an unobvious but effective channel of attraction

Another lead generation channel that has recently become widespread and is suitable for both B2C and B2B is Avito.

Which B2B niches is it suitable for:

• equipment for business;
• sale of business or franchises;
• repair and maintenance of equipment;
• commercial transport and real estate;
• building materials.

Lifehack : to understand whether Avito is right for you, enter the keyword in the search bar on the site. If you see offers from competitors, then it administration directors email lists is definitely worth trying to attract leads from this channel.

Peculiarities

So, what are the differences from the same marketplaces:

• audience . Avito mainly presents the low price segment. If the goods are in the low price segment, then Avito is ideal;
• services . Marketplaces are designed content upgrades: an a to z guide to double your blog leads only for selling goods, but Avito can host services;
• store positioning . Stores have separate pages that can be personalized, but on marketplaces it is more difficult to highlight your brand;
• forecasting . Using the “Demand Analytics” tool, we can forecast the number of requests and the approximate volume of impressions. Also, having studied the offers of competitors, we can understand how many leads we can count on;
• analytics . A transparent analytics system through which you can see the number of calls and requests.

This channel can provide a large number turkey data of relatively inexpensive leads, but it is worth remembering that it is worth investing resources in their processing. To save time and effort of employees, we recommend using tools such as integration with CRM, which will allow you to build automatic funnels.

You can also set up automatic messages and add a questionnaire to qualify leads at the initial stage.

With the right approach, if such a niche is already being promoted on Avito, you can receive a volume of applications that will be comparable to the volume of applications from contextual advertising.

The algorithm that should be followed when accessing Avito:

1. conduct a demand audit . If there are no competitors, the channel most likely will not work;
2. prepare an account : create a profile, add cards with ads;
3. set up Call Tracking (to understand where calls come from), link the profile to the CRM;
4. add a welcome message/connect a bot ;
5. enable priority placement of ads ;
6. work with reviews ;
7. conduct analytics in a timely manner .

HADI Cycles or Effective Hypothesis Testing

It is important not only to test channels, but also to evaluate the results for effectiveness. There are many methods for testing hypotheses, we will tell you about HADI cycles.

A hypothesis can be either a traffic channel or a separate advertising campaign.

Let’s look at an example.

1. Hypothesis : by launching contextual advertising, we expect to receive at least 20 qualified leads within 1 month after launch with a lead cost of no more than 10,000 rubles.
2. Action : creating a landing page for context, creating a lead magnet, setting up contextual advertising.
3. Data collection : setting up a CRM system and analytics system.
4. Conclusions : search advertising brings leads with CPQL> 10,000 rubles, the campaign in YAN does not bring qualified leads. We optimize search advertising campaigns to reduce the cost of the application, test new bundles in YAN, in case of failure we disable YAN.

We wish you productive lead generation!

Our experts , who specialize in promoting B2B companies, are always ready to advise you on how to find growth points using different channels and increase lead generation.