27 Ways to Generate More Leads
Leads. Leads. Leads.
Every marketer knows that lead generation is a crucial step they have to undertake to bring in more customers for their business.
You want to form a mode of communication with every visitor to your website so that you can nurture the connection until they become your customer. This is called lead generation.
However, that is not an easy process. Maybe you know that already - that’s why you are here right?
When it comes to online marketing, competition is tough. You can see a lot of businesses clamoring for customers.
If you do not do everything to convert a visitor into a lead, your competitor probably will, and you will lose a potential customer to them.
So what can you do to make sure that doesn't happen?
Well, we're going to talk about 27 strategies you can use to generate leads that is viable in the year 2018 (And a few years to come hopefully).
1 - Blog regularly
Say that you want to gain the email address of a visitor in order to create a lead.
People are not going to just hand you their email out of nicety - sorry to pop your bubble.
You have to offer something first.
You can offer value by providing some useful and informative content. A blog serves that purpose well.
And it is important that you create posts regularly so that your subscribers can expect content every once in a while.
Regularly providing valuable content can earn the trust of subscribers and it will be easier to convert them into customers.
Moreover, a blog can be good SEO for your website and can bring in a lot of organic traffic. More traffic equals more leads.
I hope this strategy is clear to you now.
2 - Provide option to share newsletter on social media
Not everybody would want to share your newsletter, but some would so make sure they have that option.
Social Media can bring some good traffic to your content, as people are generally interested in what their friends have been reading.
Look at it this way: if someone shares your content then they are doing the marketing on your behalf!
It would be mad not to make use of it.
3 - Include video promo
Text is the traditional form of content on the web.
However, in present times (where everybody has high-speed internet) videos are becoming popular as well.
Some people prefer a quick introduction video instead of a page long text. So make sure you include a promo video.
Keep the text as well; some people may not view the video or it may not be enough for them.
4 - Include content upgrades
A Content Upgrade is some additional content you provide to the reader that is related to the blog post they have just read.
Generally, you should get the email address of the reader in exchange for the content upgrade so that a lead is created.
Give something to get something back.
If a visitor is interested in your post then they will surely be interested in the content upgrade as they are very much related. The Content Upgrade serves as a Lead Magnet here. I will talk about what lead magnet is later.
5 - Set up an affiliate program
Affiliate Marketing is still popular on the internet.
It is where you let other internet marketers bring in customers for you. And the great thing is you only pay a percentage from the resulting sales, so there is no prior expense.
Every time a new customer is made, you get paid, your affiliate gets paid, so it is a win-win situation.
This is why it is still a popular form of marketing on the web.
And that is why you too should make use of it.
6 - Do guest blogging
You can create exposure to your product or service by providing content to other websites. You can tap into the high traffic of those websites and bring in more leads.
Of course, you need the permission of the webmaster before you do that. They are likely to agree if you are providing some valuable content - it is natural that they would want something in return, right?
7 - Allow guest blogging on your website
Well, give and get. Allowing guest posts will provide you with a couple of advantages.
You can get some content for your website (usually free of charge). Also, the guest blogger will be likely to return the favor and allow you to guest blog on their site.
As a responsible webmaster, make sure the content you receive adds value to your website. Many guest bloggers provide poorly written posts just for the sake of creating a backlink.
Don’t you fall for that!
8 - Use twitter's search feature
Twitter is a popular social media on the internet. There is a search feature there that allows you to know what people are talking about there.
You can use this tool to find what questions people are having (related to your niche) and create posts that answer these questions. You can then provide the link to everybody who has that same question.
Chances are that visitors to your site may also have those questions. So your newly created blog post should hook them in.
9 - Offer a lead magnet
I talked about it earlier. A Lead Magnet is something that you offer in return for a lead.
For instance, you could offer a free E-book in exchange for the email address of a visitor. You can offer some other exclusive content as well.
The idea is to provide incentives for the contact info from visitors so that leads are created.
Pretty simple right?
10 - Make sure call-to-action is noticeable
A call-to-action (CTA) is asking your visitor to do what you ultimately want them to do; in this case, give their email address so that you have a lead.
This is the final purpose of your whole content.
Make sure the reader gets to see this.
Usually the call-to-action part will be at the end of the page; however, there are some interesting ideas, such as floating bars (those that stick in the view as the user scrolls up or down) and full-screen CTA.
You can try those, but make sure you don't annoy the reader by repeatedly shoving the CTA at their face.
Just make it noticeable that's all.
11 - Create query driven content
Organic traffic is really a gold-mine when it comes to generating leads; make sure you make the most out of it.
For instance, use Google to find out what keywords are being searched related to your niche. You can then create content optimized to those keywords so that you bring more organic traffic.
If some keywords are not utilized by your competitors then it's really a golden opportunity for you.
You can use Googles Webmaster tools to find out which keywords are bringing you traffic and work on them accordingly.
12 - Include interactive elements
The goal is for the readers to engage with your website, so adding interactive elements such as quizzes and surveys can help in that respect.
If a visitor is actively participating then they are more likely to hand out their email.
A survey can also allow you to collect information from your visitors, such as their preferences and needs. This will be let you know what type of visitors are coming to your website.
13 - Include exit intent popups
So one of your visitors has decided to leave your website. Should you let them go without any effort to bring them back in? Especially considering the fact that 70% of visitors who exit never return to the site?
No, you definitely shouldn't!
This is why exit-intent popups are needed.
When the user has clicked exit you should present them with the Call to Action. Offer your lead magnet here so that you can persuade them to change their mind.
Of course, this will not stop those who are determined to leave.
But it might change the minds of those who are on the fence.
Even those few leads matter. It should right?
14 - Use twitter lead cards
Ever heard of Twitter lead cards? You can use it to collect email addresses from Twitter users in exchange for offers.
Twitter is a huge social network so this strategy might bring you a considerable number of leads.
You don’t need any more reason to use it right
15 - Split test everything
You can determine which works best by continually experimenting with different options. You need to find that setting which has the highest conversion rate.
Split testing is where you compare one particular feature with another.
The most important thing you need to split-test is your Call to Action. Even minute differences like the color of the subscribe button can bring a change in the conversion rate.
You should also split-test other aspects of the page, such as the headline, content, layout, etc.
16 - Use safe language
Gaining the trust of the visitor is vital in converting them into a lead, so you should eliminate all doubts and concerns they might have by using safe language.
For instance, if you are offering something for free, reassure them that it is free. They might not subscribe out of fear of being charged.
Also, it is important to reassure them that their personal details will not be shared with outsiders.
Better be safe than sorry….better use safe language.
17 - Get security seals for your website
While on the subject of gaining the trust of the visitors, getting an SSL certificate or a security seal can go a long way, as security is a real issue on the web nowadays.
Norton and McAfee are examples that offer such security seals.
An experiment shows that getting a trust seal can increase conversion and sales by 42%.
And that is no small percentage!
18 - Match title of page with the call to action wording
Visitors who come through search engines usually do so because of the title of the page. It is not a good idea to disappoint them with something different in your call to action.
I mean, how would you feel if you have been misled to a place which doesn’t offer what you are looking for?
That is why it is a good idea to use the same wording in the title as well as the call to action.
This also ensures that you receive the right kind of visitors - those who are more likely to become leads.
In short, quality over quantity.
19 - Create urgency in the visitor
You are more likely to make your visitor act promptly by instilling a sense of urgency in them.
That’s right. Tell them the clock is ticking.
For example, you can say that a particular offer expires in a month or so. This will make them stop and think about it for a while, and hopefully get them to take it.
Keep presenting the visitors with special offers that have an expiry date - an offer isn't special if it is available all the time, is it?
20 - Use interest based targeting
It is precious information to find out what the visitors to your site are interested in.
Based on that, you could offer them something which they are likely after, thus increasing the chances of conversion.
You can determine their interests by simply looking at which pages in your site they are browsing. There are many other ways to determine user interest that you can employ.
It is not really that hard; I’m sure you can come up with a lot of ideas.
21 - Show social proof
People are likely to do what they see other people do. This is a group mentality.
You can use this to your advantage by showing statistics about your page (given that you have good numbers at your disposal).
For instance, you can mention the number of subscribers you have for your newsletter or the number of downloads of your FREE E-book.
Why do I think it will help?
Well, if a person sees that 5000 people have downloaded a particular item it might reassure them to do the same - joining the bandwagon, so to speak.
You can also showcase the number of likes or following you have on social media such as Facebook and Twitter.
Let people know they are not the only ones.
22 - Re-target those who leave the page
So a visitor has left your page without converting...
You should not let them go so easily!
Why? Because these are people who have visited your site, which means they have some interest in what you offer.
It may take a little more effort on your part to convert them into leads, so this is a good strategy.
One way you can do this is through Facebook Ads; there is an option to show ads to those who have visited a particular site (your site).
You can employ other techniques to bring them back in again. I don’t know - use your creativity.
23 - Remove navigation menu on landing page
Most webmasters consider that navigation menu is a must for the user to move around their website.
If you think the same, the question you must ask is whether it is really necessary given that your ultimate goal is conversion.
That is because having a navigation menu means the visitor is likely to use it!
It seems like an obvious statement but there’s more to it.
You don't want them to go away from the landing page without converting; a navigation menu could distract them from that purpose.
So ditching the navigation menu is a good idea actually.
24 - Host an educational webinar
This is one of the promising strategies of late. An educational webinar can draw in a lot of people who are looking to learn about your niche.
Most importantly, you can gain the email address of those who subscribe for it.
Thus leads are created!
Going a step further, you can give an exclusive special offer for those who attend the webinar ( make sure to advertise it beforehand) in order to convert them into customers.
Educating someone will put you in a possible of trust in their eyes. As mentioned before, trust is the foundation for generating leads and eventually a sale.
25 - Provide a personalized experience
Not everybody will like the same thing. Same goes to your website as well.
However, you cannot have a specific website for each individual.
Or can you!?
There is nothing which says you can't personalize your website for your visitor!
You can use the information you can gather about that particular visitor in order to do that. Info such as location, device, traffic source, and browsing history can be used to personalize your website.
This will make the user feel special; they will have more warmth towards you (and your product).
26 - Use chatbots
Email marketing is great, but chat messaging is become an increasingly popular method for generating leads nowadays.
The advantages chat messages have over emails is that it seems more personal; you do not receive the same message a hundred other people receive.
Which I’m sure you would not like very much. I would not, anyway.
Also, chat messages are more neat than emails.
Another plus side is the user does not even need to subscribe - just sending a message would start the conversation.
Need any more reasons? I hope not.
Unless your business is quite small you will have to deal with a lot of customers, so replying to each of their messages is not practical (if you do so it will be costly).
This is where Chatbots come in. It can automatically reply to those asking about your business.
Chatbots are becoming more advanced nowadays that they do not sound like dumb machines anymore, so it is the right time to use them.
27 - Keep forms simpler
You need forms to collect contact info from people and turn them into leads.
At the same time, you should make it a very easy thing for the user; you have worked so hard for them to give their contact info, so it would not be wise to test their patience with long forms.
Typically, all you need to create leads is the name and email address (mostly it’s just the email address). However your specific business needs might require more information.
In any case, try to keep the forms short as possible, asking only for information which is absolutely needed.
One trick is to reduce white space to make your form look smaller.
Simple is powerful...so keep it simple.