Six Key Sections
I. Website Optimization - Look at your company website as a salesperson. Here’s how you can optimize your website and use it to convert visitors into leads.
- Optimize for on-page SEO
- Audit existing content
- Mobile responsive website
- Discover new keyword opportunities
- Uncover competitor’s keywords
- Create landing pages
- Insert clear and prominent call-to-action buttons
- Fix broken pages
- Exit-intent popup
- Delay popups
- Display relevant offers based on user interests
- Install popups where you lose users
- Install popups on pages with high exit rates and bounce rates
- Use live chat
- Build a chatbot
- Perform adaptive testing
- Showcase reviews and testimonials
- Ask for Google and Facebook reviews through automated emails
- Insert opt-in forms in prominent spots across your website
- Website push notifications
- Acquire more backlinks
II. Email Marketing - Email is the most personalized form of communication and needs to be used to generate leads, engage prospects and build long-term relationships. Here’s how you can use email marketing to generate leads.
- Send email newsletters
- Segment emails according to behavior
- Automate the process
- Offer value
- Personalize emails
- Link to a landing page
- Account-Based Marketing
- Use IP address mapping to find out which company has visited your website, then find your prospect and email them
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III. Content Marketing - When it comes to acquiring leads, nothing beats high quality and valuable content. From educating prospects to offering solutions and building trust - brands need to create compelling content for every stage of the buyer’s journey.
- Blog consistently
- Build pillar pages
- Create the right offer
- Publish an eBook
- Create infographics
- Create interactive infographics
- Launch a podcast
- Host a webinar
- Write white papers
- Use content upgrades in blog posts
- Offer free trials or demos
- Publish a case study
- Offer a referral program
- Use video marketing
- Create an online course
- Guest blogging
- Build a microsite
- Answer questions on Quora and Reddit
- Launch an app
- Create a SlideShare presentation
- Publish article using your LinkedIn profile
- Use interactive quizzes
- Comment on other relevant blogs
- Get interviewed on other podcasts and blogs
IV. Online Advertising - Running paid advertising campaigns lets you get your brand in front of the right prospects and drive traffic to your website. Here are the online advertising formats you can use to generate leads.
- Google AdWords
- Display
- YouTube
- Facebook
- LinkedIn
- Programmatic
- Explore other ad networks
- Advertise to your lateral audience
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V. Social Media - Organic social media traffic is a valuable traffic generator because it consists of people who take a genuine interest in your brand and are actively considering it. Here’s how you can effectively capture leads from organic social media traffic.
- Build your following
- Promote gated content
- Position yourself as a thought leader on Twitter
- Connect and engage with prospects on LinkedIn
- Engage with social media influencers
- Participate in relevant LinkedIn and Facebook groups
- Optimize your business pages to attract leads
- Use Facebook custom tabs
- Encourage user-generated content
- Run contests
- Optimize social media listening
- Leverage Twitter advanced search
- Use relevant hashtags
- Participate in Twitter chats
- Use LinkedIn Sales Navigator
- Offer advice on clarity.fm
VI. Others - We are so focussed on online marketing strategies that we forget that there still are a few offline lead generation tactics that are relevant and effective (when done smartly) until today.
- Cold calling
- Sponsor events
- Host seminars
- Attend networking events
- Hire a lead generation agency
- Print marketing material
- Connect with conference organizers and speak at their events
- Run an SMS/Whatsapp campaign
- Partner up
- Direct mail
- Hire an affiliate marketing agency to help you find new partners
- Appear in the press
- Use your name card
- Use voicemails
- Leverage your email signature
- Follow up with lost businesses
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