Leading B2B sales association will not only use a standard
lead generation strategy. B2B
organizations today utilize different sales lead generation strategies,
including trade show, direct mail, inbound marketing, SEO, and email
marketing. Nowadays, the process is
about increasing visibility and creating progressing connections utilizing
different channels. Furthermore, the advertisers are driving this procedure, starting
and sustaining quality leads before these leads are transferred to the sales.
Sales Lead Generation Strategies Through
Inbound Marketing: Content Marketing
Based on the study, content is still the foundation of
attracting quality leads. So how can we strictly
use the content to draw leads? The
answer would be content marketing.
Content marketing is developing valuable, consistent, and relevant
content to attract a targeted audience.
Content marketing is not only limited to the blog site; it can also take
in the form of webinars, podcasts, videos, templates, guides, eBooks, kits, and
others. The first goal is to attract the
correct type of visitors to your page.
You have to keep them engaged on your website for a considerable amount
of time without the need for them to give their private information. Nurture the leads by keeping them engaged and
sharing the content to their social media account. Once your website attracts a considerable amount
of traffic, you may use specific B2B sales lead generation tools to get the
contact information of the person who visited your site, such as email address,
company name, company information, etc.
Lead Gen Through SEO
There is no doubt that a website plays a crucial
factor in attracting qualified leads. However,
before you may draw qualified leads, there are many things that you need to
do. The first is to optimize your
website to rank higher on search engine sites.
Once you start attracting visitors, you have to ensure that your website
will instantly grab their attention. You
can do this by introducing animated video explainers, intriguing content, and
others. Create a CTA that will allow them to share their information freely. You should be aware of where to place the CTA
and why they should click the CTA button.
If it sounds like trouble to you, you can also use the tools such as "Found.ly"
that can pull in the accurate email address of the visitor. Your SEO strategy
should be added to your Sales Lead Generation Strategy Through Inbound Marketing.
Create a Landing Page
The landing page aims to capture the information of
the visitor, such as the name of the user.
They must get something in return to share their names, such as an eBook
or a discount. You also have to give
them a confirmation and a small thank you when they provide their email address
and name. You can now nurture that lead
by sending them a personal thank you note on their emails. Be sure that your email will not sound
automated. You can use an online tool to identify the audience's online
behavior to personalize your message to them.
Top Sales Lead Magnets and Content Upgrades
You've made some well-written content that relates to
the product and services you are offering. You are getting a substantial amount
of traffic on your page, and the audience's engagement level is dramatically
increasing. Unfortunately, one of the most important parts of your digital
marketing is not doing that great; the email list. Here are some ways to boost your lead generation strategy through sales lead magnets and content
upgrades.
Choosing the Topic
The topic is the most crucial part of building your
lead list. When finding a topic, make sure that it will deliver information. It
should be the topic that most of your audiences want to know. No matter how well-written
your content is, it will still fall short of your expectation if it does not
offer a solution to their pain points. Also, use a conversational tone, be sure
that your audience will find it relatable and engaging.
Shorter Lead Magnets
Most of us think that a longer eBook and instructional
guide are the ideal lead magnets. Based on the study, lead magnets that will
take you three weeks to complete will have a similar effect to the lead magnets
that you finished for less than a week. If your content posted 5% opt-ins, you might need better sales
lead magnets. Shorter lead magnets
like infographics, checklists, and short videos posted a higher engagement and
completion rate.
Be Direct, Concise, and Specific
When you promote your content to increase your
subscribers, be sure that you will be specific. For instance, content with the
title "How to Achieve Financial Stability" has lower opt-ins than an eBook titled "How to Increase your $5 to $500 In Just
One Day." Make sure to deliver the benefits of your lead magnets in just a
few words. Avoid using jargon that may complicate things. The reader should
understand how valuable the resources are after reading the title.
Optimizing Opt-in Buttons
The words that are written on the opt-ins are called CTA or
Call-To-Action. Getting the CTA right
can increase the effectiveness of your sales lead magnets. You should use more than just the word "subscribe"
if you want to attract the attention of your audience. Be precise, use words
such as "Download the tutorial video" "Get Free Tickets."
Different Sales Lead Magnets
Be aware of the different types of lead magnets; you
should not focus on just one type. You can use video course, infographic, gear
list, checklist, eBook, coupon, tickets, samples, free membership, quiz,
trials, giveaways, and others. We recommend using lead magnets that your audience
can easily digest and offers high value.
·
Creating a Cheat
Sheet- If you have been blogging for quite some time now, you may have acquired
several pieces of content designed to help the online community. If you want to
create better sales lead magnets,
you may create cheat sheets that your audience can access in exchange for their
email address.
·
Transcription- If
you share podcast or video content, offer your audience a transcription of the
podcast as sales lead magnets.
This can also increase the number of opt-ins.
Building your list is an integral part of digital
marketing. Your lead magnets must be effective to gather more opt-ins. Follow our suggestions above
if you think that your current lead generation strategy is not helping you
build a solid marketing list.
Lead
Nurturing Strategy That Every
Business Should Know
According to the experts, only 25% of people on your
marketing list are ready to initiate a sale. 50% are valid leads but are not
interested in your offering at the moment. The remaining 25% are not qualified.
This means that you have a possible 75% of customers in your lead list that can
be converted. However, how do you encourage the 50% to be interested in your
offerings? Sales lead nurturing can
help you with that. Some research claimed that lead nurturing emails could
generate 8% CTR compared to the 3% of traditional email marketing.
How to Write Emails for Sales Lead Nurturing
When performing your lead generation strategy, there
is a great chance that the user will be directed to your landing page. Once they complete your
opt-in form, they can be directed to your sales funnel. However, they will
remain cold and dormant leads if you don't nurture them. How do you write an
effective sales lead nurturing
email to maximize conversion? Here are different emails that you can develop
for your lead conversion strategy.
Informative Emails
If you plan to send only one sales lead nurturing email, the informative
email would be the best for you. Educating your lead about your company's
solutions is a critical step in initiating a sale. Lead Tracking would be
valuable when educating your consumer about what they need to know. It will
show their behavior on your landing page, such as the page they frequently
visit, things they download, how they interacted with your page, etc. When
creating an informative email, remember not to focus on sales but your
product's solution.
Personalized Email
One of the most popular types of sales lead
nurturing emails would be personalized messages. Refrain from opting for an
automated type of email. When creating a personalized email, you have to learn
what matters most to the prospected buyer. If he needs a technical solution,
you may want to ask your technician to send him a message.
Engaging Email
If your lead is no longer clicking on your email that
often, you need a different approach to how you can entertain him. You have to
alter the content of your sales lead
nurturing emails to be suitable for the needs of your prospects. If the
engagement does not show any improvement, it might be the right time to weed
out this lead.
Self-Help Emails
Many people are always searching for information that
can help them improve as a person, with their job and their hobbies. Send the sales
lead nurturing email that offers
value, such as generating ROI, losing weight, improving relationships with
family, friends, or partners, securing your dream job, getting promoted, and
others. Give them the notion that visiting your landing page can give them the things that can improve their
motivation.
These are just some of the approaches to writing
emails for sales lead nurturing.
After employing this strategy, most of the companies have shown a significant
increase in their CTR.
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