So before we get started, we should understand the basics and why lead generation strategies matter.
Leads are people who show interest in the product or service that you offer. They do so by providing you with their information so that you can contact them and provide more information. This can come in the form of newsletters, webinars, calls, etc. Once they have become a lead, they enter your sales funnel.
Imagine the funnel like a cone. At the top, you have all of the people who initially requested information. And then the further you go down, the narrower your cone gets. And then right at the bottom of the cone, you have your conversions. These are the people that you have managed to win over and that are interested in your product and ready to buy
In order for the funnel to even be significant, you need to get leads into the top of the funnel. And this is where lead generation strategies come into play. You need to make sure that you are doing all of the right things to get people interested in starting and going through the funnel journey with you.
Here is our list of useful lead generation strategies to get those leads into your sales funnel.
Hack #1: Review Your Homepage
Any marketer will tell you that more often than not, their homepage receives more visits than their other platforms. A homepage can be so effective that it can increase your lead generation by 50% with a few changes. This is the type of change that has been reported by Tandberg after they changed the CTA on their homepage. This is one of the lead generation strategies that is key to getting those leads.
If you have been marketing your brand well, then your homepage should be getting an influx of traffic. This traffic can originate from multiple sources such as:
- Social media sites
- Referring sites
- Search engines
Ideally what you want to do is rework your homepage to effectively deliver the message that you want your leads to hear. Furthermore, you should have an effective CTA that moves your leads to join your funnel. Some of the ways that you can do this are by:
- Start your CTA with strong command verbs
- Use strong, emotive words that invoke enthusiasm
- Use the concept of FOMO and scarcity to make your leads sign up
Optimising your homepage is definitely a good way to get started on implementing your lead generation strategies.
Hack #2: Connect Your Webinars Directly to Your Content
One of the best lead generation strategies is the use of webinars. Webinars can be a low-cost, high lead generation tool for your business.
The beautiful thing about webinars is that they afford you the opportunity to have a more personal connection with your audience. The interactivity means that people can ask you questions that they otherwise wouldn’t be able to on a homepage for example. This level of interaction generally leads to a higher lead generation rate.
Another great reason to use webinars is because people want to learn from experts. Webinars are a fantastic way to establish yourself as an expert in the field. How you engage with your leads and the content that you deliver are key to making this one of the most successful lead generation strategies.
52% of marketers believe that webinars are one of the most effective lead generations strategies out there. Added to that, 30-40% of webinar attendees are converted into leads. This is just a further demonstration of how webinars can be added to your list of lead generation strategies. And with all of the benefits of using them, you should definitely add it to your arsenal of lead generation strategies.
Hack #3: Using Google As Your Login
Sometimes the most overlooked resources can prove to be the most effective and useful. Google can be quite a powerful tool to add to your lead generation strategies. How, you may ask?
Well one of the reasons why using Google is one of the most effective lead generation strategies is because you can personalise it. These days, branding is everything. And if you can have an inexpensive platform that allows you to provide a personalised and branded experience for your leads, go for it. It builds rapport and trust with your potential leads and that’s a great way to get them into the sales funnel.
Another benefit of using Google is that you have access to your leads information. Where previously you would need them to fill in long forms, now you just need their name and email address. This should be enough to bring up a range of information that you can use to understand your audience better. By doing this, you can target their pain points and find targeted ways of bringing them into your sales funnel. So make sure you add Google to your list of tools for your lead generation strategies.
Hack #4: Have Two Separate Teams For Lead Generation And Sales
One of the key lead generation strategies is to continuously test the different tools that you use for lead generation. To do this, it is best to have a team that is focused on your lead generation strategies and another that is focused on your sales.
By separating the teams, you know that you have more focus from both teams on their respective tasks. That way, you know that both efforts are getting the attention that they need. Furthermore, by having specialised teams, you know that they are constantly building their strengths. This way, their focus can lead to high lead generation and conversion because they understand the do’s and don’ts from their daily work.
A key part of your lead generation strategies should be A/B testing. That way, you can build evidence for what does and doesn’t work on your page and how to correct it. Testing will also help to refine your lead generation strategies to ensure that you are getting high numbers into the top of your funnel.
Hack #5: Using Strong, Bold Words To Capture Your Target Audience
One of the best lead generation strategies to get your audience hyped up is to use action words. Verbs are your friends.But using strong and bold words, you can move your leads to respond to your CTA.
In order to understand what types of words to use, you need to do some research. Find out what words are attracting high numbers of leads within your industry and find ways to incorporate them.
One of the most effective ways to do this is to create blogs. Blogs should definitely be added to your list of lead generation strategies. Content creation establishes you as a thought leader in the field. This is a sure way to increase your lead generation. After all, 73% of buying decisions are made from looking at the headline. And 8 out of 10 people have said that they click on articles that have catchy headlines So words matter and they can be a powerful tool for your lead generation strategies.
Here are a few examples that demonstrate how important words are:
- He is going to work VS. He drives to work
- She is running like a professional VS. She runs professionally
Hack #6: Give Them An Offer They Cannot Refuse
The magic word with marketing is “yes”. Ultimately, the result of your lead generation strategies should be leads saying yes and dying to opt in to your offer.
All you need to do is give them a high offer value and persuade them to the point that your offer is completely irresistible. By the time you are done explaining your product to them, the only word that they should say is yes. The key to doing this is understanding your client’s pain points and devising the perfect way to deal with them.
Whatever your solution is, it should be something that they feel like they absolutely need. It should be better than any competitor’s product. And you need to convince them that this is the problem that they have been looking for all along. Some positive positioning and an irresistible product should do the trick for you. This is key to finforming how you position your lead generation strategies.
Hack #7: Create Multiple Opportunities For Your Leads to Opt-In
Sometimes people need more than one chance to sign up for your exciting offer. So you should give them just that.
One of the keys to effective lead generation strategies is persistence. You need to show your leads that you are serious about giving them a solution to their pain points. One of the ways that you can achieve this is by giving your leads multiple opportunities to opt in as they scroll through your page.
You can do this by including information and CTA’s in the side bars. Alternatively you can have pop ups that have useful information but a clear message on what the lead needs to do to opt in. Again, words matter here. So use keywords like:
- Download the…
- Free access now
By using strong action words, you are showing the lead what they gain from signing up and how to do it. This is one of the most effective lead generation strategies.
Hack #8: Clarity is Key
There is nothing worse than having to dig for information. The same is true for your landing page and website. The last thing you want is for your leads to lose interest after they skip the first fold and move onto another page because they didn’t find what they were looking for. Clarity is one of the most effective lead generation strategies you can use.
You need to be clear about what it is that you are offering your leads and how it will address their pain points. There are various ways to do this. Here are some of our suggestions:
- Having short, concise and to the point writing about your product
- Placing the most vital information on the first fold of your webpage
- Having your CTA before the first fold of your webpage
- Using multimedia to make your message even clearer
These are just a few suggestions that you can add to your list of lead generation strategies. By making these seemingly small changes, you can increase your lead generation and continuously grow your business.