lead generation

Content MarketingDigital Marketing Guides

Process of Lead Generation

lead acquisition-01

When a visitor expresses an interest in your business and initiates a relationship with you, it represents a lead is generated – the transition from a prospect to a potential customer occurs.

With the content that you produce, you should always be pointing them towards a place where they can find more, or leave details, and call-to-action (CTA) is a great way to do so.

While getting leads is the first step of the sales process, it also means that it is crucial to success at the first step – acquiring leads, before you have a potential customer to sell.

Let’s walk through the process of lead acquisition, before jumping into creating strategies.

1. Visitor saw your business

First, a visitor discovers your business through one of your marketing channels, such as your website, email, or social media pages. 

They will go through your lead generators like blog posts, newsletter, and social media publishing to know if you are providing them the useful and relevant information. Therefore, you need to generate high-quality content in order to pull them to next step.

2. Visitor clicks on CTA

That visitor then clicks on your call-to-action (CTA) if they are interested in your business. CTA can be simply an image, button, or message that encourages visitors to take some sort of action.

This could be directing visitors to subscribe to a newsletter, sign up to a webinar or schedule a consultation. 

You can include CTAs anywhere in your content — above the fold, bottom-of-post, or even on the side panel. Regardless of how you do it, make sure it’s prominent and align with user experiences.

The more delighted a visitor is with your content, the more likely they are to click your call-to-action and move onto your landing page.

3.Visitor sent to landing page

That CTA takes your visitor to a dedicated landing page, which is a web page that is designed to capture lead information in exchange for a specific offer.

An offer is the content or something of value that’s being “offered” on the landing page, like a course, a long-form article, or a template to trigger a visitor to provide their personal information in exchange for the access to it.

This is critically important page as the elements on this page decide your lead acquisition. So, make sure that your targeted landing page is offering something relevant to what they are looking for and includes an opt-in form, where you could convert them into a lead.

Want to build a high-converting landing pages? Contact us to schedule a consultation now.

4. Visitor fills out form

Once the visitor fills out a form in exchange for your offer, the visitor becomes your potential customer which means a new lead is captured.

See how everything fits together?

In summary, visitor clicks a CTA that takes them to a landing page where they fill out a form to exchange for an offer at which point they become a lead.

Generate leads is one of the most important process to increase your business sales. The process of acquiring lead is very simple, but you need to get everything planned and set up preliminary to an effective lead acquisition system.

If you need help in creating high-converting contents that capture lead information — let us help!

IH Digital | Asia-Focused Digital Marketing Agency

IH Digital is a B2B agency in Asia that provides 360° digital marketing services, including SEO, SEM video marketing, content marketing and more! 

 Want to drive qualified leads and generate revenue for your business? Contact us today for a consultation soon.

Account Management

Lead Conversion: How to Turn Leads into Customers

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Lead conversion is the process of turning a lead into your customer. Generating leads is not the whole, it is a fundamental point in a buyer’s journey, where a potential customer gets into your sales pipeline, gaining interest on your product or service and finally becoming a delighted customer.

Effective Lead Conversion Process

1. Acquire Lead

To acquire lead, you have to create a solid opt-in campaign by creating appealing contents to attract your target audience. Getting audience insights is important here as it sets a direction for your content planning.

Content marketing, is a popular lead generating strategies, it’s all about connecting problems with solutions for your customers. A company can find out their pain points and needs through audience research. Once you determined what solutions you can provide them, it’s time to figure out what lead magnets you’re going to use.

Lead magnets are some kind of content or promotion that’s used to entice people to opt into your call to action (CTA), by offering them something of value in exchange.  In content marketing, that most often means one of them – an e-book, long-form article, template or a signup form for an event or webinar.

When a content piece is ready, promote them on various platforms, such as your website, blog, or social media page, or anywhere else you interact with your audience. It can substantially increases your chances of getting more prospects onto your contact list.

2. Nurture Existing Lead

Getting leads into your pipeline is not the end. The company have to nurture leads to uncover solutions that may further address their pain points.

Lead nurturing refers to the process of keeping contact with your potential customers throughout the buyer’s journey. The goal is to guide them through different stages of your sales funnel and eventually convert them into your customers. This means you need to continue sharing them the relevant assistance, information, content, and offers push them further along the funnel.

This is critical because 80% of non-nurtured leads will never result in a sale, but nurtured leads are 50% more sales-ready. In other words, nurturing your leads will improve the odds of converting them.

3. Score Each Lead

While this process is going on, marketers work with sales teams to rank prospects against a scale that denotes the perceived value each lead represents to the organization, we call this step as lead scoring.

It means to ascertain a lead’s current level of interest in your business and use that information to drive sharper, more relevant engagement. The criteria for the ranking is completely up to you, it can be based on actions they’ve taken, information they’ve provided, their level of engagement with your brand, or any actions that would signify this person is interested in your product.

The higher a lead’s score, the closer they are to becoming a sales-qualified lead (SQL), which is only a step away from turning them into a customer.

4. Pass Along Lead to Sales

This is where sales activities like trials, demos, sales calls, on-site visits take place to persuade leads to purchase your product. When they’re ready to buy, leads turn into customers.

Convert leads into new customers

The process of lead conversion is actually very easy, but, it will take some time to understand your audience and to create lead generating contents 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.

Account Management

The Importance of Lead Generation

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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’s2020 B2B Marketing Outlook Survey, email has been the top channel to generate B2B leads with the highest return on investment (ROI) 

According to HubSpot81% 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 Survey87% 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 InternetAnd 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 Googleand 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. 

Digital Marketing Guides

Promote Your Properties to Overseas Buyers

Promote Your Properties to Overseas Buyers︳IH Digital

More people are buying property overseas for investment or personal use. Overseas buyers from Singapore, Malaysia, Thailand, China, Hong Kong, are potential customers for property developers. Do you want to expand your boundaries and connect your company to millions of potential property buyers all over Asia? IH Digital offers you the best digital marketing avenues to promote your properties.

What can IH Digital do for you?

Reach 5000+ people per month

SEO Optimization, ranked as No.1 on Google and Baidu Search Page 1

Generate leads, got contact information of potential buyers

Multi-language translation

Social Media Amplification

China Digital Marketing

Case Study 1: Sansiri – China Digital Marketing

Sansiri, a leading property developer in Thailand, assigned IH Digital to run a Baidu lead generation campaign to get leads, Baidu SEM and Weibo campaign to increase brand awareness. Also, we developed Sansiri’s first Chinese website that caters to the Chinese citizens.

Promote Your Properties to Overseas Buyers︳IH Digital
Baidu Lead Generation Campaign

Case Study 2: Yazhou Property – SEO Success

We have an online property portal, Yazhou Property, which available in 3 languages: English, Simplified Chinese, Traditional Chinese. We can spark your target audience’s interest through inbound lead generation or content creation. The articles we wrote for a property in Singapore, Marina One Residences and they are ranked as Number 1 and 2 on Google Search result.

Promote Your Properties to Overseas Buyers︳IH Digital

Case Study 3: SP Setia – Lead Generation

We ran Facebook and Baidu Lead Generation campaigns for SP Setia, a famous property developer in Malaysia. We promoted their new development project KL Eco City using lead ad and got good results.

Promote Your Properties to Overseas Buyers︳IH Digital
Facebook Lead Generation Campaign

Want to sell your properties aboard?

IH Digital, a digital marketing agency in Singapore, ready to cater your digital needs to make your brand stand out among the others! Let us help you with the planning and execution of your digital marketing campaign. If you are interested, inquire with us today!

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