Consumer behaviour has changed significantly in only a few years, and marketers must keep up to stay in the game. Consumer demands have transformed the way the purchase cycle is navigated today. The traditional ‘funnel’ is no longer the only way to look at things. This has made it imperative for marketers to review their lead-gen strategies and make them more current and effective.
58% of B2B marketers are looking to generate higher-quality leads. Let’s have a quick look at some of the simple, and budget-friendly ways in which you can generate, and nurture, high-quality leads for your business.
Tap into the power of referrals
Make the most of your database of happy customers by rewarding them when they refer a new customer. Recognize your customers who bring the most value; this is the select group of your customers that not only contributes most to your sales but also provide quality referrals. Now, develop targeted marketing campaigns, with incentives, for this group of people.
Use SEO tactics effectively
Nearly 90% of all consumers begin their purchase cycle by finding out about the product or service they need on Google. SEO can help improve the visibility of your website on Google and other search engines. Using the right keywords, especially those that might have been ignored by your competitors, can place you in the top listings on search engines. That way, when a lead is looking for a product or service you offer, your business is the first option they find.
Offer a sneak peek with informative webinars
Connecting with prospects is a great way to foster productive engagement and improve sales potential. Webinars enable you to discuss relevant information with customers and answer their queries immediately. They allow you to present slideshows as well as chat live with your leads. Using webinars as a lead-gen tool can help you instill trust and build a rapport with the lead at the start of the cycle, cost-effectively.
Outsource the lead-gen responsibility
Many marketers find it worthwhile to engage an agency that focuses on lead generation strategies. These agencies act as vendors, helping a marketing team run campaigns, and supply the number of leads that a business requires for a fee. Additionally, you can buy prospect lists that fit your target customer profile.
Build in-house lead-gen capacity through automation
Marketing automation software is complete with sales prospecting and lead scoring functionalities that not only help you find quality leads but also qualify them based on their potential. The prospecting features can help you target leads that fit your ideal customer profile. Lead scoring automatically classifies these new leads by their inclination and capacity to buy your offerings. Together, these two features can save a significant amount of time and money.
To create augmented and targeted leads, a marketer needs the right tools. Find out how our cloud-based CRM training can help you put in place, or improve, your sales process. Contact us to learn how we can help you achieve the integration and process required to automate lead conversion.