Lead generation for small firms can be challenging, particularly for industry experts who aren’t familiar with digital marketing. Even for small firms with a strong marketing team, the process of generating leads can be challenging. So much so, that it takes an average of 18 calls to generate qualified leads that convert. It all boils down to technique, planning, and appropriate task management using Kanban boards in the end. Without an effective set of tactics for creating and nurturing leads, no lead generation plan is complete.
What is a lead generation technique?
Lead generation is a term that gets thrown about a lot in the realm of small company marketing, but the principle is actually rather straightforward: Any method or action used to bring clients to your business with the goal of having them connect with your organization in some way is referred to as a lead generation plan.
To put it another way, your lead generation plan could include posting ads on social media platforms like Instagram and asking visitors to enter their email addresses in order to learn more about your company. Every person who provides their email becomes a lead as a result of this online lead generation approach. You can then organize their data and other details of the list using the kanban software. With these leads, you can contact or retarget them in order to persuade them to buy from or cooperate with your company, which is the ultimate purpose of lead generation tactics.
Features of an effective lead generation technique
Your lead generation strategy should be able to solve the following challenges. You can create a strategy that adheres to the features mentioned below.
Enterprise-level lead generating tactics, it goes without saying, are unsustainable for small firms. For starters, small firms lack the financial resources required for large-scale lead generation, with advertising being the primary expense.
Furthermore, small firms lack the labor needed to address, sort through, and funnel a huge volume of leads. So, in this scenario, the ideal lead generation methods are ones that demand a minimum budget input — organic lead generation strategies are preferred, with some paid marketing to help achieve the required velocity.
2. Exceptional returns
Due to financial, time, and effort limits, any lead generation approach employed by a small business must be thoroughly assessed for the best results.
Which technique is the most effective in generating high-quality leads? Which technique can be improved to generate more high-quality leads? Which of our strategies is simply not performing as effectively as we had hoped?
These are all questions that need to be asked and answered on a regular basis to guarantee that resources are being used to their full potential.
3. Simple to implement
When you evaluate all of the many channels available to you, lead-generation tactics might seem confusing. The more sophisticated it becomes, the more time and resources you’ll need to put into it.
Small firms should think about methods that work well on a smaller scale and are simple to implement.
That could mean limiting yourself to a few advertising channels or concentrating on a single high-return technique.
4. Long-term effects
Lead generation tactics that have a long-term impact – or, for that matter, a compounding effect – are essential for long-term small business growth.
Consumers today are assaulted by brands and solutions from all directions due to the intense competition and noise in every market.
Small businesses can’t afford to be just another voice in the crowd; capturing leads that will result in more business, long-term business, or additional business is far more gratifying.
So, without further ado, let’s jump right in and examine some lead creation tactics.
5. Consumes lesser resource
As previously stated, small businesses lack the labor necessary to handle the massive lead quantities generated by aggressive, high-budget lead generation techniques.
While having a huge lead volume may sound appealing, it usually means a lower lead qualifying ratio and a larger sales investment, both of which are expensive for small business expansion.
Small firms, on the other hand, require lead generation tactics that demand them to make the most use of the resources (in terms of people) at their disposal.
Lead generation strategies that work for small businesses
1. Create landing pages with a specific audience in mind
Your landing pages — the pages that visitors “fall on” after clicking an ad — are most likely to blame if your site isn’t producing leads.
Conversions will be poor if your landing pages are poorly designed or fail to communicate the value of your offerings.
Many businesses make the mistake of sending visitors to their site. Because homepages aren’t geared for conversions, this is often a bad idea. They serve as hubs, directing visitors to other portions of a website.
You may use a lead generating landing page builder and keep a track of the progress through Kanban boards to generate efficient landing pages for your products or services even if you have no design or technical knowledge. These pages will enable you to collect additional leads for your sales staff to nurture.
2. Have an optimized website
While you may encourage prospects to sign up through channels like emails or social media, your website is your best hope for generating leads. Ensure that your entire website is optimized to provide consumers with the best possible experience. The following are some of the parameters to keep an eye on:
- Speed: Viewers are inclined to abandon your site if it is slow.
- Mobile-Friendly Design: Smartphones are used by a big number of people to visit websites.
- SEO: You must optimize your content for search engines in order for your landing pages and blog articles to rank on Google.
- Navigability: Once visitors arrive on your site, they should be able to simply get from ‘Point A’ to ‘Point B,’ so they don’t have to waste time looking for what they’re looking for. On your website, they ought to be able to have a seamless and straightforward user experience.
Make your site appealing to look at with information that sticks out to boost the possibilities of someone remaining longer on your site. Because your ultimate goal is to convert prospects, make sure your CTAs are personalized, obvious, and explicit about their goals and include them on your website, particularly your landing pages. They increase the chances of lead generation by 202%. Make sure to offer customer feedback or reviews to help them believe in your goods or service.
3. Take social media more seriously
Many small businesses do not use social media marketing tactics because they do not understand how to properly use the various platforms. As a small business, being able to engage with potential consumers is crucial to lead generation success.
Determine which channels your clients like to use. Create a company profile on each of these sites and begin posting content. You can use Kanban templates to keep a track of your content calendar and posting schedules across all social media channels. Depending on your time commitment, this content might be either original or curated.
Make a point of promoting your social media outlets on your website and elsewhere. Finally, and most crucially, communicate with your prospects in a way that is educational and valuable to them rather than salesy. For networking purposes, it’s also a good idea to follow well-known or prominent people in your industry.
4. Organize events
Hosting an event is an offline and enjoyable approach to generating leads and money for your small business. You may provide a workshop or seminar as a direct way of meeting with individuals, discussing your product, and gathering their contact information for future marketing purposes. To generate interest among your target audience, promote your event using various techniques and platforms. Consider how important this occasion might be to them, and emphasize this in your event planning and marketing.
After that, ask them to sign up using a simple form on your social media channels or website so you can get an idea of how many people will show up. Make a list of the aims and objectives you want to achieve through a kanban system as well. Organizing through the Kanban board helps you manage the pending task, check the progress on the ongoing ones and review the completed tasks. For example, setting up business meetings with 15 prospects so you can gauge the success of your event.
Following up with each of the attendees after the event to try to convert them into clients and get feedback is essential. You can utilize platforms like Eventbrite to assist you to organize the event, depending on its scale.
5. Create a referral program with incentives.
Word-of-mouth marketing is still as vital as it has always been, and the ways in which consumers spread the word about their favorite businesses have evolved dramatically as a result of technological advancements. Referral programs, on the other hand, have become even more valuable among successful lead generation techniques, as they are now easier to quantify and track than ever before and generate 60% profits.
As a result, you can opt to build a referral system with incentives to produce leads for your company. If you sell a product or service online, for example, you may create personalized referral codes for particular clients and prospects—a new client gets a discount on their first purchase, and your loyal client gets a referral discount as well.
Although this concept might be used in a physical store, it’s an especially effective online lead generation method because clients can simply email, text, or message their referral code to a friend.
6. Provide free trials
Developing a strong brand reputation is an important aspect in the lead generation definition. Offering free incentives to prospects and customers is a key element of building a good reputation. Large organizations and corporations do not need to do this because their reputation has already been established, and consumers have no reservations about buying their products and services from them.
That luxury isn’t as typical for a small business. As a result, you’ll need to assuage your leads’ concerns about your brand by offering free trials and freemium plans so they can get a feel for it before making a huge choice.
7. Review Sites are a great way to get customer feedback.
Consider your most recent purchase. If it’s a first-time purchase (something you’ve never bought before), you probably didn’t buy it immediately away. You most certainly did a lot of study before making a decision. Purchase decisions are increasingly influenced by reviews.
73% of B2B marketers evaluate purchases using various sources. Contemporaries, industry professionals, and even review websites are being consulted. Let’s take a closer look at the websites that host reviews.
Users can leave evaluations on software packages on sites like G2 and Trustpilot. Others can use those reviews to analyze a product and see if it meets their requirements.
For lead generation, having a strong footprint on prominent review sites for a particular industry can be extremely beneficial. By being included on Simple Money Lyfe, these credit repair firms review attempts to promote different companies and create leads. Anyone looking for credit repair company reviews can learn more by reading this review.
Of course, this method works significantly better when you can receive favorable ratings. Prospects may second-guess their selection if there are too many bad evaluations. Don’t be afraid to ask customers for feedback. Most people, especially those who have worked with you for a long time, will gladly write a review.
At the end of the day, there are numerous effective lead-generating tactics available, including the ones we’ve mentioned here. What matters, though, are the ones that will be profitable for your company. As you begin to develop your small business advertising and marketing tactics, keep the following pointers in mind:
Because one size does not fit all, don’t be scared to try something new if one method fails. The most effective lead-generating techniques for startups will differ from those for established companies.