As a small company, you probably know about the need for qualified sales leads to grow your business. In fact, qualified sales leads may be one of the most pressing business topics on your mind—or that you stress about. So, how do we increase lead generation and why is it so darn important?
Right off the bat, it’s critical to take into account that B2B leads should be nurtured long before a prospect becomes a client. After all, it isn’t every day that a potential client views one ad and is sold! But the hope is that, after working on generating these leads, some of them become clients.
Now we may be jumping ahead a bit…
In this article, we want to lay out 3 tactics that will help you with the first step of the process: generating leads. So, whether you’re just diving into lead generation or are looking to revamp the company’s strategies, you’ve come to the right place.
Get help with your lead generation strategies from Ballistic Arts
Remember, these tactics can be considered just a starting point. The world of lead generation is vast, and working with a trusted, proven B2B lead generation agency can greatly benefit your company.
Without further ado, let’s get into these 3 key devices to improve your company’s lead generation efforts…
3 Key Methods to Improve Quality Lead Generation
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Improve Your Online Presence
The more inbound traffic to your website, the more chances your company has to generate marketing-qualified leads and sales-qualified leads. That’s why it’s essential to ensure that your online presence aligns with what your target audience is looking for!
Companies should consider a few aspects here:
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UX / UI design
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Technical SEO optimization
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Social media
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Blog content
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Advertising platforms (e.g. Google Ads & Meta Ads)
- Email campaigns
All of these factors are part of a funnel, where the end objective is getting them to answer a call to action where a team is then able to convert them into a customer.
What action you want your audience to take varies. For instance, it may be a visitor filling out a form, calling your company by clicking on a phone number, or setting up a free consultation.
Based on this information, it’s important that you take a look at your content on all channels. For instance, make sure your social media is aligned with your overall brand and also has enough CTAs to lead back to your website. Ensure your website is welcoming and easy to navigate!
You’ll also want to consider whether your blog content is useful and relevant to your potential audience. Even after they’ve clicked on a CTA (yay, success!), you still need to make sure that any follow-up emails are done in a fashion that is effective.
Whether it’s social media or website design, talk to Ballistic Arts today to step up your game!
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Offer Value in Exchange for Leads
Let’s create a scenario and say you’ve got your online presence sorted out. People are seeing your social media posts and they love them enough to get to your website. But once they get to your site, they’re leaving instead of doing the desired action.
Why could this be and how can you fix it?
Usually, potential customers leave because they are not finding the value they need or were expecting on your website. Therefore, they don’t feel compelled to click on a CTA.
Making sure blogs and other similar content is aligned is crucial. But take it one step further!
Create lead magnet or something valuable in exchange. If they’ve read something great on your blog, your potential customers are more likely to click through your CTA if they believe they’re getting something valuable out of it!
Make sure your CTA talks about that “info-packed PDF” or “free consultation” if you want them to become a lead.
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Paid Ads: Choose the Right Audience
Paid ads are powerful! And if you’re ready to start creating ads to pull in leads, you need to make sure you choose the right audience.
By correctly choosing your audience, you’ll increase the chance of receiving quality leads. After all, you should always consider leads with the quality over quantity mindset.
But how do you make sure it’s the right audience? This is where data analytics comes in! If you have an existing email list or website visitor data, then this is a great place to start.
Need help analyzing customer data? Talk to Ballistic Arts for solutions that work!
If you’re looking at social ads (specifically through meta), then it’s even easier to test and narrow down a suitable audience. Even better is that you can create a lookalike audience.
Lookalike Audiences on Meta
Special to Meta are “lookalike audiences.” Once you’ve created an audience list for your ads, you may want to keep using that over and over. However, ad fatigue is real and can negatively impact your ROI in paid ad campaigns.
This is a great time to consider lookalike audiences. These can reach new potential customers who are likely to be interested in your business. Meta creates these lists to include people that share similar characteristics to your existing customers.
Why Are Quality Leads Important?
So now you know about actions you and your team can take with the aim of increasing the number of leads your company receives. But if you still need reasons to create buy-in, let’s quickly go over why lead generation is, in fact, critical!
Without leads, the majority of businesses won’t have the sales and clientele they need to grow. Companies can’t rely solely on current customers for return business or to be strong enough cheerleaders to bring in a sustainable amount of business.
Instead, your company needs to employ suitable techniques to draw in the customers they want.
What can happen without a strategy?
- No awareness about which audiences to target
- (Therefore) inability to properly create value for a suitable potential customer
- Low ROI on marketing efforts
- Lack of new business
No matter how amazing your items or services may be, it will be tough to maintain the doors open in any competitive market without new leads. Leads that become clients and bring in profits once they convert.
The fact is that there are numerous techniques to generate quality leads, but not all of them are equally effective for various businesses with various aims and targets. Depending on your competition, you can have trouble as a small firm. Utilizing all of your resources is crucial.
One of those resources is finding an agency full of experts to help support your internal efforts! By bringing in an outside marketing agency, you’ll be able to focus on other aspects of the company. For instance, making sure your current customers are happy and are more likely to return, or become advocates for the company.
You’ve got that handled, so let us handle the lead generation! Contact us today to learn about how we can get your business more leads that are also quality.
