Studies show that companies with robust lead generation strategies see 133% more revenue growth. While it’s clear that leads are crucial for growth, the path to attracting and converting them can be complex. What is lead generation? How to generate leads?
Don’t stress! In this article, we’ll uncover practical methods for building a solid lead pipeline, highlight the benefits of effective lead generation, and reveal our top 10 powerful tactics to enhance your lead generation efforts.
What is lead generation?
Firstly, it’s logical to get a definition of the lead. Lead is an individual who is interested in the product you sell. As a consequence, lead generation is a process of building interest in a product and turning it into a sale.
What’s the difference between tactics and strategy in generating leads?
Strategy is the overall plan for achieving long-term lead generation goals, like targeting specific audiences and choosing channels. Tactics are the specific actions taken to implement the strategy, such as running a social media ad or sending targeted emails.
To succeed, your lead generation strategy depends on the effectiveness of your chosen tactics, and vice versa. Make sure your tactics support your main goals and can be adjusted based on results and market changes.
10 Lead Generation Tactics
For most businesses, websites can be the first and most crucial touch point with customers. So, a well-optimized website would help you convert leads faster. Of course, there can be many gaps to focus your attention on, like technical SEO or keyword optimization, but these small steps could already be attainable in your strategy to improve performance.
Optimize your website
A/B testing: Don’t stop testing various elements such as headlines, CTA buttons , lead forms, etc. Adding new elements to your landing page or blog posts grabs customers’ attention and converts them into your leads.
Even small experiments, like optimizing a headline or bringing the CTA button higher, can significantly improve lead capture.
Lead capture form: Some crucial points of an effective lead form to emphasize are its location and the number of fields it should have.
While implementing the lead form, consider the most logical options for the user. For example, you can place a form right after the blog post to sign up for a newsletter and receive more useful tips, like those in this article. The next point concerns the number of fields in this article. Fewer fields typically lead to higher completion rates, but including more fields can help qualify leads better.
Neil Patel’s website places a lead form on the right side of his blog pages. This strategically positioned form invites readers to subscribe for updates. By keeping the form simple with just an email address field, Patel maximizes completion rates.
Leverage content marketing
Content marketing is not only about promoting your brand—it’s about creating content that converts readers into leads.
Create targeted posts: When creating content, don’t focus on your product; instead, concentrate on your audience. Think about their needs and pains and how you can actually help them.
Lead magnets: Offer rewards to retain users. For example, propose downloadable resources like eBooks or templates in exchange for contact information.
Power of email marketing
For every dollar that you spend on email marketing, you can expect a return on investment (ROI) of approximately $40. That proves that email marketing remains one of the most effective tools for lead nurturing.
Personalized emails: Customize emails based on user behavior and demographics. For example, Amazon segments its email lists by purchase history, recommending products similar to what users have bought before.
Special offers: Make your emails valuable for the user by adding an exclusive discount, promo code, or proposal that’s available only in the newsletter.
Implement social media advertising
It really depends on your business which platform to choose, but these tactics are attainable on all of them.
Link in bio tool: This tip is especially effective for directing traffic to centralized pages and websites. Tools like Wisery allow you to organize all your important links, offers, and content in one easily accessible spot, making it easy for users to navigate and convert.
Micro-influencer partnerships: Collaborate with micro-influencers to reach a highly engaged niche audience. Micro-influencers often have a more personal connection with their followers, making their recommendations more trusted and impactful. Choose influencers whose followers closely align with your target market for maximum relevance and engagement.
Use interactive content to drive leads
Try organizing webinars or some live events to build trust in your business.
For webinars, it’s crucial to choose a topic that addresses your customer’s key challenge. The topic has to be relevant and specific. Show your expertise in the industry and how your product/service can help others solve a problem.
Another option is a live Q&A session. Don’t try to advertise your business in every sentence. It’s time to show your proficiency in the sphere and build trust with your audience.
Partnership with complementary businesses
Partnering with businesses that offer complementary products or services can help you reach more potential leads. By teaming up, you can access each other’s customer bases, share resources, and provide more complete solutions. It boosts your visibility and adds value by linking your brand with respected partners.
Implement referral programs
Encourage your existing customers to refer new leads by offering rewards. Design a program that is easy to join for both sides. Reward both the referrer and the new lead. It’s crucial to maintain motivation for both sides of the referral process. To maximize participation, don’t forget about promotion through email, social media, and your website.
Dropbox encouraged its users to refer friends by offering additional free storage space as a reward. Both the referrer and the new user received bonus storage for each successful sign-up. This program was highly effective in driving growth and expanding their user base.
Conduct market research surveys
Use surveys to gather information about your audience’s needs and preferences.
Offer an incentive, like a discount or free resource, for completing the survey.
This tactic is beneficial for two main reasons: you get real feedback as well as contact information to warm up your lead in the future.
Publish case studies and success stories
Showcase detailed case studies and success stories to build credibility and capture leads. Focus on specific problems your client faced, the solutions you provided, and the measurable outcomes. Include metrics such as increased sales, improved efficiency, or cost savings.
Use charts, graphs, and before-and-after images to represent the success and make the story more engaging visually.
Use video marketing to capture leads
Video marketing can be a powerful tool for capturing leads, but it may not suit every business. If it fits your model, it can be really effective. It involves creating valuable videos—like tutorials or product demos—and requiring viewers to enter their email to access the full content.
For example, a digital marketing agency releases a video series on SEO best practices and requires viewers to sign up to get access to advanced tutorials or case studies. This way, you get a highly targeted lead who knows about your business and can be easily converted into a customer.
Summary
To answer the question of how to get more leads, we present these key points to guide you:
- Use A/B testing and strategic lead capture forms to enhance conversion rates;
- Create engaging content and lead magnets like eBooks to attract and convert leads;
- Personalize emails and offer exclusive deals to nurture and drive conversions;
- Use targeted ads and link-in-bio tools to expand reach and collaborate with complementary businesses and micro-influencers;
- Host webinars and live sessions to build trust and capture leads.
Remember, there’s no one-size-fits-all approach—what works for one business might not work for another. Don’t be afraid to experiment with different tactics and continuously refine your strategies based on results.