7 Simple Lead Generation Methods

February 9th, 2014

One of the most sought after marketing techniques is the ability to generate a steady stream of business leads or enquiries. For this, you need to maintain a regularly updated version of an in-house database of your prospective customers.

You can use the following 7 simple methods that help in successfully multiplying your incoming leads and enquiries:

1. Make a plan for your ideal leads

Focus on an ideal customer profile and narrow down your desired specifics based on age, gender, hobbies, how/when/where they shop, their job function, which websites they visit, etc.

2. Research on what your competitors are doing to generate leads

Study your competitors through simple web searches and aim to remain a step ahead of them. Subscribe to the best newsletters and go through them thoroughly. Advertise on websites and magazines that your competitors most commonly use. Find out the effective keywords used by your competitors in running their pay per click (PPC) campaigns and then improvise on them.

3. Target prospective customers

The strategies for lead generation and public relations can now be put into place. From among several of the options available, you may use email or direct mail campaigns to build an opt-in list of subscribers. Or you can launch a PPC campaign with properly researched keywords. Or put up banner advertisements on websites that your customers would usually visit. A tie-up with providers of other products and services can be arranged for mutual benefit and co-promotional activities. You can also reach out to targeted customers by starting an e-newsletter or a blog and creating editorial content for them.

4. Gain customer information with interesting offers

Create some very attractive and compelling offers that generate incoming calls, leads or enquiries. Offer a premium or a movie ticket or something interesting that your target audience would value. In exchange, ask them to fill out some very simple questions – which you can then use to qualify each prospect.

5. Website design and product write-up to be simple

The recipient of your offer needs to be guided through to a landing page on your website. It should have a simple and well-designed web page with an all inclusive call to action.

6. The lead capture form

The lead capture form can either be embedded on the landing page or can be linked from the landing page. Ensure that limited information is required, because people are more likely to complete shorter and simpler forms. Aside from basic information like name and email address, one or two well thought out demographic queries can help in extracting quality information that could be used for future campaigns.

7. Follow up your lead generation efforts

A follow up initiative will give you a clear idea about concentrating on leads that promise turn into orders. You can thus save a lot of valuable time and effort.

Get a free account on Google Analytics and keep track of all the visitors to the different pages on your site. You are also provided with information on which marketing campaign they are coming from.

Communicate frequently with useful, well thought out messages and the prospective customer will likely accept future offers or place an order.

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