Attend industry events and meetups. Join local, national, and even international trade organizations. Look for nearby events hosted by your local chapter. You can also find potential leads by looking at clubs with interest areas relevant to your business. Look at Meetup.com, for example, to search for clubs and meetups by industry and in your geographic location.
Develop your leadership leads. Try to build on the leads you find through your thought leadership efforts, particularly if your initial interaction is online. Schedule a meeting or make a phone call. A phone call is a more personal form of communication, and it is not a generic or mass media message. Plus, it shows your potential lead that you and your company are real, and that she’d be doing business with a real person.
Become active on listservs and message boards. Listservs are applications that manage email discussion groups, and message boards are online discussion areas where people discuss specific subjects and troubleshoot. Find some lists and boards that are relevant to your business. Keep track of who is active there and learn more about them and their businesses. Ask questions, and if you know the answers to someone else’s question, answer it.
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Don't use CTAs to drive people to your homepage, for instance. Even if your CTA is about your brand or product (and perhaps not an offer like a download), you should still be sending them to a targeted landing page that's relevant to what they are looking for and includes an opt-in form. If you have the opportunity to use a CTA, send them to a page that will convert them into a lead.
Unsurprisingly, the more revenue a company has, the more leads they generate. The differences are most drastic at the highest and lowest end of the spectrum: 82% of companies with $250,000 or less in annual revenue report generating less than 100 leads per month, whereas only 8% of companies generating $1 billion in annual revenue report less than 100 leads per month.
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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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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Online surveys: Consumers are asked to complete a survey, including their demographic information and product and lifestyle interests. This information is used as a sales lead for advertisers, who purchase the consumer's information if provided. The consumer may 'opt-in' to receive correspondence from the advertiser and is therefore considered a qualified lead.
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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Cost per click advertising (e.g. AdWords, Yahoo! Search Marketing) overcomes this problem by charging advertisers only when the consumer clicks on the advertisement. However, due to increased competition, search keywords have become very expensive. A 2007 Doubleclick Performics Search trends report shows that there were nearly six times as many keywords with a cost per click (CPC) of more than $1 in January 2007 than the prior year. The cost per keyword increased by 33% and the cost per click rose by as much as 55%.
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Give potential web leads something to do. When someone does arrive at your page via your SEM efforts, they should have some clear options of what to do. Make it easy for them to leave their contact information or purchase your product or service through ecommerce. Your web content management system might already have an ecommerce plugin or application, such as WordPress’ MarketPress, or you can add ecommerce capabilities through a third-party provider, such as PayPal.