9 Lead Generation Tips and Strategies For 2021
Improving your lead generation strategy in 2021 can drive more interest to your business and ultimately boost your sales. If you need to make some changes to how you approach lead generation or your business is relatively new and you’re just getting started with generating leads, you need to know which approaches are best. There are plenty of tips and strategies that you can utilize this year if you want to start bringing in more leads and grow your sales. The right strategies can make it easier to capture more leads and feed them into your marketing or sales funnel.
1. Utilize Your Website
It’s essential to recognize your website as a vital part of your lead generation strategy. B2B businesses, in particular, can often neglect the importance of their website and the role that it can play. You can use your website in a variety of ways to generate leads and to keep a close eye on your customer’s journey. When you want to use your website to generate leads, use a service like WebX360 to help you with strategizing and planning. The design of your website contributes to your lead generation in a number of ways.
68% of B2B businesses use strategic landing pages to acquire leads. You should use landing pages to offer valuable content and information to visitors and use lead capture forms to get their details. Your landing pages can provide the pages to land on from your PPC ads or from your social media. Your website, content marketing, and outbound marketing all work together to ensure you can generate more leads.
2. Invest in Email Marketing
Email marketing is a useful channel to help you reach out to people when you want to boost your lead generation. It’s effective and affordable, and 59% of marketers say that it’s their best channel for generating revenue. When you have someone’s email address, they might already have become a lead, but email marketing can help you to ensure they are a viable lead. Again, you can tie in your email marketing to your content because you need to have good content to send to people or link to in your emails.
You might also use email marketing to run cold email campaigns, but it’s important to do this correctly. If you don’t get it right, your emails will simply be ignored. So you need to ensure you’re targeting the right people and that you’re sending them content that is relevant to their interests. Your subject line is one of the key elements to get people to open your email and pay attention.
3. Produce Quality Content
As mentioned already, quality content is essential for good lead generation. Your content strategy should play a significant role in your lead generation strategy. You need content that’s relevant and valuable to your audience. Whether you are emailing them, working on SEO, or creating a landing page to capture leads, you should be offering content that gets people to take an interest in what you have to offer. There are various types of content that you can create, depending on what your goals are and how you want to capture more leads.
If you want to improve SEO and offer valuable content on your website, keeping a blog updated is a great way to do it. If you want to provide freebies to give away on landing pages, you might have white pages or ebooks that can be downloaded, or perhaps free courses of emailed content to sign up for.
4. Get Involved on Social Media
If you’re not already making the most of social media, it’s time to get on board. Any businesses that aren’t using social media are missing out on the ways it can be used to build a community and engage your audience. And if your business is B2B, don’t make the mistake of thinking that social media is only for B2C brands. B2B businesses can also engage the right people on social media and generate leads. 66% of marketers generate leads by spending just six hours per week on social media, so it’s worth your time.
Social media can be useful for creating your own community and building groups of people you can develop into leads and eventually customers. You can find existing communities too, but it’s a good idea to consider how creating your own community groups can draw people in. If you do this, focus on the interests of your audience, rather than your own brand.
5. Leveraging Proposals
Proposals are an excellent tool for lead generation and lead qualification. A proposal shows prospective clients what you’re capable of and gives you the chance to personalize how you approach someone. You have the opportunity to show what you can do, and how you can use a prospective client’s time and budget wisely. Proposals help you to turn leads into customers by laying out what you will do for them so they have more than a general idea of your services.
Free proposals can be given to people who have already had contact with your company, but there is also the option of sending unsolicited proposals. This is a way to provide more information about what you can do for a potential client before they have really become a lead. It can be time-consuming, so it may be a little risky, but it can also help you to capture more leads. Using proposal templates can help to make it quicker and easier to use this technique.
6. Use PPC Ads
Pay-per-click (PPC) ads are a cost-effective way to promote your website. You can use paid search ads, as well as display ads using Google Ads or social media ad platforms, such as Facebook Ads. PPC ads can be a little tricky to figure out at first, but once you find a formula that works for you, you can scale it up and replicate the results that you get. PPC ads can be used to lead people to your landing pages and lead generation forms, as well as to other content, such as your blog posts.
Creating landing pages just for your PPC ads is a good idea. You can use them to A/B test your ads and see which pages get the best response and help you to build leads. You can also use landing pages to send people straight to your lead capture form or to the most relevant content for their needs.
7. Give Away Something for Free
A free resource can be an excellent way to boost the number of leads that your business gets. People love to be able to get something for free, particularly if it’s useful to them in some way. There are various free resources you can give away that serve different purposes or can be offered in different ways. You might offer a free download of a white paper with one of your lead generation forms. Another way to offer a freebie is to have a free trial or demo available for your product. This can get people interested in a service or product that you offer and allow them to try it out so that you can convert them into customers.
When you’re deciding what you can give away, consider what is going to be valuable for your audience. What sort of information and advice are they looking for? What would help to move them along in their buyer’s journey?
8. Don’t Discount Phone Calls
While digital marketing is an important part of lead generation, it’s important that you don’t forget about offline methods that can help to generate leads. Telephone marketing is still useful, so it’s important to consider whether it can be part of your lead generation strategy. Cold calling might not appeal to everyone but it can be a useful way of generating leads for your business. Phone calls are also excellent to help you qualify leads once you have someone’s contact information.
Rather than simply call people blindly, it helps to research your prospects before you call them. You will be able to have a more productive conversation if you can personalize your phone call and let them know why you’re calling and how you can help them.
9. Attend Events
Events offer another offline way to generate leads. However, it’s important to choose the right events to attend to get results. If you have a B2B business, events could be particularly effective for both generating and converting leads. Spend some time working out which events are best for your business, with your sales and marketing teams working together. Events don’t need to be offline to be useful for lead generation. Online events are very useful too, so don’t discount them when you’re planning which ones to attend. You will often get access to a contact database for events too, which can allow you to contact people before and after the event.
Use these lead generation strategies this year and beyond to bring in more leads and then turn those leads into more sales.