We power content marketing programs and PPC that generate qualified B2b & B2c leads and nurture sales opportunities. We help clients improve their lead conversion rate and sales-qualified conversion rate. We improve conversion rates from digital marketing sources, allowing clients to migrate away from costly and ineffective lead sources. As a Lead Generation Agency we act as a partner, aligning digital strategy with phenomenal execution.
A lead is any person who indicates interest in a company’s product or service in some way, shape, or form.
Leads typically hear from a business or organization after opening communication (by submitting personal information for an offer, trial, or completing a form) … instead of getting a cold call or email from someone who purchased their contact information. Someone who calls your company landline requesting info, initiates a chat on your website or interacts with you on social media can also be considered as a lead.
Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated an interest in your company’s product or service. Some examples of lead generators are job applications, blog posts, coupons, live events, and online content.
When a stranger initiates a relationship with you by showing an organic interest in your business, the transition from stranger to customer is much more natural.
Lead generation falls within the second stage of the inbound marketing methodology. It occurs after you’ve attracted an audience and are ready to convert those visitors into leads for your sales team (namely sales-qualified leads).
With the basics established, it’s time to dig into what this all looks like, step by step, from start to finish. This is the quick bullet-point version:
Lead qualification is a process of marketing and sales teams working together to forecast the likelihood that a prospect will ultimately make a purchase. It occurs at every stage of the sales journey and ultimately decides if the prospect will be funnelled down the pipeline.
Lead qualification is important because it saves you time, energy, and ultimately your bottom line. It occurs very early in the pipeline, ideally when you’re making initial contact or even beforehand. It helps you determine:
Having traffic to your website is only half of the problem solved. We use intelligent tactics such as call to actions, landing pages and premium content offers such as ebooks to convert visitors to leads.
We build systems that educate and nurture leads through a carefully built sequence of emails, ebooks and landing pages meant to move them further down the buyer journey until they are ready to make a purchase.
When we say pay-per-click (PPC), we’re referring to ads on search engine result pages (SERPs). Google gets 3.5 billion searches a day, making it prime real estate for any ad campaign, especially lead gen. The effectiveness of your PPC campaign relies heavily on a seamless user flow, as well as your budget, target keywords, and a few other factors. In addition to this, you also need high converting landing pages and compelling offers to effectively convert a lead. Traffic alone to your site isn’t enough.
Facebook has been a method for lead generation since its inception. Originally, companies could use outbound links in their posts to attract strangers to their websites. However, when Facebook Ads was launched in 2007, and its algorithm began to favour accounts that used paid advertising, there was a major shift in how businesses used the platform to capture leads. Nowadays Facebook has launched built-in lead generation forms that allow advertisers to acquire leads without leaving the site. These forms are already filled with the users data make it convenient for potential customers.
B2B is a particular business model that requires a particular approach to lead generation. HubSpot found that SEO is the top resource for capturing business leads, followed closely by email marketing and social media. Not to mention, effectiveness varies by channel.
SEO allows you to increase your rank in search engine results pages, which means more exposure for your brand, more clicks, more website traffic. SEO generates leads by ensuring that you’re visible in search engines such as Google and that you appear when users search for your target keywords. The key for SEO is that you target very specific keywords that are attainable. Doing adequate research with tools such as SPYFU or SEMRUSH to determine the difficulty in ranking as well as search volume will allow you to pick the right keywords.
LinkedIn has been increasing its stake in the advertising space since its early days. When it comes to lead generation, LinkedIn created Lead Gen Forms, which auto-populate with users profile data when they click a CTA, making it easy to capture information. This is a preferred method for B2B lead generation. The only downside is that Linkedin Leads are very expensive in comparison to Google or Facebook.
Interested in taking your marketing to the next level, or simply looking to generate more leads? Reach out to us and see what we can do to improve your sales pipeline!
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