If your ROI is not meeting your expectations, you may need to explore new approaches to attract prospects and achieve your goals.
Whatever your marketing strategy, you may need to innovate in order to boost your sales.
Here are some techniques that will allow you to generate leads. We'll also explain how to effectively integrate them into your marketing efforts.
1 – Use LinkedIn Outreach
Outreach is LinkedIn's primary sales execution platform. It helps market-facing teams efficiently generate and predictably close more deals.
LinkedIn isn't just a platform for finding a job. When used correctly, it can be a powerful lead generation tool . In fact, prospecting on LinkedIn is a goldmine for sales teams when used properly.
If you haven't yet tried LinkedIn for generating high-quality leads, you really should. Imagine you have 1,000 prospects on your list and you get 300 positive responses (let's assume the response rate is around 30%). That means 300 prospects will actually want to have a sales call with you.
Prospecting on LinkedIn isn't difficult. The key is to build a very precise list of your ideal prospects:
- Create a very precise list of your persona based on current purchase data
- Filter this list in your LinkedIn Sales Navigator account based on your second-degree connections and recent posts
- Write ultra-personalized approach messages that are not sales-oriented.
- Perform regular follow-up, between 3 and 5 times.
- Use a low-commitment CTA
Generating leads this way requires a lot of research. However, when you dedicate the time, the chances of reaching prospects who genuinely want what you're selling are much greater.
And when you use highly personalized messages , as opposed to typical commercial spam, you capture your prospect's attention. This means they'll have no reason not to respond.
2 – Cold emailing
Email marketing remains an effective way to generate leads. If you apply hyper-personalization, as with LinkedIn, you'll achieve similar results with cold emailing. You can even apply the same lead generation process:
- Build a prospecting list
- Check the email addresses
- Conduct research on prospects
- Write personalized emails
- Follow up with a low-commitment CTA
If your prospect list is highly refined and your emails are personalized, people should respond. Note that 8 out of 10 buyers prefer to be contacted by email rather than cold calling. (Klenty.com)
The average email response rate is 8.5%, which is generally lower than LinkedIn's. However, you should use this channel lead generation process .
For example, if a prospect doesn't respond to you on LinkedIn , you can still find their contact details and contact them by email or SMS.
Signing up prospects for your weekly or monthly newsletter is also an excellent way to generate leads. Not only can you personally connect with highly engaged readers, but it also ensures your business appears regularly in their sights.
Reminding him of your brand every month helped him remember you when he was ready to hire a lead generation agency. To encourage prospects to sign up, simply use a pop-up that offers readers something of value in exchange for their email address.
You can offer them:
- a free guide
- a free ebook
- free templates, tips and tricks
- a discount voucher if they subscribe to your email list.
Next, you can gradually build your subscriber list. Then, select the most engaged prospects from your list. You'll eventually have a special list for your top subscribers . You can then offer them something specific, like a free course, for example. You can also contact them personally.
This might be the right time for them to buy your product or service.
The trick is to send useful and valuable content that regularly reminds subscribers of your company's existence.
4 – Social Media Marketing
Depending on your industry, select the social media where your prospects are most present (Facebook, Twitter, TikTok, Instagram, etc.). These are excellent ways to increase brand awareness in a fun and visual way.
By regularly publishing relevant content , you constantly remind your target audience of your company's existence. Some businesses repurpose content marketing and repurpose them on social media platforms. These platforms not only help build relationships but can also help attract more qualified leads .
5 – Content Marketing
Content marketing is used by many businesses to rank their website on the first page of Google. Statistics show that 75% of internet users never go beyond the first page of Google. Therefore, if you don't rank for high-impact keywords, your ideal customers won't find you there.
These days, if a B2B prospect is looking for a service, whatever it may be, they search for it on Google. They read reviews and decide whether or not to contact the company. Therefore, when you have a high-quality content marketing strategy , combined with search engine optimization, you can generate more leads in your sales funnel.
However, it is important to remember that content marketing , like any other form of inbound marketing, can take time.
READ ALSO: Generate qualified leads with a lead generator
6 – Podcasts to generate more leads
If you haven't tried using this channel yet, it might be worth a try. Many marketing experts use podcasts to generate leads .
Each episode can generate thousands, even millions, of leads. While it generates fewer leads than inbound marketing, this method converts four times faster . In terms of return on investment , it can therefore be an excellent source of leads for your business.
Before starting a podcast, you need to do some research. Again, if you want to increase your sales, you need to determine who your target audience is.
Ask yourself the following questions about your ideal target audience:
PS: You can obtain some of this information by observing your current customers.
- How old are they?
- Where do they live?
- What do they do at work?
- What media do they like?
- Do they already listen to podcasts?
- What do they do in their free time?
- What are their weaknesses?
- What topics would they like to know more about?
When you know exactly who your ideal listeners are, you can determine which podcast platform they use. For example, if most of your listeners use Apple products, you should consider hosting your podcast on Apple Podcasts.
Create content that interests your audience, and if they contact you by email, engage in a dialogue. Remember that podcasting isn't just a way to promote your business, but also to showcase your expertise. You can even contact influencers or well-known figures and interview them.
Generating more leads means determining what works best for your business
Some companies have been very successful in generating more leads through Instagram, while others have found more sales through LinkedIn, for example.
It's about trying different strategies and seeing which form of marketing works best for your audience.
You don't have to use only one form of marketing; combine them, try several methods, and even ask your current customers what caught their attention.
By the way, every Thursday at 6pm, we offer to answer all your questions about modern prospecting and demonstrate how Magileads can radically transform your Marketing and Sales results.
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