In today’s highly competitive business landscape, generating high-quality leads is more important than ever. But with so many tactics and strategies to choose from, where should you start and which lead generation tactics make the most sense for your business?
Whether you’re a small business owner or a marketing professional, mastering the art of lead generation is crucial for attracting and converting potential customers.
Here are the 11 most commonly used tactics to generate more leads, increase brand awareness, and drive more revenue.
With content marketing, you create valuable content that attracts potential leads and builds trust with them over time. The key to generating leads with content marketing is to understand your target audience so you can create cornerstone content that addresses their pain points. Then you can provide them with solutions and information they can use.
You can share your content on social media, email newsletters, and other channels to reach a wider audience and generate more leads.
A lead magnet is a free piece of content, educational opportunity, or a resource that businesses offer to potential customers in exchange for their contact information.
The first step is to create a valuable lead magnet. This should be something your target audience would find useful, such as an:
• Free guide
• Free trial
Promote your lead magnet on various channels such as social media, email, and paid advertising to promote it and attract potential customers. Send traffic to a dedicated landing page that highlights the value of your lead magnet. Provide a form for visitors to submit their contact information in exchange for it.
Use this contact information to send an automated email sequence to nurture them with relevant content, offers, and information until they are ready to make a purchase.
Search Engine Optimization
SEO (Search Engine Optimization) is the process of optimizing your website to rank higher in search engine results pages (SERPs) and attract more organic traffic. It will bring leads to your website, landing page, lead magnet, or other marketing channels.
SEO starts with identifying relevant keywords and phrases your target audience uses to search for products or services like yours. Use these keywords in your website content, meta tags, and other on-page elements to improve your search rankings.
SEO includes optimizing your website structure and content, so make sure your website is user-friendly. The content should be high-quality and informative. This helps improve your website’s relevance and authority, which can improve your search rankings.
It helps to have other reputable websites in your industry linking to your website. This is called a ‘backlink’ or ‘inbound link’ and it will help establish your website as an authority in your industry. This in turn improves your search rankings.
Social Media Marketing
Social media can be a powerful tool for lead generation as it helps you to connect with potential customers on a more personal level. This also allows you to promote your business to a wider audience. Your prospective buyer is there and you should be too.
Make sure your social media profiles are complete, professional-looking, and optimized for search engines. Include relevant keywords in your bio, website URL, and high-quality images and branding.
Share premium content on your social media channels that provide value to your target audience. Then, engage with your followers by responding to comments, answering questions, and participating in conversations related to your industry. This helps build relationships with potential customers and establishes your business as a thought leader in your industry.
Webinars are an effective tool for generating high-quality leads as they allow you to provide valuable information and engage with potential customers in a more personal and interactive way.
Create webinars on a topic that’s relevant to your target audience and aligns with your business goals. This could be a product demo, industry trends, or a specific pain point your audience is facing.
Use a platform like Zoom, GoToWebinar, or WebEx to host your webinar. Create a presentation that offers value to your participants and builds in discussion and other opportunities for engagement. This is one of my favorite lead generation tactics that is proven to work time and again.
Use social media, email marketing, and other channels to promote your webinar and attract potential attendees. Create a landing page with a registration form to capture their contact information and track your leads.
Referral marketing is a powerful way to generate high-quality leads through word-of-mouth marketing (WOMM). You can do it by reaching out to your existing customer base and encouraging them to refer friends and family to your business. This could be through an incentivized referral program or simply asking them to spread the word.
Incentives like discounts, free products, or exclusive access to promotions can help motivate your customers to refer more people and increase the chances of conversion. Offer these to both the referrer and the new customer for the best results.
Social media platforms can help you amplify your referral marketing efforts. Create shareable content, use hashtags, and engage with your audience to increase visibility and reach. Your email list can help as well.
You can use your podcast as a lead generation tool by providing information and engaging with potential leads in an audio format.
Choose a topic related to your target audience and teach your listeners about it. A great strategy for podcasts (Please listen and subscribe to my podcast!) is to invite industry experts, influencers, or listeners to join episodes and share their insights and experiences.
You can promote your content on podcast platforms like Podbean, Libsyn, or Buzzsprout, as well as social media, email marketing, and other channels. Create a landing page with a subscription form to capture their contact information to track your leads.
You can leverage the reach and influence of social media personalities and industry experts to expand your audience and bring in new leads. Influencer marketing can help grow your business overnight.
Find influencers who align with your brand values and target audience. Look for those who have a strong following and engagement on social media, and whose content is relevant to your business. Reach out to them and propose a collaboration that benefits both parties.
This could be a product review, a sponsored post, or a joint campaign.
Work with the influencer to create compelling content that resonates with their followers and promotes your business.
Video content is extremely popular and platforms like YouTube (Please subscribe to my Channel!) and Vimeo make it a highly effective strategy for lead generation. You can make educational videos, product demos, customer testimonials, or explainer videos to engage your target audience.
With high-quality video production tools, it’s easy to make engaging and visually appealing video content that resonates with your target audience. Be sure to include a clear call-to-action in the video, such as a sign-up form or a discount code.
Offering free trials is an effective lead generation strategy for businesses that offer software, online courses, or other digital products. You can do this by creating an enticing offer for your free trial. It should clearly outline the benefits of your product and how it can help potential customers solve their problems.
Make it easy for potential customers to sign up for your free trial by requiring minimal information, such as an email address or a name. You can then use this contact information to follow up and nurture your leads.
Contests can be a fun and effective way to generate leads for your business. Create a contest and choose a prize your target audience members would be excited to win.
Set clear rules, including eligibility requirements, entry deadlines, and how the winner will be chosen. Then, promote the contest through your website, email marketing, social media, and other channels.
Create a Lead Generation Tactics Strategy
Generating high-quality leads for your business doesn’t have to be complicated or overwhelming. But it’s not going to get you the results you expect without a plan. This is why businesses create lead generation strategies.
A lead generation strategy starts with identifying your goals. Then, create a target audience profile and implement tactics like the ones in this article to engage with them and build a relationship.
A comprehensive strategy for your lead generation tactics will help you focus your efforts where it counts the most. You’ll be able to generate and nurture leads just like a large corporation, except on the limited resources of a small business.
I’m Wall Street Journal and USA Today bestselling author, independent publisher, and serial entrepreneur Connie Ragen Green and would love to connect with you. If you’re new to the world of online entrepreneurship please check out my training on how to sell yourself at Sell Yourself and Your Stuff and learn how to gain an unfair advantage when it comes to building a lucrative online business.