As technology changes the way we live and work, the way business generates new leads changes as well. The lead generation techniques that may have proven successful in the past, might not work once more modern methods take over. In this blog, we take a look at which lead generation methods are most effective for your business.
What is lead generation?
Lead generation is the marketing process of capturing interest in your products or services, for the purpose of developing a sales pipeline. Lead generation allows businesses to nurture targets until they’re ready to buy. It can be useful for any type or size of business, and for both B2C (business to consumer) and B2B (business to business) spaces.
Email marketing for lead generation
Emails can be used as a way to initiate contact with a client with leads as well as a useful follow up tool. You need to make sure that you have an opt-in option so people can choose whether you receive your marketing information. You’ll have the comfort in knowing that the people in your database are genuinely interested in what you have to offer!
Getting a list of engaged leads is not rocket science, if you know how to do it right. First you need to identify your target audience, which is made up of your ideal client. This means that you will have to do some research into finding their pain points. (it isn’t what it sounds like!)
Once you understand your audience and know what makes them tick, you will have enough data to help you create a resource they will find useful. The offer, also known as the lead magnet, has to be a solution to a particular problem your prospect has. If you don’t do your research and offer something that is irrelevant and provides no value, your opt-in form will end up gathering dust.
Social media for lead generation
Your business should be on social media at this point. If you’re not, you are massively behind your competition! Good thing is, it’s not too late to catch up.
Social media is a great way to generate new leads and foster your relationship with current customers. If you do it right, your followers will market your content for you by sharing it on their own personal social media platforms.
To successfully market yourself on social media, you should be creating your own content as well as sharing relevant posts by others. Doing this will make you more visible to potential customers and will improve your metrics on all social platforms. The key to using social media is to create a dialogue with your customers. You risk losing interest if you’re constantly posting hard selling posts about your products and services. Throw in some humour if it’s relevant to your industry, and helpful, educational posts are always a massive plus.
SEO / content marketing for lead generation
Search engine optimisation (SEO) is a method of generating leads by making sure that your website appears at the top of the list of search engine results. In the age we live in, when someone needs a product or service, the first thing they do is turn to Google. Naturally, the websites that appear at the top appear more trustworthy to potential customers.
In fact, the majority of Google users will click on the first search result. So, how do you improve your search engine ranking? Blogging is one of the most effective channels for generating leads that also improves your visibility when it comes to Google keyword searches. Blog posts should be used to provide informative content to potential customers. You need to make sure you’re blogging regularly, which keeps people coming back for more.
Possibly the most important element of your blog post is the final section- the call to action. Your efforts will be wasted if you don’t tell your readers what you want them to do. Your call to action should instruct the reader to contact you for more information or how to purchase your product or service.
Networking in person
While a lot of your lead generation will take place online, you can still gain valuable leads from in-person networking. Technology can’t replace the trust that can be built when meeting someone face to face and having a two way conversation. Attend networking events in your community and don’t be afraid to present. You can often gain direct leads from attendees or second hand recommendations from someone that attended.
While you may be using one or more of these lead generation techniques, remember that it’s crucial not to take your foot off the pedal when business is good. Continue to implement your lead generation strategies to keep your sales pipeline full. If you feel like you need some help generating quality leads, get in touch with the team here at Ame to see how we can help. Give us a call on 01752 746890 or email [email protected]