short attention spans. They spend plenty of time consuming interesting content when it’s in front of them. Media outlets like Vice understand content bingeing and have introduced indefinite scroll features on their landing pages.

Content bingeing allows your leads to educate themselves and self-nurture at their own pace. Yes, following up with email campaigns is essential, but with the right technology, your website can do a lot of the work for you.

3. Dabble in B2C Exposure

If your leads and clients sell to consumers, it’s in your best interest to educate yourself on their market.

One recent study shows that by fully engaging with end-market consumers, B2Bs can improve innovation and develop partnerships as opposed to vendor relationships with their B2B clients who sell to consumers.

The trick here is to do so in a way that doesn’t encroach on your B2B’s space in the market and create competition. How B2Bs approach this strategy would look different between every business.

Take this plant-based food startup, for example. Perfect Day recently launched a line of dairy-free ice cream, but after it runs out, they’re not selling anymore. Instead, they’re using this ice cream to market their dairy-free formula to businesses.

4. Video (Including Personalized Video)

Think B2Bs don’t watch videos? Think again. 49% of buyers watch videos as part of their buying process, and most of them watch a single video for at least 5 minutes.

In other words, marketers should start creating longer videos and more of them.

However, creating videos isn’t enough (it’s 2020, after all). You also need to create personalized videos.

Now, maybe you don’t have the budget or technology to include personal names or get that specific yet. You can, however, create videos for buyers of different job roles.

Since several people of varying roles are involved in the buying process, it only makes sense to create personalized content for each group.

Start Generating More High-Quality Leads Today

Lead generation ideas can help boost numbers, but you also want to focus on quality. Take steps like human verification to ensure that all of the emails you collect are for real people.

Avoid including gated content or including too many forms on your website if you want to capture high-quality leads and avoid abandonment at the same time.

Hushly can help you skyrocket conversions by 51%! Take our Content Bingeing feature for a spin.

The Remarkable Secrets to Finding B2B Sales Leads on Twitter

Are you one of the many B2B marketers who hates using Twitter for lead generation?

No one’s blaming you. Twitter’s stock price continuously struggles to stay afloat, and many would argue that this is likely due to their poor reputation as an advertising platform for businesses.

The truth is, you don’t need to pay for sponsored posts on Twitter to find B2B sales leads. You really just need to understand how to use the platform to its full potential.

How to Find B2B Sales Leads on Twitter

In many ways, Twitter is arguably a better platform than LinkedIn for collecting data because it’s less formal. On Twitter, conversations happen in real-time and – while remaining professional for the most part – the conversations can be much more casual and honest.

Engaging with businesses and employees on Twitter is crucial for not only improving brand awareness but connecting with your audience.

Optimize Your Profile Pages

The first thing every B2B marketer should do is optimize their business profile page and the profile page of everyone at the company.

  • Photos: Use high-quality custom cover photos in the right dimensions (currently, 1500 x 500). Keep in mind that your profile picture will take up a portion of the cover photo. Choose a cover photo that relies heavily on branding.
  • Links: Many businesses and individuals link to their company’s homepage. That’s great, but in many cases, homepages aren’t designed to capture leads. Instead, link to a blog or landing page you’ve optimized to generate leads.

Track Your Links

Of course, you want to add links to your Tweets and pages. However, it’s also essential to use a shortener like Bitly.

For one thing, shorter links help you squeeze the most space out of your character count and, according to Bitly, they can increase clicks by 34%.

Link shorteners also have another amazing feature: they allow you to track clicks and engagement. Even free versions of Bitly let you track clicks. With paid or enterprise services, you can integrate your Bitly account with other marketing tools and analyze your data in one place.

Use the Advanced Search Feature

Every marketer should familiarize themselves with Twitter’s Advanced Search if they want to generate high-quality B2B sales leads.

Honestly, it’s a much more pleasant experience than Facebook’s search, which makes it difficult to find what you need. On Twitter, you can search just as you would with any other marketing tool or search engine.

Search by date, name, location, and more. You can also include or exclude hashtags, phrases, and languages.

Stay Updated on Competitors

A lot of B2B marketers use Twitter to find leads by following accounts of people who follow their competitors (yes, quite a mouthful) – but you shouldn’t stop there.

No, you don’t need to put on a fake front and pretend to be their friend. You could, however, engage with some of their content professionally.

It’s also a good idea to use the Advanced Search feature to see what people are saying about your competitors and see how that compares to your company’s mentions.

Grab Content Ideas

Conversations happen on Twitter. They’re not always productive, but you can still find some great content ideas.

As you scour through your Advanced Search results – or even your regular feed – analyze conversations with a marketing-focused mind.

What types of questions are people asking your competitors? What problems do people face? Use this information to create your own nuanced content and stay ahead on marketing trends.

Integrate Your Data

Most social media platforms, including Twitter, make it easy to integrate your contacts and some data from other sources. However, you can also export your contacts from Twitter and integrate that data with other platforms and tools.

Use this information to your advantage on other channels like Facebook, LinkedIn, Hushly, and your email service provider. Look for any gaps in information that each platform can help fill as you build lead profiles and narrow your audience segments.

Start Generating More Leads Today

You only have 24 hours in the day. Shouldn’t your website do most of your lead generation and nurturing work for you? When leads visit your website from Twitter, provide them with valuable content, they can binge. Make it easy for them to consume information about your brand and industry and their own pace and provide their contact information when they’re ready.

Hushly can help you deliver highly personalized content for your B2B sales leads at the perfect time. Learn how our platform can help you skyrocket new lead conversions by 51% and lead quality by 59%.

The Pros and Cons of Content Syndication Every Marketer Needs to Know

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Content syndication can work wonders for your B2B marketing.

When executed with careful consideration, you can generate more leads than you’ll know what to do with and turn yourself into a mini-celebrity.

However, there’s also a dark side to syndication. With higher stakes in B2B, you also run a higher risk of damaging your credibility – and even visibility.

The Pros of Content Syndication for B2B

Some B2Bs may not feel comfortable with other media outlets “taking” the content they worked so hard to produce. The truth is, all marketers can benefit from a well-integrated content strategy. Here’s how syndication can help.

Develop New Audiences

Think you’ve already nailed down your target audience? Think again.

While it’s good to focus on a niche, it’s also essential to keep in mind that your industry and market are in a constant state of evolution. New corners pop-up and people discover new problems they need solved.

Syndicating your content lets, you throw a wide net.

Reach Influencer Status

Every industry – no matter how mundane it may seem – has its own mini-celebrities and influencers.

You know them when you see them: they write guest blogs on your favorite websites and always float to the top of your Twitter feed.

If you put special care into your syndicated content and develop a personal thought leadership style, people will start seeking out your writing everywhere they can find it.

Your retweets and mentions will grow, and the leads and conversions will follow.

Generate Leads

With content syndication, you can catch prospects when they have their guard down. Since you’re focusing on spreading knowledge rather than promoting products, readers won’t feel like they’re being “sold to.”

By choosing the right outlet, carefully crafting a piece of content, and optimizing your bio and links, you can generate countless leads over an extended period.

The Cons of Content Syndication for B2B

Fortunately, you can easily avoid (or at least minimize) most of the downsides to content syndication by following a few good practices.

Possible Low-Quality Leads

How many times have you heard, “quality over quality” in regards to generating leads?

Well, it’s true. Low-quality leads who aren’t anywhere near a purchase decision can skew your data and pull time away from other leads who really deserve your attention.

You can minimize low-quality leads by creating and syndicating content for specific audiences.

It’s also a good idea to avoid gating content on your website. By making your blog posts and PDFs accessible to everyone, people will only hand over their email when they truly want to stay in contact with you.

Even if low-quality leads slip through, hope isn’t lost. Planting a seed and creating brand awareness is always a good thing.

SEO Police

If you care about SEO (who doesn’t?), you’ll want to pay special attention here. Duplicate content online can damage rankings.

It’s not necessarily a violation. However, when the Google bots see multiple pieces of content coming from different places, they don’t know which one is the most important.

In most cases, this damages the ranking of both websites. However, it can also backfire for your website and push the syndication outlet above your original work in the search results. Yikes.

Unfortunately, there isn’t a surefire way to avoid this. Instead, only syndicate your content on websites where the benefit of referral traffic outweighs the risk of a slight SEO hit.

You can also ask your developers to include special pieces of code in your posts that tell the Google bots “hey, this is the original piece” but it’s not a guarantee.

Damage to Credibility

For the most part, this is completely in your realm of control.

First of all, anything you publish for content syndication shouldn’t promote products or talk about your company. Instead, focus on writing something thought-provoking for readers.

However, you also want to pay special attention to outlets before you ask them to publish your content. Follow their social accounts. Read their emails. Do they publish click-bait and spam? Alternatively, do they only provide readers with authoritative content? Do your homework.

Create Content that Matters

Driving traffic and creating brand awareness with syndication isn’t worth a thing if you don’t personalize each experience. 65% of B2Bs say they have no problem switching brands if a company doesn’t personalize its communication with them.

Creating content isn’t enough. Marketers need to create meaningful and interesting content and present it to visitors at the right time with tools like content bingeing. Create a personalized experience for every lead and watch your conversions skyrocket.

Hushly can help. Check out our Content Bingeing feature in action!

5 Best B2B Lead Generation Services to Optimize Rock-Solid Growth

While generating leads is essential, it’s just one small piece of the puzzle.

Are your B2B leads a good fit for your product or service?

Which competitors are they considering?

What’s their job role and which problems do they face every day?

Without the right B2B lead generation services, you’ll never be able to nurture them at the right time with valuable content. Fortunately, technology has made lead generation easier than ever, but you still need to know how to use it, and part of that is picking the right services.

Personalization: What’s the Big Deal?

Before jumping into the services below, it’s important to point out that personalization is the lynchpin of your success in every lead generation strategy.

Personalization is everywhere: Amazon shopping lists, Netflix suggestions, Facebook feeds, Spotify playlists. Your B2B buyer’s expectation for high-level automation and personalization doesn’t vanish as soon as she sits down at her desk.

65% of B2B buyers say that they would switch brands if a company didn’t personalize its communications. That means if you aren’t personalizing your content, you’re losing potentially more than half of your leads and current customers.

5 Important B2B Lead Generation Services You Need in Your Arsenal

When you incorporate high-level personalization into the B2B lead generation services below, amazing things start happening.

1. An Abandonment Strategy

First, you need to figure out why people are leaving your website. In most cases, you’ll want to improve your user experience.

Click-fatigue is a real thing, and it doesn’t disappear in the B2B world. If visitors have to click through multiple links and fill out forms to access information on your website, they’re going to get tired and leave.

By optimizing your website for user experience, you can slash abandonments. Remember that you have a biased view of your own website, so it’s best to leave this in the hands of professionals.

2. Integrated Retargeting Campaigns

In B2B where the buying process is much longer and higher-stakes, you need a solid retargeting strategy for each lead (and even current clients) at every stage of the cycle.

A sponsored Facebook post for brand awareness here. An educational LinkedIn post there.

Strategically placed and personalized retargeting campaigns can do wonders for keeping your brand on the mind of leads and maintaining loyalty with current clients.

3. Content Bingeing

Let’s get real. We all love bingeing content. (Yes, Netflix, I AM still watching The Office.)

Well, your B2B buyers are human, too. Now, they probably won’t spend an entire Saturday afternoon bingeing content on your website – but shouldn’t you at least give them the option?

Content bingeing and self-nurturing landing pages don’t just allow visitors to “stream” indefinite content; they also let your leads conduct their own research at their own pace.

It’s a myth that attention spans have grown shorter. People will spend plenty of time consuming content they find interesting – when it’s readily accessible.

4. Human Lead Verification

Of all the B2B lead generation services here, this one may just be the most important because it ensures that 1. you’re only contacting high-quality leads and 2. you’re building strategies with high-quality data.

Have you heard of the hidden sales cycle? It happens when website visitors provide false information on forms to access downloadable or gated content.

Do you see where we’re going with this? As it builds up, this fake information can really throw off your data analytics and personalization strategies.

You can easily avoid this with rigorous human lead verification techniques.

5. Comprehensive Data Analysis

You have access to limitless data about your leads and clients – so why not use it properly?

A majority of B2C marketers say they struggle to leverage their data across different platforms in any meaningful way, and it’s safe to say that most B2Bs are in the same boat.

Truthfully, it’s not easy, but it’s also not impossible. How can you track the effects of brand awareness campaigns on social media and combine that with data from website conversions?

Understanding your data is the key to making educated decisions about your marketing campaigns, lead nurturing experience, website user interface, how to maintain clients, and so much more.

Start Personalizing Your Experience Today

To generate leads and eventually convert them into customers, you need a data and personalization strategy. Choosing the right B2B lead generation services and customizing them to meet your specific needs will help you skyrocket those conversions.

Hushly can help you improve lead conversion by 51% – and fast – through high-level personalization.

Find out how. See it in action to get started today!

What Is B2B Marketing in the P2P Era? 5 Key Factors You Need to Know

When you ponder the question “what is B2B marketing,” what comes to mind?

A stuffy suit behind a Mac in a corporate office with you on the other end trying to get their attention?

 After all, you’re marketing to businesses, not individual people, right?

Not true. At the end of the day, you’re still engaging with real humans.

How do you know your B2B buyer isn’t a digital nomad working in her board shorts at a beach bar in Chiang Mai? The business landscape has changed, and your B2B marketing techniques need to keep up.

Traditional B2B Marketing Vs. Today

In general, you want to keep some B2B marketing standards in mind as you create a strategy.

  • The buying process – and subsequent lead nurturing process – is much longer and drawn out than B2C.
  • Several people of varying roles are usually involved in the buying process.
  • The B2B buyer faces a higher risk and pressure to make the right decision than a consumer.

That’s pretty much it.

While your strategy should accommodate the differences in B2B buying behavior, it doesn’t need to be rigid or hyper-formal. Your audience still expects personalized and interesting content that relates to them on a personal level.

What is B2B Marketing in the P2P Era? 5 Things to Know

P2P is a new concept called people-to-people. Instead of thinking of your B2B leads and customers as businesses, think of them as individual people.

1. Your Buyers Still Watch Stranger Things and Go Hiking on the Weekend

Your buyers are humans with personal interests, values, and hobbies.

Does this mean you should throw a nod to Stranger Things in an email? Maybe not – unless your data shows that it would work with your audience and brand.

The point is, your B2Bs are flooded with personalized and automated content on Amazon, Netflix, and Facebook in their spare time. Their expectation for high-level personalization doesn’t change when they go back to work.

2. Respect the Longer Buying Cycle

Yes, the drawn-out B2B buying process can feel frustrating. Instead, look at it as an opportunity to improve your marketing tactics.

As Justin Shriber, Vice President of Marketing at LinkedIn Marketing and Sales Solutions, says in Harvard Business Review, “They [B2B buyers] have little to no patience for ill-timed, generic pitches.”

Rather than rushing buyers towards a purchase, focus on providing high-quality and personalized content at each stage of the cycle. Use your content marketing to build trust and educate your audience.

3. Do What Your Competitors Aren’t Doing

Here’s a secret: your B2B buyers are bored. It’s just your job to give them something interesting.

Check out the content your competitors create and look for areas you could improve or add nuance. Analyze your data to identify problems your B2Bs face – or better yet – will face in the future.

By using your research, you can capitalize on upcoming marketing trends and get a leg up on your competition.

4. Create the Types of Content They Actually Consume

Some B2B marketers spend hours creating in-depth, personalized, and authoritative blog posts but still don’t manage to drive leads and conversions. Why?

Well, if your target audience prefers to consume video, but you’ve devoted your time to blog posts, there’s your problem.

49% of B2B buyers consume video during the buying process, for example. They don’t just watch 30-second snippets either: they spend over five minutes engaging with each video, on average.

Does this mean you should stop writing blogs and focus on video? No. However, it does mean that you need to research your own audience and create the type of content they consume, whether it be podcasts, infographics, blog posts, or video.

5. Don’t Forget About Loyalty

You still need to engage your B2B clients with personalized, relevant, and interesting content. If you don’t, someone else will. What is B2B marketing good for if you lose your clients to competitors later?

The key is to adjust your strategy. Focus on personalized event recommendations, industry news, and updates about your company. Make your current clients feel like they’re part of your organization and not just a number.

Create Content They’ll Actually Enjoy

Your B2B leads and clients expect personalized content that solves their problems and sparks their imagination. Once you nail down a personalization strategy for every stage of the sales process, you can watch your leads and ROI soar.

Hushly can help. Our user-friendly platform can help you create personalized content to boost lead generation by 51% and improve your retargeting efforts. Contact us to learn more!

How to Boost Sales and Nurture Loyalty with Big Data Marketing

While some tried and true marketing methods are still effective, look to the future, and you’ll see nothing but big data marketing.

Unfortunately, many marketers aren’t making the most of their data.

It’s not about having the flashiest tools and most modern automation. It’s about how you harness that data to connect with your buyers.

How to Improve Your Bottom Line with the Power of Big Data Marketing

Big data is here to stay – but that doesn’t mean it isn’t intimidating or frustrating for marketers.

Chinese company Huawei recently revealed a processor chip for servers that manages mass amounts of data from smartphones, video services, and more as part of its intelligence computing product lineup.

Every major technology company understands the value of data for marketing, but what good is all that data if you can’t use it to its full potential? The tips below can help you nail down some big data marketing strategies, so you don’t feel overwhelmed or get left behind.

Start with Specific Goals

Ask any B2B marketer what they’re focused on right now, and they’ll probably tell you “personalization.” That’s a great start. However, broad concepts like “personalization” or “content marketing” aren’t specific enough.

Start by segmenting your audience into different groups based on their locations, company roles, behavior, and buyer stage. Once you nail down some general groups, you can look for weak areas to improve.

For example, you may find that executives make up a large segment of your audience, but you’re currently creating content mostly for sales. Now you have a content marketing goal: create highly personalized and in-depth content for higher-ups.

Before you create the content, you could turn to data for help: should you create videos, podcasts, or authoritative blog posts? What types of content do they consume and how are they finding that content?

Getting hyper-specific like this with goals will help you make sense of your data and how to use it.

Check Your Inbox

You may feel overwhelmed with data already and think you don’t need anymore, but checking your archived emails is a great place to start an investigation and create your own data sets.

One study found that B2Bs can use their inbox to identify business data “clusters” and use the information to identify future trends and develop marketing strategies.

Data from your email inbox takes personalization to a new level because it provides real-life interactions with potential buyers and professionals. Once you cluster some of the information, you can use your intuitive insight to create content that solves buyer problems at every stage of the process and relates to them on a human level.

Expand Your Research

You may not market your product or services to consumers, but many of your B2B buyers may work in B2C. If you want your B2B buyers to think of you as a partner rather than a vendor, you need to familiarize yourself with their market.

One study found that B2Bs who engaged with their prospects’ consumer market (without creating competition) were better at innovating and responding to hot marketing opportunities.

Maybe you don’t feel comfortable or prepared to create a marketing strategy for this right away – that’s totally fine. However, you can still conduct some research on your B2Bs’ market as part of your big data marketing strategy.

Put yourself in their shoes, and your own personalization efforts will improve.

Nail Down Retargeting

B2B lead nurturing is a long and arduous process. How you engage with leads who have dropped off or cooled down makes all the difference.

Look at the data to figure out why your leads have run dry and use that information to create retargeting content. Maybe they switched roles or went with a competitor. Look at your insights and analytics in real-time to create hyper-specific campaigns on social media or in email.

If you find some gaps, surveys are great for nailing down missing data.

Even if they’ve chosen a competitor, this doesn’t mean you can’ provide them with valuable blog posts and emails about relevant industry insights. Use your data to continue creating personalized content while adjusting the CTAs accordingly.

Leverage Big Data Marketing to Its Full Potential

If you can learn how to manage and leverage your data, you can improve each buyer’s experience and see an ROI improvement in no time.

That said, B2B lead generation and nurturing is a long road. Hushly can help you harness data to improve lead generation by 51% and create personalized content at every stage.

Check out our Use Cases to learn how!

4 Reasons to Use LinkedIn for B2B Lead Generation

A lot goes into running a successful B2B company, but lead generation has to be right up there at the top.

Obviously, without any leads, you can’t have any sales.

However, without a sufficient amount of leads, it’s almost impossible to effectively test your funnel and make sure you’re seeing as many sales as possible.

So, while there are countless avenues you could take, this is why every company needs to invest in LinkedIn B2B lead generation.

4 Reasons to Focus on LinkedIn for B2B Lead Generation

With all of the options out there, why does LinkedIn B2B lead generation deserve a spot in your budget?

There are actually dozens, but if you’re on the fence, these four reasons should convince you it’s time to start looking for leads on LinkedIn right away.

1. LinkedIn Is the Best Social-Media Platform for B2B Lead Generation

For years after its inception, social media was a four-letter word among B2B marketers. An easy way to make sure no one took you seriously was by advocating the use of sites like Facebook and Twitter for advertising purposes.

Obviously, a lot has changed since then. Plenty of companies use social media for B2B marketing and have seen incredible results.

With that being said, while there is no shortage of social media platforms to choose from, none are as good for lead-generation as LinkedIn, and it’s not even close.

LinkedIn B2B lead generation represents 80% of successes among companies that use social media. Twitter is in second place with just 12.73% and Facebook trails by almost half that at 6.73%.

So, while every B2B company is different and you should test out all of your options, it’s best to begin your investment with LinkedIn.

2. LinkedIn’s Membership Is Increasing Dramatically

There’s more good news, too: LinkedIn’s users are increasing. Again, it’s by no small amount, either.

In 2016, the company reported that they were at 106 million active users every month. A year later, that number more-than-doubled, reaching 260 million active monthly users.

That, alone, is a substantial statistic. It means that, if you begin focusing on a LinkedIn B2B lead generation strategy now, there’s no reason to think that it won’t pay off for years and years to come.

Furthermore, this isn’t a matter of simply more people becoming Internet users all around the world or a global surge in social-media users. In fact, many reports claim that social-media giant Facebook is actually losing users and the same goes for Twitter, making LinkedIn’s staying power all the more impressive.

3. LinkedIn’s Active Users Are Really Active

The term “active user” can be a vague one as there’s no one definition accepted across every platform. Even “monthly active user” could mean someone who simply signs in once and then never returns.

However, in the case of LinkedIn, 40% of their monthly users are actually using the site every single day. That equates to roughly 134 million people logging into LinkedIn on a daily basis. Do you think any of them might be your leads?

Keep in mind, too, that unlike, say, Twitter or Facebook, there’s most likely a lot less mindless meandering happening on LinkedIn. People are on there for professional reasons, not arguing politics or sharing family photos. So, those 100+ million active users are extremely valuable.

4. Current and Future Decisionmakers Are on LinkedIn

Finally, LinkedIn seems to be especially popular among a very important cross-section for B2B companies. Not only are decision-makers – the most valuable leads possible – on LinkedIn, but Millennial decision-makers especially love the site. Of the 82 million Millennials using LinkedIn, more than 11 million of them are decision-makers. Lock them in now, and you could enjoy their companies’ business forever.

Increase Conversions from Your LinkedIn B2B Lead Generation Efforts

As you just saw, placing a bigger emphasis on LinkedIn B2B lead generation is a phenomenal way to increase the ROI on your marketing budget. Better still, it could also reduce how long you have to wait to see conversions.

Both are big wins.

However, we can actually take your LinkedIn B2B lead-generation efforts and supercharge their results. At Hushly, we created a platform specifically for B2B companies that often face high costs-per-acquisitions.

Best of all, you don’t have to change any part of your site, landing pages, or ads. Just add our platform to your current strategy and we guarantee an increase to all lead-gen and ABM conversions of at least 51%.

Ready to see how?

Just contact us today for a free demo.

B2B SEO vs. B2C SEO

Most B2B marketers understand that while there are many B2C tactics they can partially adopt, they can never do so completely.

Nonetheless, far too many still totally rely on SEO tactics that clearly fit B2C companies best. Until they make the switch to understanding how to use B2B SEO, their dreams of massive traffic will never come true.

The 3 Most Important Differences Between B2C and B2B SEO

Like so many things where B2B and B2C marketing is concerned, there is definitely a lot of overlap when it comes to SEO.

Still, it’s vital that you understand the three ways B2B SEO tactics differ from the kinds B2C marketers use.

1. B2B Blog Posts May Not Always Rank Highest in Google

For years, the adherents of content marketing were squarely in the world of B2C. It was thought that blog posts – much less, social media posts – would never interest B2B buyers.

Of course, that has since changed.

Unfortunately, many B2B content marketers now only create blog posts. The problem is that these posts don’t always rank well in Google. Even when B2B SEO best practices are followed, there are times when Google won’t rank your blog post because it understands that most people searching for that topic are actually ready to buy.

For example, if you search for “fulfillment center logistics”, you’ll see that the first page is full of blog posts.

However, if you search for “fulfillment center logistics software”, you’ll notice webpages that actually sell the product begin to take over.

In B2C industries, it tends to be more one or the other. People don’t need blog posts to know they need a new mattress, for example. They’re more apt to read some reviews and then make a purchase. However, they may read several blog posts – or watch several videos – before hiring a personal trainer.

For B2B, figure out what types of content work best for each keyword you are trying to rank for, and then create those assets accordingly.

2. Searches Are Being Conducted by Several Different People

Similarly, your B2B SEO strategy needs to reflect the fact that more than one person is most likely conducting searches to find the solution their company needs.

If you offer managed IT solutions, you might create blog posts and webpages for CTOs or heads of IT departments. That would make sense, but what about the CFO? Maybe it’s actually a consultant who’s in charge of contracting out this important work.

That will affect the kinds of content you create. In fact, you may find that it makes sense to create different blog posts and webpages around the same keywords in order to reflect the many different people who may be searching for them.

This is practically never the case in B2C SEO. If you decide you need a new watch, you’re most likely the only person involved in that decision. Even if you ask your partner or friends for feedback, you’re the one who’s going to be doing all the searching.  

3. Longtail Keywords Are a Must

In B2C SEO, you’ll find way more examples of branded keywords working best to drive traffic. For example, an e-commerce company that sells basketball shoes will want to rank for all kinds of keywords that include “Nike”, “Reebok”, “Adidas”, etc.

The same opportunities tend to not exist quite as much for B2B companies. When they do, it’s almost always necessary to pick a long-term keyword that will add to the branded product or service.

For example, if your company is a reseller of another vendor’s products, it would probably be great to rank for a keyword that precisely describes it (e.g. “Cisco OpenRoaming”).

Unfortunately, even though you’re licensed to sell it, most of the traffic for that keyword will probably go to Cisco. The other spots will be highly competitive, too.

Instead, find a longtail alternative that will give you a better shot at the first page. Ideally, you want one that reflects buying intent, too, so that ranking will turn into greater conversions, as well.

Turning B2B SEO Traffic into Instant Conversions

Until you understand how B2C and B2B SEO is different, you’ll always see mixed results. Of course, making this distinction can also be a daunting challenge. The switch to strictly B2B SEO will give you better results, but it may also mean starting over from scratch in many cases.

The good news is that we can help you turn your newfound B2B traffic into instant leads. In fact, at Hushly, we’ve designed a platform that will produce a 51% increase to your current lead-gen and ABM conversions. We actually guarantee it.

If you’d like to see proof of our platform in action, just contact us today.