If you’re stuck on how to generate leads and more business and want a few lead generation ideas, then stick around.
There are a number of hard-core skills you need to increase your enquiry and then convert that enquiry into sales.
Online vs Offline.
The traditional methods of offline lead generation have been around for years and up until a few years ago, it was as simple as putting an ad in the local paper, radio or TV. Some companies still do cold calling either by phone or by feet. Most businesses using this technique were usually successful to the point where it became almost predictable and consumers were working out how best to avoid the dreaded sales pitch.
Well things are certainly different today. The lead generation ideas outlined above, in marketing terms are known as interruption marketing techniques. Consumers are now more empowered and smarter than ever and do everything they can to avoid this type of advertising. We all now have the choice to switch over or switch off if it feels like we are being interrupted from our “ME TIME”.
So as you probably already know, it’s getting harder and harder to get your message through to your target market.
We have to now become smarter and think of ways that might attract prospects in a way that will build trust by way of knowing, liking and trusting you.
Firstly we have to accept that most people get access to the internet in many different forms now – it’s not just computers that give people access to the internet, it’s also mobile devices like tablets and smart phones and each device requires a different tactic.
For example if someone wants to find out more about your products or services via a smart phone or tablet they aren’t going to want to spend a long time on your site, you need to give them the information in an easily readable format like a mobile website or a mobile app, so it’s not too awkward for user. Mobile phone users typically use their phones to get information quickly and this sort of information is usually ‘buying information’ like makes, models, price, location, contact details etc so keep it brief and make sure the important information is there and quickly and easily accessible. You also need to put plenty of call-to-action features to increase the urgency.
People using desktop or laptop computers will typically spend more time researching, so you can afford to spend more time and energy trying to build a relationship through providing educational content. This stage is a great stage to plan out a nurturing campaign which will aid the visitor in making the best informed decision. So provide all the features that require the decision process to go smoothly. We all know that justification is one of the most important parts of making the decision. People don’t want to be embarrassed in front of their friends for buying something that will make them feel like a “twat” So you need to provide social proof signals like testimonials and case studies, also put social buttons on your site. This benefits you in a couple of different ways.
1. Provide the social bridge by making your product easily sharable across the different social networks. If you product is shared with their friends you get extra exposure and you also keep them engaged in your product or service.
2. Providing social signals are a good indication to Google that your site is popular and they reward you by pushing your site up the search engines.
Once you find out what works for you, it’s time to look at the how to capture your leads and convert them into customers. You’ll need a good management system for this. Infusionsoft is a great all-in-one system that is especially designed for lead generation as well as management.
Content marketing is probably the most popular and effective of forms of marketing to today’s consumer. Why? … Because consumers are now doing most of their research online, so if you can get yourself and your material in front of them when they first start the process you will have a better chance of converting them.
Content marketing comes in many different forms. Here is a quick list of digital channels that might help you get started and they all come under the category of content marketing.
- Press Releases
- Blog Posts
- Case Studies
- Guest Posting
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