Social Media for B2B: How to Generate Leads for Your Business

Social Media for B2B

B2B social media marketing is an innovative way to generate leads and boost sales. With social media for B2B your company can build relationships with current and potential customers.

Social media gives your B2B company an avenue to provide your target customers with relevant content that will get interested in your business.

Unfortunately most B2B companies have been left behind in adopting social media for B2B despite the numerous opportunities it provides especially in generating leads.

There are several social media platforms that your business can use. The best are those that your customers and potential customers frequently use.

Some of the most popular social media platforms include LinkedIn, FacebookTwitter, Instagram and YouTube. I have done a comprehensive article explaining how you can use each of these platforms. Check it our here.

So, how can you use social media for B2B to generate leads for your business?

7 Tips to Increase Leads Using Social Media for B2B

1. Engage with Your Audience

Regardless of whether your audience is made up of individual customers or companies, you need to engage with them.

Share content on what your company is all about and how your potential customers can benefit from your products or services.

When engaging with your audience, remember to be informative, entertaining and educative. The trick is to ensure that whatever you share on social media is of value to your audience.

See an example of how Global conglomerate GE does it on Facebook:

Social Media for B2B


2. Create a Human Touch on Social Media

One of the best ways of generating leads is by creating a good relationship with potential customers.

To be able to form relationships and effectively engage with your audience on social media, your company has to engage with its audience with a human touch.

People want to engage with humans and not brands. So you have to give your brand a human voice if you want to succeed on social media.

This IBM Instagram post is a perfect example of how brands can show their human side:

Social Media for B2B

3. Create, Maintain and Drive Traffic to Your Website

Social media is great for increasing brand visibility by promoting your website. To promote your website or company blog, share a link on relevant social media posts.

For instance when you talking about your products and services, you can ask your audience to get more details and share a link to your products and services landing page.

Maersk makes maximum use of LinkedIn to drive traffic to the company website.

Social Media for B2B

4. Share thought leadership content

Successful social media campaigns go hand in hand with successful content marketing. Hence, the better a company is at content marketing, the better their social media strategies will become.

When sharing content, share thought leadership content that shows you’re an expert in your field. Good social media for B2B content enhances trust and get’s people interested in your business.

Constant Contact shares a lot of useful marketing advice that it’s customers can make use of to improve their businesses. By doing so, the company is able to show it’s potential customers that they understand their problems and how to solve them.

Social Media for B2B

5. Observe Your Competitors

Use social listening as part of your social media for B2B marketing. It’s an effective way to track what information your competitors share with their followers.

Monitoring your competitors helps you understand what they’re doing right and therefore help to improve your marketing strategies. It may also provide an opportunity for you to connect with and gain a customer from your competitor’s missed opportunity.

6. Find Relevant Social Media Influencers

Social media influencers have a high level of engagement with their followers and they are able to influence decisions and are a good way of reaching a wider target audience.

Sites such as Twitter are perfect for influencer marketing and outreach. Interact with influencers relevant to your industry by retweeting their content. You can collaborate with influencers to market your business through reviews, guest blog posts, endorsement and so on.

If you consistently  provide your audience with useful content that keeps your customers interested, social media will be very beneficial in generating leads for your business.

Have additional tips and comments on this article? Let us know in the section below.