The generation of leads emerges as one of the most efficient ways to ensure a healthy and lasting relationship between a company and the customer. However, what are the leads and what strategies can a company use to attract them? We have created this post to answer this question. Stay with us!
What digital marketing strategies do you use to ensure the generation of qualified leads and boost your company on the internet? Knowing how to attract prospects is indispensable, mainly when we talk about a buying process that is not done in an impulsive way anymore.
Consumers are increasingly more demanding and have greater power of research and decision making, which enables them to ignore what they do not find interesting. Thus, the generation of leads emerges as one of the most efficient ways to ensure a healthy and lasting relationship between a company and the customer.
However, what are the leads and what strategies can a company use to attract them? We have created this post to answer this question. Stay with us!
Contents
What are leads?
In brief, leads are business opportunities for your venture. They are users who have provided contact data — such as name, email, and phone number — in exchange for a value proposition, such as useful content, evaluation, and tools.
That is, they are people who have already shown interest in the topic of your company and who probably would want to know more about what the company has to say, both in terms of products or services offered and in terms of knowledge.
The company must then pay attention to guide the prospect through the buying process in the best way possible. This is because, in general, the customer is looking for a lot of information and, in order for your company to be chosen at the end, it is necessary to produce attractive and relevant content to guide him through the process.
How to generate leads for a brand?
1. Provide e-books
Providing rich content in e-book format is one of the most popular ways to generate leads. The great advantage of this alternative is the possibility of deepening the knowledge of a certain topic — in a way that would not be possible in a post on your blog, for example.
Moreover, the offer of e-books rich in valuable content enables the company to educate the user, get their contact information, and also demonstrate that it is an authority on the topic. However, it is indispensable to pay attention to the production of this material in order to get the desired return — it is worth remembering that the process requires a lot of planning and can be time-consuming.
Here are some points that deserve your attention:
- spelling;
- file editing;
- ideal language;
- really useful information given in a didactic manner;
- simple form.
2. Produce webinars
Webinar — presentations and events over the internet that can be live or not — is another quite common way of attracting leads. For this, however, it is necessary to know the brand audience deeply, to the point of knowing exactly what interests them and producing content relevant to the broadcast.
Another positive aspect of webinars is the possibility of the company communicating and interacting with the user, their prospect. In this way, it is easier to guide the content according to the interests of the audience and answer their doubts — all at a considerably low cost.
3. Offer free consulting
Another effective strategy for generating leads is to offer free consulting services that help in decision-making processes, thus helping the prospect to achieve their goals. However, it is important to highlight that the focus should really be to help and not close a deal.
This is a very interesting alternative since it shows the willingness of your company to clarify your customers’ doubts and problems, making sure that they feel more susceptible to providing their contact information.
4. Supply templates
Do you know those models of ready-made documents that are used in any context and make a given job easy — such as excel files, presentations, contracts and calendars, for example? They are called templates and work very well to generate qualified leads.
With a highly practical appeal, this material appears as a facilitator for the user who, once again, will see the company as a solver of their problems. We should remind that many companies create their own templates that optimize their day-to-day work and forget that their leads may also face very similar difficulties.
If you find this creative idea interesting, remember to make this kind of content available in a self-explanatory manner or with instructions since the prospect is looking for something practical and that simplifies their routine.
5. Create a series of content
Concentrating a series of content on a Landing Page is a great idea to attract the future customer and turn them into a quality lead. However, it is essential that this landing page makes a positive first impression because it works as a kind of business card of the company.
It needs to be engaging and exciting for the prospect and, therefore, it must be well-planned and thought-out to impress. That is, the Landing Page may be understood as true digital bait.
Perhaps you are wondering what rich content you can offer on these pages. We can suggest two formats: videos and courses.
Producing a series of videos may result in many business opportunities for the company, therefore, make sure you take advantage of the audio-visual facilities to create rich content and share them on a Landing Page.
With regard to the courses, this is another option for generation of qualified leads since teaching something is a good way to win the audience over and reach authority status in the topic under appreciation.
6. Produce podcasts
Podcast is basically a form of communication that enables the consumption of audio content. It is like a radio show with announcers who comment on a particular topic and a soundtrack in the background — the difference, however, lies in the fact that the podcasts are not live.
If you prefer a more uncomplicated and fun production alternative than videos, the podcast is the perfect choice. The ideal, then, is to look for an acoustically well-isolated environment, to be careful in capturing the audio and rely on professionals who address the subject in a humorous and objective manner.
Lastly, remember: the market is full of opportunities and you have to know how to take advantage of them. So, make sure you invest in winning prospects since this can be the surplus value of your business.
Now that you know 6 different strategies for generation of leads, how about discovering the importance of tracking visits on e-commerce and improving your company’s results once and for all?