Repeat customers and word of mouth are what every business thrive for!!
The first aim of any business is to generate a stream of customers and organize a trickle of profit. According to marketing funnel theory, customers are the “leads” you’ve convinced to make a purchase.
Therefore, initially, you need to build a stable flow of leads, incoming applications. This process is called lead generation. This term describes the marketing process of stimulating and generating interest in a product or service in order to promote sales.
If you want to generate leads on a massive scale, you must develop content that is so engaging and valuable that people will be willing to share personal data for it.
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Why is Lead Generation Important?
So the lead generator is collecting valuable information. Very useful information – the name of the site visitor and the email address can be used for more direct and targeted contact, or the so-called lead nurturing.
That is, instead of acting at random, business turns to those people who have already shown an interest in their activities because the chances of making a deal with them are incomparably higher. According to the study, modern companies find up to 60% of their customers in this way, and these leads are twice as profitable than those generated by traditional methods.
In addition to higher conversion rates, lead generation strategies can be cost-effective because they are geared towards coordinating marketing and sales teams. In addition, you can always outsource lead generation to a more experienced digital marketing company.
The question arises: what kind of lead generation strategies can you start immediately, so that in the near future you can massively convert leads into paying customers, while simultaneously increasing your income? To give you relief, here, in this article, we are discussing the strategies that can make lead generation profitable for your business.
Best Ways to Make Lead Generation Effective for Your Business
Create High-quality Content
Content is the currency of your website, so you should regularly post something new. This not only validates you as an expert in your field but also increases your reach and visibility. But by no means create content for the sake of content. Your goal is to provide users with quality information, not a beautifully designed website.
By publishing valuable content that informs, educates and entertains your target audience, you increase their loyalty. And converting leads is easier after gaining trust.
The regularity of publications is also important. Frequent placement of quality posts tells your target audience about the company’s willingness to go to great lengths in solving the difficulties that have arisen.
According to a Hubspot study, organizations that post more than 16 posts to a corporate blog per month generate 4.5 times more leads than companies with less than 4 posts. Moreover, B2B buyers study 3-5 articles on an issue of interest to them before contacting the sales department
Last but not least, following trends is a good way to be relevant and possibly go viral. However, covering “evergreen” topics is a proven way to get noticed, as it goes hand in hand with your SEO strategy and keeps your company at the top of the search terms.
Develop Social Media
Social networks are no longer just an additional channel for distributing and promoting your content. This is a good platform for interacting with your audience. On average, a business person now has 7.6 social media accounts, in which they spend more than 2 hours daily. Take advantage of this!
A good place to start is by creating a Facebook or Instagram group that will regularly discuss current industry topics. Using hashtags on Twitter and Instagram will help you keep in touch with like-minded people. Of course, LinkedIn is a great prospect platform to present your brand in a positive light. Statistically, 80% of B2B leads come from LinkedIn.
Optimize Landing Page and CTA ( Call – To – Action)
Did you know that many landing pages contain more than one offer? If your website falls into this category, then it seems like it is time for you to rethink your Conversion Rate Optimization (CRO) strategy. Marketing Experiments has found that multiple buy offers on the same page can reduce conversions by 266%.
Therefore, make sure that there is no more than one offer on one landing page and your call to make a purchase is also well-read, otherwise, the attention of visitors will be scattered. Your message should be so convincing and clear that visitors must be ready to provide you with their personal data without any hesitation.
Participate in Online Reviews
It is found that over 92% of customers are looking for reviews on a product or service that pleases them. Failure to link to an independent review or another testing on your website significantly reduces the chances of further contact.
Reviews increase customer confidence, which has a positive effect on conversions. According to the same study by RevLocal, 31% of customers are willing to spend more on products that have been reviewed by a celebrity or expert in the field.
Increase Your Brand’s Online Presence
A brand’s online presence should not be limited to a company’s website and social media pages. Grow and try to be featured on other websites to build credibility in your organization. For this, guest blogging, participation in interviews and answering questions from forum visitors are suitable. Perhaps your prospective customer will learn about you from third-party sources, and among current customers, this will increase the level of trust.
Adjust Targeting Advertisements in Gmail Competitors Buyers
Email remains the most effective lead generation channel. 77% of B2B marketers use email marketing for lead management, according to SuperOffice’s study of the state of B2B email marketing.
In B2B, it is very important to be able to attract the attention of competitors’ buyers. Gmail ads allow you to target who receives emails from your competitors. It sounds strange, but this tool really works and gives you direct access to those who are already familiar with the specifics of your market.
Create More Video Content
With the help of video content, it will be easier for you to reach your target audience. More than 75% of top executives said they regularly watch videos, and 2/3 of them then visit the company’s website, according to Forbes research “Video In The C-Suite”. Therefore, we can confidently state that a video is an effective tool for attracting leads.
Video content really influences the buying decision the most. 64% of customers said they make a purchase after watching videos produced by a company. What’s more, videos on a landing page increase conversions by 80%, according to data from Adelie Studios.
Marketing tool automation is a combination of email marketing and CRM tools. The goal of this automation is to show relevant content to potential buyers on time.
Almost a third of marketers have confirmed that email newsletters are, in their opinion, the most effective lead generation tool. By adding CRM functionality to your tools, you can understand why B2B marketers have appreciated it.
Use Chatbots to Interact With Potential Customers
Using chatbots is like telling your potential customers that you want to speed up and simplify the process of communication with the company for them as much as possible. Plus, integrating AI into your lead generation strategy creates new opportunities for efficiency and process optimization. Minimizing your trust in customer support and lead generation will also significantly lower your operating costs.
Use A/B Testing for Your Paid Campaigns
A/B testing for your paid campaigns gives you the assurance that you are investing in something that really works. This type of testing gives you the opportunity to evaluate each stage separately. So if you don’t want to waste your budget on useless internet tools, keep testing and measuring your campaigns to ultimately choose the ones that work.
Influencer marketing is stronger than ever, but since 2018, we have seen a trend towards brands favouring micro-influencers (users with narrow domain authority). Such influencers may have fewer subscribers, but the degree of influence on the audience remains the same.
The popularity of this tool is growing rapidly, and famous influencers are bombarded with various offers. Because of this, their services become very expensive, and the experts themselves become very selective in the question of which brand they would like to cooperate with.
In such a situation, brands began to turn specifically to micro-influencers, who often find themselves unattended yet, despite their huge potential in conquering new audiences. They usually cost less to work with, they are less picky and get fewer offers from competing brands.
Analyze All the Data You Have
Take a closer look at the market, try to determine your ideal target audience and where your potential customers are coming from, the most effective lead generation channels, and which leads are more likely to turn into sales.
Analyzing the data will also help you identify changes in the behaviour of your potential buyers. Analyze constantly! The figures or statistics don’t lie. Highlight indicators that are important to you and study them. At a minimum, use Google Analytics to collect data, but if you have the resources, then you should invest in CRM tools that give more granularity and personalization.
Integrate Your Marketing Campaigns
Feel free to experiment with different strategies. Unify and integrate your activities across multiple lead generation channels. Your company should only have one voice that shows your audience a strong brand personality. This is essential in B2B lead generation to prove to users and businesses that your company is reliable and that your brand is ready to stay in the market for a long time!
The biggest challenge in lead generation can be summed up in just one word – leads. It all starts with your leads. Without them, there will be no customers or profits.
For those with unsuccessful lead generation experience, must use the above-mentioned strategies. The effective results are assured!!
Hopefully, you liked this article. If there are some queries or suggestions then, let us know in the comment section below. Thanks for reading!!
About The Author
Viviana Folliero is a Manager at Awebstar, the best SEO a in Singapore which is dealing with digital marketing, SEO, mobile app development, logo designing, social media marketing and more. Connect with her at Awebstar.com.sg.