How do I generate B2B(Business to Business) leads?

Give value where they hang out.

Where do your prospects like to hang out?

1. They’re in relevant communities:


Meetups
Slack Groups
Facebook Groups
Coaching Programs
2. They’re customers of complement products.

If you sell marketing automation software, then your customers probably buy other B2B products to help with their sales funnel. Outline a few of these products, then see where their customers hang out.

3. They’re customers of competing products.

Hubspot is a competing product to Autopilot. As a former evangelist for Autopilot, I reached out to Hubspot’s customers and pitched them on joining our community, not buying our product. If they like our community, then they’ll take enough interest to research our product.

To find Hubspot’s customers, I can search on Twitter. For example, I notice Hubspot has Twitter lists of their conference attendees. I can assume many of these people are Hubspot customers.


In a couple of seconds, I send a Tweet to their customers to join my community.

4. Social Media Sites

LinkedIn:

If you know your ideal customer is the head of growth for a company in the marketing and advertising industry with over 200 employees, then create a search query with those variables.


Next, use an email finding tool to grab their information. Here’s two:

FindThatLead
Clearbit
Facebook:

If you discover a Facebook Group where your prospects hang out, then you can use a couple of tools to retrieve their emails.

Step 1: Use the Chrome extension, Grouply, from Growthers.io to export Facebook Group members and their company name.

Step 2: Find the company domain using Toofr, FindThatLead, or Hunter’s domain discovery tool.

All the add-ons look relatively the same. My preference is FindThatLead based on its competitive pricing and email deliverability rate. Then, use the same tools to process the resulting data to retrieve their emails.

Instagram & Twitter:

Using the tool, Audiense, you can find people on Instagram and Twitter based on the keywords in their bio among many other variables. With the resulting profiles, you can directly message or mention them to get their attention.

What if you don’t want to target your leads one-on-one?

5. Use paid traction channels:

Facebook marketing
You can target people based on more than ninety variables.

Google AdWords
Get them before they get to your customers or when searching complement products.

Events
Hold events and use Meetup, Eventbrite, partnerships, and personal messaging to get attendees.

6. Use content marketing

Whitepapers & eBooks
Write a lengthy piece about how to solve a specific pain point of a customer, then require an opt-in to access it. You can have your blog and social media content link to these heavy pieces of content.

SEO
Create remarkable content to rank on Google. It should be 3000 - 5000-words long, have tactical advice, relevant search keywords in the title and headers, statistics, and an infographic.

Webinars
Do a joint webinar with other industry influencers to drive traffic. Ensure both parties promote the webinar to get lots of attendees.

7. Partnerships

Integrations
Integrate your service with a complement product. People who use Mixmax want an integration with Salesforce. By adding the integration with Salesforce, they attract a new customer base.