Table of Content for Lead Generation Business:
- Who is a Lead?
- What is Lead Generation?
- Why is Lead Generation Important?
- How to Generate Leads?
- Lead generation Marketing: B2B Lead generation tactics
- Content Syndication
- Middle of the Funnel (MOFU): Serving the Right Content
- What is Lead Scoring?
- What are the Lead Scoring best practices to improve the lead quality?
- What is the Lead Generation Strategies?
- What are the tips to Lead Generation Campaigns?
Just imagine, you are sitting at a restra on your date, eagerly waiting for your girl. Suddenly, your phone rings and you rushed to pick it up, thinking of her only…
and while picking it with “hello baby, where are you?” You heard,” Hey! May I talk to Mr. John, Are you interested in buying stuff from my store”
How disgusting it is!
This is exactly what we are going to discuss here. if you are doing this interruption, that’s much much frustrating for the people you are contacting with, you are all mistaken. That’s killing your leads profoundly. In this case what you should do?
Let’s jump to inbound lead generation?
The most efficient way to save your organization from being that annoying, disturbing cold callers like above who is spoiling the dates.
Let’s start by defining what is a lead. And we’ll cover, what lead generation is all about. And why inbound leads generation is so fruitful than buying leads like hell.
To compete in today’s competitive world, marketers should use lead generation to build brand awareness, nurture prospects and customers, qualify leads, and ultimately generate good revenue.
Let’s dive in…
The Basics of Lead Generation Business
Let’s begin by with the definition of a lead. What does a lead mean to your company? Many companies have different definitions depending on their sales cycle.
Who is a Lead?
A sales lead is a potential contact who has raised interest in your products and services by any means.
If you have purchased a mobile from an online store today. So, your next desire would be to purchase a good back cover for it. And tomorrow you got an email from the same store for a mobile cover with a good discount. That’s certainly making sense and sounds less intrusive.
In this way, that company shows value to his lead that ultimately leads to a successful deal.
What is Lead Generation?
A process of attracting and converting strangers and prospects into someone who has expressed interest in your company’s product or service.
Leads can be generated through job applications, blog posts, coupons, live events, and online content.
Let me tell, you one instance
One day, I met a person who asked my profession, I certainly replied, ”I am a lead generator” he gave me a confused look. I smiled and tried to answer, ”I am a person who indulges in creating quality content to attract my audience, finally let them convert for purchase”
He grinned! and looked more satisfied. That’s exactly what lead generation is all about.
Why is Lead Generation Important?
It looks so natural when a stranger come-ups to you and initiates a ‘connect’ by showing organic interest in your business. This flow becomes more authentic and positive for your business.
Lead generation comes in the second stage of the inbound marketing methodology. This process initiates when you have successfully attracted an audience towards your business and you are moving to convert those visitors into leads [SQL].
Bend your eyeballs and grab where your leads actually exist.
How to Generate Leads?
Seeing the above diagram, it has become clear that Lead generation is highly connected to the inbound marketing approach. It’s time to jump into the steps of the Lead generation process:
- At the very first, strangers identify your business through various marketing channels such as your website, blogs or from social media platforms.
- He found an active CTA and then he clicks on that. This call-to-action can be in the form of – an image, button, or message that inspires website visitors to take some sort of action.
- After clicking on the CTA, that visitor will be redirected to the landing page which will be a web page containing a form to capture the visitor’s information in exchange of offer.
- This offer may contain any free resource like ebook, tutorials, guide, template or you may also offer some sort of discount to the customer. But, that offer should possess a good value to the visitor who is providing his/her personal information to you.
- The form attached to your landing page consists of a series of fields like the above that collects information in exchange for the offer. Technically, forms can be embedded anywhere on your site.
Once a visitor fills this out — congrats you have a new lead!
Lead generation Marketing: B2B Lead generation tactics
You can break the lead generation in two ways: inbound and outbound. Once you are all ready to put all the elements together. Still, there are various channels you can use for promotions or attract the visitors to leads.
Let’s go in deep and talk about more channels… and as discussed above, you need to make sure that you keep in mind your nurture and customer retention marketing strategies as part of a comprehensive strategy.
Inbound Marketing is a marketing strategy which is focused on attracting customers through appropriate content and adding value at every stage in your customer’s buying journey.
Let’s dive in to find what is inbound marketing lead generation?
With inbound marketing, potential customers are pulled towards your website via various channels like social media, blogs, search engines – to create brand awareness.
Inbound marketing is more trending marketing option nowadays.
In comparison to outbound marketing, where marketers used to struggle a lot to find customers, inbound marketing grabs the users’ attention much more efficiently and makes the company identifiable.
Read more about inbound marketing in this blog post
Content is always the king. It’s better a way to divert your users towards the landing page. In general, content is developed to educate the visitors or give informative data to the readers.
You can include CTA’s anywhere suitable in your content. – it can be at the top or bottom-of-post or even on the sidebar. Always remember, content is the crowd puller that takes your audience to the landing page when they click on call-to-action(CTA’s).
Work on your content, so as to delight your target audience which in turn leads to win-win
Creating the content is not enough. SEO is equally important which balances the high-quality content, with high performing website. focus on quality over quantity, and on providing useful – not promotional – information.
Once you have a good value content, including visual content, start advancing it on social channels. Observe the traffic approaching your posts. How much your content was engaging? The more engaging your content is, the more Google ponders your content to be of high valued, which in turn boosts your SEO rankings.
Search engines look for natural links, so the more informative your content is, the more likely people will link to it naturally.
The website is the most magical space. This is the place where conversion occurs. Encourage your customers to signup to the newsletter by offering some good e-resources or give them effective pop-ups or CTA’s to download the demos, completely depends on you.
You should pay attention to forms, Calls-to-Action (CTA), layout, design, and content. That lets your website work.
See if you guys are developing great products they are not coming in limelight, then most probably that’s the right time to turn up to blogs.
Blogs are the best way to market your stuff digitally taking your products and services in contrast. Blogs should be both generic and specific too.
They possess a larger outreach but at the same time, it should be targeting a specific audience.
What if your website doesn’t have a blogging feature, then you must catch up on it. In any business you are, search for some catchy blog topics related to festive season and make it viral by sharing through different digital platforms.
If someone reading the blog may not want to immediately sign up for a demo, so highlight the Calls-to-Action that ask your reader to subscribe to the blog or to follow you on social channels.
Outbound marketing tries to reach consumers through general media advertising as well as through in-person contact.
Depending on the venue, the approach can be extremely broad (TV advertising), thoroughly personal (face-to-face meetings), or “impersonally personal” (cold-calling or blanket emails).
Through each outbound methods, sales leads are generated and then followed by internal sales representatives.
Emails are always the #1 chosen channel over other platforms. It is the most efficient way to reach people who are already known to your brand and product or service.
Email is a cornerstone and key component of every marketing campaign. Whether you are hosting an event, sending out a new piece of content, promoting a new service offering, or staying in touch with customers, email should be one of your main forms of communication.
According to MarketingSherpa, the most used lead generation strategy is email marketing, with 81% of respondents preferring it as the most effective channel.
You can put the content in front of the target audience and analyze how much they are responding to your emails.
It’s much easier to ask them to take an action since they’ve previously subscribed to your list. Emails should not be lengthy, avoid stuffing bulk content instead put CTAs that have a compelling copy and an eye-catching design to grab your subscriber’s attention.
Nothing is more charming than the free marketing. It costs zero to use the social media platform in your marketing for your organization.
From Facebook to Twitter and from Pinterest to Google +, accounts are completely free to set up and maintain. There are various areas where you can add money to promotional posts but the use of all social media is free!
Social media allow buyers, to carry out proper research and learn about products and services through influencers and peers.
Although social is still important for branding and creating buzz, lead generation is becoming more and more important. By tapping into all the social media channels, you can reside with your customers and also, create that trust.
See the ways of generating leads through Social Media in this blog post.
Display Ads and Retargeting
See, ads-banners come with a purpose if these ads don’t get traffic, a handful of people are getting engaged only, then that ad would be useless. Because it doesn’t make any sense as well.
The Goal of the ads is to get people to take an action. Otherwise, spending money would go all waste? If you really want conversion, be sure that your landing page and offers match exactly what is promised in the ad, and that the action you want users to take is crystal clear.
Pay-per-Click (PPC ) ads are those in which you pay for each click on your ad which is displayed on a search engine such as Google, Yahoo, or Bing, or on a website.
PPC ads are stunners to draw attention to your latest content or service offerings by paying a requisite amount. With PPC, your ads show up as sponsored results on the top and side of the organic search terms in search engines.
Being highly targeted, they are powerful enough to generate very high-quality leads. Advertisers work on keyword phrases relevant to their target markets and your ads will display when a keyword query matches your chosen keyword list.
Pushing your blog post, article, video or any piece of web-based content out to other third-parties who will then publish it on their own sites.
Content syndication is the great way to deliver high-value content to the correct prospects
Let me explain how to use syndicated content to generate leads?
Content syndication is the most popular content sharing strategy that can be used to promote your whitepapers, articles, news releases, etc. on other websites for greater reach and engagement.
Through this strategy, your content appears on third-party sites and newsletters. And the most fascinating thing is that most of the content syndicators deliver leads directly to your inbox, it’s a great way to keep leads coming in the door.
Middle of the Funnel (MOFU): Serving the Right Content
MOFU is taking your generated leads, converting them into customers through lead nurturing and content marketing.
Look, not all of your leads that are going to sale, are ready to buy, make sure that you should have a solid lead nurturing strategy, as to build awareness and affinity for your brand while your prospect is self-educating.
What is Lead Scoring?
Lead scoring is a way to automatic identify prospects who are most likely to buy. Being a shared sales and marketing methodology for ranking leads, It determines the customer’s sales-readiness.
Scores are generated on the basis of their buying interest they show in your business, their current in the buying cycle, demographically, or on the basis of buyer personas.
What are the Lead Scoring best practices to improve the lead quality?
Listing out the Best Practices for a successful Lead Scoring Model
- It’s time to use your negativity – use negative scoring
- Set up lead scoring models individually.
- Route leads to sales with a Lead scoring threshold.
- Customize your model according to high-value actions and your web pages.
- Avoid assigning points to every open mail, ignore it.
What is the Lead Generation Strategies?
Online Lead generation strategies comprise of the wide range of tactics, campaigns, and strategies depending on the platform on which you wish to capture leads.
Let’s dive into lead generation strategies for a few popular platforms…
- Facebook Lead Generation
- Twitter Lead Generation
- LinkedIn Lead Generation
- PPC Lead Generation
- B2B Lead Generation
What are the tips to Lead Generation Campaigns?
Create a complete campaign that efficiently generates leads for your business while minimizing costs.
Let’s check out the when building leads gen campaigns.
- Use the right lead generation tools
- Create amazing offers for all different stages of the buying cycle.
- Link your CTA to a dedicated landing page
- Get your sales team involved
We have successfully gone through the various aspects of Lead Generation. We got some quick solution on lead generation marketing, tactics and different strategies involved in Lead Generation.
So on – so forth, all the major aspects of generating leads are covered, along with the tips and tricks to generate leads. This has just the starting, a lot more to come in this row, Learn how to nurture the leads and so that those leads would complete their purchase, and turned up to brand promoters…
Share your comments if you find this post informative.