How to generate leads for sales

Best step to generate leads for sales to be followed for business growth

Many successful small business owners are continuously looking to expand their customer base and grow their businesses. Business growth can be a difficult and long-term process, though. One of the foundational elements of growing a business is having access to a steady stream of sales leads. A lead is a person or business if you have a company that sells to other businesses (B2B) that has an interest in the products or services you are selling.
Here are some tips for creating a system that will help generate leads online with the right focus and effort — turn them into customers.

1. Identify Your Target Audience

The first step of lead generation is identifying your target audience. You can’t successfully reach and sell to your ideal customer if you don’t know exactly who that is, so it’s important to research your audience and come up with a clear picture of who they are, where they live, what they like to do, how much money they make, what their lifestyle and personality is like. Indentifying target audience is one of the most important steps of sales lead generation technique.

2. Pick Your Promotional Methods Wisely

In order to generate leads, you need a promotional plan that will get your products and services in front of members of your target audience. There are a number of ways you can promote your business, and again, you will want to use your marketing plan to identify the most effective methods for your business. Some marketing ideas include an informational website, a blog, social media, speaking engagements, industry events, current customer referrals, pay per click (PPC) advertising, and traditional advertising. The best way to generate leads online is to plan your promotional method wisely.

3. Create a Sales Funnel

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. At this point, it is vital to have a customer relationship management (CRM) database that will help you keep track of potential customers through the process. Customer Relationship Management is important for sales lead generation technique.

4. Use an Email Newsletter to Build Relationships

Now that you’re in contact with prospects, it’s time to cultivate those relationships so you can take them from the lead stage through a sale (and eventually a repeat sale!). One of the best ways to create consistent communication with your prospects is through an email newsletter.

5. Leverage Social Media to Connect and Engage

Social media provides a number of opportunities for small businesses to create conversations with prospective customers and generate new leads. You can create a Facebook page, Twitter profile, LinkedIn company page, Pinterest account or a YouTube page to attract and engage your audience, and then funnel them through your process to become leads. Also once you have leads in the system, you can use social media to talk to them and find out more about what they need and want. The more positive touch points a customer has with your business over time, the more likely he or she will be to trust your brand and eventually purchase from you. Lead generation should be thought of as a long-term and continuous process. If you get an efficient system in place using the sales lead tips above, you can streamline the lead generation process and increase your opportunities for business growth.

6. SEO

Improve the search engine optimisation (SEO) of your website so you appear on the first page of Google for keywords that describe your product or service. This will help drive traffic to your website and increase your inbound sales leads. Try these SEO tools for starters:

  • Screaming Frog
  • Ahrefs
  • Google search console
  • SEO book
  • Hit Tail
  • Serpstat

7. Landing Pages

A landing page is a web page which a visitor lands on for a distinct purpose. While a landing page can be used for various reasons, one of its most frequent uses is to capture leads through use of forms, offers, trials etc. Just a tip: It is better for you to house your landing pages from outbound campaigns on your own server so the traffic goes to your website and not the facilitator’s. If you do use a third party for landing pages be mindful that your campaigns help increase their SEO ranking but will not benefit your own. This is something to consider when setting up landing pages. To generate sales lead without cold calling, landing pages is important.

8. Targeted campaigns in social media

Social Medias are great channels to create a relationship with potential customers. In businesses where the sales process is complex, it’s ideal to invest on acquisition and engagement actions. You can do this through traffic campaigns to relatable content, or engagement campaigns to generate a discussion around your product or service.

9. Sponsor or attend to events, fairs and conferences

Attending or sponsoring corporate/business events and conferences is great for a company’s market presence and positioning. More than that, networking can be a great opportunity to grab contacts that might have a pain your solution can solve. That’s because corporate event attendees are more prone to discover new methods, techniques and products that’ll improve their processes and increase their numbers. Knowing that, discover if there are good events around you. If not, create your own meet up or event! Start small, with just a few dozens of attendees: it’s great to build up your brand and acquire valuable leads (and partners)! To generate sales lead without cold calling, one must do sponsor or attend to events.

10. Co-marketing campaigns and partnerships

Having partnerships with companies from the same market as you is common in the business world. It’s a strategy where two or more companies co-produce a specific material, content or event targeted to an audience that can take benefit from solutions that are being offered. For instance, two companies from the B2B technology market can create a partnership to produce a complete webinar talking about the best practices to optimize content marketing workflows. Each company spread the word in their social media, reaching different audiences, prospects and valid opportunities to the other company. Co-marketing campaign and partnership is necessary for sales lead generation techniques to have a business growth.

11. Create feature-based and technical content

Having a content base focused on your solution is always an alternative to grab leads that have the technical knowledge to properly get the benefits from your product/service. I’m not talking about “what is it” content, but the ones focused on your features, implementation and technical stuff. In case you’re offering a disruptive solution, talk about the benefits and direct positive implications of implementing it. Paid ad campaigns are great to publicize this kind of content, thus generating valuable opportunities. Creating feature-based and technical content is basically the best idea to generate leads online.

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