5 Easy Lead Generation Tactics that Create Sales-Ready Leads
The ability to generate leads is the lifeblood of each and every business. Once the well of prospects dries up, so too does your ability to make sales and generate profit.
Blue Valley Telemarketing describes lead generation as the act of establishing interest with your target market in the products or services that you have to offer.
As any business owner or marketer knows, however, this is easier said than done. And, even when the leads and prospects are found, they usually are nowhere near sales-ready.
So how do you generate leads that are ready to take action and purchase your product or service?
Here’s a look at five easy lead generation tactics that can create sales-ready leads for your business:
Webinars have often been neglected in the past by both B2B and B2C based companies. That trend is quickly beginning to change, however, as marketers are seeing the incredible benefits that regular webinars can offer.
As entrepreneurial expert David Cummings tells us, joint webinars provide even more opportunities for businesses for a variety of reasons.
For one, combining with another authority or top brand in your industry allows you to drive up registration and gather more participants. Obviously the more participants involved in the webinar, the more sales that are possible.
Another reason that Cummings advocates for joint webinars is because of the collaboration aspect as far as creating content for the presentation. This can be a long and tedious process, but working together can make it much easier.
A third reason that Cummings lists joint webinars as a top lead generation tactic is because of the ability to provide credibility for the other company. Social proof is a key psychological factor in sales and gathering an authority in your industry to provide that proof can be incredibly effective.
One of the biggest reasons that webinars are so successful is because there is absolutely no limit to where your viewers will come from.
As E3 Webcasting points out, they have analyzed webinars in the past that have received participants from over 54 different countries. That is simply mind boggling.
With around 32% of digital businesses still not using webinars to their advantage, the possibility to get ahead of your competition and create sales-ready leads is certainly there.
There are also now tons of tools out there, such as ClickWebinar, that allow you to easily analyze data from your webinar to help you make continuous improvements to how your company converts customers from them.
Product or Service Videos
As EBounce explains, 65% of all people prefer to learn visually. With that in mind, the power of video is always something that you should be looking at as a lead generation tool.
While you may think that videos are good for nothing more than creating brand awareness and helping people develop an understanding of how your business works, they can also be used to create sales-ready leads.
Product or service videos are by far the best way to do this. When you are able to show customers exactly what your product or service can do for them, it releases a lot of the concerns that they may have about making a rash decision.
One of the challenges of creating these videos, however, is figuring out exactly how long your video should be as well as determining what content should be featured in the video.
Having a video that provides content overload to your customers can actually do more harm than good in many cases.
Adelie Studios, a firm that focuses on video storytelling, did a study that provided the obvious answer that the shorter the video, the higher the percentage will be of individuals actually opening that video.
They found that videos between 0-30 seconds were viewed over 80% of the time while videos over 60 minutes were viewed only 25% of the time.
The key here is to find a sweet spot. That spot seems to be in the 2-5 minute range where you have the ability to tell what your product or service can do without creating content overload.
If this is something that you struggle with, hiring an experienced copywriter to write the script can make sure that your message is both concise and descriptive; which is essential for conversion.
Providing social proof is and will always be one of the most effective ways to create sales-ready leads.
As Robert Cialdini outlines in his bestselling book Influence, the power of social proof can be mind boggling at times.
The reason why it works, however, is not really confusing at all. Think of yourself. Would you not be more willing to purchase a product or service if someone else told you that it worked effectively for them?
One of the best ways to use this power to your advantage is by creating case studies of individuals or businesses that have been positively affected by your product or services.
Every launch that they do is littered with multiple case studies proving the effectiveness of the product, course, or service that they are offering.
And, with their success, it is safe to say that they are providing other business owners with social proof that case studies work.
While it would be impossible to describe exactly how to create and promote a case study in this article, HubSpot provides a fairly extensive guide for creating one effectively.
Similar to webinars, many businesses are beginning to see the benefits offered by creating free informational courses for their target market.
These courses play on the fact that a customer is much more likely to purchase your product or service if you have already shown them that you can help solve a problem for them.
One of the things that a lot of marketers and businesses are apprehensive about when it comes to creating free courses is that they will give away too much information.
As Jeff Walker, creator of the Product Launch Formula, regularly points out, the fear of giving away too much information is simply not a valid one.
He points out that, as of now, your customers may have absolutely no idea how you can help them. After providing them with quality information for free, however, they will be able to see exactly what you can do.
This then puts them in a position where they know what you have done for them with your free products and allows their imagination to go wild with the possibilities about how much your paid products or service can help.
While creating content for a free course is not easy, its effectiveness towards creating sales-ready leads simply cannot be debated.
Email List Building
While it can be difficult to create sales-ready leads by focusing on building your email lists, it is well no as one of the most efficient and effective methods for generating leads and repeat customers.
Subscribers of your email list are considered gold by many digital entrepreneurs, and for good reason.
The ability to create and distribute content to your target market whenever you want opens a world of opportunities for everything from launching a product or service to selling as an affiliate.
As Marketing Profs points out, an email subscriber trails only visitors from organic search in their value to your business.
Be sure to check out their determining subscriber value article for more information about the process for figuring out the value of your subscribers.
The Final Word
While the title of this article does say ‘easy’ lead generation tactics, it is important to understand that all of these methods require work on the part of you and your team to ensure their effectiveness.
Not only that, but you should also know that each of these methods will work differently depending on the particular target market that you are going after.
It is important that you continually test these methods to determine which works best for creating sales-ready leads within your business.
Hopefully this guide will serve as an engine to help you get started with creating an endless supply of leads and prospects that are begging you to take their money!