Lead Generation WP

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www.rme360.com

TIPS TO ENSURE SUCCESSFUL

LEAD GENERATION

According to findings in the B2B Content Marketing 2015: Benchmarks, Budgets and Trends survey, lead

generation is second only to brand awareness as a major goal for content marketers in 2015. But what

strategies should you use? What small tasks can you accomplish each day to earn more qualified leads?

LET’S TAKE A LOOK AT 5 IDEAS THAT CAN HELP YOU BEGIN YOUR SALES CYCLE.

1. EMBRACE SOCIAL MEDIAThis concept isn’t rocket science, but it does mean more than just creating a Facebook page. Embracing

social media to generate leads means selecting channels that your target audience uses, creating

and curating content daily that works for those channels and that is compelling and relevant to your

audience, developing a reputation as a thought leader in your industry and talking with your followers,

not just to them. While you won’t see an immediate train of quality leads pulling into your brand’s station,

you will begin to connect with those interested in your services and can begin to foster relationships.

One way to embrace social media is to create content

for LinkedIn. The platform is giving its members access

to its long-form blog publishing privileges as a way to

create a stronger community of professional insights.

These blogs can be posted to your company’s

LinkedIn page as you further establish yourself as an

expert in the industry. Create content that is helpful

and interesting to your target prospects. Include a

specific call-to-action to subscribe to your company

blog or YouTube page and to follow your company’s

social media accounts. You can also include a CTA

to sign up for a webinar or download a white paper,

but be careful not to leave your prospects with the

feeling that they are being sold to.

FOR INFORMATION ABOUT YOUR MARKET AND A FREE CUSTOMER ANALYSIS REPORT, VISIT US AT WWW.RME360.COM

2. SEND DIRECT MAILYes, you read that correctly. Direct mail

may have its detractors, but don’t count it

out when it comes to your lead generation

strategies. HubSpot notes that 18-34

year olds prefer direct mail and that it’s

an effective lead generation investment

when targeting hyper-local communities.

Many marketers focus solely on email to

generate leads, so direct mail has more

of an opportunity to stand out. Work

with professionals who understand how

to create the right content and who can

target the right audience for your brand.

Direct mail marketing is quite effective

when used to invite prospects to an

event. Seminars are known as the

original social marketing because they

allow you to get face-to-face with and

educate your target audience on your

specialized services, giving you instant

credibility as well as clients.



3. USE ONLINE LEAD GENERATIONThere are several ways you can go

about generating leads online. As you

decide which steps to take, consider

this formula:

• Create interesting form-gated content.

This requires the responder to provide

their contact information in order to

access the content.

• Capture the name, email addresses

and phone numbers of responders.

This allows you to be able to reach

out to them several ways.

• Develop relationships with

those leads through consistent

communication via email.

• Add value to your communication

without asking your leads to give you anything.

• Market your products and services as the answer to a problem that you are solving.

For example: “Here’s why you should use direct mail. RME360 is a leader in the direct mail industry.”

This formula puts your focus on content and relationships first and your focus on selling last. Why? Because

no one wants to feel as if they’re being sold to; instead, they want brands to connect with them. Get to

know your target audience, understand their needs, earn their trust and then let focus on marketing your

brand’s specific solutions.

4. TEST AND OPTIMIZEAs prospects’ needs change, so must messaging. The more you test your lead generation tactics,

the more you will know how and when to evolve with your prospects. What some marketers

tend to overlook is the power of a testing plan. Consider these questions as you craft your plan:

• Which format(s) of messaging has had the most impact on conversions?

• Which message has had the most impact on conversions?

• How often do your prospects like to be contacted? What is your click-through rate?

• How much did you spend on your most successful and least successful campaigns?


5. REVISE YOUR STRATEGIES AS NEEDEDYour marketing strategies are living, breathing entities; as the behavior and needs of your

prospects change, so should your marketing. Measure the results of each activity and

response and revise accordingly. There is nothing about your target audience that is set in

stone, so how you interact with them and earn them as leads must evolve as needed.


Documents

Lead Generation WP