35 Experts Lead Generation Round Up

Lead generation is, without a doubt, an important part of our business. However, many businesses struggle to do just that. In the 2017 State of Inbound Report, it is reported that at least 6 out of 10 businesses  find generating traffic and leads to be their top marketing challenge

Though the staggering figure is taunting, I am not too quick to give up. While the number is indeed big, it is not absolute, which means that there are businesses around us who do not identify with this problem.

So, over the month, I’ve reached out to 35 experts in the field and asked them one simple question:

“What are the three things a company should do to generate leads?”

And, boy, the responses I got back were nothing short of amazing! I’ve included all of their responses below. Read on and be inspired!


Michael Brenner

Michael Brenner

@BrennerMichael
Marketing Insider Group

If you want to generate more leads, the first thing you should do is start blogging. Companies who blog see 67% more leads than those that don’t!

Second, you must have a relevant and valuable offer. I giveaway a PDF version of my book to all subscribers. For my clients I often start by developing an “Ultimate Guide” that answers every question their buyers might ask in their journey. For some it’s a webinar or a whitepaper. But it has to be relevant and valuable to your audience.

Finally, you need to ABT: Always. Be. Testing. Test the topics you write about, the offers you present, the channels you promote them in. And then optimize your time, budget and attention into those variables that perform the best.


Alex Jones

Alex Jones

@AlexJonesPR
Hallam Internet

1 – Public Speaking
Few things are more effective for generating leads than public speaking. Your new business prospects get to see you and hear you sharing expertise. Speeches are a perfect opportunity to be seen, heard, and most importantly, remembered. It is also a great way to prove your credibility as a business. One way to create a trust signal for people looking for your services.

Don’t forget, once you have given a presentation, you need to make it work as hard as possible by continuing to interact with the people/prospects who attended your presentation.

2 – Online Reviews
As mentioned, developing trust signals is vital for converting leads. 61% of customers read online reviews before making a purchase decision, and reviews are now an essential element of new business, including the digital marketing industry.

This is a growing trust signal for potential customers that you need to incorporate into your digital marketing strategy. The number of online consumers who read and trust online reviews is increasing.

3 – Alliance Partnerships
We work regularly with businesses in the local area, and through delivering a great service and attending events, we have built up and important list of businesses that we like to work with and for. In turn, we often get work referred back to us. Looking after relationships is vital and word of mouth and recommendations are a strong tactic in generating new leads. We have spent years attracting and establishing relationships with important people and businesses that know the value of our own services.


Adrian Cordiner

Adrian Cordiner

@DigitalRhinos
Digital Rhinos

Build high value lead magnets – these are things such as ebooks, white papers, checklists, templates. Make sure you do extensive research as to what types of lead magnets will resonate most with your target personas.

Add CTAs to your site – make sure you’re capturing leads from your existing traffic by adding contextually relevant Call to Action opt-ins throughout your site, whether subscribing for your newsletter, downloading the above mentioned lead magnets, etc.

Promote your content – don’t just rely on your existing traffic. Make sure you’re pushing your content out through whichever channels your personas frequent – whether that’s paid search, social media, 3rd party industry sites or blogs.


Matt Fenn

Matt Fenn

@Matt_Fenn
Jumplead

Lead generation is a process that involves connecting with people that have a genuine need for what you have to offer.
My three things would be:

1. Understand the needs and pain points of your customers and how what you do is of real value to those people. Creating buyer personas can help you focus on the specifics and get ideas for what your buyers are searching for, and what information is of value to them.

2. Create content that helps your buyers. Information, advice and sharing your understanding of their needs and options will attract visitors and provide a way to exchange their name and email address for high value content.

3. Nurture the leads you are generating with email autoresponder campaigns to encourage repeat interaction and to move them through sales stages to being sales ready.


Viktor Egri

Viktor Egri

@viktoregri
Automizy

Lead generation starts with attracting the right traffic to your contents. Understand your business’ target audience and build different buyer personas on top of it. If you know who are your ideal audience types the time has come to understand their specific pain points! Speak to people, ask their challenges, check out Google Trends, find keywords and type into Quora search to find relevant topics. Viola: you will understand the pain points and you can come up with different, relevant topics to write about.

Use exit-intent pop-ups and signup forms on your websites that are relevant. Offer the well-known lead magnets: downloadable, free ebooks, case studies, etc. The copy of your offers will decide your conversion rate and surprisingly you SHOULD BE BORING. Use descriptive, straightforward copy instead of a creative one. Use this structure: 1 What your visitor should do (e.g. Enter your email address) , 2 What your visitor will get (free ebook on a topic e.g.), 3 why they should opt-in (the benefit, e.g. exclusive access)

Follow up your leads via email. It might sound crazy and dumb but lots of companies out there don’t do it. Give even more value and make them share your opt-in pages. Lots of companies don’t know that the first steps of lead nurturing can have very positive effect on lead generation itself if you ask for social shares via email too.


Sourabh Mathur

Sourabh Mathur

@sourabhmathur
Esanosys Technologies

The three things a company should do to generate leads are:

1. Have a blog and publish content regularly: Blogs are a great way to bring in the top of the funnel traffic and also to engage existing subscribers and leads via newsletters.

2. Run Google Ad Campaigns: Google ad campaigns help both B2B and B2C companies generate on-demand leads. When optimized correctly, AdWords can bring in high quality leads for most companies.

3. Social media: Having social media profiles is easy but managing profiles, updating them regularly and using social media to find, converse and convert potential leads is an altogether different ballgame. Successful marketers are the ones who are able to leverage social media as a lead generation channel.


Scott Sery

Scott Sery

@ScottSery
Sery Content Development

Network with other Professionals – Join a networking group, and attend social events. Remember the idea isn’t to sell at the event, but rather to get decision makers familiar with your face and business.

Promote Relentlessly Online – You can run a Facebook ad for as little as $1 per day. That’s less than $400 per year to start branding your company. When you create an ad that resonates, boost the budget to capture even more interest.

Follow Up – Have a follow up email ready to go that can quickly be customized to the individual. The day after a networking meeting and collecting business cards, send an email that asks more about their business, and asks for targeted referrals.


Jonnie Jensen

Jonnie Jensen

@JonnieJensen
Live and Social

Lead generation should be a natural part of any companies core practices. It should be as natural as answering the phone, closing a sale or servicing a customer. When it becomes a core process it stops being the responsibility of one person (or department) and the value of it is appreciated across the company. To that extent lead generation success starts with company culture.

From there lead generation needs to focus on the wants or goals of a prospective customer. Contact details are exchanged for value that you offer them. When you achieve this – with a content or service offer – the customer journey will start.

To really create a lead generation campaign that fuels a companies success, you then need to use online advertising and set it up so that it is self liquidating. That means securing some kind of payment that covers the cost of acquiring that lead. This is achieved by offering an upsell after the initial piece of content given away for free or very low cost. When you are buying leads for zero you have a tap that can be turned on, and left on, bringing you targetted, motivated buyers every day of the week.


Mike Grindy

Mike Grindy

@m_grindy
Passion Digital

1. By building relationships with your existing clients you can leverage all your hard work. We often ask for reviews, testimonials, videos, case studies and enter awards with our clients. This all contributes to our credibility and helps us generate new leads.

2. Make sure your website is user and SEO friendly – we generate a vast majority of leads through our website due to our rankings and high conversion rate. Continuously review how to improve UX and web content.

3. Network – this is one that we aren’t great at, but just getting seen at the right events and being open and transparent about what we do and how we do it. You never know what will come of it.


Trevor Koen

Trevor Koen

@TrevorKoen
Imperic Media

From what we see on a day to day basis, the most important thing for any business is to understand three things,
1) Everything you do is content,

2) You need to be targeting this content at specific parts of the funnel, and

3) Set and manage realistic expectations. It’s so important that businesses realise that they need to align their content with user intent, and make sure their expectations meet this. The type of content someone engages with at the awareness phase of the purchase cycle is very different to the content someone engages with at the decision point of the process, and both have very different types of engagement.

So in short, make sure you’re targeting the right content at the right part of the funnel, and have the right expectations.


Pushkar Gaikwad

Pushkar Gaikwad

@pushkargaikwad
Aeroleads

3 Things company do to generate leads are (you can pick from these) –

1. Give free tools – You can create free tools which help your target audience. For example, at AeroLeads we offer free email verification tool https://aeroleads.com/verify-email which bring us more signs ups and paid users.

2. Partnerships, Affiliates and Joint Ventures – You can offer affiliate programs giving x% commission on every paid user. Similarly you can partner up with products which compliment your product or service and can share referrals and leads.

3. Exit pop up forms – You can use non intrusive pop ups to increase signups. For example, on some of our pages on AeroLeads, we show a sign up form which has helped us to cross 12,000+ b2b users.

Bonus –

4. LinkedIn – Your referral network on LinkedIn can be a great source of leads. Have a community around your product, update your company page regularly, keep your followers updated etc via LInkedIn.


Colin Scotland

Colin Scotland

@thelogicalfox
Logical Fox Marketing

1. Know Your Client.
Who are they? What are their wants and desires? What keeps them up at night in relation to what you do? What are the deep emotional driving forces? What are their beliefs about the marketplace, the problem?

2. Craft an Irresistible Offer.
You must create a compelling offer that speaks to the wants and desires of your ideal target client. Ask yourself, what does my client need to believe for them to buy? Craft a compelling campaign that changes beliefs. For the most part IT DOES NOT SELL [important].

3. Drive traffic, test and focus on improving conversions at EVERY stage.


Daniel Goldstein

Daniel Goldstein

@dpgolds
Neumarkets

Speaking from our experiences, companies focused on a local market should definitely be investing in a) local SEO b) paid search and c) paid social campaigns to generate leads. Companies that have a broader geographic focus should definitely explore email outreach campaigns.


Yordan Tachev

Yordan Tachev

@tachevy
Leadboxer

Of course, a lot can be said on the topic of Lead Generation. First and foremost, it should be noted that the top lead generation methods very much depend on the company and the industry it’s in. With that being said, what has worked for us through the years are the following methods:

For B2B Lead Generation, we recommend:
1. Create laser-focused content for your ideal customer profiles with clear call to actions / touchpoints
2. Drive visitors to these articles through Ads, Social Media, and organic results
3. Contact the top leads exactly when the time is right.

(4). Use a sales & marketing tool like LeadBoxer to track, identify, and score the leads


Justin Adelson

Justin Adelson

@JustinAdelson
Perfect Pixel Marketing

The three common top-funnel marketing tactics are search engine optimization (SEO), advertising, and social networking – all are proven and effective at generating leads, but cannot be treated the same when building a marketing strategy. Here is a tip for each one:

SEO – A company should focus not only on specific keywords to rank high on but how prospects will perform searches.

Advertising – Every advertising platform is different; research which platforms fit the company’s target market the best.

Social Networking – A company should focus on posting content that drives traffic to their site– 10,000 followers have zero value without attributable conversions.


Ishita Sehdev

Ishita Sehdev

@ReefAgencyAU
Reef Digital Agency

For lead generation to really take the desired course, it’s important to position your product or service as a genuine problem-solver. At Reef, we regard relevancy and usefulness as central elements to a healthy lead flow.

Here’s what we think a company should do to generate leads:
Blogging on your company blog as well as guest blogging on external portals is a great way to capture leads coming in from different queries. Solve problems, share wins and tips, and shape opinions to convert web traffic into leads.

Use the old fashioned approach of networking and attending industry events. Face-to-face interactions can help you find high-quality leads that hold a greater chance of conversion.

Create insanely useful and enticing content assets in the form of guides, ebooks, worksheets, checklists and templates that people will want to download and engage with.


Amit Les Bahar

Amit Les Bahar

@AmitLesBahar
Pagewiz

While the first thing that should be done to generate leads is of course – purchasing traffic via Adwords, there are a few practices that can be addressed to help your company generate more leads:

1) Focus and specific-oriented copy-writing
2) Clean & swift design that won’t steal the focus from your main goal (=conversions)
3) Continues A/B testing to improve and increase conversions

And of course nothing can replace a good research done by someone who knows the product and the target audience. Without conducting good research – the results will always disappoint.


Amanda Van Deventer

Amanda Van Deventer

@Amanda_VonDe
Revital Agency

Our best strategy to generate leads starts with analyzing insights into our funnel/buyers circle. We also focus on creating strong content and landing pages that will appeal to our traffic. We want our content and pages to convert. Using and optimizing the best lead nurturing software and implementing a solid marketing automation strategy as well. (and you can’t forget about paid promotion/ads either!).


Daphne Sidor

Daphne Sidor

@Leadpages
Leadpages

1. Switch out your standard contact forms for two-step opt-ins—and make opting in worthwhile. It’s all too easy for visitors to ignore “Contact Us” forms embedded in your website. A two-step opt-in process can help put the focus on the value you deliver, not on the fields visitors have to fill out. Use a button or graphic to promote an opt-in bonus that will appeal to your ideal leads, then link it to a popup lead-capture form (such as a Leadbox).

2. Pair search-friendly content with a gated content upgrade. You can turn organic traffic into leads by adding content upgrades to your high-ranking pages. For instance, you can ask blog post readers to opt in for bonus content such as a video tutorial or a worksheet that builds on the material you introduced in the post.

3. Turn opt-ins into interactions. One big (and effective) lead-gen trend we’ve seen recently is using interactive widgets such as quizzes and live chat. Pro tip: look for tools that integrate with your marketing automation platform so you can follow up seamlessly. For instance, at Leadpages, we’ve set up quiz builder Interact and chat platform Drift to send rich lead data through to our automation platform, Drip.


Stanley Mak

Stanley Mak

@iSmartComm
iSmart Communications

In my opinion, the 3 things that any company should do to generate leads are:

1) Have good understanding of its target customers and their behaviour.
2) Optimise its website for the keywords that the target customers are using.
3) Have lead-capturing tools on its website.


Jaakko Paalanen

Jaakko Paalanen

@JaakkoPaalanen
Leadfeeder

Content marketing together with industry partners and influencers.

By flipping the funnel while thinking of marketing. (Account based marketing tactics). Understanding the funnel as a whole (identify, expand, engage and advocate) So not just spraying and praying tactics.

Using users/customers to spread word of mouth with ratings, case studies, review sites and more.

It’s really hard to pick just three tactics as the whole process consists of so many things. Here’s a good article by us about different lead gen tactics: https://blog.leadfeeder.com/18-ways-to-generate-more-b2b-sales-leads/


Lizette Louw

Lizette Louw

@struto_central
Struto

Three things a company should do to generate leads:

Be helpful: The modern buyer is online, looking for information on how to overcome their challenges and reach their goals. You can create a win-win exchange by offering them content that helps them in this journey in return for their contact details.

Be transparent: Nobody likes to see their data disappearing into the pit of the unknown. Be up front about your data privacy policy to clear up the uncertainty and to allow users to make an informed decision.

Earn their trust: For six tips on how to do just this, you can read our blog, The Quintessential Guide to Lead Generation.


James Gaubert

James Gaubert

@JamesGaubert101
The Digital Diary

1. Fish where the fish are!
Understanding and knowing who your customers are is the first step. If you are targeting business, use LinkedIn, if you want to reach out to Millennial’s through video content, try YouTube. Ensuring you use the right channel most appropriate to your audience is key!

2. Don’t get left behind by technology!
VR/AI/Smartphones/social all of these tech platforms and devices are trending across the world. Whilst traditional forms of communication like direct mail and email still have a role it is important to keep an eye on emerging tech and channels through which you can reach more people, in a more cost effective fashion and ultimately generate more leads!

3. Make it relevant, personal and treat people like human beings!
The amount of mail I get that reads ‘dear sir’ still amazes me! In the digital age if someone cannot be bothered to find out my name and address me as a human being they have lost me in the first line – regardless of the communication! Using data in a smart way can help lift conversion rates, make it relevant and make it personal!


David McCormick

David McCormick

@BLASTAM
BLAST

Here are three things we believe a company should focus on in order to drive leads:
Have a superior product – Most people think of lead generation from a marketing perspective and it’s true that great marketing is vital, but no amount of marketing can overcome an inferior product in the long term. The single best way to generate leads is to have a product people can’t live without.

Differentiate your messaging – Don’t just follow what your competitors are doing. Stand out by highlighting what makes your service or product different.

Have a goal-driven strategy to guide efforts and enable measurement – Don’t spend money on lead generation without having specific short-term and long-term goals. All efforts should drive specifically towards those goals.


Diana Koshedzh

Diana Koshedzh

@BuzzFixer
Buzzfixer

Lead generation starts with attracting the right traffic to your contents. Understand your business’ target audience and build different buyer personas on top of it. If you know who are your ideal audience types the time has come to understand their specific pain points! Speak to people, ask their challenges, check out Google Trends, find keywords and type into Quora search to find relevant topics. Viola: you will understand the pain points and you can come up with different, relevant topics to write about.

Use exit-intent pop-ups and signup forms on your websites that are relevant. Offer the well-known lead magnets: downloadable, free ebooks, case studies, etc. The copy of your offers will decide your conversion rate and surprisingly you SHOULD BE BORING. Use descriptive, straightforward copy instead of a creative one. Use this structure: 1 What your visitor should do (e.g. Enter your email address) , 2 What your visitor will get (free ebook on a topic e.g.), 3 why they should opt-in (the benefit, e.g. exclusive access)

Follow up your leads via email. It might sound crazy and dumb but lots of companies out there don’t do it. Give even more value and make them share your opt-in pages. Lots of companies don’t know that the first steps of lead nurturing can have very positive effect on lead generation itself if you ask for social shares via email too.


Ana Hoffman

Ana Hoffman

@AnaTrafficCafe
Traffic Generation Cafe

1. Know EXACTLY what your conversion funnel is (how a prospect becomes a lead once on your website.) In most cases, this would be joining an email list. Make sure you make it clear throughout the website that that’s the next step for your prospect to take.

2. Create ALL content, both on your website and off (repurposed content), with that conversion goal in mind. That means EACH piece of content you create has to have a call to action!

3. Experiment with various ways to convert a prospect: traditional optin forms, text message to email (for instance, I use ‘text RECONTENT to 444999 to get the free content repurposing PDF’ as a call to action on many mobile platforms, like Instagram), push notifications, or even Messenger.

Your prospect might be weary of filling out yet another email signup form, but might be more than happy to connect with you in another way.


Eric Ebert

Eric Ebert

@em_ebert
Lookeen Desktop Search

The best way to generate quality leads is to be present. If you truly become an expert on the problem you are trying to solve, you end up speaking with those that have that problem. Whether it’s on Facebook, Twitter, or even personal blogs. If you help people solve their problem, they will tell others.

We perform content upgrades and retargeting. If we have a piece of content that is performing well, we will expand on it. Put it in an infographic for easier sharing and add it to our regular Social Media publishing schedule.

We ask support clients if they would like to join our mailing list. This gives us a chance to stay in contact and also give any new content an audience that will engage with it.


Tracy McAllister

Tracy McAllister

@McAllisterMktg
Mcallister Marketing

When it comes to lead generation, there are 4 key steps that every business should implement:

#1 Really Get to Know who You’re Targeting
You’d think by now this step is a no-brainer for most marketers, but it is still one of the most overlooked or under-utilized steps when it comes to designing effective lead generating activities. Before you bait-the-hook, so to speak, you have to know who you’re trying to attract. This involves taking the time to establish well-developed customer profiles (aka customer personas). This involves not only demographic information such as age, gender, location, and income statistics, but must expand to include details about their lifestyle, interests, common needs, goals, concerns and challenges.
Most of the time, your customer personas will be made up of a combination of tested and untested assumptions. Tested assumptions are details about your target customer that you were able to prove with hard data. Untested assumptions are often gut-feeling guesses you’ve made about your target clients based on common trends and experiences you’ve already had interacting with people like them. Over time, you should revisit your customer personas and continue refining them and testing your untested assumptions so as to gain a clearer picture of your ideal target customer. Knowing your target customers this intimately will help you create compelling content and offer products and services in a way that really speaks to their wants and needs.
Create a customer persona to represent each segment of your target market. In essence, you are developing one fictional character to represent each segment of your target market. So even though your target market contains many people, you are seeking to identify common elements shared between each segment. For example: “single moms with more than one child” deserves one persona, and a target client such as “retired men, seeking to purchase their dream automobile” deserves another persona. Most businesses have 1 to 3 target customer personas.
Just as you segment your target market into 1 to 3 unique customer personas, you will have to do the same with your marketing campaigns: creating a campaign to appeal to each.

#2 Create Content that Captures their Attention
Once you know your target customers’ common challenges, goals, wants and needs––and assuming you have products or services that help resolve their wants and needs––you can create content that appeals to them. Perform keyword research to identify what search terms people use when seeking help with the kinds of problems your products or services solve. Infuse those keyword into the content you create and publish on your website.
Share it via your blog, social media platforms, and email marketing, with a clear call-to-action that drives interested readers back to a relevant part of your website or landing page.

#3 Offer Something of Value in Exchange for Their Contact Information
Now that you’ve captured your target customers’ attention, you need to convert them. Conversion begins when your content has gotten them to a stage where they are seriously considering what you have to offer. You want to make it easy for them to buy right away, but oftentimes, people won’t; depending on what stage they are at in fulfilling their goals (exploratory, versus ready to take action). This is why you want to have something to offer them, for free, in exchange for their contact information. This could be a downloadable PDF of tips, recipes, reviews, checklists, or a free trial (whatever is relevant to your offerings) so long as it would be considered desirable and useful to your target customers.

#4 Finally, Keep your Leads Warm and Help Ease them Through your Conversion Funnel
This involves staying top-of-mind so when they are ready to take the next step and purchase the kind of solution you are offering, they will remember you and think of you first and favourably. This is where marketing automation tools such as MailChimp or Hubspot can really help. You can create content that relates to each stage of your prospective customers’ buying cycle. Make sure the content you send to them is always focused and relevant and includes a clear call-to-action that directs them to the next action you want them to take.
Lead generation (and client acquisition) is both an art and a science. It requires deliberate planning, coordination and consistency to be effective.


Katrina Chua

Katrina Chua

@CallboxSG
Callbox

1. Invest on a good marketing list. We all know that you can never find a perfect list. To make sure your have the right information, you can always assign 1 or 2 people from your team to do continuous profiling to update
your records from time to time.

What to do with this list?

2. Have your marketing team set up a multi-channel marketing campaign – social media, calling, website, mobile, email and chat. Divide your team to handle specific tasks per channel (choose someone with experience in
that area).

What to do?

– Create different email templates (introductory/cold email, follow up email, etc). Send out cold or introductory emails to reach out and engage with your prospects.
– Have someone follow up prospects through calling.
– Create high quality contents to drive traffic to your website.
-Reach out and communicate with your prospects through different social media platforms; Facebook, LinkedIn, Instagram, etc.
-Have a 24/7 chat support to answer inquiries in real time.

3. Outsource a lead generation company. We all know that letting the experts and the experienced people do the job is better than going through all the hassle of hiring, training, developing the right lead generation strategy and monitor which techniques are working or which ones are not.

If you outsource your lead generation campaign, your sales team can focus on following up on sales ready leads generated from your lead generation campaign. B2B lead generation companies have the right people and the
right technology to provide the right leads that you need for your business.


Meenu Joshi

Meenu Joshi

@LeadSquared
Leadsquared

Don’t focus on “more” leads, focus on “quality” leads: More than generating leads, it’s important to generate the right kind of leads, irrespective of your platform of choice. So, no matter what your business type, if generating leads is important to you, you must find time to analyze the kind of leads that actually become customers. When we optimize any campaign of ours at LeadSquared, be it PPC, Social or Organic search campaigns, we go back to data to understand which campaigns generate the leads that actually become customers, even if the total number of generated leads is smaller. Sometimes you’ll run great campaigns which are very creative, and that’ll get people interested and they’ll click on your ads, even filling out the forms sometimes. But, leads that don’t turn to paying customers is no good for you. So, the first step in going with any lead generation campaign is identifying your customer persona, what they are actually trying to achieve, and then invest in your campaigns.

Do multi-channel marketing, but identify what works, and work extra hard on that channel: Webinars have proven to be this profitable channel for us. We are able to get an average of 500 to 700 registrations and 200-300 unique leads per session. Now, because we choose marketing or sales topics, it works perfectly well for us, because we are able to generate leads that might eventually buy from us. Even if they won’t buy, they’ll remember us for the knowledge sharing.

Use conversion-optimized landing pages: Some business use landing pages just for the sake of using landing pages which do more harm than good. Too many form fields, too less form fields – both are a mistake, so is not using different pages for different offers. So, make sure that your pages are conversion optimized.


Yuval Maoz

Yuval Maoz

@yuvmaoz
Klear

1. Engage with influencers who have influence over your target audience. Building relationships with key leaders in your industry is a powerful practice to generate positive word of mouth and leads. To develop these opportunities:
* Communicate with influencers on social media: comment on their updates and be part of the conversation.
* Invite them to events or just for a friendly coffee.
* Ask their opinion. As experts in their field, they feel the pulse of the industry and can share feedback with you.

2. Create a group that shares knowledge with the community. The group can run on Facebook, Linkedin, Slack, or any relevant platform which your audience use. Within this group the company can share common questions and ideas from their day-to-day life. Running the group and leading it will stage the company as a dominant player in this field.

3.Answer Quora questions. Being helpful on the Q&A platform is a useful way to get exposure on the very specific topic your company offers a solution for.


Ross O’Lochlainn

Ross O’Lochlainn

@MiraseeOfficial
Mirasee Growth Team

1) Identify their ideal customer, what they want and where they hang out
2) Create a compelling “first step” lead magnet that explains how to solve the biggest problem they have
3) Offer the opt-in reward in exchange for an email


Gemma Roalf

Gemma Roalf

@REALLYB2B
ReallyB2B

Personology: It is so important to understand your target audience on a personal level. This means going beyond just insight into their job role and industry. You need to drill down into their goals and objectives, both personal and professional. What it is like to be in their shoes? What keeps them up at night? Only then will you be able to tailor your message in a way that truly connects with your prospect.

Integration: Using one stand-alone channel will seldom engage a busy prospect in a noisy environment. Instead, use a multi-channel campaign to speak to your target audience through mediums they use with regularly.

Nurture: Some prospects just won’t be in a position to purchase your products or services right away. And you can’t keep bombarding them with the same ‘lead gen’ style messages. So, if you can’t sell to someone – be helpful to them! Provide them with the tools and resources that will support them in their role, position yourself as a thought leader and they’ll think of you when they do become sales ready.


Adam Coombs

Adam Coombs

@UnamoHQ
Unamo

Strive to rank highly for long-tail keywords with your SEO as it’s a great way to get highly targeted traffic that is more likely to become a lead.

Create well optimized and informative video content. Generate views to your videos and place links and cards throughout the video that act as direct lead generation funnels.

Ensure your website is optimized for users to become leads quickly. Keep your web pages simple, informative, and always with a goal in mind to maximize lead generation from your visitors.


Dominic Byrne

Dominic Byrne

@digitoro
Digitoro

Hustle, hustle, hustle


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