Generating leads is essential for any business, but it can be especially challenging for a small business.
No matter what business you’re in, generating qualified leads interested in your products and services is essential for growth.
But when it comes to small businesses, it can be especially challenging to drive conversions.
That’s why it’s important to have a variety of lead generation strategies at your disposal.
Follow along as we discuss 12 lead generation strategies we’ve learned as B2B marketers.
12 lead generation techniques
- Create content offers that align with your prospects’ pain points
- Host webinars
- Deliver thought leadership content
- Ensure your online presence is mobile optimised
- Make the most of video marketing
- Start connecting and engaging on LinkedIn
- Drive word of mouth with your current customers
- Schedule events that your audience wants to attend
- Collaborate with influencers in your space
- Consider co-marketing with strong partners
- Add product comparisons to your content strategy
- Lead with customer feedback
1. Create content offers that align with your prospects’ pain points
One of the best lead generation strategies is to create content offers that align with your prospects’ pain points. When you can provide potential customers with valuable information that solves a problem they’re experiencing, you’ll be in a much better position to convert them into leads.
2. Host webinars
Another great way to generate leads is by hosting webinars. This strategy allows you to reach a large audience at once, and it also provides an opportunity to collect valuable contact information from attendees. Make sure to make your webinars as informative as possible, so that potential customers will see the value in signing up.
3. Deliver thought leadership content
Thought leadership content involves publishing white papers, case studies and blog posts that showcase your company’s expertise. This strategy is a great way to build brand awareness and industry authority, so potential customers will see you as a go-to source for advice. Lead generation with thought leadership content allows you to establish yourself as a leader in the market.
4. Ensure your online presence is mobile optimised
A mobile-friendly online presence is another important lead generation strategy. Today’s consumers are increasingly using their tablets and smartphones to access the internet, so it’s essential that your website is optimized for these devices. If potential customers can’t easily navigate your website on their mobile devices, they’ll be less likely to become leads.
5. Make the most of video marketing
One of the best lead generation strategies is video marketing. This content marketing strategy allows you to demonstrate your expertise in an engaging manner, which can benefit your brand on multiple levels. People are more likely to buy from experts they know and like, so if you can establish yourself as a trusted authority figure in your industry, you’ll see your lead list grow over time. Make sure to use a strong call to action to turn the video viewer into a lead.
6. Start connecting and engaging on LinkedIn
LinkedIn is a powerful social media platform that can be used to connect with potential leads. By joining relevant LinkedIn groups and starting discussions, you and your sales team can create opportunities to connect with prospects who are interested in your services. You can also reach out to potential customers directly by sending them invitations to connect.
7. Drive word of mouth with your current customers
Happy customers are one of the best sources of leads for any business. If you can provide great service and deliver value, your current customers will be more than happy to recommend you to their friends and colleagues. Make sure you stay in touch with your customers and thank them for their referrals.
8. Schedule events that your audience wants to attend
Hosting events is a great way to generate leads. When you host an event, you have the opportunity to connect with potential customers in person and show them what you’re all about. Make sure to choose an event that your target audience will be interested in and promote it heavily on social media and through other channels.
9. Collaborate with influencers in your space
Another powerful strategy for lead generation is to collaborate with influencers. Influencers are people who have a large following and great credibility in your industry, so by partnering with influencers on content offers and events, you can reach a new audience and attract more leads. There’s no better way to establish yourself as an expert than by associating yourself with one.
10. Consider co-marketing with strong partners
Co-marketing can be part of your marketing campaigns to attract quality leads. By partnering with a company that has a similar target audience, you can reach more potential customers and generate more sales qualified leads. Make sure the partnership is a good fit for your business and be prepared to invest time and resources into making the collaboration successful.
11. Add product comparisons to your content strategy
To get more leads, one of the best strategies is through product comparisons.
As an example, IT Training providers are using Training Matcher to promote their IT courses. Training matcher compares all the IT courses available in the market and helps users to find the training needed at the best price. It can be helpful to find similar websites in your industry to gain visibility and reach a brand-new audience.
Build landing pages where you compare your products and services to others in the market, you will demonstrate their value more effectively than with plain descriptions or bullet points. You can create compelling content that attracts your target audience by using comparison charts, infographics or other formats.
12. Lead with customer feedback
Customer testimonials are one of the most powerful strategies for generating leads. Feedback provides social proof that builds trust between prospects and businesses, which makes them more likely to convert into customers. The best way to get customer testimonials is by asking for them right after a sale has been made or when they’ve provided feedback on their service
To sum it up, generating high-quality leads for small businesses can be a challenge but using the right lead generation strategies and sales funnel can help you drive conversions. Doing all of the methods mentioned above will help you to be on your way to generating more leads than you know what to do with.
All of these lead generation strategies can help businesses reach more prospects and fill-out your sales pipeline. By using a combination of these strategies, you can create a comprehensive lead generation plan that will attract leads and convert them into customers.
Article written by Training Matcher