lead hacking

B2B vs B2C Clients Buyer Intent

B2B Vs. B2C Clients: Key Comparisons in Buyer Intent, Decision Making, and Sales

Successful (business to business) B2B and (business to consumer) B2C sales rely on in-depth knowledge of targeted customer bases. While both of these business models involve sales, there are key differences between the worlds of B2B and B2C. Customers for each of these business models base their decisions on different factors. Understanding the decision-making process and buyer intent in B2B sales versus B2C will help you optimize the sales process.

Continue reading or ‘jump ahead’ to the following topics:

B2B Vs. B2C Mindsets

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B2B companies sell their products and services directly to other businesses. B2C companies sell directly to consumers. There is no right or wrong business model, but B2B and B2C have different mindsets when it comes to the sales process and buyer intent.

In a B2C environment, the product is being directly marketed and sold to the customer. There is no middle man in this process. 

Customers are directly interacting with the business during their purchase. With this model, customers tend to make purchases based on emotion.

Since the customer is directly involved, the emotional investment carries weight for B2C models. Advertising in the B2C world usually appeals to the customer by invoking feelings about the product. For example, a primary motivator to make a purchase may be because the product and advertisement make the customer feel happy.

B2C models typically see a shorter buying cycle. Customers tend to be less informed about the differences between competitive products.

It is easy for the business to capitalize on the quick decision process of these consumers

With B2C, there are fewer parties involved in the purchase. This allows B2C companies to relate directly to their targeted customers without waiting for their product to be approved by multiple decision-makers.

A B2B model focuses more on the logic behind buyer intent. B2B consumers tend to spend more time on research, and the sales cycle is longer. Typically, these purchases are larger in quantity, and the product has the ability to affect an entire company.

Because B2B consumers spend more time on research between competing products, B2B marketing tactics tend to lean on product information and avoid emotional appeals. B2B buyers invest time in the purchasing process, which allows them to thoroughly research and understand the product and compare it to alternative solutions offered by competitors.

The Markets of B2B Vs. B2C Models

B2B models rely heavily on customer retention and strong client relationships. Since the sales cycle is longer and requires more resources, it is crucial for these companies to have successful customer outreach. B2B sales teams must be prepared to speak with multiple stakeholders throughout the sales cycle, and the product must have broad appeal to the client.

A B2C model has a larger consumer base, but only targets customers on an individual basis. Most likely, any purchase made from a B2C company will be on a smaller scale with the majority of the decision-making done by a single buyer.

Because of these differences, B2B models tend to focus on a large-scale market. Typically, the products and services being sold aim to solve a problem that an entire team within a company is facing.

Understanding the price points of these purchases provides insight into the value of the product. The average B2C sale is $147. In contrast, the average B2B sale is much higher at $491. The vast difference between the average sale totals in the two business models illustrates the divergence in sales cycle length.

When B2B consumers are considering making a purchase, the higher price tag helps encourage a more informed buying process and buyer intent. The value of this purchase will most likely reach larger numbers of people since these services and products target entire organizations, teams, or departments.

The B2B Decision Making Process

Understanding the B2B buying process and buyer intent of B2B customers will help your company streamline its sales efforts. 

It is important to keep customers engaged throughout the sales cycle. B2B sales rely on informational marketing to provide an in-depth look at the product or service, as well as a strong sales strategy to make it to the finish line.

First, B2B consumers must identify a problem they need to solve. Known as the “awareness” stage in the sales process, a customer will realize there is an issue in need of an outside solution. This recognition pushes the consumer to begin researching potential products to help resolve their dilemma.

An active buyer in the B2B process will begin searching through their options to narrow down the products they would like to explore further. The market is full of B2B solutions, so customers most often begin their search online.

This is where B2B marketing and strong customer relationships play a huge role. If your marketing is targeting the correct audience, customers in need should become leads in your sales funnel. 

New leads can also come from existing clients. Strong customer relationships may result in a referral if a company knows someone who could benefit from your product.

Next, customers will begin to evaluate the solutions they have discovered. This is when numbers begin to play a huge role in the sales process. 

B2B consumers are driven by data-backed results

These clients will be evaluating products by features, conducting cost-benefit analyses, and researching the supply company.

After coming to a decision, B2B customers make their purchase. While completing a sale seems like the easy part, there are several things that will take place before a transaction occurs. Payment terms are negotiated on an individual customer basis and then the successful launch of the product can take place.

The final stage in the B2B decision-making process is nurturing the post-sales relationship. B2B models rely heavily on repeat customers. Continued contact after the original sale can be a pivotal determining factor in how long a sales relationship lasts.

Post-sales contact should include any troubleshooting with the client, collecting feedback, and providing additional offers or services over time. These interactions will help strengthen your ties with the customer and lead to future purchases during the escalation or contract renewals.

Influencing the B2B Purchasing Decision

As a B2B company, it is important to understand what factors help customers come to a decision. Knowing the driving forces behind purchase intent can help your company successfully target and provide information to potential clients.

A Gartner study reveals that a buying group spends 27% of their time researching solutions online, and only 17% of their time meeting with potential suppliers. This means that your B2B marketing and online resources play a crucial role in instigating the customer life cycle before a sales rep even reaches out to a potential client.

When looking at their purchase decisions, customers will focus on product performance. They will need to know how your product can provide a solution, as well as how your services perform against options your competitors may offer.

Durability and product pricing plays a critical role when it comes to landing a sale. The client will need to know how long your solution will last, as well as what the cost-benefit analysis looks like. In addition to the overall price, customers will look at discounts, credits, and any hidden fees that could be incurred during the product launch and regular use.

By providing transparent information about your services, the sales process can be influenced. Focus on your online marketing as well as the information provided by any sales reps to make sure customers have access to the appropriate resources.

B2B & B2C Customer Lifecycle and Buyer Journey

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The customer lifecycle of B2B and B2C models varies in length. Most commonly, the B2B customer will go through four phases within its cycle. The customer lifecycle follows general stages for both B2B and B2C models, with greater emphasis on each stage depending on the product.

First, awareness and reach are crucial to the lifecycle. When a consumer becomes aware of a problem, they will begin searching for a solution. 

For B2B customer bases, this includes research of product options and potential outreach to companies. B2C buyers rely on advertisements and marketing to inform their buyer intent.

Next, customers will begin to act on their needs. It is important to capitalize on this stage to begin converting these leads into sales. Most of the B2B customer lifecycle will focus heavily on the purchasing process while the client tries to get the best (return on investment) ROI on their purchase. 

Converting a B2C sale will lean on emotion through promotional outreach

The end of the cycle includes engagement and retention. Both B2B and B2C businesses need to form relationships with loyal customers.  

B2B and B2C customer journeys vary in terms of complexity and client involvement. B2B models engage with more people on their journey, as there will be multiple departments involved in the purchasing process.

Customers from B2B tend to make fewer, but larger purchases, which means the relationship is more valuable. More time and resources go into closing a B2B deal than a B2C sale. Overall, the B2B process can be lengthy due to the high complexity of the decision for the customer.

Check out Leadboxer for a free trial to begin finding clients at the beginning of their customer journey today!

determining ideal client profile

The Importance of Determining Your Ideal Client Profile

You’ve generated a new lead, now what? Conversions happen when your pipeline is filled with quality prospects that are in the market for your product. Determining which leads will turn into active accounts is an important first step in the sales cycle. Lead generation focuses on gathering potential customer contact information. Sales prospecting takes it a step further to convert leads into revenue. Setting aside time and other resources for these processes will help improve your sales conversion rates. The best way to start your customer pipeline is by outlining the ideal client profile as a way to guide your sales and marketing efforts.

Read on or “jump” ahead to these sections to learn more:

What Is an Ideal Client Profile?

Before you can begin planning, you need to understand what an ideal client looks like for your company. A client profile is a strategy that helps determine which prospects are most likely to convert. This information allows you to personalize marketing tactics and use appropriate resources to create conversions.

Your client profile is a fictional representation of your best sales leads based on research, past experiences, current leads, and your team’s resources. The goal of this outline is to help discover what your target audience should be.

This strategy is crucial for successful lead generation and sales prospecting efforts. The ideal client profile illustrates that not all generated leads align with your company goals.

Creating an Ideal Client Profile

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Creating an ideal client profile is an important step in taking your business development cycle to the next level. This requires research, time, and resources to properly determine your target prospects. Allowing your collected data to drive this process and maintaining flexibility are key factors in building an accurate client profile.

Conduct Research Based on Current Clients

Whether you have a developed sales pipeline or are just starting out, research is the most crucial step in the creation of this profile.

If your company is already well-established with a substantial customer database, start by identifying your top clients. Research and compile answers to the following questions:

  • What makes this account profitable?
  • How long has the account been active with your business?
  • Does this client provide constructive feedback on your services?
  • Do you provide a high return on investment (ROI) on the requested services for this account?

Next, analyze the data surrounding these businesses and their interactions with your company. Pay attention to the ways these customers are responding to your digital marketing tactics. Focus on their social media presence, website traffic, and responses to email campaigns.

After gaining an initial understanding of their role within your pipeline, set aside time to conduct client interviews. This will allow you to dig deeper into their actions while strengthening your relationship with these accounts.

Make sure to focus on gathering insight into the following:

  • The decision-making process for business transactions
  • Company data such as industry, budget, and location
  • Company goals and current challenges to their mission
  • Purchasing decisions for your product

Using these research tactics will help you gain a better understanding of the role your company plays in each customer’s continued success. This gives you tangible evidence of how your product is being used while enabling you to examine the various ways companies interact with your brand.

Research Prospects and Industry Trends

While analysis of your current customer relationships provides valuable insight as to how your services are used by existing customers, it’s equally important to gather data on prospects within your industry. This allows you to explore new brands and discover leads in your target audience.

Use sites like LinkedIn to investigate what experts are saying about your industry. Join social media groups and listen to webinars to keep up with current trends. Knowing the market and tracking how potential clients use social media helps you tailor your marketing tactics to effectively communicate with prospects.

Compile Your Data

The next step in creating the ideal client profile is compiling data and resources to build out the profile. This information will come from market trends, current customer data, and research on potential clients.

Use the following categories for your profile’s outline, and fill in the information based on your research:

  • Background and demographic information
  • Communication style
  • Company goals
  • Potential challenges your clients may face
  • Decision making and purchasing processes

This profile should be reviewed by your sales, marketing, and customer service departments. Consistent communication about the ideal client profile across internal departments will allow your sales team to stay focused on high-quality prospects.

Remaining Flexible With Ideal Client Profiles

Of course, you want to reach out to potential accounts that fit your ideal client profile. But you also want to remain open to going after prospects with minor differences.

The point of determining your ideal client is to help your teams engage with target audiences, and then convert that customer engagement into sales.

This tactic is extremely helpful in determining which leads are worth your time and those that don’t match your company’s goals. An examination of industry leads that don’t precisely fit your ideal client profile may inform your sales team and aid your attempts to expand the reach of your brand.

Ideal Client Profile vs. Customer Persona

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An ideal client profile shows your model sales prospects, while a customer persona is the representation of that ideal buyer based on research and data.

The two terms sound similar but serve different functions in the process. A customer persona is a detailed analysis of the employees who make sales decisions, not the company itself. This encompasses the different buying patterns seen in the profile of your ideal client.

Companies may have multiple personas. While there are specific roles you will interact with to land a sale, each employee will have a different personality. This varies depending on who your sales team interacts with and the challenges each of these employees face in their day-to-day work.

These personas help your business interact more effectively with leads. Your marketing tactics can be tailored to fit the different roles each of these personas encompass.

For example, you may interact with a “by the book” salesperson, rather than someone who is open to nontraditional pitches.  Doing this allows you to shift messaging across departments as needed to show how your product can be beneficial for a range of account types.

The Links Between Ideal Client Profile and Customer Persona

A solid client profile and a well-defined customer persona can work together to inform your decisions on which leads and prospects you should pursue. Your ideal client profile focuses on identifying prime targets, and your customer persona helps find the best points for communication.

Think of it as your ideal client profile doing the front-end of the cycle by identifying qualified leads and generating prospects. Then, the customer persona continues the process by targeting messaging and communication efforts to the right audience.

Ideal Client Profiles and Account Based Marketing

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Account based marketing is a strategy that allows sales and marketing teams to collaborate to target potential accounts for high conversion rates. This allows companies to spend resources on the leads that are most likely to generate revenue.

Your ideal client profile plays a major role in account-based marketing strategies. If you understand your target audience, you’ll be able to successfully communicate the ways in which your product can specifically help each prospect.

Account based marketing strays away from the one-size-fits-all messaging. Instead, it allows businesses to emphasize the parts of their services that will benefit individual companies.

Using the description detailed in your profile, your sales team gains a deep understanding of which leads will most likely be interested in your product. From there, your marketing team will be able to research and target the correct audience.

With a firm understanding of the role, your company plays in your ideal client profile’s business model, account based marketing strategies allow for personalized messaging. Potential customers will be shown the benefits of your product through multiple channels.

Using Your Ideal Client Profile

There is a large amount of work that goes into creating a completed profile. To maximize the return on your efforts, proper implementation of the profile goes a long way.

Target leads with high conversion potential. This profile gives an outline of the ideal client that will be most interested in becoming a buyer. Your sales team should use this data for lead generation and prospect cultivation.

Use the information from your profile to guide the content coming from your marketing team. Develop keywords that highlight the main aspects of the ideal client profile. Use consistent themes that speak to a company’s needs.

Make adjustments to your outlines as the market changes or your business grows. The best part about this strategy is the opportunity for growth as your company discovers new leads.

Continuously research current and potential clients, keep up with industry trends, and tailor your ideal client profile as needed. Also you can learn about creating sales urgency to help.

By devoting time to reach out to potential customers who fit this profile, your conversion rates will improve.

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The Ultimate Guide to LinkedIn Lead Generation for B2B companies

If you were to focus on only one channel for your company’s lead generation, it should be LinkedIn.

The numbers show that the platform isn’t just a good choice for B2B marketers – it’s the best. The conversion rates are higher and the cost per lead is lower compared to other advertising networks. Plus, there are plenty of ways to find leads for free, and a couple of tools that make the process easy.

This guide will dig into the benefits, the paid and free strategies, and the tools that help streamline LinkedIn lead generation. By the end, you’ll have a method for generating more leads for less on the platform.

Use the links below to navigate to each section:

The Benefits of Using LinkedIn Lead Generation

Why bother with LinkedIn? Why not focus on generating leads with search engine advertising, email tracking pixel, display networks, or more high-traffic social media platforms like Facebook or Twitter?

Simply put, LinkedIn is where professionals go to level up in business. The average user might log on to stay informed about what’s happening in their industry, look for new employees to add to their team, or seek out tools that can optimize their team’s workflows.

If your business offers a solution to their needs, LinkedIn is the best environment for attracting their attention.

There are a few other reasons why LinkedIn is the best place to generate leads for B2B companies:

It’s made up of professionals with purchasing power

Over 20% of LinkedIn users can make buying decisions for their companies. That’s at least 61 million senior-level influencers and 40 million decision makers that your business could be connecting with. It’s also the most-used social media platform amongst Fortune 500 companies, so there’s a good chance your target audience is already on the site.

Its users are extremely active

LinkedIn has over 500 million total users, and over half of them (260 million, to be exact) actively use the platform every month. Of those 260 million users, 44% log on daily. That means a lot of potential leads to engage with on a regular basis.

LinkedIn lead generation is one of the most effective

Those 100+ million decision making users are proven to take action. The site’s own content marketing blog ran the numbers and found that 80% of B2B leads generated through social media come from LinkedIn.

There are plenty of case studies to back up the claim, too. Simplus, a Salesforce partner, says that 70% of their website form fills have come directly from LinkedIn. NetBrain Technologies Inc. doubled their click-through-rate with LinkedIn ads and saw 94% of leads generated accepted by sales.

LinkedIn lead generation converts more leads for less

There are ways to do LinkedIn lead generation for free, but even if you go with a paid strategy, you could save big compared to running a similar ad campaign on a search engine or another social media platform.

HubSpot aggregated all of their customer’s results with LinkedIn Sponsored Content and found that while the ads have a higher cost-per-click than Google Ads, they also have double the conversion rate.

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With a $1,000 ad budget, you could generate 11 conversions for only $90 each on LinkedIn, while the same budget with Google Ads would generate 8 conversions for $125 each.

Its targeting audiences are tailor-made for B2B lead generation

LinkedIn Ads allow marketers to get extremely granular about the audiences they want to target. These are just a few of the many targeting options:

  • Company industry, size and name
  • Job title, function and seniority

While competitors like Facebook Ads also allow marketers to target users by employer and job title, workplace networking is not the primary purpose of the platform. It’s possible that some users may not be listing their employment info at all, making this a less than ideal channel for reaching target audiences.

LinkedIn lead generation: the go-to choice for B2B marketers

According to the Sophisticated Marketer’s Guide to LinkedIn, 94% of B2B marketers use LinkedIn to distribute content. This means that either a lot of B2B marketers are wrong, or a lot of people are on to something.

In either case, you’d be remiss to pass up on what 94% of your competitors are already taking advantage of.

Free Strategies for Finding Leads on LinkedIn

Many of the actions you already do on a daily basis in LinkedIn can help you find leads. You might only need to think a little more strategically in order to get the most out of your time on the platform.

Here are a few examples:

Publish articles

Articles are the best way to demonstrate to ideal clients that you’re an expert in your industry. You can use them to anticipate and answer prospects’ questions, which can instill confidence that you’re the right choice when it comes to solving their problem.

Publishing articles on LinkedIn comes with benefits you can’t get from blogging on your site alone:

  • Your content gets shared with your connections and followers in their news feeds and sometimes in their notifications.
  • Users that aren’t already in your network can follow you from your article, so the next piece you publish will automatically appear in their feed.
  • If your profile is visible, your article is searchable both on and off the platform.

This is a great, free option for establishing your authority without having to convince users to navigate away from the site.

Post daily updates

Posting daily updates to your LinkedIn Page or Showcase Page is a great way to stay top-of-mind with your connections. Your updates will appear on their home feed, so it works as free, organic advertising.

Note that this doesn’t mean you need to publish a unique piece of content every day. Here are a few suggestions for how to keep this step quick and easy:

  • Repurpose content shared to your other social media accounts
  • Link to existing blog posts or resources on your site
  • Direct users to your most recent newsletter
  • Share your take on news from your industry

The name of the game is to make use of the content you already have and updating your page as often as possible.

Join groups

LinkedIn Groups are where people from the same industry can discuss interests, share insights, and ask questions.

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They’re great places for networking with potential leads, and you can establish your expertise by answering questions or offering resources that are relevant to the conversation.

However, it’s important not to join a group and then immediately begin pushing your product or service. This comes off as disingenuous and can repel leads instead of attracting them. Build up a relationship with them first before making any sort of offer or pitch.

Engage with a targeted list of users

Your business should already have a set of criteria for what constitutes your ideal client. Use this criterion to search for users that fit the bill, then create a curated list of leads to begin engaging with.

With LinkedIn, it’s far more common for people to accept requests for connections from people they already know or have had some interaction with.

Before you click the “connect” button, see if you can’t interact with leads in another way. The most obvious choice is to like or comment on an article they’ve written or shared.

Once your connection has been accepted, continue to engage with them on a regular basis. This could include endorsing them for skills or congratulating them when they announce news about their business.

This level of engagement will gradually warm you up to your lead. They’ll remember who you are the next time they see your articles or updates in their feed, and they also may be more likely to answer a personalized message about your product or service once you finally send it their way.

Engage with current clients

Referrals from current clients are a strong way to find new leads. If you already have a solid relationship with your client, asking for a referral might be as simple as firing off a quick email.

If you’re not as familiar with them, you can grease the wheels by leaving a recommendation for them on their LinkedIn Page, or endorsing them for skills and expertise. This will keep you top-of-mind and they’ll also be more likely to return the favor.

Paid Strategies for Finding Leads on LinkedIn

If you don’t have the time or capacity to use the free strategies for finding leads on LinkedIn, consider the platform’s paid advertising options.

Sponsored Content

Sponsored Content refers to all of LinkedIn’s native ad formats. These ads run in the LinkedIn feed across desktop and mobile for the target audience that you specify.

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There are a few possible formats, including single image ads, video ads, and carousel image ads.

Use Direct Sponsored Content if you want to share content in the LinkedIn feed to specific audiences without having to publish the content on your LinkedIn Page or Showcase Page. This is especially useful if you want to run slight variations of a campaign geared toward different target audiences.

Sponsored InMail

Sponsored InMail reaches your target audience directly by delivering personalized messages through LinkedIn messenger.

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With Sponsored InMail, you can send personalized invites to webinars or events, promote a product or service, or encourage downloads of white papers, eBooks, and other resources.

Sponsored InMail messages are only delivered when a user is active, and delivery frequency caps ensure that your message gets noticed when it matters most.

VistaVu Solutions is a business management software company for the oilfield and energy industries. They used Sponsored InMail as part of their strategy and were able to achieve a 23.8% conversion rate.

Lead Gen Forms

Lead Gen Forms can be added to your Sponsored Content or Sponsored InMail to help collect leads from within the platform without asking visitors to go off-site. Use them to offer resources in exchange for their information.

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LinkedIn automatically populates the form with the user’s data so they can sign up with the click of a button. This decreases the chance that a user will lose interest and navigate away.

IR, a performance management software company from Australia, used Lead Gen Forms with Sponsored Content to reach their target audience. With this strategy, IR was able to achieve a 2x increase in conversion rates and reduced their cost per lead by 44%.

Dynamic Ads

Dynamic Ads appear in the sidebar on LinkedIn and work in a few different ways.

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There are Follower Ads (pictured here) which encourage the targeted audience to follow your LinkedIn Page or Showcase Page.

Spotlight Ads look similar to Follower Ads but drive users to your site or landing page with a clear call-to-action.

Content Ads allow users to download content, such as a white paper, then stores lead info directly in your LinkedIn Campaign Manager.

Display Ads

Display Ads are images that run in the right column and above the fold. According to the company, users are 3x as likely to engage with content when exposed to both Sponsored Content and Display Ads.

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Even when used on their own, case studies show that Display Ads are an effective form of advertising for B2B companies. Analytics software SAS used Display Ads to drive downloads for their whitepapers. The result was that their cost per lead was 10% the cost of the most expensive competing publisher.

Tools that Help with LinkedIn Lead Generation

From browser extensions to full-on software, there are several tools out there that will help you get more leads out of LinkedIn. Each has very different functions.

Some, like Skrapp.io, will only help you find email addresses, while a tool like LeadBoxer can automatically find leads (and their contact information) that are already interested in your business.

LeadBoxer

It’s one thing to generate leads through LinkedIn. It’s another to actually turn them into customers. LeadBoxer helps you identify visitors to your website, calculate their value as a lead, then retarget them with paid advertising on LinkedIn until they become clients.

For example, say you’ve published several articles on LinkedIn. Those articles then attracted visitors to your website. With the LeadBoxer Lead Pixel installed, you’ll be able to identify those individuals down to the company they work for, their specialties, and even their work email:

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LeadBoxer also calculates a leadscore for visitors who engage with your website. This score gives you an idea of how likely that prospect is to convert, so you know whether or not they’re worth pursuing.

You can then use that information to create a highly targeted ad campaign on LinkedIn. Recall that LinkedIn allows you to target people by company name and job title, so theoretically, you could run one campaign aimed at a single individual with a high leadscore.

LinkedIn Sales Navigator

LinkedIn Sales Navigator is LinkedIn’s own solution for prospecting and finding leads. It enhances the platform’s existing features to give you a more premium experience.

The most obvious example is its Advanced Lead Search function. With Advanced Lead Search, you can enter the characteristics of your ideal client in order to find the most relevant prospects.

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Sales Navigator can also make recommendations about who is most likely your best point of contact at a target company. It’ll tell you if something big happens, like a potential lead who has a job change.

While Sales Navigator can give you an extended look at who has visited your LinkedIn profile within the last 90 days, it can’t identify who has visited your site or indicate how interested they are in your company.

Skrapp

Skrapp.io is a Chrome extension that helps you extract email addresses from profiles on LinkedIn. It also integrates with LinkedIn Sales Navigator, so you can use both at once.

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Skrapp.io has a few other capabilities that help round it out. There’s a company search feature that allows you to find the email address of anyone working in any organization, regardless of whether or not they’re on LinkedIn. There’s also a cloud dashboard that helps store and segment all your lead emails.

All in all, it’s a nice, lightweight tool for small or single-member businesses on a budget.

Crystal

Say your lead has made it to the next step of the pipeline and it’s time to make a pitch. That’s where Crystal comes in.

With Crystal, you can get a feel for things such as how prospects prefer to communicate and what pitching strategies they respond best to. Crystal extracts data about your lead from LinkedIn and other places around the web in order to offer insights about their personality and suggestions about how to talk to them.

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This provides a much-needed edge the next time the two of you talk. No more “winging it” in calls or meetings.

Crystal also helps you write better emails and faster, so it doubles as a productivity booster.

LeadFuze

LeadFuze works like a souped-up version of LinkedIn Sales Navigator. Like Sales Navigator, it can search LinkedIn for leads in specific roles and industries, but LeadFuze takes it a step further by looking at what a lead’s ad budget is, what software they already use, and whether or not they’re hiring.

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LeadFuze comes with an AI-powered personal assistant that can automatically generate leads for you. Fuzebot, as it’s known, crawls the web looking for new leads that match your established criteria, then automatically updates your records for you.

Fuzebot even verifies email addresses before adding them to your list of leads, that way you’ll never have an email bounced back to you.

Discoverly

Discoverly is a Chrome browser extension that claims to make social networks work better together. In short, it cross-checks various social networks to show you if you have any more mutual connections in common.

Here’s an example of how it might look on LinkedIn:

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Assuming that the person in this example matched your criteria for an ideal lead, you could then leverage your mutual Facebook connections (made visible thanks to Discoverly) to introduce yourself and strike up a conversation.

In short, Discoverly helps you warm up leads before making contact with them.

Dux-Soup

Many of the free LinkedIn lead generation strategies covered in the previous section are time-consuming. Dux-Soup is a Chrome extension that puts those tasks on autopilot so you can go back to focusing on closing deals.

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Basically, Dux-Soup builds relationships on your behalf by sending automated messages, automatically endorsing connections, and even auto-following new profiles.

You can then organize leads by tagging profiles and taking notes on them. This data can also be exported as a CSV file to upload into whatever CRM you’re using.

Start Generating More Leads for Less with LinkedIn

If you’re a B2B company, then statistically you’re more likely to find your next lead on LinkedIn. There are several paid and free strategies that will help you find them, but some of these strategies can be tedious and time-consuming. For the best results, you’ll need a tool or two to help you make sense of things.

The best strategy is to publish some content (whether it’s an article or an ad) on the platform that attracts users to your site. You can then use a tool like LeadBoxer to identify those visitors, rank them by likeliness to convert, then retarget them with a highly focused LinkedIn ad.

This strategy takes all the guesswork out of who is a promising prospect, so you can contact them with confidence that they’re ready to hear from you.

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30+ Email Lookup Tools to Find Anyone’s Email Address

Finding someone’s email is a crucial part of cold email outreach, here some email lookup tools can help. Without it, you’re left to call or message them via Twitter or LinkedIn. All of which are likely to lead to low reply/answer rates. With someone’s email address and the right email tracking app, though, you can reach out them directly, know that the email has arrived in their inbox, and find out whether or not they’ve opened your email.

While some prospects list their email publicly on social media and our their website, others require a little more work. The good news is you don’t need to be a professional detective to find a person’s email addresses.

We’ve scoured the internet for the most popular email lookup tools on the net, to help you source and approach your candidates with ease. Take a look!

1. LeadBoxer

LeadBoxer is the ultimate tool for email lead generation. This GDPR compliant marketing tool comes with everything you need to safely capture and convert prospects for your business. LeadBoxer offers multiple ways to identify potential customers, filter your email lists, and qualify your leads through dynamic scoring. This is one of the best email lookup tools there are.

With the app, you can also receive notifications and updates when specific customers engage in conversion activities on your site or read your emails. Additionally, you can identify the contact information of your website’s visitors. This reduces the need for spending time finding leads to reach out to.

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We offer Lead Identification and Lead intelligence through website & email tracking

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2. RocketReach

Find email, social, and phone links for more than 250 million professionals around the world.

RocketReach has a vast archive of contact opportunities. With a state-of-the-art database featuring more than 6 million companies, RocketReach can find almost anyone. You can even find phone numbers to follow up.

You’ll never need to waste time on manual prospecting again. $49/month offers access to the RocketReach API and 170 custom lookups.

3. Find That

Self-described as “The Yellow Pages of Email”, Find That is one of the most powerful email lookup tools.

Simply type in your prospect’s name and company into the search box, and Find That will automatically return a list of emails for that specific person. The list ranks contacts by “confidence”. This means that the email addresses you see first are the ones most likely to be legitimate.

A free plan is available with 50 searches included per month. Premium plans start at $29/month for 500 searches.

4. LeadGibbon

Track verified email addresses with a single click using LeadGibbon.

The Sales Navigator application allows you to search by industry, job title, location, company size, and more.

You can even export the data you collect to Google Sheets. Alongside contact details, the system also records names, titles, company, industry, and location. LeadGibbon has a huge database, along with up to a 99% match accuracy.

5. Vocus.io

An email lookup tool designed for Google Chrome users, Vocus.io is a comprehensive email solution that expands your Gmail capability. Just one of the features included in the system is email prospecting. The tool also includes email tracking, scheduling, and snooze functionality.

To use email lookup tools, type the name and company domain of the person you want to connect with into the search bar. Vocus.io will create a list of possible email addresses, which it runs through a “verification” service. There’s no bulk search available on Vocus. Pricing starts at $5/month.

6. Voila Norbert

Voila Norbert makes it easy to find any email address. Create an account and you’ll instantly receive 50 free searches. To find someone’s email, type the company domain and person’s name into the tool’s search bar, and Norbert will generate a result. You are only charged for emails that that tool is able to find.

The starter plan is available at $49/month for 1,000 leads (emails found). You can also purchase credits on a pay-as-you-go basis at $0.10/lead.

7. Hunter

Previously known as “Email Hunter,” Hunter is a popular email lookup tool that allows you to search for emails by domain. To use the tool, you simply enter in a company’s URL and Hunter will return a list of emails that belong to that company.

There is a free plan available for 100 “requests” (email searches). Paid plans start at $39/month for 1,000 requests.

8. Hiretual

Hiretual is an email prospecting app that pulls information from Twitter, LinkedIn, and Facebook. This chrome extension finds email addresses and picks up additional information such as a person’s compensation range and seniority level.

Using artificial intelligence, the service collects information from around the web to build a full profile on the person you’re looking for. The service integrates with Gmail and Outlook. There is a free trial available that offers 10 searches a week and a premium plan offering 200 searches for $89 per month.

9. Email Lookup Tools: Lusha

This email search tool isn’t just fast and efficient; it’s also personal. Companies can customize the Lusha experience by adding the service to Salesforce, LinkedIn, or Twitter. There’s also a “Contact API” available for developers to plug into their existing technology stack.

The free trial comes with 5 searches per month for a single user. After that, you can choose from the “Essential” plan, for $25/month which offers 30 searches for one user, or the “Professional” plan at $69/month with 100 searches for up to 10 users. There’s also a “Premium” option with 300 searches for 25 users at $139/month.

10. FindThatLead

Intended for account-based sales, FindThatLead is quick and easy to use. Type a company URL into the search bar and click “Find Leads” to generate a list of email addresses within that company.

The free plan includes 10 daily credits (searches) a month. Alternatively, you can upgrade to a small business plan for $29/month to access 1,500 monthly credits.

11. Toofr

Toofr does have an email finder tool. To find the address of a specific person, all you have to do is enter in their full name and their company URL. Toofr’s monthly plan cost $9/month plus $0.01 per credit – each credit equals one search.

12. AnyEmailFinder

With Anymail Finder, you can look up email addresses by entering a person’s full name and company URL or name. You can test the tool once for free without creating an account. After that, you’ll receive access to 20 free searches by signing up.

Premium plans are available at $49 per month for 1,000 verified emails. You only pay for emails that Anymail Finder knows won’t bounce.

13. Nymeria

If you’re hoping to gather prospects from your LinkedIn network, then Nymeria is the perfect tool for you. Offering users the chance to find emails with a single click, the browser extension scans through LinkedIn profiles to find verified email addresses. Once found, you can export emails to a spreadsheet.

Nymeria offers various plans, including their “Personal” plan at $9/month, which enables you to search for up to 1,000 emails, their “Professional” plan at $19/month for 3,000 email searches, and their “Startup” plan at $49 per month for 10,000 searches. There’s also an “Enterprise” option at $99/month for 25,000 email searches.

14. Clearbit

Clearbit is an advanced email search tool that integrates with your CRM system. It currently supports Segment, Zapier, Marketo, and Salesforce. It also comes with a “Connect” feature which works with Gmail and Outlook.

The “Prospector” system scans through 20 million companies to create lists of targeted accounts that fit specific criteria for your business needs, like the number of employees within a company, or preferred technology stack.

Once you find the contacts you need, you can import them directly into your CRM system. Pricing varies depending on your needs but the “Prospector” package for Salesforce is $999/ month.

15. LinkedIn Sales Navigator Lite

Another powerful email tool that integrates with Gmail, LinkedIn Sales Navigator Lite is an extension for Chrome owned by LinkedIn. Once you install the extension, you can compose new emails in Gmail by typing a potential address into the “To” field. The system will draw data from LinkedIn to help find email details.

This tool gives you an opportunity to guess your way to success with email prospecting. This can take more time than some of the other options on this list. The tool is free, however.

16. SellHack

Sellhack is a simple and effective browser extension. The service uses an “industry leading” 12-step email verification engine to identify accurate email addresses. You can even use one-click integration to send personalized cold emails directly from your email account to the prospects you find.

There’s a bulk email lookup option. Prices start at $19/month for 150 search credits. The “Starter” plan is $49/month for 350 credits and the “Pro” plan is $99/month for 750 credits.

17. HeadReach

With HeadReach, you can search for emails using a name, company title, or website. With the “advanced search” option, you can search for leads by job description (ex. Editor in Chief at Entrepreneur).

HeadReach also records a log of all your searches so that you can go back through your history. Pricing starts at $29/month for 100 credits. You are only charged a credit when the tool finds an accurate email for the person you’re searching. At $49/month, you will receive 500 search requests and 250 credits. At $89/month, you’ll receive 500 credits and 1000 search requests.

18. Email Permutator

Email Permutator is a free tool that allows you to enter in a person’s full name and their company URL in order to generate a list of potential email addresses. There is no type of verification service with this tool. Using it will require a trial-and-error approach to correctly identify a person’s email.

19. Email Generator

Email Generator automatically generates over 50 potential email combinations for the contact you’re searching for in seconds. Using an advanced database, the system provides the most obvious combinations, to reduce your risk of an email bouncing.

Email Generator also shows potential variations for email services like Outlook and Gmail. For example, “first.name@gmail.com” and “fname@outlook.com”.

20. BuzzStream

BuzzStream works by turning search result pages and website lists into a browsable list of prospects. When you search for blogs or influencers on Google, the tool shows up in the right-hand side of your browser to suggest possible prospects and email addresses pulled from those websites.

You can also use keywords like a person’s name to search for specific contacts and find their email address and social profiles. Once you find an email, Buzzstream adds it to a spreadsheet for you, alongside other information like the website the email is associated with, that site’s domain authority, and the prospect’s Twitter name. Pricing starts at $24/month for 30 prospecting searches.

21. Ninja Outreach

Ninja Outreach helps with finding business leads and influencers by browsing through social profiles and websites online. Simply type keywords like “technology company” into the system, and it will list possible contacts from it’s internal database. You can also use the system to track your email campaigns and conversions with a built-in CRM system.

Prices start at $69/month for unlimited searches, unlimited emailing, and customizable email templates for a single user. The most popular package is “pro” for $99 per month, which adds a team collaboration tool.

22. LeadFuze

LeadFuze is an email lookup tool and contact list generation extension for Google Chrome. With LeadFuze, you can create relevant prospect lists without all the hard work and time. The system checks through social media profiles, email addresses, and prospect information your behalf.

LeadFuze also features targeted email creation, follow-up drip campaigns, and email tracking. The system is free for up to 25 leads. Paid plans start at $397/month for 1,000 verified searches.

23. Getemail.io

A simple yet effective email lookup tool from startup in France, Getemail comes with 10 free credits to get you started. Each credit equals one email search. Although you won’t receive as many free searches with Getemail.io as some of the other tools on this list, the service comes with access to machine learning algorithms and big data for more accurate searches.

The “Basic” plan costs $49/month for 300 searches and email support. The “Standard” plan costs $99/month for 1,000 searches and instant chat support. If you upgrade to the “Premium” plan at $149/month, phone support is also available, and you’ll receive 2,000 searches.

24. Snov.io

With Snov.io, you can find all the emails associated with a single person and verify them instantly. A green dot next to a prospect’s name means that the email is valid. On the other hand, a yellow dot suggests that the email may or may not be correct.

The Snov.io free account comes with a generous 100 domain searches a month, 100 verified LinkedIn searches, and the opportunity to upload and verify 200 of your own emails.

Paid plans start at $19/month for 1,000 linkedin email searches, 1,000 domain searches, and 500 bulk domain searches. The most expensive plan, labeled “XL”, features 50,000 verified LinkedIn emails, 50,000 domain searches, and 25,000 bulk searches for $139 per month.

25. Slik Prospector

This well-known email prospecting tool, Slik Prospector, uses a database of 70 million addresses to generate highly-targeted lead lists. The system claims an accuracy of 95, and you pay on a per lead per month basis for accounts. Each search costs $0.10.

There are also paid plans available, the first priced at $70/month for 500 searches, the second at $120/month for 1,000 searchers, and the third at $200/month for 1,800 searches.

With Slik Prospector, you can filter emails by job title, industry, company size, or location. For those who want to test Slik Prospector before buying, there’s a free trial available, though you’ll need to request it via email.

26. Email Magpie

Email Magpie is an email tool that searches through available public information on the internet and its own database. It finds influencer, company, and customer leads according to your chosen categories online.

For instance, you can look for tech companies, software brands, marketing companies, or any B2B clientele you choose. You can also search for lists according to geographical location or industry vertical. Paid plans $300 per month for 2,750 targeted emails.

27. AeroLeads

With AeroLeads, you can find phone numbers, email addresses, and social media profile information for businesses and their decision makers. AeroLeads is a Google Chrome plugin, so you’ll need to download and activate it before you start searching. With the tool, you can find emails through LinkedIn, Google, and various other blogs.

When you add a prospect name or domain to AeroLeads, the service automatically checks for verified email addresses and phone numbers. Pricing starts at $49/month for up to 500 searches.

28. Grabby

Another email lookup tool that pulls data from websites, Grabby works by browsing through a list of websites on your behalf. The tool is available on a pay-by-week fee and only offers a single plan at $19.99/week, per project.

The cloud-based system runs constantly, scanning extensive website lists automatically, so you can run multiple projects at the same time. Just tell Grabby which websites you want to search through and it will do the work in the background.

29. Name2Email

Name2Email is a Gmail extension. To use the tool, compose an email and add a full name and domain to the address bar. The tool automatically generates a list of common corporate email addresses for the person you want to reach.

To improve your chances of finding a valid email with email lookup tools, you can hover your cursor over the generated addresses. If a popup shows the person’s name; then you’ve chosen the right address.

While using this tool will be more time consuming than using some of the other options on this list, the extension is completely free. All you need to do is add it to Chrome.

30. Discoverly

Discoverly works in the background as you search through websites and social media pages. It’s a Chrome extension that integrates with Facebook, Twitter, Gmail, and AngelList, among other services, to automatically pull email addresses and profile information from pages.

The extension is completely free to use. You simply add it to your Chrome browser to get started.

31. ContactOut

A tool frequently used by recruitment teams, ContactOut helps recruiters find valid candidate email addresses. The tool installs as a Chrome extension that’s specifically designed to search through LinkedIn profiles.

ContactOut claims a 97% accuracy rate when finding email addresses. The extension is completely free to add to your Chrome browser.

Choosing from the Best Email Lookup Tools

There you have it, a selection of the some of best email lookup tools online today.

Finding someone’s email is a crucial part of cold email outreach.

The perfect tool for you will depend on a range of factors including pricing, whether or not you need to find contacts from LinkedIn profiles, using email tracking pixel and if you want to find email addresses at scale.

While most of the tools on the list will help you find email addresses for a list of leads you’ve already identified, what about the ones you haven’t? What about the people you have already visited your website but haven’t contacted your company?

This is where LeadBoxer comes in. With LeadBoxer, you can identify your website’s visitors and their contact information without them reaching out to your first. This way, you’ll never miss out on connecting with a potential lead. To get started, schedule a free demo here.

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demand gen vs lead gen

Demand Generation vs. Lead Generation: A Breakdown of Both

The difference between demand generation and lead generation can be confusing. Both share similar traits, however, the goals and specific tactics behind each method are different. Thus, having an understanding of both can help you to create a more effective marketing strategy. In this post, we’ll define both demand and lead generation and how they differ from one another. We’ll also discuss specific tactics that each method uses and talk about when to use demand generation vs. lead generation. Let’s get to it:

What is Demand Generation?

Demand generation, or “demand gen” for short, is the process of creating awareness and demand for your company’s product or service. In short, demand gen aims to bring new visitors to your website or business in order to introduce them to your company. The end result is to build your target audience, establish trust, and to spark interest in your company. Types of demand generation content include:

All of this content is provided for “free” in order to attract new potential customers. At this stage, they shouldn’t have to provide their email or other contact information in order to access this content.

Demand Generation Ideas:

To get you started, here are a few demand generation ideas you can use:

Create SEO-Driven Content

One way to create awareness is to create content that your target audience is already searching for. There are many ways to identify keyword opportunities. For one, you can look at Google related searches. Simply search a keyword in Google and then scroll to the bottom of that page:

Here you will see a list of related keywords that people are searching for. You can also look at the types of questions people are asking in Quora or use a tool like Ahrefs for keyword research.

Guest Posts

Guest posting is the process of creating a blog post for another popular blog in your industry. This is a great way to reach your target audience and “piggy-back” off of the traffic that the established blog already receives.

Create Industry Expert Roundups

An expert roundup is a blog post where you gather quotes from experts in your industry on a particular topic that you know your target audience will enjoy. This type of content is often shared well. Not only that, contributors will typically share the blog post with their own social networks once it’s published. One way to find experts in your industry is by Googling your chosen topic and finding people who have already written on the topic or have provided a quote. You can also use a tool like HARO to help to collect responses. For a great example of an expert roundup, check out our blog post, “19+ Lead Generation Tools from the Experts”.

Advertise on Industry Blogs

Running display ads, investing in a sponsored post, or purchasing a sponsored email slot from an industry blog that you know your target audience already visits, can be a good way to take advantage of a site that has a larger viewership than yours.

Run a Viral Contest

You can create a viral contest by creating a contest where you allow participants to earn more entries by referring new people to the contest, sharing it on social, commenting on a post, etc. This increases the likelihood that contest will be shared, making it a good way to increase awareness. Three options for running a viral contest include:

For more demand generation ideas, we recommend the following resources:

What is Lead Generation?

Lead generation, or “lead gen” for short, is the process of converting potential customers into qualified leads (ie. someone who has a genuine interest in what you have to offer). In short, lead gen is a way to funnel-in eventual purchasers of your product or service down the path of buying. The end result is to find qualified leads for your company so that they then be added to a lead nurturing process or so that a salesperson can follow up. Lead gen typically involves creating “gated” content and then asking for someone’s contact information in order for them to receive that piece of content. Types of lead generation content include:

  • Any type of gated content (such as an eBook, PDF, checklist, cheat sheet, whitepaper, etc.)
  • Courses
  • Free-Trials
  • Product Demos
  • Viral Contests (where someone needs to enter their email or other contact information to enter)
  • Email Subscriptions
  • Events

In order to receive access to this content, the person must enter in their email and/or other contact information that the company wants to collect. To learn more, this guide breaks down the basics of lead generation and why it’s so important.

Lead Generation Ideas:

To get you started, here are a few lead generation ideas you can use:

Create an eBook

If you have yet to create any type of lead magnet on your site, an eBook is a good one to start with. Most eBooks tackle a broad topic in your industry, thus you can promote it across multiple blog posts on your site.

Create a Content Upgrade

A content upgrade is another type of lead magnet that is there to entice people to enter their email and/or other contact information in exchange for the content upgrade. Rather than an eBook which is typically more general, a content upgrade is typically specific to a particular blog post. This increases the conversion rate of signups since the content is more closely related to the blog post the person is reading. Examples of a content upgrade might include:

  • A PDF version of that same blog post
  • A checklist
  • Step-by-step instructions
  • A cheat sheet

Host a Webinar

Hosting a webinar with experts in your industry can be another way to collect contact information from your audience by requiring them to sign up in advance for the webinar. Software such as WebinarJam and Demio can help you get this set up.

Use a Lead Analytics Platform

While collecting contact information from potential leads via lead magnets and webinars are viable lead generation tactics, sometimes you have to take matters into your own hands. Not everyone is willing to fork over their email or phone number. This is when a direct outreach approach can be helpful. For people who don’t submit contact information but still might be qualified leads, a lead analytics platform like LeadBoxer can help you to identify these people and find their contact information so you can reach out directly. For more lead generation ideas, we recommend the following resources:

What’s the Difference Between Lead Generation and Demand Generation?

Lead generation is a subset of demand generation. Demand generation is used to create awareness and attract new people to your business, while lead generation is used to qualify those people into “leads” and get them ready for the next step in your marketing or sales process.

A simple way to understand the differences is to take a look at the different types of content each method uses. Demand generation uses free content (such as blog posts, articles, videos, etc.) in order to create awareness and to attract your target audience. Lead generation content is typically “gated”, meaning a person has to provide their email and/or other contact information in order to receive that piece of content (such as a PDF, whitepaper, checklist, etc.).

This allows sales and marketing to continue the relationship and nudge that person towards a purchase. You don’t need to choose one or the other. Both lead gen and demand gen can be used effectively within your overall marketing strategy.

When creating content, you want to consider the goal behind that piece of content. Is the goal to generate awareness or to increase leads? For example, if you create an eBook and the goal is to generate awareness, this is demand generation. In order to maximize your results, people should be able to download the eBook freely without needing to input any contact information.

This will make it easier for people to share it with their friends and colleagues. However, if the goal is to find qualified leads, this is lead generation and that piece of contact should be gated. As you can hopefully see, it’s nearly impossible to go with one without the other.

An effective marketing strategy will include both lead generation and demand generation. Demand generation is used to attract new customers and lead generation is used to identify qualified leads.

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linkedin 3

How to contact leads with LinkedIn

LinkedIn is the world’s 4th most popular social network. As a professional social network, LinkedIn is the most popular among salespeople. LinkedIn is our favourite social platform to use, so it was just a matter of time before we wrote a piece about it. This is definitely not the only time we will talk about its usefulness but today, we wanted to talk a little bit about how to contact leads with LinkedIn.

What can you do with leads identified by LeadBoxer?

Scenario: you have installed the LeadBoxer lead pixel into your website. A few days later, you have a list of companies who are interested in your products and services. You are not 100% convinced that you want to call them up and say “Hey, I saw you clicking around on our website, what’s up?”

People are looking for specific information. Therefore, if you can help them get the information that they need, you are helping them, not bugging them.

In this case, we recommend an indirect approach as you can see below.

 

Best Practises

1. When you see that a company has visited your website, target them through LinkedIn (obviously, you can use any alternative to LinkedIn – which is just the example given here).

2. The strategy is to know that a company is interested – and give them information that makes them aware of your services. Keep in mind that if a lead is actively looking for a solution to their problem, they will appreciate good information.

Note: surfing behaviour is Goal-Oriented. People do not visit (B2B) websites because they are curious as to what they look like. People are looking for specific information. Therefore, if you can help them get the information that they need, you are helping them.

3. Use lead/visitor activity (click streams) to know what your leads are actually interested in and speak to the content/ subject-matter of the pages they visited.

In other words, use a prominent bit of the text on the pages visited in the subject heading of your communication. This will immediately capture the person’s interest much more effectively than sending a generic sales pitch.

4. Locating decision-makers – if your product/ service is related to staffing, find the person(s) responsible for Human Resources. Meaning: locate the company on LinkedIn and then you research who is responsible for Human Resources, etc.

5. You can then advertise via LinkedIn in order to post content on that person/ company’s LinkedIn personal feed. Click here for a blog post we wrote on LinkedIn advertising.

 

Step-by-step

a) locate the company identified by LeadBoxer on LinkedIn b) find the person or persons responsible for the problem you solve c) send a LinkedIn invite request d) OR use Chrome extension called (email) Hunter – to locate their email address and email them e) OR send relevant materials via LinkedIn advertising (see above)