6 Strategic Ideas to Generate Quality Leads

Consider your business the body and leads your heartbeat—you don’t exist without the ability to generate high quality leads and eventually convert them to customers. Now that is easier said than done right? If you find this to be a battle, you aren’t alone as 68% of businesses also struggle with lead generation.

So why is it such a daunting task? It could be several things from ever-changing consumer demands, competition and more. However, the one thing that hurts companies the most is the lack of diversity within their lead generation content. In fact, 76% of B2B buyers use three or more information channels when researching products or services.

This means if you are not diversifying the type of content you are putting out there for lead generation, you will probably have a hard time consistently obtaining leads.

So how do you generate quality leads? Here are a few strategic ideas to get you started.

Create Lead Magnets

Using lead magnets is a must when it comes to lead generation because it’s a win-win for everyone. With the ability for the consumer to obtain something valuable while you can simultaneously build up your email list, there’s no better scenario for a marketer. Techcrunch reports that 57% of users see positive results from their content marketing efforts when they use lead magnets.

This can look like a downloadable ebook, video, checklist, template or workbook. Just make sure when you add this content to your website you gate it so users have to input their information to access what you are offering.

Now those are some pretty amazing odds, right? But any marketer worth their salt knows that success like that doesn’t happen overnight. This requires really studying your audience and becoming familiar with the key terms they are searching. We recommend using a tool like Ahrefs or Moz to back your lead magnet strategy and make sure your efforts are targeted and searchable.

Utilize Google Profile

Also known as Google My Business, this is a free way to make your business more searchable. I mean, what more could you want when trying to generate quality leads? This feature allows you to create a listing and immediately optimizes it for desktop and mobile just by making a profile.

There are many benefits to having a Google Profile including a way for customers to leave reviews, share photos, and have a direct way for potential leads to get a hold of your business. It’s a very simple setup and takes very little time to get up and running.

Take Advantage of Interactive Content

If you are looking for a fun and engaging way to educate leads, interactive content is a must. This can be anything from a quiz, surveys, branded games, immersive infographics, interactive ebooks, workbooks, calculators, and more.

These pieces of content are not only attention-grabbing, but keep your leads wanting more. At the end of the day the objective is to get these leads to convert, so keeping them involved in your content in a new and exciting way gets you one step closer to accomplishing that goal.

When it comes to your options for this, the sky’s the limit! Don’t be afraid to get creative and think outside the box.

Host Webinars

Not only do webinars give your business the chance to demonstrate your thought leadership capabilities, but they also have face-to-face interaction with your potential leads. And with a whopping 73% of B2B webinar attendees converting to leads, it’s a strategy you can’t afford to neglect.

The key to generating leads from webinars is to make the registration process as easy as possible. Collecting emails and adding them to your nurture sequences will keep you top of mind and allow you to continue to establish brand trust from this face-to-face interaction.

Develop Case Studies

What better way to generate high-quality leads than content that allows them to picture themselves working with you? That’s the beauty of case studies! They show potential clients and customers how you’ve helped businesses just like them succeed and improve.

A dedicated section on your website for downloadable case studies is a great asset as it establishes credibility and tells your story through an outside perspective. This is another asset that you can gate and require an email address for so you can continue to add to your email list.

Utilize Facebook Ads

Organic content is great, but sometimes you have to pay to play right? Obviously, your budget will have a major impact on the effectiveness of your campaign, but Facebook allows for some incredibly targeted options. This includes gender, location, interests, and even the ability to create custom audiences.

What’s great about Facebook is you can use it to promote some of your other lead generation content such as your lead magnets or case studies. Many B2B companies also use Facebook ads to promote any PR w;.ins as well, such as feature stories or a guest post you’ve appeared in.

Get Strategic

So, how do you generate high quality leads? It comes from doing your due diligence and nailing down exactly what a high quality lead means to your team. Make sure you are all on the same page and establish exactly what you are looking for in a lead. This means company size, revenue, industry– getting super particular.

It’s also beneficial to do a competitive analysis of what your competition has out there. How are they leveraging their content? Where are the gaps, and where can you differentiate yourself? The more details you have, the more targeted and successful your content creation will be.

To Your Success,

Alex

P.S. If you have a question, need help in your business and/or would like to be a guest on the podcast, simply drop us a line at support@convertsource.com!

6 Strategic Ideas to Generate Quality Leads