A business that is able to generate leads has mastered the process of attracting and converting strangers and cold prospects into warm qualified leads who are ideal candidates for making a purchasing decision on your product or service offering. One of the most, if not most, important functions a successful business has to master in order to survive and thrive. For a business to survive it needs a continuous stream of new potential customers. A lead is a person who has indicated interest in your company’s product or service in some way, shape, or form. Whenever a cold prospect shows an interest in your business, it’s the prospect that’s initiating the relationship with you, rather than you, the business, initiating the relationship with the prospect. This makes it easier and more natural for the prospect to want to make a purchasing decision from you somewhere down the line.
This article covers 10 ideal methods you can implement in order to generate leads which are then nurtured into ideal paying customers for your business starting today.
What is a sales lead?
To generate leads that are qualified with purchasing intent becomes a potential buyer of an item or service. A lead is generated for your business when an individual or business demonstrates interest in your product or service and in turn for something of value provides their contact information. This value proposition is what we call a sales hook. A business must generate leads that are qualified so that your business is able to eventually generate revenue and profit, and is done by matriculating the lead through your sales funnel pathways. A successful business should have a well defined strategy to generate leads, at the lowest price, which have intent to make a purchasing decision at a later date. Business’s that successfully generate leads do so in various ways, such as online advertising, social media promotions, trade shows, email, as well as numerous other marketing techniques. The list of techniques to generate leads is endless and only bound by one’s creativity.
Look at it this way, if you are able to generate leads, but only have an average product, you still win! This is because a leads means more revenue for your business. And revenue means there’s the potential for more profit.
How to generate leads online?
Nowadays to generate leads online has become a lot easier due of the availability and multitude of online platforms and channels. For example, social media provides an excellent communication conduit for promoting and engaging your brand with consumers by directly connecting with them anywhere in the world. It’s almost a given that your business must have an established brand presence on social media channels as well as a clean and modern website that leads can easily find and review the products or services you’re offering. Given this, it’s easy to understand that online promotional activities is one of the best techniques to generate leads in modern marketing.
The following are 10 techniques to generate leads that you might consider incorporating into your marketing mix.
1. Generate Leads through Content Marketing
By now, it should be obvious that content marketing is one of the staples behind driving quality web traffic to your website in an effort to consistently generate leads that will eventually turn into sales. The more focused your content marketing is on solving pain points of your targeted audience, the more likely those website visitors will be likely become loyal consumers of your brand’s product or service. Your content marketing efforts must focus on one thing and one thing only which is providing value to your target audience in the form of tips, tricks, how to’s, and more. If you remember to focus on solving your target audience’s pain point on every content article you carefully craft, you will eventually find success in generating well qualified leads. High quality content can also be a benefit for your business as it will draw more attention to your site from influencers and others within your industry in the form of backlinks. Backlinks are one of the most important aspects in getting your content and website ranked on the first page of Google’s Search Results Page (SERPs). Be sure to add relevant pictures, video, and infographics to expand the reach and engagement of the article, as well as give your target audience a more visual way to absorb your content (not everyone learns the same way so mix it up to appeal to more than one type of learning pathway). By allowing our site visitors to self-discover your interesting tips, event, how to, or news interest piece, will help to establish your authority and brand presence in your given niche.
2. Be Active in Discussions and Forums to Generate Leads
Potential clients are everywhere throughout the world and they’re most active on all discussion sites also better known as forums. Forum users will discuss any and all issues related to a business’s product or service. Forum users are there most of the time posting about these issues in order to interact with other skilled people who can help them. This is the place your organization can provide solutions to these problems as well as keeping your brand center stage with them. This is the one best techniques to generate leads you can use that doesn’t cost money. All you have to do is search the forum discussion boards and have an active presence on them and make sure you’re timely in responding to inquiries on a consistent basis.
3. Generate Leads by Connecting with People through Quora
Quora has been proven as one of the best methods to generate leads that you can use to actively engage with consumers and answer their questions regarding your product or service. What makes Quora an excellent technique to generate leads is that it connects you with your target consumers in a question and answer format. As an online advertiser, you can make a profile and answer questions and can interact with the people in need. It’s a good platform to generate sales leads and very helpful in the b2b lead generation side.
The purpose of Quora is to connect skilled individuals and company’s who have the information and skill sets with those who seek it. The focus is on uniting individuals with varying points of view in an effort to diversify one’s way of thinking and/or learning on any given subject. Quora provides everyone with a chance to share their insight and unique perspective they may have gained from practical application and experience. You can easily participate in this knowledge sharing social media platform and promote your business without spending a dime. Additionally, you will get first-hand experience and knowledge in order to know and understand your target audience’s pain points and how to provide them with a solution which will amplify your lead generation efforts many times over.
Sharing videos on social sites is another solid method to generate leads that doesn’t require capital to begin doing. There is the number of web-based social networking platforms like YouTube, Instagram, Pinterest, Facebook, Twitter, Google+, and so forth, each having a unique way to engage with your target audience. YouTube is the most popular social channel for sharing video content. YouTube isn’t only a video sharing site; it’s also the 2nd largest search engine behind Google. This social platform allows your organization to create and maintain your own channel where you can share recordings with respect to specific occasions and events, instructional based videos, and just about anything you cant think of. This will help your company stay in front of your rivals which helps in your lead generation activities to procure new and ongoing sales leads. All you have to do is create a video, add it to your channel and share the simple, concise and easy to digest product videos in order to attract new leads that will eventually land on your company’s website.
5. Optimize your Website
The sales leads you obtain are only as good as the website that produces them. If you look at examples from some of the top converting lead generation sites, you can learn what and why works on that site and apply the same techniques to generate leads on your website. As a general rule, there are general elements that should be found on every landing page you use, which includes: company phone number, short contact forms (example: full name & email), social proof in the form of customer testimonials, videos that directly speak to your audience, the use of powerful action verbs such as “get”, “feel” and “have”, with a consideration of your end-goal (get their contact information), and always test, test, and split test again. Additionally, you must follow the best on-page SEO techniques to ensure your content gets listed by the search engines.
The one thing you should take into consideration when using social media platforms like Facebook and Instagram is that you can showcase your brand in front your exact intended targeted audience. With the internet and social media, everyone is online 24/7 and using social media platforms consistently, with reports showing user averaging several hours per day. Thus it’s a platform where you can find the sales leads and by sharing the quality information generate leads more easily.
With Facebook and Instagram we can target and generate leads by socio-economics, for example, age, sex, occupation, single, married, area, instruction, interests, with the sky being the only limit. Putting your capital resources to work in social communities may be one of the best methods to promote online, given the present market conditions.
7. Catch the Attention of the Press to Generate Leads
This old school marketing tactic is one of the most reliable ways to generate leads. There are numerous reasons for including press releases as part of your overall marketing strategy, they can play a very powerful role in making your target audience take notice of your business. Simply put, your target audience can not conduct business with you if they do not know that your brand exists. This being the case, a press release can generate awareness of your brand.
When you launch a new product or service, one of the first things that should be done is to issue a press release informing the public of it. You have to provide the context as to what the main pain point is that your product or service solves. If you remember to answer the question, “Why should I care?” for both the journalist who will be reading your press release and the target audience interested in your niche, you will be able to get it in front of a large number of eyeballs which translates into web traffic.
Press release distribution platforms such as PRNewsWire will get you traffic from various local and national media houses. However, if you self-publish your press releases on your own website it will count towards your search engine optimization (SEO) efforts in order to drive free traffic from search engines like Google, Yahoo and Bing
8. Generate Leads with Google Adwords
Using Google Adwords pay per click (PPC) online advertising model to generate leads with intent is a great way to generate Leads you need for your business to grow. No matter what industry and niche you are in, you can reach your target audience who are ready to buy from you on a daily basis based on understanding their search term patterns.
One of the main things you should focus on is your quality score which Google rewards advertisers whom have a high enough score with lower cost per click (CPC) and higher ad positions.
In order to improve your Adwords Quality Score (QS), you have to stop targeting junk keywords and try to increase your bid with match keyword phrases.
Remarketing also can increase your Quality Score, because you will be targeting people who have already shown interest in your product or service from a previous ad from the initial search query they performed.
It’s important to recognize the impact of mobile devices have on your Adwords advertising activities, so that you can optimize your account accordingly. My past experience shows that it’s a lot easier to convert mobile users who click your ads, on both search networks or display networks, mostly due to the intimacy a mobile device provides. Just like we touched on earlier, make sure you optimize all of your landing pages, so that web visitors can easily find the information that they came to the page for or the action that you want them to take next.
9. Public speaking to Generate Leads
Another low or no cost way to generate leads is to give a keynote presentation at an event like trade shows, conferences, and business events. Talking on an occasion and introducing your brand instantly gives you name recognition, popularity, and acknowledgment as an authority leader in your given industry. This will actually raise you from the several different merchants or specialist co-ops attempting to get noticeable. What’s more, by catching up with individuals you meet at the event in a convenient manner, you remain in their mind. The people remember more what they have heard rather than what they have seen, thus making it an excellent method to generate leads and sales.
10. SEO (Best method to Generate Leads & Online Sales)
Google is continuously improving and changing which makes the search results more relevant and useful for the end user. Given that over 90% of all search result clicks are not paid advertisements gives us reason to invest significantly more resources and thought into SEO strategies than attempting to blackhat hack Google’s algorithms in order to rank quickly on the search engine results pages (SERPs) with techniques that will eventually get your site banned and forever delisted. A safe and sound approach you should take is focusing on longtail keyword phrases that your target audience conducts searches on. For example, whenever somebody enters a particular keyword phrase, your website could be listed at the top of search engine page for that particular keyword, given the competition is low enough and that you have high quality content with a word count of at least 1500 nowadays. It is imperative that your website have solid on-page technicals for Search Engine Optimization (SEO) to occur. This means before you worry about backlinks for authority sites in your space, you must focus on each pages content and structure.
To generate leads and sales you have to have a solid knowledge base SEO practices and tactics. After strictly following the best practices, SEO will be one of the best lead generation techniques that will bring a continuous stream of website traffic for years to come. If you are unsure of these best practices you can always hire an SEO agency to conduct search engine optimization in order to ensure best long term results.
Now that you’re aware of the Top 10 Techniques to Generate Leads and Increase Your Online Sales, you should start with the first technique, learn everything you can about it, prior to implementation. Once you build up your skill level in these techniques, it will be much easier for you to get optimum results and an increase in sales. These tactics to generate leads are a few of the best methods for online advertising and are used by a majority of Digital Marketing experts and business owners around the world.
You can always consult marketing media wizard if you have any questions regarding these 10 tactics to generate leads.
Also you can read the article on “8 overlooked social media tactics to increase conversion rate” and go in-depth with Social Media techniques generate leads.