How do I get more leads?

Generating leads is a process that involves visibility, accessibility and marketing. Strategies such as inbound and content marketing are proven methods in digital marketing to reach more potential customers and thus an example of how to get more leads.In order to get customers to your business and sell your products and services, you need leads. Finding and reaching out to them can be a challenging process if you don't know where to start and how to go about it. Therefore, here are some tips and advice along the way that will hopefully help you find your way through the marketing jungle so that you can find good strategies for generating leads.

What are leads and what should I use them for?

You may be wondering what leads are, so before we go through how to find them and reach them, let's of course clarify the concept. All the people who might be interested in your products or services, and who might therefore become customers, are called leads. In other words, they are not those who have expressed a direct interest in what you have to offer. Instead, leads are all the people who might be interested in your products.

This can range from the contacts you and your employees have in your personal networks, to all the people you don't know but who might be reached by and have an interest in your message. Generating leads is therefore about getting your message out there and spreading it as widely as possible.But how do you go about finding and reaching all those leads? The answer is marketing.

With strong marketing, you can reach more people and get more leads - potential customers. The leads who then show an active interest and with whom you communicate are your prospects, and some of these prospects will become customers. So, the wider your reach, the more leads you generate, which in turn means you get more prospects and therefore increase your chances of making a sale.

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More service - less sales

The role of the seller has changed quite a lot in recent years. Customers no longer need to contact a salesperson to get information about the products and services available, instead they look up the information they need online. To keep up with the changing buying process, your marketing should also shift the focus from the company and sales to the customer, the customer's needs and providing service and some form of added value to the customer. However you choose to market the product, and in whatever channels, you can keep service in mind and put yourself in the buyer's shoes when considering the messages you want to convey.Book a meeting with Contitude

Generate leads with digital marketing

Today, digital marketing is the surest way to reach a large number of people and achieve a high impact at a relatively low cost. There are many different channels and methods to use and if you use them well, they will not only generate many leads but the leads you need to actually make a sale. Digital marketing is a huge field and to make it more manageable, here is a small list of the biggest and most effective channels you can use.

  • Website

A website can provide space for information about the company and its products. You can link to your social media and other important channels that your company uses. On the website you can link a blog, allow visitors to sign up for newsletters and create a whole platform for your visitors where they can enjoy content while being given an opportunity to communicate with you through comments on the blog, contact forms or links to emails. Creating and maintaining a website is not as advanced as many people think as there are many simple CMS to use. Keep in mind that many people will visit the website via mobiles and tablets and the website should therefore be adapted, responsive, even for mobile devices.

  • Blog

An interesting and informative blog can arouse curiosity, drive traffic to your website and lead to sales. In addition to publishing posts just about the company and its products, you can also use your blog to provide information about what's happening in the company, news and so on. You can also provide tips, advice and inspiration in your field in the blog, making it a bit more personal, which is more attractive for visitors to read than a completely sales-focused blog. To draw people to the blog, you can link to the homepage or to specific posts in your newsletters and social media, for even greater exposure.

  • E-mail

With a newsletter, you can let your followers know what's happening in your company. You can link to blog posts with relevant content and also send out different types of promotions and offers. When you use newsletters, you can also analyse who is subscribing, you can see how many new subscribers you've got, how many have unsubscribed and what type of device the emails have been read on. In other words, you can get a good idea of who your subscribers are, what they like and so on.

  • Landing page

A landing page can be likened to a website that targets a specific audience based, among other things, on their purchase history. Visitors arrive on the landing page through a campaign you send out in your newsletter or by clicking on an advert promoting it. If you have an interesting offer linked to your landing page, the chances that visitors will go on to other pages increase. This converts a regular visitor into a lead and perhaps even a buyer.

  • Social media

The internet was seen as a fly in the ointment and social media has also suffered its fair share of criticism, but social media marketing is a powerful tool for reaching a large audience and generating interest. You can use social media to link to your website, to remind your followers that there is something new to read on your blog or to link to older posts that have become topical again, to hint at campaigns etc. It's really only your imagination that sets the limits to what you can do on social media. Furthermore, by making your company's social media personal and maintaining a level of transparency where followers and casual visitors can get a good insight into your business, the chances of these visitors converting into leads increases. People like things that are personal and seem to come from the heart.

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High quality content

You can't talk about marketing without also discussing content. Having a website, newsletters, presenting campaigns and creating added value is not enough to get leads and certainly not to turn leads into customers in the long run. You need to have high quality content. Here are three points to help you get a little sharper.

  1. Be consistent

Whatever you publish, be consistent. Be consistent with the colour theme and fonts, customers should be able to recognise you across all channels and this is best achieved through a consistent layout. Use the same fonts, use similar language across all channels and make sure the visitor can follow a common thread through all channels. Also, be consistent with the days and frequency of posting to ensure regularity. To make it easier, create a content calendar where you plan what you will publish, on what days, at what times and on which channels.

  1. Finishing the contents

Think about what you say and how you say it. Partly by following your company's layout, but also by using language adapted to your target audience. Correct spelling mistakes and make sure you have a good balance between text, images, ads and anything else you want to include. If your newsletter has too much product focus, think about whether something can be saved for next time, remove something and include a link to an inspiring blog post instead. Don't forget to make sure there's a consistent theme in everything you do and prevent a scattered impression. 

  1. Follow-up

Don't forget to follow up on activities and campaigns. Answer questions and comments from your visitors and analyse the results of your marketing. What has been appreciated and disseminated and what has produced a less good result? Think about why it looks the way it does and what you need to change. Which audiences have responded less well to what you are doing and how can you capture them? Follow-up also gives you a chance to evaluate who you are reaching now and who you can focus on in the future, so there are several ways to go about generating more leads. Many methods work well in combination, but you don't have to choose them all. Choose the communication channels where you can reach your potential leads best, where you feel comfortable and don't forget to have fun along the way.If you want to know more about how digital marketing can help you reach your growth goals, please read our article"Digital marketing - how do I get started?"

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