Lead generation is key to business success. Your goal as an organization is to acquire clients, increase sales, and grow your business. You achieve this by getting people interested in what you are offering. If no one shows interest in your offer, reaching your goals will be difficult if not impossible.
Use the following methods to start generating leads, turn prospects into buyers, and reach your professional goals.
OPTIMIZE YOUR WEBSITE
Your website is key to attracting prospects, reaching your target audience, communicating your main message, and helping people understand your business. Pay careful attention to it.
Review your content and make sure you send the right message. Answer key questions; “Does your website represent your business right?”, “Does it make it easy for people to understand your main offers and what you stand for?”, And “Is it structured right. Does it guide prospects through your content, make it easy for them to contact you, or go through the checkout process with minimal effort?” If you answered NO to any of these questions you need to review and adjust your website content, messaging, and structure. Make it easy for visitors to navigate your site, access the information they need, contact you, add items to their shopping carts, and complete purchases.
Focus on your landing page because it determines how long people stay on your pages and influences buying decisions. Design an attractive and interactive homepage that captures attention.
Add exciting offers to raise interest. Make sure it’s positioned right to draw people to it and inspire action. Place it at the beginning of your content or on the sidebar. Add a call to action to guide users to where you want them to go.
Advertise available discounts or promotions to attract attention.
Include at least one giveaway and make it available to people who provide their contact details only. For example, an eBook. Add a form and ask users to enter their email addresses to access the eBook. This is one of the most effective ways to generate leads and turn them into clients with time.
One of the main reasons why your website visitors leave without buying or interacting with the rest of your pages is that they have unanswered questions. So, add live chat to connect with site visitors, answer questions, promote your offer, and ensure people don’t exit your site for the wrong reasons.
LEVERAGE CONTENT MARKETING
Countless businesses recognize the significance of content marketing in building brand awareness, attracting their target audiences, generating leads, and enhancing sales. That is why most successful businesses have blogs or YouTube channels. They use them to build industry authority, attract potential customers, and reach their goals.
Use content marketing to get people interested in your brand, reach your target audience, and attract the attention you need. Come up with an effective content strategy to ensure results. Start a blog or open a YouTube channel and share free valuable content.
Post regularly to retain attention and keep people interacting with your posts.
Use content creation tools to generate topic ideas and write consistently. For example, BuzzSumo, SEMrush, Hootsuite, Google Trends, and HubSpot’s Blog Ideas Generator. Share content that’s in line with your business to build industry authority, build trust, and make it easy for people to engage in business with you. Share high-quality content that adds value to your audience’s lives. Create how-to guides, comparison articles, eBooks, quizzes, tutorials, and so on. Provide interesting information to boost engagement and encourage shares. Use different formats to attract attention and retain it. For example, long-form content, short-form content, listicles, and infographics.
Build industry authority and make sure prospects come to your blog or YouTube channel for advice, latest industry trends, latest news, and so on.
Offer practical solutions to everyday problems. Identify common challenges and help your audience mitigate them. Ask about their current issues on social media or practice social listening to identify problems and offer solutions. Focus on solving problems that are closely related to your industry or business offer to build trust and gain a competitive advantage.
Optimize your content for SEO. Make sure your blog, website, or channel appears on search engine results pages. Use meta titles and meta descriptions on every article, blog page, or video. Identify high-ranking keywords within your niche and incorporate them into your content strategy. Search for popular keywords on ubersuggest, KWFinder, or Ahrefs.
When people know they can rely on you for certain information and trust your advice, they will easily do business with you. Turning them into prospects and long-term customers is more practical because they trust your content, realize you are an expert in your field and know you have the answer to specific problems.
CREATE YOUR LEAD MAGNET
Lead magnets are free offers you give to people in exchange for their contact details. They are key to attracting attention and getting people interested in your brand. They make it easy for you to stay in touch with people who have interacted with your business, nurture relations, advertise your offers, and turn them into customers. Create your lead magnet and advertise it on your website, blog, emails, and social media pages. Make sure your giveaway is something valuable that encourages people to provide their contact information.
Understand your customers to create an offer that’s relevant and valuable to them. Answer key questions; “Who is my target audience?”, “What sort of information do they need easy access to?” And “How can I help them reach certain goals, mitigate specific challenges, or improve their lives?” Keep these questions in mind when creating your offer.
Make sure your lead magnet adds value to people’s lives and gets them interested in finding out more about your business to ensure success. If prospects find value in your giveaway, they will be more than happy to spend their money and become long-term clients.
Some of the most common lead magnets are eBooks, newsletters, checklists, free guides, podcasts, software downloads, free trials, resource lists, widgets, workbooks, cheat sheets, and templates.
Use interesting promotions to attract attention, gain audience insights, arouse interest, and reach prospects. Use discounts, giveaways, coupons, vouchers, gifting, bundling, refunds, cashback, free trials, free samples, and buy-one-get-one-free promotions.
Identify your top 5 competitors and find out how they price their products or services. Use price slashes to command attention and ensure prospects favor your business above the competition.
Offer massive discounts and make them available for a limited time only to create a sense of urgency and accelerate buying decisions. For example, create a new offer and offer a 50% discount to the first 50 people. State that the offer is only available for 28 days. Advertise it on your website and add a countdown timer next to it to get sales.
Use gifting to attract a bigger audience and encourage prospects to buy. For example, let’s say you own a grocery store and want to attract sales. Give gifts to customers who buy groceries worth $300 or more. Choose exciting gifts that encourage purchases. For example, a refrigerator, television set, or blender. Advertise on your website and tell your social media followers about it to get more people competing for the gift.
Specify the number of people who will receive the gift to maintain trust and ensure your customers don’t feel cheated. For example, you can say “We only have 20 refrigerators to give away, so buy your groceries today and increase your chances to win.”
Run buy-one-get-one-free promotions to attract attention, reach more people, and ensure sales.
Offer coupons and make them available to clients on their next purchase to keep them coming back. For example, if a customer buys an item that costs $50, give them a 20% discount on their next purchase. They can use their coupon code or promo code during checkout. Doing this keeps people engaging with your brand, ensures customers don’t cancel their subscriptions, if you run a subscription-based business, and gets buyers excited about what you have to offer next.
Offer free shipping and help people save money. For example, if you have an eCommerce store and sell clothes, highlight that you offer free shipping to first-time clients and long-term customers. State that it’s a way to express your gratitude and show buyers how much you appreciate them. This encourages repeat business and is a great way to increase sales.
Another great option is to partner up with other brands or companies that offer related services or products. Create joint sales promotions to reach a bigger audience and attract sales. For example, if you own a coffee shop, form partnerships with a restaurant of your choice. Advertise their exciting deals or new recipes and ask them to advertise your offers as well.
You can also bundle products from each company into one package and advertise.
USE SOCIAL MEDIA
Social media marketing is one of the most effective ways to reach your audience, connect with them, attract a wider audience, and enhance sales. Use the top social media platforms to generate leads and convert them into buyers.
Create business profiles on Facebook, Twitter, Instagram, and LinkedIn. Make sure you are active on all platforms to boost engagement and connect with potential customers. Respond to all comments, send timely responses to inquiries, and appreciate every comment you get. If this sounds like a lot of work, choose one platform and stick to it. Use one that your target audience prefers or spends most of their time on to ensure success. Use your page to interact with your audience and connect with them at a personal level. Don’t upload too much promotional content because it can quickly annoy prospects and force them off your page.
Aim to share interesting and useful information that will keep them interested in what you are sharing. For example, share industry trends, motivational quotes, the latest news in your field, links to helpful resources and links to your viral blog article.
Once you grow your followership, build trust, and form meaningful relations, create pages on other platforms.
Getting traffic to your new pages will be easy because people now trust your content and you already have a decent number of followers. Ask your existing followers to connect with you on other platforms.
Upload promotional content once you build trust. Share links to your website, store, or new offer. Advertise your lead magnet on some of your posts and add a CTA to direct prospects to it.
Leverage email marketing to ensure you reach as many people as you want. Collect emails from site visitors, social media followers, and clients. Create a weekly or monthly newsletter to constantly share engaging information and maintain relations.
Tackle interesting information, share helpful resources, and promote exciting offers in your emails to get subscribers to click on them. Ask website visitors, blog readers, social media followers, and clients to sign up. Mention what they will benefit from your emails to inspire action.
Add at least one call to action in your emails to guide users to external pages or any other content you want them to engage with. Create simple and compelling emails to encourage clicks, retain attention, and inspire action. Use the best email marketing software to ensure results. For example, ConvertKit, MailChimp, ActiveCampaign, and Constant Contact.
ASK FOR REFERRALS
One of the most effective ways to generate leads is to ask happy clients to refer their friends to your business. Ask past clients and existing customers to recommend your business to their colleagues, friends, family, and other connections. People need social proof and prefer working with brands that have positive reviews. The more your clients talk positively about your brand, the more customers you get.
Build brand ambassadors and offer incentives to get them to promote your products or services.
Create a rewards program or offer referral discounts to clients that bring in new customers. Create interesting rewards to encourage people to participate. For example, offer a free service to clients who bring in 3 customers. Offer a 30% discount plus a free service to everyone who refers 8 customers or more. State that the rewards or discounts are only available after successful purchases or after the referred individuals buy something.
Ask past clients and first-time buyers to rate and review your service. Add ratings and reviews on your website and Google My Business page. Identify the top review sites and ask customers to share their experience with your product or service online.
Work with the top review sites to attract more people and increase traffic to your site. People normally visit review sites to learn more about your product and find out what others are saying about your business. So, take advantage of that.
Some of the best review sites to work with are Yelp, Amazon Customer reviews, TripAdvisor, Trustpilot, Yellow Pages, Glassdoor, TrustRadius, and Bing
Another option is to encourage employees to talk about your business and mention available offers on their social media pages.
USE ONLINE ADS
Last but not least, use online ads to extend your reach. For example, PPC ads, display ads and paid social media ads.
Pay-per-click ads or PPC ads appear as the top three or four search results on Google. They have an “Ad” tag just before the hyperlink and are a great way to generate leads.
Identify the top-ranking keywords related to your offer and use them to advertise your product. Optimize your copy. Use the right phrases to describe your product and make it easy for prospects to understand your ad.
PPC ads include a title, hyperlink, and description. So, use meta titles and meta descriptions to ensure the right people find you.
PPC ads direct people to your landing page and help them learn more about your business and understand it better. You pay Google every time someone clicks on your ad. The total amount you pay depends on the types of keywords you use and the number of clicks you get. Create your PPC ads with Google AdWords or Microsoft Ads (former Bing Ads)
Use display ads to create converting ads. Use images, animations, or illustrations to build your ads.
Write good copy for your ads to pique interest, get more clicks, and increase conversion rates. Offer solutions or highlight the value that your offer brings to attract attention.
Use high-res images to capture attention and encourage clicks. Add a compelling title and description to communicate your message. Add a clear CTA to inspire action and speed up the decision-making process.
Feature your ads on reputable sites or blogs. Identify blogs that share valuable content within your industry and work with them. Display your ads on blogs that have industry authority, lots of traffic, and loyal readers.
Host webinars. Pick a topic that your target audience is interested in to get them to participate. Mention what they will benefit from it to attract attention. Promote your webinar on your website, social media pages, and other marketing channels.