Lead Generation – BiQ

8 Surprising Lead Generation Mistakes Discovered

The common lead generation mistakes you need to stop making.

Lead generation is a very critical piece of the puzzle in your business’ website. If it fits nicely in the whole picture, you can expect to see more sales and higher conversion rates

But we know that it is easier said than done. As mentioned by CSO insights, 68% of businesses report mentioned that they are struggling with lead generation.

In 2017, I started learning more about lead generation, and a year after that, my team and I launched a super-cool website. Despite knowing nothing much about blogging or SEO, we managed to hit 8,500 organic visitors in 3 weeks! It was one of the exciting weeks until the number goes down like this…

lead generations

Long story short, we learned a good lesson from that experience – we may have gotten quite promising traffic but in reality, we only managed to get only 270 signups… 

That’s pretty disappointing!

Then the real question hit us hard: What went wrong? 

It didn’t take long for us to figure out that we’ve made some unforgivable mistakes in our lead generation funnel.

That is the reason why for today’s post, I want to share with you some of the lead generation mistakes I wished I knew when I started. 

That’s why we’re here to learn what the common lead generation mistakes are, and how to fix them to get more leads in return. 

Let’s get to it.

Mistake #1: Getting distracted by 80% and not focusing on the 20%

I still remember the first few months before the website launched We had prepared a list of marketing checklist on how to generate more traffic to our website. It includes email marketing, posting content on Twitter, creating some Facebook advertisements, writing blog posts and the list goes on and on… Not to forget, we spent ample time on designing graphic design and attractive images.

The result? We’ve gotten more than 8,000 traffic! It was a great achievement but it still did not hit our ultimate goal – to get at least 1,000 sign-ups. There may be a surge of traffic coming in but it doesn’t equal conversions. 

Despite spending so much of our time on beautifying the whole website and getting huge traffic in return, what we forgot about was the “20%”.

20% of what you do leads to 80% of your results.

Let’s look at a common funnel example:

  • 1,000 unique website visitors 
  • 100 people sign up
  • 10 becomes a customer

If you focus on the top of the funnel and manage to increase your website traffic by 20%, it will look like this:

  • 1,200 unique website visitors
  • 120 people sign up
  • 12 becomes a customer

Now let’s take the 20% energy to the middle funnel:

  • 1,000 unique website visitors
  • 200 people sign up
  • 20 becomes a customer

The number of customers has now doubled and more leads become your customer!

We learned that by focusing on the right stage of the funnel, you can easily double your end goal.

As a matter of fact, it is easy to get distracted by all the tasks on hand that need to be completed. Therefore, layout your funnel and list down an action plan for each stage, not forgetting to prioritize those with the biggest contribution to your end goal.

Mistake #2: Asking too much in your contact form

Throughout my journey as a digital marketer, I have seen contact forms with 10 fields to fill in. Upon seeing such bizarre requests, I will close the tab the same as how 86% of visitors will leave a website if the sign-up procedure takes too long.

If your contact form is too long and needs a lot of work to fill out, visitors will weigh the effort it takes to complete your form against the value they’ll actually get from using your website. 

Most of the time, the sign-up page is the step where visitors have already decided to share their personal information in exchange for something valuable from you. Therefore, the sign-up page should be focusing less on persuading but more on making the process simple and easy.

Common lead generation mistakes : long contact form
Source: Growthlab

If we look at the example above, only two information requested; Name and email. The goal is to get someone to sign up without a second thought. So make the whole thing as simple as possible

Here’s a simple guideline when deciding what information you want to ask from visitors:

  • No financial transaction involved – email and name (if needed)
  • A financial transaction is involved – email, name and a minimum amount of information required by the credit card processor

If your registration process is combined with the checkout process, I would recommend you to break up the long process into steps. The key is to make sure your visitors do not have to think twice once they’ve decided to sign up. Any extra field to fill in means more opportunities for visitors to get frustrated and leave. 

Mistake #3: Not using your top pages for lead generation

Can you recall what are the top three landing pages on your website? You will probably say the majority of your website traffic comes from the homepage and some blog posts. But are you utilizing them as your lead generation hub? I hope you are…

All pages shouldn’t be treated the same. In fact, they should be treated differently

Dig into your analytics and sort the pages by the number of page views. Identify at least five top web pages on your website. Then, optimize these five pages for leads. 

If one of your top webpages talks about “how to reach financial stability”, you can create a downloadable guide on “10 habits to develop for financial stability” for your visitors. It would not make sense for a financial website to develop an ebook promoting health and fitness. 

Since your visitors’ come to your website to read more about reaching financial stability, they could possibly be looking for ways on how to achieve them or to know more about them. Therefore, make sure you provide something that is valuable and relevant to their topic of interest.

For example, I came across an article about how to recover visitors who abandon their shopping carts in ABTasty.com. After finishing the article, I found further reading material that is downloadable, talking about shopping cart abandonment at the bottom of the page: 

Lead generation examples
Source: ABTasty

Would I download the ebook? Yes, of course!

Creating a brand new offer can be time-consuming, but it often gives much better results than offering the same offer to all. Your downloadable content can be in the form of ebooks, templates or and whitepapers. 

Mistake #4: Not actively testing and optimizing your landing pages

When it comes to deciding which copywriting or design is performing better, you should not trust your gut feelings. 

The only way to get a definite answer to that question is by testing and getting a data-proven answer. 

I would recommend you to actively test and keep on optimizing your landing pages until you’ve achieved satisfactory results. 

There are a few things that you can test on your landing pages. Some of them are:

  • Headline – create and split test two or more headlines that will nudge people to read the rest of the copy
  • Title – create a few titles that are relevant to the offer 
  • Benefits – highlight the benefits of your product or services in different forms, i.e. bullet, checklist, numbers. And also the copy itself
  • Call to action – differentiate your CTA by changing the color of a CTA button and also its copy.
  • Design – create different designs that may potentially catch your visitors’ eyes

The goal is simple; to compare your landing page performance with the previous versions until you reach the peak of optimization. 

Believe it or not, a simple tweak can make a big difference. In one test, Hubspot found that red buttons worked better than green buttons. 

lead generation strategies
Source: HubSpot

How could they possibly know which button will perform better if they had never done this simple test? 

Split testing allows you to optimize your lead generation strategies by testing what is working and what isn’t. Not doing so means you may be missing out on greater opportunities out there. Start testing!

Mistake #5: Not leveraging social media power

There are more than 4 billion social media users across the globe reported early in 2019. Social media is much more than just a way to let people know about your brand or connect with your current customers. It is also a great platform for you to generate massive leads at a low cost.

Rather than trying to be “Jack of all trades”, start with choosing which social media can deliver your business goals. That way, you can laser focus your resources on building and growing them. 

Since Facebook contributes to more than 2 billion users, let’s discover how you can use them for lead generation. 

Create  blog posts

The easiest way you can start is by linking your blog posts that have generated a high number of leads. Pin the post to let it stay at the top of your timeline and get maximum visibility. 

Below is an example of how a pinned post will look like. Once users click on the link, it will lead them to a landing page. The lead generation form is placed on the landing page to get visitors to sign up.

lead generation tactics

Create Facebook lead generation ads

Lead generation ads can help you reach your audience and acquire more leads. If you have an existing customer list, use them to create a lookalike audience. In return, you will be able to target those who are greatly interested in what you have to offer. 

The best part – your potential customers can fill out the form without leaving the Facebook app. 

Facebook lead generation ads

Create a Facebook group

A Facebook group has proven to be a valuable resource for companies looking to generate leads and raise awareness. You can use groups to build a relationship with your target audience. Start with providing information about what you do, how it can help them and create discussions. 

When compared to public Facebook Pages, Groups provide more opportunities for personalization. By knowing what your target audience really wants, you can easily personalize a message or content that resonates.

Mistake #6: Failing to nurture leads

You may have created a great product, but still not achieving your targeted number of customers. One of the reasons is because you’ve failed to nurture your leads from the start.

According to a study by Marketingsherpa, 79% of marketing leads never convert into sales. The lack of attention towards your leads is the main cause of this.

When lead nurturing is done correctly, you can easily generate more leads. More leads mean more opportunities for you to convert prospects into paying customers. 

If you are selling a product like a calendar or a table, it would be easy to understand what it is. But when you’re selling something complex, your potential customers may not understand why they need to purchase from you. What’s worse is when they do not even know you exist.

That’s when lead nurturing comes into the picture. It helps you to educate your potential customers over time. Instead of forcing someone to purchase from you, educate and let them know how your products can help them. 

Begin with identifying your target audience. Knowing what your audience wants and needs will help you to craft and design the right message. Different visitors will be at different buyer’s stages when they visit your website. Therefore, you may want to visualize each stage properly to identify their real needs and wants. 

Understand what content your leads will be interested in each buyer’s stages. Then, create different content that will deliver value and help them along the path to conversion.

Learn more about buyer’s stages here: 4 Killer Keyword Mapping Steps To Match The Buyer’s Journey

Mistake #7: Not communicating your value well

What’s one of the worst mistakes you can make? It is not communicating your value in marketing correctly.

How often do we hear marketing messages that say, “I will provide the ultimate solution” or “An all-in-one solution”?

Nowadays, some words are overused in marketing to attract customers. Slowly, it tarnishes the credibility of the brand. Due to long exposure to messages like these, people will think it is just another product in the market. 

If you want your potential customers to believe that your product is the best solution to their pain points, show them directly in your marketing and selling efforts. Help them to understand how your product can solve their problems.

Let me show you a great example below.

Lead generation techniques

It is clearly shown on their homepage that you can use Crello to create animations or graphics even without prior design skills. 

When your marketing messages always revolve around how great you are, it will not be relevant to your potential customers. But when you focus your messages on your customers’ problems, needs, or wants, it can inspire them to take action.

Mistake #8: You give up on lead generation too early… Are you?

“Know when to quit… But don’t quit too soon”

Often times, lead generation does not work because marketers give up way too soon. 

The first month when I tried working on Facebook’s lead generation ads, I can’t even get 50 leads. I don’t know how to get started or what I should be doing next. But after months of learning and testing, I managed to get 10x of the results. Since then, it has kept on growing. 

Just imagine if I had given up at that time. I wouldn’t reap the results that I’ll be getting today. 

Lead generation can be complicated and difficult if you don’t acquire the skill needed. How many people you know that speak often on something big, and yet never actually take the necessary steps to get it achieved? A lot. 

If you want your business to grow, the only way to go is to go up!

Go through the 8 lead generation mistakes mentioned previously and identify if you are doing any of them. 

Take your time to learn and acquire the necessary skills or knowledge needed. For example, getting to know who your real target audience is not an hour process. It takes more than just checking your analytics. You may need to go the extra mile, such as conducting a survey or make a phone interview. 

Conclusion

To sum it up, here are the 8 lead generation mistakes that we have discovered the past few years:

  • Mistake #1: Getting distracted by 80% and not focusing on the 20%
  • Mistake #2: Asking too much in your contact form
  • Mistake #3: Not using your top pages for lead generation
  • Mistake #4: Not actively testing and optimizing your landing pages
  • Mistake #5: Not leveraging social media power
  • Mistake #6: Failing to nurture leads
  • Mistake #7: Not communicating your value well
  • Mistake #8: You give up on lead generation too early

What works for others may not work for you. But being aware of the common mistakes that may be the answer to improving your lead generation growth. 

After optimizing your lead generation, keep monitoring their performance. Make sure to avoid these 8 lead generation mistakes, and you will be on the track to success.

Let me know in the comments below if there are any other lead generation mistakes that you have encountered before!

About Allysa
Allysa is always eager to learn something new whenever she got some free time and that includes SEO and inbound marketing. She also has a passion for traveling and discovering the unknown.

Lead Generation: Leave No Website Leads Unturned (Part 2)

Are you also struggling with lead generation?

There’s no need to worry as you are not alone in this journey. What’s even better are actually many things you can do to improve both the quality and quantity of your website leads.  

I’m sure you’ve read somewhere that the best way to ensure you’ll always get good leads consistently is by building a lead generation website and driving targeted traffic to that page. 

If you’ve read through the first part of our lead generation hacks series, then hopefully you’re able to gain some valuable insights into the 6 strategies I’ve talked about previously. 

This time I’m back with more online lead generation tactics. 5 more to be exact!

For this segment, we’re going to continue exploring more lead generation strategies that will win you massive leads. Ready? Let’s get going. 

1.  Create relevant quizzes

The power of quizzes existed since the 1990s to date. 

Before Buzzfeed and the digital transformation came into the picture, magazines were where people would go to for quizzes. Fast forward to today, quizzes we see often see on social media are capable of working for lead generation. (Admit it, you’ve seen and taken those plastered all over Facebook)

What marketers these days don’t know is: Underestimating the power of quizzes to get leads. Yes, quizzes are one of the most underrated types of content every marketer should look into. 

You just need to know how to do it right. 

What we need to do is create content that is both “sensationalist” and actually drives targeted traffic and website leads into your marketing funnel. Just so you know, Buzzfeed gets over 200 million monthly visitors and in March 2017, it’s top 4 stories were all quiz related. 

I know you’re still doubting if quizzes can really bring you the traffic, revenue and lead you desire. So, allow me to share you an SEO Quiz built by the team from SEOPressor that shows you such positive results: 

SEOPressor's Google analytics result shows improvement in lead generation
In a span of 1 month, the quiz already gathered 1,815 users!

Online quizzes have proven effective across a variety of industries and might just be the answer you are searching for. They are a great resource for starting a conversation with a prospect, capturing that lead and continuing the conversation in follow-up emails.

Sure, there are plenty of quizzes that may ask you what type of cartoon character you best represent, but you can also tailor the quizzes to be both practical to your business needs. Just like how SEOPressor did. 

Screenshot of a question taken from SEOPressor's quiz
SEO-focused SEOPressor tailored their quiz to suit their target audience.

Quizzes are able to give different results based on the answer the user gives. This represents personalization and implementing that is a game-changer for you in marketing. Anything that draws your prospect in and gets them to take an action has a higher chance of conversion than forcing them into it. 

When designing an interactive quiz, here are some pointers you can take note on:

  • Ask relevant questions
  • Eye-Catching Design
  • User & Mobile Friendly
  • Short and Simple
  • Educational, Intriguing
  • Promote at the right places
  • Offer something of value at the end of the quiz

By far, quizzes are still something of a novelty. If you’ve noticed, not many people are using them yet. Hence, they stand out from the other lead magnet techniques which people are not daring enough to breakthrough. Be different and take the leap!

2. Begin guest blogging efforts

Guest blogging example from LSIGraph as part of the lead generation hacks to gain website leads
Recently contributed my article to Vocso on the topic of best digital marketing tools.

Guest blogging or guest posting is a rather underused business strategy that’s sole purpose is to create high-quality content in order to be published on other sites. It is actually another one of the efficient and consistent ways to grow your list.

Why guest blog, you ask?

The answer is pretty simple. A good quality featured blog is able to gain wider exposure, gain SEO benefits, receive increased targeted traffic, build authority and develop relationships in your niche. The key is to make sure the content that is being created will offer readers some type of value. 

However, before you reach out to anyone, you need to make sure your path is right to get yourself recognized by the blog owner. 

(i) Read their blog to get a feel of what they like to write about (and their writing style)

(ii) Make sure you read and understand the guidelines set by the website beforehand

(iii) Politely introduce yourself and include links to your professional profiles or works

(iv) Personalize your email and stand out with a unique pitch

(v) Pitch multiple ideas that align with their website’s pre-existing content and audience

(vi) See rule (ii). Seriously, they have guidelines for a reason. Follow them. 

 
Here’s an example of how it is done in real life:

Guest post request from SEOPressor's email
A decent incoming request to guest post on SEOPressor. 

Once you’ve gotten replies from the host and certain that your pitch is accepted, it’s time to start writing. Be sure to communicate with them about their requirements and when they expect you to turn in the guest post. Remember that it’s a good practice to submit it before the deadline.   

Write a damn good piece of content! They should be well written, researched, simple, formatted for easy skimming and includes lots of pictures (no stock photos!). 

When you’re done with your write up, make sure you proofread what you wrote at least twice. Then you’re down to the last step which is sending it over for submission. Don’t forget to thank the blog owner for the opportunity!


Now before you go reaching out to hosts everywhere, you should know what guest blogging is not. It is not a shortcut for you to grow your blog, neither is it a quite route you should take to rank your website to #1. 

If you’ve done your work right, guest posting will open the doors to many opportunities in the future, trust me.

3. Send out newsletters 

In the age of social media and mobile web browsing, consumers still appreciate deliverables. They want to hold something in their virtual hands and feel as though they’ve received something of value. That’s how a company newsletter helps generate website leads.

In relation to other marketing tactics, email newsletters are easy to produce and send. Think about the time and resources it would take to plan an event, print a brochure or create an advertisement for your business. 

Producing a newsletter only takes you one day at maximum with exiting content and designs plastered in your subscriber’s inbox. 

SEOPressor's newsletter sign up fold as part of their lead generation hacks.
Before you generate leads, prospects must opt-in to your newsletter.

To entice them, offer a benefit when they sign up for your newsletters, such as discount codes, or exclusive tips from the industry. Make the sign-up benefit as unique as possible so your offer remains competitive. 

Here are a few things you can go about if you decide to use this strategy:

(i) Announce Your Newsletter

Yes, you may be offering a newsletter sign-up on your website. Now, what about potential customers who never visit that page? So think about the places where your target audience might congregate. 

An screenshot of LSIGraph's monthly newsletter available to those who subscribed to them
An extract of LSIGraph’s valuable monthly newsletter.

(ii) Craft Relevant, Meaningful Content

What kind of newsletter are you aiming to tell your subscribers? Focus on meaningful content that will add some value to your readers’ day. Ideally, it should be educational and nurturing to build a loyal customer base. 

(iii) Stop Praising Yourself

Newsletters or any emails at all should always put the prospect at the center of everything. People want to be informed and most importantly fill on their issues that strike a chord. Instead of telling how good and competitive your brand is, provide your take on an issue that your prospects want to solve.

A praise from LSIGraph's subscriber on their monthly newsletter efforts to generate leads.
When done right, you’ll be sure to receive a loyal follower base thereafter!

No matter what platform you use, integrating newsletters after they have signed up is crucial to gaining traction online. It’s not only about collecting as many leads as possible but about getting the correct type of leads so that you’ll get a strong email and lead list. 

4. Add a live chat feature

Live chat is integral to marketing these days. 

Incorporating it into your business is one of the most popular methods to date due to its prompt response. As we are living in a turbo-charged world, where keeping up with the fast-paced environment is needed, the ability to respond quickly is also a key feature when it comes to achieving superior customer service.

Those pre-drafted messages can be used in the right way to answer customers’ queries quickly that improves the response time. Gone are the days of sitting on an outdated live-chat platform, waiting for help, only to receive a message asking you to call them or visit their FAQs.

But the real beauty of chatbots and live widgets is they’re 100% automated. So once they have been set up, the technology will keep bringing in the leads no matter how much traffic you throw at them – no one is needed to operate them. 

The question is, does this technology really work in lead generation?

Well, according to research it turns out 69% of consumers prefer talking to chatbots for quick communication with brands, as opposed to calling them directly or sending them an email. Facebook is one of the major players that started this revolution by launching its own chatbots somewhere in mid-2016.  

What do these chatbots have in common? The most common characteristics are:

(i) Keep messages short and sweet – most messages should be in a conversational tone, yet short and easy to read.

(ii) Design with the end-user in mind – spend some time to understand what your users’ needs are and what they are looking for. 

Here’s how LSIGraph engages a bot to talk to their audience on social media. 

When you first interact with Charliebot, he starts off by letting you know that you’re talking to a chatbot.

Conversation between LSIGraph's chatbot and me in their effort to generate leads
Yes, LSIGraph has its own chatbot on Facebook named Charlie!

He proceeds with asking users to choose between learning more about LSI, getting instant LSI keywords data or contacting their support team.


The team from LSIGraph decided to take their LSI keywords data to another level by offering some simple information on messenger without the need to search for it elsewhere.

It’s a fairly simple and straightforward bot but it’s a definite way to reach new customers and grow your business. This is also becoming one of the best ways to nurture prospects and drive sales fast. 

If you’re not yet using chatbots for lead generation, then this is a good time to test them out.

Thankfully for new live-chat converts, there are tons of free lead generation live-chat platforms out there today. 

5. Use social media advertising

Social media is a must today. A social presence will help you establish your credibility in your audience’s eyes.

So, if you’ve decided to use social media as part of your lead generation strategy, you need to pick the right platforms. But with so many social sites available today, how can you choose the right social site to advertise?

Simple, just identify where your prospects are mostly hanging out – which platforms they prefer consuming your content. It might be Facebook, Twitter, or Instagram. However it’s not about the numbers, but identifying where your buyer persona is, then proceed to choose the right channels for your business.

I will be talking to you briefly about Facebook’s lead generation ad as that’s what I’ve been doing for some time now. I personally really like the Facebook Lead Generation objective hence I chose this platform, to begin with.

Read from the leading light, the company itself, on how to run lead generation ads on facebook.

It’s very simple to set up and can be extremely effective if you know what you’re doing. Here are some facebook ad examples:

One of LSIGraph's lead generation ads
Have you seen lead generation ads like these on your Facebook?

Lead ads make it easy for Facebook users. Prospects who see your lead ad will be presented with a form that they can fill out automatically. Here are the hoops that you’re asking people to jump through with a typical facebook lead generation ad:

Ad > Click > Landing Page > Form Fill > Thank You Page > Lead Added

This is a classic example of a Facebook lead generation ad. When you click the button, it triggers a popup with your pre-filled information.

Prospects just have to click on the CTA button and they will be added to your list of leads.

The biggest advantage of using these lead generation ads compared to other types of ads is a native signup flow, allowing people to click on an ad and sign up without leaving the social network.

Because contact information will be automatically populated from prospect’s profiles, it eliminates the pain point of having to fill up online forms from scratch. 

All in all, the benefits of social media can be defined in many ways. It can do much more for you than just generating leads or increasing your site’s traffic. The key benefits of social media lie in relationship building. Relationships build trust and trust builds sales.

What’s Next After Lead Generation?

First things first, congratulations on generating awesome website leads! 

Yes, you may have gone through tough times figuring that out but your work is far from over! Just because someone decides to download your ebooks or subscribed to your newsletter doesn’t mean they are ready to buy just yet. 

Sending a thank you email is the least you could do to make a good first impression. Just like when you meet a possible customer for the first time, you’d smile wide and introduce yourself, right?

Next, you’ll have to start building relationships with them by means of educating and provide solutions to their questions. Doing so will convert these subscribers to qualified leads and who knows, they might make larger purchases with you down the sales funnel.

Anyhow, I will be talking more on what are the things you can do after generating leads in my future blog posts so stay tuned for more of this! Back to the topic today, let’s recap the 11 lead generation hacks I’ve talked about thus far.

  1. Create and update existing content regularly
  2. Answer questions on Quora
  3. Provide downloadable offers 
  4. Utilize the art of email marketing
  5. Make your website clear and easy to take action on
  6. Offer free tools on your website
  7. Create relevant quizzes
  8. Begin guest blogging efforts
  9. Send out newsletters 
  10. Add a live chat feature
  11. Use social media advertising

Take advantage of the fact that you can now do this in a way that mobile and desktop users alike will happily respond to and use the information you get to nurture relationships with your clients in the ways I’ve shown you. 

Lead generation is no easy task, but these 11 lead generation hacks (Part 1 + 2) I’ve personally implemented throughout my journey as a marketer should make your job a bit easier.

Good luck with implementing the best lead generation strategy for your business. All that’s left to do is get started. They’re out there, go get them! 

About Winnie
Winnie is a copywriter and digital marketer in the vast world of SEO and marketing. She's as curious as she can be; constantly hunting for answers to her questions, never saying no to new experiences. When she's not spending her time typing up a storm, she is at home keeping up with her never-ending movie marathon & self-improvement books.

Lead Generation: 6 Hacks To Grow 174,853 Quality Leads (Part 1)

If you’re here today reading this, chances are you’re already exposed to lead generation marketing. Maybe your job is directly related to using this marketing tactic to achieve better results or maybe your lead generation campaigns are not doing as well as you’d like them to. 

In any case, here’s a warm welcome to this blog on improving your lead generation. 

By acquiring relevant knowledge makes you a valuable and in-demand asset when it comes to running a successful website. 

What Is Lead Generation?

What is lead generation and who are your leads?
There are billions of people online today, are you targeting the right ones?

Let’s first define the basics of lead generation in the simplest form.

Lead generation – A marketing activity aimed at acquiring direct contacts of prospects that are interested in your product or services. 

Now, what are leads in sales?

Leads – Prospects that have some level of potential of becoming a customer.

Without understanding them, your business is bound to fail. As the saying goes, you can’t build a strong house without a strong foundation. In order to grow, you need to generate leads so consumers can purchase from you. 

Remember this formula: 

Leads – Revenue – Profit

More leads mean more revenue. And more revenue means more profit. It’s a chain reaction, so to speak. 

Lead generation may seem simple in theory, but it’s definitely not easy to execute effectively without proper knowledge of this area. In fact, most lead generation efforts don’t work out because of these reasons:

i) The usage of wrong strategies
ii) Poor landing page design and navigation
iii) Lacking in convincing content
iv) Follow-ups not done right

Some of you may have done these mistakes before, especially during the early days of marketing, right? Well, don’t worry. We’ve all been there and done that.

Lead generation
is in a constant state of evolution. Hence, while writing this blog I tried my best to make sure it doesn’t go out-of-date in the coming years. If you’re serious about bringing your website to greater heights in 2019 and beyond, you need to be upgrading your lead generation strategies now. 

Moving on, I’ll be uncovering the 6 hacks I’ve personally experienced all these years that you can use to grow 174,853 or more quality website leads

6 Simple Lead Generation Hacks That Will Win You Massive Leads

…only if you get your basics right of course. You should learn up your search engine optimization, for instance. For most, investing your time in learning about these should be enough to provide you with a clear advantage and head start. 

But that’s not the focus of our topic today, we’ll leave it to another day. So, let’s get back to where we left off earlier. Right, how to generate leads! 

The following are 6 lead gen hacks in our Part 1 series today.

1. Create and update existing content regularly

I’m sure as a savvy digital marketer, you’ve heard of this all the time, “Publish new, fresh content regularly on your website.” 

Yes, that’s right. This is because Google prefers fresh content to stale content. Given a choice to rank a website that rarely publishes and a website that regularly publishes – given the quality of both sites are similar – Google will certainly rank the website that publishes regularly higher

In fact, to help the search engine algorithms draw up a pattern of publication on their website or blog so that whenever you post something, it is quickly, almost immediately, indexed and ranked.

However, when you create content, you don’t have to reinvent the wheel every time. You could take that post, optimize the content by updating it to the latest changes.

Doing so brings two benefits:

i) You don’t need to restart from scratch yet still create a fresh post out of it
ii) Link to the original piece and get some traffic to an old post

A screenshot of SEOPressor's Blog titled "Google's Title and Meta Description Length"
This blog was originally published in 2016 and was most recently updated. 

As you can see in the picture above, the blog was first written and published on April 13, 2016. The traffic went stale after a year.

However, an update was made quite recently to the piece and the traffic skyrocketed! To this date, this piece still ranks #1 on Google.

SEOPressor's blog "Google's Title and Meta Description Length" gets a featured snippet on Google
Better still, the page even got a featured snippet!

Now which content deserves a makeover? Here are several points that could help you determine which gems of yours are worth polishing:

  • It’s an evergreen topic. If the core concepts in the content are still suitable now, a little optimizing can bring it back to live again.
  • The metrics back it up. Use Google Analytics to identify your better-performing content; which ones were generating the most traffic, which was downloaded frequently or contributed to the most sales.  
  • Conduct keyword research. Google some of your top keywords and make a note of pages that rank in the first few pages. That content is already performing well but with the right updates, it could help your site climb the rankings.

Hopefully, with these pointers, it’ll be a great way to keep your content calendar full and get the most value out of good content that you’ve created. 

2. Answer questions on Quora

What if I told you that your company can generate leads through Quora?

Yes, you could most certainly gain fresh, new, traffic to your site. When done well, you can establish yourself as a thought leader too! 

Quora is a question and answer platform. It hosts a community that thrives on knowledge sharing. Its popularity is evident as Quora pages tend to appear as the top results on search engines.

With over 100 million visitors every month, companies all around the world are making use of Quora to drive organic leads. 

So how can you use Quora to target these relevant leads to your site? Well here are are some of the steps that I’ve been practicing all these while.

The author's Quora profile screenshot as an attempt of lead generation

(i) Set Up A Proper Quora Profile. Use your real profile and include brief information about yourself and your company. Things you should also include are your areas of expertise, a comprehensive “about me” section, interests, geographical details, and access to other social media accounts.

A Question that the author has answered on Quora

(ii) Find The Right Questions. You don’t want to be answering everything you come across but stay as focused on your niche as possible. Build your brand by being picky in choosing the questions you want to answer, for example looking at the number of upvotes the question has or the frequency of response to that question. 

An image is included in the Quora answers as one of the lead generation hacks

(iii) Include Visuals. My experience tells me that images are great when it comes to Quora. From what I’ve noticed, those with visuals have a higher chance of being featured on the top of the string of answers. The average answer that doesn’t take advantage of visuals and that’s when they will lose out on potential leads. 

Another lead generation hack is by adding quality links in your Quora answers

(iv) Only Add Links That Brings Value. To lead your potential prospects to your website, you may add a link or two in your answer (I would add relevant links at the end or beginning). But never ever spam every post with tons of links to your site. You want to show passion for the niche and that’s done by varying your approach.

While it may seem like a lot of work and patience, interacting and building your reputation through Quora will have a lasting effect in lead generation as time passes. 

Go try it out!

3. Providing downloadable offers 

These strategies are known as lead magnets or as I commonly call it opt-ins; Having irresistible downloadables in exchange for the prospect’s contact information. In most cases, the visitor’s email address. 

My experience tells me the exit pop works best when providing downloadable offers to attract large volumes of opt-ins.

When I first came across this strategy, I had no clue what would a good opt-in practice be. Hence I went ahead and experimented with everything from optimizing the copy, changing the offers and designs over and over again.

To see an example of these offers, visit LSIGraph and you’ll see this:

LSIGraph's lead generation strategy using an exit pop
Guides and e-books are an extremely popular choice of downloadable offers.

As you can see, LSIGraph created a piece of content that aligns with their brand – a valuable LSI Keywords guide. The popup concisely explains what the prospect is getting out of this download.

So to get the guide mentioned, they’ll have to type in your email address and click the CTA [Send Guide To My Email Now]. At that point, your prospects will then become your lead capture

Here’s another example I found from SEOPressor’s blog:

SEOPressor's lead generation hack by using an exit pop

Building a lead generation machine could be challenging but once you crack it, it’ll be extremely rewarding as you can scale up faster. From ebooks to guides to podcasts, each type of offer you put behind a landing page has a specific job – that is lead generation. 

By experimenting with different types of offers, you can observe which ones resonate with your audience and are able to convert the most leads.

All in all, it’s not about ingratiating yourself to your prospects but providing as much value as possible. If your prospects perceive value from the start, they are much more likely to buy from you moving on. 

4. Utilize the art of email marketing

As a marketer, I think we can all agree that email marketing is not only extremely important, but a necessity for any business to succeed. 

Not buying that statement?

Believe it or not, people actually WANT to receive emails especially from companies they care about. Ask yourself, would you subscribe to a brand that you like to keep up to date with the latest news from the brand? I’m sure you do.

A bar chart from Statista.com about the number of emails sent and received worldwide

According to Statista.com, in 2019 alone, there were over 293.6 billion emails sent! (Mind you, the year hasn’t ended yet). The amount will only keep increasing and it is expected to reach 347.3 billion in 2023.

These statistics alone show you how powerful and needed email marketing is. Besides, all of us are also pretty attached to our email right? We’ll be checking them for most of our waking hours and with the rise of mobile usage, doing it is super easy after all. 

That’s positive news because the majority of marketers say that email is their primary source of lead generation. Don’t worry, everyone starts with a database of none. It took me some time to get to where I am today and I’ve got Aweber to thank for that.

Here are some ways to add more email subscribers:

LSIGraph's lead generation strategy is by offering valuable incentives like guides through emails
If you’re subscribed to LSIGraph, you’ll be receiving a free guide from them in the email.

(i) Give A Valuable Incentive. This could be an e-book or an article providing tips and tricks or even a small discount on your product to show your appreciation for them signing up. 

(ii) Nurture With Amazing Content. Perhaps you send an email with in-depth videos that help your prospects reach their goal. Or share a lesser-known tip that can change the way your prospects approach a specific problem they are facing. 

A cross promotion between LSIGraph and WordGraph
A cross-promotion and collaboration between LSIGraph and WordGraph = a win-win situation!

(iii) Cross-Promote. Wouldn’t you want to cultivate your audiences across multiple channels and have them aware of other products and services that you might have? A little cross-promotion can drive these engaged prospects to mix around your email list, where you can arguably forge a deeper connection with them. 

(iv) Encourage People To Forward Your Email. Sentences like “Did you enjoy this email? Feel free to pass it along to your friends!” can be added at the end of your email. Of course, most people won’t do so but for those who do, you’ve just gotten yourself another strategy to generate more leads without having to lift a finger!

Thus, it’s safe to say that sending promotional emails is probably a common lead and revenue-generating tactic in your marketing toolkit. Remember to keep your email campaigns simple to help prospects sign up quickly.

5. Make your website clear and easy to take action on

To encourage your prospects to take action when they land on your site, you need to work out how to attract their attention and capture them. 

You’ll need to have:

i) A striking headline

The headline is by far the most important aspect and is estimated to account for as much as 80% of the success of any product purchases. That’s why first impressions count and it only takes seconds for your potential customers to decide whether they want to stay on your site or move on. 

LSIGraph's headline as seen on their landing page
A good headline promises solutions to a problem like how LSIGraph has successfully nailed.

Headlines must be able to intrigue visitors, reassure them that they are at the right place and tell them the page’s purpose. Yes, all of those in a few sentences. It’s not easy to master the art of writing good headlines but it’s not rocket science either.

ii) A high-converting landing page

A landing page is where you give more details on how the product/services you’re offering will help your visitor. Deciding to use a long or short copy will have to depend on your target market and is your personal choice you’ll have to make. (I’ll suggest you do a split test! More on how you can do these in part 2)

Here’s an example from SEOPressor:

SEOPressor's landing page that contains all the necessary details
You can see an obvious call to action, a benefit-oriented headline and a clear branding here.

Your landing page needs to have a headline that speaks to the target audience, company logo, a quick explanation of your offer on the first fold, image of the product offered, and a call-to-action button for a good landing page to work.

iii) A compelling call-to-action

A call-to-action is an invitation for a user to take on the next step. They exist everywhere – on your website, social media ads, blog posts, email campaigns and more. Companies will put them at places they know their prospects are looking to invite them to subscribe, browse products, or input their information. 

The best call to action phrases uses brief but strong verbs such as:

Three examples of compelling call-to-action buttons
These buttons have a specific goal: Get your prospects clicking and complete a conversion.

Sometimes, it’s not just about your call-to-action phrases. You’ll also need to have an aesthetically pleasing design. In the end, no matter how great your product and services are, your business is only going to be as successful as your ability to market it. 

6. Offer free tools on your website

In order to generate quality leads on a consistent basis, you need certain lead generation software in your arsenal. If you can offer easy-to-use tools on your site for free, users will be able to trust you more!

One example is the GDoc SEO Assistant, an SEO Add On For Google Documents or the free Keyword Generator tool, as seen on Growth Seekers Hub

The last lead generation hack is by offering a free tool like how Growth Seekers Hub  did.
Head over to Growth Seekers Hub to try them out yourselves!

It’s obvious that free lead generation tools in any form will bring value to all prospects. Who doesn’t love some free stuff? In exchange for letting them use the tool without a charge, they are more willing to give you their contact information

Take GDoc SEO Assistant as an example. The tool will be able to help content writers to become SEO writing experts and strengthen their content with profound SEO optimization. Huge value right there, right?

Once trust is established, you’ll not only be able to get their contacts, you might even get them to purchase your products in the long run. 

More To Come…

Successful lead generation marketing requires strategy. These are 6 of the methods that I have been actively using. 

All of these methods have proven to be rewarding and practical all these years. I hope you’ll find them useful and put them into practice too! Until and unless you can generate high-quality leads, you can’t take your business to the next level.

Worthy prospects cum customers are what makes or breaks your business, remember that. 

What do you think of these lead generation methods and which ones have you tried that works for you best? Share your thoughts with me in the comment box down below!

About Winnie
Winnie is a copywriter and digital marketer in the vast world of SEO and marketing. She's as curious as she can be; constantly hunting for answers to her questions, never saying no to new experiences. When she's not spending her time typing up a storm, she is at home keeping up with her never-ending movie marathon & self-improvement books.