Can you quantify how many daily, weekly, monthly, or annual leads your business receives from each marketing channel? More importantly, do you know which channels bring your most qualified prospects at the lowest cost of customer acquisition?
Leads find companies through dozens of channels. The latest digital technologies enable marketers to capture and analyze lead intelligence wherever it originates.
So, today we’re going to dive into the 3 main sales lead sources that you can utilize and even customize in order to find and generate the right sales leads for your business this 2021.
Web / Online
It doesn’t matter if you’re B2B or B2C — if you want to organically generate sales leads online, content is the way to go.
Content marketing involves creating and distributing educational content about your domain. Your primary intent is not to sell your product/service, but to create trust and authority around your voice and, by extension, your business. This is an “inbound” way of generating leads for your business, as opposed to the outbound model of making a plain sales pitch upfront.
Landing pages, website optimization, and SEO
A landing page is where visitors land after being directed from an ad you’ve posted on Google, or from a link in your social media posts. It’s an opportunity to present your business and convert the visitor into a lead.
Successful landing pages combine copy and design in a way that establishes your value proposition in the reader’s mind.
In the heading of a landing page (called H1 in HTML parlance), you typically outline the customer’s problem or provide a solution. The H1 is consistent with the message in the ad/social post that led the visitor here. The landing page then proceeds to explain how your business can solve the problem, but not in too much detail; a landing page usually doesn’t exceed 3-4 folds.
The lead’s information is captured through a signup form and/or a CTA (call-to-action) button on the page. To prevent visitors from dropping off, landing pages generally have no external links, although businesses sometimes take a chance by including a solitary link back to their website.
Optimize your website with persona-focused content to gain an advantage in organic search. Organic traffic is prime for bringing new and highly qualified visitors to your website. An answer to organic search should be relevant and provide value to the visitor.
People like to write obituaries for email. It’s a soft target because it’s a relatively old channel of communication.
But here’s a reality check: email is alive and kicking.
Along with content marketing, email is the most preferred channel for online lead generation, according to a report from Ascend2.
And the reasons are pretty straightforward too.
- It’s simple (you don’t need a developer’s efforts or a designer’s time to write an email).
- It’s valuable (an email is often the first point of entry to a lead).
- It’s ubiquitous (everybody has an email ID, and that’s not changing anytime soon).
In fact, you even have email templates that you can use to connect with prospects right away.
Imagine a website visitor signs up for your blog. You know they’re interested in what you’re talking about. If you’re a B2B SaaS company, you can leverage this interest to begin a personalized discussion that eases them down your sales funnel.
Related: Where to Find and Source B2B Tech Leads to Grow Your Business
Promote Gated Content
Promoting gated content on social media is one of the easiest ways to generate leads. Social media is a great megaphone to get your content out in the world, and by developing posts that direct to a landing page where users are prompted to fill out a form, you can generate new leads and nurture existing ones in your marketing database. One of the most critical components of this method is to ensure your social posts provide content that captures the interest of your followers. Use images, gifs, or stats to visually tell the story of your content. According to Guy Kawasaki, “Every post, other than a response or comment, should have a picture or video. That’s one of the most important things to remember.”
Most leads take only a few seconds to decide whether they’ll read a page and give their information, so keep your landing pages simple and design minimal to avoid overwhelming your leads.
Polls and Surveys
Rather than assuming what your audience cares about, just ask them! Your followers can provide you with a wealth of knowledge, and polls offer a unique way for people to express their opinions. This is a fantastic way to get feedback on how people are using your product, what their pain points are, and what they’d like to see on your roadmap. You can even offer incentives to increase the response rate.
Related: A Hands-on Guide to B2B Social Selling on LinkedIn, Facebook and Twitter
Last but not least, one of the best ways to roll in your sales leads for 2021 is by partnering with a lead generation company. This is where Callbox comes into the picture.
Callbox specializes in organizing campaigns in order to find sales-ready leads. We help guide your leads throughout their buying journey as well as help you nurture them so your sales can focus on their best bets.
Operating a company takes a lot of time, effort, and dedication. We want you to be able to focus all your attention on your service/products instead of having to also worry about finding prospects and converting them into leads. So, if you haven’t partnered with a lead generation services provider yet, this is the perfect opportunity.
Related: 7 Actionable Tips to Better Manage Outsourced Marketing Campaigns
There is much to be faced this year, and even greater things to look forward to! We hope that this list is going to help guide you to find your sales leads for 2021!
Should you have any additional questions or want to inquire about our services, Callbox’s lines are always open and ready to help you.