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Establishing an online presence is relatively easy these days. Generating leads from your online activity, on the other hand, is an entirely different ballgame. Further complicating matters is the sheer number of sources that you can tap into for leads. It can feel pretty overwhelming – especially for small business owners or those new to the lead-generation game.
To make things a little bit easier, we’ve rounded up a few of the best online options you should be tapping into for your lead gen strategy. This should help you determine which avenue is right for your business and hopefully save you time and aggravation in the long run. Let’s dive in, shall we?
Review sites, like G2, are great at helping you generate more leads. It allows your customers and users to rate your services and product, which can be solid gold third-party credibility. Of course, you want to make sure that the reviews you receive are complimentary and true to the experience you’re providing, so make sure you do all you can to give your customers first-rate service.
Also, don’t shy away from actively seeking out those reviews. In your regular follow-up with your customers, ask them if they’d leave you a review of their experience. It’s best to target the customers who have been with you the longest, as they’ll have more detailed insight to offer.
Review sites are often visited by people looking to switch services or to see what other options are out there. Having a solid presence on a review site specific to your industry will be a big help to you as you work on building your lead generation strategy.
Speaking of third-party credibility, press mentions are another way you can generate more leads online. Press mentions include features or mentions of your company in content written by other people or influencers. The reason they’re so effective is that the people who are mentioning your company in the content they’re writing have already built up their own audience. They’re influencers in their own right, so when they share suggestions or recommendations, they’re readers take it very seriously.
Make sure that part of your marketing strategy includes reaching out to influencers in your industry to see if they’d be willing to mention your company in a related article they’re writing. It has to make sense, and you have to give them a good enough reason to endorse you, so provide them with as much information as possible. Also offer to return the favor, or to share out a piece of their content to your audience, so they know that you’re willing to help them out too.
PPC, or pay-per-click ads, are typically the first few items that pop up when you Google keywords or phrases. They appear to look just like regular search results; however, they’re marked with an “ad” tag before the hyperlink.
These are created on Google Adwords, and they cost money. But, they’re an effective online advertising tactic that gets your company front and center with people who are searching for related resources.
Taking advantage of PPC gets you that ever-so-coveted first search result spot, making you the first option searchers see. But, it’s essential that your content is optimized for search and utilizes the right keywords.
Social platforms, like LinkedIn, Facebook, Twitter, and Instagram, are great tools for producing leads, but as with anything else, it takes a certain degree of strategy to get results.
First, you need to be dedicated. Gaining traction on social media takes time and patience. Second, you need to be consistent. You want your audience to know what they can expect. Lastly, you need to be human. (This is, perhaps the most important factor – after all, it is social media.) It’s best to have a social media publishing schedule to keep you accountable and to outline the specific types of posts you’ll be making each day. You can get as detailed as you want and prioritize the more humanizing posts that are part of your strategy.
Another thing to keep in mind is balance. It’s ok to promote your products or services from time to time, but if you overdo it, you’ll drive your audience away. The majority of the content you share should be focused on the needs, desires, and preferences of your audience. Make it about sharing high-quality content, and over time, you’ll gain their trust.
There are countless ways to generate leads online. These are just a few that we feel are most effective, particularly for newer business owners, those on a budget, and those who simply do not have a ton of time to invest in the process. Utilize these strategies, along with tools like CRM automation, and you’ll begin to make positive headway toward achieving your lead generation goals.
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