In the fast-paced world of lead generation, the strategy is the linchpin that holds it all together. It guides lead generation agencies to clients and clients to businesses.
Success as a B2B lead gen agency requires a clear understanding of the target audience and the conscious selection of marketing strategies.
This article is your guide through these strategies and methods that empower lead generation agencies, both B2B and B2C, to find and acquire new clients successfully.
- Identify targets for your B2B lead generation agency
- Strategies to find new clients for your lead gen agency
- Collaborate with clients and foster trust as a lead gen agency
Identify targets for your B2B lead generation agency
The first step to launching an effective marketing strategy is to determine who your target audience is and what form your message will take.
Pick out your target market and find your niche
Before you start contacting leads and prospects, you need to determine your target market, which means who your clients are going to be.
There are different types of clients out there that could be a fit for your agency:
- B2B companies provide products or services to other businesses. B2B strategies are tailored to address the needs of businesses rather than individuals.
- B2C companies sell directly to individual customers. B2C strategies target a wide range of consumers.
The key to building a successful lead gen agency, however, is to find your niche. Whether you are a B2B or B2C agency, you need to determine exactly which industry you want to target.
For example, an agency that focuses on the healthcare industry can specialize in connecting medical practices with patients in need of specific care. Also, in education, you can help institutions connect with prospective students seeking the right programs.
This tailored approach will set you apart and drive effective lead gen campaigns.
Determine your Ideal Client Profiles
Once you have defined which type of businesses you want to target, you need to determine your ICP or ICPs.
An Ideal Client Profile (ICP) is a detailed description of the type of customer or client that a business wants to target. It essentially imagines who the ideal customer for the business is.
ICPs help businesses tailor their marketing and sales strategies to attract and engage with only the most valuable prospects. You can determine an ICP by location, income, interests, and buying behavior, or industry.
ICPs are crucial to developing more effective and personalized marketing strategies. They also help salespeople determine where to look for leads.
Strategies to find new clients for your lead gen agency
Depending on your desired target market and ICPs, you need to figure out how to find new clients for your lead gen agency. There are multiple ways to do this, including:
The first option is to use public databases, which publicly offer information about potential customers or clients. These databases provide data such as professional emails and phone numbers, company information, and more.
These databases are a great tool for prospecting and lead generation and are free to use.
LinkedIn, specifically LinkedIn Sales Navigator, is an essential tool in lead generation. It is a subscription service used by sales professionals to help them find and connect with potential leads and prospects in B2B marketing.
LinkedIn Sales Navigator is thus a great tool to save time when prospecting new customers. Unfortunately, LinkedIn doesn’t allow complete automation from LinkedIn straight to your CRM.
With noCRM and a couple of integrations, however, you can automate the process. Learn how to build complete lead lists in your CRM from LinkedIn Sales Navigator.
Paid online advertisement
As mentioned above, paid online advertisement is a great strategy to target specific groups and get in touch with new people.
Social media is especially effective in reaching highly targeted audiences. Also, paid online advertising campaigns have a high engagement rate.
These campaigns are a more costly marketing strategy, however.
Using online forms and landing pages
One of the most effective ways to drive engagement in an audience is to hear from them directly. Customers love to have their voice heard. And nothing is better in this regard than using online forms.
You can use online forms for customer feedback, or even to get information about an audience. These are even more effective when embedded in your landing page, so make sure that your page is correctly optimized.
There are many online tools that can help boost your landing page and online forms to generate more leads. They are no-code solutions, so you can design your landing page with absolutely zero coding knowledge!
Cold email and telemarketing
Cold email and telemarketing are the most traditional marketing strategies.
Cold email marketing campaigns reach very wide audiences, but have low engagement rates. On the other hand, telemarketing is more time-consuming, but leads to higher engagement rates.
Of course, no strategy is best. It is essential to use the strategies that suit your lead generation agency. Also, you can decide to use multiple strategies, known as multi-channel marketing.
Collaborate with clients and foster trust as a lead gen agency
Sharing lead lists with your clients
Once you have your lead lists ready, the next step is sharing them with clients. Often, agencies use Excel to share these lists.
This approach can be ineffective and time-consuming, however. Indeed, collaboration is quickly slowed down when you have to add new information about leads, answer client questions, or simply track progress and performance.
Using noCRM as a lead generation agency
Given these obstacles, you need a tool that enables easy collaboration between your lead gen agency and its clients.
Fortunately, noCRM is designed just for that. It fosters collaboration between your agency and its customers, as both will have accounts on noCRM and thus be able to easily share information.
For instance, with noCRM, you can send leads to your desired customers in just one click, and they will be transferred directly to your customer’s account. You can also easily transfer any additional data linked to those leads, such as comments or details which may be important.
As a result, your customers will have their leads neatly stored in a CRM, ready to be processed, and your agency will have happy clients.
Delivering leads is just the first step: lead generation agencies will only be successful if they have efficient follow-up and sales processes. Very often, however, agencies don’t have streamlined processes because of their CRM. This leads to client churn. It is therefore vital for lead generation agencies to have a good CRM set up for them and their clients.
Also, if they sign clients up to noCRM, they can earn a 20% revenue share for each noCRM account.
Your agency can work with its customers directly from their noCRM accounts, nothing is easier since the noCRM interface is designed to be easy-to-use and accessible.
All in all, noCRM is the ideal tool for your lead generation agency!
B2B lead generation agencies can focus on content marketing, email outreach, cold calling, and strategic partnerships to connect with businesses.
ICPs help agencies tailor their strategies by defining the ideal customer, streamlining marketing and sales efforts.