THE 6 STEP ONLINE LEAD GENERATION PROCESS
The first step is to jot down how many leads of a specific type (profile) you would like to get for your business. Nothing fancy, just a simple guide to follow to make sure you don’t get distracted along the way.
Next you want to use the Google External Keyword Tool to see if those leads are out there and if they are looking for your products and services. Make a list of 10 keywords that suit your customer profile and match the services that you provide. It’s like shooting fish in a barrel from there.
You want to create some specific “simple” lead generation sites (or landing pages in marketing speak) that are appealing enough for visitors to leave their name, emails and phone number. It can be a website or even a Facebook Page (it depends on where your target audience hang out)
Once you have a place to get prospects’ information, you need to get traffic to these lead generation sites. It is like getting feet through the door. You need to be where it is busy (1st page of Google) and post your advertising in the right place (also Google page 1 or right demographics on Facebook or Linkedin)
Now it is time to start engaging with those prospects that signed up and put them in a lead nurturing process if they are not ready to buy right away. Market research shows that some buyers need to see an offer 7 times before they buy. Just be gentle and don’t push too hard when you nurture.
The last step is to optimize your processes and improve on the ROI of your Lead Generation System. It is important to measure your real results (something that is a challenge with other marketing and advertising).
DOES THIS ONLINE LEAD GENERATION AND MARKETING REALLY WORK?
A surprising number of small- and medium-sized companies across the world’s top 20 economies have failed to embrace the opportunities of the internet, but “high-web” firms are reaping the benefits, a report by Boston Consulting Group has found.
BCG conducted an 18-month study of workers at more than 15,000 companies that operate in the world’s biggest economies and employ fewer than 250 people (500 in the US).
Its report divides the companies into four categories: high-web, medium-web, low-web and no-web.
The consulting group says across 11 of the G-20 countries, high-web SMEs have experienced revenue growth that was up to 22% higher than that achieved by SMEs with low or no use of the web over the last three years.
“In many developed and developing markets, high-web companies are twice as likely as their low- or no-web counterparts to have a national and international customer base, as opposed to selling only locally,” BCG says.
The study also finds that high- and medium-web SMEs generate more jobs.
“In Germany, 93% of high-web and 82% of medium-web companies increased employment over the past three years, compared with only 50% of the no-web firms,” it says.
Japan experienced similar results, the report says, and in the UK, high-web firms recorded growth that was six times as fast as those with no web presence.
High-web companies use a wide range of internet tools to market, sell and support customers, interact with suppliers and empower employees.
By contrast, medium-web businesses market or sell goods or services online, low-web businesses have a website or social networking site, and no-web businesses don’t have a website.
Source : Smart Company