Generation of leads is a major determining factor when it comes to the success of a small business. It plays an important role in its future and stability. To grow, a company needs new customers and you have to know how to attract them. Attracting new customers can be onsite activities such as conversion rate optimization or offsite activity such as marketing and customer avatar creation. While there are many strategies that you can employ, some are more effective than others. For typical leadgen activities, there are some strategies that virtually guarantee good results, both for small companies and for those seeking B2B opportunities.
Do you want to know the strategies that would help improve your lead generation efforts?
The lead generation figures can be improved, without requiring a large investment, if these recommendations are followed:
- Create buyer profiles and review them often: It is crucial to have an idea of who the typical business customer is and also what their needs are. At least quarterly, these profiles need to be reviewed to ensure that the message released remains unique and is applicable to the audience targeted.
- Become an expert or authority: Through a good content strategy, pieces are offered that do not even mention the company's product. These are educational posts, which manage to elevate the brand to the category of an expert in the market.
- Bet on targeted content: Generalization doesn't work in terms of lead generation. Today, your content has to be highly unique and interactive for your potential customers to notice. The idea is to have a relevant message that is tailored to suit a specific target market. Avoid using one content for all audiences.
- Quality not quantity should be your focal point: Your blog might be filled with hundreds of posts, but if the posts are not interesting or attractive, they will be irrelevant. You need to add value and produce content that appeals to your target audience.
- Set yourself a goal to attract leads, not just add names to the database: When you talk about lead generation strategies, this should be number one. The higher your engagement levels the higher the number of leads generated. Unconnected leads don't convert, so the priority should be to engage them, showing them everything they have in common with the brand.
- Take advantage of email marketing in its proper measure: Email marketing remains the best technique for lead generation. But over-saturation of the mailbox by brands and scammers puts potential customers on guard, and overloading them with communications runs the risk of unsubscribing.
- Make a map of the buyer's trip: You need to know the different stages your buyer is in. From when they realized their need, to choosing you to help satisfy their need with your product or services. Identifying the stage each potential customer is in will help achieve creating content that is tailored to that stage.
- Include links to share with friends in email communications: If the content created is attractive, the email recipient will want to share. Inserting links to facilitate this task multiplies the reach of the brand's marketing campaign.
- Use social networks every day: Social media is where people search for information and, in addition, it is an ideal means to achieve the objective of generating leads online. Once the company has gained authority in its niche, it should start publishing every day, or with high frequency, if possible, on each platform it uses.
- Expand your network as much as possible: The opportunities to find potential customers are limitless. Try to utilize your current networks of colleagues and friends in meeting new people and organizations. In this way, you’ll be able to expand your network as much as possible.
Finally, do not forget to adjust the lead generation strategy. It should never be assumed that perfection has been reached and no further evolution is needed because trends change and so do market needs.
