Top 5 Methods for Lead Generation in Online B2B 



From the warm climbs of Mexico City to the cold lands of Calgary, Alberta, businesses are using the Internet to advance their business models and successes. The Internet is a unique resource for creating sales leads and connecting with customers, B2C sales, and other B2B sales worldwide. As an owner or web developer for a company, many things can be done to help generate business leads, bringing customers to your site and through the site to your company.  

It is important to understand how internet marketing works, though, as it is quite different from traditional types of sales. What you have to offer doesn’t matter if you can’t reach the target market to let them know about it. There are so many different types of marketing methods that you can incorporate that you need to learn about them. Some of these strategies are as follows:

  • Use of autoresponders
  • Generation of free reports
  • Offerings included in, or just after, registration forms
  • Creation of opt-in mailing lists
  • Business-to-business referrals

Many of these methods tie closely together, as can be seen by taking each in more detail.



Autoresponders are software packages created to automatically respond to input from any customer, fellow business owner, or otherwise. The job of the autoresponder can be as simple as acknowledging receipt of information from the user and providing future contact information or can be as complex as monthly mailings. 

 Free Reports


Offering free services is a powerful marketing tool for bringing customers to your company website. Many sites use offerings of credit reports, personal profiles, horoscopes, and such to encourage users to come to their sites. The initial article is free, but then it can be used to link into services and products on which the company stands to profit. To best use this lead generator, you should determine what can be appropriately connected to a free offer on your site. What is your base product, and what branches can spring from it. 

 Registration Offerings


These leads generally tie into a sign-up or registration form. This form may be a forum registration or to receive a report, catalog, or another company service. At the end of the registration form, offerings can be made for other services or products that the user can opt-in for, sometimes at a much-decreased price, as part of registration.  

 Opt-In Mailing Lists


Mailing lists are a proven and precious way to keep in touch with other businesses and customers and quickly get the word out to interested parties about promotions, sales, new product lines, and changes in the business. 

 Business-to-Business Referrals


Of all leads you can generate, none hold the sway as positive word of mouth and referrals from other trusted businesses in similar or related fields. Many companies will exchange referral links or articles for the same reference from your site to theirs. These links can create a strong symbiotic relationship between companies to exchange goods and services between businesses and bring in outside customers to both. 

While these methods are not the only ways to generate online leads, they are some of the most frequently used and, by far, the most effective in the online community. The online market space will only increase, and companies that wish to work intensely with other businesses and their consumer base must take advantage of this space if they want to succeed!

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