What Is Lead Generation? A Guide For Professionals

What Is Lead Generation? A Guide For Professionals

After all, how you market to your customers will depend entirely on where they are in their buyer’s journey. This is where a lead generation tool like Voila Norbert comes in. Once you’ve found a potential customer, it will find relevant email addresses so you know you’re reaching the right people with your email outreach. Marketo, lead generation describes the marketing process of stimulating and capturing interest in a product or service for the purpose of developing sales pipeline. But, there’s an aspect of your content marketing strategy that you have to set limits on. It’s about who’s in charge of generating leads and who manages the sales process. If you’re a B2B marketer, one of the most effective ways to generate qualified leads, apart from word-of-mouth referrals, is webinars.

The leads with the highest score would be considered your most engaged and thus your most qualified. You can use a good lead generation and conversion software like EngageBay to score your leads and predict their next steps. By segmenting your leads, you can ensure you don’t turn them away so early in the game by sending them unrelated content. You can also tailor your messages so they feel like you’re writing to them. That could increase the chances of them converting into your customers soon. Masooma Memon is a pizza-loving freelance writer by day and a novel nerd by night. She crafts research-backed, actionable blog posts for SaaS and marketing brands who aim to employ quality content to educate and engage with their audience.

Or you can use tools like Sumo, Privy, Poptin or OptinMonster to pull it off. With an ad like this, the goal is to get that person into the sales funnel and on the phone. Once they fill out a form and request a time, you now have their contact info. From there, you can use email lead generation drip sequences and follow-ups to get them closer to that purchase point. With retargeting ads, you’re only going after certain people based on their past behaviour and actions—in this case, anyone who’s visited specific pages on your website. Start with a checklist/template/worksheet to validate the pain point you’re trying to solve for your customers. If the free resource is getting plenty of traction, you can be a lot more confident in the ROI for an interactive tool that solves the problem.

We started in March, 2017 and now we’re already making over $100,000/month profit, plus the revenue from our SEO tool, GrowthBar. They are very much customisable until customer level and of course have the ability to style it to your own. This makes it easier for us, as we don’t have to make them manually anymore.

lead generation

With cold outreach, you research the companies that would benefit the most from using your product. If you sell commercial ovens, then you should research restaurants that will be most suited to use your product, then, reach out to them via email. You can consider warming up these leads when you plan your next marketing campaign. Target the right customers – Companies can focus their resources on targeting specific markets, which in turn will save money and increases sales .


Providing a peek into your product in the form of demos or free samples can be that step. With a demo, you gain a unique opportunity to demonstrate how your service or product fulfills the prospect’s needs and why they should transact with you. One of the reasons for video’s effectiveness is its ease of consumption. Compared to whitepapers and ebooks, which can take some reading, video can deliver big insights in just a few minutes and with far more engagement. You also need to respond adequately with helpful information showing potential clients that you understand their needs and can provide satisfactory solutions. At this stage, you already know the prospective buyers you’re working with, and you likely understand their pain points. Therefore, you’re focused next on showing them how you solve their problems.

Check out one of our landing pages to help get your creative juices flowing. Landing pages can convert targeted traffic at almost 25%, depending on how you’ve optimized them. And of course, there is a near-infinite supply of other websites and products competing for your customers’ attention. Just write some high-quality content, throw money at some ads, and sit back.

With its white-label offering you can customise URLs to match your domain, add your agency logo to the interface and create custom reports for different clients. Overall, it’s not the most customisable white label option but you do get multi-language support, which could be crucial if you’re dealing with clients in foreign-speaking markets. We use it across all of our active ventures to ensure that all key pages in our user journeys are continually improving their conversion rates. Hotjar is a conversion optimisation tool that makes a real difference to your landing page performance. With heatmaps, you can see what users are clicking on, scroll maps show you what users are seeing and its user feedback features are excellent as well. LeadForensics solves this by using the visitor’s IP address to tell you which companies are viewing your website (even if they don’t fill out your enquiry form). One of my clients recently installed this and found that many large brands were visiting their contact page but not filling out our form.

lead generation

They can also be used alongside existing content, allowing you to simply repurpose your most popular blog posts into short videos. Content can also be posted on other sites, such as LinkedIn or Medium. A guest blog on a related website lets you share information with another audience (an easy trust-builder). Plus, these sites usually allow you to include a link to your website.

Quick Ways To Start Generating Leads For Your Business

In lead management, your job is to help them learn more — about your product or service, about industry trends, and about successful customers they can relate to and be inspired by. Engaging and educating prospective customers is at the core of lead management and nurturing. Once you’ve gathered insights through social listening, you can pinpoint your messaging and create content that speaks to your intended audience on social media. But be sure each call to action lets you track prospects to the next phase.

Outbound marketing is a more traditional marketing method that pushes messages out towards potential customers. It’s the opposite of inbound marketing, which tries to draw customers towards a business. Finding new leads on social media can be a frustrating and time-consuming task. Google Chrome add-on Discover.ly aims to change that by revealing more information about somebody and who they are connected to when you visit their profile on a social media network. On LinkedIn, for example, visiting a person’s profile will bring up a pop-up window that shows who that person is connected to on LinkedIn, in addition to Facebook and Twitter. It’s a simple yet ingenious way of quickly finding new leads without having to navigate your way around individual networks. You will have to deal with many different leads, all at different levels of your sales funnel.

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