generate pre-qualified leads

How To Generate Pre-qualified Leads By Properly Engaging Visitors To Your Landing Page

As most marketers know, lead generation is the process of attracting and converting the right prospects and enticing them to make contact with you. However, this often proves to be both costly and time consuming, as the problem most businesses face is how to separate the wheat from the chaff when evaluating the leads themselves.

In most cases, lead validation is the key that unlocks a profitable ROI in a lead generation strategy, though putting an effective system in place to monitor this is frequently overlooked. As a result, many campaigns suffer avoidable losses by throwing good money after bad pursuing inappropriate and unqualified leads.

But how do you address this?

One way is to provide front end content that pre-qualifies leads based on visiting prospects use of interactive content, designed to educate them in ways that will help improve their ROI.

This was the thinking behind the team who developed the world’s leading calculator creation software, LeadDoubler.

The beauty of interactive content and LeadDoubler in particular is that in enabling you to educate your prospects and give them the information they want, it also makes them more likely to engage with you and eventually sign up for your offer. But to do this successfully, it has to be super user friendly.

On this note, the software developers at LeadDoubler would appear to have got it right if the awards handed out by Finances Online are anything to go by. In 2016 they were presented with both the Rising Star and Great User Experience Awards. These were based in part on positive feedback from LeadDoubler clients that highlighted the quick and easy way the calculators could be designed – less than 5 minutes – and the way the software integrated with leading CRM and other applications.

To find out more about LeadDoubler and how it can integrate with your business, please give us a call or email us today.

5 tactics lead generation

5 Tactics To Use To Increase Lead Generation

When it comes to digital marketing, everyone expects a quick sale. You put a post or advert up about your products or services, the consumer visits your website and there you go, you have a sale! If only it was that easy.

When it comes to making sales, you need to generate leads first, and this quite simply means finding customers who are likely to be interested in your products or services. These are some great tactics to use to generate your leads.

  1. Be interactive

Customers want you to interact with them and this is how you gain interest. Interactive content where the reader has to take some action can be useful for increasing engagement and generating leads. This may take the form of interactive quizzes, tests, assessments or calculators. In other words, something that engages your customer to complete and activity and interact with your content for a decent amount of time.

You need to speak to your customers too, reply to their comments on your blog or social media and encourage their engagement.

  1. Calls to action

In order to generate leads, you need to have some kind of call to action, otherwise customers won’t know what you expect them to do. It may be that you have a pop up on your website asking the customer to leave their details for a free eBook or some other useful content. If you create blogs, you should also have a call to action on these which point them to a product page or other landing page.

  1. Newsletters

If you want to keep both your customers and potential customers engaged, you need to keep them updated on your products or services. A great way to do this is through newsletters. You only send these to people who sign up for them, so they are already showing an interest in your product or service, or they have already purchased from you. They are already a warm lead, so make sure you nurture this.

  1. Regular content

Simply keeping your blog up to date is a useful way to generate leads. The more people become interested in your blog, the easier it will be to get people to sign up to your newsletter.

  1. Webinars

In much the same way as regular content, webinars are a good way to generate interest in your business, which means more people who are likely to sign up to your newsletter or download your free content.

Want to discover more ways to increase your lead generation? Lead Doubler can help

How to Double Your Online Leads

A true secret of online lead generation is lead validation — it’s so rarely done, few businesses even know what it is.

Lead validation, explained in detail in the presentation below, is the process of separating sales leads from non-lead conversions that come through a company website as form submissions or phone calls, and tracking the sales leads back to their marketing source (SEO, PPC, email, etc.).

Lead validation is important because about half of your website conversions are likely to be something other than sales leads. Without adding lead validation to your Internet marketing campaign process, you’ll never be able to efficiently improve your campaigns or accurately evaluate them.

See the presentation here:

Aaron Wittersheim, Chief Operating Officer @ Straight North an Internet marketing firm that specializes in SEO and PPC.

AWheadshot

5 Reasons Why Lead Generation Should Be Your Priority

Put your business in a more strategic place for your prospects.

]1 Put your business in a more strategic place for your prospects.

Do you want to be the business that interrupts people with cold calls while they relax at home? Do you want to be the business that knocks on people’s doors and hands out brochures that end up in the trash? Do you want to be the business that speaks to an uninterested audience who responds with impatience and anxiousness to leave? No? That’s what we thought.

no-calls

This is why it’s important to learn about lead generation. And why it should be a priority for your marketing and sales. In a nutshell, lead generation is THE PROCESS of attracting and converting the right prospects and getting them in touch with you.

Lead generation often uses digital channels and is continually evolving. It changes based on shifting trends of online and social media techniques. Lead generation addresses the modern consumer who is 1) constantly bombarded by information, 2) does his/her own research before purchasing and 3) is aware that they can gain something before purchasing your product or service.

“Today, buyers can do their own research online and can find a variety of educational resources through search engines, social media, and other online channels. Through content resources, today’s buyer can learn a great deal about a product or service before ever having to even speak to a sales person. So businesses must make sure that they build their digital presence.”

~ marketo.com/lead-generation/

This only stresses the importance of having a solid lead generation strategy. Lead generation will help you capture the interest of prospective buyers and not only increase your sales but make it a more efficient process for everyone involved.

This chart from Marketo demonstrates the difference of traditional marketing from then to now.

transformation-of-marketing

By showing an interest in your business, it becomes more natural for the prospect to turn from stranger to customer. As you can see in the diagram below, converting visitors to leads is a key point in the journey to having satisfied customers.

The Lead Generation Process

The Lead Generation Process

How does it work?

The most effective lead generation process begins with a landing page where a visitor (you guessed it) lands for a distinct purpose.

The landing page provides RELEVANT information, most effectively through some form of interactive content like a calculator, quiz or a test. This not only engages the visitor but sparks a curiosity, if not a desire to learn more about the product or service.

To access more information, the visitor is then led to a form where he or she provides his or her contact details and sometimes, more specific information about what he or she is looking for.

So now that we are clear with what lead generation is, it’s time to point out WHY it is important for your business.

#1. It Saves Time and Increases Profit Since you are already talking to targeted and interested prospects, the sales process is easier and more efficient. Additionally, tailored conversations based on the information you have gathered equips your sales, which leads to a better batting average and consequently, more closed sales.

#2. It Contributes to a Positive ROI “Since it is a marketing technique, lead generation contributes to a better Return on Investment. You pay only for the leads received and hence have a greater chance of squaring your ROI.” ~ xenoxglobal.com

#3. It Allows Instant Adjustment and Improvement Contrary to traditional marketing methods where your brand’s message is locked to it’s medium (such as print or TV), working with a digital medium allows you to tweak your message or approach based on your learnings from the market. Edit the copy on your page in a few seconds, install a more specific calculator in minutes, change your sales dialogue based on the filled-up forms you have been receiving. Lead generation allows you to be flexible and opens up opportunities to improve immediately.

#4. It Was Built For The Modern Consumer As mentioned earlier, the buying process has changed. The modern and empowered buyer/shopper is who you have to attract and traditional marketing techniques just don’t cut it anymore. Lead generation is your way of adapting to and capturing the market.

#5. It Creates Better Client Relationships Think about it. They found you. You did not interrupt them with a call while they were busy. You did not hold their attention hostage with sales talk. Instead, they willingly sought you out and gave you their information. In return, (through your landing page and interactive content) they got more helpful information that they needed or wanted even before purchasing anything. That already puts YOU in a good position and THEM in an interested state of mind, which if you ask us, sounds like a much, much better way to start.


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The Roadmap to Getting Consistent Leads Online

You have a great product. You also have a website that talks about how great your product is. So why aren’t the leads coming in consistently?

There are a few key steps to getting more consistent leads, and most of them require fresh and relevant content. This is the best way for potential buyers to find you through the noise of an already saturated online market.

To help you understand better, we’ve created a little analogy. By comparing your landing page to a physical store. What is a landing page? Well let’s get on to the first step then.

1. START – Build a clean and straightforward landing page.

Landing pages serve as a one-stop-shop where you can educate your consumer, sell your service and generate leads at the same time. If you’ve ever seen a webpage with a specific offer (like a quotation, free demo or ebook) that you could access by giving your email address–that, is a landing page.

Landing pages are quick and simple to set up. According to Unbounce’s landing page expert Oli Gardner, a landing page must contain 5 essential things:

  1. Your Unique Selling Proposition
  2. The hero shot (Image/Video)
  3. The benefits of your offering
  4. Proof
  5. A single conversion goal – in other words, your Call-To-Action

Click here for a more detailed description of each element.

2. ATTRACT – Show the benefits of your brand with visual content.

Just like putting up a display on your store, give your visitors something that will catch their eye and peak their interest.

Photos – Place attractive images such as that of a hero shot on your landing page, and other engaging visual content. With a visitor’s short attention span, it’s a lot easier and more efficient to tell a story visually. A great example of images that tell stories are before and after photos, diagrams, progress charts and the like.

Testimonials – A customer’s own great experience will give you a lot more credibility than any self promotion. Put in a bunch of rave reviews of your product or service as it has the power to be that final push for a visitor to pick up the phone or send you that email.

Videos – Videos are one of the most attention-grabbing and persuasive forms of content on the web. They are great for telling stories, introducing a product, and are a good format for testimonials too!

3.ENGAGE – Captivate and educate your visitors with modern and powerful interactive content.

Think of interactive content as having that pleasant salesman in the store. He is there to answer your visitors questions and understand what it is exactly that the customer is looking for. Interactive content comes in the form of quizzes, tests, calculators, interactive infographics and white papers. The beauty of interactive content is that it allows you to educate your prospects and give them information they want, which makes them more likely to engage with you and eventually sign up for your offer.

4. DIRECT – Point the way to your landing page through social media and other inbound marketing efforts.

Social media and inbound marketing are the modern ways of spreading the word and pointing arrows to your shop.

1. Social media – You can start by creating a Google+ Business account, a Facebook fan page, and a Twitter profile. Don’t stress because you can limit the upkeep to less than 5 minutes per day. Have a designer make all of your social profiles to look attractive and professional. Then, begin adding content.

Every time you create a new blog post on your website, add the link to each of your social profiles. There are services out there such as Buffer that allow you to automatically post to your social media accounts. Aside from your blog posts, add 2 updates per day. Post funny photos, relevant quotes, links or articles. Do this even if you don’t have any followers or fans yet. Google checks the overall social presence of your business and factors that into your search ranking.

2. Location-based marketing – Using a free tool like Google+ Business can be very helpful in getting your website and business ‘discovered’ in your local. It allows your business to show up on people’s maps when they search for a business within a specific place. If your physical location matches the zip code of the ‘searcher’, there is a big chance that you will be featured in the top of the search listings.

3. Paid Search – We’re talking about Bing Ads and Google Adwords. Among paid ads, these are the ones that are proven to generate the highest ROI. The process in managing these ad platforms can be tedious and overwhelming, so you might want to consider hiring an external company to do this for you. In the long run, you will save a lot of time and money.

Lastly, we’ll leave you with these facts from SmartInsights.com:

1-4% of landing page visitors convert to leads BUT having RELEVANT and ALTERNATIVE content produces 9% less bounce and 4.5% more leads.

More importantly, 35-65% of alternative content viewers convert.

Now that you are equipped with a fairly simple roadmap to follow, we hope you get started with a lot more confidence. Feel free to print this out or share with your team. We hope to see you at the end of this road with a great big smile and more consistent leads.

Easy steps you can do to get more leads through your own website.

Easy steps you can do to get more leads through your own website.


Graphics Sources:

Infographic vector designed by Shahsoft1 – Freepik.com Designed by Freepik Designed by Freepik Designed by Freepik Designed by Freepik