8 Lead Generation Techniques you Should be Using

Lead generation techniques revolve around 2 phases: inbound and outbound lead generation. The former involve the potential customer finding you, for instance, through an incentive like a free download on your site. The latter refers to efforts to reach out to your customers. Successful lead generation involves a smart mix of the two approaches. For these two lead generation phases to work, you need to understand the target market. In this article, we will begin by understanding whom we are selling to and then delve into the techniques used by lead generation companies such as OklahomaCityLeadGeneration.com that will best serve them.

Defining the customer persona

A customer persona, in simple terms, is who you think your ideal customer is. Defining your customer could be difficult, especially when starting out. You may define your customer, only to discover that you are attracting the type of clientele that you do not intend to.

When you are a small company, you are more likely to base your customer persona on assumptions. The first thing that you need to do is note down your assumptions. You can use a tool like Personapp. Describe your customer persona using the following criteria:

– Facts and Demographics

– Problem and needs

– Places, for instance where you can find him or her online or offline

– Behavior

– Goals and dreams

– Key influencers

The next thing to do is to validate or eliminate your assumptions.

Testing your assumptions

There are two ways to do this. You can use Google Analytics or social media. The former allows you to get insights about the people who visit your site. You can use the latter to evaluate how people describe themselves, what time they are mostly active on social media platforms, whom they listen to and the type of content that they want.

While defining a customer persona looks like a preserve of startups, even established brands and companies have to continually ensure that they are selling to the right people. The people’s needs keep changing. It pays off to stay abreast of what the market wants, any new customer segments you have not explored, and changing customer needs.

Lead generation techniques

When you have defined your customer persona, it is easier to know how best to reach them. Below are some of the lead generation tactics that you may want to explore:

1. Content marketing

This technique works best where you need to build relationships with your potential customers. You can create a broad range of content ranging from blogs, eBooks, videos, social media posts, to infographics. You need to know the type of content that your customer will easily access and relate to.

2. Webinars

Webinars are very useful for building a relationship with your customers. While some of the participants may not be your direct clients, they may refer you to other people who would need your services or products.

3. Third party websites or forums

After creating your content, you need to distribute it. You could do this via third party websites or discussion forums on LinkedIn.

4. Social media

The social media platform you choose to focus on should be the one that your potential customers use most. Better still, the type of content that you share here should be one that is in line with the platform’s goals. For instance, Instagram is mainly designed for sharing photos, while Instagram is designed for sharing videos. Another way you can use social media is by building authority. You can advise and discuss matters in your niche with your audience.

5. Email marketing

You can email your target customers. Tailor make your message to make it capturing. Raise curiosity even with the subject.

6. Participating in events

Your online efforts need to be supported by offline efforts. You can look out for events around your area and set up a booth. You can also participate in events through sponsorships. Sponsorships give you opportunities to work with influencers like civic or community leaders who can generate leads for your business.

7. SEO

SEO helps your website to rank higher. Successful SEO is a combination of factors: link building, keywords, content distribution, social media, participating in discussion forums, among others

8. Paid advertising

You can also run advertising campaigns on social media platforms like Facebook and LinkedIn or pay for Google AdWords.

All in All

As aforementioned, successful lead generation results from first understanding your target market, and then creating a combination of inbound and outbound lead generation techniques, some of which we have discussed above.

Things You Need to Know Before Buying Leads

Things You Need to Know Before Buying Leads

Buying leads can be a great way to grow your small business quickly, especially if you have just launched your business.  It gets customers in front of you quickly and you can cash in on someone else’s sales funnel.  Lead generation is like any other aspect of your business it needs to be done properly in order for you to turn leads into paying customers.  If you can’t turn these leads into paying customers you will be throwing money away that you can’t afford.  Here are some strategies to help you get the most from your leads.

#1 – Remember That a Lead is NOT a Customer

First of all you need to understand right up front that you aren’t buying customers you are buying the chance to GET a customer and not all leads will convert.  You still need to earn the trust of a potential customer and convince them you are the best person for the job.

That being said not all lead generation services are created equal and they will vary greatly in price and the quality of the leads that you purchase.  Look for a company that specializes in leads in your field.  Make a small purchase initially to test the waters, check and see if they will offer some sample leads to get you started.  But remember you aren’t’ guaranteed a job.

#2 – Follow-Up Immediately, then Follow Up Again

Call the lead as soon as you get it, every minute you wait decreases your chances of closing the deal.  If you work in any of the trades, plumbing, roofing, etc, homeowners are typically looking for someone to help them now.  They don’t need three quotes, they need someone who can do the job for them right now.

Other fields such as web design or SEO may have a longer sales cycle and it will require more than one phone call to make the sale.  Be prepared to follow up regularly until the deal is closed or dead.

#3 – In-Person Quotes Convert Higher

Closing over the phone is hard, even for people who have had sales training.  The buying cues are different and you don’t have the benefit of watching your customers’ body language.  Many business owners struggle with this and you’re not alone.  If it is at all possible then work with a lead generation company who can book appointments for you.  In person quotes make it far easier to land the job.  It demonstrates you are willing to come to them to help with their situation and give them a quote.

#4 – Focus On The Life-Time Value of the Customer

Don’t get caught up in worrying too much about the initial purchase, the majority of your customers should convert to repeat customers.  In this case you could end up paying $50 to generate $100 worth of business, but if that customer spends $5000 in the next couple of years then it was money well spent.  Here is a video explaining the lifetime value of a customer.

Buying leads can be a great way to kick start your business or generate new business during lulls.  Be prepared to do some testing to find the right lead generation company to work with.  Nurture your leads like your business depends on it, because it does.

Lead Generation for Small Business

Lead Generation for Small Business

Small business is the front line of entrepreneurship and you have to admire the entrepreneur who builds a successful business with limited resources to work with.  In order for any small business to thrive and grow they have to close sales.  Sales come from leads and led generation is part art and part science.  Lead generation is one of the biggest challenges that small business owners are tasked with.

Lead generation is simply the marketing process that earns you more interest and inquiries from potential customers.  There are several ways you can go about generating more buzz around your products and services.  Here are some tips you can follow to help facilitate your lead generation campaign.

Know your market. You probably assume that everyone you meet can be a potential client or customer.  They aren’t.  You need to define exactly who your customers are, are they business owners or home owners?  The more targeted you can be the easier it will be to generate leads.  You want to find your customers where they live and get your offers in front of them in a language they understand and relate to.

Optimize lead nurturing. Many small businesses struggle to convert their leads into actual paying customers and more often than not the fault lies not with the lead but with the sales team.  You need to nurture your leads in order to turn them into customers.  You need to make sure that there is enough follow up and communication that leads to the decision making point in the sales cycle.  Most sales are done after 5 or more follow up conversations, are you doing enough follow up to get your clients through your door?

Offer quality information. Lead generation is partly dependent on social media and other tools that draw in customers.  That being said your posts need to contain quality and informative content.  That isn’t all you need, you need to have interesting content on your website, landing pages that convert and social media posts that arouse interest.  This is the difference between someone briefly glancing at your brand and taking action to become a buyer.

Lastly, don’t disregard your existing customers or clients. The happier and more satisfied your customers are the better it is for you.  Happy customers tell their friends and colleagues how wonderful it was to work with you.  People who have been referred to you are four times more likely to make a purchase than those who find your business by themselves.  You existing pool of customers are a source of leads you should never overlook.