The way companies utilize marketing methods has changed a lot in the last ten years. Nowadays, both online and offline businesses try to dive as deep into digital channels as they can.
With most companies having their businesses presented online, we can see an ever-growing competition in digital marketing and sales. No wonder – every company wants a loyal client base. But to achieve that, it first needs to find potential leads. That’s where we can help by showing you how to get clients for digital marketing on any budget.
Theory first! Before focusing on getting clients and starting any campaign, whether it’s inbound or outbound, you should first define who your potential customers are.
A potential client (aka a lead) is the person who is likely to become your customer. A basic lead is just the name of a person and an email address, but you should always strive for enriched leads when possible.
Creating an image of potential clients is easy when you have existing ones. Analyze their profiles – who they are, what kind of businesses they have, and what their unique parameters are. Once analyzed, you will have your targeting.
Targeting is based on specific criteria, reflecting your ideal customer profile. For B2B, these would be:
B2C targeting can be a little more in-depth.
Try following a buyer persona method. Create three buyer personas that could be interested in the product or service you offer. This is quite a creative task, so apply your imagination and skills when describing them. Just like with analyzing existing customers, you should pay attention to details here as well – describe your buyer personas as much as possible.
Tips that will help create your perfect buyer personas:
Companies can’t hunt potential clients if they don’t have a perfect buyer persona built based on these parameters. But assuming you already know who your potential client is, you need some lead generation tools, resources, and digital marketing strategies to generate more customers, so read on.
Lead generation is one of the essential marketing components. The more leads are generated, the more campaigns you can send, and the more warm leads you can forward to sales representatives.
There are many different solutions on how to find clients for digital marketing or sales needs, but let’s stick to the most popular and effective ones. These resources are used by both B2B and B2C types of companies, so we believe you will find the one that best fits your strategy!
Directories like YellowPages, Yelp, DMOZ, Manta, WhitePages, and many others are perfect places to get clients. Here you can find thousands of companies filtered by geographical location, business type, and niche. Most of these directories will also grant you access to contacts like an email address and a phone number.
You can quickly build a list of potential clients for digital marketing by extracting this data manually or automatically with lead generation tools. Check out this list of 20 B2B directories for lead generation you can try right now for more targeted and enriched leads.
Social networks are a lead generation goldmine; it’s no secret. LinkedIn is probably the best source. The most efficient way to get new clients is to use the Built-in Search (to filter out users by your buyer persona parameters) or Groups (to contact members of relevant groups). These leads can then be extracted using an email finder that collects full prospect profiles, like this LinkedIn prospecting tool from Snov.io.
The social network method is great because you can reach out to individuals. Additionally, you get access to pretty accurate and detailed targeting. Back in the day, it was hard to extract contacts of potential clients from social networks, but modern lead generation tools make it 100% possible.
This method is based on visiting websites of companies that fit your buyer profile and extracting contact emails of relevant employees (buyers – company employees, managers, C-levels). It’s an extremely popular method that provides targeted leads and can be performed in bulk.
This website extraction method also allows you to use different targeting approaches – from visiting niche or interest-related websites to finding websites that use certain technologies related to your service.
This is one of the oldest methods used by bigger and enterprise-level companies. It’s based on buying access to a database of potential digital marketing clients that are already pre-generated, pre-verified, and enriched. Databases have various built-in filters, allowing you to generate a list of leads within minutes.
Usually, such databases are more expensive than other methods and tools, but this is the fastest available method of getting clients for online and offline businesses. For SMEs, we recommend sticking to the first three methods we’ve described, as well as inbound marketing.
Using powerful lead gen tools and automating prospect search is the way to go if you want to efficiently get more clients, free up your sales team’s time, and put it into closing sales.
First, we recommend using both web apps and Chrome extensions. You won’t lose time switching between numerous tabs, copy-pasting essential data, and mixing up names. Just register, install the extension, click the extension icon on any website, choose the email addresses and names you want, and save them to your list.
You can then launch an automated email campaign through the same platform (here’s how) and monitor opens, clicks, and replies.
If you’re looking for other email finder solutions, check out this comparison of top email finder tools on the market.
When potential clients are collected and stored in a separate file, it’s time to verify and enrich them.
Lead verification is a must – no matter how trusted the source was. You should get rid of invalid and non-working email addresses to ensure your messages will be delivered as planned. The more verified your email list is, the better delivery, open, and click-through rates you will see.
Lead verification can be executed with desktop tools or services. Some verification steps can even be done manually, but it’s a pain!
Here you will see how email verification tools and services usually verify leads. This will help you understand how it works and why it’s important:
Usually, newly generated leads consist of names and email addresses only. This is not enough for segmentation and deep personalization required for outbound campaigns. Lead enrichment is what makes the potential client’s data complete. You want to know additional details about your lead to make your offer or message more intriguing, attractive, or memorable.
This can be done manually or with tools and services that generate already enriched leads. For example, if you generate leads from LinkedIn, you get names, surnames, titles, and company names straight from the lead generation tool.
Lead enrichment is a sophisticated process, but it definitely should be optimized according to your needs. Only enrich leads with data that:
It usually includes the following parameters:
Remember, the more you enrich your leads, the more you will segment your list before sending, and the more personalized messages you will create.
→ Read our article to find the best LinkedIn automation tool for your unique goals!
Now you have your leads already generated, verified, and enriched. Lead scoring is the next step you should perform. It’s important because it makes it possible to set priorities and pre-segment your potential clients.
Leads should be scored according to your needs. For example, if you target B2B leads, companies with bigger budgets should be contacted first.
Before you start scoring, you should first prepare the scoring parameters. Some of the most-used ones are:
Here are a few examples:
Remember, scoring helps you set priorities and focus on leads with the highest chances to convert into a closed deal.
Now you are ready to launch a campaign!
Finding clients for digital marketing and sales needs is the main focus for all B2B and B2C companies. Use open directories, social networks, website extraction, and lead databases and tools to find highly-targeted enriched leads and start your personalized email campaigns today.
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Great article, thanks for sharing these amazing tips for us. I have got good information about digital marketing, really it will help my business.
Thank you, Narendra! :) Let us know if there are any more topics you'd like us to write about!
Thanks for sharing this great information.
Thank you for this helpful article. It will definitely help me to find my leads for digital marketings.
Thank you
Thanks, Resham.
There's one more article that could help you. It discloses information on how to find contact details of your second and third connections on LI. Hope you'll find it useful and your business will prosper!
Thanks for the update. And I don't usually click on promos, but this is the article that helped me discover Snov.io's drip campaigns :) Forever grateful for this app you guys provide!
Thankie, Mohamed!
If you have any questions on how to use our tool, you can consult this complete guide to Snov.io email drip campaigns. It will help you use our platform to the fullest!
Thanks for this great article!
This is great resource. Kudos!
Thanks, Francis!
We're trying to expand our reach using LinkedIn, do you have any specific tips for us?
Hi Patrick!
We've just prepared a guide for prospecting and outreach on LinkedIn - https://snov.io/blog/linkedin-sales-prospecting/
Hope it will be helpful :)
Hello Helen! Getting new clients is very challenging in any industry. After reading your article I have gained so much essential information. Your strategies like social networking, open directories, and lead generation tools for digital marketing are very beneficial for B2B and B2C type of companies.
Thanks, Yashika!
That’s our work to help you.
Hi Helen, thanks for sharing this article and letting me know about the potential clients in Digital Marketing! It contains quite useful points which I can use in my business and enhance it. Keep sharing!
Thanks for the great tips!