You’ve printed flyers, you’ve sent out mailers, you have
blasted your social-media followers, but you’re still not getting the lead flow
you need to grow your company into the next billion-dollar brand. Well, there
are hundreds of ways to generate leads, so don’t hang your head.
Here are ten of my favorite.
1.eBooks
These work great for B2B companies or a business that works
in a very technical space, as people love to read and gain expertise about
their industry. Make sure you don’t promote your services or products. People
don’t want to be sold, they want to be informed. So write it from a neutral
perspective and give actionable insights. Share the eBook socially and ask your
network to share it for you.
You’ll want to ensure that you have a landing page set up
that requires visitors to input their name, email and phone number for a chance
to download the eBook. Pages like this can be built easily with tools like
Unbounce.
2. Newsletter
Do you have a newsletter yet? If not, you’re missing out on
one of the simplest way to generate more leads. Make sure you put a newsletter
sign up in every possible place that makes sense on your website. With these
newsletter, not only do you have a captive audience (people have to opt-in to
your newsletter) but email pathways are a great way to avoid getting lost in
all the Internet noise. Again, don’t make it all about you. Instead, share with
your contacts your insights, recent wins you created for your customers and industry
news.
3. Blog
Having a blog is one of the best lead generating tools you
can use, as it not only allows a company (or person) complete control of what
is said but also an opportunity to have the undivided attention of the reader.
Make sure that your blog is optimized to generate leads by having a sign-up
section for your newsletter and by using the margins to promote your products
and services. And I feel like a broken record, but don’t make the blog all
about you! Give real value.
4.Twitter
Twitter is a dream for generating leads. Use it to reach out
to influencers in your industry and get into conversations with them. Their
followers, who are probably some of your potential customers, will see your
interactions and follow you or visit your site. You can also follow trending
subjects that pertain to your business and interject your thoughts into the
general discussion by using the # symbol. For instance, if you are in the
mobile world, you may use #iphone to find and eventually get leads.
5. Networking events
While a lot of action happens in the digital world, the real
world still provides a lot of advantages -- especially networking events. Even
events that didn’t directly pertain to my business have provided me with some
of the most valuable contacts and leads. You’ll meet more people, expand your
network and gain referrals. Plus, it’s a great way to build your brand. Make
sure to bring business cards and don’t be afraid to ask the people you meet for
their patronage.
6. Develop an
engaging video
Please don’t produce another terrible commercial and post it
on YouTube. The world doesn’t need any more of these. What people always want
more of is entertainment. So, spend some time on developing a great idea that
promotes your business and engages your customers. Once you’ve uploaded the
video, you can get the ball rolling on making it go viral by using services
like StumbleUpon to drive traffic to your video for pennies per viewer. Video
sites like YouTube allow you to put links directly into the video. Use these to
link back to specific landing pages on your website.
7. Infographic
Yes, infographics may have been overused a few years back,
but people still share them and still stop and read them whenever they can. They’re
quite cheap to produce as well. Simply come up with an original idea (again,
don’t make it about you), find a quality (but affordable) graphic designer,
then share it socially and ask your network to pass it along. You can also
submit your infographics to publications that cover your industry. Always put
your logo and website URL on the bottom of the infographic. This way readers
will be able to visit your site.
8. Webinars
Webinars are an inexpensive way to get your message to
thousands of potential customers. There are many services that allow you to
broadcast a webinar quickly and easily. And if you make it a recurring event,
you’ll continue to grow your following. So, come up with a great idea that
helps your customers and promote it using social media, your network and your
newsletter. At the end of the webinar, feel free to ask the attendees to
download an eBook, sign up for your newsletter, or visit your site. This will
bring the leads flowing in.
9. Media coverage
Do you know what journalists hate? Being hit up by dozens of
PR agencies hour after hour, day after day. Do you know what journalists hate a
little less? Having an owner of a company reach out to them and tell their
story in a real and authentic manner. In fact, your chances of being covered go
up significantly if you do the reach out yourself (as long as your pitch is on
point). A few tips regarding reaching out to journalists: Don’t mass email
them, do not open with “to whom it may concern” and don’t pester them (one follow
up email is sufficient). By getting your name out in the media, you begin to
develop a following, increase your personal brand and come off as an expert in
your domain – all that can help you get leads.
10. Strong branding
Customers love authentic companies. They like it when a
company has a strong and clear message and that message is consistent across
all of their marketing platforms. So, don’t try and be everything to everyone.
Customers want the experts and the company that is the best in their industry.
Focus on communicating that through your branding and your conversion rates
will go up, resulting in more leads.
Source: entrepreneur.com
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