If you are in the tech industry and you are selling enterprise resource planning (ERP) software, you know how challenging it is not only to market your products but also to get quality B2B leads. That’s because potential customers are not aware that there are ERP solutions available for various specific needs they have. ERP solutions can help streamline and expedite their processes without compromising the quality.
However, since not a lot of people and businesses are aware of ERP software, firms in this field are hard-pressed to find high-quality ERP software leads. The competition to get a bigger bite of the market is very stiff. More so, they cannot be lax about their lead generation strategy, or they will end up in the dumps.
How to Generate Leads Effectively
Generating ERP software leads require precision. You need to focus your time, money, and effort on marketing your product to the right people. To find the right people, you need to understand a few things before you start your ERP software lead gen strategy.
1. Identify the Type of Customers Who Will Benefit from Your Product
If you know who you are going to talk to, you will go straight to them, and that saves you a lot of time and effort. It also allows you to create a personalized strategy on how to position and present your product’s features.
When you create your buyer persona, you should also ask what they need your ERP software for. The answer will, of course, vary since no two businesses are alike. For example, a financial establishment has a different need than a healthcare institution. Therefore, they will require different features for their ERP software. You have to find out the industry or segment that will significantly benefit and find value from your ERP software.
2. Focus on SEO
If you have a website, you can use it as a lead generation tool by using the right SEO practices. To ensure that you fully utilize your site as an effective lead gen tool, you have to use the right keywords and meta tags that well describe your ERP software business.
You can begin by understanding what your target wants (which you already did on the first point), and their online behavior. What keywords do they often use when they search for an ERP software? Which sector or industry do they belong to?
Aside from ‘listening’ to what your prospects are looking for, you need to conduct keyword research. You can use tools, such as SEMRush, Ahrefs, and more to find out what keywords rank high and which ones fo your competitors use.
Another SEO tactic you can use for lead generation is link building and backlinking. These methods allow you to post your link on socially essential sites. You can also ask fellow bloggers if you can backlink to their sites.
Having a lot of links and backlinks from high authority sites increases your ‘link juice.’ Consequently, the more juice you have, the stronger your site becomes. Your ranking will improve when search engines start recognizing that. And as your ranking improves, more people can find you.
3. Run Paid Campaigns
Using SEO to optimize your website can increase your organic traffic. Couple that with paid campaigns on search engine networks and social media to attract more leads.
- LinkedIn – Even though LinkedIn removed its SlideShare feature, you can still utilize their Lead Gen forms along with your sponsored content to generate more leads.
- Facebook – Use Facebook’s Lead Ads to run your lead generation campaign on their platform and Instagram.
- Display ads on Google – Using Google AdWords enables you to display targeted ads on Google and partner websites.
4. Partner with a Lead Gen Firm
As mentioned earlier, the competition in the EPR software market is cutthroat, and relying solely on your inbound marketing team for your lead generation will not suffice. Make your lead generation effort more robust and effective by partnering with a lead gen firm.
Allowing a third party to handle your lead generation is not just cost-effective, but your in-house team can focus more on other important tasks to grow your business. More so, a lead generation firm has professionals with years of lead generation experience under their sleeves.
Even though generating leads for your ERP software is quite daunting, you can still attract the right people to your sales pipeline. Know what customers you want and find out their wants and desires so you can create an effective lead gen strategy. Also, don’t forget SEO and couple that with both organic and paid ads campaign. If you think the job is too overwhelming, partner with a lead gen firm to help you with your efforts. Use all the tools and resources you have and soon your efforts will pay off.
This article originally posted at The Savvy Marketer.