5 Lead Generation Tactics Anyone Can Do (and on a small budget)
Without leads, what do you have?
Wasted marketing, a loss in capital, and shelves fully stocked with your products.
While no one plans to skimp on lead generation, often times, the cost begins to outweigh it’s worth. That’s why it’s important to have various means of attracting potential clients.
Tested Techniques that Get the Attention of Leads
Lead generation doesn’t have to break the bank. There are plenty of platforms for getting the word out and converting potential customers into leads. It’s just a matter of integrating the right techniques.
1. Explore Traffic Sources
With the prevalence of social media in our culture, everyone now incorporates social channels into their marketing plan. Social media has a handful of distinct advantages over other channels, but the main benefit is that it is free.
Aside from diving into advertisements, you can successfully run campaigns without spending a dollar. The trick is to engage with your audience rather than pitch.
Engagement requires you to provide value in every interaction. If your business sells leather wallets, your audience isn’t looking to you for election advice. They want content about different types of wallets, places you get your leather, and related stories.
Another benefit is the social proof that comes with engaging your audience on social media. The larger your fan base on your business’s profile, the better the chances that others will join - building your credibility.
In one study, researchers found that 63% of customers are more likely to purchase if there are accompanying reviews.
While social proof is one of the most useful methods of lead generation, bad reviews can have devastating effects. Work to provide exceptional value for your audience in order to avoid any social attacks.
With social media, you have the opportunity to let your brand loyalty thrive. Satisfied customers may provide information or recommend your site and products to others. Social platforms give them an easy way to share and answer questions potential leads may be having.
Selecting the Right Channel
Depending on the goal, you can turn your focus to different platforms.
For instance, LinkedIn is better suited for promoting professional content while Facebook works great for sales, images, and interactive material.
Select the platforms that work best at engaging your specific audience. Don’t be afraid to try others, but don’t feel as though you need to use all of them. A poorly managed profile could hurt more than help.
2. Maximize Your Landing Pages
Creating great landing pages is a terrific way to increase your lead gen. With proper structuring they are highly effective - without a plan, they fall flat.
Your landing page needs to have strong copy that speaks to the potential customer’s needs, fears, and desires. Every concern they have should be answered to increase the chances of them buying.
Your Unique Value Proposition needs to be clear and concise in order to effectively engage the reader. The benefits of your product need to be written to illustrate how they solve your lead’s problem, building off the UVP.
However the customer lands on your page, the design should be constant. For example, if they’re coming from a Facebook advertisement, ensure the wording and color scheme matches your page. This lowers their guard and gives them confidence that they’re in the right place.
Provide social proof early. Do this with reviews and provide images of the reviewer for greater effect, or by using quantified facts (Join 20,000 others who’ve…).
Don’t give your customer the option of leaving. Of course, you’re not holding them hostage. You’re just removing any temptation by taking your navigation bar off of the page. It distracts them from the purpose of the landing page, and pulls visitors away from your message.
Also, don’t clutter the page with useless information, graphics, or side bars. The purpose of the landing page is to draw one reaction from the potential lead, and that’s to get them perform your desired action.
3. Develop Lead Magnets
Lead magnets entice your site visitor into providing identifying information by offering a useful free gift (ie. eBooks, guides, check lists). There are two key things to remember when creating your lead magnet:
- It has to be irresistible.
- It has to be specific.
Using a lead magnet like, “My Top 5 Posts of the Year” is greatly ineffective. Instead, try something similar to, “101 Ways to Improve Your Indoor Gardening”.
The latter is specific, offering information to a distinct group of individuals, and if you’re an indoor gardener, 101 ways to improve your hobby sounds pretty good.
4. Create Content Worth Reading
Inbound marketing is one of the best ways to produce qualified leads. The audience actively searches for answers to a problem that you provide solutions to. The hard part is providing enough value that they pick you over the competition.
One way to win them over is to have consistency in your publishing. Let readers count on you to provide material at specific times. It’ll build trust and a constant stream of traffic to your site.
As you continue to publish more, optimize the content. If you create a new lead magnet, go back through your previous material and link it to where it best fits. Every article should have a lead magnet.
If you have content receiving a large amount of visitors, or high engagement rates, strategize how you can turn that into a lead magnet. It’s already proven to be a favorite of your readers, give new readers something to opt-in for.
5. Answer Questions
Finally, another free and effective technique to use is a question/answer site. Places like Quora or Yahoo! Answers provide not only a path for generating leads, but an opportunity to gain insight into what your customers want.
Conduct a search for various topics in your niche. When you find something related to your product, answer the question with as much detail as possible. At the end, offer more information by visiting your site.
The important thing to remember is that your answer has to be sufficient to their question. Giving a ‘yes’ or ‘no,’ and then linking to your site, will lower your answers ranking because it helps no one.
If you’re finding trends or doubts you could address with your business, do it. No one will provide you with better information about what they want than your potential customers. Sometimes, you may even be able to solve a problem they didn’t know they had.
Finding Your Solution
Lead generation doesn’t have to be expensive or difficult to understand. Provide value to your potential customers, build trust, and let your marketing do the talking.
Inbound marketing is a cheap and effective way to generate leads. You attract the customers who are searching for the solution you provide.
Download Conquering the Inbound Marketing Mountain for free to start developing your plan for successful lead generation.