In this guide, we’ll walk you through 13 of the top lead generation strategies that can be utilized by all kinds of small businesses. Gated content assets often include: Example: HubSpot, a content marketing software suite, has a dedicated resource section on their website. January 12, 2021 | Lead Generation. This being said, however, you shouldn’t just have a website just to have one, your website should give visitors the who, what, where, and why behind your company and compel them to take some sort of action. In addition to startups, you’ll see local businesses have a lot of success with this strategy—especially with a platform like Groupon, which organizes certain listings based on location. Anything that gets someone to give you permission to contact them or remarket to them is a lead generation tactic. Example: Again, working with Groupon is a perfect lead generation strategy example here. Here’s an example from Shopify on Facebook. What’s important, however, is the ones that will be successful for your business. Also, leverage call-to-action buttons by adding links to your lead magnet instead of driving users to your homepage. The best lead generation strategies for startups won’t be the same as those for established businesses. Example: Conversocial, a social media customer care tool, uses paid Instagram ads to drive target prospects to their gated, in-depth social media guides and reports. Offer a coupon or discount. Use paid social ads as one of your lead generation strategies. Example: Trello, project management software, offers a free version of their tool (with stripped-down features) to generate leads and drive free users toward paid plans. Another email-for-knowledge exchange is a five-minute lead generation questionnaire. For example, let’s say you’re the in-house digital marketer for a company that builds backyard decks. 4 elements your lead generation strategies need. This is an effective lead generation strategy, as it gives the audience something of value for free while attracting high-quality leads that are interested in topics related to your brand or offerings. Use live chat for B2B lead generation 5. Marketing strategies have changed, and thus the quality of marketing. Create an add-on event or run a booth at a conference. If your business provides a professional service, you can set up a quick quiz, and then provide feedback, tips, or a quote based on a respondent’s answers. Best of all, you get to learn quite a bit about the respondent in the process. Here are ten key lead generation sources you should explore in 2021 to help you reach your business goals.  live chat can be a great lead generation tactic to pique interest from new customers and encourage repeat business by being accessible in real-time. Example: If you search Google for “business website builder,” you’ll find various website builder companies, like Squarespace and Wix, that have optimized their own websites to ensure that they show up on the first page of Google results—making it more likely that they’ll gain leads from search. Email marketing is the backbone of lead generation strategies. Then, you might be on your way to dominating onlineÂ. Targeting options on paid social ads are extremely powerful. Although this may seem like any basic advertising strategy, by picking a specific podcast or show based on the audience, you can better target the customers you’re looking for, those that would most likely be interested in your product or service. 2013. Plus, we’ll also break down real-world examples of each strategy, so you’ll have a better understanding of how to put these ideas into practice. Do highly personalized cold outreach 8. At the end of the day, there is a multitude of successful lead generation strategies out there, including those that we’ve discussed here. They also allow your brand to convert free users into paying customers by teasing paid features and delivering drip email campaigns that promote the benefits of upgraded accounts. Live chat allows you to provide the instant information prospects want while collecting valuable data for your lead nurturing campaigns. Therefore, if you want to get creative with your discount strategy, you might try working with sites dedicated to deals and discounts—like Groupon—and using them as a lead generation strategy. In the long term, you have attracted someone interested in buying from your brand. His cover image promotes his lead magnet and drives page visitors directly toward his free offer. This being said, to determine the best strategies for your business, you’ll want to think about your industry, business size, what your business does, and of course, what exactly you hope to accomplish with these tactics. Develop an on-site blog strategy around the target keywords. Then, target those keywords in multiple ways. It is a marketing method to capture contacts that will possibly show signs of interest. If so, your knowledge is really valuable—so capitalize on it. This is the best place to start. Through this online lead generation strategy, you’re gaining leads from every person that submits their email. It is observed from the data that management is investing more on websites, social media and SEO instead of typical ways of promoting products. You might think of direct mail as your first foray into getting someone to go to your. Marketing and sales teams spend an absurd amount of time and financial resources on lead generation —from creating in-depth blog content, to launching ad campaigns, prospecting on LinkedIn, producing videos, hosting webinars, speaking at conferences, and so much more. Get featured on review websites 3. A lead is a person who has shown interest in your brand by taking some action. Even if you run a brick-and-mortar store, you should still have a website that marries elegant, smart design with speed and efficiency. For this reason, SEO continues to be one of the most successful lead generation strategies, especially for online businesses, B2B businesses, and even B2C businesses. Lead generation programs don’t end at simply generating your leads, there are various other components that are just as important to the lead generation strategy. Fill your jar first with content, as compelling content plays a huge role in generating leads. By submitting this form, you agree to Alexa’sÂ, © Alexa Internet, Inc. 1996 - 2020    |  Â, 12 Effective Lead Generation Strategies with Examples, SEO & PPC: How to Use PPC Insights to Boost Co…, How Search Engines Work: Everything You Need to Kn…. You’ll get keyword research tools and audience analysis tools that will help you understand the best ways to reach your target customer. The more high-quality content you produce, the more you’re rewarded by search engines. 4. For instance, if you create a blog post that provides the who, what, where, and why of something your company is an expert on, you’ll reap rewards by ranking well in search. Gated content is online material only accessible to users once they fill out a form. Call your leads every 6 weeks to 6 months. In the short term, you can quickly convert the lead into a buyer because coupons serve bottom-of-funnel prospects who are ready to buy. You’ll be able to appeal directly to potential clients and customers by emailing them with something far more valuable than a cold sales pitch. Similar to SEO, investing in content for your website is an excellent lead generation strategy. Therefore, you can identify the podcasts that best speak to your target audience and focus your lead generation strategy there—working with the podcast to run your ads and drive customers to your website or store. Add a lead gen. hello bar (that sits at the top or bottom of your site). Plus, hopefully, by offering excellent deals now, you’ll convert leads into loyal customers over time. When customers have questions, they want answers fast. You can pay to promote it (more on that in a second), but really, for the best return, you want a load of organic visitors reaching your content. Here, Wayfair is targeting a very specific audience—individuals that have recently moved—that is more likely to utilize their services and actually take advantage of the coupon, instead of just sending direct mail coupons to a more generalized audience. Lead generation is one of those phrases that’s tossed around frequently in the world of small business marketing, but when it comes down to it, the concept is fairly simple: A lead generation strategy is any tactic or action that’s used to attract customers to your business in the hopes of having them interact with your company in some way. Highlight it as the primary homepage call to action. Related Reading: Retargeting vs. Remarketing: What’s the Difference? Click & Tweet! Get more lead generation strategies. If so, your knowledge is really valuable—so capitalize on it. Ultimately, as with many facets of marketing, finding the best way to generate leads for your business will likely involve some trial and error. Although it may seem like an outdated tactic, implementing a new spin on direct mail campaigns can be an unusually successful lead generation strategy. As told to us by our Singapore clients, is … Create a value-packed monthly or weekly newsletter to encourage interested prospects to connect and stay in touch with your brand. The more visible you are in search, the more interest and traffic you’ll generate from potential leads. Brian writes about finance, business strategy, and digital marketing. One size doesn’t fit all, so if one tactic doesn’t succeed, don’t be afraid to try something else. You use some strategies to bring your business to their attention, such as paid Facebook campaigns, SEO, and content marketing.With these methods, they people to come to you, a form of inbound marketing.These strategies raise brand awareness, but the … When you have a valuable lead magnet, make sure your social followers know about it. I’ll repeat: This is a bare-bones list that will help you increase B2B sales, regardless of the lead generation strategy or tactics you use. If prospects don’t convert during their first interaction with your brand, your opportunity isn’t lost. You’ll also get 12 reliable lead generation ideas and examples to help guide you. Because customers may need to see your brand a few times before they convert, retargeting is a strategic way to continue guiding customers down the purchase funnel. At one time or another, you’ve probably asked yourself, “how can we increase lead generation?” This post breaks down highly effective lead generation strategies so you can optimize your efforts to attract and convert qualified prospects. Expect to spend at least a little cash, but lead generation tactics don’t have to be expensive. Prospects are quick to join because of the newsletter’s perceived exclusivity and value. Create a Winning Social Media Marketing Strategy in 7 Steps, To attract interested prospects and drive them toward your lead magnets, create a plan to target the terms they search for, How to Do Keyword Research: A Comprehensive Guide. Why is lead generation important? If anything. Influencer marketing is one of the largest markets within digital advertising—and 67% of respondents to one recent survey said that influencer marketing campaigns helped them reach more specific, targeted audiences.[2]. Lead Generation Strategy – Grow Your Email list! To attract interested prospects and drive them toward your lead magnets, create a plan to target the terms they search for Example: Sunglasses company Shady Rays gets their current customers to generate leads by asking them to provide an email address of someone they think will like their brand. Therefore, you might decide to create an incentive-based referral system to generate leads for your business. To find out your size and your matches, however, you have to fill in your email at the end of the quiz. ABOUT ME. 2. Similar to content and social media lead generation strategies, you might try email marketing as a tactic for your small business. In essence, content-based lead generation marketing strategies allow you to increase your presence in search as long as the content you create is well-optimized. Instead, it’s about making sure the leads you generate are of a high-quality and aren’t only going to drop off straight away when they realise what you’re offering isn’t relevant to … You’ve likely offered sales or promotions in order to incentivize new customers to make a purchase. Content for your newsletter might include: Example: Business coach, Marie Forleo, generates leads through her “MF Insider” email list. Before creating any lead generation strategy for SaaS, you should have a goal. So, if you’re looking for the best lead generation strategies, we’re here to help. It’s our responsibility in marketing to help educate those prospects. By being selective with your direct mail efforts, you can invest more in the physical item you’re sending out. Your lead generation strategies should always result in the exchange of a prospect’s contact or payment information, or an in-person meeting. Best Lead Generation Strategies for Small Businesses 1. Today’s leads and prospects interact with your brand across countless touchpoints: your blog, website landing pages, industry news websites, social media, advertisements, and so on. Example: Retailer, Bed Bath & Beyond encourages website visitors to fill out their lead capture form by offering 20% off to first-time subscribers. Gone are the days when only digitally-focused businesses, media companies, and tech organizations needed to impress with compelling websites. And in this case, a little touch—such as a “Chat Now!” button on a business website—can go a long way toward establishing relationships with new customers and leads, as well as generally. Example: Local Connecticut cheese shop, Fairfield and Greenwich Cheese Company, sends this email newsletter (snippet shown below) to inform their audience of a new available cheese, as well as advertise other products and recipes. Plus, n, ot only can attendees learn something from you, but they can also, 44% of respondents viewed a website’s real-time chat, function as one of the most important features of an ecommerce page. Create a free tool 7. If you want your good quality content and landing pages to start generating you leads, you need people to be able to find it. You’ll see this from brands like HubSpot, which offers a free CRM to get people signed up and then it will try to upsell as many leads as possible. Moreover, if you’re looking to get really creative, you might decide to establish relationships with influencers, who can help bring attention to your company as a trusted third-party voice. Retargeted ads look just like normal ads, but they only target audiences who have already engaged the brand in some way. go past the first page of search results when looking for information—this makes it difficult for any business to get their website in front of potential leads, no matter how well-designed or informative it is. Next LinkedIn lead generation strategy would be to optimize your profile with keeping basic SEO knowledge in mind. Plus, you can offer better discounts, coupons, or other enticements to get new leads to take the next step. Create a resource library filled with gated content. Example: Oracle, the enterprise management software company, offers downloadable white papers in exchange for information from prospective customers. . You can target people on macro levels (using demographic segmentation) or micro levels (using behavior and psychographic segmentation), allowing you to connect with a very specific audience. 3 min read. Use Facebook Ads to generate leads 1. Live chat prompts audiences to ask questions about products or services while visiting your website. Word-of-mouth advertising is still as important as it’s ever been—plus, the ways in which people spread the word about their favorite businesses have changed drastically with technology. 19 Proven B2B Lead Generation Strategies The best marketing strategy is the one that aligns customer needs & industry with your product and company objectives. Go to Lead Generation Blueprints. 5. Advanced automation and segmentation may make your lead gen strategy more complicated, but at its core, it needs these four elements. For example, you may want to use majority text on younger generation leads and phone calls on older generation leads in order to maximize responses. With this simple assessment, you’re gaining information about your size and product recommendations, and True and Co is generating leads. If it works out, you have a plan that delivers a captive audience with a stream of updates from your company or industry. 21st Floor, New York, NY 10038. 12 Lead Generation Strategies. 3. The New Rules of Lead Generation. Example: The mattress company, Casper, implements this strategy (as shown below). In this case, those websites are taking advantage of content marketing to promote their businesses and gain leads. Take advantage of these strategies to increase the number of leads … Finally, you might consider adding a live chat feature as one of the top online lead generation strategies. In a recent study, 44% of respondents viewed a website’s real-time chat function as one of the most important features of an ecommerce page[3]. Highlight it on your social profiles so that when users engage with you, they see your offer and the clear next step toward working with you. For instance, the online startup bra company, True and Co, allows you to take a “fit quiz” so that you can identify your size for their bras. He is the former director of digital strategy at Morgan Stanley, and has worked at Foreign Affairs magazine, Student Loan Hero, and as a partner of a small consulting firm, too. They get updates right in their inbox, and you’re not fighting for attention in a sea of social media updates. Get creative—because you never know what might work for your unique business. Increasing leads means increasing brand awareness and interest in your products or services, nurturing curious prospects through the marketing funnel and into your sales pipeline. Related: Discover popular lead generation articles in 2020. For this lead-generation strategy, you need some kind of value you can offer upfront. Social media should be a top priority lead source in 2021. Podcasts have become wildly popular in recent years and content creators need advertisers, which means you can turn listeners into leads—possibly with even greater potential than you could with a regular radio ad. To generate more leads, make sure website visitors can easily find your lead magnet. Learn everything you need to know about lead generation, from tactics to tools and salaries. First and foremost, you might invest in paid social media marketing that’s fairly inexpensive and generally goes further than organic posts, which typically only reach a handful of followers. For instance, if you sell a product or service online, you can develop customized referral codes for individual clients and prospects—a new client gets a discount for their first purchase, and your loyal client will get a referral discount, too. Another way to use content as a lead magnet is by creating a must-read newsletter. Kim is Director of Marketing at Alexa. Developing a content strategy, building your followers, and taking advantage of targeted ads will be key to build your awareness and generate leads. Therefore, you can identify the podcasts that best speak to your, Mail out compelling flyers with valuable offers. Host an event. Example: On the Fundera homepage (shown below), we drive visitors to complete our application with CTAs that read “see your loan options.”. In other words, your lead generation strategy might be advertising on a social media platform, like Instagram, and prompting users to provide their email to learn more about your business. Accomplish this by promoting leads magnets around your site. Senior-level marketing executives and CMO’s are looking for quality leads to promote and optimize the sale and increase the return on investment. Apply for your first or second PPP loan, Successful Lead Generation Strategies for B2B, B2C, and Startup Businesses, © 2021 Fundera Inc., 123 William Street. Plus, not only can attendees learn something from you, but they can also network with each other, your own employees, and other existing loyal customers. Although the margins on deals sites may not be the biggest, this is a top lead generation strategy for startups, who simply need to get their name and brand out there. Perhaps the most fun and interactive of our top lead generation strategies, holding an event or seminar allows you to build deep, meaningful relationships with potential customers. The promise of exclusive sales, experiences, or knowledge are all great draws. Similar to how your lead generation funnel phases can be simple or complex, so can your strategy and lead generation tactics. Modern lead generation strategies are crucial for the success and growth of your B2B leads. If anything, customer referral programs have become even more useful among successful lead generation strategies, since they’re easier than ever to quantify and track. Lead generation is incredibly important for marketers and the businesses they want to grow. If you’re unsure how to get started, email marketing platforms like MailChimp and Constant Contact offer tools to assist with this type of lead generation strategy. All you have to do to get access to the free webinar is to provide your contact information and register. Simply put, it will be impossible to reach your growth goals without lead generation. . Not every potential customer is ready to buy right now, as much as we’d like that. For example, you can create a PDF with proven marketing strategies in … Of course, it’s not always easy to understand and craft the perfect, Gives answers to frequently asked questions, Contains writing that is clear and concise, , you’ll benefit from lead generation tactics that tie your content into your physical location. The author is certainly very experienced in this role and topic. 7 Real Estate Lead Generation Tactics. Live chat functions allow site visitors to reach out to you directly without having to pick up a phone or write an email. Free trials and freemium products attract qualified, interested prospects who aren’t ready to buy. They created useful, valuable content around the topic, which helped them rank for the term. Think of it this way. Conversely, if you want a customer to make a purchase on your website, you’ll want to create a CTA driving them to certain product pages, or maybe even a discount landing page for first-time shoppers. He works as VP of Marketing at Docebo (NASDAQ: DCBO, TSX: DCBO). You’ll be able to appeal directly to potential clients and customers by emailing them with something far more valuable than a cold sales pitch. This attracts valuable long-term and short-term leads. If done well, lead generation strategies create strong relationships with qualified customers who invest in your business for a long time. His point of view is measurement and so he gives a great baseline education for applying measurement to the suite of marketing tools available. One of the best lead generation methods and strategies puts your customers to work for you. One way to do this is to hold a seminar or event directly related to the field that your business or service specializes in. If it works out, you have a plan that delivers a captive audience with a stream of updates from your company or industry. Proven strategies to maximize marketing roi. You can offer free white paper downloads, eBook downloads (or other similar assets) featuring your expertise and your business to generate leads. Although you might be able to use this concept in a brick-and-mortar store, it’s a particularly useful online lead generation strategy—as customers can easily email, text, or message their referral code to a friend. Finding real estate leads requires unique considerations that are different from other industries. Plus, as search becomes increasingly local, you’ll benefit from lead generation tactics that tie your content into your physical location. Example: From the ecommerce platform, BigCommerce, to expansive companies like Amazon, to small online boutiques, you see more and more businesses implementing live chat on their websites. If you are not focusing on this front, you are already wasting your energy in the wrong directions. The 4 L 's of a lead generation marketing more in the physical item you’re sending out Insider” email.... 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