Practical and better lead generation strategies for your next B2B conference

Lead generation ideas and techniques you choose to pursue now are crucial to the future of your organization if your sales funnel isn’t bursting with leads. Ever since we’ve transformed into an endemic, in-person business conferences are starting to become more frequent. Most of us may have gotten very familiar with lead generation strategies for virtual conferences that we may have forgotten how it was like to generate leads for an in-person or hybrid one. This article delves into lead-generating tactics that can be useful for your company if you are planning to host a conference in the near future.

What is Lead Generation?

Simply put, lead generation is the process of finding the best customers for your product or service and getting them to buy. It is one of the most important things that sales and marketing teams do because it is a key part of growing a business.

The success of any strategy to generate leads depends on the degree to which marketing and sales are in sync with one another. However, just because marketing is on the front lines of lead creation doesn’t mean sales can’t pitch in.

Conference lead generation strategies

Understanding whom you are targeting

Finding out exactly who your ideal customers are is the first and most important step in producing leads. Discovering who is a good fit for your product or service helps a lot in understanding who you should be marketing to.

To help you zero in on your ideal customer, here are some questions to ask:

Type of Business:

  • What is their main business?
  • What sector do they work/operate in?
  • Do you know the rough estimate of their revenue?
  • Are they a small enterprise or a big corporate entity?
  • Are they funded publicly or privately?
  • Location:

  • Are they based in several countries or just one?
  • Are there any competing businesses within those countries/markets?
  • Decision Makers:

  • What is the job position of the ideal buyer?
  • Do they have the authority to make decisions?
  • Do they have the authority to allocate funds for your service/product?
  • How does their board of directors usually make decisions?
  • Their Needs (Direct and Indirect):

  • What problems does your product or service solve for your ideal buyer?
  • What do you want them to get out of your product or service?
  • What other benefits does your product or service offer indirectly?
  • What needs does your product or service meet for the buyer influencers?
  • What kind of return on investment can your buyer expect to get?
  • Besides figuring out who your ideal buyer is, you may also come up with a plan to reach them. This plan can be used to get your buyer’s attention and move them into your sales pipeline.

    Some of the questions you’ll need to answer to come up with your strategy are:

  • What do your ideal customers want when they do business with you?
  • Where do they spend their personal and professional time?
  • What kinds of events do they go to?
  • What is their preferred form of communication?
  • When you know the answers to the questions above, you’ll know where to spend your time to meet your buyers and build relationships with them.

    Make your presence known

    If the last two years haven’t already forced you to move your business completely online, you should make it your top priority right now. Since we are discussing lead generation strategies for in-person or hybrid events, let us investigate a non-virtual tactic that may help your business and you. Speaking at local events or international conferences is one of the best ways to build your brand and show that you are a thought leader in your field.

    A compelling call to action after these in-person presentation opportunities encourages attendees to join up and try out products or inquire more about your services. Adding QR codes, which function as a rapid call to action in the real world and have the added benefit of allowing you to track the attention your campaign receives, would be the icing on the cake.

    Provide value

    When it comes to B2B marketing, nothing beats the personal touch of face-to-face events. The best part is the potential for making new connections. The main reasons why people go to conferences are to network with other professionals and pick up useful business tips. Be it the content in the flyers or the call-to-action showcased on the booths, aim to provide as much value as you can at all times.

    It is crucial to keep in mind that B2B marketing is ultimately a people business. An event is a great place to provide valuable information about your business, host productive networking sessions, meet prospective clients, and reinforce existing relationships.

    Follow-up

    Keeping in touch with leads after they’ve been introduced to your brand is an essential part of the sales process. You can do this over the phone, online, or in person. You need to gather as much information as possible about your potential clients to do this effectively. What they’re going through, what they want to say, and how they want to say it matters.

    Keeping up with leads is a tough job. It is time-consuming and uses up a sizable portion of your sales resources. However, this should not stand alone; it needs to be part of a larger sales plan. Without it, you’ll be sitting around doing nothing while good leads disappear.

    Examine your leads

    Once you have a plan in place for gathering leads, it’s time to evaluate your success and the quality of the leads you’re generating. Examine the characteristics of leads generated by your campaign and compare them to those of leads generated by other campaigns or events. Are we seeing a similarity between the two? What makes them unique, whether for better or worse, if they don’t?

    If you’re not getting quality leads, try changing your content, landing pages, forms, segmentation, or targeting. Keep testing and improving to get the best outcomes.

    Outsourcing

    If you lack the skills or time to generate B2B leads, it might make sense to engage an agency that can help you with B2B lead generation. A company that specializes in lead generation will work directly with you to create advertising and other promotional materials that will effectively target your prospective customers.

    The endemic has made the world recover from the post-pandemic shock. But that does not imply doing business the same way you always have. The recent B2B trends that have emerged will be more important than ever. Using these tips for lead generation, you may capitalize on digital advancements and boost your company’s revenue. This is the year to take the necessary steps toward building the kind of company you want to be in ten years.

    If you do not have the time to focus on lead generation or are still uncertain, contact us now at marketing@convergenceconcepts.com.sg for a highly reliable and professional lead generation solution.