What is one of a marketer’s most important objective? It is to generate leads that are both high in quality and quantity. Leads keep the sales funnel going. Unfortunately, getting high-quality leads can be easier said than done.
There are a lot of moving parts in a lead generation campaign, and there’s no magic bullet. What works in one industry may fail on another. The strategies you’ll see here are just guidelines. You don’t have to follow each one. Instead, try and see what works best for your target audience and platform. And then test it, tweak it or stick to it.
1. Create Scarcity
This lead generation tip is basic supply and demand economics. When supply is limited, demand goes up. The element of scarcity has a psychological effect on us — the buyers. It makes us want something even more. Below are some ways on how to do this:
Limited time offers:
Limited time offers are popular. You can see this everywhere from online stores to car dealerships and hotel deals. “Get 50% off your first night if you book within 24 hours! Grab this offer before it’s gone!”
Limited quantity offers:
A product that’s available in limited quantities becomes more unique or exclusive. Studies show that limited quantity offers generate more leads than limited time offers. Why? Because there’s no definite end. Nobody knows when the product becomes unavailable and as a result, people say “yes” without procrastinating.
2. Use the Bandwagon Effect
Even without realising it, humans love to copy each other. It’s only natural. We like to be a part of communities, groups, tribes, etc. We always tend to follow suit. Take advantage of this bandwagon effect by mentioning the number of people who have donated, signed up, purchased, or downloaded your offer.
Image courtesy of OptinMonster
3. Use Google Adwords
If you have enough marketing budget, get paid traffic towards your website through Google Adwords. It guarantees visibility and placement. The real question here, however, is what you will do with that paid traffic. Whatever your plan is, make sure you have a high converting landing page and sales script on hand.
4. Avoid Over-Used Words
You can still achieve a professional image in your offers without using these over-used marketing jargons:
- Cutting edge
- Mission critical
- Best of breed
- Groundbreaking
- Scalable
- Easy to use
- Flexible
- Next generation
These words are common in the tech industry but business owners and marketers in other fields are guilty of overusing these jargons as well.
5. Not All Offers Are Created Equal
You can generate leads for your business using various platforms. And your chance of getting high-quality leads is better if you use high-value offer formats like eBooks, guides, templates, presentations, and reports.
Below are examples of the types of offers commonly used by marketers, arranged in their ability to generate the most amount of leads:
- Ebooks or Guides
- Templates
- Research and Reports
- Whitepapers
- Kits
- Live Webinars
- Videos
- Blog Posts CTAs
- Demo Requests
If you’re just starting out, we recommend researching your industry and try some formats to see which ones works best for your audience.
6. Less is More
A cluttered landing page is distracting to a visitor. So, keep your landing pages clear and simple. Be brief and get to the point. You’ll have more chance to give more information in your offer page later.
Have a clear headline and a brief explanation of your offer. Then, highlight the benefits of what you are offering in bullet points. That’s it!
7. Use Multiple Landing Pages
Do you know that businesses who use 10 to 15 lead pages in their marketing efforts receive 55% more leads? Create more opportunities to generate leads for your business by offering more content and offers to your prospective customers.
8. Optimise Your Website
Google Search is a gold mine — if you do it right. The higher you rank in Google, the more traffic you get. And the more traffic you get, the more leads your landing pages or website can generate. The best part is, it’s free.
So, how do you rank well in Google? Content. Constantly publish high-quality contents like blogs and make sure they include the keywords you’re ranking for. Google loves fast and mobile-friendly websites too. And lastly, get credible backlinks from websites — guest posting is a very common technique to do this.
9. Create Amazing Titles
No matter how great your offer is, if you have a bad title, nobody will click, download or buy it. People judge products by its cover. So make sure the title — the first thing a customer sees — is so irresistible that they have no choice but to click that continue reading, buy or subscribe button.
As you can see from above, changing the title of an offer can make a significant impact on your lead generation campaign.
10. Generate Leads through Social Media
Social media is a great place to generate leads. Unlike landing pages and email, social media is more casual. And most of the time, the focus here is all about quality and engaging content. Social media allows for specific targeting, so knowing your target audience very well is a great advantage.
11. Email Marketing is Not Dead
Email marketing is still one of the most effective lead generation tools out there, and most of the time, it’s free. Because of its low-no cost and direct to market approach, email marketing has a great ROI when you produce quality content. It’s also a great way to promote brand awareness and build trust by regularly sharing valuable content to your audience.
We have been helping small and medium businesses develop their online presence and generate more leads after speaking at Accountech.live at the Melbourne Convention Centre. If your business needs help with your lead generation campaign, let’s chat.