Lead Generation 101

The bottom line is…

Lead generation grows businesses.

Lead GenerationIn the Tech Marketers office, we understand the value of generating quality leads. We’ve decided to share some valuable lead generation experience through a segment we’ve called Lead Generation 101.

Enjoy! New lead generation tips posted weekly.

Lead Generation Tip #001

Have you tried adding video to your landing page? When used effectively, it can increase conversion rates in a big way. Simply adding a video to your page however, won’t fix your poor conversion rate. It needs be relevant above all, and provide value to the visitor.

Marketing Experiments has a great article about using video to increase conversion rates.

Lead Generation Tip #002

Want more sales leads out of your current web page?

Focus on the three H’s of landing page optimization. Headlines, headlines, headlines.

A properly crafted headline will not only let your visitor know where they are and what is possible on your page, but it will persuade them to read your copy, and eventually fill out your lead form.

Lead Generation Tip #003

Increase the number of leads you collect by asking fewer pieces of information from your visitor. Look at your form fields strategically and ask yourself if there are there any fields in the capture process that can be combined with another, or removed completely.

Testing different form lengths and form fields can positively impact both your lead quality, and lead quantity without changing any ad copy or design elements of your web site.

Lead Generation Tip #004

Networking is your friend.

You can generate tons of quality leads by reaching out to people. Attending conferences or tradeshows will enable you to meet people in your industry, share ideas, and generate leads.

Don’t limit yourself just to networking events. Talking to your current, or past clients and asking for referrals is another great way to earn leads through your existing network.

Lead Generation Tip #005

Think about your sales process before you generate the lead.

Is it a complex sale that involves multiple steps until a close? Think B2B sales, intangible products, or saturated markets. Or is your sales process quick, effortless, and high volume? Think free offers, e-books or newsletter sign-ups.

The more you know about your sales funnels, the more effective your lead generation will be.

Lead Generation Tip # 006- Nurture the Lead

So you’ve collected a lead from your website. Congratulations! After you’ve finished congratulating your marketing team for a job well done, and before you pass the lead off to your eager sales team, there are a few things that can and should be done to maximize the lead revenue.

Not only should the nice person receive an e-mail shortly after they press submit, but they should also begin receiving mailers on a monthly or bi-monthly basis. Filling them in on the exciting happenings in your product line, or delivering helpful hints to use your product in a new way will keep them engaged in your business, and around for a long time.

Lead Generation Tip #007 – Time Is Not On Your Side

You have an average of 7 seconds to persuade your visitor that they have landed on the correct site to fill their current need or inquiry.

How can you help your visitor make the right decision?

Relevant Headlines – Allows your visitor to know what each content block will discuss

Skim-worthy Text – Bold key words, or adding lists makes your copy more appealing

Concise Call to Action – How do you expect to get the sale, if you don’t ask for it?

Lead Generation Tip # 008 – The Eyes Have It

The next time you take a look at your lead gen landing pages, think about the path your eyes take as you scan over the content.

Do they first notice a photo on the page? Are they directed immediately to your call to action?

If you want your web visits to count, it’s best to draw attention to key phrases or headlines on your page. Not only can these techniques direct the eye flow of each unique visitor, but can also result in them reading your sales copy and eventually purchasing from you. Thinking about your website as a way to encourage a desired reaction from your user (for example, fill out your Contact Us Form) can help your lead generation efforts tenfold.

Lead Generation Tip # 009- Be the Lead

Lead Generation Sales Funnel

Whenever possible, try to put yourself in your prospective customer’s shoes.

Is your lead form too intrusive? Is it easy to use? Visually appealing?

Awareness – Customer notices & clicks your ad

Interest- Customer likes your presentation or web page

Desire- Customer wants your product

Action- Customer buys your product

Building a customer centric sales funnel will help you generate higher quality leads, and close more of them.

Lead Generation Tip # 010 – Concise is king

Lead Generation strategies are important

If you want to generate more leads from your existing webpage there are millions of potential levers you can pull to increase lead flow. While a lead is a lead, it is always important to generate a quality lead.

Time and time again marketers are seeing huge gains by re-working their webpages to ensure their value proposition is concise. Want better leads? Make your landing pages more concise. Visitors don’t have time to figure out what you are offering.

Feel free to browse our other tips on lead generation in a segment we call “Lead Generation 101”.

Santa Rosa Advertising Firm

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15 Responses to Lead Generation 101

  1. Joshua says:

    Great stuff on lead generation. The funnel visual was good too. Helped to reinforce the idea of putting yourself in the “shoes” of your site’s visitors. I might 1 other tip: ask those who convert to also tell their friends/contact about you. Some will anyway, but more will if you ask. Also: Set an expectation and over deliver!

  2. rfpdatabase says:

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