Posts in category: Leads Generation

THE MARKETING FUNNEL
The marketing funnel is a way to describe how prospects evolve to become real customers. There are three parts to the marketing funnel:
• Top of Funnel (New Leads),
• Middle of Funnel (Potential Customers),
• Bottom of Funnel (Either to buy or do business).

Leads generation is mainly about generating as many new leads as possible that is; filling the funnel to the brim with quality leads. Robust and strategic marketing is key to a successful leads generation task. Strategic marketing help generates buying interest in a particular products and services.

The best marketing strategy is to go to where your customers are. In this digital age, 3.96 billion people use social media today, which accounts for roughly half (51%) of the global population. On the average, global internet users spent 144 minutes on social media sites every day. Building a functioning website that is search engine optimized for your company is a step in the right direction. This is the foundation for leads generation strategies which will extend to include social media, blogs, and email campaigns that will generate inbound leads and drive traffic back to your site. Making sure you set up leads magnet and landing pages that will effectively convert leads into buyer.

GENERATING INBOUND LEADS
Outbound marketing is about proactive outreach. It includes television commercials, print advertisements, internet banners, email lists, and cold calling. By contrast, inbound marketing is about discovering potential customers and engaging that with value added information and resources that will help them become interested in your business.

A proven strategy to generate inbound leads, is to publish content that will add some value to the readers and as a result draw them to your brand. Inbound marketing strategies like blog posts, e-books, and social media content have proven to be a highly effective means of generating high-quality leads at a much lower cost than most outbound marketing tactics. Keep in mind that the consumer behavior constantly fluctuates and thus have ripple effect on the opportunities for inbound marketing. As a result it is vital to periodically review your leads generation strategies and evolve with the changing time and behavior of the customer.

SOCIAL MEDIA LEAD GENERATION
A major pointer to a successful leads generation via social media is paying attention to the wave on information that is circulation the social media at a every point in time. Observing your target audience or a particular demography via social media can be a key to uncover ‘viral’ topics that is generating the most interest. You can also strategically locate key words in other people’s post that may otherwise suggest their interest in your products or services. Once you have gathered insights through ‘social listening’, you can identify what topic you will need to build you content on and create content that speaks to your intended audience. It is always a good idea to include a call-to-action link or button.

B2C AND B2B LEAD GENERATION
The fundamental of most B2B companies is managing the customer journey, and every journey starts with lead generation. Research shows that 69% of business buyers expect tailored buying experiences. Helping customer make a buying decision. Not everybody who works into a physical store know exactly what they want or need. The reason we have floor staff is to help buyers find what they are looking for and or make a buying decision. Likewise, the internet is a global store where we help individual make a trusted buying decision. We introduce a product or service, with its buying benefits and let them know that buying can be seamless and simple.

Technology is evolving to provide answers for companies of all sizes. Strategic business consultants are quick to point out that, regardless of a company’s IT maturity level, management can take the company to the next level with a well-planned cycle of improvement. In today’s environment, there’s no reason why Small and medium business can’t use the same type of technology that serves large enterprises.

The best content strategy for B2B lead generation is to give your audience opportunities to take action and improve their own businesses. By using your data to find the right prospects and giving them helpful advice, you’ll position your brand to consistently add value to the businesses of your ideal leads.

LEAD MANAGEMENT
Following Leads generation is leads management, this is process of identifying new leads, qualify them, and then gradually guide them to a trusted buying decision. In leads management, we help leads learn more about a product or service, about industry trends, and about successful customers they can relate to. Engaging and educating prospective customers is the core of lead management and nurturing.

LEAD NURTURING
Lead nurturing refers to what you do as a business owner that betters the life of your leads and help them make prosper or make informed decisions. Some leads require regular emails, while others will require quick responses on social media, some may require that ‘you to pick up the phone’ and have a conversation about your product or service. It is crucial to develop an effective lead nurturing strategy it always pays off on the long run. Companies that excel at lead nurturing generate more sales-ready leads at lower cost.

LEAD MANAGEMENT COOKIES
Lead management cookies helps companies generate new leads and keep track of who they are, how to reach them, and how they were found in the first place. This cookie captures information at the leads point of contact with your organization website, leads magnet or email. Collecting data about how potential customers interact with your product or service online allows you to tailor a one-to-one customer strategy that helps your company focus on qualified sales leads, and work at increasing that number via automated customer relation or lead nurturing.

WHAT WE DO AT TOS – TRIPLE O SOLUTIONS
We work smart to generate new leads, qualify them, nurture them. This process fills your ‘business bread basket’ with residual clientele. When we fill your business bread basket with quality leads, it helps you actively close deals, generate revenue and ultimately boost your business sales.

SCORING AND GRADING
The moment you start generating leads in your marketing funnel, you should start qualifying them to see which ones are worth additional time and effort. Lead scoring and grading technology can automatically calculate a lead’s value to your company – score and likelihood of becoming an active customer – grade.

Lead scoring is based on a prospect’s online activities, not just on your website alone but generally on the internet (Global Market). These activities indicate their level of interest. Lead grading is based on key factors pertaining to individual prospects, such as their location, industry, or company size. By using lead scoring and grading technology we help you generate high-quality leads (profile the leads) and you reach out to the right lead at the right time. This process helps you rationalize leads for sales, eliminating the need to comb through a ‘stream of leads’ and be guessing which leads are right for sales.

ROUTING LEADS
Once your ‘business bread basket’ is full of high-quality leads, you can begin to make sales because people are constantly looking for ways to satisfy their needs and vices (unending are the needs of mortality). Lead routing is not just assigning leads to a suitable sales rep that will guide them through a successful transaction but about approaching the leads with the solution to their needs or the product satisfy their vices.

Leveraging Lead management technology can help create fixed assignment rules based on lead qualification criteria, and generate automated reports on leads status, interest and sales team performance.

Looking to The Future
The successful business marketing approach in recent years won’t work as well in today’s digital world. Building a brand, responding to customer expectations, and developing a strong competitive advantage are within reach of businesses that leverage technology and take advantage of digital transformation. Thanks to this information technology, most customers know what they want, who they want it from, and what they want to pay before they buy. Growing your business means reaching potential customers and guide/ help them to make up their minds to buy from you. The strategy in reaching this potential customer is called leads generation.

According to the sixth State of Marketing report from Salesforce, 32% of marketers own lead generation and 65% contribute to it:
• Marketing leads,
• sales effectiveness, and
• customer acquisition costs
are the most important metrics for measuring lead generation success. Let’s take a closer look at how lead generation works, and how robust strategy can help us grow your business.

What Is Lead Generation?
Leads are people who are potentially interested in buying a particular product or service. Lead generation lets you reach potential customers early in their buyer journey, so you can earn their trust, build a virtual relationship with them and guide them to make a buying decision with you.

Digital Lead Generation
we can generate leads based on specific criteria and demography. Companies and Businesses accumulate information about their key prospects and tailor marketing strategies, messaging, and sales pitches to make the conversion and boost sales. This is achieved via digital channels, using a combination of inbound and outbound marketing strategies.
Considering that over 95% of the buying population spend most of their time online, developing a strong digital presence is a key part of lead and pipeline generation. This is best achieved via inbound marketing strategies such as content marketing, opt-in forms, and search engine optimization. All of these approaches combine, drive prospective customers to your website. Technology has made it easier for companies to understand and target prospects. With the right data, you can tailor your online presence to your buyers’ needs and set the stage for successful business outcomes.

Clarifying Leads Generation
Once interested customers engage with your brand or services, they are looking for something more than an old-fashioned sales pitch. They want to trust your brand and feel good about buying what you’re selling. In Business-to-consumer and Business-to-Business marketing, the onus on you to gain the customer trust and build a virtual relationship with them. This is the summary of lead generation and the customer’s journey to purchase. Customer’s journeys may vary across the industry however, managing the journey is about turning each prospect into long-term customers. Every customer journey starts with a lead. Leads generation is about using the right channels to find high-quality inbound and outbound leads and building a buying relationship with every individual prospect. According to Salesforce’s State of Marketing report, the top three channels with the highest lead generation ROI are social media, customer communities, and paid search engine marketing. Better leads yield more consistent sales and business growth.

The Five Different Types of Leads
Comprehending the five different types of leads can help marketing and sales strategy personnel on how to generate leads and work grow any business.
• New Leads are potential customers that you have knowledge of. This could be customers who visited your website and entered their email address, stopped by your booth at a trade show, or walked into your store and signed up for a mailing list.
• Working Leads: These are potential customers with whom you are constantly in contact. Either by newsletters, following you on social media, or actively chatting with you on the phone.
• Nurturing Leads: These are potential customers who may not be interested in your product or services at the moment but might be in the future. Keep in contact with these leads by sending them additional information like newsletters, product announcements, or upcoming webinar schedules so they remember your company when it’s time to buy.
• Dead Leads: are individuals who have no present or future need for the product or service
• Sales Leads: are potential customer who has a need for the product or service and they are ready to buy.

Our object is to convert as many new leads into sale leads. Achieving this task is dependent on a number of factors such as; the product or service and how robust is your online presence. Leads generation strategies of identifying, organizing, and acquiring always apply. Our successes or failures are dependent on how seriously we approached the market.

Always keep in mind that the digital age has changed the way people interact with one another. As a result, customers expect to have that same freedom with the brands they buy from. These customer expectations exist for all businesses, regardless of the size of the organization. The more efficiently your business generates and qualifies new leads, the better you’ll be able to work with them. Let us help your business generate the leads it requires to boost sales.

WHAT IS SEO?
All business owners and marketing professionals operating a business, blog, or website have probably heard of the term “SEO”. Some recognize its importance or may have even been advised that their website should be implementing a monthly SEO program in their marketing strategy – however, what is SEO and what does SEO mean in 2021?

SEO TERMS WORTH KNOWING
• SEO: Search Engine Optimization
• SERP: Search Engine Rankings Page
• Organic: Unpaid placement in the SERPs, also called ‘earned’ or ‘natural’
• KPI: Key Performance Indicator

SEO DEFINED
Search Engine Optimization is the process of optimizing the content and structure of a web page, website or digital property to improve its organic rankings on SERPs. Effective search engine optimization is accomplished through the use of multiple elements working in unison.

WHAT IS THE PURPOSE OF SEO?
The purpose of SEO is to increase the quantity and quality of inbound traffic to your website. It is beneficial to both the consumer and business because it connects searchers with content that is most relevant to them. This means that consumers get the information they are looking for, while the business gets direct exposure to their desired target audience because they are providing useful information that helps the searcher make an informed decision during their consumer engagement cycle.

WHY DOES MY BUSINESS NEED SEO?
• Organic search is more visible, more engaging, and results in more traffic
• Organic search is the leading generator of traffic to websites, driving 51% of all traffic.
• Purchase decisions begin with search engines: The Digital Influence Index uncovered that 89% of consumers use search engines to inform purchase decisions. Whether purchasing online or off, the initial research begins with search engines.
• SEO results in more conversions: SEO generates more inbound leads and produces up to eight times more conversions than other marketing and sales avenues.
• SEO is the lifeblood of online engagement for a reason. It yields better results in a more cost-effective fashion when it comes to customer acquisition than traditional approaches.

WHAT HAPPENS WHEN A BUSINESS IMPLEMENTS AN SEO PROGRAM?
SEO yields tangible, measurable KPIs. Clearly defined business objectives pave the way for KPI results that are quantifiable and qualifiable – so the benefits of specific SEO practices can be seen and adjusted appropriately.

DOES MY WEBSITE NEED PROFESSIONAL SEO?
All websites stand to benefit from SEO. There are many approaches a business can take to improve their discoverability online, however, a well-planned digital SEO strategy will produce the best results. To learn about how you can increase traffic to your site and improve the overall health and performance of your website’s rank give us a call.

This On-Page Search Engine Optimization Guide will help you optimize your website pages, so they will have the best chance to get found by your target market. This Guide outlines the most important factors to consider when optimizing each page on your site. These steps are listed based on importance, so don’t skip a step. Also, remember that creating new optimized content on a weekly basis is critical to achieving long-term success with SEO.

Step 1: Choose Keywords
Read the page’s content and identify two (2) keywords that are most relevant to the overall page content. Choose one (1) primary keyword relevant to the page’s content and one variation of that keyword (e.g., plural variation or two closely related keywords) per page. If you can’t identify one primary keyword for a page, you’ll need to create new website pages to separate the different content. If it’s not clear to you what page is about, then your visitors and the search engines won’t be able to understand the page either.

Step 2: Page Title
The page title appears as the blue, bolded, underlined text on a Google search results page, and also on the top left the browser bar. The page title should follow these guidelines:
• Be under 70 characters with no more than two long-tail keywords per page title
• The primary keyword should appear first
• Each keyword phrase should be separated by pipes
• Each page title on your website should be unique
• Except for your homepage and contact us page, each page title should NOT include your business name.

Step 3: Meta Description
The meta description appears on a Google search results page under the Page Title. The meta description helps people decide whether to click on your result, or a result above or below you. Think of it as a call to action. The meta description should follow these guidelines:
• Be under 150 characters (but not under 100 characters; take advantage of the space you have)
• Incorporate the primary keyword and at least one secondary keyword
• Provide a valuable, compelling reason for why someone should visit the page
• Include keywords in a conversational format; don’t just cram in keywords for the sake of listing them

Step 4: URL
The website page’s URL should include the primary keyword. Each word in the URL should be separated using dashes (-). e.g., www.examplesite.com/leverage-technology-to-boost-sale
 
Step 5: Heading Tags
The page should have one H1 heading tag that incorporates the primary keyword, and should align with the page title and the URL or the page. This H1 tag should appear at the top of the page and should be the first thing people see when they arrive on a page.

Step 6: Page Content
Use your primary keyword a few times throughout the page’s content. Don’t overthink keyword density or placement, you should mention them naturally. Try to bold or underline the keyword at least once. This has an effect on how relevant the keyword is to the page. Also mention the secondary keywords when you can.

Step 7: Add a Call to Action
Every website page, including your blog, should have at least one call to action above the page’s fold (Don’t make your website visitor scroll down to see the call to action). Calls to action can help SEO by creating an internal link on your website to a specific landing page. Most calls to action are images; therefore, you can optimize the image filename and alt text for the primary keyword you’re targeting on the page.

Step 8: Internal Links
If you mention the primary keyword of this page on other pages within your site, then link to this page using the primary keyword as the anchor text. For example, you should link to a page about inbound marketing software using the anchor text “inbound marketing software.” To make sure this is completed, take a moment to create one (1) or two (2) links on related pages that link back to the page you’re optimizing.

Step 9: Images
Any images used on the page should be optimized so that search engines can “read” the image. Optimize the most prominent image on the page using the primary keyword, and then use the primary and secondary keywords for any other images. Images can be optimized in two ways:
• Filename: Each word should be separated with dashes (-), e.g. inbound-marketing-software.jpg
• ALT text: The alt text should match the file name, without dashes, e.g. Inbound Marketing Software
If you are unable to change the image file name or if it’s too time-consuming, then only change the most
prominent images’ alt text using the primary keyword.

Meta Keywords
They aren’t part of Google’s or Bing’s search algorithm, so I’m not including them as a step. However, still use your primary and secondary keyword in the page’s meta keywords. Smaller search engines still might use them in their algorithm, but major search engines do not use them. HubSpot does not recommend you optimize your meta keywords.

A lead magnet is a way to get your visitors’ information in exchange for something valuable, from free trials to innovative online audit services, you can offer anything that can be received immediately via email. If it hits the target, visitors subscribe and you earn your leads without annoying them. Lead magnets thus compensate users for their engagement with an obvious advantage.

• Lead magnets deliver value before asking for money;
• The value is available only in exchange for a visitor’s email address;
• Visitor can benefit immediately after the transaction;
• You are providing your leads with useful content and
• Your ‘gift’ helps leads discover additional benefits of choosing your brand.

They provide value and are shareable:
Free high-quality content provides great value. If your ‘bait’ is smart and relevant, it shows your customers that you’re not just trying to sell them something and get their money. It’s easy to share links to your research or to embed your video in a blog post.

They promote your brand as an authority:
Lead magnets, such as case studies, manuals or research help you position yourself as an expert in your industry. You can show your potential customers that you are good at what you do and know how to help them.

TYPE OF LEAD MAGNET:
You can invent your own types of custom lead magnets, highlighting the benefits only your business can provide. You can provide information, entertainment, or bargains.
Here are some ideas of lead magnet that could transform the way you engage new customers:

1. CONTENT “BAIT”
   Content bait is any piece of content that provides clear and immediate value to your audience. For example:
   • Text content: How to guides, reports, whitepapers, cheat sheets, case studies, checklists, etc.
   • Video content: Video guides and video courses.
   • Visuals: Infographics.
   The first step is to offer a piece of content that can solve your customers’ challenges. After they click the button and enter their information, they’ll receive an email with your content attached. This offer can be integrated into your page, or it can appear in pop-ups.
   Social Media Marketing offered its Industry Report for free, providing a short description on the main page. In addition, after spending some time on the page, visitors would encounter a pop-up window that offered a download of a free PDF copy.
2. WIDGETS
   Widgets are built-in tools that integrate with your website or landing pages. They provide your customers with a unique brand experience by offering them a very customized service. They also enable you to collect valid email addresses, or phone numbers, or other personal data about your prospects. For example, some widgets offer a service, a report, or other important information that may be hard to get for free. With the SEMrush Lead Generation tool, you can place a custom widget on your website that allows you to collect business leads. Your site visitors may see a sign-up form, after which they have signed up, will receives a free content via email, while you receive both their email address and the additional data.
   
   Another way to turn your visitors into leads is to add a callback widget to your website. By inserting the code on your site, you enable your potential client to click on the widget icon to contact you directly and request a response. Getsitecontrol forms and popups help you prevent website visitors from leaving without taking action. This is an easy way to establish individual communication with your prospects and to connect when it’s most convenient for them.
3. QUIZZES
   Gamification can be an effective way to attract leads. Using gaming principles allows you to collect the key information you need about your prospective clients. You might create interactive quizzes to encourage users to leave their email addresses, and you can use the collected data for multiple purposes, for example, to customize a welcome email series that is tailored to the answers they gave in the quiz. Teasing your prospective clients and entertaining them with a short and simple quiz, and send the results via email; this is a tried and tested way of generating leads.
4. SURVEYS
   A survey that exists primarily for your market research can also be used as one of the best B2B lead magnets with an eye-catching CTA. Prospects provide their opinions on the topic related to your industry, and you can, in turn, collect data about their interests.
   You can encourage users to answer survey questions and share their contact details in exchange for the whole industry report for free. Better yet, you can also offer the survey results as a data pack in exchange. You may clarify that, their opinions is important to you and other people in your niche.
5. ONLINE DEMOS
   Live demos are useful if your product is comparatively complex, as there are always users who will skip over the ‘”read the manual” step. Engaging your customers in a question-and-answer session can connect them ‘live’ with your customer care.
6. WEBINARS
   Both webinars and podcasts offer new ways to engage with your audience and can be extremely rewarding. You can ask industry experts to take part in your webinar. The more interesting and relevant the topic is the more people are likely to be engaged. Also, provide customers with useful tips while showing them the benefits of your offer, and share your industry knowledge with them. You’ll be building your brand image as someone who assists and grows specialists.
7. ONLINE EVENTS
   You can organize online events and ask people to leave their email addresses to register for an event. Virtual events are not restricted to a single location. This is especially beneficial in these times when remote working and online meetings are becoming the new normal. Event like this will provide your prospective customers the opportunity to learn from specific professionals in the industry and exchange knowledge.
8. FREE TRIALS
   Free trials allow your product to sell itself, eliminating such obstacles as marketing, advertising and potentially pushy messaging. When your customers decide that they need your product after trying it for some time, then you’ve provided them with a great experience.
9. CONTESTS
   Contests have the potential to go viral. Challenge your audience and get them feeling excited about your offer. This is a great way for them to engage more potential customers in their network.
10. SPECIAL OFFERS
    Coupons, discounts, or a few useful freebies are powerful ways to entice an audience to subscribe. Captivating design, combined with the right CTA, can make your offer very attractive. Words like “now” or “limited” can add urgency to the CTA, and motivate customers to quickly take action.
11. TEMPLATES
    One of the good things about templates is that users can download and customize them by filling in the blanks to suit their needs. It’s downloadable and ready to be modified and adapted to individual business needs, makes a great asset for marketers who are looking to add to their collection.
12. LIVE CHATS
    The popularity of live chats has grown in recent years. Chatbot technology that enables you to engage with your customers via a personal assistant on your website continues to evolve, and bots can automatically qualify your leads for you. Drift’s chatbot can have a conversation with your site visitors, ask qualification questions, create leads in your CRM, and book meetings in your calendar for qualified leads. These intelligent virtual assistants can chat on your website 24 hours a day and serve as the best lead magnets without requiring any forms.

Internet Technology is not just essential for day-to-day running of your business but also can help to achieve growth and success when utilized effectively. With the right tools you can adapt to your changing business needs, provide a good level of customer service, minimize operational costs and maximize revenues. Other benefits include:

Respond to change
Organizational ability to respond to change is critical for business success. With the ability to respond rapidly to emerging trends and changing market conditions, you can outperform the competition and drive business growth. Research by the Massachusetts Institute of Technology (MIT) suggests agile businesses grow revenue 37 per cent faster and generate 30 per cent higher profits than non-agile companies. Informed decision-making According to Sage, companies with more effective data grow 35 per cent faster year-over-year. With real-time access to accurate data, you can obtain valuable insights to fuel business decisions. This in turn will support business growth allowing you to make continuous improvements based on your current business performance.

Higher returns
According to Federation of Small Businesses, 85 per cent of small businesses identified investment in new technologies as a key driver for business growth. By simplifying your business processes, modern solutions will free up time allowing you to focus on what matters most growth and revenue generation. Added to this, 53 per cent of businesses believe that by providing real-time and accurate data, modern technology has helped in targeting new customers.

Increased productivity
Flexible and easier to use, new technologies can reduce the cost and complexity of IT management, so your staff can focus on adding business value instead of routine tasks. According to the Telegraph, adopting new technologies can lead to 84 per cent increase in office productivity. The trend is expected to continue, with a further growth of 22 per cent predicted by 2020.

How to leverage technology to improve business performance?
Cloud-based applications are often ideal for SMEs to help them improve business performance, because they tend to carry a lower up-front cost and limit the burden of in-house management. Accessible on different devices, regardless of the location, cloud technology further helps to boost staff productivity and efficiency. Here is how to leverage technology to improve business performance:

Well-thought strategy
For a successful implementation of new technology, it is essential to develop a business plan that documents the business drivers and challenges, the process issues and the existing IT setup. This will help you understand what must be accomplished and implemented in order to achieve desired business goals.

The right tools
According to the Techaisle 2015 SMB Cloud Adoption Trends Study, nearly half of businesses say the cloud makes them more agile, allowing to adapt more quickly to changing business needs. Whether expanding the infrastructure that powers your business applications or adding new PCs, devices and apps that help your employees work more efficiently, cloud offers mobility and scalability to help you anticipate, manage and respond quickly to the dynamic market demands.

Embrace change
You are likely to approach change and new technologies with a healthy amount of skepticism. Depending on the project, it can take several months of planning to develop a sound and future-proof IT strategy that follows the broader vision for your business. Nonetheless, it is important to embrace the pace of that change. Remember, resistance means your business may will slip behind the competition!