Lead generation is a very important process for any business.
A lead is a person who has expressed interest in your company, product or service in some way. This could be someone who has made an enquiry on your website, someone who follows and engages with your company on social media or someone who signed up to your email list. Essentially, they are people who are potential customers.
Lead generation is the process of acquiring these leads. It’s the process of converting strangers and cold prospects into people who are interested in your company. Once these leads are captured, you can market and sell to them much more effectively! In this article, I’ll share 7 excellent lead generation strategies to help you boost sales in your business.
1. Create high value lead magnets
A lead magnet is something of value that people will give over their email address in exchange for. This is generally a piece of downloadable content, such as an eBook, guide or cheat sheet, but could also be a coupon code or other incentive.
Once the email address is handed over, the lead can be added to your mailing list, where you can continue to send helpful content and build trust between yourself and the lead. This is a great way to build a relationship and help the lead become a paying customer.
2. Strategise your blog posts with lead generation in mind
We’ve talked about the importance of blogging a lot here at Handlr. Content is king, as they say! It’s a great way to get relevant prospects onto your website. If your blog posts are engaging and informative enough, readers will begin to like and trust you as a company – and be more likely to buy from you. But, if you’re finding that your blogging efforts aren’t giving results, perhaps you need to create posts with lead generation in mind.
Place eye-catching opt in forms in your blog posts, such as in the sidebar or within the content itself. These opt in forms could be to subscribe to your blog or to receive one of those lead magnets I spoke about before. Either way, make sure your blog posts contain actions for readers to follow.
3. Optimise your ‘about’ page
People buy from people. Learning about the people behind a brand really helps to build a connection and portray that brand as more personable and trustworthy. Think about companies you can match a face to. Virgin? Richard Branson. Tesla? Elon Musk. These brands are much more personable and people generally like them as a result.
People also like brands with an interesting backstory. Do you have an inspiring story about how your business came about? Make sure it’s on your about page! Cold prospects will warm to you much more easily when they learn the story behind your business.
4. Use social media to your advantage
If your target audience use social media (which they likely do) then make sure you’re on there too! Share interesting content, engage with your audience and help people to get excited about your brand. Social media can send traffic to your business website, where you’ll be able to capture leads much more effectively, so give people a reason to click through. Social media doesn’t have to be all about promoting yourself constantly – share stuff that you know your target audience will love and relate to.
5. Use proactive live chat on your website
Most marketing activity you do will point people to your website. You should make the most of these marketing efforts by capturing leads while they are on your website. You can do this by installing live chat software. With this, you can proactively engage with your website visitors, prompting them to ask questions and helping them to feel more confident about your business. You’re building a relationship with prospects and capturing them as leads right from the start.
6. Use popups
Some people think popups will annoy their website visitors. But, a study by the AWeber blog found that their popup generated 1375% more subscribers than the opt-in box in their sidebar. Popups are, obviously, extremely eye-catching and can’t be missed, making it a lot more likely that people will engage with it. After people are signed onto your mailing list, you’re able to more effectively sell to them through marketing emails.
7. Create beautiful landing pages
A landing page is a page where a visitor may land after clicking on an advert or a link you’ve pushed out. It’s essentially a page that aims to convert that visitor into a lead by capturing information from them in some way. Perhaps it asks them to sign up to your mailing list or download an ebook in exchange for their email address.
Whatever it is, your landing page should have a single and obvious call to action (CTA) that encourages your website visitor to follow a desired action. The landing page should also have no distractions, such as outbound links or adverts, so that the website visitor is focused on the CTA at hand. You can see some examples of great landing pages here.
What are your best lead generation strategies? Share them in the comments below!
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