How to Get More Inbound Leads

Lead generation is an essential business marketing strategy. It can raise brand awareness, attracting potential customers and increasing revenue. However, it can also be time-consuming and expensive, especially if you don’t have a marketing team or an agency to do the work for you. Fortunately, one lead generation method presents a valuable solution. 

Inbound lead generation enables you to transform consumers who may have never heard of your company into potential buyers, without having to hunt them down yourself. Instead of cold calling or launching large email marketing campaigns to reel in prospects, inbound leads send them straight to you. 

What Are Inbound Leads?

Inbound leads are sales leads that contact you directly or through marketing channels, including social media, pay-per-click advertisements or search engines. These leads often gain brand awareness through recommendations from other customers or valuable content you’ve strategically planned and generated. 

When you develop free, interesting content that sparks curiosity in users, especially if they’ve never heard of your company, it encourages them to engage with it to learn more about you. It also lets them choose how and when to interact with your company, enhancing personal choice and user control. We believe inbound leads can be powerful in converting prospects into loyal, paying customers. 

How to Get Inbound Leads

Because every business operates differently, no one-size-fits-all marketing strategy attracts qualified leads. It may take some trial and error to determine which tactic effectively boosts your company’s conversion rate, but we’ve compiled a few tips on getting started. 

Company Website

Turning your website into a valuable industry resource can help you achieve a higher ranking on search engines and attract more users. Consider creating a blog with relevant content featuring tips, solutions and other important information for potential or current challenges users may face, and discuss how your products or services can help. You can also add an email list sign-up feature to your website, prompting visitors to stay in touch for free and access exclusive resources, including newsletters, guides or e-books. 

Social Media Platforms

After developing your website, use social media to promote your best blog posts and expand your reach. Many social media sites, including Instagram and Facebook, are free, and they can drive organic traffic to your website. Social media marketing can also help you interact with users personally through comments and direct messages. You can also conduct product demonstrations via videos or live streams to increase interest. 

Google Business Profile

Google Business Profiles allows Google to compile business listings for Google Maps and local search results. Creating a profile prompts your business to appear when users search for products or services in your area that align with what you sell. Your profile should contain contact information and a link to your website, making it easy for users to reach out and learn more. 

PPC Ads

PPC is a form of digital marketing where you post a company ad on search engines, social media platforms or websites and pay a fee each time the ad is clicked. You’re essentially paying for a targeted website visit and hoping that visit turns into a purchase. Paying for ads can be expensive, but it can help you quickly reach your target audience and generate leads. You can also control how much you spend on PPC by setting a campaign budget with your provider. 

Traditional Marketing

In an increasingly digital world, the internet seems like the best place to reach a broad audience, but don’t underestimate the power of traditional marketing. Print advertisements, brochures and TV or radio commercials can still attract an audience, especially if you want to appeal to a local customer base or specific geographic region. 

Get More Leads With an Effective Inbound Lead Generation Strategy

Generating leads is notoriously difficult if you aren’t sure how to reach your target audience. We recommend developing an inbound lead generation strategy to guide your content creation and user experience endeavors and boost your conversion rates to the next level. Strategies we recommend include:

• Information capturing: Collecting contact details, including phone numbers or email addresses, from users who’ve shown interest in your products can help you convert leads into paying customers. Build customer relationships with this information by contacting them with exclusive incentives or offers. We suggest incorporating lead forms into your ads to obtain these details.
• Lead nurturing: Nurturing authentic relationships can encourage prospective customers to advance through the sales process until they’re ready to buy. Provide valuable resources illuminating how your product can help in overcoming a challenge and encouraging users to visit your website or contact the sales team for more information. 
• Reigniting user interest: If a previous lead goes cold, it doesn’t hurt to send a friendly reminder that your company is still going strong. Try retargeting the customer by sending an email or ad with an enticing promotion. You can also develop a customer survey to determine what made certain leads lose interest and how you can do better. 
• Researching customer behavior: Understanding what content your customers are most likely to engage with can inform future marketing decisions. For example, if video ads increase website engagement better than picture ads, consider producing more video content moving forward to generate more leads. 

Custom Strategies for Different Industries

Your industry can affect what inbound lead generation strategy effectively attracts potential customers. We understand the value of creating a personalized user experience, and it often involves understanding your customers’ values, needs and expectations.

For example, HVAC services can be expensive, but they’re essential in maintaining a home or business. We recommend advertising exclusive promotions for first-time users or offering referral incentives to expand your customer base. Plumbing services are also essential in any community, but you likely aren’t the only local plumber. Consider maintaining a blog with relevant content to showcase skills and expertise or publishing good reviews from past customers.

Standing out as a contractor can be particularly difficult, especially during the early stages of business. We suggest creating a Google Business Profile with a live chat feature, allowing local prospects to contact you directly. Joining relevant Facebook groups can also help you connect with customers seeking services that align with your expertise. 

No matter what strategy you choose, maintaining a user-friendly website is key to increasing leads and growing a successful business. Inbound leads can help drive website engagement, and incorporating live chat into your website enables a personalized experience for every user. Contact us today to see how you can enhance user experience in your specific industry.