Generating leads is a crucial aspect of any business. Without leads, there are no potential customers to sell to, and without customers, there is no revenue.
According to the Wall Street Journal, 61% of salespeople have tried “lead generation,” but what’s working and what’s not? In today’s digital age, where consumers have access to an abundance of information at their fingertips, businesses must adapt and implement effective lead-generation strategies.
If you’re struggling to generate leads for your business or looking for ways to improve your current methods, this article will provide you with valuable tips and insights.
Here are 7 tried-and-true tips to get more leads and generate the right leads for your business:
1. Build Your Lead List with Lead Sharing Programs
One of the easiest ways to build your lead list is to use lead-sharing programs. Many vendors have partner programs that include lead sharing, meaning they will pass along leads to you that are interested in the products or services you offer. These leads can be precious, as they are already interested in what you offer and may be more likely to convert into paying customers.
For example, if you are an IT services provider, you might partner with a hardware supplier that offers a lead-sharing program. They may send you leads who are interested in purchasing new hardware and who may also be interested in IT services. By following up with these leads promptly and offering them a comprehensive solution that meets their needs, you may win their business.
2. Use Content Marketing to Generate Leads
Content marketing involves creating and sharing valuable, educational content with your target audience in order to attract and retain customers. By offering helpful information through blog posts, e-books, videos, and other types of content, you can build trust with potential customers and position yourself as an expert in your field.
Content marketing involves providing helpful information to people who visit your website, social pages, or other digital locations. Your goal is to provide content in ebooks, guides, videos, or online tools that are so useful that your prospects will give you their contact information to get them. From there, you can provide them with more information via an email newsletter or digest. As you illustrate your expertise to them, many will trust you, and when they’re ready for services, they’ll know just who to go to.
For example, if you are an MSP, you might create an e-book on cybersecurity best practises for small businesses. This e-book could be offered as a free download in exchange for the user’s contact information. Once you have their contact information, you can follow up with them via email and offer additional resources and services that may be of interest to them.
3. Use Reference Selling to Gain New Business
One of the most effective techniques to get more leads is to resort to reference selling. Reference selling involves offering rewards to current clients who refer new clients to your business. While this tactic may not always result in a new lead with contact information, it can still be a valuable way to gain new business.
For example, you might offer a discount on services or a gift card to clients who refer a new client to your business. By making it easy for them to refer others and by providing excellent service to your existing clients, you can incentivize them to spread the word about your business to their friends and colleagues.
4. Leverage Your Personal Network to Build Relationships
Networking is an essential part of any business and can be a valuable way to generate leads. By staying active on networking sites like LinkedIn and attending local events, you can create new connections and keep in touch with people you’ve known for years.
By staying active on networking sites like LinkedIn, you can create new connections and keep in touch with people you’ve known for years but may not have talked to in a while. This doesn’t mean you should be trying to pitch your services directly, but by keeping in touch and making new connections, you let people in your network know what you provide and, with luck, they’ll think of you when they or someone they know needs a hand with IT.
5. Attend Events to Network and Gain New Contacts
Attending events like IT conferences, chamber of commerce events, and local trade groups can be a great way to network, gain new contacts, and build relationships. By attending these events, you can meet other professionals in your industry, learn about new trends and technologies, and potentially generate new leads.
For example, if you attend an IT conference, you might meet a potential client who is interested in your services. By following up with them after the event and offering them a personalized solution that meets their needs, you may win their business.
6. Use Chatbots
One effective way to get more leads for your business is by using chatbots on your website or social media platforms. Chatbots are automated messaging tools that can interact with visitors to your site, answer common queries and provide information about your products and services.
With chatbots, you can capture lead information more effectively as they allow for real-time conversations with your audience. They can initiate discussions with potential customers who are browsing your website and offer assistance in a personalized manner. By providing relevant information quickly, chatbots can also help move users further down the sales funnel towards making a purchase or signing up for a service.
Furthermore, chatbots can also be programmed to follow up with leads after an initial interaction. This means that even if a user doesn’t convert immediately, you have another chance at converting them later through personalized communication strategies.
7. Offer Incentives
Offering incentives is a great way to encourage people to take action and become leads. You can offer things like free e-books, whitepapers, webinars, or discounts on your products or services. This gives people a reason to provide you with their contact information, and it also provides them with something of value.
To offer an incentive, start by identifying what your target audience would value most. It could be a free trial of your product, a discount on their first purchase, or access to exclusive content. Once you’ve determined what incentive to offer, make sure it’s prominently displayed on your website and in any marketing materials.
In addition to offering incentives, it’s important to make it easy for potential customers to take action. This means having clear calls-to-action (CTAs) on your website and social media channels that encourage visitors to sign up for your newsletter or contact you for more information.
Hope these tips and techniques will help you get more leads and sales for your business. You should constantly try one or more combinations of techniques as not all techniques may work for all kinds of business. See, what your competitors are doing and craft your lead generation technique accordingly.