Before we begin to provide some suggestions as how to generate more leads, let us start with defining a lead.
A lead is a person who has expressed interest in the product or service that a company offers.
Collecting a lead means that you have already skipped the early steps of the sales cycle, which are the dreaded prospecting, and cold-calling and can directly proceed to a warm call.
According to Hubspot – “Lead generation is the process of attracting and converting strangers and prospects into those leads we just talked about”
Within the inbound marketing methodology, lead generation begins at the second stage, after a person has completed a form, contact sheet, etc.
A website should be designed for lead generation and be able to deliver the following:
- Smart Call – to – action (CTA)
- Search Engine Optimization
- Content offer
- Forms for capturing visitors information
- Landing pages
If redesigning your website is not an option or engaging with an inbound marketing agency like Brandfire, this blog will provide nine things that you can do immediately to generate more leads from your digital assets.
1. Generate more leads by knowing your buyer persona.
Read our blog for a more detailed advice on how to create Buyers Persona. This is the starting point for developing any lead generation and content strategy.
2. Start writing blogs
Post blogs that will attract leads that mirror your Buyer Persona. According to Hubspot, companies that published 16+ blog posts per month got almost 3.5X more traffic than companies that published between 0 - 4 monthly posts.
3. Use your social media platforms to generate leads
There is no definitive guide to social media post frequency. It depends – on what your audience is, your goals, and the results you get. But at the very least, we would suggest the following:
Twitter - +3 times a day
Facebook - +2 times a day
Google+ - + 3 times a day
LinkedIn - + 1 times a day
Use your social media platform to promote your blogs while posting for other sources that speak to your Buyer Personas.
4. Keywords and SEO
Research and identify keywords. Sometimes a dozen keywords with low search volume can generate leads more effectively than one keyword with a high search volume. Put your Buyer Persona first. When you create content, do so with the goals and interests of your Buyer Persona in mind. Keywords are important, but lead generation through SEO is most effective when you stay true to your Buyer Persona.
5. Add Contact number and address (using Google Maps)
This might be stating the obvious, but you would be surprised the number of websites that do not have this information.
6. Include testimonials and case studies.
If your website visitors trust your business, they are going to be more likely to make purchases and submit their information. Including testimonials from customers or case studies is a great way to build trust.
Showcasing awards, recognition or accreditations will also help to make your visitors feel comfortable doing business with you.
7.Add a General Contact Form or email subscription form
This may come as a surprise, but we still see websites that don’t have a general contact form. These websites are missing out on potential sales from visitors that would have submitted the contact form.
Many people do research during the non-business hour. In this case, it’s easier to complete a website contact form to get an answer to a question that could ultimately lead to a purchase.
If you do not have a general contact form, then this is one of the easiest ways to start generating more leads from your website.
8. Post these forms on every page
Having easy access to the actual lead generation form is paramount to increasing the number of viable leads through your website. The less information they ask for, particularly on the first step, the more likely people will be to part with their valuable personal details.
According to the Pew Research Center, over three-quarters of all Americans, 18 and older now own a smartphone, and close to 20% of smartphone owners use their mobile devices exclusively to access the Internet. By making your website mobile-friendly, you provide another step to making it easier for potential customers to provide their information
You don't have to redesign your website immediately to begin generation leads from your social media platform. Implement some or all of our suggestions, and your business should see more leads coming from all your digital platforms.