To understand lead generation, let’s start by painting a clear picture with a real-time scenario:
You have a business that specializes in offering CRM software to Singapore-based business owners. You have a list of almost all registered businesses in the country. But since the majority of these companies don’t know you or have never heard of your business, then you have what is broadly referred to as cold leads – placed at the very top of your marketing funnel.
Now you decide to mass shoot emails to every single one of the businesses on your list, informing them of a webinar you’re organizing, and which they’re invited to participate.
There will be those who’ll click through the link provided to dig out for more details concerning the webinar. This simple act conveys interest. So the next most logical thing to do would be to move this group of followers to the next lead stage. That’s what is widely referred to as warm leads.
You successfully hold the webinar, and through it, manage to get a few of the participants to register with your business for a free trial. These are people who are actually interested in finding more about your product and whether or NOT it matches the hype floating about. So you do the obvious by moving them to the next lead stage, hot leads.
At this point, you’re only a step away from winning converts.
So a few of the followers who sampled your product decided to go ahead and make a purchase. That’s the group that you’ve successfully managed to convert to customers – placed at bottom of the lead funnel.
So lead generation is basically the term describing the marketing process of captivating the interest of your prospects so they may consider shelling out their cold hard cash for a product or service you’re offering. You’re simply converting a prospect from a cold lead to a hot one, with a relentless intent to go through with a purchase.
Business owners employ a series of tactics to generate leads. Among them, there are printed ads, social media marketing, telemarketing, email marketing, digital marketing, content marketing, and SEO to name a few. The whole idea is to work towards converting the visitors you get on digital channels into actual buyers by doing all you can to heighten their interest in the product or services you’re offering.
Smart Lead Generation Tips in Singapore
Simple—more leads to more revenue. But how do you go about generating them?
This approach involves interacting with prospects on a one-on-one basis. You’re simply engaging them directly, building their interest through word of mouth or direct chatting, without involving a third party or an in-between medium.
To directly engage your visitors, you have the option to use live chats, forums, and help centers. For a company, you can start by creating a solid team of customer representatives, and who should always be there to respond to the issues raised by potential customers in a manner that will be working towards building their interest until you’re finally able to convert them into actual customers.
Through Outbound and Inbound Marketing
Outbound marketing is widely thought to be much better than inbound marketing. And the reasons cited are pretty obvious.
That’s NOT to say that you should forget all about inbound marketing. As a matter of fact, it’s important that you take a more balanced approach in the manner you deploy the two tactics.
For inbound marketing, it’s important that you try as much as you possibly can to personalize the interactions you have. Even more crucial try to be consistent by regularly sharing informative pieces of content that strive to address some of the problems your potential customers have.
By doing this, you’ll be establishing a healthy relationship with the customers you have, thus building trust besides giving them even more reasons to consider doing a transaction with you.
Besides social media networking, you can use Twitter to generate leads and drive more sales. There are tools aplenty to help you out with this.
A common example includes Followerwonk – a simple tool for analyzing various Twitter aspects including gathering more info on your followers and the time of the day that they tweet most. All this is done to help you reach a much wider audience within your area of specialization or niche.
Followerwonk is the tool you use to trace influencers and come up with possible ways to connect with them. Worth mentioning is that the tool is pretty simple to use, besides featuring one of the most attractive and simplified interfaces you can find.
Common sense dictates that you make your tweets interesting enough for the followers you have on board to consider checking out your landing page. One way to do this is by using attractive images.
Needless to say, your posts have to be really interesting and easy to both relate to and engage with. Also, where possible, remember to use hashtags to make it easy for your content and business to be found. Speaking of which, the easier you make it for potential customers to find you, the more you’re likely to generate more leads.
Digging into Databases
You can dig out for leads from the various databases available online. A good example is data.com.
Here, you’ll find a list of the companies within your area of operation, and their contact information, as well.
Data.com is a good starting point for digging out the kind of data you need to grow your leads and ramp up sales.
Market Your Products and Services on LinkedIn
LinkedIn is widely known for its business-centric side. But unknown to many, it also doubles as a great platform for driving new businesses. First, it’s because it allows you to publish your content so you can start targeting potential customers.
Another viable approach to take is to brand yourself on the platform. Have someone look at your business profile and make the necessary tweaks and shifts to it until it’s finally able to drive leads all by itself.
Automate the Process
It’s possible to automate the lead generation process. All you need to get started with this is a simple automation application such as Drip.
With the tool, you can design striking popups and start targeting your prospects through email marketing and so much more. The tool also allows you to collect as much info as it’s humanly possible from potential customers so you can convert them into active leads with little to zero effort on your part.
You can also automate your social media campaigns. A classic tool to use for the task is Agora Pulse, a social media tool that allows you to automate almost every single aspect of your Twitter activities. For Facebook and other social networks, you have IFTTT applets to automate some of the common activities people engage in on the networks.
Automating Twitter Marketing Using AgoraPulse
Step 1. Create Appropriate Querying Categories: Just signup and proceed to create the querying categories. There’s nothing complicated about the procedure involved. Upon signing up on the platform, you should be able to figure out how to go about creating the queries just by looking at the dashboard.
Step 2. Create Time Slots: Spread your time slots to cover a greater part of your day. This is the scheduled time in which the posts you make will automatically be posted on Twitter.
Step 3. Add Content: Now that you’ve already created the time slots and everything else, you’re allowed to go ahead and add your content. These are the posts you intend to publish on your Twitter account, added according to their corresponding time slots (the time you wish to see the content auto-post themselves).
Responding to Quora Questions
Create a sound Quora account and have a look around it angling for relevant posts. Take your time to prepare detailed responses to some of the questions therein and keep doing this with the solid aim of establishing yourself as a trusted voice on the platform.
And since the platform serves millions of online users from almost every corner of the universe, you can expect to get noticed. And those who notice you may consider checking out your profile, and if you happen to have linked it to your website, they may also consider checking it out – which translates to more business for you.
Guest Blog for Leads
You can guest blog to drive traffic to your site. Or better, do it for leads. Here’s a list of all the things you’re expected to do to capture leads through the guest blogs you make:
– Make your content relevant to the kind of audience you’re targeting. By doing this, you’ll have an easy time attracting them to your website, blog, or landing page.
– Find a way to direct the visitors the content attracts to your landing page. Be sure to do it in a clever and intelligent way so as to avoid coming off as super-salesy or desperate.
– Make sure the post you make is really valuable. But at the core, the posts you make should be really unique and NOT pulled off-blogs as with many guest bloggers out there.
– Make a point to promote the posts on social media for an extended reach and social proof.
– Only guest blog for a trusted site. If the site you’re planning to guest blog on isn’t credible and respected enough, then you’re better off trying your luck with the next site you can find until you’re finally able to get a high-quality one.
Lead Generation Through Email Marketing
Email marketing offers you a chance to directly engage with potential customers. To make this approach more effective, it’s important that you take a few things into consideration:
Interesting Subject Line: Be creative with the subject line you use. You want your online visitors to be interested in reading the content you’ve made after reading the subject line. So find a way to make it eye-catching and appealing to an average reader.
Keep it Concise: Make your email content brief enough. One way to do this is by cutting on the fluff and being direct with the kind of message you’re trying to pass across.
Link the Message with Your Social Media Account: The content you create should be accompanied by links directing your readers to your social media accounts. You want your readers to consider checking your business on social media so they can start interacting with the rest of your content. So be sure to include relevant links that they’ll be clicking through to be directed to the accounts.
Include Relevant Images: Be sure to include relevant images in the content you make. Images speak volume, so instead of focusing on putting everything in words, find relevant images and embed them with the content you make. It’s however important that you make the images lightweight enough for speedy loading.
Integrate a Call-to-Action (CTA) Button: Pick the most appropriate spot to insert your CTA button. It can be at the top of the content or somewhere at the bottom. But what’s important is that your visitors be able to see it and have an easy time clicking through them to be directed to your landing page.
Include Your Signature: Embed a link that encourages your readers to consider reading the rest of your content. This can be a link to your website, LinkedIn blog, or any other social media channel or simple hyper-texted link asking them to consider checking out your profile. That way you can be sure that a good number of the followers reading the email might be tempted to also consider checking out what you have going on on the other side. All you need is a visually appealing image, hyperlinked with HTML and you’re good to go. As for the rest, just pick an appropriate spot to pin the image and that’s it.
Generating Leads Through Vlogging
YouTube is another popular social media channel and massive search engine for targeting potential customers. Another trick would be to consider using the site for referrals. You can do this by finding an appropriate vlogger on the platform and asking them to consider referring their viewers to your site.
Online users tend to be more receptive to videos compared to text content. Meaning you’re far likely to attract a bigger chunk of your online customers using videos as opposed to targeting them with a block of stilt text.
Create an Online Quiz and Share it On Your Site or Blog
Nothing complicated – just a simple quiz concerning your business or as a way of linking your readers to relevant content or section of your site.
The tool to use to create the quiz is QuickBox, which allows you to come up with a number of simple and well-structured questions to ask your followers in a bid to dig out relevant info. Be sure to analyze the results to know if this lead generation tactic works for your business.
It’s a Wrap
Lead generation shouldn’t be that complicated. It’s somewhat complex but totally doable and the above tips are all you need to get it done right.
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