Author Archives: Mugo Wambui

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 for pop ups and email marketing, allowing you to collect customer data and generate leads automatically.

You may wish to automate your social media marketing for lead generation. For example, Agorapulse, a social media management tool, can be utilized to automate Twitter/Facebook posts. Agorapulse has a case study about tweeting evergreen content on a large scale. 

11. Respond to an inquiry on Quora

Quora is a question-and-answer based social platform that has a large user base from various backgrounds who are posing questions on a daily basis. If one responds to enough of these questions, users will come to recognize your profile and may even visit your business website.

12. Offer feedback on other blogs

By providing helpful and generous comments on blogs, one can get their name out there and eventually lead to potential customers. Being kind and generous with your responses will draw people to what you have to offer.

13. Begin writing posts for other blogs

Lead generation can be improved through guest blogging, provided the following rules are observed:

  • Audience members can find useful content in articles.
  • You direct readers to a suitable page on your website.
  • The post contains exclusively original material.
  • You actively share the post in order to gain social proof.
  • Your target the audience that highly values the website you blog for.

14. Show off your signature

Always add your email signature as a link that will take the readers to relevant and informative material. By integrating that link, you can expect an increase in web traffic to your content. It is essential to check that your HTML coding is functioning appropriately on all platforms when you include your signature in your emails.

15. Take part in discussion forums

By participating in forums, it is possible to become more familiar with customers. A greater understanding of customers makes it simpler to reach out to them with an offer. Take part in conversations on forums, express your opinions to other members, and provide answers to their inquiries.

16. Speak with influencers in interviews

Connect with influencers that your customers look up to and interview them for your blog or on your social media accounts. Keep it simple, asking straightforward questions. By showing your credibility this way, you are likely to draw in new potential customers and leads.

17. Post videos on YouTube for others to watch

YouTube is much more than a video hosting site; it is a gigantic web search engine. It is more frequently visited than any other social media network, including Facebook, Twitter, and Google+, with more than 14.3 billion visits a month. In contrast to other sites, posts on this platform remain available over a long time. Therefore, it is the ideal channel for generating permanent referral web traffic.

This platform provides an opportunity for you to create and manage a channel of your own, where you can upload clips, instructional videos, and more. This will help to distinguish you from your competitors and draw more potential customers to your business.

18. Provide free software on your website

Offering a user-friendly software application without any cost can help build confidence with your visitors. Neil Patel’s blog Quick Sprout offers a website analyzer for users, and Agorapulse provides free social media marketing tools for Facebook and Twitter. Leads are generated when trust is established.

19. Incorporate a Quiz into your blog

Creating a quiz on your blog can be an effective way to engage your audience and attract more visitors. It can encourage readers to make comments and give their opinion on your posts, which can help you build relationships with them and bring long-term leads.

Creating a quiz for your blog is made easy with the utilization of QuickBox, a free utility that guides you through the process in a few straightforward steps.

We hope these lead generation strategies will help you start generating leads for your business. Never stop testing. Try every strategy and keep improving what works to improve your lead quality. 

ds for your business. Never stop testing. Try every strategy and keep improving what works to improve your lead quality. 

Learn more today! Book a call with us.

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:

  • Lack of user intent when creating content. The new Google algorithm in 2022 gives a clear picture of how important user intent is when creating content. Google prefers content by people, for people. Creating content that people won’t look for completely removes you from the search process. 
  • Lack of backlinks. One of the most important ranking factors by Google is having backlinks. Chances are you’re not going to be visible on SERPs if you don’t have links. 

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 – so relatively few people come up to speak to you.”

Instead of attending events such as TEDx, you’ll generate higher volumes of genuine leads by speaking at events with 50-100 people. So look for small-audience speaking engagements to generate face-to-face inbound sales leads. 

8. Have Multi-Step Forms to Maximize Inbound Lead Generation 

There are a lot of impediments to converting website visitors into inbound leads, but one of the largest is keeping them engaged with them as their needs evolve. Having the ability to convert traffic into email sign-ups via is one of the most effective ways to do this. Email marketing segments your leads and addresses their pain points as you lead them along their buying journey. 

Fortunately, you already have all of the sign-up content for email subscribers, but you still have to address the fact that most brands have average conversion rates of about 2.35%. Don’t settle for mediocrity, though. Work on your page content, headlines, and CTAs to get people excited about your offer. You can boost conversion rates by up to 300% by using multi-step forms.

Multi-step forms reduce form friction, increase incentive, and segment leads in order to increase conversion rates and help generate high-quality leads.

9. Automate your Inbound Sales Strategy

Once you know that your inbound lead generation strategies are working, you want to automate as much of each process as possible. Reducing the manual workload of your wider inbound marketing strategy, you’ll increase the number of leads you can generate. 

At Get Going in Business, we help you automate your lead generation process. We’ll help get prospects to your door, build a database and automate the prospect follow-up process, and have your prospect book your calendar. 

You can also automate most of your email marketing strategy, technical SEO reporting, lead segmentation, and much of your social media activity. Tedious daily tasks such as creating quotes and proposals, invoicing, accounting, etc. can also be automated. If you automate these processes, your lead generation results will skyrocket.

10. Automate your Sales Process

Your inbound lead generation strategy is bringing in more prospects than you ever imagined, and now the challenge is how to handle all of those leads. You have two choices: build a bigger sales team to handle the surge, or you can automate your sales process so that your existing workforce can still take care of everything—which is much more economical.

By automating the sales process from the moment users submit their email addresses, you are able to nurture them along the sales process without any (or minimal) manual input. Your sales team only needs to get involved when a lead drops outside of the automation processes, fails to respond, or contacts your teams contact for any reason.

Wrapping Up

You may be thinking at this point that you already have a wonderful blog and it is not bringing in enough leads or that paid advertising is too expensive. It’s true; these things are difficult. But if your blog isn’t producing enough leads.

If you’ve tried these strategies before and they didn’t work for you, give them another shot and put in the time and effort to get the basics right (great content, compelling ads, etc.). And if you haven’t used any of these techniques yet, now is the time to put them into action in your marketing process.

Learn more today! Book a call with us.

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 for attracting new clients to your landing page varies. Inbound marketing aims to capture leads by getting them to come to you instead of reaching out to them.

What do you need to get your first inbound lead generation campaign off the ground?

A Piece of Content

Content is what draws new leads to your company. For example, a blog post ranking on Google, a YouTube video, a tweet, a post on LinkedIn, or something similar would be effective.

An effective content piece must fulfill the following criteria:

  • Relevant to the pain points of the reader.
  • Easy to digest and engaging. 
  • Provide an easy, step-by-step solution.

You’ll only convert quality leads with better-performing content pieces.

Landing Page

A landing page is a web page where visitors can locate your lead magnet and engage with it. It includes a headline, marketing text, the lead magnet, a call-to-action, social proof, as well as gorgeous design and visuals to catch the eye of your target audience. Organic traffic refers to people coming to a blog post and then clicking through to a landing page. With social media, you can drive traffic directly to a landing page and receive direct leads by providing your contact details.

Lead Magnet

This is an incentive or bribe to entice people to visit a website. A visitor remains on a website after finding the information they desire when a lead magnet is present. The lead magnet may be part of the initial solution provided to prospects, or it may be an added piece of content that addresses a more advanced issue.

Here are a few examples of lead magnets.

  • Webinars
  • Ebooks
  • Case studies/whitepapers
  • Demos
  • Discounts
  • Free training sessions

When a target lead enters their contact information (usually name and email address) in order to access your special offer, that counts as a conversion.

Call to Action

An immediate action is prompted by a button, link, text, or question of any sort. It is the next step the visitor must take after they have finished reading the page. When it comes to inbound lead generation, your leads may be prompted to do the following: sign up, download, subscribe, start a free trial, register, etc. 

An inbound marketing lead generation campaign can be maximized by using the CTA as a fundamental component in your marketing copy. It will make your copy more engaging and guarantee that you are making the most of it.

A Thank You Email

A thank you email is an automated message you send to new subscribers once they sign up for your email list.

Do you really need it? Yes. Many salespeople and marketers consider the thank you email to be an optional component of their sales funnel. In reality, it represents the first real connection you will have with any prospect. It also serves as a reminder for your new leads that they are now part of your email subscriber list.

Creating an Effective Inbound Marketing Lead Generation Strategy

So far, we’ve discussed the advantages of inbound marketing lead generation and the key components required to build your campaign. 

It’s time to dive into how you can build a smart inbound lead generation strategy. The good news is your current lead generation strategy and inbound marketing practices have a lot of overlap. Both require a strong brand presence to capture interest and a lot of quality content to nurture new prospects and push them down the funnel.

Let’s begin.

Determine Your Target Audience

You must already know what an ideal customer looks like in terms of demographics, industry, interests, and purchasing preferences if this is not your first time with lead generation. Creating a content strategy tailored to your target audience is critical at this point. You will know which subjects to address, what questions to answer, and what content format to use to maximize engagement.

Knowing your target audience’s preferred channels allows you to focus on the most effective inbound marketing tactics. For example, if you know which social sites your leads are active on, you will be able to dedicate more time and resources to boosting your brand there.

Pick the Right Communication Channels

Where will you publish content to attract new leads? There are many inbound marketing channels you can focus on, depending on your strategy and preferred content. The most popular ones are organic search, social media, email marketing, podcast hosting sites, and direct traffic (from industry websites).

The best inbound marketing approach is one that generates the greatest number of qualified leads. To get you started, here are a few things to consider:

  • Organic search can provide hundreds of leads each month at a minimal cost. 
  • Social media sites like YouTube, LinkedIn, and Twitter are also terrific for keeping your target audience interested and reaching new audiences.
  • Industry podcasts can be an excellent way to engage with others and keep conversations going if you’re a natural speaker who can speak with people. You can invite a new guest with each new episode to cover trending topics and answer important questions.

Still not sure where to start?

You can try multiple mediums at first, and then compare your lead generation results and drop the ones that aren’t working. Keep three to five channels at once so you can redistribute your content or recycle it into different forms.

Curate Tons of Helpful Content

Content is King. No matter how cliche that statement is, it’s the core of your inbound marketing lead generation. The quality of your content matters if you want to leave a positive first impression. When organic visitors land on your website, they expect to get precise, informative answers to their questions. They want an outstanding user experience with comprehensive solutions to help them overcome their daily challenges.

Here are some things that make high-quality content. 

Longer educational content provides detailed answers and is preferred over shorter pieces. Google, for example, prefers longer content and ranks it higher because it provides more value. Longer videos perform better on YouTube in terms of analytics, as well.

It’s crucial to keep visitors engaged and eager to read more articles on your site. Improve readability by dividing your write-ups into headings and subheadings, using high-quality images, and keeping paragraphs short.

Additionally, increasing your internal linking structure is a great way to increase rankings and keep visitors on your website for longer. In order to optimize your content for SEO, include low-difficulty keywords and long-tail phrases to increase relevance in the SERPs.

By adhering to these principles when creating content, you will make new leads adore your brand before even seeing your products or services. This makes it simpler for you to send more visitors to your landing page and get more individuals interested in what you have to offer.

Landing Page

A landing page is the living room of your website; it’s where visitors come to gain access to your lead magnet and learn more about your offerings. An excellent landing page keeps leads interested in your product. It makes your potential customers connect with the product and recognises its significance.

What makes a great landing page?

  • Have an attention-grabbing page title, headings, and subheadings. 
  • Generate engaging and captivating web copy. 
  • Have high-quality videos and images. 
  • Have strong CTA buttons that encourage visitors to take action. 
  • Create a unique lead magnet that your visitors just can’t resist.

When a prospect wants to get your freebie, they must first complete a form that captures their contact information. That is why lead magnets are crucial to the lead generation process.

Create Ads for Your Lead Magnet

You’ve researched your target buyers and created loads of content to help you draw them to your business. You also created a landing page and a tempting lead magnet that entices inbound leads to give you their contact information.

What’s next?

Now is the time to promote your free offer and make the most out of your inbound marketing strategy. Every visitor to your website must see your lead magnet and fill out the form to obtain it. The process of promoting your lead magnet doesn’t have to be too complicated or cost you an arm and a leg. You can use PPC lead generation to get more leads to your landing page. Depending on the marketing channel you choose and the content format you create, you can show potential leads what you have to offer and encourage them to convert.

Here are some tips to increase the conversions of your lead magnets: 

  • Make it possible for all organic visitors to see your lead magnets after reading your content. 
  • Use social media channels and YouTube informational videos to promote your lead magnets.
  • Showcase your landing pages on social media pages and business profiles. 
  • Create targeted ads on search engines and Facebook. 
  • Host live events, webinars, and workshops to promote your landing page.

You put a lot of effort into creating an attractive lead magnet that answers their needs. Make the most of it by promoting it repeatedly whenever you can.

Summary

The use of search engines and social media marketing has become more popular as a result of inbound marketing lead generation. Creating excellent content and utilizing it to capture highly-targeted leads at a low cost has become a popular B2B tactic. Understanding the key components of inbound lead generation helps you focus on the right aspects and spend more time improving on what matters in your strategy.

Develop a strong landing page with a lead magnet tailored to address your prospects’ pain points. Then create content to reach your leads where they are and increase your brand reach.

Want to learn more about Inbound lead generation? 

Book a call today!

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:

  • Trial periods.
  • Denial and approval processes.
  • A sales cycle takes quite a long time due to the complex nature of the service or product.
  • Price quotes.

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

  • Get visitors who are actually looking for your solution.
  • Get keyword ranking and traffic immediately.
  • Bid on different stages of the sales funnel.
  • Get to see users’ needs and craft your message to fit their needs.
  • Control the message at every stage of the funnel.
  • Learn more about your target audience and their specific needs.
  • Track the return on investment down to every penny.
  • Grow your leads database and use other marketing techniques to reach them.

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 CTAsLead Gen CTAs
Order now!Sign up!
Buy now!Subscribe to our email list now!
Free shipping for orders over $50Download 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 visitors. Since not every click you get will convert, you should cast a wide net and employ PPC to increase your chances of acquiring qualified leads.

Tips to Improve Your Lead Generation

Give Offers to Your Visitors

Use offers to draw visitors in. Give away a free white paper or guide in exchange for the visitor’s email address, name, and other information. At minimum, provide a link to your blog or ask for a follow on social media. You have squandered your click by getting nothing for it.

Create Focused Landing Pages

Focus on creating clear and concise landing pages. Make sure you reiterate the advantages your product or service offers, and why the visitor should hand over his or her information. Ask for the right amount of relevant information, rather than bothering the customer with too many requests. Use primary and secondary calls-to-action. Test the length and structure of your landing page. Keep it simple, in other words.

Somethings to note:

  • Include testimonials and a short client list
  • Have clear benefits in bullet points
  • Have a free valuable offer in exchange for information
  • Create a form with very few fields to fill
  • Prove your credibility and trustworthiness

Use Dynamic Number Insertion (DNI)

You can dynamically alter the phone number on your ads and landing pages. This ensures that call representatives are aware of the keyword that triggered the call. This allows you to route calls efficiently to the appropriate personnel in your company. Call Rail and ifbyphone are two of the most well-known providers.

Get a CRM System

Tracking leads on your own can be overwhelming. A great CRM (customer relationship management) program can inform you who contacted you, what they were looking for, and what happened. You may categorize your leads and keep in touch with them via email or phone call using a CRM. There are many CRMs in the market today, including Infusionsoft, Zoho, HubSpot, and Salesforce, among others.

Keep Your Cost-Per-Lead (CPL) In Check

Rather than focusing on the usual PPC metrics such as cost-per-click and conversion rate, pay attention to a “new” KPI in lead generation—cost-per-lead. The cost-per-lead (CPL) is one of the most important key performance indicators. It can be calculated using the following formula: [Total cost of PPC campaign/number of leads = CPL]. This will tell you how much you pay for your leads, which will help you make decisions.

We hope this post will help you get the most out of your PPC ads. 

Want to learn more about PPC lead generation? 

Book a call today!

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:

  • Information Qualified Leads (IQL)
  • Marketing Qualified Leads (MQL)
  • Sales Qualified Leads (SQL)

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:

  • Is my post directed to my specific target audience? Does it provide a solution to them?
  • Is the search volume of my keywords good enough to justify why I’m writing this topic?
  • Are there clear and actionable insights in my post?
  • Is the post impressive enough for me to give my email address after reading it? 

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:

  • One speaker—pre-prepped content that can be presented with or without a live speaker. 
  • Two speakers—an interview scenario that can be live or pre-recorded.Get industry experts and authority figures for these interviews. 
  • Multi-speaker—this involves one main host and guests in a panel. This format is quite popular in the SaaS niche as it helps drive conversations around specific topics. 

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 is over. You can utilize old live webinars as on-demand webinars, video guides, or even have them transcribed into e-books or blog posts. 

The Best Lead Generator Is Your Website

Whether you’re focusing on organic traffic through content marketing, paid social media campaigns, or extensive email marketing programs, you’re probably directing prospective clients to your website. As a result, you must ensure that your website is optimized to increase your conversion rates if that is the case. 

There is an entire field dedicated to conversion optimization, but here are some pointers from experts that will get you started.

Have an Exit Intent Popup

Have you ever been browsing a website and noticed that as you moved your cursor towards the top of the screen a little popup box appeared? The box is referred to as an exit intent popup. 

When a prospect clicks on the exit button, the popup is activated. It’s the holy grail of website lead gen as it acts like a last ditch effort to get your audience to give you what you’re asking. The contents of the box are entirely up to you, but it’s usually a good idea to give away something of incredible value for free (such as a free email course).

You should consider establishing different exit intent popup windows for different web pages. The customer may be interested in a different offer if they are exiting a blog page (e.g. subscribe to our blog) than if they are exiting a product page (e.g. how about a free trial?).

Get a ChatBot

Your chatbot should function as your store’s virtual assistant to get your customers talking. A chatbot can play the same role as a physical store employee, by helping customers find their way around or offering service. Even if they are just looking, an employee is always present to help them.

You can set up a chatbot to answer a number of common questions, or to direct the prospect to their area of need. If the chatbot is unable to answer a particular question, don’t shy away from saying “give us your email, we’ll get back to you.” Cha-ching!

Here is an example from RingCentral:

RingCentral’s chatbot eliminates barriers and makes it simple and instant to start a conversation with a salesperson.

Offer a Free Trial

A free trial is the best way to snag hot leads at the bottom of the funnel. Having a prospect go deep into your product during a trial is not only a great way to capture some prospect information, but it also gives them an opportunity to determine if it works for them. If the trial lasts long enough, they will begin integrating it into their company processes, which ensures a yes every time.

In addition, it provides your salespeople with a good reason to connect with customers. Would you like a free demo, Mr. Customer? Here’s what we have to offer…

Rather than having prospective customers only clicking “free trial” buttons, helping them use and understand your software will increase the conversion rates. It’s one thing to click a “try it free” button, but it’s another to actually spend some time diving deep.

One way to accomplish this is by pairing up a sales representative with a free demo. This will also open an avenue for you to know how serious they are about using your solution. You can also assist prospects by creating quality content to guide them through using your product. 

Videos are excellent content for this, as they help show your prospects the features of your software. Prospects can follow along and experiment with your video in real time, and that’s what makes it so effective here.

Social Media as a B2B SaaS Lead Generation Solution

Choosing your SaaS marketing channels wisely is critical to success. Recall that you are marketing to business decision-makers, so you will likely not reach your target audience on platforms such as Snapchat and TikTok.

Despite that, you shouldn’t write off social media entirely. Far from it.

Many social media platforms still function well for SaaS lead generation, particularly LinkedIn, which is fairly business-oriented. You should also consider using Twitter and, especially if your customer personas are the right demographic, Facebook.

Run Targeted Ads (In-Stream Ads)

When users are scrolling through Facebook or LinkedIn, they’ll most likely see a display ad. SaaS businesses typically use them as a type of native advertising based on their customer personas. This strategy pushes ads to users that match the criteria you’ve set such as interests, occupation, and location.

Have you ever wondered why sometimes after you’ve searched for something online, you start getting ads on that particular thing on your social media pages? Well, LinkedIn and Facebook have pixels that help businesses track the traffic that comes to their website. These pixels are also used to remarket content to those prospective customers on social media. 

Pixels allow you to construct what is known as a lookalike audience. In other words, you can request Facebook to locate similar individuals (in terms of demographics and interests, for example) to those who have been to your website and show them an ad. An ad being shown to highly relevant people is more likely if they share several aspects with prospects who have already shown an interest in your company.

Your ad must direct viewers to take a specific action when using social media for lead generation. The best approach to accomplish this is to encourage viewers to click through to a particular landing page in an effort to convert prospective customers into leads on your website.

LinkedIn InMail

InMail on LinkedIn operates a bit differently than in-stream advertisements. It’s similar to sending an advertisement directly to someone’s inbox, rather than displaying it in their social feed. Yes, it is a more assertive approach, but it gets stuff done. InMail on LinkedIn has a 300% higher reply rate than emails using identical content.

Email Marketing

Everyone is attempting to improve email at the moment. Slack is calling themselves the “alternative to email.”  Some businesses are returning to physical mailings in response to InMail killing email. But to be fair, these guys drinking craft beer and listening to their favorite indie bands on vinyl are probably still twirling their mustaches, you get the point.

Despite this, the fact remains that email marketing is still a very lucrative field with an insane return on investment. You can get some pretty sweet open rates if your headlines are strong.

Here is how to achieve this:

  • Include a CTA button in your email signature.

Companies send hundreds, if not thousands of emails on a daily basis. If you send tens of emails daily, imagine the number of emails sent by different businesses in a day. Unless you have a strong call to action in your email signatures, you are missing out on a chance. Yes, it is important not to overstuff your signature. You have undoubtedly already included your social media links as well as your contact information. The trick is to keep it simple but also include a link to sign up for a free trial or subscribe to your blog.

  • Request for email sign-ups EVERYWHERE.

Avoiding going overboard as no one wishes to wade through endless popups to reach a website. You can, however, include several CTAs in your marketing content without being excessively pushy. You can have about four CTAs on a page, with all of them requiring an email address. Be subtle and smart about it and you’ll accomplish this without intrusive popup ads.

  • Create an email series campaign.

At some point or another, some of your prospects will fall out of the pipeline. Whether they decided against making a purchase or preferred a competitor, you will inevitably have a percentage of leads that do not convert into a “yes,” and  others may never give you a sound “no.”

All is not lost. Even if a competitor wins the account, there’s still a chance that those prospects will become paying customers in the future, so don’t write them off just yet. Instead of hoping for luck, establish an email drip campaign in which you slowly and steadily demonstrate that you are the solution they require. At some point, their existing solution will not be adequate, and you’ll be there waiting for the jackpot.

Rather than creating lots of conversion-focused campaigns, these drip campaigns should be less frequent and less intense. A single email every month should suffice, and it should focus on providing as much value as possible rather than simply sending emails for the sake of it. For instance, you can invite them to your future webinar, offer them an e-book, etc. 

Wrapping Up!

It is crucial to employ a multi-channel approach when generating leads for SaaS. Putting all your eggs in one basket and expecting them all to hatch is improbable. You must experiment, find out what works best for your business, test, fine-tune, and try again.

Here is a list of the significant SaaS business growth lead generation techniques:

Content MarketingWebsiteSocial MediaEmail Marketing
Blog Exit Intent PopupsIn-Stream AdsAdd CTAs to email signatures
Gated ContentChatbotLinkedIn InMailMaximize email signups
WebinarsFree TrialsBoosted PostsDrip Campaigns

Sure, there are many other tactics you can employ, but these have been tried and tested to result in SaaS triumphs.

Do you want to learn more on SaaS lead generation?

Let’s talk! Book a call today!

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.

  • Which channels work well with your brand.
  • The cost per lead on each channel.
  • Short-term and long-term investments in your lead generation campaigns.

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 are plenty of content writers out there who can write relevant content for you.

When someone is trying to hire a content writer or pay someone to write content for a software business, the most common problem is that they don’t understand the sector or technology.

Spending a bit more money can really help here. A content writer will spend time researching your industry and your product before writing. There are also writers who specialize in certain fields.

5. Account-Based Marketing (ABM)

This is a strategy that focuses on targeted accounts rather than a broad audience. Due to the fact that there are so many marketing messages in the world, it is difficult to stand out in any profession. Having a more personal approach has become increasingly difficult, and it is often difficult to obtain the same email address or contact information from numerous companies. 

A personalized marketing campaign that targets a specific group of companies or accounts is known as Account-Based Marketing. This strategy is utilized by B2B businesses when the value to the enterprise is significant. ABM does not function as well in the B2C sector because the worth of one client is not very significant.

An example of ABM in a B2C firm would be a luxury brand like Christian Dior tailoring the purchasing experience for its wealthy clients. It would cost them more money to employ someone to perform this task, but the value the consumer receives would be worth it, the same principle applies to B2B organizations.

Accounts-based marketing is defined as marketing through personal accounts as opposed to targeting specific products or services (Hess & Banerjee, 2013).

6. Partnership Marketing

This is a form of marketing in which two or more organizations collaborate to market a product or service. It is possible that you already have some partnerships with firms that sell to the same firms as you do. These usually take the form of referral agreements.

There is often a missed connection between marketing and partnering. It is usually a time-consuming occupation to manage a partner marketing program, and frequently a bigger B2B technology company will have someone specifically employed to be a partnership marketing manager.

However, there are some marketing activities that can be done in collaboration that require very little time. For example, you may send a joint email to each other’s database or produce a piece of content that includes input from both sides and share it with each other’s audience.

Having a good relationship with a B2B tech company can be a great way to build high-quality backlinks from websites with relevant and trusted content. As a company grows, these types of programs develop, resulting in a directory listing and event marketing as part of the paid-for program.

Because you are helping the prospect solve more than one problem with one solution, partnership marketing can be particularly effective for lead generation. This can be a very attractive proposition.

7. Pay-Per-Click (PPC) Advertising 

This is an online advertising technique where businesses pay for each click on their ads.

There has been a bad reputation associated with PPC advertising for B2B SaaS lead generation due to the fact that once you begin generating leads with SEO and organic traffic, PPC seems like a waste of money.

It’s also incorrect to assume that paid advertising will never suddenly provide you with an influx of leads. So, in addition to SEO and Content Marketing, B2B SaaS lead generation should incorporate B2B PPC and focus it tightly.

Many PPC campaigns do not work as well as people wish because they either have not done enough research into the keywords they are bidding on or because they have not optimized their websites and click-through links for conversion.

8. B2B SEO

Everyone agrees that SEO is critical. Everyone wants to be at the top of the search results for their product or service, thinking that they are the most relevant to potential consumers.

With SEO services, you increase traffic to your website in order to generate sales leads. Content marketing is a common approach for generating B2B sales leads because B2B buyers usually do a lot of research before deciding to purchase.

9. SEO Link Building

If you get directions from a policeman and a tourist, you are more likely to take the policeman’s directions rather than those of a tourist. Building links from high-authority websites to your website is called link-building. The more difficult it is to build a link, the higher the authority. For example, the BBC, a well-respected website with 320 million links, has links from many other websites.

Having a link from the BBC to your site would be of great advantage, but extremely difficult to get—in fact, websites like this rarely link to external sites.

10. Using Content Marketing to Boost SEO

Creating content is the easiest part of SEO. With this post, I’ve tailored it to the keyword “b2b SaaS lead generation.” Google will then consider the content piece alone as well as many other factors to rank the piece. It’s hard to rank for competitive keywords with content unless you have a very authoritative website with a lot of backlinks. Ranking for high-volume, competitive terms is difficult without one.

Tips to Build a Lead Generation Website

The websites that generate the most leads are the ones that are easiest to use. They have the least amount of friction when customers make a purchase.

There is always a desire for the path of least resistance when it comes to achieving anything. You must make it easy for people to purchase from you, or submit their information. This is not simply about function; it’s also about information.

Do your customers have all the information they need?

Can your web visitors access all the information they need from you? Companies often answer “Yes, but they need to contact us if they want a demo so we can customize it to their needs.” Look for ways to get that kind of information off the phone and onto your website.

Questions to Answer on Your Website

  • The services/product you are selling. 
  • The problem you’re helping your customer solve.
  • The solution you provide to your customer.
  • The price customers have to pay.
  • How customers can access your product. 

Not all B2B websites address these issues, and depending on what you provide, you may not want to address all of them because they aren’t a part of your positioning or value proposition. Here is an example:

Company Y is selling Enterprise Marketing System

  • The services/product they are selling: Enterprise Marketing System
  • The problem they’re helping customers solve: Companies want easy-to-use marketing tools all in one place and accessible to multiple people in their enterprise.
  • The solution you provide to your customer: An easy-to-use SaaS product that combines various marketing tools into one platform.
  • The price customers have to pay: The size of their company will determine the price.
  • How customers can access your product: Getting in touch with a salesperson.

There are two points of friction. I can’t get a price unless I get in touch, and I must talk to someone to find out how I can obtain the application.

In regards to whether or not this is an issue, your competitors’ products’ ease of use determines whether or not this is an issue for you. If you’re selling a similar product and someone offers an online trial where you can sign up for free, you’re probably in trouble. But if your competitors are doing the same thing, it may not be a big problem.

The Best Lead-Generating Websites

It’s hard to gauge how effective a website is at generating leads unless you are intimately familiar with the firm.

There is no guarantee that a website’s design and appearance will result in a lot of leads. In some cases, a website that looks terrible might still generate a significant amount of business. While the quantity of leads generated by a website is unknown, we can estimate the amount of traffic it receives by investigating SEO.

An established website with quality, SEO-optimized content may generate more leads in the long run even if it looks a bit outdated than a new website with hardly any content.

Digital Marketing for B2B Firms

In a B2B firm, a digital marketing or growth marketing manager is responsible for generating leads. You may not have time to perform everything or know everything you need to, and that is where a B2B Digital Marketing Agency can be valuable.

As a Lead Generation Marketing Agency, we come across a lot of B2B tech businesses that are all facing the same problems. At Get Going in Business, we help marketers who don’t have the time or expertise generate more marketing-qualified leads.

Lead Generation Reports

After generating all those great leads, you must provide proof of return on investment to the rest of the company.

Your CRM system and marketing software should be properly set up to track if you want reporting to be simple. Reporting becomes difficult when set-up work has not been adequately completed beforehand.

What you should be monitoring:

  • The total lead generation expenditure. 
  • The amount spent on each marketing channel.
  • The overall cost per lead. 
  • The cost per lead on each channel. 
  • Total leads acquired. 
  • Total leads per channel. 
  • The number of MQLs.
  • The number of SQLs.
  • The number of Opportunities.
  • What percentage of leads are MQLs?
  • What percentage of SQLs convert to Opportunities?

Wrapping Up

Whether you work in a SaaS company or not, leads are leads. You will never get anywhere without them. The best method for generating leads for your business is knowing your customers, targeting them, making it easy for them to purchase and empowering your customers to be your brand ambassadors. 

Get Going In Business has been helping SaaS B2B companies turbocharge their lead generation for the last decade.

Learn more, book a call with us today!

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

  • Social 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. 

  • Search PPC 

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 they hang out online and identify who they are.

Using ads on the Google search engine results page (SERP) would benefit most brands because almost everyone with an internet connection uses Google. Make sure you limit the kinds of sites you appear on based on what your audience likes when you set up ads on different social media platforms.

Based on how your target audience uses social media sites, you can choose which to prioritize. Facebook has billions of users every day, so most companies choose to focus their ads here. Get Going in Business can help you find a specific market using market-based search.

Do You Need to Automate Your Sales Prospecting Process?

With Get Going in Business, you have all the data you need to find ideal leads, including complete contact information. To find the people you want to reach, use a variety of filters. We can tailor your results to a very specific audience, for example,  specific, you might find all the people that match the following:

  • A company in the banking or financial sector. 
  • With 15 or more employees. 
  • They have used Google Ads. 
  • They use HubSpot. 
  • They have a HR manager. 
  • Who’s been in the role for a year.

This is just to show you how crazy specific you can get. 

2. Proper Tracking Setup.

Data is the key to a winning PPC campaign. Every time you run a campaign, you will get data that you can use for your next campaign. Besides the PPC platform’s analytics, you can further investigate your PPC lead generation campaign’s details by setting up more intricate tracking.

You might want to consider the following:

Track the Conversion Rate

This metric tracks how many times a person clicks an advertisement and then subsequently visits a website, makes a phone call, or takes another online action. This requires having a global site tag on the header of your site, with event snippets tracking conversions on specific pages.

Dynamic Number Insertion (DNI)

You have to set up a way of connecting the calls you receive back to your PPC ad if one of your PPC ad’s main goals is a phone call. CallRail is a terrific example of an automatic phone number generator for lead generation campaigns. You can quickly identify which advertisement inspired a particular phone call using this program.

UTM Tracking

You can use UTM codes to track the success of your PPC campaigns. Every time you create a PPC lead generation ad, you should also create a unique URL containing the correct UTM codes.

You can find out which ads were clicked, where they appeared, what kind of content they came with, which channel they appeared on, and what keywords they were targeted to with UTM tracking.

CRM tools (also known as customer relationship management tools) can also be used in conjunction with ads tracking to make the right connections between purchases and ads.

3. Create Specific Campaigns and Ad Groups.

Using PPC lead generation, you may restrict ad availability to just those individuals who belong to your targeted market segment. Many companies have multiple audiences, each with their own objectives. Creating ad groups to target each ad to the appropriate individual at the appropriate time can help make your campaign successful.

You can create segments for your marketing campaign based on: geographical location, target industry, competitors, brands, and products and services.

4. Each Ad Group Should Have Its Own Unique Landing Page.

People have to click on the ads to see your message. However, what they find after clicking is critical and should include exactly what your audience is looking for. Make sure that every click counts because you’re paying for it.

It’s critical to create a landing page that is optimized for each ad’s promise. Make sure the pages are relevant to the keywords and your target audience. You should also design the landing page based on your conversion goal. You have to block out all distractions so your audience can concentrate on what you want them to do on your page.

Long-form content landing pages are now preferred by Google. Therefore, your PPC landing pages can include:

  • At least 600 words. 
  • Keywords in your titles, headers, and the body of your write-up. 
  • Return policies, warranties, other policies, and any other important information including your company description. 
  • Trust symbols and text like reviews or testimonials. 

Make sure your landing pages are not only attractive but also informative. Beyond making sure they are visually appealing, make sure they grab the reader’s attention. The more information they can acquire on the landing page, the more likely they are to click on it.

5. Upload a Form in the Ad.

You can put a form within your LinkedIn or Facebook ad to give your audience the option to convert without leaving the current page they’re on. You can make the conversion even easier by using these sites as they can automatically fill in the form details using the data they have about your prospects. Using this method, you can increase the number of leads by making your potential customers’ data easier to provide.

(Image Source: WordStream)

6. Create Compelling Offers.

To make your audience think that clicking on your ad is worthwhile, come up with a persuasive offer. This is particularly effective for competitive keywords and placements, where people have to choose which ad to view. You can write an ad that pleases your customers with an attractive discount, free trial, or free consultation.

7. Use Negative Keywords.

Finding the right keywords is critical to any PPC lead generation campaign, but choosing which keywords to exclude is just as important. Avoiding wasted clicks by choosing which keywords to keep and which to discard can help you reach your goals more efficiently.

Avoid using “free” and “cheap” as keywords unless you’re promoting a free trial or a freemium tool. When these words are used, your ads will only pop up when people are looking for free things. 

You should also eliminate keywords that suggest someone is looking for a synonym of what your brand has to offer. For example, a company selling computers might want to get rid of traffic from people searching for a PC for business use when they’re offering a personal computer.

You can identify the keywords you missed by analyzing your campaigns’ results over time and identifying irrelevant traffic that went your way, or brainstorming and identifying them ahead of time.

8. Include Ad Extensions in Your Campaigns.

Ad extensions can enhance the usefulness of your Google PPC lead generation advertisements by providing extra information. The ad extensions are displayed as unique sections or links in your ad. This way, you can easily highlight portions of your ad that your audience might be interested in, such as links to your company’s phone number, special offers, and free trials.

Ad extensions can also help you draw your target audience’s attention to the key actions you want them to take by helping make your ad stand out from the rest of the ads on SERP.

9. Test and Analyze Your PPC Ad Campaigns.

There isn’t a one-size-fits-all PPC method. Every business is unique, therefore, what worked for one business might not always work for you. It’s important to know what works for your specific audience and niche. You should monitor your PPC ads, review the results, and apply what you’ve learned to future campaigns to determine what works for your audience.

One of the most effective ways to do this is through running A/B tests. The aim of an A/B test is to learn more about your target market’s preferences. You can test the following aspects of your ad: headlines, ad copy, keywords, form/landing page design, extensions, images, offers, audience targeting, etc. 

You can create a variety of PPC ads by arranging them side by side and comparing them. The advantage of testing is that you can identify which parts of your marketing need improvement and which parts work. This way, you learn how to optimize your ads for success.

Testing your PPC lead generation campaign may help you improve your marketing methods and strategies. For instance, you can prioritize the best-converting keywords in your ads for use in your SEO efforts. Or use the effective PPC campaign headline as an email subject—you may find that it works even better that way.

Which Are the Best PPC Lead Generation Ad Networks?

Google Ads

Google is the biggest player in the game. Google Ads have a massive global reach. It dominates the market with over 78% of the share. Because Google is the most used search engine, it may be the best way to reach most users who have internet access worldwide. Regardless of what industry you are in, your target audiences are most likely using Google.

Unfortunately, because Google is so well-known, your competitors may also be using it. In this case, the CPC (Cost Per Click) for competitive keywords may be a bit pricey.

The advantage of using Google is that it provides a large selection of free tools like Keyword Planner and Google Analytics to help you achieve the best results from all your marketing activities. Google’s Display Network is also a game changer in the industry as it helps you show PPC ads on most-visited websites like YouTube.

Microsoft Advertising (Bing Ads)

Microsoft Advertising (formerly known as Bing Ads) also has its benefits. After Google, it is the second biggest network for PPC lead generation. You may want to look into Microsoft Ads if you want an excellent and budget-friendly alternative to Google Ads. Microsoft provides paid search engine results, along with a wide range of famous websites to display your content, video, and banner ads.

The number of partner websites is not as large as that of Google but being able to advertise on AOL, Yahoo! and MSN is worth exploring. Also, they attract a large percentage of users with high-income backgrounds, meaning you’ll get an audience with purchasing power.

Facebook Ads 

Facebook is definitely one of the big boys when it comes to PPC ads. While it’s rather different from Google and Microsoft, Facebook Ads provides an extremely attractive ad network package. $1.72 is the average CPC for this network, which is lower than Google and Microsoft. Unlike Google and Microsoft, which use keywords and search, Facebook focuses on target demographics. Your ad appears in the feeds of your target Facebook and Instagram audience, who aren’t actively searching for your brand. 

Facebook Ads can also appear on the Facebook Audience Network and on Facebook Messenger. FB Ads are focused on ads within apps. If you want to target people who are always using apps, or if your brand is related to apps, then this might be a good option for you. The most significant benefit, of course, is that you can advertise on both Instagram and Facebook feeds.

Remember that everything must be visual. Your advertisements must be clickable, compelling, well-framed, and shareable.

LinkedIn Ads

LinkedIn is often referred to as “Facebook for professionals.” It is a highly effective PPC lead generation platform. It targets a well-educated and business-savvy crowd. Besides, the audience you get on LinkedIn is highly motivated to buy.

It targets based on demographics like Facebook, but most of the people here are professionals, like business owners, C-level executives, and marketing experts. You get to reach the decision-makers at their home. If you’re in the B2B space, you should definitely consider advertising on LinkedIn.

Your advertisements can be shown in several ways: in a sidebar display ad network, text ads, sponsored posts in the feed, dynamic ads, and InMails (direct mailings to target clients).

Wrapping Up!

PPC lead generation is a great way to attract more leads, but it is still entirely up to you or your sales team to nurture those leads and turn them into paying clients. It would be advantageous to devise a strategy for moving those leads through your sales funnel.

You should treat PPC lead generation as part of your entire inbound marketing strategy, which includes social media, email, and content marketing. You should keep the relationships you created through a PPC ad alive until your prospects are on the path to purchase. Nurture them and you’ll have loyal customers ready to refer your products to others. 

Get Going in Business can help you create the most targeted and accurate list of qualified leads for your SaaS business. 

Learn more today!

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:

  • What topic is your target audience eager to learn?
  • What data do you have to collect for this particular study or topic?
  • How will you gather the data? Will you do interviews, run surveys, or find it through web scraping? 
  • How will the data be analyzed? 
  • What is your content marketing distribution plan? Where and how will you share your write-up? A distribution plan is crucial for content marketing— don’t make it an afterthought.

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.

Creating your own podcast can be an excellent strategy, but you don’t need to wait to build an audience. Find out what topics might interest your potential customer and be a guest speaker on podcasts to share insights, case studies, statistics, or practical information. These will boost the recognition of your business and provide potential new customers with a connection to it.

Remember your podcast is meant for human beings, not corporations. By recording human beings, your brand is made more personable, new connections are made with untapped markets, and relationships with C-level executives are cultivated through trust.

You can take it a step further and think about using a podcaster. Think about if they’re worth sponsoring. It may take some trial and error, but if a podcast is bringing you new leads, it might be a worthwhile investment in the long run.

7. Ask for referrals.

You are missing out on the best marketing ally you have if you’re not asking for referrals.

If you truly provide the best possible user experience, people will naturally discuss your solution with their friends and colleagues. However, instead of waiting for this to occur, you can act proactively by:

  • Building a referral system that rewards your customers for each recommendation they bring you. 
  • Approach accounts that are 6 months and older and directly ask for referrals.
  • After an account has accomplished a major success or milestone, request them to refer your solution to other businesses. 

8. Build your LinkedIn network.

Although LinkedIn is the largest professional network in the world, founders tend to forget something else: It is also a social media platform, and like in any social network, people want to follow other people.

Having a LinkedIn company page does not guarantee high-quality leads. Instead, think of your company page as the second step of the sales funnel. People are more likely to want to interact with you prior to wanting to deal with your business. By establishing a social media presence on the platform, you can build relationships and expertise.

When people learn about you, they will go to your profile or the page of your company to learn more about what you have to offer. Finding success on LinkedIn is all about being your top brand evangelist. Participate in discussions, post blog posts, podcasts, and other content, and share it with your LinkedIn community. 

9. Have a social proof wall.

When running a B2B SaaS lead generation business, you need a bigger monetary investment compared to running a B2C SaaS. As a result, social proof is the best currency to win more B2B SaaS leads. Your customers’ testimonials are particularly valuable since they can be used to back your claims and build trust with potential customers. 

Creating interactive social media content, partnering with review sites such as Clutch, providing real-life customer testimonials, and showcasing top awards are instantly more engaging and trustworthy than simply saying you offer the best solution.

10. Create your tool page vs. your competitor’s tool page.

Comparison pages can be used to generate a lot of SaaS leads, as long as it’s clear you offer a unique advantage over the competition. Customers will look for organic comparisons among various providers to ensure they’re picking the right one for their situation.

This is a fantastic chance to demonstrate why you are unique or better and, therefore, generate almost ready-to-close leads that are already in the consideration stage of their buyers’ journeys.

Here are some suggestions for building your pages:

  • Take a deep dive into your competitor’s tools and study their prices, user experience, functionality, etc. 
  • Use an easy-to-read format to showcase all the major differences and perks of using your tool. 
  • Have tables, graphs, and any other visuals or resources that emphasize your points to decision-makers, making it easier for them to take action. 
  • Be honest. You don’t want to overpromise and then underdeliver.

11. Use video content to create communities for social engagement.

Building a YouTube channel is a great idea, but you need to be smart about how you create your content. Keep in mind that CEOs, CMOs, and CFOs are people with various interests. Videos produced by companies are typically not as engaging as those produced by individuals. They often fall short in terms of entertainment and engagement. However, there is room for video content in SaaS companies.

You can create video content around common problems or interests of your ideal buyers to identify and market to them, without simply selling your own product. You can also organize webinars and conferences, in which case you may want to integrate a conference call service for assistance. Focus on the industry as a whole to avoid being too salesy. Become a news source or showcase case studies.

12. Be involved in virtual and hybrid events in your industry.

Sponsoring events is a great way to reach a large audience of like-minded individuals.

Search for events that are related to your company or client’s interests. You may participate in a variety of ways, including sponsoring events or participating in panel discussions or talks.

The purpose of an event is to create an interest in your services, so if there are no events, create one. Invite people from different B2B industries and backgrounds to share their experiences and insights and become one of the community’s pillars.

It seems like a lot of work, but it’ll pay off fast. Remember that trust is the main currency in the B2B sector, and you’re everyone’s trusted buddy when you’re at the center of the conversation.

Are you ready to increase B2B SaaS lead generation? 

Finding the right marketing strategy for your company begins with conducting customer research. Find out where your ideal customer is, what they are looking for, and what concerns them most. Knowing their journey, you will know exactly what to build to grow and scale your SaaS without sacrificing sustainability.

Learn more today! Book a call with us today. 

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%.

When you are a marketer, taking a more top-level view of your conversion rates and pipeline over a longer period of time is the best approach. Instead of tracking conversion over the month, track it over the year or the quarter, depending on time frames.

You can try to focus on Marketing Qualified Leads (MQLs). Everything you do will be tied back to this metric, and your goal is to increase it. Strive to be as efficient as possible by maintaining high conversion rates and scaling using relevant tactics. This means that you should set brand guidelines that will have a favorable impact on conversion rates.

Here are  5 key performance indicators that will help you set benchmarks and decide what to do next. They also help you track conversion rates at a high level.

The 5 KPIsBenchmarkx2
# of web visits1,0002,000
% of web visits to leads4%8%
# of Web Leads4080
% of leads that are MQLs25%50%
# of MQLs1020

Qualifying Leads

Is the prospective customer a good match for your product or service? Are they qualified to be considered a lead?

Each phase of a lead’s progression to becoming a customer is known as the lifecycle stage. The table below shows some examples of stages of the lifecycle:

LeadMQLSQLOpportunityCustomer
Submitted InfoMeets ICPAbility to PurchaseOpportunity for dealDeal closed 

MQL = Marketing Qualified Lead

SQL = Sales Qualified Lead

ICP = Ideal Client Profile

What is a Marketing Qualified Lead?

According to the Ideal Client Profile (ICP), a Marketing Qualified Lead is a “good lead” as defined by your sales team. It is a lead that matches your perfect client profile. Usually, your sales team determines whether a lead is suitable by collecting enough information about them. You may determine whether a lead is acceptable by using a form on your website.

According to Demand Gen Report (2018), 33% of demand generation professionals said that MQLs are their primary metric for success.

What is ICP?

This is your ideal client profile (ICP). It is a description of the characteristics and behavior of your perfect client. Your ICP describes your ideal client, and your target audience. Your own ICP will have more specific information on your product or service (depending on your field).

You may not know which clients are most suitable for your business until you have had some ill-fitting clients. On the bright side, your understanding of your ICP will develop over time.

What Does Sales Qualified Lead Mean?

Beyond just being Marketing Qualified, a Sales Qualified Lead is one that is ready to buy. A Sales Qualified Lead would be someone who would ask to speak to a salesperson when contacting your company.

What Is an Opportunity?

An opportunity has already identified a specific deal of an estimated value to your business and has shown interest in making a purchase. This is different from a Sales Qualified Lead as they have already had a call with a member of the sales team and have discussed budgets, etc.

Leads vs Opportunities.

A lead is someone who is interested in your business. An opportunity, on the other hand, is a chance for a deal to be closed, subject to a number of factors.

Lead scoring and Automatic Qualification 

These are two important features of CRMs like Salesforce.

Once you’ve determined what your lead stages are, you can begin to utilize marketing automation to assign lead statuses to MQL or SQLs.

You can use MQL Forms on your website to request more information from your visitors. These forms require the visitor to submit all the information you need to automatically qualify them.

An automatic lead status change could be set up by the CRM if certain conditions are met. This automation is known as lead scoring.

What is Lead Scoring?

Your sales and marketing teams can prioritize working on leads by ranking them in your CRM system. A lead scoring system is typically tied to your Ideal Client Profile (ICP) and their behavior or engagement with your business.

There are several lead scoring systems available, and some CRM systems automatically score leads based on certain conditions for you. Keep in mind that a points-based system is likely to become obsolete very quickly because of A.I.

Qualifying Leads Based on Scores

Once you’ve decided to use Lead Scoring, you must link a lead to MQL, SQL, and Opportunity together in such a way that a certain number of points convert a lead to an MQL and an MQL to an SQL, and finally to opportunity. 

For example:

Lead Score 

Lead Stage > 10 Lead

10 – 20 MEL

20 – 30 SQL

30 – 40 Opportunity

Is Lead Scoring Worth It?

Lead scoring is only advised if you have a well-structured CRM system with accurate data. This is the foundation of lead scoring. Without these two things, you will not be able to score your leads accurately, as points are usually awarded based on the data you collect.

It’s unlikely that B2B technology businesses will need to use lead scoring. Unless you are getting hundreds or thousands of leads per month, it is probably not worth the time to set it up.

You can create simple Lead Scoring schemes by using demographic and behavioral information.

Why Sales and Marketing Departments Must Work Together

Sales and marketing overlap the most in expanding B2B enterprises. When a commission-driven sales team doesn’t have enough leads to work with, tensions may arise, particularly if a marketing manager is hired to produce more leads but little happens.

A lead handover is used to pass control of the leads from one department to another. Sales and marketing must be on the same page concerning lead qualification standards. The lead handover process is where you decide how marketing will work with leads and what sales will do. 

Consider how often and how many leads you get when creating a lead handover process. Establishing an official handover process is not advisable if you only get four leads each week. At this point, you should treat each lead as if he were royalty.

However, if you get more than a handful of leads in a week, here is a simple example of the roles sales and marketing can play. 

       
StageLeadMQLSQLOpportunityCustomer 
CriteriaSubmitted InfoMeets ICPAbility to PurchaseOpportunity for dealDeal Closed Won 
SalesNo ActionMake ContactSales ActivitySales ActivityHandover to Customer Success & Marketing 
MarketingLead NurturingLead Nurturing    

What Is Lead Nurturing?

A lead is “nurtured” by the marketing team (or sales) when they are not yet ready to buy. The leads are then put back into the virtual pot and “nurtured” until they are ready to make a purchase .

Customer Success

In B2B tech businesses, customer success has become a new accomplice to sales and marketing. Lead gen doesn’t stop when a lead converts. Lead nurturing comes in to turn the customers into referrals and customer advocates. Hence the reason customer success is the new face of many tech businesses. 

Building Your CRM for Lead Generation

It’s important to ensure you are ready for a potential data influx before starting your lead generation strategy. This is typically an afterthought, as people learn as they go. In most cases, the learning process looks like this:

  • More leads are being generated through the website and digital marketing than expected.
  • Your CRM system/database receives leads.
  • You then realize you want to be more focused on your marketing efforts.
  • Then you notice your data is not detailed enough to personalize messages.
  • Go into a fix-it mode to try to fix the data.
  • Then go at it with more targeted marketing messages.

To avoid all this when setting up your CRM system for B2B SaaS lead generation, you must consider these things:

  • The type of data you want to collect.
  • What needs to be done to standardize the input, e.g., have fewer text fields?
  • How can you segment data?

Lead Source and Attribution Tracking in Your CRM

Having the ability to track what worked and what didn’t when it comes to lead generation strategies is one of the most crucial parts of B2B digital marketing. You should be able to track the point of conversion for a new lead, whether it’s attending an event, downloading a white paper, or requesting a demo on your website.

Most CRM platforms already have lead source tracking built in, and if you integrate your website with them, you’ll be able to track which form was filled in.

Prior to running any external lead generation activities such as PPC, you might want to track which ad the person followed to then fill in a form.

You can connect your LinkedIn, Google, and Facebook Ad platforms to a tracking system.

The purpose of marketing attribution or multi-touch attribution is to show you the influence your marketing efforts have on a buyer’s decision-making process. 

Conclusion

As we’ve seen, leads are the fuel of any business, including B2B businesses in the tech niche. It’s a core competency for the success of any business. 

This article will help you make well-informed decisions in SaaS lead generation.  You don’t have to know everything on the get-go as you’ll learn as you progress. But it’s important to understand how your business attracts and converts customers, as this is an integral part of every buyer’s journey.  

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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 market research
  • Insufficient financing
  • Poor business planning
  • Bad marketing
  • Poor choice of location
  • Limited online presence

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:

  • Biographical details: Name, age, gender, location, profession, family size, and so on. 
  • Values: What are the values, hopes, and ambitions that the customer has, or goals they are striving for?
  • Pain points: What are the issues that they need to solve? What problems are they struggling with and what questions are they asking?

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.

  • Facebook Audience Insights

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.

  • Quantcast

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

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

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.

  • Video content

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.

  • Social media posts

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.

  • Podcasts

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.

  • Infographics

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 canonical tags to tell search engines which content is the primary one that should be given SEO value, to avoid having duplicate content issues or getting a penalty from the Google algorithm.

Medium, Slideshare, Quora, Outbrain, Taboola, Scoop.it, Facebook Business, LinkedIn, Reddit, and Tumblr are some of the best platforms for content syndication.

4. Pick Your Content Distribution Network

Creating content is one thing, getting people to see it is another. You must decide on a marketing channel mix to distribute your content. 

There are two main ways to distribute content—organic and paid channels.

You don’t need money to get started with organic distribution channels. Organic channels are the best option if you are on a budget. The only drawback with organic channels is that it takes time to build online authority and credibility. Organic channels grow over time, and it may take a few months before you notice a significant improvement in your audience size or site traffic.

Here are some of the most commonly used organic distribution channels:

Concentrate on spending your budget on the channels where your buyer personas spend most of their time. If you’ve done adequate research on your ideal customers, you’ll know which channels they spend most of their time on. You don’t need to distribute your content across all of these channels at once.

Paid channels generate results immediately but require money to get started. If your PPC (pay-per-click) campaigns are optimally configured, all you have to do is buy some ads and you will start seeing traffic right away.

Here are some of the most commonly used paid distribution channels: 

  • Social media ads
  • Display ads
  • Search ads
  • Content delivery networks
  • Native ads

Using both organic and paid distribution can make give you more comprehensive lead generation for your site in the long run.

5. Use Compelling Lead Magnets

An ineffective lead magnet is detrimental to lead generation, even if you have a lot of traffic.

What is Lead Generation (Lead Gen) Content?

Lead generation content is also referred to as a lead magnet. A lead magnet is a valuable resource that you offer to a prospect in exchange for information (typically an email address). You can also refer to these as gated content.

People are extremely protective when it comes to their email addresses. You must offer something valuable in exchange for an email address in order to convince a prospect to hand one over.

You can use the following types of content to generate leads:

  • Case Studies
  • eBooks/How-to guides
  • Checklists
  • Whitepapers
  • Recipes
  • Free reports
  • Webinars
  • Mini-courses
  • Quizzes
  • Free trials or demos of a product
  • Templates
  • Cheatsheets

An effective lead magnet should possess the following attributes:

  • It should provide a solution for your target audience’s needs. 
  • It should be specific, as it’s targeted to a specific user. Generalized content does not translate to high conversion rates.  
  • It should be easy to access. The user doesn’t need to follow a long process to get it. 
  • It should not only be easy to digest/consume but also engaging to the reader. 

6. Create Optimized Landing Pages

You may be squandering a lot of potentials if your website receives a lot of traffic but your landing page is not optimized to generate leads. Here are some strategies you can utilize to improve the conversion rate of your landing pages:

Delete the navigation bar

An opt-in or close button should be the only option at the top of your landing pages. Having a navigation bar up there can be a distraction and prevent visitors from converting.

An increase of 100% in conversions was recorded on the Yuppiechef case study by deleting the navigation bar from the landing page.

Make sure your call-to-action  (CTA) button is clear

The purpose of a great CTA button is to persuade users to take action. A CTA button should be simple and visible. The colors red, green, orange, and yellow work best for CTA buttons. Make sure your button attracts the visitor’s attention.

Wrapping It Up

For a business plan and marketing strategy to generate maximum return on investment, you need to follow the right steps. By applying these six strategies your lead generation goals are met, that increase your conversion rates, and ultimately drive more sales for your product. 

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