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8 lead generation tactics loved by all
1.
1 SocialMediaMarketing1 LeadGeneration TacticsWeLove8 You’vegotthebestproductorserviceonthemarketbutyou’restill strugglingtokeeptheshipafloat. You’renotalone… Therearesomanyoptionsouttherewhenitcomestoleadgeneration butallarenotcreatedequal.Someworkreallywellandsomedon’t workaswell–eachbusinessisuniquethereforeresultswillvary. Thislistbreaksdown8differentleadgenerationtechniquesandhow youcanincorporatethem intoyourbusinessasearlyastoday: Socialmediaisallthehypethesedays.Butthequestionis,doesit reallywork? Socialmediamarketingisagreatwaytogiveyourbrandapresence online,connectwithyourcustomers,andpositionyourbrandasthe authorityinyourniche.Thereareupwardsoftwobillionusers amongstallofthemajorsocialsites–thisisahugeopportunityfor youtogetinfrontofyourcustomers. Therearesomanyplatformstochoosefrom.Here’salistofthemost popularsocialsitesandwhatthey’regoodfor: Sohowdoyoudecidewhichplatformstofocusonforyourbrand? Greatquestion! 80% ofbusinessesreportthattheirleadgeneration effortsareonlyslightlyorsomewhateffective.(BrightTALK) GreatforB2CandB2B MonthlyusersasofMarch2016:129,658,552(Hootsuite) Morethan1billionpeopleuseFacebookdaily(Hootsuite) E-commercefeatures(buybutton,signup,etc) Facebookadsavailableforyourbusiness Canhelpwithdrivingonlinesales,increasinglocalsales,increasing brandawareness,promotingyourapp,findingleads,andsocialbrandawareness,promotingyourapp,findingleads,andsocial customerservice(Hootsuite) GreatforB2Bnetworking 50percentofusershavesomeform
ofhighereducation(Hootsuite) Knowledgeandinformationsharinghub(Hootsuite) Allowslike-mindedpeopletofindeachother,form communities, andnetworkprofessionally(Hootsuite) Positionyourselfasathoughtleader GreatforB2Cmarketing MonthlyusersasofMarch2016:215,690,880(Hootsuite) Over1billionusers 2ndlargestonlinesearchengine Helpsyouincreasebrandawareness Discoverwhat’shappeningrightnow(withyourcustomers,in yourcommunity,withyourcompetitors,andinyourindustry) Engagewithcustomers Peekintothemindsofindustryleaders GreatforB2C Hugefemaleuserbase Popularamongstcreativesandusedheavilytogetinspirationfor differentlifeevents(weddings,birthdays,babyshowers,homes,etc) Picture-based Highlyengagedandmorelikelytoclickonadsthananyothersocial network 80millionphotosareshareddailyonInstagram (Hootsuite) GreatforB2C 76%ofSnapchatuserspurchasethingsonline 100milliondailyusers 7billionvideoviewsperday Intimacyatscale--Snapsprovideapersonalwindowintotheway youandyourfriendsseetheworld.(Hootsuite) Passionateandengagedaudience You’reprobablylookingforadefinitiveanswertothat question--theanswerisitdepends.Thecrystalballisn’t soclearinthiscase;resultswillvaryforeachbusiness.
2.
EmailMarketing2 Theanswerstothosequestionscangiveyousomedirection.Theidea istospendmoreresourcesonthesocialmediaplatformsthatcan giveyouthemostbangforyourbuck. Contextualizewhatyourpotentialbuyersaretalkingaboutandcreate contentthatishighlyshareableandrelevant.Idealcontentforsocial mediaincludethingssuchasquicktipsordemonstrations,thesekind ofpostsfosterengagementandpositionyouastheexpertinyour field. Theirpaidplansareextremelyreasonableaswellshouldyouneed moresearches.Youcanalsojustsearchbythenameorcompanyto getcontactdetailsandgetdirectlyintotheinboxofthepeopleyou needtotalkto–insteadofsendingyourmessagestoageneral mailboxessuchashello@acme.com orinfo@acme.com. Doyouhaveamonthlynewsletter?Ifnot,you’remissingoutononeof thesimplestandbestwaystogeneratemoreleads. Newslettersareanessentialpartofleadbuildingstrategy.Theycan makeahugeimpactinyourbusinessstartingdayonebecauseyou’re capturingcustomersinthemostintimatewaypossible–directlyin theirinboxes. Withthatinmind,trytoworkthisintoyourleadgenerationstrategy. Getinthehabitofemailingweeklynewslettersouttoyourtarget market.Avoidfluffycontent,trashysalespitches,andthedreaded “spammy”mail. Onlyhit‘send’whenthee-mailisrichininformationandprovidesa tonofvaluetoyourtargetmarket.Thiswillkeepyourpotential customersengagedwithyourbrand,keepthem openingyouremails eachweek(asopposedtoopeningjustoneandrealizingthatitwas junkmail),andkeepthem
comingbacktobuymoreandmorefrom you. Also,includerelevantlinkstoyourwebsiteandsocialmediaprofiles. Toensureyournewslettersconvert,addmultiplecall-to-actions(CTAs) throughoutthenewsletter(naturallyworktheseinwithoutsounding too“salesy”).ExamplesofCTAsinclude:commentbelow,takeour survey,followourFacebookpage,likeusonInstagram. Tip:UseConvergeHubCRM torunyournewsletterleadnurturing campaigns.From monthlynewslettersandspecialoffersto personalizedfollow-upemails–youcansenditall.Choosefrom aset ofpre-definedtemplateswithintheCRM orusetheeditorto customizetheemailtemplatesspecifictoyourrequirements. Youcantracktheperformanceofyouremailcampaignsinreal-time byusingConvergeHub’scampaignsummaryfeature.Here’swhat you’llbeabletosee: Tip:UseRocketReachtofindupwardsof250millionemailaddresses andphonenumbers.Ifyou’reusingLinkedIn,forexample,youcan copyandpastetheLinkedInURLforthatprofileintoRocketReachand itwillfindtheemailaddressandphonenumberforyou. ‘’Ourcustomerresearchshowedthattrafficfrom LinkedIngenerated thehighestvisitortoleadconversionrate(2.74percent),almostthree timeshigherthanTwitter(.69percent)andFacebook(.77percent). Firstandforemost,LinkedInhasahighpercentageofprofessionals,so thelikelihood,especiallyforB2Bmarketers,thatyou'redealingwith peopleinyourtargetaudienceishigherthansomeotherchannels. Moreover,LinkedInGroupsareorganizedaroundtheconcernsand challengesfacedbymanybuyersand/ortheirgeographiclocationand profession,soLinkedInmakesiteasytoviewandcontextualizewhat yourpotentialbuyersaretalkingaboutandtailorcontentonyour LinkedInCompanypagesaccordingly."LinkedInCompanypagesaccordingly." Here’salookatwhatMikeVolpe,CMOofHubSpothastosay: Numberofrecipients Numberofpeoplewhohaveopenedthee-mail Numberofpeoplewhohaveoptedout NumberofpeoplewhohaveclickedontheCTAs Numberofinvalide-mailid(ifany) Again,thepictureisn’tcrystalclearhere.Therealquestion toaskyourselfis‘whodoIserve?’and‘wheredothe peopleIservehangout?’ LinkedInisundoubtedlyoneofthebestsocialmedia platformsoutthere,particularlyforB2Bsales leadgeneration. Whenyou’reprospectingonsocialsites,particularly LinkedIn,youwanttobaseyourstrategyaroundgiving valueandbuildinggenuinerelationshipswithpeople. Thebestpartaboutthisisthatit’sfreeupto3contact lookupspermonth. Incorporatepictures,statsandquotesinthenewsletterto makeitvisuallyandmentallyappealingtoyourreaders. Customerswhoreceiveemailnewslettersspend82% morewhentheybuyfromthecompany.(iContact)
3.
PressReleases3 Webinars4 5 Writepressreleasestogainmediacoverage,growafollowerbase, strengthenbrandimageanddriveleadsinflow.Topicscaninclude anythingnewsworthyaboutyourcompany,somethingstoinclude are:newproductlaunches,specialevents,newwebsite,partnerships, prominentnewhires,openingofanewlocationoroffice,co-branding initiativesandsoon. Donotbragexcessivelyandkeepthelanguageneutral.Include contactname,emailaddress,andphonenumberinthereleaseso readersknowwheretofindyourbusinesslocallyoronline. Trytosubmityourpressreleasestodistributionsitesthatpublish contentacrosstheweb.Youwanttomakesurethedistributionsites you’resubmittingtoarepublishingyourcontenttotheright industry-specificsites. Todothis,youcanusesiteslikeJustReachOutorHAROtofind reportersthatarecoveringindustry-specifictopics. Tip:Includepressmentionsinallofyourmarketingcollateralsuchas handouts,brochuresandnewsletters.Postcompanynewsinyour socialprofilesandpublishallofyourpressreleasestoyourwebsite. Associatingyourbusinesswithotheroutlets(pressmentions)that yourpotentialcustomersalreadyknow,likeandtrust(KLTfactor)will instantlysparkasenseoffamiliarityandtrustbetweenyourbrand andtheconsumer.Oncetheyknow,likeandtrustyou–theywillbuy from you.from you. Justlikeemailmarketing,thekeytoasuccessfulwebinaristoavoid selling.Yourwebinarshouldofferrealvaluetopotentialcustomers.If yourwebinarisofferingrealsolutionstorealproblems,peoplewill signuptoattendit.Makesureyourtopicsareinformativeand promotethewebinartoyourlistandacrosssocialmediatoensurethe greatestturnout. Tip:Encourageyourattendeestotakeactionattheendofthe webinar.Whetherthatmeansdownloadingane-book,signingupfor yournewsletter,orvisitingyourwebsite.Also,makesuretohavean automateddripsequencefollowingyourwebinartokeepintouch withattendeesandcontinuetobuildtherelationshipevenafter. Webinarshavebeenthelatestcrazelatelyandforagoodreason. Hostingawebinarisoneofthemostpromisingwaystogenerate qualifiedleads.Mostsmallandmedium
sizedbusinessespreferitover othermethodsbecausetheyareinexpensiveandveryeffective. Awebinarcangetyourbrandinfrontofthousandsofpotential customerswhoaremorethanwillingtolendalittlebitoftheirtimeincustomerswhoaremorethanwillingtolendalittlebitoftheirtimein exchangeforincreasedknowledgeonaparticularsubject. Youshouldschedulesometimetositwithyourteam,dosome brainstormingandcomeupwithagreatwebinaridea.Thekeyhereis tocomeupwithanirresistiblewebinartopicthatleavesyourideal prospectinaweevenafterthewebinarhasended. Inadditiontothis,reachouttothepressdirectly.Search forreportersandeditorsthatcoveryourindustry.Connect withthemviaemailwithyournewspitch. Thinkofwhat’strendinginyourindustry,whatyourideal customerswanttoknow,orwhat’softenmisunderstood –thosemakeforgreattopics. 98percentofjournalistsgoonlinedaily—with73percent ofthemlookingforpressreleases. (Middleburg/Rosssurvey) 44percentofcompaniesusewebinarsasoneoftheir principlewaystogenerateleads.(B2BLeadGeneration Survey,ChiefMarketer)
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BusinessLeadGenerationTools5 ContentMarketing6 Podcasts7 Therearegreatresourcesouttherethatcanhelpyougenerateleads foryourbusiness.Let’stakealookatacouple:LeadCrunchand Cliently. LeadCrunchusesartificialintelligencetoanalyzeyourcustomerdata andhelpyoutargettherightcontactattherightcompanyattheright timewiththerightmessage. ClientlyhelpssmallbusinessownersclosemoresalesbyfindingnewClientlyhelpssmallbusinessownersclosemoresalesbyfindingnew clientsandincreasingsalesconversions.Clientlywarmsupthelead foryousoyoucanclosethedeal--youcandothingslikere-tweetor followaleadonsocialmedia.Andit’salldoneautomatically! Bothoftheseresourcescandramaticallytransform yourbusinessand havealastingimpactonyourbottom line. Thisstatementpreciselyexplainshowimportantcontentmarketingis forleadgeneration.Educationalandinformativecontent,ifmarketed well,canstiruptheindustry.Contentmarketingallowsyoutobringin aheavyinfluxofleadsdaily. Createblogs,e-books,whitepapersandcasestudieswithaclearvoice,Createblogs,e-books,whitepapersandcasestudieswithaclearvoice, targetingawell-definedaudience.Keepitrichwithinformation.This willenableyoutowinthetrustofyourprospectsandultimatelytheir business. Tip:Optimizeyourcontentasaleadgenerationtool.Usenewsletter signupsandcontentupgradestocapturevisitors’emailaddresses. Podcastsareagreatwaytopositionyourselfastheauthorityinyour niche.Notonlydopodcastsgiveyouanopportunitytoshareyour storyorthestoryofyourcompany;itgivesyoutheopportunityto connectwithyouridealcustomer. Podcastscanreachmassesofpeopleinyourniche.ThisistheperfectPodcastscanreachmassesofpeopleinyourniche.Thisistheperfect opportunitytopitchyourselfastheexpertinyourfield.Beingfeatured onapodcastasaguestcanelevateyourbrandandtakeyourbusiness tonewheights. Youridealcustomerwillhavethechancetoconnectwithyouona veryintimatelevel.TheKLTfactorapplieshere,oncelistenersfeellike theyknow,like,andtrustyou–theywillbecomeyourcustomer. Tomakethebestoutofpodcasts,youwanttomakesurethatyou’re prepared.Knowalittlebitaboutthepodcast,thehost,andthe audience.Thinkofwaysyoucanprovidevaluebeforehand.Getyour team
tocreateacustom landingpagespecifictothatpodcast’s audiencewheretheycangoaftertheylistentoyourepisodetogetaudiencewheretheycangoaftertheylistentoyourepisodetoget moreinformation. Youcanbefeaturedonmanypodcastswithouteatingup toomuchofyourbandwidth–dotheinterviewsfromthe comfortofyouroffice. 61percentofenterprisesand46percentofsmall businessesusein-houseandexternalsourcesforlead generation.(MarketingAdvocate) Onaverage,B2Bmarketersallocate28% oftheirtotal marketingbudgettocontentmarketing. (ContentMarketingInstitute)
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IndustryEventsandMeetups8 Industryeventsareextremelyimportant.Thepowerofpersonal connectionisdeepsomakeeachconnectionmeaningfuland long-lasting.Makesuretogetbusinesscardsofeachbusinesscontact youmeetateachevent.Trytofollowupwitheachofthem withina couplebusinessdaysfollowingtheeventtokeeptheconversations going. ConvergeHubhasshortcutstocreatenewleadsandcontactswithin theCRM.Youcanusethequickcreateformstoaddleadsand contactsintotheCRM inafewseconds. WhileyourcompetitorsarebusyenteringpilesofinformationintoWhileyourcompetitorsarebusyenteringpilesofinformationinto theirCRMs,ConvergeHub'squickcreateformsspeedupdataentry andrelieveyoufrom
tedious,repetitivebehind-the-sceneswork.You canfocusyourtimeonthethingsthatmattermost–connectingwith leads. Leadmanagementisjustasimportantasleadgeneration.Keeping leadsinspreadsheetsonyourlocalharddriveisnolongerareliableor efficientmethodtostoreyourdata.UsingaconvergedCRM,like ConvergeHubcanhelpyoukeepallofyourleadsinonecentral repositorywhereyoucanmanagethem from anywhere. Injustfivesimplesteps,youcanimportyourleads,contacts,accounts anddealsintoaConvergeHub.Checkoutthisblogthatexplainsthe entireConvergeHubimportingprocesswithstep-by-stepinstructions. NextSteps… Here’swhatyouget: ApersonalizedPDFcopyofthisfull-lengthblog BonusBlog:Top15LeadGenerationCompanies. Yourstrategyhastobeclearandwell-defined. Thekeyistocontinuebuildingtherelationship,not followingupdoestheoppositeofthat. Nowthatyou’veincorporatednewleadgeneration strategiesintoyoursalesprocess,howdoyoumanage them? UnlikemanyotherCRMs,aconvergedCRM,like ConvergeHuballowsyoutodoaquickdataimportand importandmanagepotentialdealswithminimalmouse clicks. Wantthisblogtohaveapermanenthomeonyour desktop? ClickheretodownloadtheLeadGenerationKittoday! ImpressedwithConvergeHub’slistofleadgeneration strategies? Commentbelowtoshareyourwhatleadgeneration methodshaveandhaven’tworkedforyou.
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Buildingaleadgenerationstrategyrequirestime–aresourcethat youmaynothavemuchof.You’reprobablywearingmanyhatsand arechallengedwithfreeinguptimetostrategizeandimplement.Or you’vetriedmanydifferentleadgenerationtacticsandstillhaven’t foundonethatworksinyourbusiness. Asaresult,youeitherendupdoingthesameoldthingsyou’vebeen doingtogetleadswhichkeepsyouinaneverendingstateofcompla- cency.Oryoukeeptryingmanydifferentthingsblindlywithnoclear cutvisionorexecutionplan. We’regivingyoualistofthe15mostpromisingleadgenerationre- sourcesontheinternet.Thislistcanhelpyougetqualifiedleadswho arereadytobuyfrom youRIGHTnow. Thosedaysarelonggone! Top15MostPromisingLeadGenerationResources “Generatinghigh-qualityleadsisthe#1challengefor 61% ofbusinesses”-IDG SK&A1 SK&Aisaleadingproviderofhigh-qualitydatabases,mailinglists,re- search,andmulti-channelmarketingsolutions,specifictothehealth careindustry.Ithasovertwomillionhealthcarepractitioners.SK&A verifiesallcontactinformationeverysixmonthsandupdatesthelist monthlytoensuredataaccuracyandquality.Itsdatabaseiscom- prisedofthefollowingmedicalprofessionals:physicians,nurses,den- tists,managers,therapistsandmore. DatamanGroup2 DatamanGroupholdsanimpeccabletrackrecordofprovidinghigh quality,accuratedirectmailandphonelistsforthepast31years.They catertothemortagage,funeralhome,security,andinsuranceindustry justtonameafew. MelissaData3 MelissaDataprovidesmailinglistsinthefollowingcategories:con- sumer,propertyowner,newhomeowner,andmore.Inadditionto those,ithasspecialtymailingListsthatincludepopularcategories suchasabsenteehomeowner. AllMedia4 AllMediaisarenownedleadgenerationfirm.Itsheadquartersarein Dallas,TXwithasecondlocationinSanAntonio,TX.Itholdsindepth knowledgeofdirect,email,andinternetmarketingandhelpsclients findnewprospectsandleadsacrossdifferentverticals.Someofthe industryverticalsitservesincludeaccounting,mortgage,andeduca- tion. USDataCorporation5 USDataCorporationisaleadingproviderofmailinglists,marketing data,salesleadsandresearchdata.USDataCorporationmarketing listsinto:ResponseData,CompiledDataandSalesLeads. Experian6 Experianincludesover300millionU.S.consumerswhosedetailsare collectedpersonallyfrom
abroadrangeofsources;thisensuresthe qualityandaccuracyofdata.Companiescanbuythedatabase,divide theleadsbasedonmultiplecriteria(age,income,gender,andlocation) andgenerateahighlytargetedmailinglistfortheirmarketingcam- paigns.Apartfrom thecomprehensivemailinglist,Experianisalso notedforitsexcellentserviceandsupport. TheLeadGenerationCompany(UK)7 TheLeadGenerationCompany(UK)providesB2Bservicesintelemar- keting,leadgenerationandmarketingdatabases.Itcollaborateswith clientstounderstandtheirmarketsandzeroinonthetargetaudi- ence.TheLeadGenerationCompanyhasitsdynamicteam ofB2Btele- marketerswhoworkontheleads.Telemarketerscontacttheirpros- pects,usenatural,intelligentconversationstoengageanddrivethem downintothesalesfunnel.Eventually,thefunnelstartsbrimming withhealthysalesopportunities.
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TheLeadGenerationCompany(Australia)8 TheLeadGenerationCompany(Australia)functionsasanend-to-end businessleadgenerationprovider,specializingindatalists,telemar- ketingandappointmentsetting.Whetheritisabusiness-to-business firm orbusiness-to-consumerfirm,TheLeadGenerationCompanyis experiencedenoughtofindinnovativewaysformaximizingtheirsales opportunities.Ithasdatalistpartnersthroughwhichitacquires up-to-dateinformationonprospectsinnearlyeverycompanyposition andindustry.ThisispreciselythereasonthatTheLeadGenerationandindustry.ThisispreciselythereasonthatTheLeadGeneration Companyisaleadingsupplierofdatalistsforbusinessesrightacross Australiaandoverseas. Unomy9 Unomyprovidesarobustsalesintelligenceplatform thatempowers companiestodiscovernewprospects,engagewiththem
intelligently, andwinmoredealsfaster.Thelistofbusinessopportunitiesprovided intheplatform canbesearched,filteredandsorted(basedonindus- try,marketcategory,location,revenueandsoon). Salesandmarketingteamscanalsoenrichtheirexistingleadswithrel- evantbusinessinformationfrom Unomy.Theysimplyneedtoenter theleadsintothesalesplatform toretrieverelevant,up-to-datedata oneachofthem. Computyne10 Computyneisoneofthemostinfluentialleadgenerationcompanies, holdingtherecordofhelpingthousandsoforganizationsgenerate salesleads.Itskeyleadresearchservicesincludecompanye-mailre- searchservices,technical,scientificdatabases,businessdatabases andmore.Itmainlycaterstothehealthcare,transportation,and financialindustries. Whoisvisiting11 WhoIsVisitingprovidesreal-timeupdatesonwhichcompaniesarevis- itingthewebsiteatwhattime.Incontrasttootheranalyticstracking tools,itprovidesdetailedinformationaboutthevisitorsthatinclude companyname,contactdetails,andpagesviewedonthewebsite. BuyerZone12 BuyerZonegeneratesaround50,000quoterequestsfrom buyersfrom across100productandservicecategoriesmonthly.Ittransfersdetails ofthesebuyersalongwiththeirpurchaserequirementstoitsowncli- ents. LeadGenius13 LeadGeniusbuildslistsofsalesopportunities(accountsandcontacts) forcustomersfrom approximately40millioncommercialwebsites,gov- ernmentregistries,businessdirectoriesandsocialnetworks. LeadGeniushasateam ofskilleddigitalresearcherswhoenrichthecon- tactsstoredintheCRMsbyprovidingdemographic,firmographic,and custom datadetailsforthem.Thishelpsbusinesseseliminateguess- workoutofleadgenerationandcreatetargetedleadlistsindays,not months. LeadCrunch14 LeadCrunchisarenownedB2Bsalesleadgenerationcompany.Ituses artificialintelligencetoevaluatethebusiness'existingcustomerbase andidentifytheidealbuyerprofile.Sincetheseleadsmatchtheideal customerprofile,theyarequicklyqualifiedandconverted,resultingin immediateincreasedrevenue. Cliently15 Clientlyempowerssmallandmedium sizedbusinessestomakemore salesthroughitsrobustsoftwareforleadgeneration.Itperformsits searchinmultiplesources,identifiesnewsalesopportunitiesanddeliv- ersthem intothebusiness'pipelinedaily.Foraddedconvenience,Cli- entlyprovidesdirectphonenumbers,emailaddresses,andseveral otherkeydatapointsofalltheleadsthatitsends.Businessessimply needtosortthroughtheleads,qualifytheonesthatmatchthebuyer profileandrejecttheonesthatdon't.profileandrejecttheonesthatdon't. Speaktoourexperts.Findoutnamesofotherleadgenerationcom- paniesandlearnhowtorunleadnurturingcampaignsthroughCon- vergeHubCRM toqualifysalesopportunitiessuccessfully. WantMore?
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