In this B2B Lead generation guide, you’re going to learn five actionable Low-cost Lead generation strategies for your business, which you can apply today with a low budget.
Also Read: What is lead generation? How is it essential for your business?
1- Free Plateform: If you’re new branching out on your own, the whole prospect of marketing yourself is going to be daunting, and it can be daunting. And a lot of strategies may take a lot longer time than you have. So if you are looking to start generating some income from your new venture, then going to a freelancer platform like Upwork, guru, or even Fiverr within the next couple of months. If you can get on Fiverr pro or freelancer, it might be your best option to get your income off the ground. Now, is this the most ideal? No, I would say. It’s the least desirable of all of these five, but it is an option because it doesn’t require any marketing. And the fees for things like up work and Fiverr are relatively low, compared to what you’d have to pay to get clients on your own.
2- Community Groups: This will be a little more popular and manageable—specifically groups on LinkedIn and groups on Facebook. We’re not recommending that you should come up with a nice little sales post and then post your services everywhere, that’s not going to work. What you have to do here is identify groups on LinkedIn and Facebook that are full of your ideal customer, right? Not necessarily other businesses like you. For example, as a India Based Digital Marketing Agency, we might want to look for a startup that wants to scale its business, right? Almost every town in the US has such small or big startups. So we say you know what our ideal customer is a startup initiator, who’s trying to get more reach on search engines or maybe trying to get more leads, sales, or whatever it may be. And then, we would find LinkedIn groups and Facebook groups that are full of smart startups. We wouldn’t find Facebook groups and LinkedIn groups that are full of such small startups. Of course, you can’t learn from them, but you need to find groups full of people who your actual ideal is your ideal customer. And then when you’re in that group, here’s the key to this step –You never promote yourself. We know that it sounds counterintuitive, but all you’re in there to do is talk and be helpful. That’s it, which means when you aren’t posting, you’re only going to be doing one of two types of posts.
- The first type is where you’re sharing valuable information from other sources. You’re never using your sources, and even if you have a blog, you have a YouTube channel, you’re doing something great on medium, it doesn’t matter. Don’t post your links in there. It just comes across as self-promotion: so other people’s links, other helpful content.
- When you are engaging and answering other people’s questions in the group. All of the actual sales are going to be done either via direct message, so they’ll reach out to you, or you can reach out to them after you’ve had a lot of back-and-forth in the group, or they’ll go to your profile, and they’ll reach out to you because they’ll see that you’re promoting yourself on your profile. So you can do promotional posts on your LinkedIn or Facebook profile, just as a regular post once a week, and that way, you have posts and content there on the platform that clearly show that you’re looking for clients. You’re open to helping your ideal customer, but you never want to do that inside the group.
3- Cold Emai: With cold email, you’re going to be using some software or service, like LinkedIn sales generator or lead fuzz, to find critical decision-makers’ emails at the businesses that you want to do business with. And so the key to success here is making sure that you’re very specific on who you’re trying to target, right? So if we go back to our dentist or restaurant example, we didn’t just say, “okay, local businesses within a five-mile radius of wherever I may be in the world,” right? Well, no. We want to be very specific on okay, well what kind of local business? Right? So we do we want to target therapists or chiropractors or dentists for some reason; I’m on a medical thing right now. So or restaurants there we go, there’s a non-medical one, right? Whoever your specific ideal customer is, we’ll get some more on this in a little bit here. Make sure that you’re customizing your emails directly to that person. This is not a time where you just come up with a template, and you blast it out because that’s going to be spam. So you need to customize the first couple of lines and make sure that it’s clear that you know who you’re sending the email to. And if you want to do more than ten of these a day, you will have to pick up a service like a woodpecker to allow you to send more emails.
Now, these next two are going to be a lot more evergreen. So the good news is it’s not as much as day-to-day work, it’s not a more– it doesn’t won’t feel like the hustle and grinds. The bad news, though, is these are going to take significantly longer than everything else. If we just talked about the first three, the first three, you’re probably going to find success within the first three to six months. This one is going to take longer than six months. The advantage is it compounds over time, but don’t expect anything we’re about to cover with these last two to work within the first six month period. So you’re strapped for cash, this is not the place to start. Start with one of those first three, which is why we went with them.
4- Creating Pillar Content: You should create pillar content, specifically creating pillar content on YouTube. The first thing, of course, is, “who is your ideal customer?”. You want to know what they are struggling with and want to know what ultimately results they are after and know what type of business they are in? What do they sell? And what is their job title? Once you know those three questions, and you know what results they’re after and what’s getting in the way of the results they want. You’re ready to create three valuable pieces of content for YouTube. If you don’t want to get on camera, do a SlideShare PowerPoint presentation. It doesn’t have to be fancy; it just has to be valuable.
Now there—four, the three different videos you’re going to make three different kinds. We’ll then get into how specifically to make sure that these videos drive the action you want. So here are the three kinds that you’re going to use.
- The first one you’re going to use is a “how-to.” You’re going to show potential customers exactly how to achieve something that they want. An example, we run Google ads and YouTube ads for people. So it makes sense for us to help potential customers get started with their advertising and eventually. Hopefully, they either figure out how to do it on their own, or they say, you know what, this is way too complicated, let’s hire the guys who initially taught us. And that’s as simple as it is.
- The second one reviews products or services that are not directly related to your product or service. So it mustn’t come across like you’re just reviewing a competitor, right? But you do want to be valuable in helping your ideal customer decide on which product or service they should buy.
- Now, this third one is also helping them make a decision. And this one is a decision guide where you weigh the pros and cons of option A or option B. A simple example of this is that we’ve done things like the pros and cons of advertising on Facebook versus the pros and cons of advertising with Google ads or other social media platforms. So we’re not necessarily reviewing the two platforms; we’re just saying here the pros of doing it this way and here the pros and cons of doing it that way, and cons over here as well. So you kind of equally weigh it out, so it’s effortless for your ideal customer to make a decision.
Now, these are the only three types of videos that you have to make. We’re telling you with this strategy, and you only have to make three videos. One of these is most likely going to work, and of course, once you find one that works, you keep making more like that, and then it compounds, but you’re just getting started, so start with three, even if it’s just a couple PowerPoints. Now inside of your videos, here’s the key, you want at least two to three times throughout the video, no matter how long it or short it winds up being, have a clear call-to-action for someone to click a link in the description or check out another one of your videos so that you get them to start it in your lead generation process. So this can be a call to action. The more content a call to action to hop on the phone with you or call to action to force something called a lead magnet.
5- Lead generation funnel: This is one of the best free strategies to generate leads. This is where you’re going to create something called a landing page, a lead magnet, and then you’re going to use software like convertkit or mailer light to send out emails, and this is something that you’re going to be able to scale.
Now, the key before We dive into this:
We know many new agency owners and freelancers; as soon as they hear the word scale, they’re like, oh, that’s me, I’m ready to go. You know we all start with zero clients, zero customers, zero sales. One of the strategies we just talked about is the way to go. This is the one to work on once you have a couple of clients, once you have some cash flow coming in because it is, in fact, the hardest as simple as it may seem.
So let’s go through the process. How does the lead generation funnel works? The first thing you need to do is just like we talked about creating valuable content in a video. You would create valuable content in the form of a webinar or a PDF where you help your ideal customer overcome a roadblock that they’re struggling with. And exchange for this information, you ask for their contact information. Typically their name or email, if you’re doing sales calls, maybe a phone number, so you can give them a call or get them to book a call with you. All of this process is designed to collect contact information in exchange for providing that lead magnet. Now, what the heck could a lead magnet be?
It can be a simple case study, it could be an audit showing them what they’re doing wrong and what they’re doing right, it can be a report where you’ve taken a lot of data and just crunched it down for them, or it could be something as simple as a template or worksheet to help them achieve success and a project they’re currently working.
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