How To Get More Leads: 7 Lead Generation Ideas
Every business owner has silently thought about lead generation tactics or mulled the thought over with themselves, their families, and teams.
Especially in economic downturns, leads become the lifeblood of hope for a small business. Keeping a sales pipeline full can require loads of energy and carries the utmost importance for the survival of a business.
What should business owners do to get more leads? How can this activity become just a little bit easier instead of a constant grind?
In this article I’ll share seven different lead generation strategies and ideas that I’ve seen work for many small businesses. Here are seven ways to get more leads:
- Referrals for trusted leads
- Directories for industry leads
- Google My Business for local leads
- SEO for long-term lead generation
- Google Ads for short-term lead generation
- LinkedIn for social leads
- CRM for tracking leads
Referrals for trusted leads
Nothing tops a solid referral. Why? Because referrals are highly trusted by the recipient.
How can you develop more referrals? Well, you can start by taking advantage of all the opportunities afforded by your Chamber of Commerce.
The Tempe Chamber of Commerce lists weekly events that range from a “Coffee Connections Leads and Referrals Group” to a “Business Innovation & Strategy Council Meeting.” Each of these events are designed with one thing in mind: to help support you and your business.
Whether referrals come from your Chamber of Commerce or from others, seek out those people and organizations who want to support you. Help make them aware of how they can support. The more you can rely on the people who know you best, the more referrals you’ll typically receive.
Directories for industry leads
Conduct an online search for a phrase that a customer may use to discover your product or service. Most of the time, there are search results to various directories that list companies who offer your product or service.
Yelp is one of those directories that pop up quite often for local businesses. Make sure your company is listed on the industry specific and local directory sites to get more visibility. These directory sites are consistently looking to put out content like the “Top 10 XYZ Companies in Tempe.”
To be considered for inclusion on the list, create a listing, submit your company information, and fill out your profile.
Google My Business for local leads
Google My Business provides local companies with the ability to manage information about their business.
There are three steps to get started. First, sign up for Google My Business. Then, verify your business. And finally, manage your business details. The benefit is that your profile will be considered for inclusion in search results for local searches. This can help produce local leads from people searching for services within your area.
SEO for long-term lead generation
As someone who runs an SEO company, I would not recommend SEO (search engine optimization) for short-term lead generation. Google says that SEO can take 4-12 months to see results from a campaign, and that’s if you know SEO best practices.
Instead, view SEO as a long-term lead generation strategy. When a website achieves first page rankings in the search results for target keywords, a company can expect a steady stream of leads.
For our company, we achieved a first page ranking for the term “digital marketing company” in 2016. Since then, we’ve been able to forecast out hiring needs and growth plans in accordance with the leads we receive from this search query.
If you are an established company with a defined focus, SEO may be a good marketing strategy for your small business.
Google Ads for short-term lead generation
Pay per click (PPC) advertising is a viable and quick route to get visibility for your business online. You pay for each click on your advertisement, which produces near “instant” traffic to your landing pages.
Sometimes this traffic converts to leads. Sometimes it doesn’t. That’s why considering hiring a PPC expert can sometimes be worth the investment.
Alternatively, Tempe Chamber has some great Grow With Google resources to help businesses navigate Google marketing products such as Ads. Review these resources, and consider whether engaging in a Google Ads campaign would be worth it for your business.
LinkedIn for social leads
Social media can be a great marketing channel to develop and strengthen relationships. LinkedIn in particular stands out from other social media platforms like Twitter and Facebook when it comes to lead generation.
How can you use LinkedIn to build relationships with prospective customers?
As Erika Acorn of the Tempe Chamber shares in the hyperlinked article above, truly caring about connecting with people and sincerely wanting to learn more about them and their business is the most important place to start.
Leads on LinkedIn won’t happen without a relationship. Develop a relationship with LinkedIn as an initiator, and then continue the conversation in a mutually beneficial way.
CRM for tracking leads
You don’t always need “new” leads to get “more” leads. In fact, if you counted all the previous clients you’ve worked with, or inquiries that you’ve fielded over the years, chances are that you’d have more leads than you know what to do with.
That’s where having a strong CRM (Customer Relationship Management) system comes in. Tracking all previous leads and contacts in a centralized CRM can help you schedule follow-ups and stay in touch with potential customers.
I’d highly recommend Pipedrive CRM. It’s affordable, effective and easy to use. Alternatively, Mailchimp has morphed into a CRM to compete with mainstream solutions like Hubspot. Meanwhile, under the radar CRMs like Nutshell offer a viable option.
Take advantage. Try out several different tactics, and measure the success of your efforts. Once you find something that works, double down and go all in on the tactic to help drive your business forward.