9 Hacks to BOOST Your Lead Generation

Every business owner thinks that they have a great product to offer. But that’s not enough for generating great revenue.

No matter how awesome one thinks his products to be, the customers just don’t. If you really want to generate revenues, you need to work on your promotions. You need to convince your prospects that you have the best deal out there.

Sometimes, that’s still not enough. Even if your audience is convinced about your greatness, they still might not go and purchase. They thus need to be propelled to convert into customers.

So, there is a simple formula for success in marketing today, good product, great promotions, followed by convincing and finally conversion. That’s what a perfect Marketing Funnel should look like.

Assuming that you have a terrific product, and you are good with your promotions, in this post, I will dive deep into the oceans of amplifying your lead generation.

Putting Things into Perspective 

When you have a great product, you have won half your battle. But that is the easier part. The real deal is getting more and more eyeballs to view your product.

You would ideally need to get people to talk about brand, visit your online property and take an action. Particularly, take the action that you want them to take. You want some personal information of the visitor so that you can convince him about the worth of your products, thus converting him into a customer.

There are many ways to go about creating this flow. But you know it, it’s not as simple as it sounds. Choosing the right technique for the right purpose can be tricky. People won’t want to share their personal information with you without a compelling reason, but that’s the only thing you want from your visitors.

Even if you have done well in getting visitors to become leads by submitting their contact information, you want leads that are from your target audiences only. Only relevant and targeted leads convert, a random unsolicited lead doesn’t. 

That’s the main challenge for business owners today, they do get leads, but their relevancy factor is low. So, essentially either the wrong people are visiting the site, or perhaps unwanted people are filling up the lead forms.

Needless to say, all this drama makes lead generation a very crucial step in scaling up your business. That’s what will help you in increasing your customers and thereby increasing your revenue.

Beyond mere theory, here I go about putting my experiences in writing. These tips have done wonders for our lead generation at Digital Vidya and I hope that they replicate the same magic for you.

1. Demarcate and Define your Audience

For getting started with lead generation, you need to first form a target audience. If your audience is not defined, the marketing efforts you put in will go in vain. You will not reach the people who will benefit from your products and in turn they would not respond the way you want them to.

This harms both the company and the audience.

How can you define the audience?

It is simple. What you need to do while defining your audience, is to divide them into buyer personas. Create as many buyer personas as needed. These personas should be based on curiosities, interests, locations, motivations and demographics.

Buyer personas make it easier for you to demarcate the target audience.

Once the audience is established, you need to start re-focusing on this group. If your product is gender-specific or age-specific, you should only target that gender or age group. If it is only available in a specific location, target only those people.

2. Post Relevant Blogs Regularly

When people reach your page, they need high-quality content. That’s when they will trust you. Blogs play a huge role here. You would need to create well written enticing blog posts regularly. An important consideration here is that the blogs written should be related to the products you offer. You can’t be talking about weight loss when you are selling software.

Of course, I know no one is so stupid, but there are people who do it, really!

The content should be both innovative and engaging for people to read it and then, come back for more.

How do you create fresh content every now and then?

For engaging your readers, in depth posts, tutorials, how to’s, panel discussions or videos can help. 

When readers start to feel that your blogs are helping them solve challenges or lessening their problems, then only will they start establishing trust in your brand. This is a great tactic to nurture your audience.

These efforts are not just limited to new start-ups or small scale businesses, this is a tactic used by all businesses. At Digital Vidya, our blog gets more than 250k visitors a month. And about 20% of our leads come from our blog only. But all this large number is not the key thing to focus. About 10% of our top traffic blogs get almost 90% of our relevant leads.

So, blogging for general awareness and branding is different from blogging for lead generation. This distinction needs some great attention.   

3. Use Social Platforms Well

In the digital world today, social media is becoming increasingly important for marketing. No brand can ignore Social Media Marketing in this day. Social Media provides you a chance to increase brand awareness while reaching out to millions of people who might end up endorsing your products.

Pro Tip: One of the tactics to use is pushing people who show interest in your products to endorse them.

How to create so much social media content?

Paraphrasing your old content, especially from blogs is a good way to go about it.

Oberlo states that 73% of marketers believe that social media marketing has been “somewhat effective” or “very effective” for their business.

Utilizing Social Media well can help in massively increasing targeted website traffic, brand awareness and link building. Giving due attention to your audience on social media is likely going to build greater trust in your brand.

All this combines to push your targeted lead generation campaigns forward.

4. Landing Page Optimization

Every company wants more and more people to reach its landing page. More than landing up on these pages, you wish your visitors to turn into leads. 

Here need to make sure that you optimize the page to get the best outcome. Also, you need to have clearly defined goals as to what do you expect from the page.

The optimization of a landing page happens in steps, which include:

• The first thing you have to optimize is the headline. This is the main copy which the viewer reads and so it needs to be appealing and have a magnetic effect.

Example: At Digital Vidya, on our Digital Marketing Course Page, we changed our CTAs lately. We created 5 CTAs instead of the regular 3 we used to have implemented site wide. Results, were amazing, we increased our leads by 25% in the first week itself.

• Secondly, while writing the copies for the page, the key is to keep them short yet impactful.

The next thing people see is the body content on your page. This content should be credible and relevant. This should advertise your product directly or indirectly. It should be convincing enough that people feel like giving it a try. Use of stats, facts and figures is a must here.

The content needs to have a flow and an attractive writing style. It should be formatted in a manner that makes it easy to read and process. The best way to do that is have bullet points and divide the content into sub-headings.

• Add visual elements to the page. Nobody wants to read just text. The content should be visual as well. You can add pictures, GIFs and videos about your product. These help in improving lead capture rate of a page.

• Check your page load speed. When you are adding visuals, it may increase the load time.  What you need to do is to have all your visuals optimized.

5. Encourage Feedback

Feedback is extremely essential to know what the audience feels about your product. If the feedback is positive, it can really help your business grow.

Statistics reveal that nearly 95% of shoppers read online reviews before making a purchase (Spiegel Research Center, 2017) 

Online reviews really help in building trust in your brand. This is because; it is user-generated content. Users trust other users and feel a sense of authenticity in their feedback.

Also, a study showed that people 68% of the customers are willing to write reviews, if asked. So, ask away!

Pro Tip:  Just one review from an influencer can shoot up your brand image to another extent. That means, you need to go after influencers.

6. Influencer Marketing

People usually ignore the power influencers have on people. Influencer marketing can really help in brand awareness and lead generation. All you are required to do is to link yourself with the youth icons, actors and YouTubers to advertise your product.

It adds greater value if the person is using the product himself, rather than just endorsing it plainly.

Convincing people this way about your product’s value is extremely useful. Now, you don’t need to spend loads of money and contact the top notch stars.

A limited budget can also help you here. You can contact upcoming influencers, bloggers with a good enough followers or just YouTubers with 500K subscribers.

Also, your credibility can increase if the influencer belongs to your niche and has an engaging audience. Influencers with a huge fan base but limited interaction might not help you at all.

A tip here would be to tell the influencers that they need to put in the minimum effort, show them the commitment you have for your brand and tell them to be honest.

These tips can really help you to get your product endorsed. But remember to attach a relevant CTA. Links to your landing page and social media platforms can serve your objective.

If you have enough money to spare, you can boost your influencer’s reach (on Facebook) and reach out to even more people and more potential leads.

If you have an influencer as your customer, an honest review by him or his interview in context of your product can help you to reach both his and your visitors effectively.

7. Add chat features

A vital thing to have on your website should be the live-chat feature. This makes your website welcoming and can help in a better user experience. A 2-minute conversation about how your product works or is useful is a big lead magnet.

This is because the audience feels that you took enough pain to listen and answer their query. That simply helps in lead generation.

If the visitor goes off your site satisfied, he/she is likely to convert and also recommend your product/service.

A tactic you can use here is to ask for the details before connecting it to your agent. But, these details should not exceed 4-5 items and should be quick and easy to fill.

Generally, customers enter the information as their query will have a direct solution. Until your website is limited to a country/area, make sure this support is available throughout the day and does not make people wait a lot.

8. Conduct Challenges

An engaging challenge attracts many. A give-away, a hash-tag challenge or quizzes can be easy contests to organize.

A typical example can be a give-away in which you need to post a picture, tag your friends; make them follow the company page. Such a challenge is extremely popular on Instagram and can increase your followers in a week.

Such challenges can also be on your website and trust me; a free product will make people want to give their contact details in a go.

For a start-up, this challenge can be extremely useful in brand awareness. All you need to do is give them something to take back. Creating a challenge is not tough; just make sure it is engaging.

There are many ways to take their information but, only limited information. People are less likely to fill up a 20-point form for a challenge. This can help in getting more leads.

9. Affiliate Marketing

Affiliate marketing is one of the best practices to bring in relevant traffic. In this method, affiliates send in visitors to your website and in turn, you have to pay them or Google the charges.

Some companies hire affiliates from outside for this purpose as well. If the affiliate is doing his job well, they can reduce your cost. A focused and strategic marketing approach can help you boost your outcomes.

This practice can be used by all effectively as you’re only paying for the actual leads. It’s a two-way process and can really increase your customers.

Over to You!

Lead generation is extremely important for greater sales and revenue. If you implement the above mentioned tactics well, your revenue is sure to increase. At the end, it’s about how relevant and credible you are.

About the Author

Pradeep Chopra: Among the pioneers of Digital Marketing, Pradeep has been part of the Internet Industry since 2000. He has been a serial entrepreneur for last 17 years and is currently the CEO of Digital Vidya, a leading Digital Marketing and Data Science training company. A graduate of IIT Delhi and a recipient of Adobe Content100, Pradeep is one of the most sought-after international speakers in Digital Marketing and Entrepreneurship.