10 Inbound Marketing Lead Generation Tips, Tricks and Ideas

Posted by Patrick Lynch on February 7, 2018
Find me on:

30 Lead GenGenerating leads - both high in quantity and quality - is a marketers most important objective. A successful lead generation engine is what keeps the funnel full of sales prospects while you sleep. Surprisingly, only 1 in 10 marketers feel their lead generation campaigns are effective. What gives?
There can be a lot of moving parts in any lead generation campaign and often times it’s difficult to know which parts need fine tuning. In this guide, we will expose the top 30 techniques marketers should utilize to increase leads and revenue. These tactics have been tested over the past 7 years and have been used by our 8,000+ customers to generate more than 9.8 million leads last year.

So what goes into a best-of-class lead generation engine?

1. Use the Element of Scarcity

If you look at the principle of supply and demand, you’ll notice that when supply is limited, demand goes up. Scarcity has a psychological influence on us, making us want something even more if there isn’t enough to go around. Scarcity is great because it creates a fear of shortage, and thus a sense of urgency.

  • Limited Time Offers

  • Limited Quantity Offers

 

2. The Bandwagon Effect

It’s a natural tendency for humans to copy one another, even without realizing it -- we like to be a part of tribes and social communities. So when we notice our social circle is doing one thing, we tend to follow suit. One great way to make an offer more valuable is to show that other people are participating in that offer.

 

3. Leverage Newsjacking

When something is buzz-worthy, it creates high demand. In situations like this, you can align offers with “what’s hot.” Companies will often leverage newsjacking for this type of technique and it works very well for offers, too.

 


Want more Lead Generation Tips? Download our free eBook 'The 30 Greatest Lead Generation Tips, Tricks and, Ideas.'


 

4. Focus on Creating An Amazing Title

Yes - people do judge a book by it’s cover. If your offer is a piece of content, such as a whitepaper, ebook, or presentation, put effort into creating an amazing title. For an experiment, we changed the title on one of our eBooks and ran an a/b test to see which one would perform better. Not only did the improved title outperform the original by over 776% at generating leads, it resulted in more customers as well. If you’re struggling to come up with the perfect headline, try using Coschedules's Headline Analyzer Tool 

 

5. Create Offers For Different Buying Stages

The most common offer I see on most websites is “Contact Us.” Sure, you want all your prospects to talk to sales, but not everyone is ready. As you know, buyers are more likely to do their own research before even engaging with a sales rep. And, every prospect is at a different stage of exploration. Some may need more education than others. That’s why it’s important to develop different offers at different buying cycles.

For more info on Buying Stages, view our blog post Understanding the Buyer's Journey  

 

6. Use High-Value Offer Formats

Not all offers are created equal. Some “formats” of offers perform better than others at converting leads. For example, what’s more valuable, a whitepaper or an ebook?

Below are the type of offers, in order of performance, that generate the most amount of leads:

  • Ebooks or Guides
  • Templates or Presentations
  • Research & Reports
  • Whitepapers
  • Kits (multiple offers packaged together)
  • Live Webinars
  • On-demand Videos
  • Blog (including offers in the nav or sidebar)
  • Blog posts (if there is a CTA in the post)
  • Middle-of-the-funnel offers: Demo Requests, Contact Sales, RFP, Etc (more sales-ready offers)

 

7. Place Your Calls to Action Where the Eye Can See

CTAs (Calls-to-action) are best placed “above the fold” - the space where your web page is viewable to the user without having to scroll down.  According to heat map analysis, anything “below the fold” will only be viewed by 50% of people who visit your page. Doubling impressions on your CTAs can significantly increase your lead count.

 

8. Clarity Trumps Persuasion

Often times, marketers will put more focus on being clever than clear. Be crystal clear about what offer is in your CTA. And be specific. If you’re giving away a free guide, say “Download our FREE guide to X.” If you’re hosting a free webinar, say “Register for our FREE webinar on X.” X should clearly convey a compelling benefit of receiving the offer. This is much more effective than “Download Now” or “Get a Free Article.” These simply aren’t specific enough.

 

9. Remove the Main Navigation

Once a visitor arrives on a landing page, it’s your job to keep them there. If there are links on the page to move about your website, it will distract the visitor and decrease the chance of them converting on the page. One of the best ways to increase your landing page conversion rates is to simply remove the main navigation from the page. That's it!

 

10. Match the Headline of the Landing Page to the Corresponding CTA

Keep your messaging consistent on both your CTA and the headline of the landing page. If people click on a link for a free offer and then find out there’s a catch on the landing page, you’ll instantly lose their trust. Similarly, if the headline reads differently than the CTA, it might lead to confusion, and the visitor might wonder if the CTA is linked to the wrong page.

 


Are You Reaching the Right People?

Strategize with our team of certified professionals with a free, 30-minute review.

Free Growth Review

Understand how you can effectively reach your target audience, analyze your own marketing needs and take your marketing efforts to the next level with a 30-minute marketing consultation. Book yours today. 

 

 

Topics: inbound marketing, List, hubspot

Welcome to the Flood Zone!

FZ Creative is a full-service marketing agency based in Yardley, Pennsylvania. FZ caters to clients of all industries, but specifically in the Aviation, Finance, Architecture, Technology, and Small Business. FZ Creative’s services include but are not limited to Web Design & Development, Inbound Marketing, Search Engine Optimization, Print & Packaging Design, Social Media Management, Email Marketing, Video Production and everything in between!

If you are a small startup who needs a professional logo design, or an established company with a dated website that need a revamp…we are the people you want to speak to.

 

Subscribe for Email Updates

Recent Posts