Lead generation is the process of drawing in potential customers who have a natural interest in your product or service. It’s a critical part of your business development strategy and can be achieved through a number of methods.
Try embedding a form to collect contact information in the beginning or ending of your webinars. Limiting the fields to just name and email address may encourage more people to sign up.
1. Identify Your Ideal Customer
The key to any successful lead generation strategy is understanding your ideal customer. Like the professor who challenged his class to fit rocks, pebbles and sand into a jar, you should prioritize your marketing efforts to focus on the people most likely to buy from you.
Using data from existing customers to create a buyer persona will help you narrow down your target audience. This persona will help you create targeted marketing content to reach your potential customers.
B2C businesses can use various methods to generate leads, such as online advertising. For example, a business can run a contest on social media to encourage people to visit their website and exchange emails for a chance to win a prize. This is a great way to generate leads and nurture them into customers.
2. Create a Buyer Persona
Once you’ve collected information from your leads and customers, it’s time to start organizing that research into buyer personas. Look for commonalities between different clients and customers, such as their industry, business size, demographic, job function, age, location, business pains, and day-to-day operations.
It’s a good idea to get your whole marketing and sales team involved in the persona-building process, as it will encourage buy-in from all departments. Additionally, it’s a great way to find out what questions and issues your salespeople are hearing from their clients and leads. Using an online tool like Visme makes the persona-building process even easier because it lets you invite multiple users to edit and comment on designs simultaneously. This ensures that everyone’s voices are heard and that the personas accurately represent your target audience.
3. Create a Marketing Strategy
Imagine you are a street vendor trying to sell chopsticks. You want to attract people who are interested in your products and services, and then convert them into customers. This is what a lead generation campaign does for your business.
The marketing channels you use for your campaign can include everything from your website to social media. However, you should focus on the ones that will provide high-quality leads.
For example, paid search campaigns can help you reach potential customers who are searching for the types of products or services you offer. It’s also important to set realistic goals for your campaign. Using past performance as a benchmark, create specific metrics you want to achieve in a certain time frame. You can then optimize your campaign based on these metrics.
4. Create a Landing Page
A landing page is a separate page on your website with no navigation that converts visitors into leads when they fill out a form. You then nurture these leads with content related to the product or service they were interested in learning about.
Create a Compelling Headline
Your landing page headline needs to convey the value of your offer and convince people to give you their contact information. Use your customer persona to determine the benefits of your lead magnet and highlight these in the headline.
For example, parenting blog Effective Mommy focuses on the three benefits parents gain by using their free lead generation tool—20 extra free minutes, less guilt, and less worrying. They also use a mobile responsive design that adjusts to fit any device.
5. Create a Call-To-Action (CTA)
A great call-to-action (CTA) is the first step in your lead generation campaign. It tells your audience exactly what they will get from taking the action you want them to take.
The best CTAs are eye-catching, concise, and offer a clear benefit to the viewer. They are usually found at the end of a blog post, on a website page or in an email. They are also surrounded by white space so they are easily visible.
Ramit Sethi’s CTA uses a sense of urgency and asks for a specific type of information, which helps him qualify his leads. He also uses a smart CTA that is personalized to the visitor, which increases conversions. Using this technique ensures that your leads are nurtured all the way to becoming customers.