Lead generation is the very first step in building a great customer base.
A really good way of making more money is to have more customers
And a really good way of getting more customers is to have more leads and contacts.
That’s why lead generation has always mattered – and always will matter. It’s just that there are now more ways to do it.
Once upon a time, there was no such thing as the internet. Lead generation was all about activities in the real world. Activities such as:
- personal networking
- strategic alliances and partnerships
- trade shows
- letterbox drops
- direct mail
- referral schemes
All these lead generation activities still exist – and still work! They may be just as good as (or even better than) online marketing options. It all depends on your business.
The average Australian nowadays spends nearly a whole day a week online – so you need to be there too.
Lead generation as often as not is focused on your website. You need a website that works!
If you want to generate leads online, you need more than a digital brochure. Your website needs to avoid the 7 key ways websites lose leads.
Exactly what a ‘good website’ is depends on your business, your competition and your industry. But our free DIY website assessment tool will give you an overview of how yours rates.
The key thing to realise is that most website visitors don’t come back. So if you want to stay in touch, you need to get their contact details. (Think of it as getting a business card at a networking function.)
Websites which generate leads effectively recognise that visitors may not be ready to contact you, let alone buy from you. Premium content and subscription options encourage them to leave their email in exchange for something they want. An e-book. A template. A tool. A checklist. A white paper. Once you have some contact details, the process of nurturing and converting to sales can begin.
You will also need to attract people to your site in the first place. Options include:
- pay per click advertising (PPC / Google Adwords / Facebook ads / LinkedIn ads etc)
- search engine optimisation (SEO)
- social media (Facebook, Twitter, LinkedIn, YouTube, Pinterest)
- blogging outreach
- general internet advertising (banners, pop-ups etc)
Nor should you forget basics such as including your website and email address on your offline printed marketing!
Good email marketing works really well, but emails can all too easily become spam if not done properly. The risk is especially high if you rent or buy lists rather than building your own database, but it can be easily managed.
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With so many options to choose from, what lead generation tools are best for you?
The NoBull team have used every lead generation technique listed in the last two years. We have the experience to assess the best opportunities for you. We help you build the holy grail of marketing – your own list of targeted contacts.
From Leads to Customers
Once you have a database, email marketing is without doubt the most flexible and cost-effective ways to build business. That’s why email communication is a cornerstone of most NoBull marketing strategies. Regular, well-crafted emails are an excellent way of converting leads to paying customers.