Online lead generation has become a vital sales strategy for businesses, especially in the B2B sector. With the rise of the digital age, businesses are opting for advanced and efficient methods to generate online sales leads.
This process of online generated is carried out by marketers before it is passed on over to sales. With new techniques and strategies being developed rapidly, it is hard to determine the best performing strategies.
There are numerous online lead generation strategies and tips available on the web to boost sales. The following are the best online lead generation strategies that have proved to be successful-
Emailing is an extremely efficient and flexible medium that provides access to any number of prospects who are otherwise inaccessible. Direct email can be used for various purposes such as to sell products, generate sales leads, follow-ups, keep in touch with customers, referral marketing etc. You are able to consistently present every benefit or your product or service. You can contact prospects who are everywhere at any time. Reaching the right set of prospects with the right message and the right offer is the key to a successful lead generation campaign.
2.Website Lead Generation
A good website needs to be able to generate leads and not just attract traffic. Many websites are not designed to generate leads. A good lead generation website needs to have a user-friendly description of your value proposition and provide information on the key problem or requirements that you can fulfill. Unless the visitor acquires this information upon visiting your page, they’ll go elsewhere. A lead generating website also needs to be easily accessible, provide valuable information, offers opportunities to sign up and provide contact information that easily accessible.
3.Automate Your Online Lead Generation
Online lead generation has given rise to various online lead generation tools and services. Using such lead generation tools and services saves a lot of time and resources and also help in acquiring qualified leads. Various web-based prospect and lead generation tools help mine qualified leads from various online sources. Such tools also provide you with lead management features where you will be able to edit, categorize and manage your leads in an organized manner.
4.SEO, SEM, and PPC
Gabriel Shaoolian, the CEO & Founder of Blue Fountain Media says that generating leads through SEO and PPC is the best lead generation strategy for IT companies or B2B companies for the lowest cost per acquisition. He feels that way as whenever people require IT companies or IT services, a large majority of people search via Google. To capture these people, you need to increase the effectiveness of SEM and PPC campaigns. For SEO purposes, you need to focus on offering something informational or beneficial to the audience. You can rank faster and start generating traffic and leads once you identify your target keywords and create content around it.
5.Online Lead Generation via Social Media
As per the report of Global Digital Statistics, Stats and Facts, social media is one of the most effective sources of lead generation. Social media is a very important channel not only in engaging or connecting with your targeted audiences, but it has evolved into a new digital marketing culture that has a strong influence on consumers’ buying behavior.
Landing pages which are created around the intention of online lead generation have a very specific purpose. Such pages are used to capture user data such as email addresses, names, phone numbers etc. Their only purpose is to collect such information so that it is available to you later to market your product or services to them. you can make your landing page copy and CTAs clear and direct by going through these 4 steps: 1. Set up the problem, 2. Talk about the solution, 3. Point out the WIFM (what’s in it for me), 4. Deliver the goods.
7.White Papers or E-Books
This is one of the most common and successful online lead generating techniques. This lead generation technique works on the simple principle of giving and take. White papers or E-Books can help in establishing credibility and generating leads. These downloadable can be offered on your website or be distributed through third party services. For the website visitor to obtain such downloadables, registering with an email id must be necessary in order to generate leads. Such downloadables also make a great PPC offering. A variation on the white paper is the e-book. Typically longer than a white paper, it serves a similar function. If you e-book goes into great depth on a subject, it can generate a great deal of buzz and establish your reputation and help boost your online lead generation campaign.
8.Online Lead generation via Blogs
Online lead generation is all about engaging your website visitor with content. Blogging is such a phenomenon that is all about sharing great content with your website visitors. Offering content that helps readers solve their business problems or provide some value will have them coming back and share your site with other people. Blogging isn’t as instant as some of the other suggestions but is very beneficial in the long run. You can have dedicated members from your team to write such valuable and insightful content that helps readers. This should be a good way to get a lot of posts written fairly quickly. Once you get the ball rolling, you can reduce to around 2-3 blogs per week.
Growth hacking is a revolutionary way to spread awareness of your business. Offering free trials, freemium versions and free credits are good ways to start online lead generation via growth hacking. You can make this valuable and addictive element of your website accessible to a larger audience by sharing and inviting new users which will expand your leads tremendously in a short span of time. Whether it be free credits for use of a particular plug-in or a queue jump of some kind, create a simple problem with a simple solution.People will spread the word about your value offering and gradually, more and more people will come to your site, which provides an opportunity for more leads.
10. Focus on quality over quantity
This sounds obvious but is often forgotten. It is always best to focus on quality rather than quantity so that your sales force doesn’t waste time on unqualified leads. Do your research to ensure that you target businesses that have a high chance of buying your product or service.
11. Monitor your competition
Have your competitors launched a new product, service or website? You need to know. Track what your key competitors are doing, and use the information to beat them.
12.Don’t be afraid to start new relationships with big purchasers or discount prospects
Aim high. Keep a look out for prospects that have experienced a change in circumstances, such as a restructure or a merger, and target them.
Make sure you have a list of organisations that you would like to work with.
And don’t be afraid to discount a prospect if you don’t think the relationship will go anywhere.