Lead generation can be a tricky process but don’t set yourself up for failure by not creating lead generation strategies that work for your brand. Strategies make lead generation easier for your team while garnering better results and more solid (read: qualified) leads. It’s never too late to get started on those lead generation strategies.
Here are 8 lead generation strategies to help you bring in more qualified leads for your company:
1. Plan ahead.
The first step to creating a lead generation strategy is to build out your marketing plan. Without a marketing plan, you are more than likely shooting in the dark hoping to hit the right target audience. Once you have a plan, which includes establishing buyer personas, marketing channels to prioritize and developing solid lead gen content, it’s important that you actually follow through with your plan. Write scripts for cold calling or emailing that are easy to follow so you can easily implement your plan. Ensure that you are your script is written naturally so that it doesn’t come off as robotic when reading. Take small steps to execute your plan, then scale your successes.
2. Use content-based lead generation.
Creating high-quality content is a great way to generate leads. Content positions your company as a credible expert in your field through blogs, videos, case studies, newsletters, and other consumable pieces of content. If you are using video, find the most personable, charismatic sales rep on your team to be your brand ambassador. Blogs are great for educating your audience on the industry, the pains they may face, and potentially your product. Newsletters keep your audience up to date on your company while continuing to establish authority in your field.
3. Maintain your website.
Take a moment to think about how your website looks right now. Is it simple? Is it flashy? Does it have an appealing color scheme? Are the colors on-brand? Is it easy to navigate?
Your website is the foundation of your company and your brand image – the lifeblood of how you operate your business. It is often the very first thing that people will see, and it is crucial to make a good, lasting impression. Your website will go through various changes and improvements over time, but it is essential that you make your website work as hard as it can in the stage that it’s in. If your site has light content, a simple design, and is relatively small, it doesn’t have to look outdated. Simplicity is often a good thing, but you don’t want to give the impression that our website was built in 2008.
4. Use social media.
Investing time in your social media accounts is a great way to attract leads because it allows you to have conversations with existing and prospective clients about your product. Address comments, questions, or concerns in a timely manner that demonstrates that your customers are your top priority. You can also share customer success stories, video demonstrations, product announcements, or thought leadership. You can even use your employees’ personal social media accounts (with their permission, of course) to build an employee advocacy program that will expand your social reach.
5. Get personal.
People are interested in building relationships. It’s easy to get lost in a sea of emails and sales pitches your prospect receive daily, so it may benefit you to reach out to your prospects in a personal way. Creating a person-to-person connection will help you stand out from the competition and help you build a bridge to your leads.
6. Utilize SEO.
Search engine optimization is vital for getting your content seen and ranking for relevant keywords. When you invest in SEO, it helps your company to end up on the first pages of a web search. It’s easy enough to learn SEO on your own, but you can also invest in SEO consultants who are trained and educated to best optimize your company’s content.
7. Consider deals and discounts.
Have you thought about offering discounts to new or returning customers? It may seem a little counterintuitive from a short-term financial standpoint, but it could be a great way to bring in people who may not otherwise buy in. Offering a discount is a great way to lay the foundation of bringing customers on, which could then convert them to a loyal customer who continually brings in revenue to your bottom line.
8. Ask for reviews.
Ask your customers to share their experiences. Some prospects refuse to make commitments to a company without seeing reviews from customers who love your brand. Reviews, both good and bad, are great to show that you care about your customers and are willing to grow. Reviews also provide some clarity on how to improve your business practices and processes for the future.