The One and Only Lead Generation Guide you’ll ever need

By Roy Goldstein

August 15, 2021

The One and Only Lead Generation Guide you’ll ever need

lead generation guide

Do you want to generate leads for your business? Are you interested in starting an online marketing or lead generation agency?

This guide is for you if you are answer to any of these questions is yes.

We are going to discuss everything you need to start a lead generation business. We will also share (and review) the tools and resources that can help with lead generation.

 

What is a lead?

Leads are potential clients or customers. They’ve shown some interest in your business by visiting your website and they have provided their contact information (like a phone number, email address or mailing address).

Lead generation usually follows an online conversion funnel where each step of the funnel corresponds to an action taken by the lead. It could be …

  • Signing up for your newsletter
  • Submitting a contact form on your website
  • Filling out an online questionnaire, etc.

Leads can be categorized into marketing qualified leads (MQL) and sales qualified leads (SQL). Leads that are in the top ( or bottom) of the funnel will require a different approach than leads who have already converted.

How does lead generation works?

It’s a really simple and straight forward process. You just need to think how you can get people to initiate, opt-into or engage in the first place.

After that, you must develop an action plan for lead nurturing (i.e., provide more information) so they learn more about your business and eventually convert into customers/clients.

Lead generation process:

You can use SEO (organic traffic), paid traffic, social media, and content marketing to get potential customers on your website or landing page. The website or landing page needs to be optimized for conversions. You will also need to set up an email drop campaign or remarketing campaigns to convert visitors into customers.

You need to understand the buyers’ journey to understand the lead generation process. The most important states are:

Awareness:

This is the first step of the buyer’s journey. This is also known as TOFU (Top of the Funnel). The goal is to let them know about your product or service.

Consideration:

Buyers in consideration state are in the Middle of Funnel (MOFU). At this stage, you need to show prospects that your product or service can solve their problem(s).

Decision:

This is the final destination where they decide whether to buy your product or not based on your marketing message. This is Bottom of the Funnel (BOFU).

A good lead generation process or strategy will target buyers in all three stages.

Lead generation channels:

You need to get potential customers on your website before trying to convert them into leads. Following are some of the best channels to get the traffic:

SEO:

SEO is the best way to get highly targeted, relevant traffic. You won’t have to spend any money to generate leads but you’ll need to invest time and effort into building an SEO strategy for your business.

PPC Ads:

SEO will usually take months before producing any results. You can use paid traffic to get instant results. Pay-Per-Click (PPC) advertising can be used to quickly generate leads. You’ll need to spend some money on platforms like Google AdWords or Facebook ads but it’s worth it if you know how to do it right.

Social Media Marketing:

Social media can be used to get high quality leads at a low cost. It’s also the fastest way to grow your business. The only downside is that you’ll need to spend time on it daily or hire someone else who will take care of your social channels.

Content Marketing:

Content marketing is another great way of getting highly targeted traffic and leads. The traffic you get from content marketing is more likely to convert into leads or customers than any other traffic source.

Referrals:

You can get valuable leads by getting customers or business partners to spread your business. You can offer a referral bonus or include a small gift card (like Starbucks) in the package of products you deliver to your customer for them to pass it on when they make purchases for their friends and family.

Email list:

You can use an email marketing platform like MailChimp to create, send, and track your email campaigns. Email is also one of the fastest ways to generate leads if you know what you’re doing.

What makes lead generation the most in-demand skill?

Increasing quality leads is the top priority 68% of B2B professionals said that increasing leads is the top priority and 55% said that they would like to increase lead volume.

85% of B2B marketers say lead generation is their most important content marketing goal in 2016.

Lead generation is the most important aspect of any business. If you’re not generating enough leads, it doesn’t matter how good your product or service is. You will eventually run out of customers to sell to and you’ll be forced to shut down the business.

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