There's a great list over on Business2Community with 33 strategies and ideas for conversions. My top 5 out of the list would be:
- Checklists. When your prospective customer is looking for advice on a complex subject, the information can sometimes feel overwhelming. A straightforward and downloadable (thus printable) checklist from a trusted source will therefore feel fantastic. Create some and place them on a gated page so that you get their details.
- Templates. As with checklists, these provide great value to your prospects. Make sure they make sense for your business. i.e if you are website designer, a landing-page template could be a great way to open up a conversation with your prospects.
- Free tools. People like free things, especially if they are good. Buffer do this with Pablo, for instance, a free image-creating tool, which in turn makes their prospects more inclined to pay for their main social media management tool.
- Reports. In the B2B sector, reports on specific trends within your target industry are always popular. We create reports on content marketing in the legal, accounting, PR, and insurance sectors for instance.
- Popups. Are they irritating? Yes. Are they a great way to build your email newsletter? As we found out, yes.
If you’re in the B2B space, then you might already know how difficult it can be to find and acquire new customers. That’s because, depending which industry you’re in, the total number of potential customers could be small, and the total number of decision makers within those companies even smaller. That’s why it’s crucial that you generate a steady number of leads each month. That way no matter how long your sales cycle is, your sales team will always have enough contacts and opportunities to follow up with.