Increasing inbound leads is so easy, right? Make content, talk on podcasts, present webinars, eventually have a high ranking on SERPs, and finally, acquire leads. Ka-Ching!
Nevertheless, the lead generation tactics that are successful for some may not have the same effect for you. It can be even more discouraging to invest your time and money into plans and approaches that do not entice your customers.
In this article, we are going to give you a head start in generating leads through inbound marketing. Discovering the distinction between inbound and outbound lead generation and how to amplify inbound leads with successful, tried-and-true techniques that are effective in the modern world is something you can learn.
Comparing Outbound and Inbound Lead Generation
Generating inbound leads involves using strategies such as content marketing, SEO, and social media to draw potential customers into the sales funnel.
Outbound lead generation is more aggressive, as it is designed to thrust sales/marketing communications in front of prospective buyers.
Methods of outbound sales and lead collection consist of:
- Participating in industry events
- Using cold emails or calls to connect to prospects
- Using social media for sales.
Here at GetGoing in Business, we discover and contact prospects who have yet to be incorporated into your sales process.
The marketing group creates webinars, articles, and guest posts which have the effect of generating more inbound leads over a prolonged period of time.
Strategies for Increasing B2B Inbound Leads in 2023
Producing attractive content, making videos with finesse, and perfecting search engine optimization require a lot of work. If your aim is to grow the number of inbound leads, and you have an in-house team, results from producing content will take some time.
It is possible to employ an external source in order to speed up the process. However, if resources are devoted to an unsuccessful inbound lead generation plan, it can lead to a costly expenditure with no measurable outcomes.
Significant capital is necessary for the beginning, making it essential to select the appropriate tactics and techniques from the onset.
Listed below are the verified techniques for augmenting inbound leads and constantly stuffing your sales funnel.
1. Use Podcasts to Attract a Younger Audience
Whether doing housework, commuting to the office, or taking a stroll for pleasure, podcasts have become an integral part of our everyday routine. The 25-34 age group accounts for almost a third of podcast listeners, making podcasts a great tool for connecting to the younger demographic of customers.
For instance, in order to learn from successful business leaders, Michael Sacca created Rocketship.fm to conduct interviews. Because he was occupied with his work in marketing, his goal was to produce three months’ worth of episodes which he could later compile into a book. Nevertheless, the podcast resonated with people and Rocketship.fm quickly picked up momentum. This podcast, created as a side project, has grown to be a vibrant platform for product managers and tech entrepreneurs that earns more than $10k/month!
Having limited resources doesn’t mean that starting a podcast has to be the only way to generate more inbound leads. Making your brand known through other podcasts, either by sponsoring them or taking part in interviews, is just as effective.
From 2013 to 2019, there has been an upward trend in the number of people listening to podcasts. According to Podcast Insights, the percentage of the population tuning in to podcasts has grown year over year.
Podcasts offer variety when it comes to audience reach. Whether you’re looking to explore the history of gnomes or true crime case reports, there’s a podcast out there for you. This provides access to a diverse range of potential customers in a variety of niches.
It is evident that podcast listeners are a valuable demographic. A large portion of them, 80 percent, are attentive to the entirety of each episode, demonstrating that those individuals are serious about the topics and likely to be interested in making a purchase.
2. Use Youtube to Broaden the Scope of Your Inbound Marketing Efforts
YouTube is one of the most widely used search engines on the web. Yes, even if you’re not in an industry with an abundance of topics to choose from, you can still use it to increase the number of leads you receive.
Ahrefs, for example, is a keyword research tool that has achieved high rankings on YouTube for ultra-competitive search terms such as “SEO tips” and “local SEO”. When using inbound lead generation, content is a very important factor that cannot be overlooked. You don’t have to apply top-notch production values for each and every video, however.
Apart from how-to videos, you can also post:
- Expert interviews of people in the same field.
- Group-setting conversations.
- Customer experiences.
- Videos that provide a quick explanation.
- Demos and reviews about products.
This is fantastic news because by using the SEO strategies of YouTube, one can transform their blog posts, checklists, and Q&As into amazing content that draws in prospects.
3. Increase B2B Blog Traffic with Finely-Tuned Content
Following two years of hard work in content creation, ClearVoice’s website traffic and lead production stagnated for six months. No matter what attempts were made to bring back dwindling traffic, there was little to no success.
Despite having a lot of successful whitepapers, ebooks, and other resources that should have increased the number of inbound leads, the organic traffic still did not exceed the 3k/month mark.
Generating exclusive B2B blog articles resulted in a substantial shift from 2,900 to 51,500 lasting monthly pageviews in terms of organic traffic. B2B blogging saved the company from its impending doom as a startup.
Research indicates that the vast majority of blog posts do not get any backlinks or even a slight amount of visitors. Competition in the realm of content marketing is fierce, and more companies fail than succeed. Those companies that succeed share a commonality: the customer is always at the forefront of their content, ensuring that it is valuable.
By taking a look at the B2B organizations that are excelling with their content, you will observe that they all have a distinct viewpoint that is beneficial to their customers.
- DataBox is particularly adept at conducting in-depth interviews for intensive articles.
- ClearVoice uses polls and facts to produce unique research for its freelancers.
- Companies who use Software-as-a-Service (SaaS) products can find comprehensive reviews from G2, an organization dedicated to providing thorough expert opinions.
For those who are eager to boost their incoming leads, forget about the generic listicles and how-to guides. These forms of content are everywhere and are not very successful in attracting leads. Develop a content plan that is based on creating content that your customers will find valuable.
4. Strengthen Off-Page SEO through Guest Blogging
Leo Widrich, the co-founder of the Buffer app, was able to catapult the SaaS company from an unknown startup to a $5 million business thanks to guest blogging. During a period of 9 months, Leo single-handedly wrote and published an impressive 150 guest posts. This required a lot of dedication and hard work.
Was the effort worth it?
Without a doubt.
The significant amount of time spent penning content for other platforms provided the catalyst for Buffer to become noticed, leading to the acquisition of its first 100,000 users.
Do people still practice guest blogging as a way to boost inbound traffic and leads, or is it a thing of the past? If you’re expecting to generate a ton of traffic to your website… forget about it.
Gone are the days of guest posting.
But generating backlinks to boost your SEO can still be beneficial in terms of garnering inbound leads. A study conducted by SEMrush indicates that guest posting is the most favored link-building approach among SEO professionals, despite its fluctuating history.
Backlinks and SEO can be improved through guest posting, even though it is not a major contributor to referral traffic any longer.
Pros in the inbound marketing field such as Hubspot, Ahrefs, and Neil Patel continue to utilize guest blogging as means to generate inbound leads. This strategy has been employed by these professionals for a long time and remains a popular option.
Guest blogging has been the most beneficial inbound marketing strategy for me, and indeed, it has played a major role in the success of QuickSprout. This is something that I value greatly. – Neil Patel, QuickSprout Founder
Guest blogging provides a great opportunity to obtain high-value links, but it can also give rise to rewarding content collaborations and present you with brand-new customers.
5. Use the Best Instrument for Inbound Leads
It has been found that, on average, an investment of $1 in email marketing yields a return of $42.
Often, the importance of “the money is on the list” is overlooked, similar to how hearing “eat your greens” for the hundredth time can be tiresome.
The best approach to drawing in, sustaining, and increasing inbound leads is to link all of your efforts to the growth of your email list. To hasten the expansion of your email list, here are some steps to take:
- Include Calls to Action across all of your material.
- Try having separate opt-in forms on different parts of your website and compare the results.
- For technical current affairs, deploy gated content such as whitepapers, reports, and case studies.
Once you have acquired a long list of contacts, you will be able to capitalize on the potential of drawing in leads that respond and are of a higher caliber, thus filling your sales funnel with potential customers.
Your inbound lead generation plan can be strengthened significantly by creating a large list.
It only takes a few clicks to get thousands of people to view your content, provide feedback, and become potential customers.
How to Generate Inbound Leads Without Breaking the Bank
For successful inbound lead generation, it is essential to create content that stands out, apply precise SEO techniques, and implement a multi-channel strategy. You must make an initial investment in order to obtain meaningful outcomes that require a certain amount of time.
The worst outcome is to waste a lot of money conducting experiments with techniques that fail to produce the desired result.
It’s no longer necessary to waste resources and time on outdated methods of lead generation. Using the strategies discussed above will guarantee success in generating leads.
Now is the moment to put the plan into action!
Generating More Prospective Customers Without Using Forms
Seems too incredible to be true? It’s not.
Discover businesses that are already going to your website and transform them into potential leads to power your sales process. These are some strategies you can employ to increase leads for your business locally.
Generating leads through social media in 2023 is a great way to create awareness and build relationships. It is a great way for businesses to build an online presence and engage customers. Through the use of targeted ads, companies can reach out to potential customers and provide them with information about their products or services. Social media platforms can also be used for customer service, as well as for gaining insights into customer behavior and preferences. Ultimately, social media lead generation is a powerful tool for businesses to increase their reach and grow their customer base.
Content upgrades can be a powerful tool when it comes to lead generation. Employing them as part of your overall marketing strategy can help you to generate more leads and, in turn, create more conversions. By offering content upgrades, you can boost the effectiveness of your campaigns and get better results.
Generating B2B leads is an essential part of any successful business. To achieve success in this area, it is important to have a range of strategies and tactics in place. These can include using social media platforms, optimizing content for search engine optimization (SEO), and utilizing other forms of digital marketing such as email outreach campaigns. Additionally, running targeted advertising campaigns and utilizing lead-generation software can also be beneficial. All of these strategies and tactics can help to increase a business’s reach and generate more leads.
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