Best B2B Marketing Tips for Business Owners to use During Pandemic

As with business, your annual contract value is going to dictate which tactics make the most sense to acquire customers while staying ROI-positive. This means that with a greater annual contract value (ACV), you can justify spending on more expensive Google AdWords, for example. But inbound tactics gain increased importance when competing for a lower ACV and to help increase the effectiveness of outbound or paid efforts as they give you more options for SEM promotion and sales enablement when prospecting.

A steady stream of leads is an essential component in keeping a SaaS platform afloat in a market that's becoming increasingly competitive. Here are 7 Lead Generation tactics you can use to give your marketing a much-needed boost.

1. Chatbots

There once was a time we installed a chat plugin on a website and generated a lead for a tech company the very first night! While this can definitely work to generate more leads for your business, consider having an established policy for how to handle support requests that come in through online chat. If you don’t want to muddy the waters between your sales team and the support team, then limit the use of your chat application on certain pages that existing customers are less likely to visit. Some chat apps can even force popup on pages that you specify, like service landing pages, FAQs, or pricing pages.

2. Giveaways

This helps you to generate more leads for your company after all, who doesn’t like getting something for free? One disadvantage to this strategy, however, is that you risk receiving a number of leads that may not result in quality sales opportunities.

To help combat the quantity over the quality challenge, make sure you require the downloader or person requesting your giveaway to provide some type of personally identifiable information about themselves in exchange. You can also consider requiring them to sign up for your newsletter or share your link on a social network in exchange.

3. Video Marketing

Your software is already industry-leading in terms of user-friendliness, and you provide industry-leading customer support. But guess what? You haven’t tapped into 100% of your market, so there are still people out there who don’t know how great your software can be for their business. Instead of focusing on creating customer supporting videos, create helpful video content for the percentage of your customers that use other software solutions. Highlight the benefits of your software over your competitors and show them how it will make their lives/jobs easier.

4. Resource Guides & Roundups

There’s a lot of content that can be bundled under this category – everything from a roundup of industry experts offering tips on a topic, to listicles that rank, rate, or review the best/worst of anything that is important to your audience.

5. Push Content on Linkedin

There's a good chance that your platform addresses the need for a business customer. Many (not all) SaaS platforms operate in the B2B sector, and that's what LinkedIn is all about. According to a HubSpot study surveying 5,000 small businesses, LinkedIn vastly outpaced competing for social networks for lead generation.

Leverage that by publishing content on LinkedIn Pulse. Don't just share content as an update-actually, publish the content on the platform.

6. Guest post for leads

Guest blogging generates hundreds of new leads every month, and costs little more than the time it takes to produce the content. Even if you need to hire a quality writer to produce high-value content, the quantity, and quality of leads are worth the investment.

7. Keep more leads during onboarding with email

A free trial offer is a key lead generation tactic for any company - to measure lead drop-off during the on-boarding process with free trials. These are leads you already have, so you want to convert as many as possible. With just a little extra effort, you can convert more of the leads you already have.

For more information reach us on 855-203-8196 or email at info@vsynergize.com.