B2B Lead Generation Service in Maine
B2B lead generation is different from B2C - it's more difficult, and requires special skills.
How to Get Leads That Keep New B2B Business Coming In
Steps, to be done sequentially:
1. Define your audience.
2. Craft your message.
3. Make your website work.
4. Deploy effective search marketing campaigns
5. Manage with hard data.
1. Define your audience
By accurately defining your audience, you ensure that your leads have interest in buying.
Generally the most important dimensions of audience targeting are:
Location. If you're essentially a local business, target potential customers in your local busines community.
Business size. Businesses of different sizes have different needs. And some are too small to be able to afford your products or services.
Business type or industry. Within an industry - healthcare, manufacturing, hospitality, retail, or whatever - companies have similar needs and speak a common language.
Your capabilities. There's no point in generating leads from companies that have needs you're unable to fill. But remember that even the best prospects may not understand your capabilities well, and need to be educated.
2. Craft your message.
Effective messaging addresses the unique needs of companies in your audience. Identify prospects' pain points and the value you offer in addressing them.
Your message should:
- Communicate in a few sentences the problem you can solve, how your solution is the best one, and the magnitude of the value you will deliver.
- State a clear and effective unique selling proposition.
- Use the language of your prospect's industry and avoid the jargon of your own.
3. Make your website work.
Your website should be the centerpiece of all your marketing and lead generation efforts. It needs to generate relevant traffic and convert that traffic into high-value prospects.
To do that, your website needs to have:
- Consistent, fine-tuned messaging
- Clear explanations of your products and services
- How your pricing works
- Case studies and testimonials
- Strong calls to action like “Get a free consulktation!”
- A mechanism to build email lists: free downloads, newsletter signup
- A blog where you can demonstrate your expertise
4. Deploy effective search marketing campaigns.
The #1 thing you need to drive high-quality leads, especially at first, is an effective Google Ads paid search campaign.
Search Engine Optimization is great for getting leads, but it's a long-term play. Google Ads start to work right away, and are served up to prospects when they're already in the market for what you're selling.
5. Manage with hard data.
Running a business in Maine is about passion, resilience, and connection. Your focus should be on serving your customers, developing your products, and growing your business - not wrestling with confusing numbers. Yet, every single day, the success of all your online efforts relies on the accuracy of the data you're using to manage your marketing.
The most common complaint I hear from business owners is simple: “My data is overwhelming, and I don't know what decisions to make with it.”
Your business is too important to run on shaky data.
Google Analytics (GA4) is designed to provide unprecedented insights when integrated with Google Ads. Using the two together we can enable you to achieve:
- Confidence in Decisionmaking: Every dollar you spend will be backed by reliable, trustworthy data.
- Rapid Results: Our efficient, focused implementation means you get started fast and start making smarter decisions sooner.
Why You Should Work with Me
In B2B marketing today, skills in technology, analytics, and interactivity are critically important. B2B marketers need to know how to analyze data, communicate ideas, drive qualified sales leads through various channels, convert them to customers, and retain them. In the online world, a B2B marketer has to be able to accomplish those goals by creating, testing, analyzing and perfecting the performance of online ads, landing pages, and calls to action - across the spectrum of potential buyers' current position in the sales funnel.
The internet is full of tech and ad “experts” who claim to be able to deliver more customers and more money for B2B businesses.
In B2B marketing today, skills in technology, analytics, and interactivity are critically important. B2B marketers need to know how to analyze data, communicate ideas, drive qualified sales leads through various channels, convert them to customers, and retain them. In the online world, a B2B marketer has to be able to accomplish those goals by creating, testing, analyzing and perfecting the performance of online ads, landing pages, and calls to action - across the spectrum of potential buyers' current position in the sales funnel.
But few of these “experts” have the technical skills needed to do B2B search marketing today, and even fewer have ever sold anything to anybody.
I'm different. I have an engineering master's degree and 20+ years’ experience working with Google Ads and SEO, and have sold big-ticket products and services to some of the largest companies in New England including Pratt & Whitney, General Dynamics, L.L. Bean, Idexx, Hannaford. (FYI, here's more about my experience).
And go here to find out more about how I can help you get more web traffic, develop more sales qualified leads, and make more money with Google Search Marketing.
Ready to start making more money now? Most Google Lead Generation campaigns need an investment of a few hundred to a few thousand dollars a month, unconditionally guaranteed to satisfy you. Go here to tell me a bit about your business objectives and Book a FREE Online Marketing Audit!
Successful lead generation campaigns are the product of thoughtful analysis of results, and continuous improvement. To get the most value out of every marketing dollar you spend, I'll:
- Audit your site for search and conversion health, analyzing page speed, security, mobile responsiveness, site architecture, structured data, and UI. And help you implement my recommendations.
- Target high-value, transactional keywords to attract higher quality, late-funnel B2B leads.
- Research and write sales-focused landing pages, establishing your site as a thought leader, providing multiple entry points for potential buyers, and acting as a lead magnet to drive new customers.
- Track your leads' movement through your website's marketing funnel, identify areas where they tend to fall through the cracks. and help you fix them.
- Monitor your industry's news and data, spotting trends and keyword niches that will make our results better, pushing more qualified leads into your pipeline.
- Track leads and measure performance: set up and optimize your lead tracking and marketing attribution systems so we can easily measure results and refine your campaigns in real time.
Ready to start making more money now? Most Google Lead Generation campaigns need an investment of a few hundred to a few thousand dollars a month, unconditionally guaranteed to satisfy you. Go here to tell me a bit about your business objectives and Book a FREE Online Marketing Audit!
David H. Boggs, MS