Probably the most effective ways for many businesses to do B2B lead generation is to use content marketing to help other businesses find the information they are looking for and position your business as a part of the solution that they need.
Content Marketing is when you produce articles and other forms of information that address problems people are trying to solve. This works very well for B2B lead generation because any business that has an issue that they need addressed is going to turn to Google and try to solve it. If you are positioned high in the search, you are going to be seen as an expert on the topic and you will generate very good leads.
By doing a good job of writing and by making a compelling offer – such as a free white paper – you can actually craft a website that will draw in only people with very specific kinds of problems and this will help you target your marketing very well and not waste your time.
For example, if you only want to talk to people that need to claim bankruptcy in California, you could offer a free download on “10 things you need to know before claiming bankruptcy in California” - You wouldl not get a lot of leads that are people outside of California, nor would you get a lot of leads that are NOT thinking about claiming bankruptcy. The key it to know who your target market is and what they (and ideally only they) will be interested in.
B2B Lead Generation with Cotent Marketing works really well for many businesses. It will work more well for those companies that solve a specific problem and know that their potential clients are doing searches to find help. The cost to do it is nominal compared to the potential lead generation. You should start doing it before your competition does.