19 Smart Ideas to Generate More Leads for Your Business
Take a break from thinking about your product for a minute. Here is the truth: despite all the bells and whistles or attractive pricing, it still won’t make a difference if no one is aware that it exists. This is why marketing is so important for businesses. It’s a straightforward idea—those who have the most leads tend to be the most successful. Gaining more leads is a win, even if your product is merely average. More leads bring in more income, and that, in turn, often translates to increased profit. Here are 19 clever methods on how to generate leads for your business quickly. 1. Optimize your web pages to increase conversions The beginning of all your endeavors to generate leads through the internet should begin with your website. It would be pointless to send people to your webpage, regardless of the source—it could be from Google, social media, or just verbal referrals—if they don’t take any action once they’re there. For the purpose of getting people to take action, it is important that your website is optimized. For lead generation you need to collect the contact information of potential customers, like their name, email, phone, and other details that can be used to help with sales. In this day and age, setting up a website is quite easy; however, this does not guarantee that the website is structured to efficiently collect leads. To ensure that you get the most leads possible, there are certain standards that every page on your website should follow. If you’re not an expert, don’t worry! There are plenty of tools, like Leadpages, that make crafting high-performance webpages as easy as sending an email. Other sites like Unbounce, Clickfunnels, Instapages, and GetResponse among others allow you to rapidly create and post webpages based on a tested formula of success. Their broad marketplace and collection of page templates can help even the newest beginner convert more leads. If you are too occupied to create leads, you can always consider employing a specialist or a freelancer from Fiverr or Upwork. 2. Organize a giveaway or competition Enticing prizes can help you generate a large number of emails and social leads in a short period of time when conducting a giveaway or contest. Brands offer a reward in exchange for individuals recommending the product to their friends, sharing content, and liking their social media accounts. You can be imaginative with the prizes/rewards and the steps necessary to gather points (sharing, tagging, recommending, and so forth). 3. Interact directly with prospective customers Making direct contact with customers should be of the utmost importance. Rather than direct interaction, many companies opt for things like FAQs. This strategy, however, does not yield the most successful results. In contrast, employing direct contact with customers with tools like live chat conversations, forums, and help desks—where customer service team members are constantly available to make sure all inquiries are attended to correctly. Increased interest from customers leads to more positive discussions and more potential clients. 4. Utilize both outbound and inbound marketing tactics Some stats suggest that outbound marketing is more successful than inbound marketing. But that doesn’t mean you should ignore inbound marketingit’s important to employ both strategies in order to help drive leads and your company’s growth. To make your inbound marketing successful, it is essential to customize your emails and become involved in active online communities by consistently providing useful information and addressing customer issues. This will help to foster strong connections with customers and create more opportunities for lead generation. 5. Invest in modern technology The latest technological advancements are influencing the market. Smartphones, for instance, have become increasingly popular around the world. Therefore, most people tend to use their phones or tablets to check emails or visit websites; this means that businesses should make sure their marketing campaigns are compatible with these devices so they can reach the highest number of customers. It is essential to monitor developing technology and channels which can produce more leads for your enterprise. 6. Create and optimize relevant information Providing content that is informative and speaks to your target audience can bring web traffic to your website, yielding more leads. It is critical that the content appeals to the desired demographic. Your website can benefit greatly from excellent content, since it can bring in more visitors than just the ones who read it when you first post. Incorporating visuals, such as images, video, and infographics can further enhance engagement and the number of shares. One suggestion is to employ InVideo if you need to generate high-quality videos quickly. This platform provides a range of templates to help you craft the perfect video. 7. Be expressive with your Tweets Utilizing visuals with your Tweets can be a great way to capture the attention of your audience and make the content more engaging. Also, utilizing hashtags can make your content more discoverable. As you become more visible, your potential for gaining leads increases. 8. Utilize data to gain access to leads Data.Com is a massive repository where one can find leads for their business. It has an extensive list of companies with precise contact information, making it easy to locate the appropriate leads in no time. Data.com furnishes an extensive collection of data quickly, and it might even lead to a 25% increase in sales. 9. Utilize LinkedIn for marketing It is well known that LinkedIn is a website that is geared towards business. It can be a great resource for bringing in new customers to your company. Furthermore, users are able to post their content to an audience that is already interested in their niche. 10. Automating your marketing efforts Rather than relying solely on manual work, you can now automate your marketing and lead generation process. This will help you save time and energy, and can ensure you get the desired results. Platforms like Drip have created tools that can help you with your marketing automation needs. It offers a great design
10 Tips to Help You Generate Inbound Sales Leads
It can feel like an uphill battle to generate enough inbound sales leads to make marketing campaigns profitable. We have been there ourselves and know what it is like because we have experienced the same thing. Every successful marketing team has to struggle with testing too many strategies and variables until they get what works best for them. After years of experimenting, we finally discovered the right formula and the truth is that getting the basics exactly right is all it takes. Here are ten ways to generate inbound sales, and once you understand them, they will continue to work wonders for you with little maintenance. 1. Let your Blog be a Valuable Resource According to the HubSpot State of Inbound 2018 Report, 61% of marketers consider blogging their number one inbound marketing strategy, while 61% cite generating traffic and leads as their biggest ongoing challenge. In contrast, Ahrefs’ research reveals that 91% of online content receives no Google traffic whatsoever. It’s no wonder that traffic and leads are major concerns for marketers, but what’s going on here? The Ahrefs study identified two primary reasons content is not getting the traffic it deserves: You must make your blog a valuable online resource to turn it into an inbound lead generation tool. You must discover what difficulties your target audience is facing (business management, purchasing choices, work-life balance – whatever) and strive to create the best online resource for them. Creating content that people actually engage with is what the other 9% of the people are doing, and it’s what converts their blogs into inbound sales generating vehicles. 2. Creating Evergreen Email Content With your blog being constantly updated with valuable content, you will produce long-lasting evergreen emails that provide some of the best ideas in your industry. You must provide cutting-edge content with headlines people find difficult to resist. Something that turns even the ice-cold traffic into potential customers. Preferably, this content has to be so excellent that people are almost willing to pay for it. Unless you plan to give it away for free—all they need to do is download it and give up their email address—you must give them something of excellent quality. 3. Go on Social and Promote Your Content Well, if you’re creating attention-grabbing and evergreen content on your blogs and emails, why not boost your reach by posting it on social media? To optimize your reach, have a mix of organic and paid social media strategies depending on the networks you’re advertising on. It’s still possible to generate organic traffic from Twitter without paying for ads, but it’s very difficult to do so from Facebook these days. On the other hand, Twitter ads are quite expensive and Facebook’s ad targeting options will take your marketing to the next level. We suggest focusing on paid ads on Facebook and using Twitter to reach a wider audience organically in this scenario. You still want to do the necessary organic work on Facebook—post your content, engage with relevant pages and groups, etc. But keep in mind that you must pay for ads to get the reach you need. 4. Write Guest Posts By now, you should be used to publishing industry-leading content and you have your blog to prove it. The next step is to reach out to industry-leading online publications and offer to write for them. By collaborating with other businesses, you can reach a new audience with the same interests as the people you want to generate leads from. Show these people what distinguishes you from other companies in your field, and give them a reason to learn more about your company. 5. Use Pay Per Click (PPC) Ads Creating the content you need and getting it to rank well in search is a time-consuming strategy. One excellent way to generate consistent inbound sales leads is through PPC advertising. This works instantly. With organic content-driven inbound marketing strategies, you largely generate leads from people who are very interested in your products or services, but they are not yet ready to purchase them. Even after a lead has expressed interest in your product, you still have to nurture him or her along the sales funnel. However, there is a small (and highly profitable) group of people who have already decided to purchase what you are offering; they just haven’t decided where they will purchase it yet. People search “best email marketing software for large retailers,” “top PPC agencies in Manchester,” or “emergency plumber near me Sunday” to discover the best providers. Google Ads allows you to get your brand seen by these people at the crucial moment when they are ready to buy. 6. Set up Remarketing Campaigns to Reach Visitors Who Leave without Converting. Google Ads is a great way to capture inbound sales leads from people who are ready to buy now, but not everyone is willing to pay immediately. Some people may get cold feet, go back to the results page, and check out the competition. Well, don’t panic, it happens. You can keep reaching out to these prospects and keep them on-board with your brand with remarketing. You already know that these leads are really interested in your service/product since they clicked your ad. Give them an extra incentive to return to your site and close the deal. 7. Public Speaking at Industry Events Face-to-face contact is still one of the greatest inbound lead generation methods. You can become a real industry leader by speaking at industry events, where people will pay to hear you. CEO of Venture Harbour, Marcus Taylor, after speaking at every marketing event from 2012 to 2015, realized that speaking at big conferences is largely ineffective. “First of all, there are too many competitors pitching for the prospect’s attention. It’s like trying to promote your book in a bookstore: Unless you have something truly exceptional to say, you’re soon forgotten. The bigger problem, though, is that most of the audience assumes that you’ll be busy after your talk
Importance of Inbound Lead Generation to Your Business
People have become resistant to any effort to generate leads online. As a result, outbound lead gen has become more difficult while requiring significant expertise and skills. Many modern businesses have adopted inbound lead generation as their primary approach. The strategy has become popular and is now the go-to approach for targeting low-hanging fruit and accelerating the sales cycle. In this article, we’ll explain to you everything you need to know about inbound lead generation—including the benefits and a step-by-step process to help you get started. Are you ready? Let’s get started. What Is Inbound Marketing Lead Generation? Inbound Marketing Lead Generation is a way to attract new prospects to your business through customized educational content. Rather than reaching out to potential leads, you’ll target them with content that answers their specific questions. Having inbound content on your site will help you generate marketing-qualified leads (MQLs) via organic traffic. Visitors will be encouraged to take an action (download an ebook, get a product demo, gain access to a case study, etc.) which will entice them to provide you with their contact details. Advantages of Inbound Lead Generation There are many ways to generate new leads and grow your customer base, but due to limited time and the intense competition in your industry, it’s crucial to prioritize lead-generation strategies that will help your company thrive. Let’s find out why inbound marketing lead generation is such a popular strategy among major B2B corporations around the world. 1. High-Quality Leads When comparing lead generation techniques for B2B businesses, quality should always come first. A strategy that does not help you find quality leads who are ready to convert should never be prioritized. Currently, your prospect’s pain points and interest in your offers determine lead quality. These two factors are difficult to ascertain using outbound lead generation techniques. When you use inbound lead generation, the prospect will come to you seeking assistance. They will find your blog post, which answers all their questions and establishes you as an expert in your field. This will encourage them to reach out to you. This way, there’s no guessing whether r or not your ideal client profile (ICP) fits your customers. Google will send you dozens of qualified prospects if you rank high in the SERPs for the right keywords. 2. Increase Your Reach Where do we all turn to when we are looking for a solution? Most of us go to search engines, specifically Google. Over 92% of the search engine market share is controlled by Google, which has 4.3 billion active users. People turn to Google for quick solutions from established experts to overcome the many challenges they face daily. You can reach tens of thousands of potential buyers through an SEO-based content marketing strategy. Through the use of proper SEO techniques, a single keyword with a high search volume may draw hundreds of potential clients to your website each month. With inbound marketing, you can both expand your search engine presence and make it more difficult for competitors to dominate you. Your market share will be fairly divided, and you’ll stay on your potential customer’s radar no matter where they go. 3. Affordability and Efficiency It’s significantly cheaper to generate leads with inbound marketing than with outbound marketing. You won’t face any unexpected or excessive expenses down the line if you use this approach to find new customers. For example, you need to create high-quality content for an inbound lead generation campaign and optimize it for SEO. Your website must also be improved and you must build more authoritative backlinks to outrank your rivals for keywords. Even before you begin your inbound campaign, you can anticipate and prepare for all of these costs. The best part is that you can recycle the content you created into other marketing or sales campaigns later on. You may also use it in your social media campaigns or turn it into infographics or videos, among other things. It helps you develop new prospects and keep them as customers for a long time. 4. Sustainability Inbound lead generation is a game changer if you want to sustainably generate organic visitors to your sales funnel. It can take weeks or even months for a website to be indexed and ranked on Google, but once it does, it can drive a lot of interested leads. What’s interesting is that organic web pages are here to stay as long as they are SEO-optimized and up-to-date with Google’s latest trends. You can keep your rankings on search engines and capture new leads from a blog post you published many years ago. Infographics, YouTube videos, audio podcasts, and guest posts are all examples of content that can be used on social media. It’s crucial to be patient when striving for sustainable results because it is impossible to achieve them right away. Furthermore, even if your inbound lead generation results are sustainable, you should continue creating new content. Google has always preferred active websites and updated pages when it comes to SEO. Make sure to develop a long-term content strategy to keep your customers’ attention. 5. Scalability There is no limit to the number of inbound leads your business can generate. Creating new infographics, podcast episodes, and videos is just one way to target thousands of keywords in your content. You can engage more prospects across different platforms by regularly publishing new blog posts. You can also make the most of your initial investment by later updating or recycling each piece into a different form. To scale your content, you won’t have to grow your in-house team or train any newcomers in order to scale up your content creation efforts. You can easily outsource the work to freelancers or third-party agencies to assist with the development of your content. You can easily scale up and down based on your content needs and lead generation objectives. What Are the Key Elements of Inbound Lead Generation? While the ultimate goal is increasing lead conversions, the method
How to Get More Leads With PPC Lead Generation
Any business owner will likely tell you what they need the most is more customers. This is because businesses cannot rely on their existing customer base to fuel growth. As a result, there is a constant need for more leads who will become future clients. Google Ads (formerly known as Google AdWords) pay-per-click (PPC) advertising can help you increase your leads and grow your business. Today, we’ll show you how to use PPC to get the desired results. Businesses That Use PPC Lead Generation Many people mistakenly believe that PPC is exclusively for e-commerce websites, but this is not true. In fact, it is an excellent lead generation channel for all types of businesses that have online marketing strategies. Businesses that cannot or will not work with just anyone, or those that need a specific audience, must use lead generation tactics to acquire new customers. Before making a decision, these businesses and consumers typically undergo a prequalification and data-exchange process. A lead-gen business might have the following characteristics: At one time, we’ve all been a lead for a company. You were classified as a lead and then pitched to on a regular basis until an event occurred: you may have signed up, been denied, decided not to act, or been pitched to later at the bottom of their lead pile. The purpose of lead generation is to get potential customers into the conversion funnel (commonly known as the sales funnel). During the contact phase, the company gathers information about their products and services, while you learn more about them. The reason behind this is for a salesperson to close the deal and gain a new customer, so the company can benefit. The process begins with simple information like a name and email address, then moves on to gathering more detailed information about the prospect. Why PPC Is Great for Lead Generation PPC is simple to set up and maintain, and it is cost-efficient. When you look at your typical lead funnel, you will quickly realize that you must keep filling it with leads. It’s difficult to get the initial leads to fill the funnel. In order for the funnel to work, leads must feed into the top of the funnel. Source: Wordstream Here are several techniques for achieving this and why PPC is such a good source of leads: Blogging: A very good source for generating leads, but you’ve got to be consistent in publishing new posts and cross your fingers that your posts are loved and shared massively. Email: You’ll have to consistently email your list or buy a list of emails and hope the people you’re targeting are the right audience that will turn into clients one day. Social media: Social will expose your brand to new fans, followers, and even prospective clients. But it doesn’t always guarantee that the new followers you gain need your service or they’re the right audience for your business. Organic search: This should be at the top of your lead generation tactics. Websites on page one of search engine results pages (SERPs) get about 85% of search clicks for free. The only catch is that there are thousands of other websites to compete with and you’ll have to wait for months and at times years to get to page one. And this only happens if you put in a lot of on-page and off-page SEO work. In walks PPC to save the day. You’ll instantly jump to the first page of Google if anyone searches for a solution to a specific problem that you can solve. And bingo! More people who are in need of your solution are more aware of your product. Sure, PPC is a paid advertising channel. However, it should be noted that no marketing channel is free. Someone must manage social media, write blog posts, work with an SEO firm, and publish emails, and those people aren’t volunteers. Benefits of Using PPC for Lead Generation E-Commerce vs Lead Generation The most obvious distinction between e-commerce and lead generation using PPC marketing is the qualification procedure: there is none in e-commerce. You’re eligible as long as you have a credit card. E-Commerce vs. Lead Gen Ad Copy E-Commerce CTAs Lead Gen CTAs Order now! Sign up! Buy now! Subscribe to our email list now! Free shipping for orders over $50 Download our e-book Save big today! Schedule a free consult now! 30% off on our Valentine’s collection! Register for our free webinar Notice how the message and call-to-action vary between e-commerce and lead-generation companies based on ad copy. E-commerce is more about immediate gratification (and sales) while lead gen is about creating value and getting to know your customer. It is seldom the case that you become an immediate customer in lead gen, because you first have to go through a process. E-Commerce vs. Lead Gen PPC Landing Pages With lead generation, there are few landing pages and they have few distractions. The heading contains a clear message: “Get an online quote,” “Book a free consult,” “Attend our webinar,” etc. They give you limited choices, either this or that, not multiple options. With the information provided, businesses qualify customers and lead them down the sales funnel. On the other hand, e-commerce allows individuals to shop around and make various purchases from the store. E-commerce landing pages are relevant to the search query and provide additional content to look at. Visitors are motivated to make a purchase soon, due to the limited-time offers of free ground shipping. The theme of most landing pages is “Now is the time to shop.” How to Optimize PPC Campaigns to Get More Leads Both e-commerce and lead gen are optimized with the same principles. You’ll use closely-themed ad groups, ad copy and offer testing, and a variety of keywords. The only differences between the two are different types of call-to-actions and landing pages discussed above. It is critical to keep the funnel topped off with qualified leads, which means collecting information from your
11 Effective SaaS Lead Generation Tactics From Industry Leaders
Predictability is key to achieving real SaaS business growth. Predicting your revenue accurately allows you to make better decisions regarding expenditures, new hires, and product development. It’s critical to know whether you’re on track to hit your revenue goals and whether you’ll have enough cash on-hand to pay your bills at the end of the month. You can forecast your revenue if you know how many new leads your business receives each month and how many of those leads convert into paying customers. You’ll inevitably grow your revenue if you can improve and increase your lead generation. Unfortunately, generating leads for SaaS can be one of the biggest challenges a business can face. In this post, I’ll share 11 ways to improve your SaaS lead generation and generate real results. Have a Defined Goal How do you define a ‘lead’? Is the lead someone who might purchase? Is it someone who signed up for your email list or liked or shared one of your LinkedIn posts? You must define what makes a lead and what does not, since SaaS marketers work with a variety of leads. You may even be targeting a variety of leads in different campaigns, so you will require a system that can automate lead qualification. It can be extremely powerful and simple to automate. It’s especially crucial in SaaS marketing for startups to get this right, or else you risk causing a lot of confusion and making inaccurate growth projections. There are three types of SaaS leads: These three categories represent three different levels of customer intent. Let’s have a look at each of them. Information Qualified Leads (IQL) Cold leads, also known as IQLs, are prospect leads at the beginning of the buyer journey, aka the awareness stage. They are typically people who have encountered your top-of-funnel content (blogs, e-books) and have given up an email address in exchange for more valuable information (such as signing up for your blog or reading an e-book). Marketing Qualified Leads (MQL) MQLs are in the consideration phase of the customer journey, and are referred to as “warm leads.” They are closer to purchasing than IQLs, but not as hot as SQLs. Prospects have continued to express interest in your product, have probably watched a few webinars, downloaded some whitepapers, and view your company as an option for solving the problems they are facing. Sales Qualified Leads (SQL) Most of us want the SQL kind of leads but, unfortunately, we have to start with IQLs and nurture the leads until they become SQLs or “hot leads.” A SQL is in the decision phase of the buying cycle and is ready to make a decision. Salespeople typically get involved here, offering a bottom-of-the-funnel type offer (such as a free demo or trial) and striving to close the deal. Content Creation for Lead Generation Creating content is a great way to generate leads. Today, content marketing is the future of marketing. With a plethora of content tactics at their disposal, SaaS marketers are well on their way to victory if they start with just these three: blogging, gated content, and webinars. SaaS Blogging In the 90s, blogs were all the rage, and soon after they became “uncool” very quickly. They have now come full circle. There are over 70 million blog posts published every month on WordPress websites alone. Creating mediocre SaaS blog posts and publishing them on a semi-regular basis isn’t enough to achieve real success. You must ensure that your blog aligns with your SaaS marketing objectives. If your objective is to generate leads, you must be dedicated to doing so. Remember, consistency is critical. You will not turn a reader into an opportunity unless you provide such remarkable value that they are desperate for more. Keep these questions in mind when creating blog content: No matter how great your post idea is, if it doesn’t answer at least one of the above questions, your blog isn’t ready to publish (or your topic idea doesn’t need to be written). Always include a clear customer persona and give the reader real, actionable value. Gated Content It’s all about give and take. You’re doing trade with your audience. A good example is giving away a valuable e-book in exchange for a prospect’s information (typically an email address). How can you expect prospective customers to give up their email address when there are so many valuable in-depth blog posts and videos available for free online? The key is providing value that no other company can offer. You will have a better chance of winning if you have already shown your exceptional proficiency, which is why you will often find this approach employed on SaaS blog pages. Here is an example of how it can be done from Shopify: Shopify places gated content above the fold on their blog page, as shown here. They offer you content that you’d normally pay to get. It’s impossible to turn down an offer like that. Free business lessons? You can very easily build a large email list of leads by offering exceptional value in exchange for just an email address. Webinars Hosting a webinar is the best way to show your expertise and authority on a subject. Choose a subject you or your company is an expert in, then decide on the format. Here are a few choices to consider: Once you’ve decided what the webinar is going to cover and how it will run, it’s time to get some sign-ups! Targeted social media ads are one of the best ways to accomplish this. You should create a dedicated landing page and add CTAs to relevant pages on your website. There are many webinar platforms for SaaS applications. Some of the most popular include WebinarJam, Demio, Zoom, LiveStorm, EverWebinar, ZohoMeeting, WebinarNinja and GoToWebinar. You must secure a platform to host the webinar, as well as handle sign-ups and SMS or email reminders. Recorded webinars can be a tremendous asset for content marketing after the event
How to Generate More High-Quality Leads
Every marketer I have ever spoken to has always strived to generate more leads, and there are very few situations where they would get a lead and say “no, thanks.” Lead generation is a critical factor in the development of small B2B companies. It is frequently the most difficult aspect of the job, but once you are able to generate sufficient leads for your enterprise, your work will become much easier. At some point, you get to know the number of leads you’ll generate per week, month, and even annually. This is referred to as predictable B2B SaaS lead generation. When you have a predictable lead generation pipeline and consistent conversion rates, you can start to accurately predict business growth and the investment needed to achieve it. How to Create a Predictable Lead Generation Pipeline To have a successful B2B SaaS lead generation pipeline, you’ve got to use a mix of marketing channels. Feel free to combine SEM (Search Engine Marketing) with SMM (Social Media Marketing), word-of-mouth marketing, and PPC (pay-per-click), among others. You should think of it as hedging your bets to ensure that if one channel falls short, others will compensate for the loss. The most common error marketers make in this area is to excessively rely on one specific tactic they’ve used in the past. To begin developing a predictable lead generation strategy, you must consider these critical things. Discovering Channels that Work for Your Brand The first step here is to create buyer personas. A buyer persona is an imaginary character that reflects your business’s typical customer. Typically, a B2B firm begins with three buyer personas. A buyer persona helps you identify the best channels for reaching your target audience. You get to find out the channels they prefer and their specific demographic groups. Using this data, you can begin to target your desired audience. By combining your buyer persona with your ideal customer profile, you can construct your targeting. A persona can give you clues about the platforms and publications they consume. For example, if you are developing an ad campaign for a 25-year-old London fashion buyer, you may discover they use Snapchat, Instagram, read certain blogs, or follow certain YouTube channels. You can then build an idea of how to reach them. There are so many types of marketing channels that it would be impossible to compile a complete list. You can discover the ones that suit you best by working out your buyer persona. Importance of Measuring Cost per Lead You can calculate the cost per lead by dividing the amount spent on acquiring leads by the number of leads acquired. For instance, if you ran an ad campaign for $1,000 and got 10 leads, your cost per lead would be $100. You must determine cost per lead to gauge how effectively each channel is performing for you in terms of pure B2B SaaS lead generation and marketing ROI. It’s also valuable to track cost per lead because you can tell when you’ve saturated a channel or audience. If the cost per lead on a channel that was $50 crept up to $100, you’ve over-saturated the audience and should make some adjustments. Making Long-term and Short-term Investments Don’t leave out the most effective lead generation techniques for your brand for short-term benefits that are more expensive. For instance, content marketing and SEO are effective lead-generation tactics, but they don’t generate results in a few days. In these cases, marketing ROI is calculated over months rather than days or weeks. You might want to use Google Ads, Facebook, or some other paid advertising channel for quick results, as they generate leads on a daily basis. You should balance this with SEO and content marketing, from which you will see rewards further down the line. By investing in long-term lead generation tactics, you can reduce your cost per lead in six months by reducing spend on paid campaigns. How to Increase High-Quality Leads for B2B SaaS Businesses 1. Referral Programs Your current customers are your best advertisement. Case studies on your website are one of the most popular pages because they prove that your product works. A prospective customer sees them as proof that they, too, had the same problems and that your product solved them. The closer the case study subject’s profile is to your ideal client profile, the better. Source: HubSpot According to HubSpot, salespeople say that the top source of most of their leads is referrals. Referrals are an important source of B2B SaaS lead generation. Referring someone to a hairdresser or to a product you like works the same way as referring a friend to a piece of software. 2. Define Your Product’s Users and Buyers It is crucial to know who your buyers are and who your users are. In big businesses, the purchaser of a piece of CRM software may be the CTO or Head of Marketing, but the users may be sales reps or secretaries. While most users currently have little buyer power, engaging them is still important because people frequently switch jobs, and usually move to a higher position. If someone has used one piece of software in one company and found it successful, they are very likely to recommend it to a new employer looking for the same solution. 3. Content Marketing Creating and distributing quality content is key to successful marketing. It may be too simple, but one of the common issues B2B technology businesses face is not having enough relevant content on their website to rank in Google. There are two primary methods that B2B companies can use to generate leads through organic search traffic and SEO. The most effective ones rely on Inbound Marketing. People seldom create content because there is little short-term reward for doing so. Those who do not produce enough content will not generate enough low-cost leads for B2B companies. 4. Blogging You can outsource content if you don’t have the time or resources to produce it in-house. There
The Ultimate Guide to PPC Lead Generation
Businesses of all kinds always need more customers to fuel their growth. That is why ppc lead generation is crucial, no matter what industry you’re in. PPC (Pay Per Click) has become more popular recently and is as important as SEO (Search Engine Optimization) in marketing. It’s a goldmine for new business owners or those new to marketing. However, with PPC, all the time, effort, and money you invest can result in nothing if you make even the smallest mistake. This PPC lead generation guide will give both beginners and pros the ins and outs of PPC marketing. What Is PPC Lead Generation? PPC refers to paying for website traffic rather than receiving it through organic methods. PPC advertisements pay out every time a user clicks on an ad. Search engine advertising is one of the most popular forms of PPC marketing. Brands bid for ad placement on specific search engine-sponsored links through PPC. They use pay-per-click keywords to bid for these placements. As a result, when a user enters keywords related to what their business has to offer, PPC ads will appear at the top of the page. Every time the ad is clicked, the brand pays a certain fee to the search engine. When PPC lead generation is working properly, the cost you pay becomes trivial. That is because the visit is worth so much more than what you are paying for. For instance, you may have paid $3 per click and it resulted in a sale worth $300, making a hefty profit. Keep in mind, though, that building a pay-per-click lead generation campaign will require a lot more work. To properly optimize PPC landing pages, you must research and choose keywords, organize well-worded ad groups and campaigns, and put keywords into them. As search engines charge businesses less for each ad click, brands are even more motivated to create relevant and intelligently targeted PPC campaigns. With lower click costs and higher profits, your business may end up operating more profitably than usual. Types of PPC These PPCs are specifically placed on social media platforms. They are targeted at groups of users based on their demographics, interests, or data. In most cases, your ads will appear on a user’s feed or timeline. The advertisers decide when and who will see the ads as it’s targeted to a very specific audience. These advertisements are shown to whoever is looking for the same items the advertisers are offering. In contrast, social PPC ads are controlled by advertisers and are shown only when and to whom they choose. Search PPC ads are shown to all users who actively seek out content or services similar to what you offer. Why Use PPC for B2B Lead Generation Here are some advantages of using PPC for lead generation for your brand and marketing. Get To Know Your Customers Better. With PPC, you will get an extensive breakdown of data on how your campaigns perform. The data provided will help you understand who your audiences are and what they respond to. You’ll learn the demographics, location, and even the behavior of the people who click on your ads. Your PPC lead generation results can be improved by using that information to finetune your entire online marketing efforts. Since you have data, you will be able to demonstrate the marketing value PPC provides directly, and convince the C-suite that it is a worthwhile investment. Ppc Allows You To Create Targeted Ads. PPC lead generation is one of the most direct marketing channels and it prioritizes both quantity and quality of leads. PPC ads are more controllable than other online marketing channels as they give you the power to dictate who sees your campaign. Social media PPC goes even further and allows you to choose which audiences to target. You can use behavioral data, location, and demographics to reach more people and ensure you are reaching the right people. Meet Your Audience Where They Are Every day, 3.5 billion searches are performed on Google. As a result, it’s considered the go-to search engine for every query or need people have. In addition, most Americans (regardless of age) are on a social media platform. They visit at least one social media platform daily. Using PPC lead generation, you can reach out to anyone with internet access using search engines, social media websites, and even the Google Display Network. The world is your oyster. Ppc Offers a Solid Return on Investment Businesses sometimes resist investing in paid ads for lead generation because they have other alternatives, such as social media marketing and search engine optimization (SEO). PPC lead generation costs money, but it is a worthwhile investment that produces an impressive return on investment (ROI). Studies have shown that for every $1 advertisers spend, they get a return of $8 with PPC. Ppc Generates Results Faster Compared to SEO SEO can certainly deliver outstanding results over time, but PPC can provide you with relevant traffic right away. This means you don’t have to wait long for your campaigns to generate leads—leads are going to arrive to you in one way or another based on Social PPC and Search PPC. Once you have established a strong landing page and ad setup for your PPC lead generation campaign, you’ll start seeing results on the same day. 9 Smart Tips for PPC Lead Generation You should use the following best practices to get qualified B2B PPC leads. 1. Be Where Your Target Audience Is. The good thing about PPC lead generation is that it can provide brands with an extensive reach. However, that does not mean you have to reach everyone with your ads, since you’ll be paying for every click—even from those people who aren’t going to end up as potential leads. To ensure your ads reach the people most likely to do business with your company, make sure you are placing your ads where people are likely to see them. To reach your target audience, you must know where
12 Best Practices for B2B SaaS Lead Generation
Just having an excellent product isn’t enough to generate SaaS leads. To acquire leads and close sales in this industry, you need to employ a number of strategies. In this post, we’ll provide you with a variety of scalable B2B SaaS lead generation techniques that you can use to expand your customer base. The bottom line is that you need leads to grow your B2B Saas business. Your sales team can only hone your SaaS into a successful enterprise if they have a steady supply of leads. Here are some strategies to turbocharge your B2B SaaS lead generation. How to Scale B2B SaaS Lead Generation As a SaaS marketing agency, our goal is to remain competitive by being able to scale your lead generation capacity quickly in order to ensure long-term success. Here are 12 practical methods we use to scale up your lead generation. 1. Use software discovery and review platforms. Every new lead that comes into your business is at a particular stage. Leads are sorted into three categories: hot, warm, and cold, and each strategy is tailored to suit a certain kind of lead. Businesses and individuals can use review platforms to identify the best technology stack to run their operations by gathering reviews around software solutions. A good example of this is G2. These platforms are now well-positioned and are trusted by millions of decision-makers to find, buy, and review software. For B2B SaaS lead generation businesses, this means that millions of potential warm leads are at your disposal if you build, promote, and grow your business profiles. These platforms are being used by decision-makers to seek out a solution. By displaying at the top of their searches, you can start a conversation with highly motivated buyers that just need a little nudge to convert. 2. Draw in new users with SEO. The search engine results pages (SERPS) are where businesses with an excellent return on investment (ROI) hope to stay. Every day, over five billion Google searches are conducted, which has a significant impact on businesses’ ROI. Increasing organic traffic is not simple, which is why search engine optimization (SEO) is crucial. SEO is about matching search intent and providing the best possible response to a user’s query. If you can accomplish that, you’re already ahead of the game. Congratulations! Your SEO plan may be developed by defining what end users require and how your tool provides a solution for them. You will know the problems they want to solve and how your solution helps them if you know how they think and what they value. For instance, you have a product that uses data to help fintech companies identify their opportunities. You might want to create a series of articles describing how fintech companies can use data to gain an advantage over their competitors, detailing the best times of year to reach out to potential customers, and so on. The key is to focus on the needs of your ideal customers—once you do that, creating SEO content will become second nature. 3. Make use of interactive tools and lead magnets. Invite people to sign up for a free trial or purchase, and then provide them with a downloadable lead magnet or interactive tool. When companies think about e-books or gated content, they often mistake them for lead magnets. However, the most effective lead magnets are those that help their users work more efficiently, effectively, and faster. For instance, a checklist might aim to simplify a complicated procedure or work smarter with data using great tools. These tools can help you increase the number of subscribers you can nurture with your email workflows, as well as generate organic traffic, build backlinks, and strengthen your brand. A good example is Ahrefs. They developed a free Webmasters Tools site that helped them gain over 8,000 backlinks and attract around 3,000 organic visits per month. Interactive tools will also help you increase engagement with potential customers as they get to connect more with your site. Using interactive tools will also help you establish a closer relationship with users before they commit to converting into paying customers. 4. Use real-world examples. Content is critical to attracting users, but making those users turn into customers requires more effort. Businesses are under a lot of pressure and want to make sure that the solution they pick is right for them before they commit to it. Case studies provide a real-life example of how a customer solved a problem and how your solution helped. They can help you develop empathy with your audience by letting them see themselves in the story, get quick answers to their questions, and get a sense of what it is like to use your solution. Especially if the case study is in the same industry as theirs. 5. Create data-driven content to gain authority in your niche. When you’re producing high-quality original content, the top of your list of priorities should be content based on research facts. These are excellent pieces to build authority, acquire high-quality organic links to support your SEO, and—if the data is useful or the result is controversial—increase brand awareness through several outlets. If you’re a B2B SaaS lead generation company, you already have a lot of data about how your users interact with your tool, so you can begin there. Using this information, you can gain insights into the subjects your potential customers care about. Beyond just producing blog posts, you should also produce podcasts or newsletters to grow your audience and establish yourself as a subject matter expert in your field. Before signing on for a longer project, make sure you have a thorough outline. These kinds of efforts take longer than usual because they require more planning. To make a solid plan, answer the following questions: 6. Use podcasts for your outreach campaign. According to LinkedIn, podcast listening among senior-level decision-makers accounts for 44% of all listeners. This means that you need to be present among decision-makers to succeed.
A Comprehensive Guide to B2B SaaS Lead Generation
Today, we’ll look at some ways to power your business with leads and establish some basic foundations so that you can take advantage of all the new sales opportunities in B2B SaaS lead generation. If your B2B business is a car, then leads are your fuel. No matter how well-designed, expensive, or beautiful a vehicle may be, it won’t go anywhere without fuel. You’ll need a well-oiled machine for B2B SaaS lead generation to work. The most efficient vehicles will go further on less fuel, and the ones with the best engines will get to their destination quicker. The most crucial part of any B2B SaaS marketer’s job is generating leads. If you don’t generate leads, you don’t generate business, and the company doesn’t grow. Because generating leads is such a crucial component of growing B2B technology firms, Sales and Marketing teams are often combined. According to the Holger B2B Lead Gen Report, more than half of marketers (53%) report that half or more of their budget is allocated to lead generation. What Is a Lead? When someone attends an event you organize, completes a form on your website, talks to someone at your company, or clicks on an ad you run, they become a lead. A lead is any company or person that has expressed interest in your services or products. This article is focused on digital marketing, so we won’t talk about event marketing and direct mail, although both are still significant parts of lead generation. According to Hubspot’s 2022 marketing statistics, lead generation has remained a major challenge for most companies. Source: Hubspot How Much Should B2B SaaS Lead Generation Cost? An excellent place to start with any B2B SaaS lead generation strategy is determining how much a new client is worth to your company. Customer Lifetime Value (LTV) is the term used to quantify this value. LTV is a metric that tells companies how much revenue they can expect one client to generate over the course of their business relationship. The formula for LTV is: Average monthly or annual revenue per customer x Number of months or years they have been a customer. You need to adjust accordingly if you charge annually, monthly, or a combination of both, as LTV depends on your pricing or business model. Some SaaS companies calculate LTV a little bit differently, you can check that model out here. You’ll then have to calculate the cost of acquiring a customer (CAC). This is the sum of money spent on sales and marketing to attract customers. CAC is a high-level metric that is not accessible to all marketing professionals unless the leadership team provides input. It includes salary, tools, and expenditures. CAC = Sales costs + Marketing costs / Number of new customers You can begin to estimate how much you should spend to acquire one client/customer by calculating this. For example, you would not spend $100 trying to acquire a customer valued at $100,000 for your company. You’d probably be underinvesting and would likely miss out on opportunities vs. competitors who spend more money. While everyone wants to spend as little as possible for a B2B SaaS lead, if you underinvest in lead generation, you will not grow as fast as you could and may lose out to your close rivals. Calculate Your LTV: CAC Ratio Simply divide your total lifetime value (LTV) by your total acquisition cost (CAC). Basically, LTV/CAC. A 3:1 LTV ratio is frequently used in SaaS businesses to determine growth. If a client has an LTV of $100k, for example, you should expect to spend about $33k on sales and marketing to acquire them. This ratio of LTV to CAC is used to measure financial health. There is disagreement about whether a higher ratio of 5:1 is desirable since it might mean that although you are very profitable, you are not expanding as fast as you could. In my view, each situation is unique, and it depends on the goods or services. SaaS businesses track their monthly LTV: CAC ratio to see how well they are doing. Source: Visible.VC Use LTV As a Guide A top-level view of budgets is provided using this method of calculation. It can be difficult for marketers to justify the spending to their leadership teams. However, LTV can be used as a benchmark to gauge where you stand, then you can decide what kind of investment would be wise. Determining the Cost Per Lead (CPL) Keeping an eye on the ROI of your B2B SaaS lead generation strategy is crucial if you want to track cost per lead (CPL). It’s probably one of the most common things used to keep track of the success of any lead-generating campaign, aside from the number of leads generated. CPL= Total expenditure / Number of leads generated For instance, an expenditure of $1,000 on lead generation that results in 10 leads, gives a CPL of $100. Your overall cost per lead across all digital marketing channels should be calculated, as well as the individual cost per lead for each channel. You can then determine which channel gives you the best value for your money. Measuring the Return on Investment of B2B SaaS Lead Generation One of the major challenges that many B2B technology firms face is having the sales cycle last for months or even years. In most technology B2B companies, a lead doesn’t close the same month it opens (SaaS is a little different at times). This valuable study conducted by Implicit showed led to opportunity conversion rates of 13% and that the average time taken to convert was 84 days or about three months. In Order to Benchmark B2B Tech Sector Conversion Rates, One Must First Determine the Conversion Rate for the Company. It is better to benchmark conversion rates against your own performance rather than look at what everyone else is doing. If 3% is good for your company, then you won’t go to extremes to get to 5% or strive for 10%.
6 Best Tips for Content Marketing Lead Generation
Sadly, for content marketing lead generation 30% of new businesses fail in their first two years, 50% in the first five years, and 66% in the first ten. Why do so many businesses fail? There are plenty of potential pitfalls: Poor content marketing can have a huge impact on your business. Many business owners and marketers fail because they approach marketing incorrectly. They do not frequently optimize their marketing campaigns to increase conversions, gather leads, and drive sales. There is no doubt that marketing is one of the most effective methods to boost lead generation for business development. In fact, content marketing produces 3 times as many leads as other traditional marketing techniques, according to a DemandMetric report. So how do you create excellent content that generates leads for your company? This guide explores six effective ways to generate leads using content marketing. 1. Create a Buyer Persona Did you know that you can generate a thousand leads and still not make a single sale? Your content must be tailored to suit your target audience if you want it to be effective. If you create content that isn’t compatible with your audience, you risk wasting time and money on leads that won’t convert. Before starting with content marketing, you must first identify your target audience and develop a persona for them. What Is a Buyer Persona? A buyer persona is a research-based profile that describes the sort of person that would purchase a particular product or brand. A buyer persona provides information on the prospective buyer—their characteristics, preferences, and types of touchpoints that lead people to buy your product (or your competitor’s). If you know who your prospective customers are and what questions they need to be answered, you will be able to create informative, valuable content that addresses their pain points and answers their questions. The process of turning visitors into leads begins with producing content that provides immense value. You must know the customer’s needs in order to deliver value. The following are some of the specifics that must be included in your buyer persona: Knowing who your target audience is can help you create content that meets their demands and boosts conversions. There are a number of tools available to help you build your buyer persona if you are unfamiliar with the process. The Facebook Audience Insights tool is located inside the Facebook Ad Manager. Using this tool, you can discover a lot of information about your audience and use it to build a persona. You can also add interests that you want to research to get more information about your customers. There are over 200 billion global internet searches each month, and Quantcast delivers real-time data on over 100 million of those. Using artificial intelligence, Quantcast helps you better understand your target audience. They help you accurately track and measure your audience using artificial intelligence. Survey Gizmo is a terrific tool for conducting surveys on your audience so that you can construct your own buyer persona based on real audience responses. If you already have an email list, you can use Survey Gizmo to examine data on your current customers. 2. Use the Content-Type Best Suited for Your Audience There are hundreds of content types available, and in order for your content marketing efforts to have a profitable ROI, you will need to create content that suits your audience. Creating content for your marketing strategy is the key to generating either traffic or leads. You need both to turn a profit— before you can generate any leads, you must bring visitors to your site. Some examples of content you can use to generate traffic are: Blog posts can be a valuable resource for generating traffic to your website. They provide value for your readers and increase the number of indexable pages in your domain. They are also excellent at directing people to your landing or sales page. Videos are another terrific way of driving traffic to your site. Make engaging, audience-focused videos to boost the number of times they are shared. Also, focus your efforts on YouTube. YouTube is the world’s second-largest search engine. Creating videos that are appropriate for the platform can boost traffic to your website. There are currently 2.95 billion social media users in the world. You should take advantage of this and publish posts on social media to drive visitors to your website. This means optimizing your social profiles, interacting with other users, and using targeted social media advertisements. Production of podcasts has been on the rise in recent years, as indicated by a 2019 report on podcast statistics. As of now, there have been more than 700,000 podcasts created, with 29 million podcast episodes produced. You can communicate with your customers more intimately using podcasts, hopefully resulting in a bump in traffic to your site. The Demand Gen Report stated that infographics can increase your web traffic by 12% and receive 650% more engagement than normal guest posts. Visual marketing is very much in vogue, so you should seize the opportunity by increasing your visual marketing efforts. Once you’ve begun seeing traffic from your content efforts, the next step is to create content that can be used for lead generation. A new blog that hasn’t started generating any traffic yet can still generate leads through great content, but what happens then? 3. Use Content Syndication People seeing your content is one way to leverage content syndication. What is Content Syndication? When you post your content on a high-traffic third-party site, you immediately have the potential to generate a lot of leads. Syndicating your content means uploading it to sites that are larger than you to generate more traffic and increase engagement. Netline is a B2B lead generation network that allows you to syndicate your content so that you can build traffic and generate leads faster. The best thing about this platform is that it is performance-based, meaning you only pay for the leads that are generated. Make sure to use