Creating lead generation opportunities with the right tactics involves a lot of initiative flexibility. It’s far more than a single follow-up and experience tells us it takes multiple contacts for lead conversion. Furthermore, not all leads are equal, especially in the B2B market, some companies are more interested than others. Similarly, leads from specific channels, media or approaches are more valuable than others. For instance, your blog could bring better quality leads than social media. This discovery all starts with applying all the right lead generation strategies, channels, tracking and then scoring your leads.
Google lead generation strategies are probably the easiest to start with. Firstly, Google My Business allows you to maximize local SEO ranking capabilities. Additionally, claim a company profile on Google+ and complete your profile with videos, photos, logos, key customer information. Furthermore, add customer reviews and this could trigger are a surge in visibility in local search results. Same techniques work for Yahoo and Bing. Similarly, all information listed is clickable and leads can click your site or phone number then call on their smartphones.
As far as lead generation strategies are concerned, it would be unwise forgetting Google Adwords. It could advertisement precisely at a time leads are searching online for products and services on Google. Additionally, it allows you control the geo-targeting, budget and keywords, allowing payment for highly targeted clicks. Furthermore, create targeted ad groups and drive that traffic. Utilize the Google keyword planner and retargeting/remarketing tools for supplementing your campaigns.
Social Media Marketing
Social media is quite one of the more complicated lead generation strategies. Simply, because it is rarely used the right way. It’s important to determine which networks make the most sense for your company. In retrospect, B2B businesses benefit from LinkedIn for prospecting most while photography businesses benefit most from Instagram. Generally, each platform has its own creative ways of targeting prospective clients. So, consider this before you splash dollars on a Facebook campaign when your leads are most probably on Twitter.
Strategic Partner Referrals
Referral networks enable the best lead generation taking advantage of friendships with business owners who are in related fields. It actually doesn’t mean partnering with the competition, rather a “you scratch my back and I’ll scratch yours” relationship. it seems old school, but is one of the strongest lead generation strategies out there. Subsequently, it starts with positioning yourself for long term strategic partnership referrals based on good relationship with leads.
Email capture could practically be the foundation of modern-day lead gathering. As one of the more commendable digital lead generation strategies, building up an email subscription list should be paramount for all businesses. Whether a popup plugin, special offers, newsletter subscription or free content download bait, do whatever it takes. Furthermore, high quality, relevant content inspires user engagement which could help with email capture. It’s why most businesses should blog weekly or at least twice per month minimum.
SEO is currency when it comes to SEO lead generation strategies. The right content and site structure can take you a long way. Additionally, all references and backlinks towards your website have either positive or negative search engine value. Furthermore, citations from relevant and high-authority websites, blogs and social media signals help boost your SEO. But proceed with caution as natural and organic SEO can help your site gain rankings, but unnatural SEO sucks. It can get your site penalized or de-indexed from the search engines.
Webinars & PPT Presentations
Believe it or not, using slide sharing sites as an online content distribution channel is feasible. Sometimes a ppt presentation can achieve its own organic rank, becoming a lead generator. Some sites allow sharing this content on social media networks as well. Consequently, this goes hand in hand with webinars in establishing authority and educating prospective leads. This value addition helps put them on the conversion path. Webinars are a cost-effective way of connecting with a targeted audience, building personal trust and connection. Additionally, ensure you mention and share links to other relevant content you own or created.
One of my favorite lead generation strategies, since it takes advantage of the human desire for free items. Whether it’s educational materials on relevant topics or baiting them with their interests. It always does the trick whether you’re offering eBooks, white papers, research papers and premium content. In retrospect, this content should help solve their ongoing problems. Furthermore, it should also be targeted to the demographic you wish to convert to leads. Older folk may appreciate eBooks better than younger folk. Additionally, get feedback from existing customer so as to understand the type of content that will help educate them.
Use analytic tools
Analytics are usually forgotten but knowledge comes from numbers. Specifically, proper interpretation of analytics enables one make smarter marketing decisions. This means leveraging data as one of your lead generation strategies. Whether tracking traffic from referrals or monitoring inquiring prospects and their sources. Furthermore, knowing the leading search terms driving people to your site or monitoring comments on blog posts. or because someone watched a video? Did you generate a lead through a LinkedIn connection? Ensure you measure what works and continuously optimize based on insights from the data.
Lastly, a lead is a potential buyer who expresses interest in your service and voluntarily provides their contact information. Despite the brief lead generation strategies mentioned above, continually plan activities to draw prospects looking for what you’re offering. Additionally, bait leads to share their emails with incentives like eBook and freebies. Furthermore, use your eBooks and white papers to fuel the word of mouth and recommend other pieces of content from your business. Lastly, treat all lead sources separately and measure them using individual KPIs. This could be the difference in ensuring you’re progressing with your lead generation strategies.