I believe that it goes without saying that your lead-generation strategy is a crucial part of your sales pipeline. Actually, it’s an integral part of your whole business. After all, all businesses need customers.
As an expert marketer that has done many different things from sales funnels to SEO audits, I decided to share lead generation strategies that work. These aren’t just a bunch of strategies thrown together that look great on paper but don’t bring you results.
I’m going to show you things that I’ve seen work over and again. These strategies not only bring in immediate results, but they’ll build a strong foundation for your business.
Now, before we get too much ahead of ourselves, here’s why lead generation strategies are so important.
The truth is that people don’t want to talk to you. That’s one of the main reasons people don’t open an email. They don’t want to hear from you. They know you want to sell them something, and they believe that they don’t want or need it.
It’s like that telemarketer that keeps calling you even after you told them you’re not interested. So, you need strategies that will not only make people hear you but actually, want to.
This is when having the right lead generation strategy becomes so important. You need to create a system that brings a huge volume of leads regularly.
Did you know that 85% of B2B business say that lead generation is their main goal when creating content? Also, 55% of businesses increase their lead generation numbers when they create more landing pages.
These numbers are important to illustrate to you how important this is. If you want to get it right, use the strategies below. They’re not that hard to implement, and most importantly, they work.
In this detailed review I will cover;
- Provide a Thorough Answer to a Tough Question [Solve The Prospects’ Problems]
- Create A Valuable Email Course
- Host a Webinar
- Produce Video Content
- Tap Into New Audiences With New Partnerships
- Optimize Your Social Presence
- Have a Fireproof SEO strategy
- Share Your Expertise
- Become an Influencer
- Direct Mail
- Ask Your Network For Referrals
- Host an AMA (ask me anything) on Reddit
- Build an Army of Influencers
- Host a Giveaway
- Social Media Ads
- Create White Papers and Case Studies
- Provide a Report
- Create Word-of-mouth with a Referral Program
- Start A Newsletter
- Share Innovative Ideas
- Interview a Thought-leader
- Show a Behind-the-scenes
- Document What’s Working for You
- Write a tutorial/how-to blog
- Create Case Studies on People’s Success
- Share Tips and Tricks
- Email Outreach
- Conclusion – Final Thoughts
Provide a Thorough Answer to a Tough Question [Solve The Prospects’ Problems]
This is one of the best strategies out there. It applies a very basic principle. How you create a great product? By solving people’s problems. If you can answer your prospects’ problems, you get their business.
Here’s what you’re going to do, you’re going to create a piece of content (it can be a blog post or a video) in which you solve a problem. You give the exact step-by-step on how to solve that problem. No holding back.
If you do this, you’ll create authority. This will also make people far more likely to give you their email address and even their business. After all, they want to do business with an expert in their field.
Create A Valuable Email Course
This is one of my favourite strategies. It doesn’t have to take you too long to create and you’ll be able to get many email addresses. Creating valuable email content, in which people basically give you their email addresses in exchange for the course has been a sure thing when it comes to lead generation.
Now, it’s important that you create a great course that actually teaches your audience valuable skill or information. If your course is subpar, people will stop opening your messages and unsubscribe from your list.
Just remember that a great course does not have to be extensive. As long as you provide quality content with information that works, people will get behind it.
Host a Webinar
This is a killer strategy, especially if you are in the course selling niche. Hosting a webinar has been placed in the top 5 strategies used by marketers for lead generation. It’s simple and it works.
Again, you have to provide valuable information about a specific problem. Then, at the end of the webinar, you can offer them a course or a premium service. More important than that, it’s that to get access to the webinar, they’ve already given you their email information.
Now you have people with problems that your product or service solves and you have a way of contacting them. Better than this, they know you so they’re more likely to listen.
Produce Video Content
Many entrepreneurs are creating YouTube channels and Instagram pages. The reason is far more complex than their vanity. This is to create a personal brand and to generate leads.
Now, beyond the vlogs out there, the best way to generate leads through video content, it’s to solve problems with one.
Your business’ prospects are varied. This means that some people will respond more to written content and others to videos content. The point is that you should create content for everyone, or you’re leaving money on the table.
So, here’s what you should do. Create a video (it can be you, an employee, or an animation) showing people how your product solves their problem. Or even better, you can just go ahead and solve one of their problems. This way you don’t try to close them in your first encounter, and you gain their trust by doing so.
Tap Into New Audiences With New Partnerships
If you have ever consumed content on YouTube, you have heard of collabs. This is when one YouTuber records a video with another so both of them can tap into each other’s audiences.
This is actually older than YouTube and vlogs. Guest blogging has been using the same concept longer. The point is that you should look for partnerships in your niche.
Look for other business that would benefit from tapping into your audience as you would by tapping into theirs. This way you get exposed to a new audience without having to spend hundreds even thousands of dollars in advertisement.
Optimize Your Social Presence
When people Google you, what does show up? The answer to this question matters in today’s world. Having not only a social presence but one that’s designed to generate leads is crucial for your sales pipeline.
You have to create a LinkedIn profile that looks professional and inspires confidence. Then, you must create a website that works as a presentation of what you’re capable of. It can have endorsements or pictures with thought-leaders.
If people Google your name and nothing shows up, it means to them that you’re not relevant enough. Now, if your website and your LinkedIn profile are among the results, it immediately inspires trust and a lead generation opportunity.
Around 30% of online traffic is paid traffic. This means that the website owner used paid ads to redirect people to their landing page. If you want to generate a huge amount of leads, you’ll have to use paid ads.
First of all, depending on the demographics of your audience, they’re still used to TV. This means, to them. that brands that advertise are trustworthy and established. This used to be the standard for TV.
Now, beyond that, ads work because the internet is where the consumer’s attention is. If you create a killer ad, you can redirect traffic to your landing page and generate leads like crazy.
Have a Fireproof SEO strategy
Remember the optimized online presence strategy? You don’t show up in a Google search out of luck. SEO is a science. There are steps that if followed, will get you on the 1st page.
Now, you shouldn’t want to show up just when people Google your name. You should have an SEO strategy that shows your website when people are looking for something related to your services.
This happens when you have a great SEO strategy in place. It goes from keyword research to content creation, then SEO audit and content distribution. All this and more. The point is that an SEO strategy is a vital part of the lead generation stage.
Share Your Expertise
The whole point of lead generation is to find potential customers. It’s to send traffic into your sales pipeline so you can later convert them into customers. Now, a big part of a sales process is to show people that you know what you’re doing.
A great way of doing this is to answer people’s questions. And the best way of doing this is on Quora. We’re talking about a platform with 100 million unique monthly users. Just think about all the organic traffic you can generate.
The more questions you answer, more people will see you as an expert in the field. And as you already know, the expert is who gets most of the businesses.
Become an Influencer
It’s getting more common for entrepreneurs, CEOs, and other professionals to share their expertise and their process online. They’re becoming influencers because they realized that today’s audiences buy from people they follow.
Becoming an influencer doesn’t mean that you have to share personal information, on the contrary. People want you to share your business information.
It can be on a YouTube channel, a blog, social media, or LinkedIn. Whatever medium you choose, the important thing is that you grow an audience. With this strategy, you can generate leads regularly.
The rate for direct mail responses is 65%. This is incredible when compared to a 20%-40% open rate for email messages, which is already amazing. The funny thing is that it used to be the opposite.
Now, the truth is that email became the norm, so our brains became saturated and built protection against it. The point is that your email has to be really good for people to open, and even then, it might not be enough.
This is why direct mail became the new/old thing. With a response rate like that, you can generate leads for a long time. The costs are not that high and you get to stand out.
The phenom called by many the rise of audio is showing that audio content is increasing its audience. The main advantage that it has over its competitors is that it allows people to do more than one thing at once, unlike video and written content. People can multitask.
So, creating a podcast to share your expertise and build authority is a great strategy to generate leads.
Now, if you don’t want to host your own podcast, you can do a podcast tour as an expert. This means being interviewed by a podcast host, sharing your expertise and building your influence.
Ask Your Network For Referrals
This is another strategy that works like a charm. Going to your network for referrals. Here’s the thing, when someone refers you to a prospect, you temporarily borrow their influence and trust with them. You can use this to generate leads and make the sale.
Now, make sure that you have your sales pipeline ready before you send prospects into it. Also, make sure that you know how to ask your network for referrals without giving off the wrong impression. The important thing is that you ask, after all, you never know who might say yes.
Host an AMA (ask me anything) on Reddit
Remember the answering Quora questions strategy? This one is very similar. An AMA is an opportunity to share your expertise and build a connection with your audience.
Out of this opportunity, you build an online presence, create authority, and open the conversation to collect those email addresses and information on your audience.
Now, it’s common to see celebrities and world-renowned experts participating in an AMA. You shouldn’t get discouraged because an AMA is for everyone who has knowledge to share.
So, go ahead and start your own. Make sure you leave a link to your website, so you can collect the information on your audience.
Build an Army of Influencers
If you try to do everything by yourself, you may succeed but it’s going to take a while. The best way to see fast, considerable results is to use influencers. Now, to make real noise, you should build an army.
Neil Patel, an expert marketer started a campaign on social media where influencers posted a picture and asked, “Who’s Neil Patel?” The simple gimmick got thousands of people interested in many different countries. Everyone that didn’t know wanted to find out who Neil Patel was.
Imagine the number of leads he got from this. You can use this strategy by starting relationships with influencers in your niche and using them to create awareness for your business and generate leads.
Host a Giveaway
You want your audience email addresses so you can begin a relationship with them. Now, people are bombarded with emails in their inbox all the time. The best way for you to give them a reason to give you their email address is by providing value first.
In the book Jab, jab, right hook by Gary Vaynerchuk, the entrepreneur goes into detail explaining how you should provide massive value before asking anything from your audience. This way you establish influence and trust.
So, if you give something first, like an eBook, they’re more likely to give you their email address. Even more than that, they’re more likely to open your messages.
Social Media Ads
If you have ever used Facebook Ads, you know their power when done right. Even better than that, they’re extremely cheap and targeted. Now, beyond Facebook, you also have YouTube Ads that work really well.
Have you ever signed up for an email list, or subscribed to a channel after seeing an ad? The answer is probably yes. The reason is simple. They work.
Now, if they work, why not use them in your favour? You can create ads, which is super easy nowadays, and start collecting those email addresses. You can even create a quiz and find out more information on your audience.
Create White Papers and Case Studies
Remember that your goal is to create trust by providing value, so people take the action that you want them to. You want to influence them in a good marketing sense.
One of the ways to do this is by creating white papers to download and case studies. For example, you can create a white paper in which you have the opportunity to talk more in-depth about a subject matter that is important to your audience.
About writing a case study, you can create them about your company or your product/service, or you can create them on successful people. Show people what worked and what didn’t on a successful product launch, for instance.
Now, to have access to this wealth of information, people will have to give you their email address in exchange.
Provide a Report
This strategy works, especially if you’re working in the B2B niche. The principle is the same that the case study and white paper strategy. You provide people with a report in exchange for their email.
It’s quite simple. You set up a questionnaire, and based on the users’ answers, you generate a report. With this strategy, you’re able to give them a sense of how your service works, and you get valuable information on them.
The reason it works so well is that people can’t resist a report. If there’s a way to improve and make more money, people want to learn.
Besides hosting a webinar, there’s another way to use video content to increase your influence. It’s to go live on platforms like YouTube and Instagram. The exchange is simple. You answer questions and share expertise and people give you their attention.
As you probably already know, people’s attention is the most valuable thing you can hold. No matter how good your service is, if no one knows it exists or how good it is, it doesn’t matter. You won’t sell.
So, going live helps you create awareness of your products and services. Like the webinar and AMA, you can also chat with your audience and create a deeper connection.
Create Word-of-mouth with a Referral Program
Word-of-mouth is and will always be the best marketing strategy. The problem is that it’s often organic, and you can’t bet your product’s success on it. So, the best way you can give it an incentive, it’s to create a referral program based on it.
It’s quite simple. All you have to do, it’s to offer advantages like discounts and gifts to your existing customer base in exchange for them referring you to their network. This means their friends, co-workers, and family. Pretty much everyone they know.
When done right, this strategy can 10X your current reach. Just make sure that you get real email addresses from real people.
Start A Newsletter
The truth is that you have to consider different strategies for different audiences. Here’s the thing, in some niches a report or an eBook won’t work. These strategies were overused and they don’t hold the same appeal anymore.
A great way to counteract that, it’s to start a newsletter. It can be a weekly or daily thing that you do. In it, you share news, tips, resources that are valuable to your audience.
NextDraft is a famous newsletter created by Dave Pell. It brings the top 10 stories curated by the author to its subscribers. Like NextDraft, you have many other examples that you can model yours after and see what works.
Share Innovative Ideas
Podcasts are the new “hot thing” right now. Vlogs and blogs are saturated. Unlike those, podcasts are on the rise. You can reach an audience better and faster than those other platforms because there’s less noise.
Now, imagine if you were the guy who had predicted this a few years ago. You would increase your reach even more.
The point is that if you have innovative and creative ideas about your niche, you should share them. This way, if you’re right, people will recognize it in the future.
The more that you show people that you have valuable ideas to share, the more likely they’ll be to give you’re their email addresses and information.
Interview a Thought-leader
Be it in a podcast or blog post, interviewing thought-leaders is a great way to generate leads. When a though-leader accepts being interviewed by you, people see is as a sort of endorsement on their part.
From this opportunity, you can generate leads and build influence. All you have to do is to send them an email and ask for an interview.
Show a Behind-the-scenes
People love to learn how your process works. You can write a blog post or make video content to show how you do things.
In your content, you can show the audience everything that only you and your employees know about your business. This builds trust and creates a relationship.
This is why real state moguls, copywriters, and CEOs are showing the behind-the-scenes to their audience. It works like magic. Once you got them hooked, you can ask for their email.
Document What’s Working for You
This is another great way to generate leads. This strategy works because you give people proof of your expertise and success. Basically, you write a blog post or LinkedIn updates showing people what’s working for your business.
For instance, let’s say your business is in the real estate niche. You go ahead and write a blog post showing people the strategies you’ve used to sell more this year. Or you show them creative ways that you’ve come up with to increase your listings.
Whatever it is that you did to succeed, show them. This will get them excited and wanting to do business with you.
Write a tutorial/how-to blog
Being a teacher is a great way to generate leads. Remember that is all about providing value so giving you their email address is the easiest thing they’ll do.
With this strategy, you would write a how-to blog post, showing people how to do something that solves their problem.
Let’s say you have a financial investing course. You would write a how-to blog teaching people how to save an extra $1000, and then, how to multiply it. If your information is high-quality and works, everyone will want to give you their email address so you can teach them more. Again, it’s the basic principle of giving value first and asking later.
Create Case Studies on People’s Success
Especially in the beginning, getting people to pay attention to your ideas is hard. One great way of doing this, it’s to use the influence of others to make them pay attention. You don’t even need to know them.
Here’s what you’re going to do. You’re going to select a successful person in your niche and create a case study about them.
Let’s say you sell courses for people who want to be public speakers. Offer your audience a case study on how Tony Robbins makes money, or how he was able to become the success that he is. No matter how skeptical they are, they’ll be curious enough to give you their email address.
Share Tips and Tricks
The bestselling author Ryan Holliday has this email list where he shares books that changed his life or just books that he likes. The idea is simple and doesn’t require much work. All he has to do is to share books that he would read anyway, and recommend to people.
Now, since his readers value his opinion, they subscribe to it to find out what books are on the list.
You can do the same. You can share tips and tricks that you’ve learned along the way with your subscribers. You can also share resources and software that you find useful like what you use to build your sales funnel.
Email outreach may be the hardest strategy of all, but when done right works incredibly well.
The first step is to get all the information that you have on your client persona, find out their email addresses which can be with third-party software or even LinkedIn. Then, you send those cold emails.
The important thing for you to succeed is that you tailor everything to increase your chances at succeeding. Then, assess what worked and correct what didn’t.
Conclusion – Final Thoughts
So, these are 30 great lead generation strategies that work. I’ve tested all of them in different degrees, and I can tell you that they all work. Now, it’s important that you use the ones that work better with your niche.
Also, test them more than once and test more than one with the same product/service. I’d love to hear your results afterward.
Now, do you see a great idea missing? Let me know in the comments section below.