Sales requires customers, and customers need great offers. In 2015, United States smartphone penetration existed at 75 percent, reinvigorating old ideologies surrounding the mobile phenomenon. Now, most American adults have a smartphone—and they’re engaging strong-willed business gurus ready to make a change.
Mobile networking dominates modern communication, and both B2B and B2C realms have been reconfigured to exist upon the marketer’s crafted strategies. Now, the consumer’s communication is in their pocket, both phone-based and as an Internet resource. Sales-minded professionals are urged to keep a lookout for the following five mobile marketing strategies—and you should, too.
As a digital marketer, you’re the Obi Wan Kenobi of online lead generation. You’ve been doing it for years. You know the secrets of compelling landing pages with the most inviting lead forms, and you’re the master of tracking conversions to their source.
But there is a great disturbance in the force, and your lead gen strategies/Jedi mind tricks are not as effective as you may think. Search your feelings, these aren’t the quality leads you’re looking for. In fact, 79% of marketing leads never convert into sales.
It’s time to turn this around and figure out why so many of your leads are going straight into the garbage compactor. Take a look at the 10 reasons why your lead gen strategy isn’t delivering the heroic results you’d hoped for:
1. Low contact rates
Fraudulent information, poor quality leads, and plain bad timing all lead to low contact rates with web leads. In fact, only 27% of leads ever get contacted by a sales rep! That’s a lower contact rate than a stormtrooper at target practice.
Lead forms can be a great way to convert your digital traffic, but remember that getting someone’s information doesn’t guarantee your company will ever get in touch with them. If your lead gen strategy is completely dependent on form submissions, you’re not only throwing away most of those leads, you could be turning away a huge segment of your audience. Think about letting prospects call you — phone calls come with 100% contact rates.
With increasingly more marketing automation available, there are still some basic methods that will improve the lead generation process for B2B marketers, according to a recent study.
The notion of getting more value or qualified leads for less, whether it be in print advertising, email lists or pay-per-click (PPC) ads is a goal that can be achieved by creating a buyer persona. When marketers focus on a smaller group of potential customers through targeted personas, it saves cost. Being mindful of whom that buyer persona is remains key.
Secondly, consider the costs of your lead generation campaign. There is no doubt that materially, social media and email marketing are less expensive than traditional marketing and increasingly have a high return on investment. In a recent study by Voltier Digital, 41 per cent of B2B companies have acquired a new customer through Facebook, while 57 per cent have acquired a new client through the company blog. And, 47 per cent have acquired a new client through Twitter.
A third suggestion is to optimize the company’s website images. The correlation between a faster load time and increased conversion is clear. Time is of the essence and the correct sizing and faster loading means that your image sizes won’t be too big for your landing pages.
When most people hear “web analytics,” they tend to think about counting visitors, transactions, and conversion rate on a transactional site, such as an eCommerce store.
Yes, there’s a lot of insight to be gained from web analytics for eCommerce sites, you can also learn a lot about B2B lead generation if you’re using analytics correctly.
Measuring the Performance of Informational Sites
Online performance measurement for informational sites can actually get pretty complicated.
The typical end goal for businesses with informational sites is to use the site to generate more leads. But that lead generation process usually isn’t streamlined into a sequential funnel like one would see on a traditional eCommerce site where visitors enter the site and go through a series of funnel pages to make a purchase.
B2B clients need multiple touches, more one-on-one conversations, and outreach through various channels in that process of converting them from onlookers to prospects to leads and eventually to customers.
From an online perspective, the lead acquisition funnel has three major steps – brand awareness, prospects acquisition, and lead generation. Let’s expand on the definitions of each:
Do you know the most common reason behind business’ fall?
They don’t have enough leads to survive in the market.
No matter how best your product is, your business can’t survive without high-quality leads. Without lead generation, your promising product has no future.
More leads generate more revenue. More revenue gives the confidence to face the competitive environment. Are you not getting the right leads to convert your business ideas into billion dollars company? Let us find out lead generation methods for yielding the best business results:
Tap the Power of Q&A Websites
A forum is an ideal place for gaining the trust of prospects. When you help people by solving their problems, healthy relationships develop which helps in generating more leads. Quora is another platform for engaging with your audience. Hang out with the people who share the same interest and pay close attention to their feedbacks on your products.
Create Your Company’s Blog Page
The blog represents your digital identity. By focusing on your target audience, craft a content to address their issues with actionable strategies. It is an effective way to pull the people towards your site. When people find value in your content, they don’t mind signing for your newsletter or giving a free trial of your product.
Leads, leads, leads. Everybody wants them and once you have a few, you will want more. When you do get more, you’ll want better quality ones. It’s all part of doing business.
In a survey of small business owners earlier this year, 45% of them said their biggest challenge was growing revenue; the very thing lead generation is for.
While everybody wants more leads, getting them is another matter. Lead generation is an entire specialty unto itself. There are plenty of ways to go about it. Some are more successful than others and some are definitely more expensive.
Most experienced salesmen like the proven ways. The lead generation tactics that don’t cost an arm and a leg don’t require a degree and don’t need a staff of ten. Like humble, boring, effective old email.
Email usually makes the shortlist of tactics for lead generation, but Ascend2 recently reminded all of us how essential it really is. Email came in as the #1 most effective online tactic for lead generation in Ascend2’s recently published report, Lead Generation Strategy Trends.
Today we’re going to talk about creating a “pipeline” that serves up leads and hungry prospects to you — every day, 24/7 — on autopilot.
Now, for the sake of full transparency, the methods you’re going to learn here today aren’t really so much about 100% automation as they are about 100% leverage. Here’s what I mean by that: Imagine you’re on an island, and you’ve been hired by a village to bring them water. It’s deep inland. And it pays well. Sounds like an easy trade: labor for dollars.
Of course, you have two choices…
You can carry buckets all day, every day, to and from the village. It’ll be hot, the road is long, and sooner or later, it will become quite exhausting.
Or you can build a pipeline, hang it above ground, safely out of reach of any unwanted critters, and simply make sure water goes in one side every day.
It’s from this perspective that I want to teach today. Let’s dive in.
On a recent business trip to Mauritius, I had the opportunity to play a few rounds of golf at the Tamarina Golf Club and Ile aux Cerfs Golf Club. The magical landscape between mountain and sea at the Tamarina was inspiring but I’ll save my swing scores for another day J The ocean views, white sand bunkers, lakes, volcanic rock features and the sheer variety of tropical trees and plants at Ile aux Cerfs offered an experience that just doesn’t compare with playing golf on a regular course. Needless to say, it was time beautifully spent.
Some of my golf buddies happened to be CMOs at organizations that depend heavily on channel partners for their B2B marketing. As we cursed and sweated over a bad shot or cheered on when we got lucky, the conversation drifted towards the common challenges that channel marketers struggle with in their demand generation efforts. With each of these C-suite executives sharing what worked for them, I realized that what they are all missing is a defined strategy for demand generation. When they talked about strategies that worked, I noticed that almost every single one of them was an example of what I call “spike marketing”. These channel marketers indulge in frequent and repeated tactical plays, but there is no consistent effort to sustain their lead funnel. They can neither predict lead generation outcomes nor measure the effectiveness of their demand generation programs.
Earlier this year, a study from Forbes revealed that Twitter had overtaken Linkedin when it comes to lead generation. The report also indicated that, many top salespeople use Twitter to exceed their sales quota by over 6X. This makes Twitter one of the fast rising social media tools for lead generation.
Twitter also announced the removal of its 140-character limit with sending direct messages. Now direct messages can be more of a full blown conversation rather than bits of information. This change comes at time when more and more sales and marketing professionals are turning to Twitter for lead generation. In light of this new change, I thought a discussion on ways to use Twitter for lead generation might be forthcoming.
With over 20 years of business, sales, and consulting experience SMS is capable of serving many market sectors. We provide the field level support needed to generate results and grow your business. Other companies may provide appointment setting services; whereas SMS will partner with you to grow revenue.
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