Ask any marketer about how they generate leads, and they’ll be quick to mention email marketing, social media, inbound content marketing, and cold outreach. Now ask them about the tools they use to generate those leads, and they’ll hesitate before giving varied answers.
That’s partly dues to the fact that the lead generation tools you use will always vary depending on the goals at hand. As a lead generation marketer, you have plenty of options when it comes to these tools – and it’s upon you to apply your wits and knowledge of them to figure out which set these tools better aligns with your lead generation strategies.
Regardless of the industry you’re in; there has to be a specific audience you’re targeting. That audience will never find you on its own, not until you make an effort to find them first. These are people with interest in your products or services, but they’re not about to make wild guesses and figure out on their own that you exist.
With SEO and a string of other traffic generation strategies, you stand a chance to make your business visible to them. They’ll come and check you out. But still, they won’t jump on your offer and proceed to checkout.
You have to nurture their interests. Make it grow gradually until they get to warm up to your products and services well enough to consider making a purchase.
In comes lead generation and all the tools that come in handy.
Lead generation strategies are meant to capture your prospects’ interest after landing on your site and get them to submit their contact details for follow-ups and further nurturing.
Usually, this is facilitated by several key elements, including:
You need content. You need it to both educate and offer necessary support to your audience.
Content all allows you to create some awareness around your brand and establish online credibility.
Content comes in many shapes and forms, including blog posts, social media posts, and e-books.
Lead Magnets are also referred to as content offers. It includes all the free content that you offer to your audience to get them to submit their contact information.
Examples include ebooks or a chance to take an email course you’re offering. The only requirement qualifying them for these content freebies would be for them to fill out a subscription form requiring them to enter their contact info.
Here are more lead magnet ideas you could adopt today:
- Training videos
- Free trials for your products or services.
Call to Action (CTA)
As the name suggests, these are words and phrases that invite your prospects to take action. The actions your audience takes will always vary depending on the goals that you have.
Essentially, CTAs are meant to guide your audience through the process of submitting their contact info to you.
CTAs come as short descriptions summing up your intentions in the most creative way. You’re therefore required to frame them more clearly, so your prospects know what’s expected of them and the desired course of action.
Landing Pages aren’t necessarily a must-have. But they’re important because they increase your chances of converting your prospects.
Essentially, they’re the first page that your site’s visitors land on, and where they’re guided through the process of obtaining what’s on offer and submitting their contact information.
This page has to be diligently designed and premeditated. You’re also expected to make it unique and in sync with your brand image.
Even more important, the pages have to personalise the experience of your audience and be intuitive enough to make them figure it out on their own without reaching out to anyone for help.
The simpler the page, the easier it will be for your audience to use it. So try all you can to resist the urge to overcomplicate things.
Thank You Page
This is the last page that your audience interacts with after completing an action. It’s meant to remind them that they have successfully completed an action and that you’re indeed grateful to them for taking interest in what you’re offering.
This is an important lead generation step, more so since it’s also what you use to track your conversions.
By looking at all the lead generation elements on the list, it’s safe to say that executing an effective lead generation strategy is a tedious process in itself. It takes a lot of time and resources to pull it off.
Lead Generation Tools
Lead generation tools help you to automate some parts of the lead generation process.
You don’t have to keep doing everything manually. Not when many of these steps can be handled automatically. For instance, you don’t have to manually attract and engage your site visitor, or gather and store their information
As a matter of fact, some of these tools could also help you out with the lead nurturing process. Also worth noting is that your options for lead generation tools stretch far and wide.
And while the tools have a direct role to play in your lead generation process, not all of them were created equal or with the same functionality. So while some of them will be focusing on streaming, prospecting or simplifying your email marketing process, others are designed to help you out with CRM or with nurturing your leads in a bid to get them to take action.
Many of these tools are feature-rich and can handle pretty much every aspect of your lead generation process.
Regardless of what you’re looking for, just know that your options abound when it comes to choosing a lead generation tool that’s best suited with your business or marketing strategy.
Aweber is a popular email marketing tool designed to automate the bulk of what happens in the lead generation process.
This tool allows you to both create and send emails to your subscribers. It’s also designed in such a way that it can also pull content directly from your blog and automatically share it with your subscribers via email.
Best of all, the tool allows you to keep track of your analytics. It’s also one of the most user-friendly interfaces, also packing loads of pre-built email templates that you can use on the emails that you send to your customers.
In addition to all that, the tool comes with a built-in A/B Testing, and a lot more of other features that you can use to build your brand and nurture your leads into taking action.
Aweber isn’t some free tool. To use it, you have to be prepared shell out $19 every month for the first 500 subscribers, and exponentially so as your number of subscribers increases beyond that.
HotJar is a lead generation tool that focuses on customer experience. It offers a detailed analysis of the experiences that your leads have while interacting with your site.
Arriving with HotJar is a long list of helpful features that can come in handy in your lead generation process. These features include heat maps, session replays, form analytics, and on-site polls, to mention a few.
For instance, their polls have proven to be really useful in doubling conversions. It can also collect feedback directly from your leads and offer some invaluable insight on how you can best improve your landing page and sales funnel.
The information collected by this tool is useful to marketers, UX designers, and sales managers. It’s meant to cover your lead’s journey all the way to end until they finally get to make up their minds and take action.
HotJar has a basic plan that’s free for those creating personal accounts. From that, other plans vary with the lowest package going for $89 per month with a limit of 20, 000 page views per day.
Intercom packs loads of use cases and off-the-wall features. In quick mention, it comes with an onsite message feature and a chat system that you can use to engage with your site’s visitors directly. This feature also allows you to collect their contact details directly from them.
Once they’re logged into the system, the tool will allow you to track both their in-app and on-site behaviour for analysis. It can also create message triggers that you can use to get your prospects on board, support them, or to retain them for the long term.
The system also comes with an integrated knowledge base and help desk that you can use to support your current customers.
It’s a great tool for nurturing leads, and if you’re looking for that one tool that packs all the key features, for setting up a strong sales, marketing, and support system.
Hunter is the tool you use to hunt for your prospects’ email addresses. It’s the tool you use to carry out a quick email search. All you have to do is enter a domain name, and the tool will scour around and bring you the emails you’re interested in finding.
The tool also features a confidence rating, which you can use to find out whether or not the email provided is working.
Quizzes and surveys allow you to collect crucial information about your leads in an even more engaging way than forms.
With Survey AnyPlace, you can create all manner of surveys and quizzes, including those that try to weigh in on the level of customer satisfaction. You can also use them to generate lead quizzes, and so much more.
It’s a tool that compliments the other tools in your lead generation arsenal. Plus, it’s designed to allow for an easy transfer of leads to your CRM software so you can start nurturing them.
Survey Anyplace has a free starting subscription plan that you can use to study it and understand some of its key features. But once you get 400 responses; you’ll be required to choose from their paid subscription plans, where the lowest of these plans goes for $25 a month.
Keap is a lead generation tool that allows you to store all the key information about your customers in a central location for easy retrieval. With this feature, you can easily track your interactions with different prospects and even leverage the data you’ve collected for future campaigns.
It’s an all-in-one CRM tool that works across devices. The tool features reminders, automated texts, and emails. It can also create repeatable sales processes that you can you to make sure that you’re never miss on a potential lead follow up again.
Keaps’ starting price is $79/mo.
HubSpot is an expansive, full-suite sales and lead generation tool. The tool is designed to help you generate new leads and nurture the old ones.
The tool packs load of features, including the ability to set up a personalised and automated outreach. It also provides a series of email templates for you to choose from and a live chat system that you can work on your website directly.
You also have the option to engage directly with your prospects on their platform. The tool also strives to make it easy for you to follow up your leads and nudge them well enough to take action.
HubSpot Sales starting plan goes for $50 a month.
This referral tool is reserved for ecommerce stores only. It works as a reward system that rewards your customers for referring your business to their family and friends.
The system is designed such that the rewards will be automatically paid to your customers whenever they make a successful referral. In so doing, you get to save the time that you could have otherwise wasted monitoring your ROI and sending out emails.
It’s also one of the easiest tools on the list to work right into your marketing stack and configure. It also comes with useful insights and analytics that you can use to improve your referral program.
Their pricing plan starts at $49 per month, with an option to choose from a tiered commission plan.
Proof is all about increasing your conversion rate. It uses social proof to give your brand a human appeal that can go a long way into making your prospects trust you even more.
Your leads are updated in real-time about your business and other customers interacting with your brand. This is meant to help them know who to consult in case they have any hanging questions about your brand or products or services.
All this is done to boost your online credibility and save you the money that you could have otherwise wasted on advertising. It also works as an effective strategy to convert the majority of your leads to customers.
Billed as the only conversational marketing tool of its kind, Drift goes on record as one of the most powerful lead generation tools on the list.
First, it’s for featuring a live chat function that your site’s visitors can click on to chat directly with you or any delegated member of your sales team. The tool also allows you to set up a lead bot that will be acting as your personal assistant on site.
This lead bot can qualify your site’s visitors, book meetings, and even identify which one of your sales reps is indisposed or better suited to speak with a lead.
Drift has a free option that you can take advantage of today and enjoy some of its features. However, for their team option, their pricing plan starts at $400 a month.
Before choosing any tool, you might want to first go over your budget, goals, size, and other factors that play right into your lead generation process.
A good number of these tools have free trials. Here’s your chance to test them out first before you can go ahead and invest your hard-earned cash with any of them.
By equipping yourself or your marketing team with the right set of lead generation tools, what you’re doing is setting your business up for nothing but blown up sales and better conversion.
For more info about lead generation tools and strategies, including email marketing, social media, and so forth, don’t hesitate to reach out to MediaOne Marketing for help or more clarification.