馃攳
What is B2B Lead Generation - YouTube
Channel: Patrick Dang
[0]
if you're looking to learn exactly what
[1]
b2b lead generation is
[3]
how it works and how you can use it to
[5]
get meetings with your dream clients
[6]
stick around because we're gonna get all
[8]
your questions
[8]
answered in this video
[11]
[Music]
[12]
what's going on everybody it's patrick
[14]
here make sure to give this video a like
[16]
subscribe and turn on notifications if
[18]
you want to see more videos like this
[20]
and let's get started now the first step
[22]
is we got to define
[23]
exactly what b2b lead generation is and
[26]
the definition we're going to use
[28]
is the process of getting businesses
[30]
interested
[31]
in learning more about your products and
[33]
services before making a decision and
[35]
that's essentially taking somebody who
[37]
has
[38]
no idea who you are right and you're
[40]
educating them or
[41]
you have some type of process to get
[44]
them somewhat
[45]
interested so that you can have a
[46]
conversation to see whether or not it
[49]
makes sense to work together and of
[50]
course when i'm talking about
[52]
b2b business development i'm
[54]
specifically referring to when a
[55]
business wants to do some type of
[57]
commerce with another business this is
[59]
very different from b2c which is
[61]
business to consumer
[62]
business to consumers like if you're
[63]
walking into a nike store you're buying
[64]
some sneakers for yourself
[66]
you know that's not what we're talking
[67]
about we're talking about selling
[68]
business products to business people so
[70]
let's go ahead and talk about the
[71]
different lead generation
[72]
methods you can use to generate these
[74]
leads and get
[75]
companies interested in buying your
[77]
products and services the first one that
[79]
most of you guys might be familiar with
[81]
especially if you are
[82]
in sales or business development is
[84]
outbound lead
[85]
generation this is when you're typically
[87]
reaching out to another company to drum
[89]
up some interest either using cold email
[91]
linkedin
[92]
or cold calling and essentially for
[95]
these methods you are reaching out to
[96]
someone
[97]
code meaning they don't know who you are
[100]
and
[100]
you know within your first impression
[102]
you have to get them interested
[103]
to wanting to learn more about your
[105]
products and services
[107]
now outbound is a little more difficult
[108]
because you are reaching out to
[110]
strangers it's not a referral it's not a
[112]
friend recommending you uh it's not like
[114]
they looked at some type of your
[115]
marketing or website they have no idea
[117]
who you are
[117]
and so that's why you're trying to
[118]
generate interest using cold call
[120]
email or linkedin now the second type of
[123]
lead generation you can use in a b2b
[125]
environment
[126]
is actually inbound lead generation this
[128]
is when you are using things like
[130]
youtube videos blogs instagram linkedin
[133]
articles being featured in forbes or any
[135]
other publication
[136]
and that's when leads are coming in to
[139]
you right you put out some content
[141]
people are already interested in a way
[143]
they're raising their hand and they're
[144]
saying
[145]
i am interested in what you have to
[147]
offer and then from there
[149]
if they capture your email or have some
[151]
way to schedule a meeting to talk to a
[152]
salesperson
[153]
well that is an inbound lead so let's
[156]
say outreach for example which is a
[157]
sales enablement software company right
[160]
they help people send code emails and
[161]
schedule meetings and things like that
[163]
right
[163]
so somebody want to outreach.io and they
[165]
press the button download the report
[167]
essentially when you want to download
[169]
let's say any type of pdf white paper
[172]
or any type of marketing material
[175]
you would have to enter your name and
[178]
company things like that and more
[179]
importantly your work
[180]
email address so when you actually put
[182]
in this information you know you
[184]
you're put into their marketing database
[186]
and you become an inbound lead
[188]
and once you give your information like
[190]
your name company you work at you come
[192]
to the
[192]
email and your title and things like
[194]
that a sales person
[195]
is going to be assigned that lead
[198]
and they're going to follow up with you
[200]
and try to book a call to see whether or
[202]
not you want to purchase
[203]
their more expensive products and
[205]
services and in terms of let's say like
[206]
youtube marketing right
[207]
so let's say for outreach again if
[209]
somebody watches this youtube video
[211]
which has you know 100 000 views if they
[213]
want to learn more
[215]
about this company they click on the
[216]
link in the description and then that
[218]
link
[219]
will take them to let's say this is a
[222]
landing page where they can watch some
[225]
type of demo
[226]
so to get this demonstration um what you
[229]
have to do again is put in their name
[230]
last name company name work email
[232]
address and that would be an inbound
[233]
lead so after you know this person
[235]
watches the video they are
[236]
somewhat qualified and the salesperson
[238]
could be like hey this guy watched the
[240]
video or this girl watched a video so
[241]
they're kind of interested let me try to
[243]
follow up with them to see if i can book
[244]
a meeting and then sell them something
[245]
right
[246]
so that essentially is how inbound works
[248]
so for inbound it's dif it's
[249]
much easier compared to outbound because
[251]
you know people are coming in they
[252]
already educated on who you are
[254]
and what value you bring now the third
[256]
way of lead generation is actually paid
[258]
advertising
[258]
some people actually you know categorize
[261]
this as inbound lead generation but
[263]
we're gonna put it
[264]
as a third pillar because when you're
[266]
doing advertising it's not as if people
[268]
are coming to you it's not really
[269]
inbound it's that you have to prospect
[271]
and you find these people who have no
[273]
idea who you are but instead of sending
[274]
them a cold email
[276]
you're kind of making them watch a video
[277]
as a youtube ad or facebook ad or you
[280]
have some kind of
[281]
you know sales copy or something like
[282]
that to get them to click the link
[284]
and go to your website so paid
[285]
advertising could be anything from
[286]
facebook ads
[287]
instagram ads google ads basically any
[289]
platform where you're allowed to
[291]
you know run ads that's a form of
[293]
prospecting to generate leads and then
[295]
from that ad
[296]
the whole goal is to get them to your
[297]
website capture their email address and
[299]
put them through your sales process and
[301]
ultimately a sales person
[303]
is going to get on the phone to see if
[305]
they are qualified to buy your products
[307]
and services now the whole goal
[308]
of lead generation whether it's outbound
[310]
inbound paid advertising whatever form
[313]
of lead generation you and your company
[314]
use
[315]
the whole goal when it comes to a b2b
[317]
selling environment is to
[318]
book a meeting and continue them through
[321]
the sales
[322]
process right so if you are selling
[323]
something expensive whether it's in the
[325]
thousand dollar range two thousand three
[326]
thousand
[327]
five ten thousand even fifty thousand
[329]
usually
[330]
before a company makes a purchasing
[332]
decision they need to talk to
[334]
somebody over the phone or meet them in
[336]
person because they need to trust that
[338]
person
[338]
and trust that company and see whether
[340]
or not they're actually going to get
[342]
value because they're spending so much
[344]
money on your offer
[345]
and so that's why the whole goal of lead
[347]
generation is usually to book a meeting
[349]
with a sales or business development
[351]
person or closer or somebody
[353]
they need to talk to before they
[354]
actually make a decision to buy now if
[356]
you are let's say a sales or business
[358]
development person or maybe you are
[360]
an entrepreneur right you don't have to
[362]
specifically just do one form or lead
[364]
generation and that's it
[365]
normally people start with one when they
[367]
get it to start working they can branch
[368]
out to other things for example
[370]
let's say if you're a software company
[371]
you might be reaching out to everybody
[373]
with cold email
[374]
and you get some customers that way once
[376]
you understand why people are buying
[377]
maybe you can run
[378]
ads and you know try to find more people
[381]
similar to the ones that bought your
[382]
product and services right and then from
[384]
there
[384]
maybe you want to write some articles on
[386]
forbes or maybe you want to start a blog
[388]
and you know do some seo marketing and
[389]
get more people down the funnel but
[391]
ultimately
[392]
you know whether it's outbound inbound
[393]
paid advertising the goal is to funnel
[395]
them down into your sales process which
[396]
is the book of meetings so that you have
[398]
a mechanism to actually generate revenue
[401]
for your company in exchange of value
[403]
that you're giving to your clients so if
[404]
you so if you look at the basic sales
[406]
process it's lead generation whether
[407]
it's inbound outbound paid advertising
[409]
booked meeting right with a sales person
[411]
who has the opportunity to close the
[413]
client
[414]
and finally the close right actually
[415]
following up negotiating and finally
[417]
closing the deal
[418]
so that's essentially like a basic sales
[420]
process most companies you know
[422]
typically will have
[422]
now an important part of lead generation
[424]
is understanding
[426]
what is a qualified lead and what is
[428]
actually a good lead
[429]
so just because you're booking a lot of
[430]
appointments it doesn't mean you're
[432]
using your time effectively because
[433]
let's say
[434]
in a month you maybe you get 50 meetings
[436]
right which is quite a bit
[437]
now if you out of those 50 meetings if
[438]
nobody buys then it doesn't matter how
[440]
many meetings you have because these
[442]
people are not even qualified to
[443]
purchase your product and service
[444]
so that's why whatever method of lead
[446]
generation you're using
[447]
there has to be some type of
[449]
qualification before a salesperson gets
[451]
on the phone
[452]
because the better the lead generation
[454]
process is
[455]
you know it makes the life easier of
[457]
that sales person right because if
[458]
someone is really hot
[459]
they're ready to buy they understand
[461]
their problem and they just need to talk
[462]
to somebody and move forward
[464]
well the sales person doesn't even have
[465]
to sell anything they just basically
[466]
take the order right it's very easy
[468]
but if the customer has no idea what you
[470]
do who you are they're just on the
[472]
meeting for no reason
[473]
and the sales person you know has
[474]
trouble selling them or
[476]
showing them the value well it's hard to
[478]
sell because the lead is not good
[479]
so you know whatever lead generation
[481]
method you use have a way to
[483]
qualify the prospect right if you're
[485]
doing outbound lead generation
[486]
try to have some kind of ideal customer
[488]
profile that has a high likelihood of
[490]
making a purchasing decision now if
[491]
you're doing paid advertising you want
[493]
to make sure that the person
[494]
you know has to go through a lot of
[495]
filters and qualify themselves and share
[498]
their budget and their problems and
[499]
things like that
[500]
before they even get on the call with a
[502]
sales person right so that's why you're
[503]
pre-screening people
[505]
so that you can save the time of a sales
[507]
person so just know that not every lead
[509]
is equal right depends on where the lead
[511]
comes from how it came
[513]
a lot of times inbound leads are a lot
[514]
better than outbound leads because
[515]
they're really hot
[516]
but you know every company is going to
[518]
the pen and so that said
[519]
that is b2b lead generation in a
[521]
nutshell if you enjoyed this video make
[523]
sure to give it a like subscribe and
[525]
turn on notifications and let me know
[526]
what's the number one thing that you
[528]
learned in this video and share it in
[530]
the comments
[530]
with that said my name is patrick dang
[532]
and i'm gonna see you guys in the next
[534]
one
Most Recent Videos:
You can go back to the homepage right here: Homepage