Generating leads is the most important component of marketing.
When you turn a site visitor into a lead, and then that lead becomes a customer, you’ve done your job, but you need to follow up on that accomplishment. As the experts at HubSpot say, “A successful lead generation engine is what keeps the funnel full of sales prospects while you sleep.”
With so many moving parts involved in
lead generation, it’s easy to lose sight of some of the tactics available for use. That’s where this blog post comes in.
We'll cover the most popular and effective techniques utilized by marketers today to increase leads and generate revenue. They’re what we at Thomas and they’re what marketers across all industries take advantage of to achieve their goals. Let’s get started.
The Mechanics Of Lead Generation
Before we dive into the 30 tips, we should first cover the mechanics of lead generation. The best lead generation campaigns contain most, if not all, of these components. From a tactical perspective, a marketer needs four crucial elements to make inbound lead generation happen.
|An offer is a piece of content that is perceived high in value. Offers include eBooks, whitepapers, free consultations, coupons and product demonstrations.
||A call-to-action (CTA) is either text, an image or a button that links directly to a landing
people can find and download your offer.
||A landing page, unlike normal website pages, is a specialized page that contains information about one particular offer, and a form to download that offer.
||You can’t capture leads without forms. Forms will collect contact information from a visitor in exchange for an offer.
The tips in this blog will cover each of these elements so that every component is fully optimized to help you generate the most leads for your business.
Creating Irresistible Offers
Goal: Make them say “yes.”
Tactic: Portray the offer as hard-to-get. When something is difficult to attain, its desirability grows.
Content: What should the offer be? Your offer can be whatever you want it to be, as long as attracts leads. In the industrial space, this is most often a whitepaper, infographic, or eBook. Offers can also be free trials, memberships, and sales promotions.
Reminder: People will offer personal information when they feel that the value of what they are about to receive is equal to what they are about to provide. Make the offer enticing. Read on to find out how.
1. Use The Element of Scarcity
If you look at the principle of supply and demand, you’ll notice that when supply is limited, demand goes up. Scarcity has a psychological influence on us, making us want something even more if there isn't enough to go around. Scarcity creates a fear of shortage, and a sense of urgency, which is helpful for marketing.