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If you are looking for the proven best practices handed over in time for great sales quality lead generation then you have come to the right place. Today we will reveal before you some of the open secrets in lead generation strategy along with some great ideas to enhance your lead generation strategies.
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Ideas to Enhance Lead Generation Strategy
1. Perform Audience Research
Define your buyer persona or ideal customer profile in detail. You will be planning your entire strategy based on this information. Therefore it is impeccable that you do not go wrong here. You need to find who your audience is, do they need your product, what is their pain points, what is their preferences, if your product or service charges are affordable to them, and so on.
2. Analyze User Data
Don’t simply collect user data using forms. Use these data to do various research. You can also share this data confidentially between teams like marketing, sales, operations, customer support, etc. so that you can make each of these teams work efficiently using this single data.
Office24by7 is a high ROI CRM software provider that comprehensively pictures all your leads in a unified space. This software is not only beneficial for large enterprises or specific industries but for all sizes and types. The Office24by7 CRM software provider helps to capture leads with all important lead details efficiently. The software eliminates all chances for duplication making it a perfect choice for businesses that deal with a large volume of leads.
Using the CRM software you can assign or transfer leads between teams and departments making the process seamless. It also has an inbuilt feature for lead prioritization which helps to forecast and prioritize closures. Apart from the fact that it has a great mobile CRM avatar, it also has integrated cloud telephony which helps to gather all interactions into lead records without data loss. The CRM software enables access and hierarchical monitoring of agent communications and activities.
Take into consideration the users of your competitors. Understanding who your competitors are and what type of users their customers are is essential for breaking into the market. If your competitors are already providing a great feature that your users like, they will never settle for something cheaper without that particular feature.
3. Focus on Quality Over Quantity
When it comes to lead generation strategy, it is important to understand that quality is always preferred over quantity. You only need 1 good lead to make enough profit rather than have multiple leads who cannot offer anything more than a small deal.
4. Be Consistent
Your lead generation strategy must be consistent. Even though we discussed quality is always preferred over quantity, the only way to reach the desired quality is through multiple attempts. You should keep on continuing your efforts no matter what the outcome is. In a month of 30 days, it is better to have 10 okay posts than have only 1 good post in the entire term. This helps you to gain a market presence and an audience for your business.
5. Measure Your Results
Always take into consideration what the analytics have to say. Analytics provides insights into what you are doing right and wrong. This helps you to focus on those things that give you more good leads. Consider you did two social postings. The first one got a really good number of impressions but had no conversion. Meanwhile, the second post which had a comparatively lower number of impressions gave a higher conversion rate. In such a case the analytics will help you decide to make more posts like the one that gave a higher conversion rate.
6. Use a Tempting CTA
Click-to-action or CTA is an important factor when it comes to engagement. Some CTAs can be confusing and less exciting. This is why nowadays while designing a form or a webpage, people focus on creating simple, user-friendly, and captivating CTA buttons. Also, it is best to reduce the number of CTAs per page because the fewer the options easier it is for the audience to choose.
7. Iterate Your Approach
You should not stick to a template or style. You should evolve and try out different styles of approaches to captivate different audiences. There might be a smaller percentage of people who like to read topic A, but you might only realize that this smaller percentage may contribute to a higher profit margin. You need to cover all angles for a great lead generation strategy.
8. Email Marketing
Email marketing happens to be one of the oldest pieces of advice in the book, but its efficiency is almost unparalleled. It is also important to understand the benefits of email marketing. It gives your business a professional touch, it helps to share information based on its priority level, it helps maintain communication for the long run, etc.
Email marketing is important to convert potential clients at various stages. They might not be aware of your product or company, they might not be aware of such a point, or they might already have a less effective alternative in use. To nurture them you would need to maintain constant interaction. Drip marketing is a common concept used to do this. Here emails are used as drip to raise awareness and later convert it into a need for your product or service. One such trusted drip marketing software provider is Office24by7.
Office24by7 email marketing module helps businesses schedule or send individual and bulk emails to a curated list of clients. Using the Office24by7 email marketing software you can send personalized emails in bulk, automate your email workflows, measure your email campaign efficiency, and do this all through secure channels. It also provides an extensive analytics and reports dashboard for the module which helps you understand and rework your strategies.
9. Use Data Responsibility
User data is a very delicate one. Firstly ask for less data to be shared. Secondly, ensure them about your data security measures and standards. If you are involved in a process that collects this data, then you have the responsibility to securely store it. This is important for building trust with your users.
The 23 Best Practices for Lead Generation Strategy
#1 Align Sales and Marketing Activities
One of the most important reasons why some organizations fail to achieve growth in considerable amounts of time is because their sales and marketing teams and activities stay out of synch. This is the same situation with lead generation strategy and qualifying leads. The infamous marketing myopia and quarrel between these teams when it comes to sales-qualified leads is yet another example of having to synch these two teams. The sales teams must clarify what then required of the marketing team and the marketing team must take the initiative to clarify and develop marketing strategies and content that aligns with sales goals.
#2 Quality Content
Businesses should focus on creative content that provides value to its audience. When the content doesn’t match the requirements of the sales team or the preference of its potential audience, the entire effort is wasted. As a business, it is important to have all types of content, that is, informational promotional commercial, and transactional content should be made rather than focusing only on one of these types.
#3 Leverage Video Marketing
In today’s day of micro attention span, it is difficult to expect your target audience to patiently read or scroll through an ad or a blog. Instead, videos are a clear winner at capturing attention. A short video ad that can explain all the information in a very short time with captivating visuals produces more effect and retention than any other form of content.
As SEO practices grow along with changes in search engine metrics to rank them has developed a tendency to unnecessarily stuff keywords. This tendency is completely void when it comes to videos. Therefore videos are an absolute token of quality content. In recent years the market has shifted from staged ads to user-generated content (UGC) ads because of its audience appeal.
#4 Create Lead Magnets
Your lead generation strategy should include downloadable resources such as guides, reports, whitepapers, etc can also be considered as lead magnets. A lead magnet is something that can attract leads to where it stands. In that way, whenever a potential customer requires a particular resource such as a guide or a report, they are asked to fill in their details like name, email, or phone number to access the file. By doing so, the provider can gather details from a quality lead.
#5 Improve Lead Generation Landing Pages
Responsive Landing pages are web pages on which a potential seeker arrives for information. Creating an attractive landing page with a great UI/UX strategy would help in creating a good lead generation strategy. Landing pages should include a form, a detailed explanation of the information that the audience is expecting to understand, attractive CTAs, and preferably customer reviews and testimonials to vouch for the service or product.
#6 Communicate a Clear Value Proposition
Many businesses provide the same type of product or service but it is their unique selling proposition (USP) that makes them stand out. Identify your USP by looking at the existing products or services in the segment that you wish to offer. By considering the limitations of these products and the pain points that the consumers have you will be able to create a great value proposition that defines your brand. A good lead generation strategy revolves around your clear value proposition.
#7 Provide Social Proof
Include your customer logos, testimonials of the people that your business has associated with, or your Google My Business ratings or similarly authentic ratings like G2 for tech business so that your audience understands that you have a great work record.
#8 Build Trust
Showcase your company’s certifications like the ISO certification to build trust and value for your brand. Always promote white hat professional approaches and a systematic approach to resolving and processing any requirements. Always vouch for your customers provide extra customer support and provide your services even if they complain or forget to pay your charges. A good lead generation strategy does not simply focus on today but your future relationship with your customers that you intend to develop today.
#9 Deliver a Great Mobile Experience
Mobile devices offer great portability and access while on the go. This makes it a great device for businesses to focus their presence on. While creating an application or a website it is impeccable that you design it specifically for recognized sizes of devices not just desktops or laptops. Nowadays tabs, mobile phones, etc come in various shapes and sizes making the interactive development of websites and apps a must.
#10 Optimize Lead Generation Forms
Lead generation forms are the most important point in organic lead generation strategy. Crafting an appealing lead generation form not only is a visual approach but also in user experience. This is why UI/UX theories largely focus on providing a great customer experience (CX). The choice of the label must be minimal and critical. A long boring form would take a lot of time and thereby the lead may choose to skip the entire process. Creating a form that does not feel like a Q&A but a multiple choice would be a great option.
#11 Display a Thank You Message
Whenever you have a form, always display a thank you message. This shows how much you appreciate your audience. This also confirms that their submission has been successful. A good lead generation strategy always focuses on providing the best experience for its audiences. Never leave your audience hanging. You can also put a tracking template on these pages to take the count of unique leads from each of the pages or forms.
#12 SEO
Implementing SEO is very important as it helps you to be visible better when any potential customer searches for your business or service. You will need to employ proper header styles, keywords, relevant content, and more. The more authoritative your web pages your website will rank higher giving you more dominance in search results. Technical SEO metrics such as page load speed etc are another side to this which ensures the users get a great experience with your webpages.
#13 Try Remarketing
Suppose you visit the website of a sneaker company and then try to search for some other product. You may again come across ads from the same sneaker company wherever you go on the internet. The ad that you are so seeing is called a display ad. This idea of showing ads to those website visitors who did not convert is called remarketing or retargeting. This lead generation strategy is extremely great for convincing your website visitors to make a purchase.
#14 Run Paid Ads
Pay-per-click or lead-generation ads specialize in getting conversions. These paid ads focus on getting contact information from your potential clients. There are various types of lead generation ads to drive traffic. One such example is a landing page.
#15 A/B Testing
Whatever lead generation strategy you devise it is impossible you nail it the first time. Even if you do so you might never know if a different variant can produce much more effect on your audience. This is precisely why let it be landing pages, marketing emails, or display ads, you would need to do multiple variations and test them. The term A/B testing is used to signify a two-version testing method. Only when the tests are done you would understand the preference for one material over the other. The data collected in these can be used to understand the perspective of the ideal audience and help in tailoring other types of content to this liking.
#16 Connect With Prospects Using Social Media
Keeping an updated social media profile provides a public image to your customers showing that you care for community building. You can share informational, transactional, promotional, and commercial content thereby making your audience passively lured into your products. Since social media is a platform where people spend 60-70% of their internet time, it would be a great place for your business to hang out. You can also make paid ads so that more and more people with similar or related interests can see your business product or services.
By monitoring the impressions and engagements of your postings you will be able to understand the user’s perspective which can help in creating better products and better content.
It is of great importance that you offer open doors for your customer community to interact with your company through various communication channels. Apart from social media, SMS messaging, email marketing, voice broadcasting, and push notifications are some of the ways you can engage with your audience. Office24by7 is an omnichannel marketing software provider that helps you to interact and synch the communication with the lead data through a unified portal. Whether it be traditional marketing, telemarketing, digital marketing, or email and SMS marketing they have you covered.
Using the Office24by7omnichannel marketing software you can easily upload contacts in bulk, create or use templates for marketing campaigns, add opt-in messages, add custom voice clips or record one, use the text-to-speech feature, use automated replies, and much more.
#17 Offer Live Chat Functionality
Live chatbot is a great functionality that you are missing if you don’t have it listed in your lead generation strategy. FAQs played an important role as they helped the users get answers to the questions that a large majority of people asked. But the problem here is that not every question can be displayed on your landing page or webpage. Similarly, the answers are written to resolve one direct question only. If there is anything as a follow-up question that functionality is not available. But when it comes to chatting bot people can interact with the bot and conveniently and easily ask questions and get all their queries resolved.
A chatbot also helps in capturing lead data during the chat. The chatbot also helps the customer support agents from attending to trivial questions. The bot only needs to provide an option to connect with a live agent for those who might only critically require that.
#18 Contests and Giveaways
Contests or giveaways attract a lot of audiences and this can help you gather lead data easily. But before letting them go make sure they provide you with permission to use their data for marketing purposes. But is a cash prize a good way to generate leads? Absolutely no! By putting a cash prize as the reward, you will only generate a lot of junk leads. Instead, a good lead generation strategy to follow would be to put a year of free subscription to your software or a free premium subscription for 6 months or so. This helps you to gather quality leads and make them try your product or service for a considerably long time so that they will feel abandoned without it after the said term.
#19 Offer Free Tools or Trials
Offering free tools or trial packages is a great way to ensure your product reaches your ideal customers easily. If your product is priced at premium rates then it might be disheartening for users to give it a try. Instead with a trial period or free tool, users would be trying your product and getting a hold of the features and convenience your product brings to the table. This would also help you to rework any errors or faulty features without having a huge backlash.
#20 Host an Online Event
Hosting an online event based on the topic interests of your target audience is one of the major interactive platforms that you can use easily and cost-effectively. You can host an online workshop, webinar, or event and request your attendees to register or prebook their slots. This helps you to collect their information and use this data. Hosting an online event for the opening or revealing of your product or service can be an efficient way to do it also with huge participation and engagement levels. The pre-booking creates s sense of FOMO and anticipation among potential candidates which is great for publicity.
#21 Publish Case Studies
Like reviews, case studies are authentic documents that ensure customers believe the value proposition done by the company is true. Case studies are real-life scenarios where the product or service used by a client has changed their trajectory in a meaningful way. These demonstrate how a product or service can be of value to their business. Questions like what the existing challenges were, how the product resolved them, and what improvements have contributed all get explained. When it comes to B2B sales case studies are the most effective lead generation strategy.
#22 Create a Referral Program
Referral programs are programs offered by a business for its existing clients to refer their product or service to the client’s acquaintances in exchange for a reward. Some of these rewards include subscription offers, onboarding offers, and other perks. Referrals are a great way for quality lead generation.
And last but not least,
#23 Encourage Positive Reviews, Google Reviews
People often google the name of a company or product before buying them. This is done to understand how good the customer rating is. This is why having a good customer rating means good for business. Most people choose to check with their peers or consider reviews before engaging with a new product or business. Positive reviews can play an important role in your lead-generation efforts. Because many people look to their peers’ opinions before engaging with a brand.
It is not just enough to get reviews, you should also respond to them. This shows your potential audience how serious you are about customers. Even if there is any negative feedback you should neutralize it with soothing words that would give potential customers good remarks on your business.
🎉 You Can Also Read: Lead Generation: How You Can Generate Quality Leads?
Conclusion
Lead generation is just the start of a lifetime of customer relations. To effectively manage all your leads and their communications you need a CRM software provider who understands your growing requirements. Give a call to Office24by7 and let us advise you on how you can establish and maintain a great lead generation strategy for the rest of your life. Call us now at +91 70971 71717!
