It’s all in the numbers. We’ll explain, but you have to keep reading in order to find out.
Sound like a plan to you?
Before we get going with the good stuff, let me first direct you toward a blog post on B2B lead generation tips that will help you in your customer acquisition efforts. Seeing how we’re talking about lead generation, it’s fitting to include this as well.
Take a look and let me know your thoughts on it.
Now back to the main event.
Why is lead generation important for you as a small business owner?
It’s very simple.
[tweet_box design=”default” float=”none”]Without leads, you cannot acquire customers.[/tweet_box]
If you cannot acquire customers, then you have no business.
So, why should you continue reading this blog post? What’s in it for you as they say?
- We’re going to share with you lead generation statistics from 2015 that demonstrates what are the most effective lead generations strategies available to you.
As a result if you implement them, then you’ll see an increase in leads for your small business.
What happens when you have an increase in leads?
You have the potential to gain more customers.
Do you want more customers for your business?
Of course you do. Heck you, me and every other Tom, Dick, and Harry wants that.
So, be sure to stay with me all the way until the end so you don’t miss anything.
Lead generation statistics 2015. Hint: Inbound marketing should be part of your lead generation strategy.
- 94% of B2B buyers conduct some type of research online before making a purchase per MarketingCharts.
So, what does that mean to you?
Your customer is doing their homework and trying to find out if your product/service will truly satisfy their needs. Also, they’re looking to see what your reputation is by looking at online reviews and/or checking out your blog to see if you’re competent enough to solve their problem or if they’d even want to do business with you.
If I were you make sure you know what is being said about your product/service on the internet and make darn sure you have a blog that is up-to-date that shows you know what the heck you’re talking about. This is critical for your business.
- More than 80% of B2B leads generated through social media are from LinkedIn according to Oktopost.
I completely agree with that statistic – 100%. LinkedIn is a valuable social media platform for the B2B sector and LinkedIn tends to be where your potential customers “hang out” when it comes to social media. More so than Facebook, Twitter, or any other social media outlet.
Takeaway here is if you’re not on LinkedIn and are not using it as a lead generation tool, you better get on it now.
One little tip on LinkedIn: Join groups where your potential customers “hang out” and be useful, help others in the group when they ask questions. Show your competence.
This tactic will attract customers to you.
- 77% of B2B marketers plan to increase their use of LinkedIn as indicated by Social Media Examiner.
Why is that? I think we just covered that previously, seeing how large a percentage of B2B leads are generated via LinkedIn. If you’re in the B2B space you need to be using LinkedIn to generate leads.
If you’re not, then you need your head examined. No really, you do.
- 91% of B2B buyers never respond to an unsolicited inquiry as mentioned by No More Cold Calling.
Can you blame them? The last thing a potential customer has time for is some schlep to either call them unsolicited or drop by their place of business trying to sell them their product/service without an appointment.
I understand that is part of the process, but try to set an appointment beforehand. Do this without coming across as desperate and not making outrageous claims of what your product/service can do for them.
Be genuine and honest. That will go a long way toward earning that prospect’s business.
- Business 2 Community says that 60% of executives say that email is their best performing channel in regards to return-on-investment.
Why would that be? Common sense will tell you it takes literally no time to send emails and you can get a lot done in a little time with email. This statistic makes all the sense in the world. Would you agree?
- MarketingSherpa via HubSpot points out that 68% of B2B companies use landing pages to generate new leads for their sales teams.
Landing pages are a great way to collect contact information for potential prospects, that your sales team can follow-up on. Also, landing pages are a cost-effective way to generate leads.
- Demand Metric says the three most commonly used lead gen strategies are email marketing (78%), event marketing (73%), and content marketing (67%)
I would tend to agree with that statement and accompanying statistics. Do you? In terms of return-on-investment of those 3 lead gen strategies I think they would go in order – email marketing, content marketing, event marketing.
What are your thoughts?
Return-on-investment is the most important metric if you ask me.
- Improving the quality of leads generated and increasing the quantity of leads generated top the list as the most important lead gen objectives for businesses as told by Ascend2.
Couldn’t agree more. You need both quality leads, but to really make it happen you need a lot of them. As a small business owner you need both – quality and quantity.
What say you?
- 75% of B2B buyers use social media to support their purchase decisions as said by the International Data Corporation.
Time for a quick breather. Let’s break up the monotony with one of my favorite quotes, even though this piece of content is highly informative.
[tweet_box design=”default” float=”none”]”The man on top of the mountain, didn’t fall there.” – Ralph Waldo Emerson[/tweet_box]
Now back to the main event.
- Marketo has indicated that about 96% of website visitors are not ready to buy.
So true. So, that means a couple of things for you my fellow small business owner. You need to give that website visitor a reason to come back – i.e your content is so compelling they can’t get enough of it. Or you need a compelling offer for them to join your email list. Give them something that they can use to improve their situation.
This way you can send them information until they’re ready to buy.
- Per Statista marketing automation software has generated twice as many leads as email marketing software in 2015 so far.
Numbers don’t lie, so I would look into marketing automation software a little further and see if it makes sense to use either in lieu of or in place of your email marketing software.
- According to Mintigo 74% of marketers spend more than $50 per lead generated, with 5% spending more than $1,000.
$50 is not that much to spend on a lead, depending on what their customer lifetime value is to you.
- Only 13% say their lead gen strategies are “very successful” in achieving their main objectives – Ascend2.
They’re either being hyper-critical of their success or the numbers just show whatever lead gen strategies they’re using do not work.
- HubSpot chimed in to say almost 50% of marketers say inbound marketing strategies are their primary source of leads, double that of outbound.
What does that mean for you? If you’re not using inbound marketing strategies, you should be and it is an absolute must as the title of this blog post indicates in 2015 and beyond.
- 88% of users leave the wrong information when filling out an online form as stated by Mintigo.
Makes sense. As most users do not want to bombarded with a gazillion emails trying to sell them something they do not need or want, which is why they leave the wrong information.
- 83% of B2B marketers use content marketing to achieve their lead generation goals – CMI.
Translation. If you’re not using content marketing for lead generation, you need to wake up and smell the coffee. Get with the 21st century and use what works instead of what you’re comfortable with.
- Marketers who blog are 13 times more likely to drive positive ROI than those who don’t as stated by HubSpot.
Content marketing (inbound marketing) is where you need to focus your time and energy with respect to lead generation. These last two statistics should’ve confirmed that for you.
So, that will wrap up our discussion on lead generation statistics 2015.
Please share your thoughts.
Oh wait. I almost forgot. One more thing. We’ve talked a lot about B2B lead generation today and what’s more important is the conversion rates of those B2B lead generation methods. So go read that blog post as well.
Do you have a customer acquisition process in place for your business?
Is that process working?
Is that process efficient?
Is that process cost-effective for your business?
If you could improve that process would you?
Do you need help in figuring out which parts of your process should stay or go?
If you’re answering “Yes” to all of these questions then my hats off to you. Business must be awesome!
Otherwise you and I should talk. Let’s see how I can get you to where you want to be.