Identifying and attracting potential clients is arguably the most essential part of marketing and sales – apart from closing the deal, of course.
But, how do you keep the clients coming in?
In this article, we take a look at how you can create a consistent stream of clients through lead generation.
#1 Improve Your SEO
A lot of your potential customers are online.
Google, alone, gets 63,000 searches a second.
If your website is not optimized to rank on search engines, then you’re missing out on so much business that could be coming in from simple searches with buyer intent.
People use search engines to check for information on a particular brand or service, and if they can’t find your site high on SERPs (search engine results pages), then you won’t get traffic coming into your website. This will cost you potential sales.
Ranking higher is not a guarantee of high sales, but being first when someone’s looking for a service is a guarantee of better exposure. Think of it as prime real estate versus the subpar property.
Prime real estate attracts the most attention.
#2 Boost Your Social Media Presence
LinkedIn has more than 300 million active users, Facebook has more than one billion, and even the photo-sharing platform Instagram has 100 million active profiles monthly.
A lot of the people you are trying to reach, use a social media channel, even the elderly use Facebook to check on their grandkids. This means that a lot of possible leads can be tapped through social media marketing.
There’s a lot that you can do with social media.
You can run ads, promote content on your website, and even retarget across several platforms, with each of these methods being surefire ways to increase your exposure.
It pays to have a social media presence, which leads us to our next point…
#3 Connect with Thought Leaders and Influencers
B2C once led the way when it came to influencers, but the whole buzz in the world of B2B is micro-influencers who are industry and thought leaders in their respective fields.
The reason that this works is that people rally behind a leader, and if you have that leader supporting your brand, you can be sure that you benefit from the endorsement.
Since many people are active online, they’ll find their thought leaders bound to your product, and they’ll form the connection that it’s something for them.
Did you know it costs more to acquire a new client than to remarket to people you’ve already tapped before?
It’s five times more expensive to acquire a new customer than to retain a current customer that you have.
Sometimes the boost you need is just waiting for an upsell, cross-sell, or an old-fashioned email inviting them to check out your product lineup once again.
By sending old leads a quick email checking up on them or calling them up via telemarketing campaign, you will find that a former client list can open the doors to new business.
There’s a difference between cold-calling and telemarketing. Telemarketing is a concentrated effort to make sales discovery and lead nurturing, amongst other things. It is an effective way to reach people who just need that extra push to convert to your product.
#6 Event Marketing
Marketing through the use of events is one of the most powerful ways for you to reach out to a broader audience and network with people in the industry.
Make sure that your organization is present in significant marketing events, and if you have the budget to launch one of your own, don’t hesitate to do so.
#7 Ask for Referrals
Your current network is probably powerful enough to ask for referrals.
There is a lot that you can do by asking people to help you get leads, and one of the best ways to turn it into a process is to add an incentive. You can provide commissions, and you can even give out discounts; the opportunities are endless.
However, you don’t always have to give out incentives for referrals. Sometimes, your relationships are good enough for you not to warrant anything else. Some have even gone to people that they have marketed to before to ask for a referral.
#8 Switch Out Your Strategy or Talk to a Specialist
There are a lot of strategies, such as ABM or account-based marketing, that you could switch to. These tactics ensure that you’re hitting specific buyer personas with hyper-relevant content and communications making your efforts as efficient as possible.
Another way to secure more clients is to talk to a specialist in lead generation. These organizations are well-versed in creating a stream of qualified leads for different industries. Appointment setting is a great way to ensure leads come through.
A lead pool drying up is just an opportunity for your organization to employ more creative methods in acquiring new clients. It’s time for you to maximize your resources and innovate in generating new leads for your business!