Have you thought about your plans for lead generation strategies for 2022? Lead generation is about garnering interest in your brand or business. There are many types of lead generation methods based on the types of lead you want to cultivate.
Lead generation generally involves getting customer or prospects’ info such as name, email address, phone number etc. This information is then used to move prospects from awareness into interest and then later converted to sales or nurtured members of your community. Just like all of the other digital marketing strategies, your lead generation should always adapt to the trends and habits of the consumers. This includes formulating campaigns that will fit how and where your target audience shop.
So what are the most effective lead generation strategies for 2022?
Live Chat and Chatbots
Instant communication on your website is important. It can be used to start conversations through Instagram Direct Messages or Facebook Messenger. This can also be used to capture the phone numbers or emails so you can send newsletters, deliver coupons, communicate promotions, confirm bookings, and more, through SMS or email. This is especially effective for businesses that offer products and services.
Chatbots can also be automated to assist customers in making their order. They can be utilised in apps such as Facebook Messenger and Instagram DM. This type of tool is effective in converting leads to sales from your social media campaigns.
When it comes to your online store, there are always going to be inquiries about your product or services. Live chat can also be used for customer support. It is also one of the multi-purpose tools that every business can take advantage of.
SMS or text messaging is now a way of life for most of us. By using Live Chat and Chatbots, you will be able to provide a valuable service and generate leads and most likely sales.
This can be a sign up for a newsletter or SMS subscription. However, these kinds of opt-ins are the least effective because no one really wants another newsletter in their inbox or their phone bombarded with marketing messages. In order to have a more effective opt-in lead generation strategy, you should have offers where prospects get something that they value. This could be coupon codes, early access to sales and promotions, a practical guide on how to do something or even a PDF with instructions or a checklist.
A key point to remember is to keep the opt-in simple. Don’t ask for too many details like address, birthday, gender and the like unless you really need that information to deliver your products or services. Ask for the minimum information you need and then over time, you can ask or gather more information as you grow the relationship with your prospects and customers.
Outreach is kind of like cold-calling online! It’s about doing research to find people who might be interested in what you offer or buying a list of names of people who match your ideal client. Once you have the list, it’s them a matter of crafting an engaging message to begin a conversation.
You can do outreach using platforms such as LinkedIn – find people who might be interested in products or services, then connect with them, then after a series of interactions, offer something of value.
There is an art to this. No one wants to be spammed whether online, by email or on social platforms. Put time and effort into finding people who have already shown an interest in what you offer. Maybe they’ve purchased something similar previously or asked questions about the types of products and services you offer. The key is to establish a relationship first, before you offer them the opportunity to learn more about what you are offering.
Influencer marketing continues to be a popular way of getting endorsements and promoting products and services. In the past few years, we have seen an increase in Influencers and brand collaborations to endorse a product or service. It is a perfect way to generate leads especially if the influencer is respected by their audience and they are able to promote a specific sale or promotion to their community in exchange for capturing info such as email or name. According to Influencer Marketing Hub, the majority of brands (59%) have a standalone budget for content marketing, and 75% of them intend to dedicate a budget to influencer marketing in 2021.
Not only that, but the latest statistics also indicate that it is more effective to collaborate with micro-and nano- influencers because they get better engagement and therefore more leads. You don’t need to have a huge budget to pay Influencers. Some will take products or services in exchange for promotions. Of course the “big name” Influencers with millions of followers are able to command a high price for promoting products but influencers with smaller, niche audiences can be an affordable way to promote your brand.
An additional benefit of using Influencers, is that they will often create great content – blogs posts, videos, reels or stories that you can also share on your own website or social platforms.
Social Media Lead Generation / Advertising – Lead Gen Ads
This is where people sign up directly via social media, without leaving the social media platform – e.g. Facebook or Instagram Lead Ads. Usually, you need to make an offer – a person signs up to receive something. It could be as simple as signing up for early notice – e.g. a sale or a special promotion you have coming up.
Social media marketing should always be a part of your lead generation strategy. There are more and more ways to generate leads through social media. If you are an ecommerce brand, you can tag products in your store that link directly to the product from Facebook and Instagram so people can purchase and then easily return to the post they were viewing.
Local SEO is still one of the best ways to get leads in your local area. This will target customers that are looking for a nearby solution. Apart from the general practices to optimise your SEO, here are some of the best practices to improve local SEO:
- Create a Google My Business page.
- Put your location clearly on your website
- Get online reviews
you can also post local content in local community pages to optimise your local SEO
- List your business in local directories.
You can even make an offer directly from your Google My Business page. You could offer a coupon or a discount and you can send people directly to your website or to a page where they need to sign up in order to take advantage of the offer.
Landing pages with an offer – this is quite far down the sales funnel because you are usually making an offer for a paid product or service. However, you could offer something with a lower price point to introduce prospects to your products and services and then you can nurture them to a higher-priced product or service.
Landing pages are pages dedicated to a certain product or service you provide. It is often not listed on your website navigation. Landing pages are a smart way of directing visitors to sales/promotions or campaigns that you currently have.
Landing pages should also be optimised and have the following characteristics to reach the best results and conversions:
- Clear offer. What you’re selling should immediately be obvious to the visitor when they see your landing page.
- Simple design. Do not overcomplicate your landing page design. Is it important that your audience can conveniently and easily navigate to where they are supposed to go.
- Always remember to keep the important parts (info and Call to Action) above the fold.
- It is a good strategy to put time-limited offers or quantities to motivate people to take action.
- Don’t forget to add contact information.
- Experiment with different headlines and copies.
- Keep on-brand.
- Reviews and testimonials will also add credibility.
- Place an exit popup on the page. This is a final opportunity to create conversion when your audience goes to leave the page.
Offer Free Trials, Samples or Demos
Free trials or demos are one of the best lead generation strategies especially for a high-value item such as software. They will allow you to attract potential customers that really have an interest in what you’re offering. If you are able to offer samples so people can try your products at a low cost or for free then that can help them with a decision. Samples are key when colour, look or feel of a product is a key decider. It can also help to avoid refund requests as people get to try before they buy.
Quizzes can be an entertaining way of capturing leads. You can design a specific quiz that will interests prospects. It should be related to your product or service. One way to get information with quizzes is to ask participants for their email address where you can send the results of the quiz.
Good old Cold Calling
Nowadays, it is not very effective but it can work if you can target the right people with a good offer.
Generating leads does not only mean sales conversion. It is also a good way to gather data that can help you better understand your prospects. Data can then be used to create more effective campaigns for retargeting and effective sales funnels.
Always remember with lead generation, your goal should not necessarily be sales right away. You should first build a list of prospects that can be nurtured and converted to sales later on.
If you need help with your lead generation strategy, we offer services that can help you such as social media ads, landing pages, email marketing, etc. Just book a discovery call by clicking the button below! This is yet another Lead Generation tool – did you see how we did that!Book a Discovery Call