Most companies know that it is imperative to generate more and more leads in a sustainable way. But when it comes to implementing specific lead generation strategies and techniques, many don’t know where to start.
Over 60% of B2B marketers cite lead generation as one of their biggest challenges. It’s no surprise, then, that there is so much – sometimes conflicting – information and content online about this.
In this article, we’re going to dig deeper into the issue of lead generation and see what are the best ways to drive a steady stream of leads for your business in 2022.
But before that, let’s start with the basics.
What is lead generation?
Lead generation refers to the process of identifying potential customers for your company’s products or services.
More exactly, it is a marketing activity which results in the acquisition of information useful for the constitution of a list of potential customers. It is a complicated process that requires a wide range of strategies to be effective.
But what exactly is a lead? A lead is a potential customer who has shown interest in the services or products provided by your business. He usually expresses his interest by sharing his Argentina WhatsApp Number List contact details, more specifically an email or phone number.
Lead generation is essential, especially for the marketing and sales teams of companies working in B2B and e-commerce, because it allows to obtain new leads or prospects, but above all qualified leads, first of all for the marketing (MQL / Marketing Qualified Lead) and then for sales (SQL / Sales Qualified Lead).
While lead acquisition involves the use of inbound and outbound tactics, most salespeople and marketers today are more successful with inbound marketing strategies . Now let’s see how to use these strategies for your lead generation.
How to generate leads
The change in the way consumers view advertising today means that businesses need to adapt their lead generation tactics accordingly. This does not mean, however, that we should give up all kinds of outbound marketing (advertising, banner and display Ads, Social Ads, display, phone call, etc.), but we must offer something else to attract leads and prospects.
You need to constantly test, define, and implement new strategies to identify which ones work for your business.
Here are some of the most important aspects you need to focus on:
Have a website
It’s a no-brainer, but if you don’t have a website, it will be next to impossible to establish a strong online presence, generate traffic, and attract targeted leads using organic traffic sources.
Using a website, you can deliver quality information to your target audience with engaging content and ensure that your leads always have a good reason to come back.
In addition, a website makes it easier to personalize the shopping experience of your visitors and ensure that they see the information most relevant to them, depending on where they are in the shopping journey.
Make contact information visible and use a contact form
When developing your website, every decision should be made from the perspective of which leads you want to attract.
You need to make browsing your site as easy as possible, and an important part of that task is offering your contact information in a prominent and easy-to-see position.
Attracting qualified leads to your site is a long and expensive process, so you can’t risk losing them to something as trivial as a misplaced contact form.
And if you want to take it a step further, you can even consider integrating a chatbot or live chat feature on your site so that your leads can reach you using whatever method is best for them.
Use opt-in type registration forms
Some of your visitors won’t be willing to leave their contact details on your site unless they get something of value in return. This is why it is essential to have a signup form to capture leads and at the same time offer an attractive incentive so that they leave their email address.
The exact offering depends on your target audience, but it should be something they find useful, like a free trial, or useful, actionable information they can use, like a white paper.
Integrate landing pages and CTAs (call-to-action)
A landing page is a crucial part of any successful lead generation strategy because it is the place where you with the ability to capture leads by collecting their contact information.
The quality of your landing page will largely decide the success of your lead generation campaigns. You should therefore take as much time as necessary to develop and refine it in order to maximize your conversion rate.
Your landing pages should have a simple and clear message that grabs attention, highlights the added value of the offer and inspires the lead to take action.
When developing your CTAs (call to action), you need to make sure that they are clear and understandable, compelling and well placed on your website to make it easy for your visitors to contact you.
While you can get a visitor to trust you and provide you with their email address in return for some gesture, that doesn’t mean that they’ll automatically be interested in your product or even want to read your emails. -mails. It is therefore important to create email marketing campaigns capable of enticing visitors to open and read your emails.
Your email sequences should provide relevant information and nurture your prospects, guiding them to the right decision: to buy your product.
One way to maximize every dollar you spend on attracting new leads is to create retargeting campaigns.
Basically, this means that you shouldn’t give up on a lead just because they didn’t take the time to open or view a page on your website on their first visit.
He showed enough interest, however, to click on your site’s link, so if you can re-engage him again with a slightly different post or special offer, you might get much better results.