Are you looking for ways to generate more leads for your business? If so, you’re in luck. There are a number of lead generation strategies you can use, regardless of the size of your business or budget. In this post, we’ll share a quick fix list of lead generation strategies that you can implement today. Let’s get started!
In this article, we only mention “inbound” methods. If you aim to create a contact listing to qualify for a prospecting campaign, the subject has been mentioned several times:
Convert an intention: Leads generation strategies
1. Install a chatbot
Cost: using Intercom, which is highly recommended, you have to pay $ 79 per month. There are other alternatives in the market. However, Intercom is probably the most effective.
Installing a chatbot to support visitors by offering them a conversational interface is simply done. It is a very efficient, quick tool to develop and implement on its site.
In some cases, you can route requests to your Slack. This may interest small teams, who do not need a tailor-made solution. If no one is online, especially in the evening, Intercom automatically takes care of capturing the leads.
To go further, some tools offer to set up video conversations with the user, directly from the chatbot. Gumstack is very strong for this.
2. Sharing email lists
Very effective, sharing email lists is an old, quick solution.
Just offer a partner to send a promotional email to their email base to brag about an offer, a service. In return, the latter has access to your email database and can promote it himself.
The main difficulty is to find the right partner. It must meet a very specific need, downstream or upstream to the one to which you are responding.
4. Sharing webinars
Webinar sharing works a bit like sharing emailing databases. You prepare a webinar with a partner, and you both get involved (three, four, … it works too!) to share massively with your customers & leads.
This strategy is however more time-consuming. Creating webinars can take a long time, and you will need to find a topic & content that is relevant to your respective audiences.
5. Identify your anonymous visitors
Identifying the companies to which visitors to your website belong is quite simple. The data collected is then used to optimize its account-based marketing strategy.
Several tools exist to develop and optimize such a strategy. Some, like DropContact, are free!
6. Sponsorship campaigns
The principle of sponsorship is very simple. You offer your customers to recommend you. In exchange, it gains something!
Adapt your offer to your target :
- If you target bosses and founders, you can offer certain preferential offers on your products and/or services.
- If you target managers, personal gifts are more effective. If it is impossible to pay in cash, some gifts always please. VISA and Fnac, Mastercard gift cards (provided you pass the KYC …) or cases of champagne do the trick.
Be generous, especially if you are in the test phase. Make an offer that will necessarily lead to returns.
If you are considering a large-scale sponsorship strategy, some actors can accompany you. Tangocard automates the reward and incentive process. As such, provide several email reminders!
7. Optimize your landing pages
Watch out for CRO (Conversion Rate Optimization) gurus who will encourage you to over-optimize. Color of buttons, margins, etc. Many sites and articles sell exceptional returns following a minor change.
In reality, it is really better to focus on the message. It must provide an answer to a consumer’s need. It is used to prove that the offer, service, or product addresses a real problem. The only real CRO is segmentation. The more precise you are in the target & the message you send to it, the more you will convert. Color and font optimization should come (good) afterward, and respond to a more macro-concurrency and image topic.
Use A / B tests to measure your optimizations, but be careful: be aware of measurement errors (often much more important than you think) in terms of web-tracking.
8. Work on your forms
An optimized contact/registration form is necessary if your goal is to improve your conversions. Even convinced, a person must pass the course of filling the fields.
So if the UX or the UI is deplorable, the risks of the prospect going away are significant. Multi-stage forms have shown good results. Conversion rates can be improved by 300% in some cases.
Form analysis tools help to better understand the path of users. Leadformly analyzes how the prospect interacts with the fields of the form, so as to optimize them.
This analysis and design platform facilitates the testing and optimization of the fields of its forms. A tool is also used to create and integrate optimized forms, without code.
9. Optimize the signing of your emails
An optimized email signature allows you to integrate relevant, high converting links at the end of your emails.
For example, the British Red Cross incorporates a link to its donation page into the signing of its emails. The result is an increase in donations of around 20%, by email.
Optimizing the signing of your email with a link to your landing page can significantly improve the number of conversions!
10. Re-engagement campaigns
It is estimated that it takes almost 24 hours for a prospect to cool. It is therefore essential to relaunch the lead, in order to convert it via worked and optimized interactions.
It is useful to relaunch prospects, even if they have already used the tool. Grammarly, for example, has been doing re-engagement campaigns for people who have not used the software for a long time.
Generate lead directly “from scratch” (or almost): Lead generation techniques
11. Exploit the B2B salons
The concentration of professionals during trade fairs is important. It is impossible to meet everyone. However, automation marketing software keeps track of people who have passed.
You recover the list of people who stopped at your home, before filtering it according to criteria specific to your activity (geographic area, committed prospects, etc.). The data collected are then used for commercial recovery, in particular by email.
However, mailing should not be the only source of communication. All the supports available must be used. Email signatures, banners, insertion of blog articles, dissemination on social networks … All means are good for relaunching the prospect.
Reactivity is the key to success. It is estimated that a lead must be relaunched, a maximum of 7 days, after its transition to the B2B event
12. Create a free tool
Creating a free tool is a formidable lead generation lever. Many examples exist. Hubspot offers free registration to its CRM before encouraging the purchase of lead.
Others, such as Crazy Egg, offer a free tool to “immediately optimize its website”. An effective and impactful call to action. After registration, a heat card is obtained instantly.
Setting up a free tool is long and complicated. You have to think and develop your idea. Then you have to find the right way to grab the prospect’s attention. If 90% of the time remains on the CTA, he should not hesitate to give his email.
13. Exploit webinars
91% of B2B professionals believe that the web is the most effective method of education. Creating one requires a lot of investment, this being time-consuming.
Once created, the web should be watched. Acquiring a list of registrants is a real challenge. This requires a small distribution effort. LinkedIn remains the preferred playground. The platform is an efficient distribution method!
14. On-site adjustment: Dare the pop-ups
Pop-up windows are generated when an exit intention is detected. It occurs when the user is about to click on the page closing button.
These pop-ups generate leads. They help collect information on visitors who are not yet registered on the site or an email opt-in. Generally, in exchange for a reduced price, a free white paper, or a free, personalized session.
The pop-up message can be personalized. We can offer a free consultation session to a prospect who leaves the site from the “sales” page. This strategy improves the conversion rate.
15. Quizzes or calculators
Popular, the quiz must be built with care, in order to serve as a lead generator. To be effective, the UX must be fluid.
Avoid radio buttons and make sure the subject has something to do with your offer. Finally, the reward must justify the game and therefore the collection of the lead!
16. Case studies
Generating leads can be done from the content of its website. You can offer to download an article, a white paper, or a free guide by changing an email address.
Case studies are increasingly used. An effective technique that remains correlated with a content of very high added value.
17. Free consultations
Free consultations bring enormous value. We probably don’t do better, from the point of view of the personalized approach.
If it costs nothing, free consultations involve an investment in terms of time and work. This allows you to recover highly qualified leads.
18. Mini-formations by email sequences
Email sequence training aims to educate the prospect from a series of several messages. Unlike video sequences, this format is simpler and faster to develop. Each email corresponds to a very precise stage of the training.
To recover lead, a landing page registration can be set up. The form should be very simple but very precise, especially in terms of the number of emails you plan to send.
19. Lead Gen Forms on Facebook or Linkedin
A Gen Form, on LinkedIn, allows you to automate the filling of the fields of the lead generation forms. User data is used to save time.
Mobile users are particularly concerned. 80% of people who interact with a sponsored ad are on mobile. An impractical tool for filling in the fields.
The user has no effort to make. He only has to confirm his email address and press the “send” button. He gets his white paper, his guide in seconds.
How to optimize your lead capture rates?
20. Design a real mobile experience
Now essential, mobile optimization meets a real need. The young generation focused on the use of smartphones, sails, searches, and buys from the phone.
Did you know that :
- 80% of B2B buyers use their smartphones at work.
- 60% of them add that smartphone plays an essential role in their purchases.
- Marketing specialists B2B optimizing for mobile confirms a reduction in purchasing time and increased customer loyalty.
21. Take care of your newsletter
The newsletter is the basic tool for lead generation. It allows you to create a regular meeting with the community.
Be careful to be regular, at the risk of losing your audience. Likewise, the newsletter serves to bring a lot of value. The content must be informative and of quality.
You don’t have to produce everything. Some are content to do the cure. A slack account and a spreadsheet are enough to create a newsletter.
Reporting is important. You have to analyze the statistics and listen to the audience. Does one subject please more than another? Treat the most in-depth, through other newsletters on the theme before refining. It’s a great way to learn more about your audience.
Do not overproduce. Quality will always exceed quantity. Opt for a monthly or quarterly appointment if you do not have a lot of time to devote to your project.
22. Automate your nurturing email
Marketing email is the oldest marketing strategy. A marketing channel is always operated by companies, to generate leads.
Marketing automation allows B2B companies to achieve impressive results in terms of cost conversion and optimization.
The automation marketing tools connected to your CRM allow you to automate the sending of email sequences. Messages and sequences are personalized according to the profile and behavior of the leads.
However, don’t forget the newsletters and the traditional marketing email, which remain good levers.
23. Capture more from your blog articles
Blog articles allow you to drain qualified traffic on your site. However, catch rates are quite often close to zero.
In question, the non-existent and approximate allocation mechanisms. Bloggers aim to generate traffic through their content. They then hope that authority and lead follow.
However, it is simple and effective to have CTAs in its articles. We can offer a free resource or additional information!
Also, watch out for the funnel stage of the article. A registration CTA can be generated on a “Top 10”. We prefer a white paper, a checklist to download, or a sequence of tips by email on a typical article “How to choose your CRM software”.
It is important, there too, not to put aside the user experience on mobile. CTAs should be thought out for smartphones.
Generate qualified traffic and build its authority: Ideas for generating leads
25. Distribute your content
Optimizing its site for search engines is a powerful lead generation lever. But we must not forget to distribute its content.
Repetition is a key element in marketing. The content must be found on several sources and platforms. The rehearsal attracts the attention of your leads, who are used to reading you.
Think for example of:
- Facebook groups
- Slack & Discord groups
- Also think of directories, your mailing list, your partners, etc.
26. Don’t neglect Bing Ads
Google Ads is a leader in the advertising and lead generation market. But Bing Ads should not be put aside.
This tool allows you to get 10% (approximately) of what you generate via Google Ads at a rather low cost of campaign management.
27. Build a marketing affiliate channel
Like Bing Ads, affiliation can become a very powerful channel for generating long-term leads. To do this, you must target keywords that work well for you in SEA & SEO
It is therefore essential to identify the articles of other blogs, positioned on these same keywords. You can then contact the bloggers in question so that they add to you or position you otherwise.
In exchange, they generally request fixed remuneration. You can accept and offer them to join your affiliate program.
They will then generate their first income. Enough to invest more and generate more leads.
The advantage lies in the low acquisition costs. They will be much lower than those in other channels, so don’t hesitate to be generous.
Pay attention to the attribution model. The goal is not to have 40 affiliates who are struggling to appear on the “High + Brand” request. It is above all a question of valuing the traffic they bring you.
28. Don’t forget Facebook
Facebook is one of the most powerful lead generation platforms in the market. With 2.6 billion users per month, it is the third most visited site in the world.
Despite everything, the social network is not taken seriously, since we are talking about paid advertising. However, this position is not necessarily justified.
B2B marketing specialists who advertise via Facebook generate high-quality prospects. Management costs are lower than other tools, such as Ads.
29. Get invited to television
Television is an excellent lead generation lever. Intervention on a specialized channel can help generate many leads.
BFM Business regularly invites bosses, decision-makers, and entrepreneurs to exchange on subjects, generally well mastered.
These interventions can be “organic”, namely, by invitation. You can also pay to be invited as an expert on a set.
To receive offers, the simplest is to send a mass press release. Media business teams then contact you and add you to their mailing lists.
Solutions like public relations.pro are very effective in broadcasting a press release.
30. Post interviews with opinion leaders in your market
Interviewing experts in its market is a very good lever. These are followed and listened to. After the interview is finished and published, they will share it with their community, generally important and qualified.
31. Regularly publish blog articles
Many companies abandon their corporate blog, after a few articles. Writing takes time. Despite everything, blogging remains very effective in generating leads.
The regularity of publications has more than a number of articles published per week. Setting too ambitious goals (one article a day) is a good way to end up giving up.
For the traffic generated on your blog to turn into leads, you have to integrate CTAs in the right places in your articles.
32. Publish regularly on Linkedin
In terms of lead B2B generation, LinkedIn can be formidable. You have to publish at a certain frequency and offer real value to your community. Patience and regularity help to obtain rather interesting results.
33. Become a data creator
One of the most effective ways to generate links is to provide data, statistics and references from verified sources in its content.
Google more simply checks the reliability of what you say. The article is a source of trust and can be shared again.
By offering interactive and attractive content, especially visually, you will also bring value. It is simple to read infographics. The content is then shared.
34. Recycle your articles in Slideshare presentations
It is possible to generate lead via the free version of Slideshare. To do this, you must link a landing page to its presentation, directly in a description or on a profile.
35. Exploit Youtube
Video format is an excellent source for generating leads. 90% of marketing specialists believe that video is the best way to reuse B2B content
In addition, YouTube is the second web search engine. However, your videos do not need to be seen millions of times.
You can simply transform existing content into an informative video. The goal is to target qualified prospects, which carry out specific research.
36. Write guest articles
The writing of guest articles is used too little. It is a strategy for creating effective links.
This allows for being read and discovered on other platforms. It also helps optimize its SEO, thanks to the reception of quality links.
37. Share your content or evaluate your solution with B2B influences
Influencers are an important source of traffic and lead. Before you get started, you can create a list of bloggers, newsletters bloggers, and Linkedin influencers that are relevant to your market.
You contact them to offer them a collaboration, such as a guest article. You can then work around a common strategy, such as affiliation.
38. Recycle your blog articles into infographics
Performing an infographic takes time. The information must be gathered, processed, and worked on, before presenting it in a suitable format.
However, KING is important. Shared infographics improve traffic, provide backlinks and generate leads.
39. Exploit Twitter
Twitter keeps you up to date and shares information. A point on which B2B specialists like to press.
Brands can generate leads by offering quality content in the form of threads. They can also share third-party content by engaging with users.
40. Think of forums and other specialized networks
There are forums from which you can initiate discussion in order to generate leads. Among the best known, Quora or Reddit are cited.
You can also deal with more specialized forums, such as Growthhackingfrance or the Slack and Discord communities. They allow you to get in touch with an expert and qualified audience.
41. Why not the podcasts?
Have you ever thought about creating a podcast? This format does not come to mind when we talk about the generation of B2B leads. However, it is a terribly effective tool.
In the USA, the trend is very strong. Elsewhere, it is a little less but a growing figure. Positioning yourself on micro-niches can be very interesting, the audience affected being ultra-qualified.