Generating leads is at the top of the marketing sales funnel because expanding leads means that your business is gaining brand awareness and interest. When successful, lead generation strategies can be very fruitful.
Optimizing lead generation strategies is crucial for attracting and converting prospects and building strong relationships with them.
Lead generation strategies are applicable on both B2B and B2C levels. They often involve collecting the lead’s data, driving the lead to take some action, assessing the lead’s conversion likelihood, and categorize leads based on their information such as their habits, activities, jobs, etc.
It may sound easy, but as it turns out, there is a significant trial-and-error element to lead generation. We hope to share some tactics that can help you develop a good lead generation strategy.
Gated Content
Content is king – that’s true, but gated content is excellent, too. Gated content is online material that only becomes accessible to users after they’ve filled out a form or registered to something. This strategy is very effective because it guarantees that the prospect is interested in whatever your brand or service offers. It also gives something valuable to the audience for free. Gated content can come in ebooks, reports, worksheets, white papers, courses, and many more.
Yoast does an excellent job with gated content that propels you to sign-up for their courses.
Referral Rewards
In a world oversaturated with influencers, sometimes we just want an honest opinion from our friends. Create a referral system whereby you provide discounts or benefits to your customers in exchange for them bringing you leads.
Some of the trendiest referral systems include companies like Revolut and Bolt.
Free Trials
Capturing leads is no easy feat but free trials, or freemiums, are an excellent tool to help your brand or business with that. Akin to gated content, free trials guarantee interest from the prospect’s side, leaving you responsible for converting them into paying customers. When their free trial is coming to an end, try to convert the prospects by outlining the benefits of upgraded accounts.
Amazon Prime and Spotify certainly make it look easy.
Host an Event
Lead generation through event hosting can be both online and offline. In both cases, you would capture prospects and collect their data upon registration. You can also use events as an opportunity to connect with your prospects and exchange information and ideas. Excellent event ideas include seminars, webinars, workshops, meetups, and many more.
Blizzard adapted for the year 2021 and transformed its famous BlizzCon into an entirely-online event.
Newsletters
Creating relevant, exciting, and enticing newsletters attracts prospects to connect and stay in touch with your brand. Using your newsletter, you can drive the prospects further down your sales funnel by advertising your blog posts, special offers or events, and product or service updates.
Yelp’s newsletters provide tailored content and suggestions to specific users based on the content that they’d find interesting.
