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The Best Way to Generate Leads and Convert Them into Customers—via 9 Business Leaders
From conducting a full lead-nurtuing operation to value-filled events to pairing SEO with quiz funnels, here are nine answers to the question, “What are the best strategies you recommend to generate leads and convert them into customers?”
- Implement Lead Nurturing
- Try a Facebook Leadgen Campaign
- Create Educational and Informative Content
- Provide Free Samples or Discounts
- Pair PPC With Niche Networking
- Leverage Your Partners
- Produce a Lead Magnet
- Combine SEO, Remarketing, and Quiz Funnels
Implement Lead Nurturing
One effective strategy for generating leads and converting them into customers is to implement a lead-nurturing campaign. Lead nurturing is developing relationships with potential customers over time and guiding them through the buyer’s journey until they are ready to make a purchase. To implement a successful lead-nurturing campaign, you will need to create content that is tailored to the needs and interests of your target audience and deliver it through multiple channels, such as email, social media, and blog posts.
To get started, you will first need to identify your target audience and create buyer personas that will help you understand their needs, preferences, and decision-making process. Then, you can create content that addresses the pain points of your target audience and helps them in their decision-making journey. This content can include blog posts, whitepapers, case studies, how-to guides, and webinars.
Try a Facebook Leadgen Campaign
Many marketers will tell you to drive traffic to a landing page, capture leads there, and then nurture those leads from “awareness” to “conversion.” That strategy works very well, but there’s a shortcut. Try running a lead generation campaign on Facebook, using the platform’s built-in tools.
Rather than first compelling the user to click your ad, and then compelling them again to fill out a registration form on a landing page, you can just capture the lead directly in the ad. Facebook already has the user’s information, so it’s a simple opt-in directly on-platform. The user clicks once, and their email address and other information are sent directly to you. From there, you can start sending them emails to turn those leads into customers.
Create Educational and Informative Content
The best way to generate leads and convert them into customers depends on the specific business or industry, but there are some general tips that can be helpful. One key strategy is to create valuable content that educates and informs your target audience. This could include blog posts, social media content, videos, or webinars. By providing valuable information and showing your expertise in your industry, you can build trust with potential customers and establish your brand as a thought leader.
Don’t forget, it’s important to build relationships with your leads and provide personalized experiences. This involves understanding your target audience and tailoring your messaging and offers to meet their specific needs and pain points. By providing exceptional customer service and showing a genuine interest in your leads’ needs, you can build trust and increase the likelihood of converting them into paying customers.
Provide Free Samples or Discounts
One great strategy we use and recommend to generate leads and convert them into customers is offering samples of our coffee products. This allows potential customers to experience the taste of the coffee and make an informed decision if they want to purchase a full batch.
We find this works best when targeting customers who are interested in trying a different blend, but want to exercise caution before ordering a full batch, as coffee, in particular, has such a wide range of products, and palates can differ wildly from one person to the next.
By offering samples and discount codes, you can generate more leads, even if the intended recipient doesn’t like it, as their partner or friend/family may still find it enjoyable.
When offering samples, it’s important to capture emails or contact details. This helps to qualify the lead and ensure that samples aren’t going to tire-kickers. If done correctly, offering samples can result in more people visiting the site to check you out.
Pair PPC With Niche Networking
The best way to generate leads and convert them into customers is to develop an effective marketing strategy. By utilizing various tactics, such as search engine optimization (SEO), pay-per-click (PPC) advertising, email campaigns, social media marketing, and content marketing, businesses can increase their lead generation efforts and get the most out of their conversions.
One approach to lead conversion I recommend is using event networking; hosting small events or seminars that target a specific demographic can give a business great exposure while helping to grow relationships with potential customers. Event networking focuses on building relationships with targeted attendees, which helps businesses better understand customer needs and establish trust—two key elements needed to convert leads into sales.
Leverage Your Partners
Leveraging your network of partners can be an effective way to generate leads and convert them into customers. This involves creating well-rounded strategic alliances with vendors, resellers, distributors, and technology providers. Doing so will allow you to tap into the vast resources of your partners while also deepening customer relationships.
Furthermore, having multiple channels for lead generation helps ensure consistent growth in sales opportunities over time. Engaging partners in joint marketing activities, such as webinars or sponsored events, results in higher-quality leads because they know your products and services. Ultimately, working with your partners will increase your customer acquisition rates and build long-term relationships with prospects who become customers.
Produce a Lead Magnet
Creating a lead magnet is one method I propose for content marketing. In my view, a lead magnet is a piece of quality material that you offer to potential consumers for their contact information, such as their name and email address.
Lead magnets come in a variety of formats, including e-books, whitepapers, webinars, checklists, templates, and more. To create a lead magnet, define your target audience and their pain points or difficulties. Then, brainstorm a topic of interest to them and propose a solution to their difficulties.
For instance, if you are a financial adviser aimed at young professionals, you could write an e-book on how to save for retirement in your twenties. Promote your lead magnet on your website, social media, and other relevant channels after you’ve built it. Urge them to sign up for your lead magnet by emphasizing the content’s benefits and how it can assist them in solving their problems.
Combine SEO, Remarketing, and Quiz Funnels
We target a very particular and specific customer: SaaS founders and CMOs who sit within medium to enterprise software companies in Australia, the US, and the UK.
As a niche agency, we only need a handful of hot, targeted leads each month to be wildly successful. When we came to developing our internal marketing strategy, we did some exceptional due diligence and developed a highly targeted SEO campaign that focuses on transactional and commercial long-tail keyword terms that our target customer searches online.
This drives high-quality traffic to our website, which is engineered for conversions. If the user likes what they see, we encourage them to use our free Growth Diagnosis tool, which is a quiz funnel to help them fix their growth problems. It positions us as experts and increases our sales conversion rate.
If the user doesn’t convert after their first visit, we remarket them using Facebook Ads with testimonials and social proof. It works.
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