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B2B Lead Generation In The Time Of COVID-19

With the protocols in place to help prevent the spread of COVID-19, many of the normal ways that B2B marketers generate leads are suspended. Trade shows, industry conferences, in-person meetings, and demos have all been cancelled. This has left many B2B marketers wondering how they will connect with their audience and generate sales leads.

However, there are some novel ways to approach lead generation. What’s more, if your team thinks outside of the box, you will be able to find new sales channels.

Start Online

Most online marketing activities are usually reserved for B2C marketers. Social media campaigns, content management, and email marketing have been staples of B2C.

But during the time of the COVID-19 pandemic, B2B marketers are starting to see success using those same channels. With everyone working online now, it has become necessary to connect online. While capitalizing on online marketing requires a directed strategy, it can help you generate new leads efficiently.

Ask For Referrals

No matter your industry, most of your customers know others who may need your services. There are many ways to get referrals from your customers. The most common is to incentivize referrals with mutually beneficial discounts. For example, you can run a promotion for your clients wherein they and their referral will both get 20% off their next. Referral marketing helps you capitalize on your existing network to generate new leads.

Revisit Old Leads

Oftentimes, successful sales are a matter of timing. When a lead has gone cold, it doesn’t always mean they are disinterested. Sometimes, they are dealing with budget restrictions or they can’t get out of a contract with their current provider. Revisiting those old leads can help remind them of your products and services, and this time, they may be ready to buy from or work with you.

Buy A List

Buying a list from a list provider is another great way to generate new leads. This method is a little more challenging because it requires cold outreach. However, it can be fruitful if you get the right list. There are a lot of illegitimate list providers out there, so make sure you fully vet them before making a purchase.

These are just some of the ways that you can still generate new leads during this time. Lighthouse Exhibits can help. We offer more than just exhibit booths—we have a range of marketing services that can help you reach new customers. We’re always happy to help, so give us a call today to get started.

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