What is Lead Generation?
What is a Lead?
A lead is a person who has indicated interest in your company’s product or service in some way, shape, or form.As a lead, you’d hear from a business or organization with which you’ve already opened communication instead of getting a random cold call from someone who purchased your contact information.
What does real personalization look like to me? Real personalization is when the content on your site changes, recommending content that your visitor hasn’t read yet. Or when that visitor has shown interest in one topic, so you show them an offer that’s related. Or when you have CTAs for customers and different ones for prospects. Or when the chat bot on your site remembers not only their name, but who their sales rep is. All of this is possible through CRM-driven marketing.
For example, maybe you took an online survey to learn more about how to take care of your car. If you got an email from the auto company that hosted the survey on their website about how they could help you take care of your car, it’d be far less intrusive and irrelevant than if they’d just called you out of the blue with no knowledge of whether you even care about car maintenance, right?
And from a business perspective, the information the auto company collected about you from your survey responses helps them personalize that opening communication to address your existing problems.
Attracting and converting strangers and prospects into loyal customers
Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company’s product or service. Some examples of lead generators are job applications, blog posts, coupons, live events, and online content.
Whenever someone outside the marketing world asks me what I do, I can’t simply say, “I create content for lead generation.” It’d be totally lost on them, and I’d get some really confused looks.So instead, I say, “I work on finding unique ways to attract people to my business. I want to offer them enough goodies to get them naturally interested in my company so they eventually warm up to the brand enough to want to hear from us!”
That usually resonates better, and that’s exactly what lead generation is: It’s a way of warming up potential customers to your business and getting them on the path to eventually buying.
How to Generate Leads?
Now that we understand how lead generation fits into the whole inbound marketing methodology, let’s walk through the steps of the lead generation process.
First, a visitor discovers your business through one of your marketing channels, such as your website, blog, or social media page.
– That visitor then clicks on your call-to-action (CTA) — an image, button, or message that encourages website visitors to take some sort of action.
The CTA takes your visitor to a landing page, which is a web page that is designed to capture lead information in exchange for an offer.
– An offer is the content or something of value that’s being “offered” on the landing page, like an ebook, a course, or a template. The offer must have enough perceived value to a visitor to merit providing their personal information in exchange for access to it.
The form on your landing page consists of a series of fields (like in our example above) that collect information in exchange for the offer. Forms are typically hosted on landing pages, although they can technically be embedded anywhere on your site. Once a visitor fills this out — voila! — you have a new lead! (That is, as long as you’re following lead-capture form best practices.)
Lead Generation Marketing
Once you put all these elements together, you can use your various promotional channels to drive traffic to your landing page to start generating leads.
But what channels should you use to promote your landing page? Let’s talk about the front-end of lead generation — lead gen marketing.
If you’re a visual learner, this chart shows the flow from promotional marketing channels to a generated lead. There are even more channels you can use to get visitors to become leads. Let’s go into depth on these and talk about a few others.
Content is a great way to guide users to a landing page. Typically, you create content to offer visitors useful, free information. You can include CTAs anywhere in your content — inline, bottom-of-post, in the hero, or even on the side panel. The more delighted a visitor is with your content, the more likely they are to click your call-to-action and move onto your landing page.
Email is a great place to reach the people who already know your brand and product or service. It’s much easier to ask them to take an action since they’ve previously subscribed to your list. Emails tend to be a bit cluttered, so use CTAs that have a compelling copy.
Ads and Retargeting
The sole purpose of an ad is to get people to take an action. Otherwise, why spend the money? If you want people to convert, be sure that your landing page and offer match exactly what is promised in the ad, and that the action you want users to take is clear.
The great thing about using your blog posts to promote an offer is that you can tailor the entire piece to the end goal. So, if your offer is an instructional video on setting up Google Search Console, then you can write a blog post about how to select your marketing metrics … which would make your CTA highly relevant and easy to click.
Social media platforms make it easy to guide your followers to take action, from the swipe up option on Instagram stories to Facebook bio links to bitly URLs on Twitter. You can also promote your offerings on your social posts and include a call-to-action in your caption.
You can break down a lot of barriers to a sale by offering trials of your product or service. Once a prospect is using your product, you can entice them with added offers or resources to encourage them to buy. Another good practice is to include your branding in your free versions so you can capture other potential customers, too.
inbound marketing guide
Are you interested in learning more about Inbound Marketing and how you can get customers to come to you instead of having to chase? Feel free to read our guide to get started.
Do you want to know more about Inbound Marketing? Don’t hesitate to contact me! Book a free consultation directly in my calendar below.
New Business / Marketing Manager
+46 708 85 03 03