Are you having nightmares like other marketers?
No leads = No customer = No sale = No revenue = Business flop.
In fact, according to HubSpot 61% of marketers say generating high-quality leads is one of their topmost challenges.
So, might be you have just started your business and thinking about how to get a lead or maybe you are having traffic to your website but there’s no sale.
Whichever the case maybe I’ll show you some best online lead generation techniques which you can apply to your business.
Here’s a quick look at the 8 ways to generate B2B lead that we are going to discuss today:
- Lead generation by Email Marketing
- Lead generation through Content Marketing
- Lead generation by Search Engine Optimization
- Lead generation through Social Media
- Lead generation through Paid Advertising
- Lead generation by Website Optimization
- Lead generation by Marketing Automation
- Lead generation through Growth Hacking
Before getting started I want you to know the following mistakes you should avoid in the process of acquiring leads.
- Buying Leads
- Not having a clear call to action
- Not testing different channels
- Not understanding buyers pain points
- Poor implementation
- Too long or short Form
- Not nurturing leads
- No clearly planning
- Not segmenting leads
- Not being consistent
So, now you know what not to do let’s dive in.
8 Ways to Generate Leads Online
Statista forecast shows that the numbers of active e-mail accounts are expected to be 5.6 billion in 2019.
Email Marketing is one of the best lead generation strategies that stood out in this ever-changing world. Whether the case is to attract a stranger, promote new product/services or nurture a lead. In fact, DemandWave report on B2B marketing channel that drives leads also showed that email is the top source.
Also, most marketers believe and live by the rule that emails are great assets to earn.
Best Email Marketing Strategies:
- Find Right Person to Email
The first thing you need to do before sending an email is to find the right person. Today, you can’t build relation from a general email like firstname.lastname@example.org. You need their personal email.
Provide a clear and attractive value that makes them your loyal customers.
- Focus on Email Subject Line
Write a killer subject line that entices a user to open your mail.
It is the best technique to keep track of your leads vs. customers. You can send an email based on interest prospects have shown. This helps in building a relationship for a long time.
Make a series from welcome email template to the offer you want to provide. This automates your campaign as it becomes easy to send the same value to every new person that signups.
Don’t forget to add an email signature. It is a great way to redirect people to your landing page or blog posts.
Things to Remember:
In email marketing there are three important factors that influence the success rate:
- Open rate
- Click through rate also known as CTR
Higher the open rate better is the email campaign and better the CTR means higher the lead counts. If the unsubscribe rate is higher it indicates to change your campaign and offer.
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According to the Content Marketing Institute, 91% of b2b organizations use content marketing and 86% b2c respondents. Also, DemandMetric concluded that content marketing is more effective in generating leads 3 times better than traditional marketing.
Best Content Marketing Strategies:
Starting with a blog is a great way to rank for a targeted keyword, create interest in your services/product, build brand awareness and increase traffic to the website.
The great ways are published posts on topics you’re expert in, original research, How-to guides, infographic, trending topic, case studies, and videos.
- Guest Post on Authoritative Sites
Become a publisher on other non-competing websites that have alike audience type. This will establish your authority and brings a new audience to your website.
Lead magnets are the best ways to get an email address in exchange of free PDF, Case studies, E-book, and Webinar
- Answer questions on Quora
Quora is a great platform and has 300 million monthly users. You can establish yourself as a thought leader by answering questions related to your niche.
Hosting a webinar gives you an opportunity to engage with people who are already interested in your product/services and convert them into a lead. After a webinar is completed you can send them more relevant articles or downloadable resources, invite them to your next event, and survey them regarding their experience.
You can also increase your audience reach by co-hosting with industry influencers.
Youtube is the world’s second popular search engine with 1.5 billion monthly users if you are not publishing video than you are losing a potential buyer. You can post a video with a link to your website in a description.
Podcast provides the same opportunity as a webinar. People who listen to you are interested in your offerings. You can convert them as lead by sending them to your offer page.
Online PR is a cost-effective marketing strategy to reach a wider audience and increase awareness about your products and services.
6 Easy Content Marketing Tips for Best Engagement
5 Common Content Marketing Mistakes Every B2B Content Marketer Is Making
Why Content Marketing Success Is crucial for B2B Lead Generation?
Search Engine Optimization
94% of the total organic traffic comes from Google. (Source: Web Presence Solutions SEO stats)
Whenever people have any kind of question they turn to Google for answers. Which becomes an opportunity for businesses to target the keyword user are searching for and provide value and convert them into a lead.
Also, the majority source of B2B lead generation comes from search engine traffic.
If you acquire the 1st position on Google or shows up on the first page then you get most of the organic traffic. This provides long term benefits of a continuous stream of valuable traffic on your website and saves your money on Ads.
Best SEO Strategies:
Create a buyer persona. This helps you know your customer’s age, challenges, pain points, interest, and much more. Which can help you target more in a personalized way.
Make a list of keywords your target audience is searching for your product or services.
Make sure your website is easy for search engine bots to index and crawl. This makes sure you can rank in search engines.
Monitor how you are performing on the web. Which keyword drives more traffic and which is low-performing keyword and optimize accordingly.
Use Google search console to keep an eye on any error on your website and fix it.
Define the next step website visitors are going to make i.e signup to the mail list or product trial, download an e-book or case-study.
Things to Remember:
- Avoid Keyword Stuffing
- Link Schemes
- Automatically generated content
What is SEO? – Beginner’s Guide to Search Engine Optimization
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SEO takes times to show results whereas paid advertising can give you instant targeted traffic. In fact, you can show your ads on relevant keywords that you want to target.
According to WordStream, Businesses make an average of $2 in revenue for every $1 they spend on Google Ads. The average cost per click (CPC) in Google Ads across all industries is $2.69 on the search network and $0.63 on the display network.
Also by 2021, the video advertising will grow to a $22 billion industry (Source: eMarketer)
Best Paid Media Strategies:
Through Facebook Ads, you can target an audience based on their demographic and interest. LinkedIn Ads let you increase B2B leads. With Google Ads, you can show up for the targeted keywords.
- Show up on Non-Competitors Websites
Trade Ads space with businesses that have similar kind of services but are not your direct competitors and performing well.
Reach out to media sites and buy space on their websites to promote your ads.
Affiliate marketing is taking a back seat and let another drive. It is a tactic in which someone else gets commission by promoting your products/services.
Remarketing as the name depicts is used to target those audiences who have visited your landing page or website but didn’t convert. It is like icing on the cake, you can keep reminding users about your offers.
Social media influencers have a huge influence on their followers that single recommendations from them can increase business leads and sales.
Guide to Generate Leads from PPC Campaigns
A website is a place where you can create your first impression.
A lead generating website has a user-friendly description of their value proposition, is easily accessible, provide valuable information, offers opportunities to sign up and provide contact information that easily accessible.
If we consider stats by Sweor, it states that “57% of all mobile users will not recommend a business if their mobile website is poorly designed or unresponsive.”
Best Website Optimization Strategies:
Use Google Analytics to see what type of audience visits your website and use this data to optimize your website to convert leads.
Use Google webmaster tools to identify technical errors on a website and fix it.
Every person has a mobile and people are searching on the go. Your website needs to be mobile friendly in order to provide a better user experience.
Optimize your website for the keyword people are searching. You can keyword opportunity in Google Analytics and target competitors’ keywords using tools like Google Keyword Planner.
- Analyze Competitors Backlinks
Build quality backlinks to your website. This will increase your authority and ranking in search engine.
Increase sales by integrating pop-ups to your website such as slide-in opt-ins, Exist popup, Sidebar Widgets, After Post widget, and Floating Footer bar.
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Growth hacking is a revolutionary way to spread awareness of your business. All you need to do is create an irresistible offer such as free credits that can result in leads.
You can make this valuable and addictive element of your website accessible to a larger audience by sharing and inviting new users which will expand your leads tremendously in a short span of time.
Best Growth Hacking Strategies:
- Offer Free Product Trials
- Provide Coupons
- Host Referral Program
- Lead generation through creative pop-ups
- Investing in Chat Bots
Poorti Gupta is a freelance SEO Consultant and Content Writer. She likes to write about digital marketing, lead generation, and content marketing. Her passion is to help a business boost their traffic and online presence. Apart from that, you can find her having a cup of coffee or reading a book.