Because prospective buyers won’t always end up at your website as they start their purchase journey, it’s important that you establish a presence where they may show up. A great way to deliver high-value content to the correct prospects is through content syndication – a content sharing strategy that can be used to promote your whitepapers, articles, news releases, etc. on other websites for greater reach and engagement. Through content syndication, your content appears on third-party sites and newsletters. And because most content syndicators deliver leads directly to your inbox, it’s a great way to keep leads coming in the door.

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With the new buyer it is important to note that your marketing efforts don’t end once a new lead comes into your system – what we call Top of the Funnel (TOFU) marketing.  Many companies do a good job at generating leads, but the problem is that most new leads are not ready to buy yet.  And if a sales rep does engage and the lead isn’t ready to talk with them, it reinforces the notion that marketing sourced leads are not great. As a result leads get lost, ignored, or snatched up by your competitors.

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Content is a great way to guide users to a landing page. Typically, you create content to provide visitors with useful, free information. You can include CTAs anywhere in your content — inline, bottom-of-post, in the hero, or even on the side panel. The more delighted a visitor is with your content, the more likely they are to click your call-to-action and move onto your landing page.
Odds are that about half of your visitors will never return to your site if you do not adequately capture some bit of information from them. A working email address is the best thing a marketer can ask for here, but visitors are not always willing to give this kind of personal information up. Call-to-action buttons like "Sign up here" have practically become synonymous with "We are going to spam you," which is why marketers need to find new ways to obtain this information.

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Web Fox Marketing is a website agency in Livonia, Michigan SEO as well as digital marketing experts. We serve our surrounding communities near Livonia, Novi, West Bloomfield, Farmington Hills, Ann Arbor and beyond. In addition to digital marketing services, we are knowledgeable in search engine marketing advantages, Google ads marketing (PPC), SEO services, social media marketing, and much more!

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We discuss the use of gym sign spinners in another blog post, but it’s a great way to generate leads. If there’s one thing that’s great about sign spinners, it’s that they get a LOT of eye traffic. Just think about the last time you saw a sign spinner. You probably remember EXACTLY where you were at when you said to the kids in the car, “Kids, look at him spinning that sign over by the stoplight.” You also probably remember the business he/she was promoting. Put your gym logo on the sign and get that spinner out there! Better yet, put your FitnessTexter texting code on your sign. That way, if people are stuck at a light, they can text your code for your free week pass and you’ll get an email lead notification. If you’re not a fan of using a sign spinner, sit down with your marketing team and try to think of creative ways to get the word out about your business. You could be the best gym in your entire city, but if no one knows about you, it doesn’t do anyone any good. Time to brainstorm!

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The aspects of your lead gen campaign should mirror everything else on your website, on your blog, and within the product that you will eventually try to sell. If not, you’ll have a difficult time getting your lead to the next lifecycle stage. Your campaign should be about more than just obtaining an email address — it should be about developing a new customer.
Attention scarcity is driving a shift from “rented attention” to “owned attention”. Historically, most marketing has been about renting attention other people have built. An example of this would be if you purchased an ad in a magazine or rented a tradeshow booth. But in the noisy, crowded market that today’s buyers live in, rented attention becomes less effective as attention becomes even scarcer. Of course, this is not an either-or proposition; you will ideally use a mix of rented vs. owned attention for your lead generation efforts to be affective.
With the new buyer it is important to note that your marketing efforts don’t end once a new lead comes into your system – what we call Top of the Funnel (TOFU) marketing.  Many companies do a good job at generating leads, but the problem is that most new leads are not ready to buy yet.  And if a sales rep does engage and the lead isn’t ready to talk with them, it reinforces the notion that marketing sourced leads are not great. As a result leads get lost, ignored, or snatched up by your competitors.

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You can capture leads by asking those that are interested to add their email addresses to your list or fill out a postcard. Even better, leave out a fishbowl into which visitors can drop their business cards. Hold a drawing at the end of the tradeshow to give free prizes that relate to your company, like gift certificates. Be sure to have plenty of business cards of your own handy to hand out as well.

Form-Scraping Tool: A form scraping tool that collects submissions on your website's existing forms helps you automatically consolidate all your leads into your contact database, regardless of which form visitors submitted on your website. HubSpot customers can create and embed forms using HubSpot, which automatically populate into your CMS. Non-HubSpot customers can use a form creation tool like Contact Form 7, JetPack, or Google Forms, and then use HubSpot's free collected forms feature to automatically capture form submissions and input them to a contact database.

Identifying consumers that would have an interest in what you offer is important. They have the potential to become customers for your business or service. As you find people that would find value in your product, or service is one thing, obtaining their contact information is the next. It helps to accomplish this when you offer something in exchange for it, something that would benefit them. It might involve coupons, free trials, job applications, online content, or blogs.
Coupon: Unlike the job application, you probably know very little about someone who has stumbled upon one of your online coupons. But if they find the coupon valuable enough, they may be willing to provide their name and email address in exchange for it. Although it's not a lot of information, it's enough for a business to know that someone has interest in their company.

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This approach costs less, but takes a great deal of time. It’s for the long term though and can lead to quite a few opportunities over time. It incorporates a number of marketing skills: involving the internet, email, social media, search engines, and SEO. Graphics and design elements are integral parts of it too. You place a trail of information and incentives for others to follow towards you and your company. They seek you because you offer something of value that they are already interested in. They are your target audience. What you have to offer would benefit them. What you channel, they have an interest in it. It’s valuable. You choose your platforms carefully and add elements that will link them back to you.

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5. Pop up forms – Having great content on your website is not enough if you don’t capture those interested leads. As a best practice, we always tell our clients that if someone is reading the content on your landing page for more than 10 seconds, then the user is interested in your type of business. That is when we hit them with a pop up on the page before they can continue.An example of a lead generation pop up form 

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Sales Development reps (SDRs), also often called Inside Sales or Lead Qualification reps, are focused on one thing: reviewing, contacting, and qualifying marketing-generated leads and delivering them to Sales Account Executives. Simply put, SDR teams pass the baton from Marketing to Sales. Why do it this way? Because you want to make sure every single lead Marketing passes to your Sales team is as qualified as possible. Your SDRs should take the time to help each and every lead, offer them value, make a positive impression, create future demand, and become a trusted advisor. This step is critical in the lead generation process because you don’t want to treat your leads as blank faces to be simply questioned, qualified, and harvested.


Remember, networking isn’t all about you. It is easier to listen carefully to others as they speak about their challenges in business. Chances are, you will find opportunities to offer solutions, whether it’s your own product or service, or a product or service from one of your contacts. Helping associates even when it means not closing a sale is not only friendly, it paves the way for referrals. As mentioned earlier, strive to be an advisor that is committed to helping customers find the right solution whenever possible.

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It's tough to figure out if your lead generation strategy is working if you aren't looking at industry data. That's why we partnered with Qualtrics to survey more than 900 marketers from all different industries in North America and Europe to create a demand generation report with data on website visitors, leads, opportunities, customers, and revenue.

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Create a website that can capture leads. Your website should be easy to navigate and have information about your company and its products or services. Capture customer information through a form that asks them questions about their needs. A price quote form is a good way to do this. You'll receive an email with the potential customer's contact information.
Clearly, there has been a huge change in the traditional buying process.  In fact, according to Forrester, buyers might be anywhere from two-thirds to 90% of the way through their buying journey before they even reach the vendor. The reason this is happening more and more is because buyers have so much access to information that they can delay talking to sales until they are experts themselves.

6. Exit Intent Pop ups – This is another type of pop up form but is usually triggered when someone hovers the back button. It is safe to assume that after a few seconds of checking out your website, these users are quite interested in your brand. So what should you do? When they hover the back button, offer them your lead magnet by using an exit intent pop up form. Make sure that the lead magnet is relevant to the web content they are currently in. This method is proven to be effective as according to a recent survey, using exit intent pop ups garnered 65% more leads for businesses.

Gone are the days that a marketer only relied on outbound techniques like trade shows, cold calling, and advertisements to get leads. Today’s buyer is in control. According to Forrester, buyers seek out three pieces of content about a vendor for every one piece sent by a marketer, and for every one piece sent by sales.  Because of buyer self-education, your job as a marketer is to be heard through the noise and come up with new ways for leads to find you. To be a marketer in today’s world, you need a solid grasp of inbound in order to truly amplify your lead generation impact.

In the old world of information scarcity, the concept of “lead generation” meant marketing found the names of potential buyers and passed them to sales. Buyers expected that they would have to talk to sales and sales expected to speak to uneducated early stage buyers that may not yet be qualified. This has all changed. Today, buyers can do their own research online and can find a variety of educational resources through search engines, social media, and other online channels. Through content resources, today’s buyer can learn a great deal about a product or service before ever having to even speak to a sales person.  So businesses must make sure that they build their digital presence.

Tried and true networking is another key to sales lead generation. It may not be surprising to discover that many people prefer in-person meetings at conferences because it gives them the opportunity to read body language and facial expressions. Overall, aim to be where your prospective clients are. Join organizations that your potential clients will most likely join, and also make an effort to attend the conferences they attend. This puts you in the right place to interact with a large pool of prospects.

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Referrals are a powerful source of quality leads. If someone used your product and saw great results from it, they would recommend it to their colleagues and friends. In most cases, they won’t spread the word to people with little to no interest in your product, as it will be a waste of their time. Instead, they will ask someone who they think will have the finances and the need for your product, which matches the description of a quality lead.


Once you know who you are targeting and have determined how best to reach them, you need to have a plan for collecting contact information. The first part of the process involves funneling all prospects to a standard form or landing page that encourages them to share their contact information, generally in return for a free gift, a coupon, a sample or some other value-added incentive.
Besides Facebook, putting your FitnessTexter code word on your website is very important. Just think of how many people are visiting your site and not contacting you about membership. Your website provides a constant lead generation medium, use it! With FitnessTexter, you can start converting website traffic into new leads. New leads become new members! It’s as simple as telling your web designer to add your codeword to home page. The bigger and bolder you make it, the more people who will see it, and the more leads you will generate. We always suggest to our clients that they include their texting promotion near the top of their website, somewhere near the logo. That way, every single person who visits the website will see their texting promotion. It’s common knowledge in web design that people are not willing to scroll that much; that said, keep your texting code towards the top for best results.
Before you can start generating gym leads, here are some questions you need to ask yourself. How do you generate leads for your gym? Are you doing flyer marketing, social media marketing, any marketing? Secondly; How do you get those leads to actually take advantage of their promotion? Are you following up on a consistent basis? Finally; How do you close those leads? We won’t talk about closing leads in this post, but check out our future posts on that. Generating leads is like prospecting for gold. You’ve got to work a few strategies, but when you hit the motherlode, you go big!

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This suggestion can take a bit longer, but it will pay results in the long rung. Before you print your next batch of business cards, add your texting slogan to the bottom of the business card. Then, here’s the important part, make sure to GIVE OUT YOUR CARD. There’s no point to having a business card if you aren’t giving it away. I’ll be the first to admit, I have thrown away lots of business cards after logo changes and title changes. I always ask myself why I have so many left over. It’s because I wasn’t handing them out enough.
Everyone knows that yard signs are great for politicians, but they’re also a great way to generate gym leads (or find a kidney!) Go to your local sign shop and have them create some yard signs for your gym. You can get them for about $20 a piece, and they’ll usually print them out in a few colors as well. Get your logo on their, as well as your address and phone number. Stoplights are a great place to search for gym membership leads. People are driving home from work and when they see your gym sign at the intersection, it might be just the motivation that they need to get in shape. Think about putting your text message code on your sign to give people a super fast way to sign up. With the elections coming up, you can easily get some signs for cheap once the elections finish. These lawn signs are a perfect way to start advertising your business. Simply spray paint them white and you’ll have a clever little gym marketing tool in your hands.
Promote your business on news sites. Use news sites to distribute press releases concerning your business. This begins with writing a press release in which you discuss something newsworthy about your company: a new product launch, a special event, a co-branding initiative, charity work, or a high-level change in management. Use terms and language optimized for search. Also be sure to include a press contact’s name, email address, and phone number in the release.
While inbound marketing is getting a lot of buzz, a well-rounded marketing mix should include both inbound and outbound marketing strategies. Inbound works for broad lead generation activities, but outbound is good to amplify your inbound efforts, and target specific opportunities. So what exactly is outbound marketing? It’s using outbound channels to introduce your message and content to your prospects, typically through rented attention, rather than making your content and messages availableon your own properties.

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If you are into any successful business, then you may be well acquainted with the terminal leads. It is nothing but the term used for the potential customers of your business. More specifically these are the people who have taken up the service or may have shown interest in any of your product. Thus leads are something which is very important for any business.
This point-based approach to recognizing and analyzing a company's hottest leads will save your business time and money when reaching your target market and capitalizing on sales opportunities. With your hottest leads identified, your business can communicate with these leads confidently knowing that they are already aware of and interested in your business.
Focus your teams efforts on nurturing better quality leads that will have a greater impact on your sales since these leads are already interested in your content and services, closer to converting to a customer than other leads with a lower score. Analyze the rise and fall of your lead’s score to better understand what stage in the process most leads begin to fall off and how can this be corrected, as well as when most leads are ready to be passed off to sales.

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The aspects of your lead gen campaign should mirror everything else on your website, on your blog, and within the product that you will eventually try to sell. If not, you’ll have a difficult time getting your lead to the next lifecycle stage. Your campaign should be about more than just obtaining an email address — it should be about developing a new customer.

In the old world of information scarcity, the concept of “lead generation” meant marketing found the names of potential buyers and passed them to sales. Buyers expected that they would have to talk to sales and sales expected to speak to uneducated early stage buyers that may not yet be qualified. This has all changed. Today, buyers can do their own research online and can find a variety of educational resources through search engines, social media, and other online channels. Through content resources, today’s buyer can learn a great deal about a product or service before ever having to even speak to a sales person.  So businesses must make sure that they build their digital presence.
A potential customer in your target audience who is interested in purchasing the product or service you offer is referred to as a “lead” in the digital marketing world. Now, to capture this lead – meaning you make them take the first step in your sales cycle – marketing agencies see value in employing different marketing tactics otherwise known as lead generation marketing.

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An investor lead is a type of a sales lead. An investor lead is the identity of a person or entity potentially interested in participating in an investment, and represents the first stage of an investment sales process. Investor leads are considered to have some disposable income that they can use to participate in appropriate investment opportunities in exchange for return on investment in the form of interest, dividend, profit sharing or asset appreciation. Investor lead lists are normally generated through investment surveys, investor newsletter subscriptions or through companies raising capital and selling the database of people who expressed an interest in their opportunity. Investor Lead lists are commonly used by small businesses looking to fund their venture or simply needing expansion capital that was not readily available by banks and traditional lending sources.

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Offer your own expertise. When you’re experienced in your own business sector, you might want to write articles of your own for trade publications. Authorship can put you in front of new audiences. The articles you write are also excellent self-promotion just like your press hits. Promote your authored articles as well in your emails, newsletters, social media, etc.

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Lead generation can be an easy way to increase your return on investment and greatly expand your client base. Approach it just like you would any other advertising endeavor: set aside a reasonable budget to test it and see if it works for your business. The key to being successful in lead generation is to brush up on your sales and marketing skills so that the leads you receive convert at a high sales rate. Do not try to approach this method of marketing without the ability to follow through and close the sale. 
Most successful salespeople already practice some version of solution selling. They know sales is about consulting around the prospect's problems, not closing the deal. It's about letting the prospect define the pace of the process and offering education and advice as a way to build confidence and trust. This makes it easy and safe for a client to buy. Here are a few ways you can make it scalable and efficient on your own.

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