Although the margins on deals sites may not be the biggest, this is a top lead generation strategy for startups, who simply need to get their name and brand out there. Retargeting allows you to show ads (through Google display or social ads) to people who engaged with your brand’s website or social pages. Capture leads from interested and qualified prospects by offering a free trial or freemium product. Plus, as search becomes increasingly local, you’ll benefit from lead generation tactics that tie your content into your physical location. Are you an expert in your subject area? You’ll see this from brands like HubSpot, which offers a free CRM to get people signed up and then it will try to upsell as many leads as possible. We’ve also included real life lead generation examples to illustrate how these strategies can be put to use. Lead generation is one of the critical aspects of any B2B marketing strategy. Lead generation or lead gen in short, are marketing techniques to generate and multiply potentially qualified contacts. Word-of-mouth advertising is still as important as it’s ever been—plus, the ways in which people spread the word about their favorite businesses have changed drastically with technology. If you’re unsure how to get started, email marketing platforms like MailChimp and Constant Contact offer tools to assist with this type of lead generation strategy. Host an in-person or online event to attract and serve your target market while capturing their contact information via event registration. In other words, your lead generation strategy might be advertising on a social media platform, like Instagram, and prompting users to provide their email to learn more about your business. Developing a content strategy, building your followers, and taking advantage of targeted ads will be key to build your awareness and generate leads. After all, if you’re not driving interest in your products and services, attracting new customers, and establishing brand awareness, success is going to be difficult. 1. Modern lead generation strategies are crucial for the success and growth of your B2B leads. A lead generation strategy includes tactics that attract interested prospects and convert them into leads. You might think of direct mail as your first foray into getting someone to go to your business website or call you, rather than your final step in getting new clients. One size doesn’t fit all, so if one tactic doesn’t succeed, don’t be afraid to try something else. It is a marketing method to capture contacts that will possibly show signs of interest. Instead of an event or seminar, you might: All in all, this is one of the best lead generation strategies for startups who need to get their name out there, as well as B2B companies who can partake in conferences or local business events that relate directly to their industry. Use these seven strategies to … Create a value-packed newsletter. S.M.A.R.T. Although this may seem like any basic advertising strategy, by picking a specific podcast or show based on the audience, you can better target the customers you’re looking for, those that would most likely be interested in your product or service. Learn more about B2B lead generation methods in 2021. Again, this is a popular online lead generation strategy—especially when combined with our first tactic, in which you offer the podcast listeners a referral code with a discount off their purchase. You’ll be able to appeal directly to potential clients and customers by emailing them with something far more valuable than a cold sales pitch. Kim is Director of Marketing at Alexa. One of the best lead generation strategies I’ve ever come across is using a free tool to reel users in. Interestingly, only 10% of search users go past the first page of search results when looking for information—this makes it difficult for any business to get their website in front of potential leads, no matter how well-designed or informative it is.[1]. Think of it this way. Moreover, if you’re looking to get really creative, you might decide to establish relationships with influencers, who can help bring attention to your company as a trusted third-party voice. So, if you’re looking for the best lead generation strategies, we’re here to help. His point of view is measurement and so he gives a great baseline education for applying measurement to the suite of marketing tools available. Go to Lead Generation Blueprints. is an acronym for Specific, Measurable, Agreed, Realistic and Time-bound. Of course, it’s not always easy to understand and craft the perfect, Gives answers to frequently asked questions, Contains writing that is clear and concise, , you’ll benefit from lead generation tactics that tie your content into your physical location. Plus, not only can attendees learn something from you, but they can also network with each other, your own employees, and other existing loyal customers. Free trials and freemium products attract qualified, interested prospects who aren’t ready to buy. Old strategies can still work—but make sure to update them with a new twist for the best success. Live chat prompts audiences to ask questions about products or services while visiting your website. If anything, customer referral programs have become even more useful among successful lead generation strategies, since they’re easier than ever to quantify and track. The best lead generation strategies for startups won’t be the same as those for established businesses. Related Reading: Retargeting vs. Remarketing: What’s the Difference? Better yet, 63% said they were more likely to return to a site that had a live chat function, and 62% were more likely to be a repeat customer. Proven strategies to maximize marketing roi. The New Rules of Lead Generation. Why is lead generation important? For example, you may want to use majority text on younger generation leads and phone calls on older generation leads in order to maximize responses. They immediately drive users into their free trial using the primary hero section of their homepage. His cover image promotes his lead magnet and drives page visitors directly toward his free offer. With Groupon, you have the opportunity to list your product or service, with a discount, and you gain access to Groupon’s unique audience, as well as their marketing and advertising tactics. Devon Hennig is a published author with a background in lead generation, brand development, and speaking. 6 Top B2B Lead-Generation Strategies Lead generation is a persistent challenge even among high-growth B2B businesses. Social media should be a top priority lead source in 2021. This is an effective lead generation strategy, as it gives the audience something of value for free while attracting high-quality leads that are interested in topics related to your brand or offerings. One way to do this is to hold a seminar or event directly related to the field that your business or service specializes in. If it works out, you have a plan that delivers a captive audience with a stream of updates from your company or industry. Example: From the ecommerce platform, BigCommerce, to expansive companies like Amazon, to small online boutiques, you see more and more businesses implementing live chat on their websites. Similarly, you might also look into partnering up in a package with other complementary businesses that are more familiar with the deals territory. Since these sites are all about reaching new customers, they’ll do the legwork of finding the eyes for you to get your product or service in front of—and with a budget and reach you might not have. Do highly personalized cold outreach 8. Apply for your first or second PPP loan, Successful Lead Generation Strategies for B2B, B2C, and Startup Businesses, © 2021 Fundera Inc., 123 William Street. Plus, we’ll also break down real-world examples of each strategy, so you’ll have a better understanding of how to put these ideas into practice. And, although holding an event or seminar may seem like it will take significant planning and money, there are other ways to spin this strategy depending on your business, your audience, and your budget. You might think of direct mail as your first foray into getting someone to go to your. As you can see below, once you provide your contact information, you’ll be able to download Oracle’s white paper on creating ideal customers. Below are 12 reliable lead generation strategies that you can use to support each of these components.  customized referral codes for individual clients and prospects—a new client gets a discount for their first purchase, and your loyal client will get a referral discount, too. Are you an expert in your subject area? . Retargeting vs. Remarketing: What’s the Difference? Perhaps the most fun and interactive of our top lead generation strategies, holding an event or seminar allows you to build deep, meaningful relationships with potential customers. Brian writes about finance, business strategy, and digital marketing. Although you might be able to use this concept in a brick-and-mortar store, it’s a particularly useful online lead generation strategy—as customers can easily email, text, or message their referral code to a friend.  featuring your expertise and your business to generate leads. Be sure to follow best practices for SEO to boost your chances of showing up on page one. First and foremost, you might invest in paid social media marketing that’s fairly inexpensive and generally goes further than organic posts, which typically only reach a handful of followers. You can offer free, white paper downloads, eBook downloads (or other similar assets). Example: You’ve seen retargeting in action if you have ever visited a website and then saw an ad for the same brand a few hours later. Therefore, if you want to get creative with your discount strategy, you might try working with sites dedicated to deals and discounts—like Groupon—and using them as a lead generation strategy. 1. Best Lead Generation Strategies for Small Businesses 1. Through this online lead generation strategy, you’re gaining leads from every person that submits their email. But, it’s important to make sure you keep those newsletters coming—the rewards of targeting a captive audience can lead directly to the acquisition of highly valuable leads. Therefore, you can identify the podcasts that best speak to your, Mail out compelling flyers with valuable offers. Plus, if your asset is of top quality, you might find that it’s shared among peers, which will expand your business’s brand name and reputation far beyond your own on-site marketing efforts. This attracts valuable long-term and short-term leads. Example: If you perform a google search for “craft beer in NYC,” you’ll find that the top (non-ad) results are content-based sites, like Eater and TimeOut, that have created roundup posts of the best craft beer bars in NYC—as opposed to a website from an actual brewery or restaurant. Create a referral rewards system where your customers bring leads to you in exchange for a benefit or discount. It includes dozens of gated content assets that users can access once they fill out a lead capture form. Offer a coupon or discount. They get updates right in their inbox, and you’re not fighting for attention in a sea of social media updates. Image source: Fairfield and Greenwich Cheese Company. Add a lead gen. hello bar (that sits at the top or bottom of your site). One way you can generate leads is by creating a free, downloadable PDF guide to deck maintenance. In Lead Generation Marketing: 100 Strategies, Ideas & Examples you’ll learn the best overall strategies to boost your lead generation campaigns, including design, copywriting and human psychology. Highlight it as the primary homepage call to action. ISBN 9780814432617. Plus, you can offer better discounts, coupons, or other enticements to get new leads to take the next step. Related Reading: Create a Winning Social Media Marketing Strategy in 7 Steps. Podcasts have become wildly popular in recent years and content creators need advertisers, which means you can turn listeners into leads—possibly with even greater potential than you could with a regular radio ad. New customers benefit from being able to ask questions whenever they want, and then you can reach out directly to answer questions and help close new sales. Example: Local Connecticut cheese shop, Fairfield and Greenwich Cheese Company, sends this email newsletter (snippet shown below) to inform their audience of a new available cheese, as well as advertise other products and recipes.  a dual purpose of acting as an informative, additive sales pitch that extends beyond industry jargon and advertising copy. The business partners with dog Instagram accounts that have large or highly engaged followings and features those dogs in their posts, encouraging other dog owners to check out their product. 2. Influencer marketing is one of the largest markets within digital advertising—and 67% of respondents to one recent survey said that influencer marketing campaigns helped them reach more specific, targeted audiences.[2]. One of the best lead generation methods and strategies puts your customers to work for you. 2013. Example: Leadership coach and author Michael Hyatt uses his Facebook page for lead generation marketing. If prospects don’t convert during their first interaction with your brand, your opportunity isn’t lost. Content for your newsletter might include: Example: Business coach, Marie Forleo, generates leads through her “MF Insider” email list. Content created to pull users in, not be pushed out. 4. 4 elements your lead generation strategies need. By submitting this form, you agree to Alexa’sÂ, © Alexa Internet, Inc. 1996 - 2020    |  Â, 12 Effective Lead Generation Strategies with Examples, SEO & PPC: How to Use PPC Insights to Boost Co…, How Search Engines Work: Everything You Need to Kn…. Simply put, it will be impossible to reach your growth goals without lead generation. A lead is a person who has shown interest in your brand by taking some action. Unlike normal blog posts or landing ... 2. For example, let’s say you’re the in-house digital marketer for a company that builds backyard decks. January 12, 2021 | Lead Generation. If done well, lead generation strategies create strong relationships with qualified customers who invest in your business for a long time. In addition to startups, you’ll see local businesses have a lot of success with this strategy—especially with a platform like Groupon, which organizes certain listings based on location. 5. Plus, n, ot only can attendees learn something from you, but they can also, 44% of respondents viewed a website’s real-time chat, function as one of the most important features of an ecommerce page. Combined, these experiences allow him to offer a unique perspective on the challenges small business owners face. This is great for a few reasons: First, it’s hard for many decision-makers in an organization to resist the temptation to get fast insights or assessment—making this another one of the top B2B lead generation strategies. It’s a great lead generation tool to help you catch B2B leads during their research phase. Broadcast advertising to your niche audience.. Podcasts have become wildly … Use paid social ads as one of your lead generation strategies. Another way to use content as a lead magnet is by creating a must-read newsletter. They have shared their contact details or otherwise implied that they may want to do business with you. The more visible you are in search, the more interest and traffic you’ll generate from potential leads. Although using social media organically can be one of the best lead generation strategies for startups, especially in local markets, there are ways to get creative with these platforms that might work better for your business. 7 Real Estate Lead Generation Tactics. Click & Tweet! Today’s leads and prospects interact with your brand across countless touchpoints: your blog, website landing pages, industry news websites, social media, advertisements, and so on. Live chat functions allow site visitors to reach out to you directly without having to pick up a phone or write an email. Get creative—because you never know what might work for your unique business. Example: The online home goods company, Wayfair, works with the USPS so that when you submit an official change of address form and receive a confirmation letter in the mail, the letter includes a 10% off coupon for Wayfair purchases. With this in mind, let’s review some of the top lead generation strategies out there—so you have a place to start when trying to determine what will be successful for your business. Grow by boosting the bottom line with these strategies. They also allow your brand to convert free users into paying customers by teasing paid features and delivering drip email campaigns that promote the benefits of upgraded accounts. One goal with your lead lists is that you want to stay in touch. All you have to do to get access to the free webinar is to provide your contact information and register. Use live events as opportunities to connect with customers in real time so you can answer questions, respond to objections, learn about your audience, and actively guide prospects through the sales funnel. Host an event. If you want your good quality content and landing pages to start generating you leads, you need people to be able to find it. Next LinkedIn lead generation strategy would be to optimize your profile with keeping basic SEO knowledge in mind. And in this case, a little touch—such as a “Chat Now!” button on a business website—can go a long way toward establishing relationships with new customers and leads, as well as generally improving customer service on your site. Finally, you might consider adding a live chat feature as one of the top online lead generation strategies. In a recent study, 44% of respondents viewed a website’s real-time chat function as one of the most important features of an ecommerce page[3]. Gone are the days when only digitally-focused businesses, media companies, and tech organizations needed to impress with compelling websites. You can target people on macro levels (using demographic segmentation) or micro levels (using behavior and psychographic segmentation), allowing you to connect with a very specific audience. Use live chat for B2B lead generation 5. Here’s an example from Shopify on Facebook. If you don’t know, LinkedIn has a 100/100 moz score and works similar to Google. 8 Essentials for a Winning Multichannel Lead Generation Strategy. Social media marketing. It’s our responsibility in marketing to help educate those prospects. One of my favourite examples, though, is Crazy Egg. Fill your jar first with content, as compelling content plays a huge role in generating leads. For this you shall use proper keywords in your profile. If prospects don’t convert during their first interaction with your brand, your opportunity isn’t lost. Create a value-packed monthly or weekly newsletter to encourage interested prospects to connect and stay in touch with your brand. Create gated content. as a content strategy paired together with social lead capture techniques. Whether you’re a startup or established B2B company, creating and consistently adjusting your lead generation strategy is essential to the growth of your business. In essence, assets like white papers and eBooks allow potential leads to gain specialized knowledge or information on-demand in exchange for their contact information—it’s a beneficial exchange. These surveys don’t need to be overly customized to deliver results, either. 5 Strategies for B2B Lead Generation B2B lead generation is a challenging yet vital task for any sales team.  their information at the click of a button and gives businesses a simple way to collect info on potential leads with minimal hassle. To find out your size and your matches, however, you have to fill in your email at the end of the quiz. Prospects are quick to join because of the newsletter’s perceived exclusivity and value. Example: Again, working with Groupon is a perfect lead generation strategy example here. It can be used as one of your lead generation strategies by requiring users to provide their contact details to submit a question or by promoting some other lead magnet like a demo. For example, you can create a PDF with proven marketing strategies in … Therefore, as you start building your small business advertising and marketing strategies, you’ll want to keep the following tips in mind: Brian O’Connor is a contributing writer for Fundera. To this point, social media platforms like Facebook and Instagram allow you to target very specific audiences with their paid ad solutions, as well as retarget audiences who have interacted with your business before. Casper allows you to send a referral link to friends—the friends you refer get 15% of their purchase, and you get a $75 Amazon gift card when a purchase is made using your unique link. Many of these platforms also offer one-click email submission‚which allows users to submit their information at the click of a button and gives businesses a simple way to collect info on potential leads with minimal hassle. Example: Podio, a project management tool, doesn’t waste time trying to guide website visitors to their lead magnet. One way to do this is to hold a seminar or event directly related to the field that your business or service specializes in. If it works out, you have a plan that delivers a captive audience with a stream of updates from your company or industry. With this simple assessment, you’re gaining information about your size and product recommendations, and True and Co is generating leads. But also, this technique provides potential clients with a first impression of your company’s work. In the long term, you have attracted someone interested in buying from your brand. Create a value-packed monthly or weekly newsletter to encourage interested prospects to connect and stay in touch with your brand. You use some strategies to bring your business to their attention, such as paid Facebook campaigns, SEO, and content marketing.With these methods, they people to come to you, a form of inbound marketing.These strategies raise brand awareness, but the … Lead generation programs don’t end at simply generating your leads, there are various other components that are just as important to the lead generation strategy. Use SEO for organic lead generation 2. You can think of your email marketing strategy as a content strategy paired together with social lead capture techniques. But for most, investing in content marketing and SEO-savvy writers should be enough to provide you with a clear advantage. Ultimately, as with many facets of marketing, finding the best way to generate leads for your business will likely involve some trial and error. Promote relevant lead magnets at the end of blog posts and pages. Gated content assets often include: Example: HubSpot, a content marketing software suite, has a dedicated resource section on their website. Use retargeting to reconnect with audiences who have engaged with your brand but failed to take the next step. Sales Lead Generation Process. Example: Although this strategy is great for service-based businesses, it can also be used for certain product businesses as well. Here, Wayfair is targeting a very specific audience—individuals that have recently moved—that is more likely to utilize their services and actually take advantage of the coupon, instead of just sending direct mail coupons to a more generalized audience. In fact, for all of these reasons, creating downloadable assets is certainly one of the best B2B lead generation strategies. Example: Content Marketing Institute regularly hosts both live and pre-recorded content marketing webinars to generate leads from their ideal prospects. Here are ten key lead generation sources you should explore in 2021 to help you reach your business goals. Create an incentive-based referral system.. Word-of-mouth advertising is still as important as it’s ever been—plus,... 2. When customers have questions, they want answers fast. Marketing and sales teams spend an absurd amount of time and financial resources on lead generation —from creating in-depth blog content, to launching ad campaigns, prospecting on LinkedIn, producing videos, hosting webinars, speaking at conferences, and so much more. Do keyword research to discover keywords your ideal prospects look for at the top of the purchase funnel. The 4 L's of a Lead Generation Strategy Your content is your rocks. Lead generation strategies can happen online and off. If you are not focusing on this front, you are already wasting your energy in the wrong directions. Convert prospects who are interested in your products and services by offering a coupon or discount as your lead magnet. By being selective with your direct mail efforts, you can invest more in the physical item you’re sending out.