Actionable Lead Generation Strategies Helpful to Grow a Business

Lead generation is the biggest challenge of marketers, at least 61 percent of them agree. It may seem an easy undertaking, but unfortunately, it’s not
Lead generation is the biggest challenge of marketers, at least 61 percent of them agree. It may seem an easy undertaking, but unfortunately, it’s not. It requires patience, dedication, right direction, and a foolproof plan to bring it to fruition. Needless to say, business growth has a lot to do with lead generation. If you don’t generate enough leads, your sales will struggle, and so will your business.
Nevertheless, if you take the right steps and implement effective strategies, lead generation could become less challenging. Continue reading to know how you can generate quality leads to see your business move forward.

What is Lead Generation?

Simply put, lead generation is the process of producing leads for a business. But what is a lead? Well, a lead is a person or company that is interested in your brand or solution in some way or the other. It is nurtured down the sales funnel to turn it into a prospect and eventually, a customer.

Businesses use lead generation strategies to attract and convert visitors or strangers into leads or those who have shown interest in their brand or product. Lead generation is crucial to keep your sales pipeline up and running, thereby ensuring business growth.

4 Practical Ways to Generate Quality Leads for Your Business

#1 Share content that your target audience loves to consume

Stop creating one-size-fits-all content. Your target audience comprises real people with unique needs and pain points. If you’re serious about generating leads through content marketing, you’ll take the time to carefully research your target audience, build accurate buyer personas, and tailor your content accordingly. Among consumers, 90 percent say custom content is useful. Further, 60 percent get a positive feeling about a brand after reading custom content on their website.

B2B decision-makers and stakeholders like to stay informed, gain value, and get as much information they can before entering into a deal or doing business with a company. Use your content to meet these needs, and you’ll have a better chance of winning important leads.

Create value-add blog posts, how-to videos, step-by-step guides, informative whitepapers, and ebooks on future trends. The purpose of these content pieces should not only be to create awareness about your brand or solution, but to also impart useful information and knowledge to your target audience.

Furthermore, add intelligent, well-timed CTAs to your content or simply gate your content to generate leads. You can also use lead capture tools to insert easy-to-fill, customizable forms right in your videos to collect email address and other contact information of leads.

If you’ve written blogs on several topics covering different keywords around a particular subject, combine and refine them to create a comprehensive guide or playbook. Such ultimate guides can work as powerful lead magnets.

#2 Explore social media channels, even the ones used for B2C marketing

Gone are the days when B2B marketers only stuck to LinkedIn, Facebook, and Twitter for social media lead generation. Today, even Instagram, Pinterest, and other traditional B2C marketing channels are used to generate B2B leads. Did you know? Businesses on Instagram are followed by 90 percent of accounts.

With Instagram, you get access to a range of features to attract and generate leads: Swipe Up, action buttons, Live, Stories, Reels, and IGTV. You can also create shoppable posts, run customized ads or with Facebook Lookalike Audience, and use your bio to redirect people to your website, blog, or a landing page.

B2B marketers love LinkedIn, and it is their go-to social media platform to generate quality leads. Here are some tried-and-tested LinkedIn lead generation tips for you: 

LinkedIn lead generation tips

  • Participate in discussions on LinkedIn groups
  • Use hashtags and follow relevant ones
  • Tag people and companies you want to target
  • Publish interesting, educational content
  • React to and comment on other people’s posts
  • Use LinkedIn ads, Sales Navigator, Lead Gen Forms, and InMail
  • Search for target leads using advanced search functions

Note that not all people share their contact details on LinkedIn or may respond to your connection request or InMail. If you want to fast-track your LinkedIn lead generation cost-effectively or don’t have the budget to spend on ads, simply use free tools. There are free extensions available that allow you to collect and export human-verified contact data like email addresses and mobile numbers for anyone on LinkedIn and also through their company website.

#3 Increase the conversion of website visitors into leads (or customers)

Your content marketing, social media, and other lead generation efforts could be rendered futile, if you don’t improve your visitor conversion rate. Conversion rate optimization is absolutely necessary to ensure more visitors turn into leads or buyers, or take a desired action.

Don’t waste time in changing your CTA button font and color. Give importance to what is really going to help you find more leads, like your homepage messaging, CTA copy, web form, landing page content, etc. Statistics reveal that when you decrease the number of form fields to 4 from 11, you drive 120 percent more conversions. Further, compared to basic CTAs, personalized ones convert better – by as much as 202 percent.

A/B test different variations of elements that are responsible for conversion, and finalize the ones that are getting the best results. Use heatmaps to know what’s attracting the attention of visitors or what’s repelling them and causing them not to take a desired action. Fixing conversion and user experience hurdles on your website goes a long way toward increasing lead generation.

Another tactic to convert visitors into leads or customers is to use visitor intelligence. With visitor intelligence, you can know who is visiting your website, which company they work at, and also get a complete profile of that company (firmographics and technographics). In addition, you can collect rich B2B data which can be used to personalize visitor experiences, prefill web forms, segment visitors, and do more.

#4 Use webinars to get responsive leads and develop meaningful connections

Webinar is a low-cost yet impressive way of generating leads for your business. 20 to 40 percent of people who attend webinars convert into qualified leads. Webinar produces high-quality leads that are hungry for knowledge and value and more likely to take an action, like sharing their email address during registration. It’s also an excellent strategy to reach leads no matter where they are located, and establish your credibility and trust with them.

Host targeted webinars for each segment of your audience. Be sure to personalize them to address your audience’s needs, interests, and challenges. Explain to them why they need your product or how it can solve their problems. Research your audience well to choose topics that would interest them, speak their language, build a connection with them, better respond to their queries, and increase relevance.

hosting a webinar checklist

 
Here are a few things to remember when hosting a webinar:

  • Email is one of the top channels to promote webinars
  • People usually attend just one webinar per week
  • Morning and Thursday are the best time and day to conduct webinars
  • Q&A works great to improve engagement in webinars
  • Webinars that last up to 60 minutes are attended more

The Wrap

The proven lead generation hacks discussed here are sure to bring positive results and strengthen your business growth. Of course, you can add more strategies like email marketing, paid search, remarketing, and SEO to your lead generation plan. However, you’ll need to evaluate each of them individually and come up with the best combination. Don’t shy away from leveraging automation to save time and resources and scale your lead generation campaigns.

Lastly, reap the benefits of using clean and accurate B2B data to power your lead generation. B2B data plays a critical part in building buyer personas and finding and connecting with qualified leads faster and before your competitor gets in the way.

Author Bio: Ariana Shannon is working with SalesIntel having 10+ years of experience in B2B marketing. She is passionate about content marketing and strongly believes in the power of storytelling for marketing.

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