Leads are the lifeblood for many sales-based and client-based businesses — whether you’re a lawyer, mortgage broker, digital marketer, or healthcare provider.
These days, instead of using direct mailers to generate leads, lead generation marketing companies produce high-quality content to drive traffic to your website, where visitors will be converted into high-quality leads.
Content could be in the form of blogs, lead magnets, free-to-use online tools, online reviews, and surveys.
If you’re looking to generate more b2b leads or sales leads, then continue reading our list of 12 lead generation strategies.
Partner with an influencer whose audience is your target audience
Find an online influencer who covers the same niche or industry that you do. Whether on Facebook, Instagram, or YouTube, reach out to see if they’re interested in creating sponsored content that links back to your website.
Track your website visitors with retargeting ads
If a visitor went to your website, but left before they could fill out their contact info, then use retargeting ads to bring them back to your website.
Retargeting ads are a type of pay-per-click (PPC) ad that place a tracking cookie in your visitor’s browser. So you can show ads to only people who have previously visited your website before.
Retargeting ads have a high success rate, with a click-through rate (CTR) that’s 10 times higher than normal display ads.
Improve your landing pages to generate leads for your business
Are your landing pages not performing the way you hoped they would?
Improve them with the following lead generation strategies:
- Use more calls to action, including CTA buttons
- Try boosting your page’s loading speed
- Add more videos and pictures
- Constantly be A/B split testing your landing pages to find new ways to improve conversion rates
Be the expert online and answer forum questions
In addition to blogging, you can extend your reach by becoming an expert online and answering forum questions related to your industry.
Sites like Quora, Reddit, LinkedIn, and StackOverflow receive hundreds of millions of unique visitors per month. Often the top answers on these sites receive thousands of views.
And because many of these forum sites allow users to set up profiles and add domain names, they’re powerful lead generation tools for redirecting visitors back to your company’s website.
Use surveys to engage visitors and collect important feedback
Some people may be hesitant to fill out a form online, but are more comfortable providing feedback in the form of a survey. Of course, the “survey” is just another kind of contact form, known as a “lead path” or “progressive style form.”
Capture those at the beginning of the sales funnel, who have a general interest in your product or service. Use this survey to gather information about the user’s situation and then turn them into a paying customer.
In addition to placing the standard form on your website, add clickable buttons with a question or CTA, such as “Need help getting a quote?” or “Looking to finance a new home?”
Use guest posts for cross-promotions as part of your lead generation strategies
Guest posting is a form of cross-promotion that benefits both the writer and the guest blog.
Ideally, you find a popular blog that covers your niche or target industry and receives a substantial amount of monthly traffic.
Try using a tool like Ubersuggest.com to determine monthly traffic for any website. Just type in the domain name, and you’ll see the monthly search volume.
Use this tool to determine which websites receive the most traffic, so your content’s reach can go further.
Optimize your content marketing for better lead generation
First, you should be writing content that people are actively searching for. This means using a keyword planning tool for keyword research and to see each word’s monthly estimated traffic.
Next, you’ll want to make sure you’re following blog writing best practices, such as
- Writing blogs that are at least 1,000 words long. 2,000 words are even better.
- Using the appropriate header types — H1 for the main title, H2 for headers, H3 for subheaders
- Adding more videos and images to be more dynamic
- Linking to other internal articles to keep readers on your website longer
- Adding better CTAs at the bottom of the article to generate leads
Take advantage of LinkedIn’s search feature to generate business leads and find your target audience
LinkedIn gives you all of the information you’d ever want to manually search for qualified leads.
Search for people based on their industry, location, interests, groups, or who have mutual contacts.
Once you’ve found a qualified prospective lead, contact them directly through LinkedIn’s platform.
Consider investing in LinkedIn Premium to get more insights into who viewed your profile, and for messaging capabilities to reach more people.
Ask your past, satisfied clients for more reviews online
It’s unethical to give people gifts in exchange for positive reviews — don’t do that.
Instead, reach out to former clients or existing customers, people who you know had a great experience, and ask them kindly if they would mind writing a review of your business.
Set up a Google Business account to find local leads
Signing up for a Google Business account, formerly Google My Business, lets you take control over your business’ listed information in Google searches.
This improves your local SEO and can generate more leads when people search for “businesses near me.”
With a Google Business account, your company will get a Knowledge Graph that lets you:
- Upload pictures of your office
- Update your company’s phone number and email address
- Provide Q&As on your most popular questions
- Add your business to Google Maps
- Add a click-to-call button
- Add links to social media profiles
- Update your address
Optimize your website for SEO
The higher your website ranks in a Google search, the more traffic you’ll receive.
Follow these tips to optimize your website’s search engine optimization (SEO):
- Publish high-quality blogs regularly
- Attract more backlinks from high-quality blogs
- Add more videos and pictures to blog posts and website pages
- Create landing pages based on specific keywords you’re targeting
- Improve page loading speed
- Add SSL certification
- Have a mobile-friendly website
Offer a lead magnet to capture high-quality leads
Not everybody is comfortable filling out a form, but there are other ways of collecting leads, such as offering special tools or exclusive content, known as “lead magnets.”
Consider creating eBooks, cheatsheets, or downloadable guides. All your reader has to do is provide their email address to receive this valuable information.
Looking for more proven lead generation strategies? Check out our blog 20+ Proven Lawyer Marketing Ideas.
Generate leads with Kaleidico
Kaleidico is a lead generation agency that’s produced sales leads online for over 15 years, in multiple industries.
Our full-service marketing agency employs a diverse range of professionals skilled in blog writing, editing, website development and design, social media management, email marketing management, and more. We’ll employ our proven lead generation methods for your company.
Reach out today to schedule a Discovery Session and learn how we can help you generate more leads today.
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