Lead Generation: Generate more potential customers
Lead generation is the process of turning a prospect into a potential customer for your business. It is basically creating the interest of a person in your product or service in exchange for their contact details.
Getting leads is just the first step of the sales process. You should then be nurturing these leads with constant engagement or communication to lead them through the sales funnel to increase conversion rate at the end.
Why is B2B Lead Generation important?
Business expansion is associated with finding new customers to generate more sales. In that sense, your first thing to do is to gain qualified leads that you can convert into customers. Lead generation brings in leads by turning a prospect into a potential customer, a potential customer can ultimately become your customers if you play your cards right.
A well-built lead generation program allows you to quickly determine the customer is at which stage of the sales funnel and what content you should provide to forward them to the next stage. If you are able to determine the quality of leads immediately, you can save your team from wasting time pushing irrelevant content.
Through a lead generation form, you can easily filter and allocate your leads to different systems. Once you identify the highest quality leads, you can direct them to the right conversion process to shorten the sales cycle.
New leads set the stage to build a rapport with potential customers by constantly sharing valuable content either through email or social media platforms. By showing them your professionalism in a particular field, they will eventually develop trust on you. Subsequently, it improves conversion rates once trust is established between both parties.
Lead Generation trends for 2020
1. Email marketing
Email marketing remains as the keystone of B2B lead generation. According to Chief Marketer’s 2020 B2B Marketing Outlook Survey, email has been the top channel to generate B2B leads with the highest return on investment (ROI).
According to HubSpot, 81% of B2B marketers say their most used form of content marketing is email newsletters, they send 3-5 emails to their customers per week. By looking at how 73% of millennials prefer communications from businesses to come via email, email newsletters has become one of most effective way to nurture leads with the increasing engagement rate on email in 2019.
2. Video marketing
The trend of video marketing has skyrocketed in last year. It has become an important lead generation strategy with its great potential to increase reach, engagement, and traffic.
According to Wyzowl’s State of Video Marketing Survey, 87% of video marketers said that video has increased traffic to their website. In 2019, we can see the webinars, demos, live streams and short informational videos on websites and social media are sweeping the Internet. And 83% of video marketers say video has helped them generate leads.
The fact of the matter is, the majority of consumers prefer video content to learn about a product or service and they spent average of 16 hours watching online video per week. For this reason, you’re much more likely to attract, impress and generate leads through videos that tap into human psychology.
3. SEO-focused content marketing
In an attempt to search for products and services, people are becoming increasingly dependent on Google, and SEO has evolved as an exceptional strategy for lead generation.
Content is a crucial for SEO factor. By incorporating SEO strategies in your content, it helps to optimize your website visibility and rankings, consequently, to drive qualify leads. Content Marketing Institute‘s most recent survey revealed that 88% of B2B marketers use content marketing as a lead generation tactic.
SEO-focused content marketing will be helpful for generating B2B leads if the content you provided is relevant and valuable for visitors. Therefore, to create contents that fuel leads, it is important for content marketer to identify and address the search intent of his audience.
Generate leads to expand your business
The process of lead generation is actually very easy, but it will take some time to create lead generating contents, email copy, and other details until you start getting the qualified leads you want.
If you’d rather not mess with this yourself – let us help.
IH Digital | Asia-Focused Digital Marketing Agency
IH Digital is an Asia-focused digital marketing agency providing Consultancy, Strategy, Content, Social Media, Media Buy, Web Development, SEM & SEO.
Want to drive qualified leads and generate revenue for your business? Contact us today for a consultation soon.