Inbound marketing is a data-driven approach that leverages content on your website to attract buyers researching your products and services online, then convert them to leads so you close more deals.
Inbound marketing mirrors the way people buy in today's digital environment and works in both B2B and B2C situations.
But what if you don't have a marketing department or your marketing team doesn't practice inbound? What if you have to generate your own sales leads?
Here's our top 5 tips for leveraging more sales leads from your website;
1. Create Content Rich Landing Pages
Creating beautiful landing pages in Hubspot is easy and launching a personalised contextual landing page with personalised content, CTA's (calls to action) embedded forms takes moments.
Even if you're not using Hubspot make sure you using unique landing pages for any of your content offers, promotions or guides. That way you can make them really impactful so they convert more visitors, collect more data and generate more leads.
Make sure they focus on your offer and calls to actions are very clear. Here's a example of a high converting landing page right here.
2. Embed a Meeting Scheduler
If you're a sales rep or in business development and in charge of bringing in your own leads, you don't have the resources or the time to send three back-and-forth emails coordinating schedules with a potential prospect. It's a waste of your time and it's a waste of theirs.
Instead, why not embed an appointment scheduler on your website and your email signature?
HubSpot's free Meeting Scheduling Tool syncs with Google and Office 365 calendars, so your prospects always see your updated availability.
In today's digital environment why not make it easy for leads to get in touch with you and schedule time to learn more?
3. Use Live Chat
Another great way to vet your website leads and engage them better is through an easy-to-use chatbot builder.
These became popular a couple of years ago, however their use is still in its infancy. HubSpot Conversations gives you the tools and context you need to have unlimited, personalized conversations at scale.
Customize a widget so it matches the look and feel of your brand and pops up on your prospect's screen with a welcome message that's actionable and matches their intent. Use your chatbot to qualify leads, book meetings, answer FAQs, and more.
You can respond to chats through the Conversations inbox, Slack, on even on the go with HubSpot's mobile app. Because it's part of HubSpot's CRM, every conversation is saved.
4. Implement email sequences / workflows
Using email sequences for sales outreach is truly revolutionary and is a revelation. Not only does it save you time and increase your efficiency (because it is automated you do not have to remember to send follow up emails) but it is also truly effective, if you get creative with your emails, subject headers and personalisation.
To send a successful email sequence, have a clear purpose for each one. For example:
- Email 1: Address pain points
- Email 2: Explain a value message
- Email 3: Name drop a big client
- Email 4: Qualify your message
- Email 5: Include a product message
- Email 6: Reach out one last time
Implement a comprehensive, purposeful email sequence and see it work for you.
5.Write for a blog
Are you writing blogs yet? If not, why not, you should be. Start by writing about what you're an expert in.
It could be about your product/service or your unique processes, whatever it is, start writing and share it on your company's blog, your personal social media channels and your customers.
In 2019-20, it's important for you to be a visible expert in your field.
Not only will it display your expertise but you'll educate your prospects as well.
Need some help on your first post?
Reach out to your resident marketer or blog editor for a quick lesson. They might even offer to help you write a post or two.
Generating new leads is a foundation stone of a stable business.
We often meet businesses who are working with existing customers that they do no enjoy working with because they were misaligned in the sales process.
Our response is typically the same, "if you don't like the business you have, generate new business with the kind that you want, and of course that means working with more new leads".
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Perhaps we can help you with your lead generation, inbound marketing or growth strategies?
