10 Crucial Steps in the Lead Generation Process

by | May 15, 2021 | Branding Strategy, Lead Generation

The lead generation process is the act of creating strategies and tactics to place your product or service in front of potential customers’ eyeballs. The goal is to have them engage with your company on some level, preferably by offering their contact information. You’re trying to get your foot in the proverbial door. It’s paramount to have a sound plan in place to hook your customers and reel them in. Here are ten important steps to get you on your way to attracting massive amounts of leads.

10 Crucial Steps in the Lead Generation Process

1. Create Gated Content

One of the first things you should think about is creating content that you can offer in exchange for an email address. If you create something valuable for your audience, in most cases, they’ll be happy to offer their email address in return. Your email list is your pot of gold, and it’s important to start building it from day one.

Gated content can take many forms, but one of the most effective offerings is a free ebook. These are fairly easy to create, and people love them because they can be downloaded and read instantly. For best results, make sure your ebook is packed with useful information that will genuinely help your leads and make them thirst for more of what you have to offer.

2. Create an Email Newsletter

Another great way to attract leads is to create a newsletter that is sent out to your entire subscriber list. Email marketing is still a powerful way to build relationships with your leads. Studies show that people still spend more time on email than they do on social media. So if you’re lucky enough to have an email list, it’s in your best interest to engage with your audience.

If you’re able to provide your leads with useful information in your newsletter, they’ll feel like they can trust you. They’ll also feel like they’re getting something out of your relationship, which means they’ll be more likely to follow through with you in the future if they need a product or service.

3. Host an Event

Hosting an event can be an effective way to ramp up your lead generation efforts because you’ll be able to interact with your leads in real life. Events are a great way to increase awareness for your business. They allow you to connect with your target audience face-to-face and have a chance to turn them into paying customers.
An event doesn’t have to be over the top or drain the business account. Just focus on something that you specialize in and promote a get-together through email and social channels. This can be something as small as an after-work happy hour or an open house at your office. The point is that’s it’s interactive and allows you to network.

 

4. Provide a Free Trial

Free trials or Freemium subscriptions are a popular way to coax your customer through the marketing funnel. If your product or service is as irresistible as it should be, offering a free sample should be a no-brainer. People love to able to test-drive something before they commit.
Even if they’re not ready to purchase at that moment, you now have their contact information and can continue nurturing the relationship until the time is right for them to buy. Plus, if they like the product, they’re likely to recommend it to friends and family. There’s no substitution for word-of-mouth advertising.

 

5. Optimize Your Website

Make sure your website is optimized and is easy to navigate. If you don’t have the know-how, hire a professional to do it for you. This can be done very affordably and is a necessity if you want customers to stick. No one wants to visit a slow or difficult-to-navigate website. It’s essential to keep your site well organized and make sure your call to action (CTA) is strategically placed throughout to maximize sales efforts.

 

6. Blog Regularly

Your blog is the most important part of the top of your sales funnel. It’s the beating heart of your content marketing and is the best way to drive organic traffic to your site. It’s most effective with proper keyword research, and there are many tools out there to help you with that.
It’s also a great way to provide value and establish yourself as an authority in your industry. Blogging used to be a nice to have, but it’s now an essential part of any solid marketing strategy and something that everyone needs to have in their toolbox.

 

7. Post Consistently on Social Media

You need to post consistently on social media. If you can build a following on social media, then you’ll be able to attract new leads by sharing your content, adding value, and interacting with your audience. Be sure to engage with your followers. Reply to all comments and don’t be afraid to start up a conversation yourself.

 

8. Use Case Studies

Case studies are a great way to tell the story behind your business and how it’s helped others. If you’re able to provide case studies that demonstrate the value of your product or service, you’re going to build trust because your audience will see that this is something you’ve already done, and you’re good at it. It’s a fantastic way to demonstrate expertise by showing rather than telling.
Anyone can say that they are good at something, but if you’re able to provide tangible results and examples, it’s going to leave a lasting impression on your potential customers.

 

9. Create a Referral System

Incentivizing your customers with a referral program is a game-changer. Everyone loves a discount. Offer your customer the chance to save “$50” on your product if they refer you to a friend (who will also get a discount) and watch the leads come crashing in like a tidal wave.

In the online world, it’s exceptionally easy to share discount codes and referral coupons by copying links and utilizing email and social media. It’s not intrusive and is usually appreciated by all parties.

10. Remember To Test

This is something that you should be doing throughout your website and especially with your lead magnets and CTAs. Split test everything. It might seem tedious, but it provides valuable insight into the minds of your customers. The smallest tweak can lead to a big increase in conversions.

Split test your button copy, images, headlines, etc. Even if you think your landing page or CTA is rock solid, test it anyway. You’ll be shocked at some of the results and will be happy you put in the time. Use your newfound data to make informed optimizations to drive sales.

Any good lead generation process will involve some experimentation. Stay on top of trends and do your research because lead generation tactics are constantly evolving. Remember that lead generation strategies can take time. But if what you’re offering solves a problem for your customers, they’re eventually going to show up. Remember that this is a long game. You don’t just want to capture a lead, but you want to turn them into a customer for life. Contact Life Improvement media today to take your digital marketing to the next level.