7 Ways To Help Increase Lead Generation

7 Ways To Help Increase Lead Generation

by | Oct 1, 2018 | Business Development, Communications, Marketing

What is Lead Generation?

According to Marketo Lead Generation can be defined as the marketing process of stimulating and capturing interest in a product or service for the purpose of developing a sales pipeline. When a stranger initiates a relationship with you by showing an organic interest in your business, the transition from stranger to customer is much more natural. Hubspot recommends that your organisation should create a landing page for capturing leads, a good landing page will capture prospects name, title, company name, phone number, email address and may have a text box for comments.

There are numerous ways to increase lead generation, both online and offline, here are 7 of the most popular Lead Generation methods used by Marketers today:

Content

Content is a great way to guide users to a landing page. Typically, you create content to provide visitors with useful, free information. You can include a call to action (CTA) anywhere in your content — inline, bottom-of-post, in the hero, or even on the side panel. The more delighted a visitor is with your content, the more likely they are to click your call-to-action and move onto your landing page.

Email

Email is a great place to reach the people who already know your brand and product or service. It’s much easier to ask them to take an action since they’ve previously subscribed to your list. Emails tend to be a bit cluttered, so use CTAs that have compelling copy and an eye-catching design to grab your subscriber’s attention. A/B testing will help with this before you release your campaign

Ads and Retargeting

The sole purpose of an ad is to get people to take an action. Otherwise, why spend the money? If you want people to convert, be sure that your landing page and offer match exactly what is promised in the ad, and that the action you want users to take is crystal clear.

Blog

The great thing about using your blog posts to promote an offer is that you can tailor the entire piece to the end goal. So, if your offer is an instructional video on setting up Google Search Console, then you can write a blog post about how to select your marketing metrics … which would make your CTA highly relevant and easy to click.

Social Media for Lead Generation

Social media platforms make it easy to guide your followers to take action, from the swipe up option on Instagram stories to Facebook bio links to bitly URLs on Twitter. You can also promote your offerings on your social posts and include a call-to-action in your caption. Learn more on how to use Social Media for B2B Marketers here.

Free Product Trials

You can break down a lot of barriers to a sale by offering free trials of your product or service. Once a prospect is using your product, you can entice them with additional offers or resources to encourage them to buy. Another good practice is to include your branding in your free versions, so you can capture other potential customers, too.

Tradeshows and Referrals

Although these two may be seen as ‘old fashioned’ or the ‘grand-daddy’s’ of marketing. They are still as relevant in today’s Lead Generation and Marketing world of IoT, AI, VR….. as they were in the 19th Century. Going to a trade show can be quite a costly expense for any organization, learn how to maximise your returns here. Likewise referrals are always a wonderful way to engage with new prospects. For any sales team it is always wonder to answer any with a prospect opening, “Hi, is that xxx xxxxx, I was recommended to call you by your customer…..” Do not be afraid to ask customers and partners to make recommendations for you to their contacts.

If you would like help with your businesses Inbound Marketing & Lead Generation campaigns please contact RML Marketing & Business Development Solutions today.

How to Create an Inbound Marketing Strategy to Capture More Leads and Ultimately Sales.

How to Create an Inbound Marketing Strategy to Capture More Leads and Ultimately Sales.

by | Sep 29, 2017 | Business Development, Communications, Marketing

inbound marketing strategy

Hubspot defines an Inbound Marketing Strategy as an approach focused on attracting customers through content that is relevant and helpful — not interruptive. With inbound marketing, potential customers find you through online channels like blogs, search engines, and social media.

Unlike outbound marketing, inbound marketing does not need to fight for potential customers attention. By creating content designed to address the problems and needs of your ideal customers, you attract qualified prospects and build trust and credibility for your business.

To establish a successful inbound marketing strategy Marketo recommends the following steps be taken:

  • Identify your target audience and learn all you can about them. Your content must be specifically targeted at their needs.

Your audience will be the prospects that will benefit most from your solution or product. Try to put yourself in their shoes and think why would your solution be a good fit (or not as the case may be) for your targeted audience. Will it solve a problem, reduce time and resources currently required by your target base?

  • Determine your unique, compelling story. Why should your audience listen to you?

This is where your content marketing should shine. Content marketing has been defined by the Content Marketing Institute as a strategic marketing approach focused on creating and distributing valuable, relevant and consistent content to attract a clearly defined audience.

  • Choose your delivery platforms. Will you Blog? Tweet? Use Facebook? LinkedIn or a combination?

Social media platforms are a wonderful way to deliver your content and create a loyal community following. Like most things in life, social media platforms differ greatly and play to different market audiences. For example, if you are a B2B marketer and wish to get a serious, somewhat technical message across you may find Blogs and LinkedIn Articles and User Groups work best. If you are B2C marketer with a young targeted audience you may find Pinterest and Snap Chat work best, whereas Twitter can be great for new announcements and highlights of specific events or shows.

  • Create and execute your Inbound Marketing Strategy calendar.

It is important to create a schedule that will consistently turn out fresh and relevant content that continues to engage your audience. Remember that all content should be targeted at solving a particular need of your customer and not a hard sell of your product or solution.

Having a well-oiled inbound marketing strategy should see audience participation and leads grow significantly over time (a recent Hubspot survey found that organizations who adopted an inbound marketing strategy reported an increase in leads of almost 84% within the first 7 months). Once these leads are harvested and qualified they can be forwarded to the sales team for conversion to new paying customers.

If you would like help with creating an Inbound Marketing Strategy for your organization contact RML Marketing & Business Development Solutions today.

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