Lead generation isn't one-size-fits-all. For B2B, it's about building long-term relationships and targeting decision-makers. For B2C, it's about delivering immediate value and capturing consumer interest. This playbook explores proven strategies and tools that work for both, helping you attract and convert leads at scale.

For B2B

• Identify key industries, company sizes, and decision-makers who align with your offerings.
• Use your CRM to analyse customer trends and segment leads based on revenue potential and pain points.

For B2C

• Build buyer personas by analysing demographics, interests, and online behaviours.
• Segment leads into categories like frequent buyers, seasonal customers, and first-time visitors.

Why this is critical
Tailoring your approach ensures you target the right audience, saving resources and maximising ROI.

For B2B

• Content Marketing: Publish blogs, case studies, and whitepapers tailored to pain points.
• LinkedIn Outreach: Engage with decision-makers through direct messaging and ads.
• Webinars: Establish authority by hosting industry-specific webinars.

For B2C

• Social Media: Use platforms like Instagram, Facebook, TikTok to engage customers with visual content.
• Influencer Marketing: Partner with influencers to amplify your reach.
• Paid Ads: Run Google and Facebook Ads targeting keywords and demographics.

For B2B

• eBooks: Offer deep dives into industry-specific challenges and solutions.
• Webinars: Position yourself as a thought leader with value-packed presentations.
• ROI Calculators: Help clients estimate potential gains with your product or service.

For B2C

• Discounts and Coupons: Incentivise first-time buyers with limited-time offers.
• Free Trials: Allow customers to test your product before purchasing.
• How-To Guides: Simplify complex problems with actionable tutorials.

Promote across channels
Leverage email marketing, website CTAs, and social media to drive lead magnet downloads.

Best Practices for B2B and B2C

• Landing pages: Focus on clear messaging, benefit-driven headlines, and strong CTAs.
  
  
• Forms: Use dynamic forms to collect only the most critical information.
  
  
• Live chat: Engage visitors in real time to answer questions and gather leads.

Mobile Optimisation
Ensure your website is mobile-friendly, as a significant percentage of B2C users browse on smartphones.