The point of lead generation is to bring people into the sales funnel. You should be wary of people offering to get you tons of leads in a short amount of time because there is no easy strategy that will get you the desired results overnight. Getting traffic to your site and generating leads is a slow process, and must be accomplished by making small incremental changes.
In this article we will take a look at a few ways to generate leads for your business.
1. Guest posts
Guest posting, for the longest time, was a very effective way to get backlinks as well as some quality leads. The method was quite straightforward: Find a dependable website in your niche and offer them an article that is relevant to their target audience in exchange for a link.
However, it didn’t take long for SEOs to realize there was an influx of low quality content just to get backlinks. While it’s true that guest posts will get you backlinks, that shouldn’t be your primary goal because spammy guest blogging will get you nowhere. It’s much more important that you focus on the quality of your content and ensure there is real value in your post.
The author’s bio section is a great place to start building authority and establish yourself as a thought leader within your industry. It takes a lot of time and effort to get guest blogging right. But when it’s done correctly, leads will start pouring in.
2. Social Media
Social media is usually associated with brand building and not as a sales platform. However, nothing could be farther from the truth. 58% of marketers who have been using social media for three years or longer state that it has helped them boost sales.
Social media is a place where your audience is spending a lot of time, so you should be spending a lot of time there as well. This fact has changed the way marketers employ marketing techniques. You should plan your strategy based on which social media channel is being used by your audience the most frequently.
For example, 81% of Pinterest users are female. Therefore, if your business targets a young female audience, giving Pinterest a try is a great idea.
In addition, social media lead generation is cost effective and gives you results. Studies have shown that social media can reduce marketing costs for 45% of businesses. It has also been observed that nearly 24% of businesses that use social media for lead generation saw a rise in revenue.
3. Content Marketing
We have all heard many times that content is king, and that is very true. An exceptional blog is crucial when trying to use both the guest posting and social media marketing strategies. WebDam’s recently shared statistics show that blogging consistently has led to B2B marketers generating 67% more leads than marketers who don’t.
It’s a good idea to start by targeting long tail keywords. Use tools like Ahrefs or BuzzSumo to figure out which topics are trending in your industry. Offering long form e-books to your readers may also be a good idea.
Having valuable content will attract a lot of targeted users to your site. Also, content marketing can save your business a lot of money. A Demand Metric study shows that content marketing costs 62% less than outbound marketing while generating more than three times the number of leads.
Building buyer personas can help get you closer to understanding your audience. Having a clear picture of who your audience is, where they live, what they like to do and how much money they make goes a long way in the success of your business. Remember, lead generation is not sales, it is a long-term and continuous process that you will need to adapt to meet the full potential of your business.
Benjamin S Powell is the founder and CEO of DSA Global, a Thailand based digital marketing agency and Startup incubator. With a raft of successful startups and exits under his belt he consults to all levels of the tech industry throughout the Asia-Pac region.