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How to Generate Leads that Translate into Sales for Your Business

When it comes to modern business, you can do all the marketing that you want, however unless this translates into leads which your sales team can convert into sales all of your marketing spend will have gone to waste. The process of lead generation differs from business to business and from industry to industry, and marketers must often take advantage of any new technology that is developed to find new ways of generating leads. 

In this article, we’ll explore the best practices to follow when looking for qualified leads for your business.

What Is A Lead?

Before we get into how to generate leads for your business, let’s first look at what a ‘lead’ is. According to LeadSquared, a ‘lead’ is “…an individual or organization with an interest in what you are selling. The interest is expressed by sharing contact information, like an email ID, a phone number, or even a social media handle.

For example, if a person sends you an email asking for more information about the products and services you sell, then this person is a lead as they have the potential to result in sales for your business.

Define Your Target Market

The first, and most important thing that is required when you begin generating leads, is for you to have a clear picture of who your target market is.  This is because if you know who it is that your product and/or service appeals to, then you know which platform you need to use to reach them. 

Take social media as an example. If you know that your target market consists of people between the ages of 18 and 24, and you want to show your product off, you know that Instagram is your best bet as 75% of this age group uses it.

Choose The Most Effective Form Of Marketing

Now that you’ve defined your target market, you need to choose which marketing channel would be most appropriate for your company. Digital marketing offers so many avenues for you to choose from and, as such, you can reach people who you would not typically have with traditional marketing.

We’ve already mentioned social media marketing as an avenue that is available for you to use in your marketing. Other tools that you can use are:

  • Search Engine Optimisation (SEO),
  • Pay-Per-Click Advertising, and
  • Content Marketing.

The type of marketing that you use to advertise your brand will depend largely on the nature of your business. To take an example from social media again, if your brand is a business-to-business (B2B) brand, you should be using the marketing solutions that LinkedIn offers, as people frequent this channel to connect with other like-minded business people and to form mutually beneficial connections. 

However, if you’re more of a business-to-consumer (B2C) brand and want to generate awareness you’ll probably benefit from using Facebook to get your message out there.

Use Lead Magnets

As the name suggests, a ‘lead magnet’ is a tool that many marketers use to attract leads to their business. Optimonster offers a more comprehensive definition:

A lead magnet is an incentive that marketers offer to potential buyers in exchange for their email address or other contact information. Lead magnets usually offer a piece of digital, downloadable content, such as a free PDF checklist, report, eBook, whitepaper, video, etc.

The more applicable a lead magnet is, the more people will give over their contact details to get this incentive. Hubspot uses eBooks very effectively to generate leads for their business. 

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However, what can happen with useful eBooks is that people sometimes download them without any intention of buying the company’s product. So, if you do decide to use a lead magnet – and we strongly suggest that you do, because they are incredibly effective – make sure that there is a strong tie-in with your product and that the lead magnet gives people a reason to want to buy your product. Also, don’t give away too much information that your product is responsible for generating, as this takes away people’s incentives to buy.

Use Multiple Lead Magnets

In your marketing campaign, don’t wait to see if one lead magnet works before trying another one. Try out many so that you can get a comprehensive picture of what works so that you can implement similar solutions. For example, if you’re using an eBook on your site, also try posting a how-to video that people have to give you their contact details to download, to see which one attracts more leads to your business.

The world of commerce is particularly competitive, with many more players entering the scene daily. This means that you need to be continually nurturing your existing customer base and acquiring new leads so that they don’t migrate to your competitors. Keep a fresh stream of content on your site and other social media channels so that your customers and potential clients don’t get bored and are kept engaged with you and your brand.

Keep An Eye On Your Website Stats

Set up Google Analytics to run on the back end of your site so that you can monitor which lead magnets are most appealing to your website visitors so that you can generate more content such as this and quickly remove content that is not performing.

Although lead generation is not an exact science, there are strategies that you can follow to make sure that you get a return on investment (ROI) for your marketing spend. Don’t be afraid to try new techniques to see what works because you can quickly change if they don’t. That’s the beauty of digital!

Creative Lead Generation Approaches for the 21st Century Salesperson

Say what you like about sales, no matter how you look at it, the entire lead generation process is a tough gig. It’s even more of a challenge when you’re forced to rely on traditional approaches. When your days are filled with sending cold emails and painstakingly scraping together lists, it’s hard not to feel despondent and demoralized.

The fact of the matter is that when you’re going through the cold calling and cold email process, most of these people don’t really want to talk to you. Sales can be somewhat of a lonely road if you’re sticking to the old school script.

It’s important to switch up your tactics and take a more modern approach. If you don’t, you’ll fall behind. It’s time to reach your lead generation goals while adding value for your prospects. It’s time to network and build relationships instead of focusing on the hard sell.

creative lead generation techniques

1) Take Advice From the Pros

It’s always smart to collect success secrets from thought leaders. It’s even smarter to share these tidbits with your prospects. One of the best ways to provide unparalleled value in your content it to reach out to an expert in your industry and ask for an interview. It doesn’t have to be a long and complex process. A few choice words are all you need. Pass this information on to your customers and over time it’ll become clear that you’re committed to delivering the best possible advice to your entire network.

2) Use Google Scraping Tools

GoPinLeads is a Chrome Extension that scrapes data from Google Maps, LinkedIn, and other credible online sources, and delivers a comprehensive database to your email inbox within minutes. It’ll show you the businesses you’re looking for, who works there, what their details are, and their address. With just a click of a button you’ll have access to all the information you need to target the right kind of prospects – people who might actually want to talk about your services or products.

3) Be Helpful Via Video

We exist in a time where people want handy information at their fingertips. The less effort involved for them, the better. Very few people want to sift through lengthy FAQs or articles to find solutions to their problems. By creating help videos, you can take a step towards becoming an industry authority and solve real-world problems for prospects in a way that’s completely accessible and easily understandable.

4) Harness the SEO-centric Power of Client Reviews

Here’s a fun fact: review platforms have a strong presence in organic search results. So, while you’re building up your own SEO foundations, you can use these review platforms as a way to extend the reach of your brand presence and get noticed by the right target audience. Use your social channels (or email) to get your customers to leave reviews on these platforms. Without paying even the smallest amount of cash, you’ll exponentially increase your chances of being found by the right prospects.

5) Share Your Success

You want prospects to know that you’re good at what you do. The best way to get that message across is to highlight your successes. Write a transparent blog or social media post that sheds light on something you’ve done well in. You’ll be offering value both to potential clients and to other companies going through similar growth phases as your own. Be the kind of company that offers inspiration and transparency; it’s the best way to build trust.

6) Create Useful Resources (Like Worksheets or Spreadsheets)

Every business has tasks that can be simplified. Worksheets are a great way to take the common processes and break them down into something more accessible. If, for example, you need to review the content and design of a website (yours or a client’s) it’s possible to create a worksheet that gathers all the necessary answers in order to make the entire process much easier.

Similarly, creating spreadsheets of resources can take a good long while. The process isn’t everyone’s cup of tea. Creating these for prospects and trading them for an opt-in is a good way to communicate value whilst getting something in return.

GoPinLeads is Going Places!

July has been an amazing month for GPL!

We grew by 9x and onboarded a ton of awesome new customers. ????

This is our chance to say a massive “thanks” to the community – none of this would be possible without you. ????

To show our progress and where we’re heading, we put together an extensive roadmap for all of you to keep an eye on.

Today, we have completed half of the changes (11 out of 23) as highlighted in the roadmap! This is fantastic progress – we are absolutely pumped! ????

Our aim is to make as many changes live as quickly as possible. As always, we’re looking forward to your feedback and comments. ???? It’s what helps us stay on track and give you the service you deserve!

If you haven’t noticed the change in your Chrome extension (which generally takes 24 hours), you can quickly update it yourself.

  1. Sign up and register using email address (as opposed to just social media accounts)
  2. Provide all users with the option to view the document in Google Docs and Excel.
  3. A few changes to improve the onboarding process when a new user first installs and uses GoPinLead.
  4. Add information about 3 tabs within the Excel sheet – wireframes
  5. Replace the term ‘Venues’ with ‘Businesses’ – wireframes
  6. Add a warning in the search: “Export the same results or emails or leads multiple time, each export eats your credits.” –  wireframes
  7. Make sure that once the user has logged in, they remain logged in.
  8. BUG – Allow users to log out of their social media accounts and login with a different account, especially for the web app.
  9. Within the AppSumo credits /200 (image) is confusing to users. Find a more logical way to display the credits to the user.
  10. Add Instagram and YouTube details alongside LinkedIn, Twitter, and Facebook in the Venues / Businesses tab.
  11. Make tab 2 (of the Excel sheet) more meaningful i.e. include company name, (website), first name, last name, job title, (LinkedIn, email), company phone number, address, and website.
  12. Change the profile images of leads in the extension to their initials. (image)

Hello, GoPinLeads Amphi

Goodman Lantern has been in the lead generation business for 4 years.

In 2016, we were approached by a Global lifestyle brand who asked us to produce a list of all the gyms in US, UK, India and Australia.

We needed to conduct our research state-by-state and develop a list that included company names, employees, social media links, phone numbers, and more.

Using a team of 5 qualified researchers, we completed the task manually over a 3-month period.

Now, just two short years later, we are able to complete the same task in under 35 seconds.

We’ve harnessed the power of AI to automate a time-consuming task, reducing months worth of work into a few short clicks.

In December 2016, armed with our knowledge of software development and Artificial Intelligence, we had a major breakthrough. We’ve been working on improving our product ever since.

We started with GoPinLeads Chrome extension, which allows customers to find local leads of their prospective customers. The extension harvests their address, phone numbers, social media accounts, employee names, job titles, Linkedin profile, and email addresses.
(Keyword examples: coffee shops near London, UK or marketing agency near New York)

Release of the New Version 

Now, we have taken GoPinLeads to the next level.

We have released a handy web-app which is available on any modern device including mobiles, tablets, and desktop PCs. With the new version of our tool, no installations are required. Users can instantly generate leads with almost zero effort from their side.

We are tracking over 75M companies and over 300M employees in more than 250 countries.

Take your lead prospecting to epic levels. Simply enter a niche and city, region or country, and let the tool do all the hard work for you.

Get a 20% lifetime discount with the coupon code AmphiLaunch2018. Limited to the first 50 subscribers.