Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company’s product or service. Some examples of lead generators are job applications, blog posts, coupons, live events, and online content.
Here are some strategies you can use to generate more leads:
Content marketing is a great lead gen tactic. Essentially, you are creating content that your customers will want to see, enticing them in, without giving away your actual product or service. Some examples of content marketing are blogs, webinars, articles, videos, reports, infographics and has become a staple for marketers around the world.
Content marketing can also be a source of income for some business, with advertising and affiliate/influencer relationships.
Advertising can work fantastically well with content marketing whether its print, TV, radio, film, social media, or online.
Online advertising and social media advertising can be especially useful, as the targeting capacities can be used to hone in on specific audiences.
However, advertising can only really be used as a lead generation strategy if those who engage with the advert are asked to provide some personal data: name, email address, phone number at a minimum to get in touch with that lead again and to work towards converting them to a loyal customer.
Every business should know the basics of social media marketing and most businesses should be on at least one social media channel such as Instagram, LinkedIn, Facebook, Twitter, or YouTube.
You as a business need to be sure that you’re using the right channel that your target audience are using.
Social media marketing can be used to generate leads through advertising, but also through audience engagement with your brand. The content you post on social media can help to drive your audience to your website, where you can capture their information as leads.
Active engagement and opt-in consent produce a more qualified lead, worth your time, and more likely to convert.
Conferences and Trade Shows
Being somewhere in person is bound to be more effective for your brand and for lead conversion than an email or an automated social media message.
At conferences, trade shows or other industry events, you can ground yourself and your brand as experts in what you do.
You can speak about what you know, why you’re the best at what you do, and why people should buy your product or service and support your business.
If you’re presenting, know what you’re talking about.
If you’re sponsoring, make sure it’s a worthwhile investment.
SEO and Website Optimization
SEO determines your ranking on search engines, like Google, which can heavily impact the number of visitors you have to your website.
Essentially, good copywriting should automatically help your SEO efforts. Think about how people will find your article or landing page — what they will be searching for. Then make sure that you refer to those phrases or words in your copy.
To become a lead, the contact has to engage with your brand in some way for you to get their contact details.
They will be impressed with your expertise and will begin to trust your brand.
If you throw in a welcome offer as well, then the chance of conversion at this early stage of engagement will be even higher.
Offers, promotions and competitions
Offering something for free or a discounted price for people in exchange for their details is a great marketing strategy that will guarantee you a bunch of leads.
If you’re hosting a competition, just make sure that it’s related to your brand, otherwise, you’ll bring in leads that aren’t relevant and won’t be likely to convert.
Competitions can be especially useful for new brands looking to gather more leads.
Reviews and Testimonials
Reviews and testimonials should be hosted on other platforms like Google Business and social networks. You should also remember to include them on your website.
These will drive potential leads to your website, where you can capture their personal details.
Influencer Marketing, Partnerships and Affiliate Marketing
Some social media influencers will offer reviews and testimonials of your products or services. Something you need to make sure of is that the influencer can be genuinely linked to your brand and the leads that they can produce are relevant to your brand.
Word of Mouth
Finally, the most effective form of lead generation for us is word of mouth. The most difficult part is getting the word out there.
This is why your interaction with your current customers matters is so important.
Encourage feedback, engage in conversation, make your customers feel appreciated, it will only pay back in the long run.
Do you have a lead generation strategy and process in place? Is it working for you? We would love to hear your opinion and if you have any questions, give us a shout.