How to Generate More High-Quality Leads
Every marketer I have ever spoken to has always strived to generate more leads, and there are very few situations where they would get a lead and say “no, thanks.” Lead generation is a critical factor in the development of small B2B companies. It is frequently the most difficult aspect of the job, but once you are able to generate sufficient leads for your enterprise, your work will become much easier. At some point, you get to know the number of leads you’ll generate per week, month, and even annually. This is referred to as predictable B2B SaaS lead generation. When you have a predictable lead generation pipeline and consistent conversion rates, you can start to accurately predict business growth and the investment needed to achieve it. How to Create a Predictable Lead Generation Pipeline To have a successful B2B SaaS lead generation pipeline, you’ve got to use a mix of marketing channels. Feel free to combine SEM (Search Engine Marketing) with SMM (Social Media Marketing), word-of-mouth marketing, and PPC (pay-per-click), among others. You should think of it as hedging your bets to ensure that if one channel falls short, others will compensate for the loss. The most common error marketers make in this area is to excessively rely on one specific tactic they’ve used in the past. To begin developing a predictable lead generation strategy, you must consider these critical things. Discovering Channels that Work for Your Brand The first step here is to create buyer personas. A buyer persona is an imaginary character that reflects your business’s typical customer. Typically, a B2B firm begins with three buyer personas. A buyer persona helps you identify the best channels for reaching your target audience. You get to find out the channels they prefer and their specific demographic groups. Using this data, you can begin to target your desired audience. By combining your buyer persona with your ideal customer profile, you can construct your targeting. A persona can give you clues about the platforms and publications they consume. For example, if you are developing an ad campaign for a 25-year-old London fashion buyer, you may discover they use Snapchat, Instagram, read certain blogs, or follow certain YouTube channels. You can then build an idea of how to reach them. There are so many types of marketing channels that it would be impossible to compile a complete list. You can discover the ones that suit you best by working out your buyer persona. Importance of Measuring Cost per Lead You can calculate the cost per lead by dividing the amount spent on acquiring leads by the number of leads acquired. For instance, if you ran an ad campaign for $1,000 and got 10 leads, your cost per lead would be $100. You must determine cost per lead to gauge how effectively each channel is performing for you in terms of pure B2B SaaS lead generation and marketing ROI. It’s also valuable to track cost per lead because you can tell when you’ve saturated a channel or audience. If the cost per lead on a channel that was $50 crept up to $100, you’ve over-saturated the audience and should make some adjustments. Making Long-term and Short-term Investments Don’t leave out the most effective lead generation techniques for your brand for short-term benefits that are more expensive. For instance, content marketing and SEO are effective lead-generation tactics, but they don’t generate results in a few days. In these cases, marketing ROI is calculated over months rather than days or weeks. You might want to use Google Ads, Facebook, or some other paid advertising channel for quick results, as they generate leads on a daily basis. You should balance this with SEO and content marketing, from which you will see rewards further down the line. By investing in long-term lead generation tactics, you can reduce your cost per lead in six months by reducing spend on paid campaigns. How to Increase High-Quality Leads for B2B SaaS Businesses 1. Referral Programs Your current customers are your best advertisement. Case studies on your website are one of the most popular pages because they prove that your product works. A prospective customer sees them as proof that they, too, had the same problems and that your product solved them. The closer the case study subject’s profile is to your ideal client profile, the better. Source: HubSpot According to HubSpot, salespeople say that the top source of most of their leads is referrals. Referrals are an important source of B2B SaaS lead generation. Referring someone to a hairdresser or to a product you like works the same way as referring a friend to a piece of software. 2. Define Your Product’s Users and Buyers It is crucial to know who your buyers are and who your users are. In big businesses, the purchaser of a piece of CRM software may be the CTO or Head of Marketing, but the users may be sales reps or secretaries. While most users currently have little buyer power, engaging them is still important because people frequently switch jobs, and usually move to a higher position. If someone has used one piece of software in one company and found it successful, they are very likely to recommend it to a new employer looking for the same solution. 3. Content Marketing Creating and distributing quality content is key to successful marketing. It may be too simple, but one of the common issues B2B technology businesses face is not having enough relevant content on their website to rank in Google. There are two primary methods that B2B companies can use to generate leads through organic search traffic and SEO. The most effective ones rely on Inbound Marketing. People seldom create content because there is little short-term reward for doing so. Those who do not produce enough content will not generate enough low-cost leads for B2B companies. 4. Blogging You can outsource content if you don’t have the time or resources to produce it in-house. There
The Ultimate Guide to PPC Lead Generation
Businesses of all kinds always need more customers to fuel their growth. That is why ppc lead generation is crucial, no matter what industry you’re in. PPC (Pay Per Click) has become more popular recently and is as important as SEO (Search Engine Optimization) in marketing. It’s a goldmine for new business owners or those new to marketing. However, with PPC, all the time, effort, and money you invest can result in nothing if you make even the smallest mistake. This PPC lead generation guide will give both beginners and pros the ins and outs of PPC marketing. What Is PPC Lead Generation? PPC refers to paying for website traffic rather than receiving it through organic methods. PPC advertisements pay out every time a user clicks on an ad. Search engine advertising is one of the most popular forms of PPC marketing. Brands bid for ad placement on specific search engine-sponsored links through PPC. They use pay-per-click keywords to bid for these placements. As a result, when a user enters keywords related to what their business has to offer, PPC ads will appear at the top of the page. Every time the ad is clicked, the brand pays a certain fee to the search engine. When PPC lead generation is working properly, the cost you pay becomes trivial. That is because the visit is worth so much more than what you are paying for. For instance, you may have paid $3 per click and it resulted in a sale worth $300, making a hefty profit. Keep in mind, though, that building a pay-per-click lead generation campaign will require a lot more work. To properly optimize PPC landing pages, you must research and choose keywords, organize well-worded ad groups and campaigns, and put keywords into them. As search engines charge businesses less for each ad click, brands are even more motivated to create relevant and intelligently targeted PPC campaigns. With lower click costs and higher profits, your business may end up operating more profitably than usual. Types of PPC These PPCs are specifically placed on social media platforms. They are targeted at groups of users based on their demographics, interests, or data. In most cases, your ads will appear on a user’s feed or timeline. The advertisers decide when and who will see the ads as it’s targeted to a very specific audience. These advertisements are shown to whoever is looking for the same items the advertisers are offering. In contrast, social PPC ads are controlled by advertisers and are shown only when and to whom they choose. Search PPC ads are shown to all users who actively seek out content or services similar to what you offer. Why Use PPC for B2B Lead Generation Here are some advantages of using PPC for lead generation for your brand and marketing. Get To Know Your Customers Better. With PPC, you will get an extensive breakdown of data on how your campaigns perform. The data provided will help you understand who your audiences are and what they respond to. You’ll learn the demographics, location, and even the behavior of the people who click on your ads. Your PPC lead generation results can be improved by using that information to finetune your entire online marketing efforts. Since you have data, you will be able to demonstrate the marketing value PPC provides directly, and convince the C-suite that it is a worthwhile investment. Ppc Allows You To Create Targeted Ads. PPC lead generation is one of the most direct marketing channels and it prioritizes both quantity and quality of leads. PPC ads are more controllable than other online marketing channels as they give you the power to dictate who sees your campaign. Social media PPC goes even further and allows you to choose which audiences to target. You can use behavioral data, location, and demographics to reach more people and ensure you are reaching the right people. Meet Your Audience Where They Are Every day, 3.5 billion searches are performed on Google. As a result, it’s considered the go-to search engine for every query or need people have. In addition, most Americans (regardless of age) are on a social media platform. They visit at least one social media platform daily. Using PPC lead generation, you can reach out to anyone with internet access using search engines, social media websites, and even the Google Display Network. The world is your oyster. Ppc Offers a Solid Return on Investment Businesses sometimes resist investing in paid ads for lead generation because they have other alternatives, such as social media marketing and search engine optimization (SEO). PPC lead generation costs money, but it is a worthwhile investment that produces an impressive return on investment (ROI). Studies have shown that for every $1 advertisers spend, they get a return of $8 with PPC. Ppc Generates Results Faster Compared to SEO SEO can certainly deliver outstanding results over time, but PPC can provide you with relevant traffic right away. This means you don’t have to wait long for your campaigns to generate leads—leads are going to arrive to you in one way or another based on Social PPC and Search PPC. Once you have established a strong landing page and ad setup for your PPC lead generation campaign, you’ll start seeing results on the same day. 9 Smart Tips for PPC Lead Generation You should use the following best practices to get qualified B2B PPC leads. 1. Be Where Your Target Audience Is. The good thing about PPC lead generation is that it can provide brands with an extensive reach. However, that does not mean you have to reach everyone with your ads, since you’ll be paying for every click—even from those people who aren’t going to end up as potential leads. To ensure your ads reach the people most likely to do business with your company, make sure you are placing your ads where people are likely to see them. To reach your target audience, you must know where
6 Best Tips for Content Marketing Lead Generation
Sadly, for content marketing lead generation 30% of new businesses fail in their first two years, 50% in the first five years, and 66% in the first ten. Why do so many businesses fail? There are plenty of potential pitfalls: Poor content marketing can have a huge impact on your business. Many business owners and marketers fail because they approach marketing incorrectly. They do not frequently optimize their marketing campaigns to increase conversions, gather leads, and drive sales. There is no doubt that marketing is one of the most effective methods to boost lead generation for business development. In fact, content marketing produces 3 times as many leads as other traditional marketing techniques, according to a DemandMetric report. So how do you create excellent content that generates leads for your company? This guide explores six effective ways to generate leads using content marketing. 1. Create a Buyer Persona Did you know that you can generate a thousand leads and still not make a single sale? Your content must be tailored to suit your target audience if you want it to be effective. If you create content that isn’t compatible with your audience, you risk wasting time and money on leads that won’t convert. Before starting with content marketing, you must first identify your target audience and develop a persona for them. What Is a Buyer Persona? A buyer persona is a research-based profile that describes the sort of person that would purchase a particular product or brand. A buyer persona provides information on the prospective buyer—their characteristics, preferences, and types of touchpoints that lead people to buy your product (or your competitor’s). If you know who your prospective customers are and what questions they need to be answered, you will be able to create informative, valuable content that addresses their pain points and answers their questions. The process of turning visitors into leads begins with producing content that provides immense value. You must know the customer’s needs in order to deliver value. The following are some of the specifics that must be included in your buyer persona: Knowing who your target audience is can help you create content that meets their demands and boosts conversions. There are a number of tools available to help you build your buyer persona if you are unfamiliar with the process. The Facebook Audience Insights tool is located inside the Facebook Ad Manager. Using this tool, you can discover a lot of information about your audience and use it to build a persona. You can also add interests that you want to research to get more information about your customers. There are over 200 billion global internet searches each month, and Quantcast delivers real-time data on over 100 million of those. Using artificial intelligence, Quantcast helps you better understand your target audience. They help you accurately track and measure your audience using artificial intelligence. Survey Gizmo is a terrific tool for conducting surveys on your audience so that you can construct your own buyer persona based on real audience responses. If you already have an email list, you can use Survey Gizmo to examine data on your current customers. 2. Use the Content-Type Best Suited for Your Audience There are hundreds of content types available, and in order for your content marketing efforts to have a profitable ROI, you will need to create content that suits your audience. Creating content for your marketing strategy is the key to generating either traffic or leads. You need both to turn a profit— before you can generate any leads, you must bring visitors to your site. Some examples of content you can use to generate traffic are: Blog posts can be a valuable resource for generating traffic to your website. They provide value for your readers and increase the number of indexable pages in your domain. They are also excellent at directing people to your landing or sales page. Videos are another terrific way of driving traffic to your site. Make engaging, audience-focused videos to boost the number of times they are shared. Also, focus your efforts on YouTube. YouTube is the world’s second-largest search engine. Creating videos that are appropriate for the platform can boost traffic to your website. There are currently 2.95 billion social media users in the world. You should take advantage of this and publish posts on social media to drive visitors to your website. This means optimizing your social profiles, interacting with other users, and using targeted social media advertisements. Production of podcasts has been on the rise in recent years, as indicated by a 2019 report on podcast statistics. As of now, there have been more than 700,000 podcasts created, with 29 million podcast episodes produced. You can communicate with your customers more intimately using podcasts, hopefully resulting in a bump in traffic to your site. The Demand Gen Report stated that infographics can increase your web traffic by 12% and receive 650% more engagement than normal guest posts. Visual marketing is very much in vogue, so you should seize the opportunity by increasing your visual marketing efforts. Once you’ve begun seeing traffic from your content efforts, the next step is to create content that can be used for lead generation. A new blog that hasn’t started generating any traffic yet can still generate leads through great content, but what happens then? 3. Use Content Syndication People seeing your content is one way to leverage content syndication. What is Content Syndication? When you post your content on a high-traffic third-party site, you immediately have the potential to generate a lot of leads. Syndicating your content means uploading it to sites that are larger than you to generate more traffic and increase engagement. Netline is a B2B lead generation network that allows you to syndicate your content so that you can build traffic and generate leads faster. The best thing about this platform is that it is performance-based, meaning you only pay for the leads that are generated. Make sure to use