At Prizm Media, lead generation is what we do. If you scroll through our blog, you’ll find countless articles about the lead generation process, how it works, and how our team can work with your marketing department to help improve the number of sales leads that your business is producing.
Today, we’re going to do something a little bit different. We’re going to share 10 fantastic tips for companies who want to ramp up their lead generation but may not have the budget or marketing resources to launch a full-scale campaign.
Here are some of our best tips for generating your own leads. We’ve divided the tips into two sections – networking and relationships and web strategy:
NETWORKING AND RELATIONSHIPS
Embrace Your Existing Network
They often say that your current customers are your best customers – and lead generation is no exception. A great place to start when looking to generate your own leads is with your existing customer base. Implementing a referral program with an incentive for your already loyal customers will encourage them to spread the word and continue supporting your business.
Focusing on your existing customer is also a worthwhile opportunity to learn more about your most loyal customers: who are they, what do they do, and what networks are they tapped into that might present opportunities to generate new business for your company? Even if this exercise doesn’t prove to be fruitful, you’ll have a stronger understanding of your customers, which in this business is never a bad thing.
Become An Authority
While we hope that your business already has a degree of credibility within your community and among your prospective customers, it’s important to use that credibility to position your business and its staff as the authorities on the subject. Consider leveraging any awards, testimonials, and other accolades that your business has received, and if you have staff that has won awards or been recognized within their field or their community – even better! At the end of the day, it’s all about building trust. Once you’ve done that, it will be significantly easier to use lead generation to boost your business.
Work With Your Partners
In a similar vein, generating new business leads can also be a great opportunity to strengthen relationships with the companies and individuals that your business partners with – be it suppliers, sponsors, partners, or any other stakeholder that you work with regularly. Your partners have a vested interest in the success of your business, so they may be open to working together to develop a cross-marketing campaign that will drive more traffic to your business. Cross-marketing is just one example of what this partnership might look like, but it’s up to you and you’re partners to get creative!
Keep Building Your Network
This one is simple but so important: get out there! One of the best things that you can do to generate your own leads is to have a presence in the markets where you are hoping to succeed. This means attending relevant conferences, gala dinners, and networking opportunities across your various markets and communities. From here, you can build relationships, share the important work that you are doing, and parlay those interactions into new business and new partnerships.
Cultivate Strong Relationships
This last tip really ties together all of those before it – focus on building a strong, personal, and authentic relationship with as many individuals as you can. Fantastic customer service will transcend your current customer base and will help you generate new business. This is especially true for prospective customers who may say “no” the first time. If you continue to build on those relationships and provide occasional (but not too occasional!) updates on what’s new with your business, you’ll find yourself quickly converting some “no’s” into “yes’s”. Ultimately, you want prospective customers knowing that if they want to be taken care if, they should come to you – and that starts with quality customer service.
Keep Social Media Personal and Interactive
Building engagement through your social media channels is one of the best ways to cultivate lead generation online. However, to be successful in this your posts need to be personal, represent your business, and convey a sense of authenticity to your audience. A social media presence that is cold and corporate will not get you very far as far as generating new sales leads is concerned.
First, consider how your social media fits with the rest of your existing marketing efforts and what your online “voice” needs to sound like. Second, choose one or two trusted staff members to manage your social media. Limiting the number of people with access to your accounts keeps the messaging consistent and ensures that messages from prospective leads won’t fall through the cracks.
If you have taken a moment to scroll through our blog, you may have noticed that we often reference the importance of content in lead generation. In order to motivate new leads to engage with your business, you have to be putting content out there that is relevant, accessible, and engaging. Without strong content, it is much less likely that prospective new leads will be pushed to take that step to reach out and learn more.
When it comes to web strategy, automation is an element that has been around for a long time but is becoming increasingly accessible to individuals who aren’t marketing gurus or tech exports. We’ve talked about this in past editions in the form of email marketing or using chatbots. Long story short, automation is the process of setting up automatic points of engagement for your prospective leads depending on how they interact with your website or social media. For example, if a prospective lead enters their email to learn more – you can set up a series of personalized emails to automatically send to them over the course of a set schedule. Examples include a welcome email, promo offers, follow-up, etc.
Automation can be used for so much more – including sending data from your website to your customer management system, social media integration, and etc. For those looking to step up their web strategy, digging a little deeper into the world of automation is a great idea.
Search Engine Optimization
We’ve all heard about “SEO” – but the truth of the matter is that search engine optimization can be tricky stuff. If you have a talented web marketer who can set up your SEO parameters for you, fantastic! However, if you are looking where to start in the wide world of SEO and working with a professional just isn’t in the budget, our advice is to do your homework! There is a lot to know about the intricacies of SEO, and if you don’t set your campaign up right it could end up costing a lot of time and money, with little result.
Design for Conversion
When starting up a lead generation campaign, it’s important to take a few moments to review your existing website and make sure it’s conducive to a successful lead generation campaign. You should be able to answer a few questions:
- Is my website easy to navigate?
- Where are my visitors being directed from the homepage?
- Is there a clear call to action? How do I tie that CTA to generating new leads?
- Is there extraneous content that is driving visitors away from my CTA? Is this content necessary?
As you can tell, this tip is all about making sure that your website is clearly laid out, with a specific call to action, and a series of pages that clearly guides visitors to your intended call to action. Whatever that CTA is, it should be adjusted to include your new lead generation strategy.
These 10 tips offer some great starting points for starting your own lead generation campaign – both on the relationship building side and in terms of implementing web strategy. Of course, if you need an extra hand putting your campaign together, our team here at Prizm is ready and available to work with your team to implement a lead generation campaign and take your sales and marketing program to the next level.
Contact us today at email@example.com or by phone at (604) 326-0096.