You have an amazing and established product or service you want to share with the world. But how do you maximize your profits? Forget about flyers, billboards, and other outdated methods of lead generation. You need to make a connection to potential and specific audiences in the digital sphere. Read on for the 16 inbound lead generation tips from expert marketing professionals!
There are countless ideas for attracting leads to your agency––and Propellent Media wants to bring your brand to the next level. For more information about becoming a giant in your field, call +1 (404) 620-4791 to get started.
1. Harness the Power of Glowing Customer Reviews
You already have a handful of returning clients or customers––and they love what you’re offering. You should use their feedback to your benefit.
It’s no secret that reviews play a vital role in lead generation. It’s simple: leads see positive reviews, and that instills confidence in your brand. Moz suggests displaying reviews on Google Reviews, third-party websites (such as Yelp), and your website.
2. Create an Interactive Program or Tool
There’s more to creating a connection with possible leads than appealing to their wants and needs. It’s about engaging them in an activity that draws them to your brand. You can do this by:
- Offering quizzes. You can make quizzes gauging a lead’s needs, suggesting a particular service, or just a plain silly one, like a personality test.
- Creating a point-and-click infographic. Are you opening a walk-in clinic? Create software that allows potential patients to explore what conditions they may have. Are you a real estate agent? Create a map that allows leads to click on specific locations and view listings.
3. Offer Free Resources
There’s no denying it. People love free stuff. By offering free resources, you can educate possible leads and draw them to your brand. It also gives them a taste of what you’re offering, enticing them into your conversion funnel. Free resources can include eBooks, free trials, and how-to guides.
Our recommendation? Construct a centralized location of all your free guides, PDFs, eBooks, etc. on your company’s website for leads to download. Click here to see a great example.
4. Host a Giveaway
This is in the people-love-free-stuff vein. Yet, this is more than giving away t-shirts with your company’s name on them. While that gets your name out there, it doesn’t make a connection with those you’re trying to reach.
You want to give away something people want––the reason why they googled your brand in the first place. For example, you could give away free seven-day trials if you’re in the software field.
You could also offer free or heavily discounted consultations if you usually charge a fee for these conversations. You want to give away just enough information to leave leads wanting more.
5. Have a Social Media Presence
Having a social media profile is a lot like having a pet. It’s a living thing that needs frequent attention and maintenance. An active social media profile with frequent updates and lead interactions reflects well on your brand. A neglected social media profile will make leads wonder if you’ll neglect them, too.
Having a social media presence is more than statuses and clever memes sporadically being posted. It involves:
- Displaying your brand’s reviews
- Posting engaging multimedia content, such as videos and surveys
- Addressing leads’ reasonable inquiries and concerns
- Listing the times and dates of accessible virtual and in-person events
Here’s a good tip: Facebook now allows businesses to install chatbots on business pages. Once there, leads can ask basic questions, and the chatbot will provide answers. This could draw leads into your conversion funnel, even during the weekends or holidays when you’re not in the office.
6. Offer Customizable Templates
As you already know, running your own business requires you to create certain items, such as employee schedules, emails, and production timelines. It’s time-consuming to create these on your own. So, why not offer a template that simplifies this process for others?
You can offer templates on your website in the form of PDFs. Leads can download these items and make changes where necessary. This is one of the many building blocks of forming a connection with leads. After all, if using your template to make a production schedule was that easy, imagine the ease of working with your company.
7. Showcase Your Best Results
Leads want to feel confident in their decision to contact your company. Yet, talking about the services you offer only goes so far. You want to show that you get results. Showcasing your results is a delicate undertaking. You don’t want to brag, but you don’t want to undersell yourself, either. Case studies are a great way to show that your company’s dedication to its customers is actually effective.
When showing your best results, consider including:
- The problem and the solution
- Who the client was (i.e., a CEO, real estate agent, or private practice owner)
- Whether the client was unsuccessful working with a previous agency
- Data (i.e., increased conversion rates, timelines, and other concrete statistics)
Showing results is your opportunity to say, “Hey, we helped this person achieve their goals in this way. We can do the same for you.”
8. Create and Maintain a Mailing List
You likely have the emails of potential leads who are following your business. Perhaps they’re on the cusp of arranging a consultation. Maybe they’re comparing your business to one of your competitors.
Using a mailing list keeps your brand name at the forefront of leads’ minds. You should send these emails weekly or biweekly, depending on your company’s services. They should include details about giveaways, free trials, and other enticing information.
You’re not just limited to sending emails; you can also send text messages and banner notifications if your company has an app.
9. Host Interviews With Field Experts
Leads want to rest assured that you’re well-connected. This way, you can use your resources and experience to meet their needs. To instill confidence, you should host interviews with big names in your field. You can upload transcripts of these interviews to your website or post videos online to your YouTube channel.
These interviews should ask questions that potential leads may have. They should relate to new trends, upcoming events, or other topics that generate interest.
10. Post Your Services on Third-Party Websites
Unless you’re a household name, chances are, leads aren’t going to type your business’s name into Google. They’ll likely find your services organically by perusing other sites, like Yelp or even Facebook Marketplace. The more you put your name out there, the more available you make yourself.
Keep in mind that you should only post your services on websites relevant to leads’ interests. For instance, if you’re a real estate company, you shouldn’t post your company on TripAdvisor. This would be irrelevant to users’ interests and even off-putting to some.
11. Offer Free Trials
Remember how we said earlier that people love free stuff? Free trials are no exception. However, you don’t want to give away everything at once. Your trial should give users insight into what your company offers. It shouldn’t give so much that users find it as a replacement for partnering with your business.
You want to give a basic idea of what you provide during a free trial. As harsh as it seems, this may involve “graying out” some services until a lead signs on with you.
12. Partner With an SEO Firm
Google is the most popular search engine in the world. Many industry experts say if you’re not on Google, you don’t exist. To get the “top spot” on Google, consider partnering with an SEO team.
They can examine keywords, users’ searches, and other trends to boost your company’s website. You could also get more insight into lead generation and other promotional matters.
13. Have Businesses Refer Your Company
Referrals are a key part of lead generation. It’s when one service recommends your business to possible leads. For instance, a real estate company may not list houses in a particular area. But, because they have a relationship with your company, they may refer to your services instead.
Referrals are more than, “Hey, you should call this company.” It shows that you’ve cultivated trust in your field, instilling confidence in qualified leads and others in your field.
14. Commenting on Other Company’s Blogs
As noted, you want to get your name out there and instill trust in possible leads. You can do this by commenting on blog posts from others in your field. This is more than saying, “I liked this article, but XYZ can do it better.”
It involves contributing to the discussion and expanding on the topic presented in the blog. Not only does this forge relationships with others in your industry, but it shows leads that you have knowledge of a particular subject.
15. Connect With Social Media Influencers
Social media influencers, especially those on TikTok and YouTube, have great pull when it comes to advertising. If you have a certain product you want to market, connect with an influencer tangentially related to that field. For instance, if you’re offering scheduling software, connect with an influencer that speaks to your target audience.
When evaluating influencers, make sure you connect with those that reflect well on your brand. Stay away from politically aligned influencers or those with a history of bad business practices.
16. Host Informational Webinars
Webinars allow you to connect with other industry experts. Here, you present yourself as a thought leader, a pioneer when it comes to marketing and selling your service. This does more than get your brand’s name out there. It allows you to connect with others who could refer you to qualified leads in the future. You could host webinars either on your social media or on your website.
Ready to Succeed? Call Propellant Media Today
There’s a reason why we’re called Propellant Media. It’s because we propel brands to the forefront of their fields. Whether you’ve been in the biz for decades or you’re just getting started, we’re here to help you reach your goals. Connect with us now at +1 (404) 620-4791.