Lead Generation Driven By Digital Marketing
Online marketing strategies are used in the process of “inbound lead generation” to entice clients with useful and pertinent material. When they get engaged, the business may start fostering the connection until they are prepared to make a purchase.
Learn How To Effectively Generate Leads
Discover inbound lead generation strategies you can use right away in your overarching inbound marketing and sales plan.
It’s not as simple as posting a few blog articles and waiting for the leads to start pouring in, but inbound lead generation may be a terrific method to boost sales for your company.
B2B Lead Generation Strategies That Work Together
To be successful, you must use a variety of tactics that complement one another to generate B2B leads and turn them into paying clients.
Discovering Potential Clients Using Lead Generation Marketing Tools
In light of this, it might be necessary for both B2B and B2C marketers to combine different B2B lead generation strategies and tactics based on inbound marketing, including thought leadership content, whitepapers, free webinars, influencer marketing, case studies, live chat, text messaging, free trials, social media channel engagement, referral programmed, email list building efforts, and many others, into a single cohesive lead generation campaign. Each of these lead magnets may be put together into a series of actions that guide your customer to your product. Additionally, they might aid in generating a profitable return on your marketing spend.
What is a Lead?
A lead is a potential customer who has shown interest in what your business has to offer. High quality leads can have subscribed to your blog or newsletter, downloaded a white paper or ebook, or filled out a lead capture form on your website.
They must have given you their contact information in order for you to get in touch with them as part of your inbound lead management activities for them to qualified leads (Marketing qualified or Sales qualified). One may create leads through a variety of internet marketing strategies, such as SEO, social media, and pay-per-click (PPC).
Through high-quality content that is pertinent to their interests, inbound lead generation seeks to attract leads. Once you’ve got them interested, you may work on building a connection with them until they’re ready to buy.
You must use a variety of lead generation techniques that complement one another to generate leads and turn them into paying clients if you want to succeed.
Different Lead Types
Marketing leads, sales leads, and customer leads are the three basic categories of leads.
Marketing Leads
People who have expressed interest in your goods or services but may not be ready to make a purchase are known as marketing leads. They could have downloaded a white paper or ebook from your website or filled out a form there. They must have given you their contact information so you may get in touch with them in order for them to be considered a marketing lead.
Sales Leads
People who are sales leads are those who are prepared to buy your good or service. They must have given their contact information and indicated interest in your offerings in order to be considered a sales qualified lead.
Customer Leads
Customers that have previously purchased your good or service are known as customer leads and are a great source for recommendations. They must have submitted their contact information when making a purchase of one of your goods or services in order to be considered a client lead. You can develop, administer, and maintain online groups where these kinds of leads may be extremely helpful.
Difference Between Outbound Leads and Inbound Leads
Typically, when we talk about “outbound lead generation,” we’re talking about telemarketing, email marketing, or direct mail.
On the other side, inbound lead generation draws clients by providing them with useful and appropriate information.
It’s not as simple as posting a few blog articles and waiting for the leads to start pouring in, but inbound lead generation may be a terrific method to boost sales for your company.
Must Read: Top 6 Strategies For Increasing Lead Quality For Your B2B Business
Strategies for Inbound Lead Generation
It’s a terrific approach to attract quality leads to use inbound lead generation, but it takes more than just posting a few blogs.
Incorporate your keywords throughout the text.
It’s a terrific technique to get quality leads from the outcomes of internet search engines like Google to use SEO (Search Engine Optimization) based on Google Search results.
Search Engine Optimization
Web crawlers, such as Google Bot, are more likely to index your pages for those keywords when you use the Google Search Engine Optimization advised best practices when include keywords throughout your content. This raises the ranking of your sites.
Use local SEO techniques
Small companies must grasp the significance of including local SEO methods into their lead generation efforts as internet marketing continues to expand and digital technology becomes more prevalent.
Local searches send clients directly to nearby companies, so you must optimize your website for the terms and areas that matter to your target audience.
Use video content
Due to its numerous advantages, video marketing is swiftly rising in popularity as one of the most effective inbound lead generating techniques.
Inbound prospects are more likely to convert if you include a video on your landing page. Inbound leads have a 58% higher conversion rate than conventional leads.
Conversion rates may rise by 80% with a video.
Must Read: Maximizing Revenue: The Significance of MQL to SQL Conversion Rate
Include a blog and update it once every week on your website.
In addition to the advantages of SEO, blogging is a fantastic initial step in creating an effective inbound lead generation plan because:
By linking to new posts from older ones, blogging keeps your website current and boosts SEO. It is a fantastic method to engage with your existing clientele and attract new ones. Because potential consumers will want to learn more about you and what you have to offer, you enhance the likelihood of conversions.
Use your online blog to generate leads.
Keep posts relevant, abstain from “hard – sell” language, and push readers to take a certain action. Give them what they’re seeking for since most people use the internet to locate things rather than just idly surfing around!
Promote your blog
Offer a free gift, such as an ebook, white paper, or discount, in return for an email address. A excellent offer and an inbound lead generating form should be included at the conclusion of every blog article you write.
Write better than everyone else
People read about prices, features, advantages, and other information as they start their internet investigation for a good or service. Your readers will start to trust you if you can provide material that fully addresses all of their needs.
Writing guest posts is a fantastic approach to do this. A guest post is a great method to achieve this while also educating your target consumer about the answer to their difficulties, which is something that many website owners are always seeking for.
Utilize social media to engage your audience
Ensure that all of your social media profiles are adequately optimized, including connections to your website and relevant keywords. Another fantastic approach to reach new audiences is via social media.
Establish a landing page
Your website and its pages must appropriately represent your brand, product, or service since content marketing is the most often used inbound lead generating method.
Create a landing page to make it simple for customers to obtain information on these topics, for instance, if your business sells apparel and you want to inform them about the possibilities of custom orders and wholesale prices. Alternatively, if your business offers specialist consulting services, create a landing page to draw in more applicants.
Optimize your images
Because they provide viewers access to information beyond what is on the page, images are tremendously powerful lead generating tools.
Be careful to include important keywords to the HTML “alt” box whenever you submit a picture to your website. Better search results and enhanced SEO advantages are made possible as a consequence.
Each page should have optimized titles and meta descriptions.
Tags should be descriptive yet brief (preferably 7–10 words). Because they affect search engine results, meta descriptions are crucial, so be sure to keep them pertinent and illustrative of the information on the page.
To prevent being cut off, try to limit your meta descriptions to no more than 155 characters.
Utilize channels for paid advertising
When creating an inbound lead generation plan, using paid advertising platforms like Facebook ads, Google Adwords, and LinkedIn is always a wonderful approach to target new clients.
These systems provide in-depth statistics so you can identify which ads are most successful and where your visitors is coming from, which helps you develop more effective inbound lead generation tactics.
Observe review sites
It’s crucial to encourage customers to post feedback on review websites because if they had a positive experience with your business, they would likely tell others about it online.
Reviews are excellent for boosting consumer confidence, and people respect other people’s viewpoints. They also have a positive impact on SEO since businesses with positive review ratings appear higher in search results.
Keep up with SEO trends.
Keep up with the most recent developments in SEO to ensure that your site remains relevant, ranks highly, and produces quality leads. SEO is continuously evolving.
Make sure your website is mobile-friendly, for instance, if Google just changed its algorithm to favour responsive websites.
Your website should be unique
The layout of your website is just as crucial as the content you offer. Potential clients may struggle to quickly and readily locate what they’re searching for on your website if it’s tiresome or difficult to navigate.
Make sure you provide a distinctive product or service if you want to stand out from your rivals. Your company may differentiate itself from competitors in your field by offering innovative products or services, greater customer support, more lenient conditions, etc.
Examine everything
To find the combination that produces the most leads, test your web page layout, the look of your photographs and images, multiple iterations of your site material, etc.
Make personalized forms for landing pages.
Custom pop-ups, scroll boxes, bars, and other elements may be made using software like SumoMe and displayed when visitors are on particular pages of your website, particular portions of your blog, or even videos.
Encourage social media sharing
As a strategy to generate fresh leads, permit potential consumers to post your material on their social accounts.
Through this strategy, you may increase your lead generation by, for instance, providing free shipping as an incentive for individuals to promote your brand on their social media accounts and provide relevant information (such as how they learned about your company).
Recognize your audience’s motivators.
You must comprehend what drives your target audience if you want to effectively market to them. Are they trying to get a deal? Do they desire free material or samples? When would they like to hear from you and what kind of information do they want?
Measure results
Please keep note of your leads’ sources, the sites they visit, and the number of conversions you experience. By monitoring this data, you can adjust your inbound lead generating strategies as necessary and gradually get better results.
Quick Recap
Human behavior and cognitive processes are involved in the complicated process of digital marketing. You can design a sales funnel that attracts more consumers and boosts conversions by comprehending how the human brain functions.
While explanatory videos are excellent for boosting client retention and conversions, you can also employ video marketing to raise brand awareness and create leads.
Finally, tailored email marketing enables companies to forge closer connections with their clients. With the appropriate tools and information, you can incorporate these ideas into your own digital marketing campaign to increase sales.
The building of optimal landing pages is one of the crucial aspects of lead generation that you must do correctly. For this reason, you should get our free guide on optimizing landing pages.
Must Read: Preparing Your Business for 2023 With B2B Lead Generation Strategies
Vikas Bhatt is the Co-Founder of ONLY B2B, a premium B2B lead generation company that specializes in helping businesses achieve their growth objectives through targeted marketing & sales campaigns. With 10+ years of experience in the industry, Vikas has a deep understanding of the challenges faced by businesses today and has developed a unique approach to lead generation that has helped clients across a range of industries around the globe. As a thought leader in the B2B marketing community, ONLY B2B specializes in demand generation, content syndication, database services and more.
