Techniques and Tools to Attract and Convert Prospects
Generating high-quality leads is a perpetual challenge for businesses across industries. An effective lead generation engine that consistently drives prospects into your sales funnel is essential for revenue growth.
This guide covers a variety of powerful lead generation tactics and tools to help you start filling your pipeline with engaged leads more easily. From opt-in content to social media to paid advertising, you'll find techniques to attract and capture new potential customers.
Content Marketing and Lead Magnets
Creating valuable, educational content like blog posts, guides, whitepapers, and more allows you to attract prospects already researching topics related to your product or service. Gate this premium content behind lead capture forms to start building your email list.
Leverage SEO best practices like keyword optimisation using a tool like Semrush to boost your content's visibility in search. Internal linking and schema markup (code that helps search engines understand the information on a page) can also provide an SEO edge.
For effective lead magnets, use lead quizzes, ROI calculators, or free tools that provide personalised value to prospects in exchange for their information.
Tools like Outgrow simplify creating interactive lead magnets.
Capitalise on Guest Posting and Off-Site SEO
Getting featured as an expert author on high-authority websites in your niche is a powerful way to get in front of your target audience and drive them back to your lead capture points.
Use a tool like HARO (Help A Reporter Out) to identify guest posting opportunities.
Interview Series and Influencer Marketing
Partner with influential voices and personalities that your buyers already follow and trust. Host them for interviews, AMAs (Ask Me Anything), or collaborative content initiatives. Then leverage their distribution channels to attract their loyal audiences back to your lead magnets.
Tools like Upfluence, AspireIQ, and GRIN can streamline the process of identifying and activating influencer partnerships.
Social Media Contests and Engagement
Contests and giveaways are a time-tested tactic for capturing leads through social media. Ask participants to follow you, like or share posts, submit their information via a landing page, etc. to enter to win.
Offering promo codes, first-access perks, and account or application fees waived for contestants is also a clever way to instantly convert new leads.
For effectively running social contests and campaigns, tools like Woobox, Wishpond, and Rafflecopter help increase reach and virality.
Paid Advertising with Retargeting
Leverage paid advertising channels like Google Ads, Microsoft Ads, Facebook Ads, Instagram, YouTube, programmatic advertising and display networks to reach targeted, high-intent audiences.
More advanced PPC tactics like remarketing and retargeting to people who have already engaged with your website, ads, or content can be especially fruitful for lead generation.
Tools like AdRoll, ReTargeter, and Perfect Audience specialise in retargeting ads.
Harness Live Chat and Chatbots
Having a live chat or intelligent chatbot deployed on your website allows you to actively capture leads the moment interested visitors arrive.
Strategically trigger conversations during key website sessions and offer customised lead magnets like discounts, resources, or consultations to convert visitors into identification-captured leads.
Some top chatbot solutions to explore include HubSpot, Drift, Intercom, and ManyChat.
Webinars and Virtual Events
Hosting webinars and virtual events like summits allows you to tap into highly engaged audiences eager to learn more about solutions in your industry space.
Promote your events across digital channels then gate registration and attendance access behind lead capture forms. You can also record events for on-demand lead generation.
Popular webinar tools include GoToWebinar, Livestorm, Demio, and EverWebinar.
Partner with a Lead Generation Agency
Working alongside an experienced lead generation agency can accelerate your ability to implement new tactics and start capturing more quality leads through comprehensive, multi-channel programs.
Look for an agency partner that has deep expertise in areas like content development, SEO, paid media buying, CRO (conversion rate optimisation), marketing automation, and analytics or attribution.
Full-service digital marketing agencies are ideal lead generation partners.
The most important element of a successful lead generation strategy is taking an integrated approach across a diverse mix of channels where your audience is actively consuming content and advertising. This allows you to maximise visibility and capture leads through multiple connected touchpoints.
Let’s achieve marketing excellence together!
We hope you find our blog informative and inspiring. If you have any specific topics you’d like us to discuss
or if you’re ready to take your marketing to the next level, don’t hesitate to contact us.