30-second summary:
Technology is making it easier for brands to generate leads with sophisticated tools.
80% of marketers saw their leads increasing due to marketing automation.
Lead capture forms, remarketing, and SEO-focused content are effective strategies for driving technology leads.
Automating email campaigns and leveraging LinkedIn can also be powerful lead generation tactics for B2B companies.
Technology is revolutionizing the way businesses interact with customers, engage them, and promote their products. Generating leads is also an area that has seen a major shift due to the advancement of technology.
Marketers are leveraging automation technology to get more leads. In fact, 80% of marketers saw their leads increasing due to marketing automation.
That’s just one of the new trends for lead generation in the B2B space. It’s a dynamic space, and new lead generation strategies are constantly cropping up.
If you’re wondering how to get ahead in the game, it’s time to take notes. In this article, we’ll talk about some effective strategies you can use to generate technology leads.
Technology lead generation: Which strategies should you use?
To convert your prospects into high-quality leads, you need to focus on boosting your content marketing game. Here are a few tips to help you get with technology lead generation:
1) Use targeted lead capture forms
Adding a lead capture form is the most straightforward way of generating leads.
When a user visits your website, you want them to give you their email address, phone number, or other details. If you offer something valuable in return, they are more likely to give you their personal information. That’s the concept behind lead capture forms.
Provide your customers with a report, case study, infographic, webinar, or anything they may be interested in. Let them know about what you have to offer via a lead capture form.
Furthermore, tailoring your lead capture forms to match the interest of your site visitors can go a long way in boosting your lead generation efforts.
Adding targeted lead capture forms to your landing pages and website can offer multiple benefits.
These include:
You can minimize distractions: When a lead capture form pops up, users can focus solely on it by tuning out all the other distractions. Since online users have a dwindling attention span, lead capture forms offer you the opportunity to get them to pay attention to your offer.
Showcase appealing offers: Who doesn’t like getting a good reward or a freebie? With a well-designed lead capture form, you can highlight what a user can gain by just providing their information. If they find something that they find value in, they are likely to give their details without any hesitation.
Simplify the opt-in process: Having a targeted lead capture makes it easy for anyone who is interested in your offer to opt-in. It is a great way to provide a seamless experience to your prospects.
Grow your email list: The user details that you collect from your lead capture can help you add more contacts to your mailing list and amplify your email marketing efforts.
Now that you know the benefits, wondering how to get started?
Take a look at this lead capture form from Basepaws. It’s colorful, eye-catching, and includes a fun spin-to-win game.
What’s more, they also clearly mention that they appeared on Shark Tank to add social proof to the mix. It’s a great way to get more leads and grow your email list.
Image via Wpforms
2) Automate your email marketing campaigns
Getting someone on your list is just the first step of the lead generation process. After all, not everyone would have made a purchase. To keep them interested in your brand and services, you need to make sure that you are communicating with them on a consistent basis.
Ofcourse, it’s a time-consuming task to send emails day after day to each of your contacts. That’s where specialized email marketing tools can come into play.
These software solutions can help you automate your email marketing workflow and schedule all your drip emails beforehand. What’s more, you can also create segments of your email marketing lists to offer more personalized email content to your subscribers.
These tools enable you to send targeted emails to users who may have abandoned their cart or just made a purchase. This, in turn, can help you generate more leads. The biggest benefit of leveraging this strategy is that you don’t have to put in too much time or effort.
3) Create content based on user intent
Over the years, Google has moved from a keyword-centric model to focusing more on user intent. When you are creating content for your blog, you need to keep this in mind. If you want your post to make it to the top of SERPs, you’ll need to make sure that it answers questions that users might have.
Think of long-form questions that your buyer personas are likely to search for. You can leverage advanced SEO tools to understand popular search trends. Try to address common questions and concerns in your content.
In addition to this, it’s also a good idea to include these sections as separate sub-headings. This has two major benefits. Firstly, users who are simply skimming through your content can find what they are looking for easily. Secondly, this makes it easy for web crawlers to find answers to user queries.
If you’re lucky, you can also make it to the zero-click searches. These results are displayed at the top of the first search engine in the form of a dialog box with a snippet directly answering a query.
Here is an example of how featured snippets appear on Google:
Image via Google
If your post can get ranked on SERPs, you can attract a lot of traffic and create more brand awareness. In turn, it can also help you get more qualified leads to grow your business.
4) Leverage remarketing
Each prospect who visits your website or checks out your social media handle may not turn into a customer. Before they make a purchase, they may conduct more research or need more nudging. As a marketer, you have to be prepared to have several touchpoints before you close a sale.
That’s exactly why you should leverage remarketing for lead generation.
For the uninitiated, it is a form of online advertising that enables brands to showcase ads to users who have already visited a website. For instance, if someone reads your blog post but didn’t proceed to sign up for your software, you can reach out to them via a different marketing channel.
Paid ads, social media ads, or email — you can use any of the given channels. The key is that you’re again bringing your brand or product to their attention. Such type of consistent remarketing can help you get more leads and boost your conversion rate.
To take this strategy up a notch, you can offer a discount or an additional benefit to tempt them to take an action. It can help you build a more effective sales funnel.
5) Make the most of LinkedIn
The target audience for LinkedIn is business professionals and decision-makers for businesses. For B2B lead generation, this is the segment that matters the most. After all, they call the shots when it comes to closing deals.
By increasing your visibility on the platform, you are likely to reach out to the right target audience. The first step is to make sure that your LinkedIn profile is optimized. Add your logo, write a concise description, and use the right keywords naturally.
In addition to this, highlight your USP or any achievements that you’re proud of. Anyone who is coming across your business for the first time can get a good impression because of this.
But just having a profile on LinkedIn isn’t enough.
Publish educational content that may cover trends in your industry or address customer pain points. Your aim should be to help readers solve a specific issue.
To further boost your visibility, you can also run paid ads on LinkedIn. Through this, you can run targeted campaigns to increase your reach and get more leads. Just like other social media platforms, you can also measure and optimize your social media ad campaigns for better lead generation.
Image via Mktoolboxsuite
Conclusion
With new technologies and marketing channels available at your fingertips, it’s possible to generate more leads without exhausting all your time.
Automation software can help you streamline and schedule your emails to reach out to your subscribers at the right time.
Furthermore, SEO-friendly content, remarketing, and lead capture forms can also aid your lead generation efforts. Don’t forget LinkedIn — it offers a plethora of opportunities for generating leads, especially for the B2B companies.
Keep in mind that using just one strategy won’t take you too far. Use a mix of the above-mentioned tactics to get more qualified leads and grow your business.
Do you have any questions about generating more technology leads? Please share them in the comments section.
Sumeet Anand is a B2B Marketing Expert skilled in SEO, Social Media Marketing, and Content Marketing. He helps brands and businesses out there generate leads with his top-notch content strategies and is featured on various major media publications across the globe. You can follow him on Twitter or connect with him on LinkedIn.
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