If your business sells products and services to other businesses, you need a steady flow of business people interested in what you offer. B2B lead generation is slightly different than generating leads for the consumer marketplace as its more targeted and usually a more focused and specialized group of people you are aiming to reach.

To generate effective leads – prospects that are looking for your products and services, you want to generate specific and targeted traffic, interested in what you offer, which is of course, the name of the game. The more you can pinpoint exactly what your target

audience is looking for, the greater the chance of creating content that will be useful to them – which will bring them to your site and into your ‘orbit’.

The key to closing more sales is generating more qualified leads. The great news about using ‘organic’ search on the internet is you can constantly improve your game, build on your web presence and attract more and more targeted and qualified traffic. Sure, you can advertise and throw money at Pay Per Click campaigns. And while social media is likely an important part of your ongoing marketing and outreach plan (or should be), you want to be sure that everything you do is geared toward bringing people to your website and the more you can do that naturally or ‘organically’, the more cost effective it will be and the more relevant it will be for your target market. Why?

The more valid and relevant content you have on your site, the better it works for you as a tool and the more relevant it is, the more it will bring the right people to the site and then keep them there once they arrive.

My next article will talk about your content and the importance of linking it to your key marketplace.