Generating new business leads is vital if you want to maintain growth. Fresh leads are the lifeblood of your company so it is critical you do everything you can to ensure your marketing campaign is focused on attracting prospects and building trust.
Here are seven ‘must-do’ activities that will help your business attract the right prospects:
Sounds obvious, but most companies don’t take the time to research who their buyers are. Think about the issues that keep them awake at night. What do they search for online when they need help?
Review the questions your sales team get asked by prospects on a regular basis. This is a great source of information and will help you create a killer list of keywords and phrases to use in your digital marketing campaigns.
The search engines are always looking for ways to deliver better results to their customers and local listings have been a major development in delivering this. Google My Business, Bing Local and others have been created to connect local businesses with local customers.
Has your business claimed its local listings? If not, now’s the time to do so otherwise you could be missing out big time. And while you’re at it, make sure your listings are complete and optimised. Here’s a free tool to discover if you’ve claimed your listings: moz.com/local/search (it will tell you how complete your listings are too).
Where would we be without Google? It is our first port of call when we want to find out information fast. For this reason alone, you have to have a continuous search engine optimisation (SEO) campaign in place.
Your website has to pop up high in the search results (preferably on the first page) otherwise you’re not going to capture those leads that are ready to do business.
Your own, targeted email list is potentially one of your most valuable assets. Producing an e-newsletter enables you to help your prospects by giving them handy tips and answers to the questions that cause them the most headaches in their work.
A regular e-newsletter is a great way to build relationships with customers and prospects. Not only will you be helping them, but you’ll be informing them about your business and gaining their trust.
Historically known as pay-per-click (PPC), Google Search Ads are a cost-effective way to drive highly-targeted traffic to your website. And the great advantage of PPC is that you set the daily budget and the results are totally measurable so you don’t have to waste money on something that doesn’t work.
If you’ve never tried it before, run a three-month test to see if it works for your business. A word of warning though, Google Ads Search is complex to set up properly and develop so best not to try and fly solo with this, get professional help.
The bulk of buyers doing the initial research for new suppliers are millennials. They love their mobile devices, watch videos and live their lives on social media. Is your marketing connecting with them?
If your target audience is hanging out on LinkedIn, Instagram and Facebook, you need to be there. Setup profiles on these sites; be active on them by regularly posting useful information and commenting on what they are posting. Remember, however, it is social media so don’t even think about employing the heavy sales pitch approach.
At the end of the day, businesses just want to hook up with suppliers that they like and trust. They’re looking for people like themselves who understand their challenges, who have the experience and knowledge to deliver what they need for their business.
To build trust with these people you need to educate, inform and solve their problems. Everything from your website to your e-newsletter, your PR to your social media posts must have great content. Content that answers prospects’ questions, building confidence and trust that your business is the right one to partner with.
If you’re looking for help generating new business leads, why not give Leapfrog’s Alan Myers a call on 0116 278 7788? Alternatively, email firstname.lastname@example.org