Unfortunately, many businesses focus only on acquiring random contacts and generic leads online, making their conversion even more expensive. This article will show you how to acquire qualified sales leads online for long-term business growth.
What is lead generation?
Lead generation is simply the process of identifying your ideal customer profile and capturing their data so you can build a relationship with them.
Since the process of converting from prospect to customer takes time, especially for B2B companies, the data collected is a great starting point to start a conversation, customize your offers based on their needs, and maintain contact until they convert into paying customers.
How to generate leads online
The most important rule in online lead generation is not to buy contact lists. These are often generic, unverified and most likely not composed of people interested in your products/services.
Instead, find high-quality prospects using one of the following methods:
1. Launch a cold outreach campaign on social media
Your customers are on social media, and for B2B companies, they are probably very active on LinkedIn and Twitter . Instead of sending emails and hoping they respond, take the initiative to find them and build a relationship on these channels.
On LinkedIn, you can do this manually by using the search function to find people in specific industries, locations, or job roles.
LinkedIn Groups are also a great way to answer questions and afghanistan phone number list start conversations that position your brand as a thought leader.
Generating leads on Twitter is similar. Use Twitter’s advanced search to find potential customers, interact with their content, leave comments, and start building a relationship.
These manual tasks can be limited if you need to generate large volumes of leads. So, consider using tools like lemlist, designed to help you find these users, send automatic connections that don't cause a ban, send messages, leave comments, and more.
2. Use webinars to educate and acquire leads
The conversion rate for B2B webinar attendees is 55% , so you should take advantage of this opportunity. Give your prospects the chance to ask questions and learn, positioning your company as a solution to their problems.
Start by researching topics that interest your ideal customer, then develop the topic and create an engaging landing page that communicates the benefits, collecting attendee details for later follow-up.
During the webinar, build rapport, ask questions, and encourage attendees to do the same. Remember, the main goal is to educate, so avoid promoting your product right away. After the webinar, follow up with attendees and only then can you introduce your business.
Additionally, you can host the webinar on your site for future interested parties to download in exchange for their contact information.
3. Offer valuable free content and tools
Everyone appreciates free resources that can help them with their work. Think about content that ties together what you do with what your customers need. For example, if your customers love using statistics and data, offer resources like industry reports.
Work with your team to create free templates, whitepapers, infographics, or even free tools. To give your prospects access to this content, use a lead generation form to collect and verify their data.
With their consent, you can include them in your email marketing campaigns and nurture them until they convert.
4. Set up a PPC funnel with “tripwire” for lead generation
Setting up a “tripwire” funnel with PPC ads is a great way to attract high-quality leads. While you are offering a resource that solves their problems, the difference is that the resource is low-priced.
We recommend digital products such as ebooks, mini-courses or similar, as they offer immediate value. Include irresistible elements so that the price seems like a bargain.
Once you have your product, develop compelling, targeted ads that lead to a custom landing page to capture leads. Once you have the asset, set up workflows to sell to those leads.
Since these are ads, constantly monitor and optimize them to get the best return on investment. Evaluate everything: copy, asset, ads, landing page, and price.
