Let’s face it, without a reliable source of new leads for your product or service, your business will die in the country with no consistent customer growth. That makes the lead generation ideas and strategies you choose to pursue today extremely important to your company’s future.
In the earlier post, I have presented some of the lead generation sales ideas to generate profits. You can check out:
Top 5 Lead Generation Ideas Successful Entrepreneurs Use to Generate Profit (Part 1)
Top 5 Lead Generation Ideas Successful Entrepreneurs Use to Generate Profit (Part 2).
Today, we will discuss part 3 of the 3 remaining lead generation ideas that entrepreneurs use to generate profits.
3) Nurture Tepid Leads into Hot Qualified Lead
What do you think about Lead Generation: Website Best Practices? 59% of B2B marketers say that email is the best lead generation ideas to generate revenue from leads. It’s no wonder. It aligns with the fact that 86% of professionals say that email is the preferred way to receive communications from a brand.
When a person offers their email address, they don’t instantly become a highly qualified lead. They’ve just shown some interest in your brand. Nurture that interest through segmentation and automation.
Segmentation is the act of categorizing leads in some way to generate more relevant content for each segment. Automation allows you to quickly respond to opportunities you plan for. You don’t have to know exactly when they’ll occur. You can set up triggers that will instantly send a certain message that furthers that person’s journey.
It may be to make a sale, remind a person of their interest, provide information or quickly solve a problem.
Automation also takes a lot of the repetitive and monotonous work out of nurturing leads. It gives you more time to focus on creating segmented content. These two work hand in hand to generate highly qualified leads.
The Segmentation Process
It all starts with the data. Every interaction you have with this lead becomes a wealth of information.
Put systems in place to collect this data. Aggregate this data. Analyze it. Then take what you’ve learned. Create more meaningful experiences for this lead.
Automate content delivery to never miss an opportunity to nurture that lead. Let’s take a closer look at the steps involved in segmenting your email communications.
Collect data through:
- Helpful and/or fun quizzes
- Analytics tools
- Sales team
- Customer support team
- Sales & Marketing staff and tools
From these sources, learn:
- Job role
- Individual buying behavior
- And more
It’s easy to get overwhelmed by data. Too much data can lead to inaction or chaos. Instead, break it down so you can focus.
Depending on what your business is and how many leads you’re nurturing, choose a reasonable number of ways to segment your lists. Which of these segmentation categories will be most meaningful to your business and customers?
That’s where to start segmenting.
And with the topic: How To Get More Calls From Leads?
Use the Data to Segment Your Email Lists
Let’s say you choose to segment your list based upon each customer’s top goal.
Divide your leads up into segments based upon their goals. Depending on the number of leads and your automation capabilities, this may be 3 segments or 30.
Greater segmentation leads to higher conversion rates. As your capabilities allow, further sub-divide your segments by another trait to get even more relevant. Invest in automation tools that will analyze multiple sources of data and segment your email lists for you.
Adobe Cloud and HubSpot have some great tools for this purpose.
Create and Distribute Content
As you create content, note which segment or segments this content is relevant for. Many content pieces will overlap, going out to many segments and sub-segments.
Further use automation tools at this stage to get the right content into the right inbox.
4) Capture Leads through Social Media
Many entrepreneurs waste a lot of time and money on “social media marketing” They don’t have a plan to turn engagement into leads that will generate profits. They end up chasing likes and shares and wondering why it’s not working.
Social media is an amazing awareness-generating tool. When done right it’s one of the best lead generation ideas out there.
It works best when teamed up with other methods like segmented-email marketing. That’s where you can cost-effectively convert that lead into revenues. But you have to capture that lead in order to nurture it through email.
Here’s how it’s done.
It’s social media. It all starts with being social. If people are interacting with your brand and you’re not interacting back, they think you don’t care. They leave.
Thank your top interactors each week with a mention. Always respond to comments. Most of the time, responding within a week is okay. If the comment is negative or asking a question, then an immediate response may be needed.
Think of commenters as warm leads. They’re showing more interest in your brand than those who are just sharing and liking. Nurture this lead. Ignore it and it will evaporate fast.
Using a Social Media Conversion Funnel
In the Ties.com example, visitors came in through search engines. They could have just as well used social media at the top of that funnel. In fact a comprehensive marketing strategy includes using lead generation ideas from multiple sources.
Building a strategy across platforms and tools is the way to maximize results.
Post enticing headlines that lure people back to your website to view content. Once there, offer them content, a free trial or something else of value in exchange for an email.
View more: 21 Paid and Free Lead Generation Tools
Run Targeted Contests
Remember, we’re not only concerned about lead generation ideas. Those leads need to be quality leads that are likely to increase profits.
Run contests on your social media profiles. Make sure the prize is something uniquely valuable to your target audience to avoid attracting people who aren’t likely to become customers.
One month of free service
$100 shopping spree at your eComm shop
A year’s upgrade at no charge
Lead followers back to your website to sign up by providing contact information. The leads you can generate through a contest will far exceed the cost for the prize. Lead generation ideas like this can pay you back many times over.
5) Building Trust with Quality Content
Building trust with quality content is also one of the effective lead generation ideas. If you’re in an industry where the decision-making process is more involved, it can take time to build brand trust. You build this trust with someone who isn’t a customer yet through content. This content may be distributed:
It can take up to 13 touchpoints with your brand before a person becomes a paying customer. And experts estimate that over 57% of the buying decision is done before a person reaches out to schedule or buy something.
You do this through content. But what kind of content builds trust?
- Trust-building content
- Solves a target’s problems
- Understands a target’s goals and challenges
- Is helpful, not overtly promotional
- Seems impartial
- Is about the target’s needs not yours
- Doesn’t skimp on quality
- Uses the art of subtle persuasion rather than a hard sell
It doesn’t matter how effective your lead-gathering pitch is if the content you’re providing isn’t up to these standards.
Lead Generation Ideas Should Generate Profits
Your lead generation ideas should generate profits. Otherwise, what’s the point? These 5 lead generation ideas have proven themselves again and again. Yet, too many entrepreneurs and small businesses don’t use them because they don’t have the tools or time.
To learn more about how we can help you generate better leads and grow your business, contact us today!
Thank you and Best Regard!
𝐋𝐞𝐚𝐝𝐞𝐞.𝐚𝐢 – 𝟐𝟒/𝟕 𝐒𝐮𝐩𝐩𝐨𝐫𝐭