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Some of the most beneficial lead generation strategies include content marketing, using your sales and marketing teams effectively, and employing marketing automation software to help with obtaining high quality leads.
Throughout this article, we’ll cover all things lead generation strategy, as well as the following topics:
What lead generation is
What qualified leads are
How to generate leads efficiently
The most effective lead generation strategies to employ
Read on to learn about the lead generation process, as well as the best methods to aid in generating leads for your business.
What is Lead Generation?
Lead generation is the process of reaching potential customers through a variety of social media platforms, marketing campaigns, and other content marketing modes.
The main goal of these marketing processes is to generate leads, or reach individuals in your target audience to help convert these leads into paying customers.
Potential leads are everywhere, so it is especially important to employ a wide variety of strategies when it comes to lead generation, all of which we will touch on during this article.
While marketing and content creation are huge in this process, your sales team is also very influential and will often be the group that truly converts leads into customers.
The general cycle of lead generation will look something like this:
Create content that is relevant and helpful to the consumer
Generate leads from this content
Send lead information to a landing page for organizational purposes
Have these sales leads distributed among your sales team
Bring the leads through a sales funnel
At the conclusion of the sales process, your leads should have been converted into customers!
Now that we have the basic structure of lead generation outlined, let’s back up a bit and review what qualified leads are and their importance.
What are Qualified Leads?
A qualified lead is someone who has indicated interest in your product or service and you perceive them to be more likely to become a paying customer than other leads.
The more leads you can obtain that are qualified, the better success you’ll see for your business.
You can tell a lead is qualified through these items:
They express intense interest in your product
They send you a marketing message or respond to one of yours
They enjoy personalized content and give feedback on it
They are interested in customer success stories
They sign up for email marketing campaigns and seem engaged in your content marketing agency
They seek out a sales person to speak with about your business
Your B2B lead generation should help you secure these high quality leads on your landing pages, but it is important to recognize the indicators present in these types of leads as opposed to regular leads.
Let’s dive into some marketing tactics and social media marketing automation that will aid your ability to generate leads.
How Do I Generate Leads?
There are many options when it comes to generating leads, so let’s just list them out:
Create a google ads campaign to serve as a lead magnet
Use B2B lead generation strategies to structure your sales funnel
Hosting online events can be a great way to generate leads!
Use email marketing for long form content marketing
Post varied content on social media channels
Create different social media accounts across platforms
Study other business to consumer tactics and implement them
Use proven strategies that most companies employ
Use a real life example of customer success and model after it
Do market research on ad campaigns and sales pipeline construction
Track site visitors and engagement on a blog post
The more methods you employ for your lead generation, the more leads you will get.
All of the above methods are B2B lead generation strategies, meaning that most of them are applicable as a free tool and can serve as a call to action to new customers in your marketing funnel.
User generated content like LinkedIn ads and other web forms are very beneficial to the success of your highly targeted lead gen, but there are other ways to expedite the buying process for prospective customers as well.
Let’s dive right into it!
The Best Lead Generation Strategies
Just like there are many ways to get potential leads, there are also quite a few ways to implement various lead generation strategies into your business approach.
Let’s split up the strategies into three main categories:
Using B2B lead generation manually
Employing lead generation software
In person event marketing
Since the above paragraph details much of what makes up the first category, let’s skip ahead to the second category– the power of solid lead generation software tools.
There are a lot of options on the market currently for software providers designed to help you when it comes to lead generation.
While the lead generation process is rooted in the ability of several individuals on your sales and marketing teams, there are always members of your target audience that go unreached.
It does not have to be this way!
B2B lead generation software can help with social media platforms, structuring of a landing page, email marketing, organic traffic, and even the priorities of the sales teams.
While accounting software and lead gen software can aid in all of these functions, the best feature of this software are the search intent features.
These features find leads in your target audience without help from your content marketing, saving you time and energy!
Software for lead gen can perform the following functions:
Search within a web form and find leads
Sort through buyer personas to aid in highly targeted lead generation
Give a sales rep information about a specific lead
Condense all relevant information into one landing page
Sort through lead magnets
Help with search engines and email marketing automation
Broaden your lead generation strategy by getting more leads
Don’t underestimate the power of an online service that can get your more leads without even lifting a finger.
In addition to manual lead generation strategies and software to aid in reaching your target audience, there is also event marketing, a practice where your company hosts events in order to make connections and widen your client base.
Events can take place in person or online, but either method will give you great benefits like these:
The opportunity to engage with leads in conversation
Free access to networking opportunities
Sales leads and connections to get more leads from
Social media channels can use content from this event to continue the lead generation cycle
Having your sales team present at the event also helps with the lead generation cycle
The opportunity to use the event itself as a lead magnet
Promoting organic traffic throughout the event and after as well
An event is a great way to not only meet lots of new people interested in your business and what it has to offer, but also for lead generation purposes.
A cool thing about hosting an event is that each person who attends is already indicating strong interest in your product, making each attendee a warm lead.
While the sales process will look different in the event context, this is still a great stride when it comes to broadening your lead generation strategy.
Another great feature of these events is that you have a great group of individuals to network with and demonstrate the value of your product to.
Events give you the option to collaborate with other brands, showcase your product, and network with other individuals who may benefit from your services.
Arguably the most effective lead magnet is hosting an event for your business, so be sure to do so if you feel you have the support and funds to provide a great outing.
How Kennected Uses Lead Generation Strategies
Here at Kennected, we want everyone we work with to expand their lead generation strategy to their full potential.
The three above categories of manual lead generation, software generation, and event hosting are absolutely essential when it comes to effective and constant lead generation.
Make sure to research as much as possible, and don’t be afraid to experiment with different lead generation strategies and methods.
You’ll learn a lot about lead generation along the way, and you’ll also get more leads with every method you try to implement.
Hop-On The Kennected Train - Get On Or Get Out Of The Way
According to HubSpot, 61% of companies name their top marketing challenge is generating traffic and leads.
If you’re part of that 61%, keep reading because what you’re about to discover could be a game-changer for you and your business (like it has for thousands of people before you).
So many business owners & sales professionals that come to us are struggling to get ahead because they’re stuck relying on referrals, lead lists, or manual prospecting.
This is taking up too much of their time and isn’t creating the consistent income they’re looking for to fund the lifestyle they want for themselves and their families.
Four years ago, the founders of Kennected had the same struggles. They found that lead generation was way too complicated, expensive, and time-consuming, knowing there had to be a better way.
So they developed a new way of getting qualified leads that turn into new customers on the #1 platform for B2B lead generation… LinkedIn.
In the four years since we developed this lead gen strategy, we’ve earned a spot on the Inc. 5,000 list of Fastest Growing Companies in America.
And more importantly, it helped over 17,000 businesses get new leads and sales for THEIR businesses.
Want to see how it works?
Click here to see how you can use Kennected to fill your sales pipeline with qualified leads in less than 10 minutes per day.