Whether you are a small business owner or running a huge company, your business cycle starts with generating high-quality leads. That is exactly where the sales funnel starts from.
Believe it or not, ‘lead generation’ is one of the most underrated phases of your sales funnel that should actually be getting enough attention and should definitely be worked upon.
Did you know?
According to stats, an effective lead generation process can boost your revenue by 133%.
Before starting a sales journey, a business collects leads and not all those leads turn into paying customers.
Oftentimes, some leads just get associated with you to gather information or other purposes and do not continue with you in your journey. Therefore, it is essential that you get this phase of generating high-quality leads right from the beginning itself.
Since Lead Generation is an investment for your company, you should have an effective lead generation strategy in place to get the maximum number of high-quality leads and cut down on all those that may not be as relevant to your business.
How do you achieve that?
In this guide, we are going to introduce you to 8 Best Practices that you should know to generate High-Quality Leads For Your Business.
8 Best Practices to Generate High-Quality Leads For Your Business
Don’t Create Just One Buyer Persona For Your Business
Your business caters to various audiences and in order to effectively target them, you need to create an in-depth profile of these representative fictional characters. By creating more than just 1 Buyer Persona for your business, you are widening your horizons.
For example, by studying the challenges, motivations, demographic details, and habits of your customers, you can get to really know them well and can understand what platforms they may be using and the kind of content, product, or services they may be seeking out for solving their issues.
Repurpose Your Content
Creating more content can cost you more and can take up more of your time. Therefore, recycling here comes to your rescue. You may already be having a successful blog, therefore all you need to do now is to repurpose your content in the right way to target more potential customers, tweak your messages and content and analyze what content actually engages your audience.
Some of the ways you can repurpose your content are:
- You can start with newsletters for audiences to sign up with you
- Turn your blog posts into effective videos and podcasts
- Use some of your content for Social Media Platforms
Get creative and trendy with your content that suits the customers of today. Visual graphics, videos and podcasts are just some of the new ways to grab your audience’s attention and can be really effective sources.
Use Social Media to Its Maximum Potential
Social media is a fantastic tool to generate new leads and nurture existing ones. There are numerous approaches to using social media to raise brand awareness and authority. With the current advancement in trends, you can now even engage with your leads directly through effective chatbots, where you can solve your audience’s problems almost immediately.
Look out for platforms where your target audience is the most active and make maximum use of them. For example, if your target audience is teenagers or millennials, you should be active on Instagram as it is a popular space for your target audience. You can also make use of tools like paid ads which would increase your visibility to the audience and would help you get High-Quality potential leads.
Make Use of Clear CTA’s and Contact Forms As Well When Pursuing High-Quality Leads
Your motive should be to drive your audience into taking some action. It is psychologically proven that when you are constantly telling your audience into taking some form of action such as buying your product, engaging with your email, pressing on some link, they are more inclined to do so. Therefore, having clear CTAs is extremely important in your Emails, Landing Pages, Websites, etc.
Contact forms are also a great way to catch potential leads. It is important that your contact form is clear and uncluttered with a prominent CTA button. This helps your customers to focus exactly on what they need.
Make Use of Search Engine Optimization (SEO)
One of the best ways to capture high-quality leads is by taking care of the audience that is actually searching for you and not the other way around. You always have a pool of customers that are actually searching for your products and services and this is when SEO comes into play. You need to make sure that you are appearing highly in these searches.
The closing rate of SEO leads is as high as 14.6%. Some of the ways you can appear when your audience searches for you on the search engine is by producing SEO-optimized content, creating links and backlinks, and optimizing your product pages around your persona’s needs.
Analyze Your Executions Every Now and Then
One of the ways you can improve your current performance is by analyzing your executions in your journey. When trying to figure out what works and what doesn’t, it’s critical to analyze all of your executions. This would help you make respective adjustments and improve overall performance.
Some of the key areas where you can analyze to track performance are email marketing, SEO Content Marketing, PPC outcomes, banner ads, Effectiveness of CTAs and Landing Pages, etc. This would not only help you in making adjustments but would also tell you the most effective channel for the best conversions.
Automating Your Marketing Process for High-Quality Leads
A lot of times, many high-quality leads do not get the attention they require due to the busy marketing and sales processes in the business. That’s where marketing automation saves you from losing your high-quality leads. With Marketing Automation, your workflows can be highly customized and your processes can be optimized according to your business’s needs.
Workflow automation will help you by keeping high-quality leads in the loop and by saving time when it comes to manually follow up on leads. It also aids in the tracking of your sales process by recording costs, engagement points, and other activities, which further leaves your sales and marketing managers with more time to actually build stronger relationships with the leads.
Focus on Lead Scoring in Regards to High-Quality Leads
Like we mentioned earlier, not all your leads are going to get converted to paying customers. Therefore, it is essential that you differentiate between the different types of leads that you have. These can primarily be categorized as hot and cold leads based on their scale of enthusiasm.
You need to have a system in place for grading these leads based on their engagement with your business. While some may be long or mid-term prospects, the others may be just there for the sake of it and may never even wish to buy from you. It is essential that you nurture leads accordingly.
Rank these leads and create a customized multi-layered content marketing strategy in your sales and marketing funnel based on their ranks and their needs to get nurtured. This would cut down on your efforts to market to the irrelevant leads and would help you focus on leads that can give you some return.
There are no hard and fast set rules of what will fetch you High Quality Leads in the Industry. There is nothing fixed in the industry that has been said to work for every business type as each business is different and has varying needs.
You can always implement tactics and see what works for your business to produce high-quality leads. These are some of the tried and tested best practices that we implemented for lead generation and helped us achieve our organizational goals.
Without further ado, go on and get started with testing a few of these for your business!
Sara is a content writer at PeppyBiz, a platform that provides lead generation software through which companies can stimulate and capture customer’s interest in their product or service.