Your business cannot survive without revenue. You cannot generate revenue without customers to sell your products and services to. These facts make lead generation a vital part of your business’ success.
But, how do you keep generating qualified leads for your business without reverting to massive cold outreaching with a minimum chance they will respond?
Here, we have compiled a list of five ways (plus a bonus tip at the end) you can generate quality leads consistently for your business.
1. Use Lead Magnets [White papers, ebooks and reports]
Lead magnets still are one of the best ways to generate organic leads for your business. The catch, though, is you need to provide your audience with something insightful or useful for free that they would have paid for otherwise.
With marketers offering lead magnets like crazy, you need to do something different to stand out from the crowd and provide more value to your target audience. Offering eBooks, white papers, and reports in exchange for email addresses are great lead magnets.
But the most important aspect of a successful lead magnet is solving a problem for your audience. For example, reports about your customers’ industry, based on original research, are a better value proposition than just a compilation of articles in eBook format.
Think about what motivates your audience and come up with an efficient solution to provide for free.
Remember that you need to highlight the benefits of your free resource on your landing page, so your audience does not feel reluctant to give out their email address. Also, you can use your podcasts, blogs, videos and overall content to reach more people with your free offer.
2. Share Fun and Interactive Surveys
Often overlooked by marketers, surveys can be a great way to generate leads for your business. We are not talking about surveys that feel like a chore to go through. When coming up with quizzes and questions to ask your audience, make sure they are fun and engaging.
Here are some practical tips you can implement to design a survey that users would not leave incomplete:
- Research the pain points, fears, goals, desires, and shared beliefs of your audience
- Make sure to group similar quizzes together to maintain a natural flow
- Pay special attention to the phrasing of the questions to keep them interesting
Surveys are a great way to collect information about your leads directly. Using their insights, you can package your product better and warm up your leads to finally offer them a custom-made solution to their problem.
3. Host Power-Packed Webinars
Your audience wants to see you interacting with other influencers in your industry and having genuine conversations about trending topics in your niche. Webinars work much better than pre-recorded videos as you are streamed live, and your audience gets to ask questions to clear up their doubts.
Collaborating with other creators helps to leverage their subscribers’ base and reach out to new like-minded people. It’s a win-win situation for both creators, and the webinar can later be used as a lead magnet to get more potential customers flowing to your business.
With marketers offering lead magnets like crazy, you need to do something different to stand out from the crowd and provide more value to your target audience.
4. Create an Information-Rich Newsletter
Getting an email lead by giving away a helpful lead magnet is useless if you don’t feed your leads with quality content to move them forward through your funnel. Newsletters are one of the best ways to get your audience to read long-form content and turn them from cold to hot leads.
Don’t just write a newsletter for the sake of writing it. Make sure you add value to the users and give them content they want to engage with. You can use forms to segment your audience if you talk about multiple topics in your newsletter or if you are going to run a segmented newsletter for different audiences.
Newsletters help you generate trust among your subscribers and let you show your authenticity to your target audience.
Well-known newsletters are lead magnets and great marketing channels to transform interest into action.
5. Increase Brand Awareness with Guest Blogging
Okay, we know guest blogging seems like a lot of work, but you would certainly get the attention of your ideal customers if you landed a guest post on the right niche website.
Here are some tips that would increase your chances of getting approved for guest
- Short-list some popular blogs in your niche
- Identify their top-ranking posts and look for content gaps
- Generate an idea for an informative blog post based on the content gaps
Adding a lead magnet at the end of the guest post to get your audience’s email is a must to start collecting leads—but remember to ask for permission as not all websites are ok with these practices.
Medium-tail SEO Keywords [Bonus]
Medium-tail keywords – also known as chunky keywords—fall somewhere in between short and long-tail keywords. These keywords generally consist of two to three words and have a higher search volume than long-tail ones while also being easier to rank than short-tail ones.
Many medium-tail keywords have a high target intent (although not as specific as a long-tail keyword), making it possible to create better pages that attract a more targeted audience. At the same time, it almost is guaranteed that by ranking for these keywords, you also will rank for longer keywords, increasing the visibility of your pages.
A great strategy is to find a medium-tail keyword associated with the short-tail keywords you want to build authority around and group related long-tail keywords to add to your page, effectively increasing the chances of getting your page in front of the right people.
Finding new leads consistently can feel overwhelming when you don’t have a specific approach. If you apply the above mentioned strategies, you would never have to struggle for leads anymore.
More importantly, this is a process. Keep experimenting with different combinations and keep a close look at the metrics. Double-down on what works will ensure that your business keeps growing sustainably and allow you to try new channels down the line.
Sid Soil is the Founder & CEO of DOCUDavit Solutions. DOCUdavit is the leading provider for secure document imaging, EMR conversion, document/data management, and storage solutions for Canadian businesses and retiring lawyers and doctors. Since DOCUdavit’s inception in 1994, Sid and his teams have worked with over 600 medical practices, 200 law firms, multiple corporations, and 10 government departments. They also received the 2020 Canadian Business Excellence Awards for Private Businesses.
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