Tag Archives: Lead Gen

Tips to increase inbound leads

wpid-curata__eb0b5ff031fbfea14c625c2a441907cbGrowing your inbound leads is necessary for a B2B business to be successful and profitable over time. Inbound lead generation refers to the process of creating ‘owned’ content on your website that attracts visitors and converts them into leads. Once you have leads, you can then nurture them into sales opportunities and close them over time.

So how do you increase your number of inbound leads? Here are our top tips.

Develop a buyer persona

If you don’t understand your audience, your marketing may end up completely off message. Connecting with your audience is key for increasing your number of inbound leads. The struggle most companies have with driving inbound leads is being able to deepen audience engagement. One way to get around this is by creating buyer personas. A buyer persona is a fictional representation of your client. It embodies their thoughts, feelings, and goals. This information is used as a guide for your team to better pinpoint who you’re trying to communicate with, paying special attention to what motivates them to buy.

Create more content

Having enough content is vital for your SEO (search engine optimization) efforts. Your content must be relevant to your audience and include keywords that will draw people in. If your content isn’t very good, your visitor bounce rate will be higher. The point of your website content is to drive people to your site, keep them there and convert them into leads. Having an active blog and creating a diverse variety of content will help drive more traffic to your website. By utilizing your buyer personas when brainstorming content topic ideas you will end up creating content that is of interest to your main customer base.

Promote your content

You’ve worked hard to create your content, so don’t neglect showing it off! Don’t let your blog posts sit idle on your site, waiting for someone to find them. Social media is highly effective in gaining visibility for your company. The more people who are aware of your company, the more leads you’re likely to snag. The more places and more often you share your content the more likely people will be to engage with that content. Don’t waste an opportunity by leaving your content unshared!

Improve your call-to-actions

Your call-to-action (CTA) is arguably one of the most important pieces to the puzzle when trying to generate inbound leads. This is the part that encourages people to act, rather than just observe. Make sure that the message of what you’re offering through your call-to-action is clear. Rather than simply saying “Download now”, be more specific and tell your audience exactly what benefits they would be gaining by downloading. Whether your call to action is on your website or in an email, use colors that contrast and make your CTA pop! You don’t want your message to be lost in the noise, so be sure to make it stand out. You should also include a call to action on every blog post and on the most relevant pages of your site to really drive it home.

Don’t become discouraged

Whatever you do, don’t become discouraged when chasing after inbound leads. Results will not happen overnight. The process takes time to build but as long as you create a solid foundation for attracting leads your hard work will ultimately pay off.

 

About Lauren Usrey: Lauren is a student at the University of Texas at Austin and a marketing communications intern at Manzer Communications. She supports clients with social media, blogging and tech PR activities. Manzer Communications has offices in Austin, Denver and Houston and provides digital marketing and PR services for tech companies seeking rapid, sustained growth. Some of the services provided include content marketing, social media strategy and ad buys, email marketing, and media relations.

How to Generate More Sales Leads in the Next 60 Days

HR-and-Branding-–-The-Perfect-PartnershipLead generation is an aspect of running a B2B business that many people struggle with.

Growing leads may seem like a tedious, drawn-out process, but in the end, the relationships you develop will be worth the struggle. Whether you feel like you are in a rut or you’re just on a mission for continued success, make sure you are taking advantage of these strategies to keep your sales funnel full of qualified leads.

SEO/PPC

Put yourself in a consumer’s shoes: if you want to find out about a new product or service, what do you do first? You probably run a quick Google search to see what’s out there, and you likely don’t explore much further than the first page of results. From an SEO perspective, this means that you need to work hard to make sure that your site has a high organic ranking in the search results if you want your future customers to find you. PPC, on the other hand, is about ensuring you are targeting the right keywords with the right budget to deliver you the ROI you’re seeking. Neglecting either of these areas will hurt your lead generation efforts as you seek to grow your sales funnel.

Blogs

Writing blog posts is a strategy that will help out with SEO (organic search engine results) and generate sales leads at the same time. Producing quality content is valuable in shaping your company’s reputation as being relevant and trustworthy. The great thing about a blog is that it can be shared in a variety of different ways. From guest posting on another website to sharing your article on social media, blogs are a convenient way to broadcast your message across a variety of mediums and produce more brand awareness.

Email Newsletters

You can subtly remind leads about your business through a simple, informative newsletter. Don’t forget to take advantage of your newsletter signups. Visitors that voluntarily signed up for your newsletter have opted in, meaning they want to receive more information from you. Newsletters are subtle sales reminders and help turn warm leads into hot ones.

Customer Referrals

Your existing customers have the potential to be a gold mine for new leads. Networking with them can provide you a wealth of opportunity that you had never thought possible. Start with a phone call to your most satisfied customers thanking them for their business. Use this opportunity to ask them if they know anyone else who would be interested in your product or service. Want to really show your customers how much you love them? Invite them to a party! After all, word of mouth referrals are still an extremely valuable sales tool in business.

Social Media

Social media’s ease of use and accessibility to a wide audience makes it an effective channel for gaining leads, at least for businesses catering to consumers. Following companies on Twitter and Instagram, or making connections on LinkedIn, are easy ways to grow your network and find potential leads. You can also use these platforms to share content that you have created (e.g., blog posts, infographics, survey results). By using hashtags to share relevant content on social media you can make your content easier to find and make your brand recognizable to more people. You never know whose interest you might spark by simply introducing your brand on social media.

Networking events

While social media is great for attracting an online audience, don’t underestimate the power of networking with people in person! Attending networking events (think Meetups, industry trade shows, conferences like SXSW) is great for generating more leads because you are able to get face time with people. Practice your elevator pitch so that you are prepared to sell your business when meeting new potential clients. Putting yourself in a situation where you can get more name recognition is key to gaining the trust and attention of potential leads.

About Lauren Usrey: Lauren is a student at the University of Texas at Austin and a marketing communications intern at Manzer Communications. She supports clients with social media, blogging and tech PR activities. Manzer Communications has offices in Austin, Denver and Houston and provides digital marketing and PR services for tech companies seeking rapid, sustained growth. Some of the services provided include content marketing, social media strategy and ad buys, email marketing, and media relations.

 

%d bloggers like this: