Update for 2019:
What is Lead Generation in 2019
Online lead generation requires many elements to be a success. However, many marketers make errors in the very early stages of their marketing plans. Two of the most common errors are not correctly identifying the target audience and not making proper use of visual content and media.
Target Audiences And The Visual Aspect
The Target Audience
Many failed attempts at lead generation failed due to not targeting the right audience. A targeted audience should be very specific in their profile, wants, and needs. They are often a very specific type of customer who is in need of what a company is selling. Once a target audience is identified materials should be produced that speaks to them and reaches them on the proper platforms. Offer incentives as a reward for responding to inquiries. This practice can increase response rates.
The Visual Aspect
For a marketing campaign to be effective it has to visually appeal to its viewers. Most people are visual learners and are responsive to visual elements such as pictures and different colored text. In addition to this visitors also respond more favorably to videos. The proper use of visual media is an attention grabber and instead of having to read paragraphs of text to make a point a visitor can understand an image’s core idea within seconds of viewing it.
Thanks to our friends at venngage.com for this insightful infographic.
Referrals are one of the most valuable sources of leads. When crafting a marketing strategy don’t forget the importance of word of mouth marketing. A good reputation, professionalism, and satisfied customers can help drive business. When properly applied referrals can account for roughly 40 percent of a company’s leads. Referrals can come from many sources. Here are three of the best:
As noted above satisfied customers are an excellent source of referrals. Many people ask their friends for advice when choosing a company for a good or service and a customer with a positive past experience is likely to offer a recommendation. A company can drive a customer referral program by offering bonuses to existing customers who refer their friends and associates.
Former And Current Business Associates
Many companies have existing relationships with vendors and other B2B companies. As companies that focus on B2B sales often have an industry niche they specialize in they can be a great source on potential customer leads due to working with companies focused on the same (or similar) market segments.
There are many experts who specialize in specific industries be they reporters, writers, educators, or advisors. An industry expert recommendation is not only knowledgeable but also carries with it a degree of respectability from potential customers.
Thanks PureB2B.com for this infographic.