This document outlines essential tips for effectively implementing inbound marketing to convert leads into customers. Key strategies include setting SMART goals, defining buyer personas, creating engaging workflows, and producing relevant content to keep the audience engaged. Additionally, it emphasizes the importance of classifying marketing qualified leads and sales qualified leads to optimize the marketing process.

1. Inbound marketing is an excellent approach to not only reach your
leads, but convert them into your customers. Before we encourage you
to venture into the land of inbound marketing, we ask you take the
following tips into consideration. With these simple techniques, your
business can benefit significantly with a lower cost per lead and higher
sales conversion rate. Let's get started.
5 Inbound Marketing Tips to Increase
Sales Qualified Leads!
1
We all have goals, but how often are these goals SMART? You’ve likely heard it before,
goals needs to be:
Specific Measurable Attainable Realistic Timely
Saying I want to lose weight rarely gets me into action. I have no sense of urgency, no
direction. If I say I say I want to lose five pounds in the next three weeks, now I have
something I can map out a plan for. We all want more sales. Better leads. Increased
website traffic. Define these goals with concrete numbers. Set a timeline. Then ask, are
these reasonable goals? How can we get there?
Define Your Goals!
2
You can have the best people, products, and marketing content in the world and not
make sales or attract new leads. Defining buyer personas is key to structuring successful
marketing strategies. If I haven’t determined who my customers are, how do I know
they’re getting my messages? When you don’t have someone’s phone number, you look
it up in the phonebook (or more likely online). You don’t dial random numbers and leave
messages hoping they’ll call you back. The same logic applies to your buyers. Create
detailed profiles that define who your ideal prospect is and use those profiles to send the
right messages to the right prospects. Not sure who your buyers are? Between interviews
of current customers, surveys, form fields, and your social media connections and fans,
you can gain a mostly complete picture of your ideal prospect.
Determine Buyer Personas!

2. 4
Create workflows that usher your prospects through the sales funnel. It’s great to capture
a prospect’s attention once, but lead conversion is a continuous process. Don’t lose them
after one download. Include calls-to-action that lead prospects to your landing pages.
Have lead nurturing campaigns with auto responders in the form of thank you pages/
emails and other messages that push them further down the sales funnel. People don’t
usually marry after one date. Same goes for your customers - you must court your
prospects before they’ll commit.
Create Workflows and Necessary Collateral!
5
Create content that speaks to the problems and questions your audience has and that
provides them with a next step – e.g. download this related ebook, check out these
related blog articles, or check out our pinterest page. Don’t leave them without direction.
Have automated messages and paths for each buyer persona to walk them on down the
sales funnel. This takes some work up front, but will pay back in spades once you’ve found
the best paths.
Create Content with Legs!
3
A big part of strategy is constancy. How are you keeping your target audience engaged?
Do you regularly publish new content (such as daily or weekly blogs)? Do you have more
advanced or premium content (ebooks, whitepapers), in addition to intro level
information? Or do you blog irregularly and write about whatever strikes your fancy?
Identify your target audience and their information needs and give the people what
they’re looking for. They’ll thank you for it by coming back and investing their time and
money with your company.
An important part of strategy is classification. What constitutes a marketing qualified
lead? What is a sales qualified lead? If you’re not sure, you might be trying to sell to
people before they’re ready to buy (turning them off) or still talking up prospects that are
ready to buy (if only this was always the case!). Define these two sets of people so that
marketing qualified leads are still engaged with timely emails and engaging content, and
so sales qualified leads are being ushered through the buying process.
Develop Strategy!

3. About Digital Impact Agency!
Digital Impact Agency is a creative firm specializing in interactive media and
inbound marketing strategies for technology-based companies, manufacturers,
consultants, start-ups, nonprofits, and artists. We are a team of innovative
entrepreneurs focused on creating the most strategic and effective
communication channels for our client.