Your company, like every business, wants to draw in website traffic and generate sales. With everyone online, your first step is to create a website. You could try and wow potential customers with a fancy website and hope that word gets around about it.
However, a snazzy, optimized website is not a recipe for effective digital marketing and lead generation. You’ll have to do more. You need a comprehensive content distribution strategy.
A content-focused marketing strategy is essential for many reasons. The most important reason to invest in content distribution is that content fosters relationships between your customers and your brand. When it comes to people buying your products or services, relationships mean everything.
People who have a relationship with a brand are more likely to do business with that company. Content distribution and content promotion are key to building vital customer relationships. Lead generation content begins with a solid content distribution strategy. Keep reading, or use the links below to learn how to create a content strategy in your company:
To produce piece of content your customers will love, you must know what content distribution is and how to do it well. Content distribution is when you share, create, and promote content across various media channels to an online audience. Content comes in many forms that include:
There are three types of content you can share with your online customers. These are: owned, earned, and paid. For effective content promotion, you need to distribute your content in a way that uses all three types.
Owned content is the content you already produced. With this type of content, you can control how and when it is published and distributed. Examples of owned content include website content, blogs, social media pages, and e-newsletters.
With earned content, third parties share or promote your content. These third parties include bloggers, customers, influencers, and journalists. This sharing and promoting of content is free to your business.
Earned content are product reviews, social shares and mentions, guests posts, forums, and public relations shared by third parties. Though the sharing of the content is free, the third party owns it, not your business.
With paid content, you pay to have your content distributed. The most common paid content distribution forms include pay-per-click ads, sponsored content, paid influencer content, and paid social ads. Each type of paid content has varying price points, format, and audience.
Pay-Per-Click (PPC) Ads
With pay-per-click (PPC) ads, you pay a third party when people click or have an impression on your ad. These ads are commonly seen on search engine results pages (SERPs). They can also appear on social media platforms where they have “ad” identifiers next to the page listing.
PPC is a search engine marketing tactic that, when paired with your SEO strategy, can produce quality leads. Google Ads is a popular pay-per-click ad platform used by businesses.
Sponsored content is paid for by an advertiser that is shared by a publisher, person, influencer, or brand. The most effective sponsored content includes a company or person that targets your ideal audience. Sponsored content can include videos, images, podcasts, and social media.
Paid Influencer Content
With paid influencer content, you pay a top content creator to write, refine, and promote the content for you. This influencer should be a well-known person in your industry. Influencer content benefits your business by boosting your brand awareness, conversions, and website traffic.
Paid influencer marketing uses word-of-mouth and social proof. Both of these are crucial in establishing brand trust with customers. This type of content has been so successful that companies spend around $15 billion on influencer marketing.
Paid Social Ads
Paid social ads include influencer content, PPC, and sponsored content. These paid ads share your content on social media platforms like Instagram, Facebook, and LinkedIn. Your content targets a specific audience most likely to interact with it.
To maximize your content’s impact on social media, you need a strategy. A strong paid social strategy will include native social media tools to create, schedule, and share the ads.
To have an effective content marketing strategy, you need to incorporate owned, earned, and paid content. SEO, PPC, and paid promotion are ways to blend the three content types. The most powerful content is the middle ground where the three types overlap.
Content production and distribution takes time, effort, and resources. It also tends to be overlooked. While content marketing may have taken a back seat in your strategy, there are many reasons to prioritize it.
You can undergo a thorough search engine optimization (SEO) strategy to make your website and your brand more visible. What you’ll find is that you can’t optimize your website without quality existing content. Additionally, posting content because you have it will not do you any good.
High-quality content production and distribution are important in your lead generation strategy. Content marketing is important because it centers around relationship-building. It is a chance for you to both share information and bond with your online customers.
Chances are that, your customers are already being bombarded with different content pieces. With all the websites out there, they will only do business with those whose content is valuable. This is because people want quick, relevant answers to their problems and questions. Hence it becomes essential to refine your content distribution strategy.
If you’re still skeptical of content marketing, here are some key statistics to consider:
6 Steps To Develop an Effective Content Distribution Strategy
Not all content distribution strategies are created equal. Throwing out poorly conceived digital marketing content everywhere you possibly can is not a good strategy. You can develop a successful content distribution strategy once know your audience and understand what they find interesting.
Promoting your new content can be overwhelming and time-consuming. If you want your create an effective content promotion plan, here are some steps to get you started:
1. Clearly Identify Your Target Audience
As great as you think your content is, not everyone will be interested in reading it. Those who could care less about your great content will go to another website for content they deem to be more relevant. When people bounce from your website, your search rankings and reputation can take a hit.
For successful lead-generating content, you need your content to be read by people interested in it. This requires you to research and identify precisely who your target audience is.
People who see value in your content are more likely to continue consuming the information you make available. Ultimately, these are the leads that are most likely to convert into successful sales. This is your target audience.
To create content your target audience will value, in addition to properly identifying who your ideal audience is, you must understand their typical consumer journey. Look at their demographics, pain points, objections to buying, and what they are interested in reading.
Research your customers’, website visitors’, email subscribers’, and social media followers’ income, age, gender, education, location, and other relevant demographics. You can find this information using Google Analytics and social media analytics tools. Try to narrow down the reach of your content, but don’t over-filter your audience so that it is too narrow.
After looking at the demographics, collect customer feedback. Ask readers how they feel about the content and how it’s distributed. Ask them what their pain points are and whether the content you provide adequately addresses these issues.
Use the feedback and demographics to create buyer personas. These buyer personas represent the preferences, motivations, and pain points of your ideal customers. Write different versions of content geared toward each of your personas.
2. Choose Your Content Types
There are different types of content. Each type of content caters to a different audience. To develop a good content distribution strategy you need to understand that every channel requires a specific content type.
The kind of content you choose to create will largely depend on where it is distributed. For instance, content developed for a blog is very different in style and length compared to what would be appropriate to share in a social media post.
A company blog is a highly recommended place to start creating online content. Blog posts are easy to share and repurpose. Additionally, nearly half your customers will read your blog before making a purchasing decision.
Depending on your objective, tailor your blog content to match the type of action you want the reader to take. If you want to generate leads, for example, offer lead generation and traffic generation content.
In contrast, social media content is much more casual and concise. With social media, it is important to research your audience using each platform’s analytics tools. This knowledge will assist you in delivering multiple pieces of content that will not only catch the readers’ attention, it will help you to make personal connections with them.
Similarly, when you send emails, you have to carefully think about what to say and how to say it. Email marketing is one of the most effective forms of lead generation around, making it a form of content marketing you should engage in on a regular basis.
Content can also be shared via videos and images. Infographics work well when promoted via social media. Video content needs to be engaging, interesting, clear, and brief.
3. Choose Your Distribution Channels
Your website is your first-stop distribution channel. On your site, you have greater freedom as to what you say and how you say it. Your website includes information on your pages and your blog posts.
You must conduct audience research and choose your distribution channels before you write your content. These two pieces of data will inform the type of content you write and where and to whom it is distributed.
Popular content distribution channels include blogs, social media, email, directories, guest posting sites, and forums. Sometimes traditional public relations may be an option. The content distribution channel you choose must be aligned with your target audience’s interests, demographics, and behaviors.
It’s important to know your audience and where they regularly visit online. Young people, for instance, spend a lot of time on various social media sites. Even among social media sites, there are different audiences.
Look to see where your target audience tends to go to gather information. Do they read industry blogs, watch YouTube videos, or scroll through Facebook? Knowing which distribution channels your audience frequents most is vital to planning a successful content marketing strategy.
Your blog should be your first distribution channel as it is one of your company’s owned properties. Two others that you need to optimize are your social media pages and e-newsletter. With these three channels, you control the content and its distribution. Also having a content calendar helps you ensure that content distribution is going according to your plan.
Social media is a popular distribution channel. In fact, 87% of marketers use social media to share content. Of those, most use an average of five social media platforms.
Content distribution via social media is a good option for many reasons:
Ease of distribution
The content is short and largely image-dominant
Ease of audience targeting
Provides a great opportunity to have casual, personal interactions with customers
A majority of your customers likely use at least one social media channel
Content is instantaneously shared with customers
It is free to share your content
People are more likely to do business with your company when they trust you. Finding the best combination of distribution channels to share your content will boost your brand authority. When customers see and consume your knowledgeable content, they are more likely to accept you as an authority in your field and will look to your organization as the best solution to their challenges.
Guest posting on reputable, industry-specific websites and forums like Reddit or Quora are excellent ways to distribute content to new customers. Be sure that the information you provide is high-quality and free from self-promotion and spammy links. This content should not be focused on your company, products, or services, but should be geared toward educating readers.
An effective content distribution strategy involves having a plan for how, where, and when to disperse information. Both the creation of lead-generating content and its distribution need careful thought. Once you settle on a writing and distribution process, you need to be consistent.
Writing content and publishing it everywhere on the Internet will lead to unsuccessful content promotion. If search engines don’t rank your content highly and the appropriate marketing strategies aren’t applied, your target audience will never find your content.
A good foundation for your content distribution strategy is having S.M.A.R.T goals. These goals are specific, measurable, attainable, relevant, and timely. Having such goals helps you see where your current strategy is at and what future success looks like.
With your content distribution strategy goals in mind, develop a detailed content calendar. There are many tools out there for you to use such as Google Sheets, Excel, Asana, Trello, and Google Calendar.
To start a consistent content distribution plan, assign certain people to develop and create different kinds of content. Then, establish an editorial calendar for publishing the content on a consistent basis.
An editorial calendar focuses and aligns your team to work toward common goals. If you contract out your writing, a calendar can inform your editors and writers about what’s coming up.
Some questions to ask as you start developing your editorial calendar include:
What audiences use which channels?
What opportunities exist on each channel that you can’t achieve on others?
What subjects are most likely to resonate with your target audience?
How often and when does each audience post on each channel?
What content types or formats should you use on each channel?
When should you post on each channel to get the most engagement?
What conversations work best on each channel?
Who will be in charge of managing each channel and posting on them on behalf of the company?
Where do you want to drive traffic to on each channel?
What metrics will you use to assess the success of your content distribution strategy?
No two content distribution strategies are the same. The best one for your company will be unique as there is no silver-bullet solution.
How you produce and publish content will depend on how many resources you have, team size, industry, and brand. The concept of creating a comprehensive content promotion strategy can seem overwhelming at first. Useful content distribution tools include Anchor, AnswerthePublic, Canva, and Vidyard.
You’ve created lead-generating content, but if it doesn’t have a call to action (CTA), it won’t be effective. CTAs tell the reader what to do next after reading your content. With CTAs in your content promotion, be sure to somehow capture the reader’s contact information, especially phone number or email.
To bring more readers to conversion from your content, you need to consistently get new leads to cultivate. Lead magnets are the best ways to capture the names and contact information of prospective leads. Through lead magnets you share the content for free with your audience for the exchange of their contact information.
Lead magnet content needs to be interesting, valuable, and applicable to the reader. If you don’t know where to start, here are three lead magnet strategies to try:
White paper content highlights industry news like trends, the current state of the industry, and what the future holds. Industry overview white papers are the most common.
The other type of white paper is a product breakdown. Product breakdowns highlight company products. These white papers may go into detail about what a product does, who benefits, and the problems these items help solve.
White papers let prospective leads know that your brand understands their pain points and questions. These types of content also show leads that your product solves their problems.
Webinars are another effective lead magnet. You can use live and recorded webinars to get a lead’s contact information. With webinars, you can ask someone to leave their phone number or email address to access the webinar.
Webinars can be one-off or regular events. Webinars are great ways to show your product or service. When you conduct live webinars, you allow the audience to interact with you.
Offering a limited-time risk-free trial has been a long-time favorite lead magnet for B2B and SaaS companies. With this type of lead magnet, customers enter their contact and payment information to access a product or service. Besides free access, some free trials give customers temporary access to an upgraded or premium version of products or services.
For most sign-ups, the terms and conditions of the risk-free trial must be clearly stated. You should be up-front about subscription cancellation and when a customer will be charged after the trial period ends. Besides transparency, your risk-free sign-up form must be simple and quick to complete.
Once you’ve created your lead magnet, publish it on your website, in blog posts, and on your social media channels. Lead magnets are also effective when used as part of your email marketing strategy.
6. Publish and Promote Content
Now that you’ve created your content, it’s time to publish it. Use your editorial calendar to push it out to your ideal audience at the best time and on appropriate channels. Regardless of what channel you use, follow the rules to optimize your content promotion on each channel.
Using a combination of platforms for your content distribution is a great way to maximize its effectiveness. For example, you can publish an industry white paper and push it out via email, social media, and paid ads. Use these channels to get your content before readers or have them sign up to see it.
Content creation is and will be key in generating leads. For effective lead-generating content that drives sales, you need carefully-crafted content. A strong content distribution strategy looks at the best content type and what channels you should use.
Thorough familiarity with your target audience is the foundation of any successful content promotion strategy.
Contact LeadBoxer today to learn how we can partner with you to generate more leads and drive more sales.
Creating a marketing strategy that appeals to a diverse range of ages can be a difficult undertaking. Mass appeal to multiple generations requires a deep understanding of how each group tends to interact with marketing materials. Planning ahead and using appropriate resources are essential elements of any successful generational marketing campaign.
Reaching a broad range of target audience members during a marketing campaign is important for maximizing your return-on-investment (ROI). The goal of your generational marketing strategy should be to reach potential customers without alienating any key audience bases.
For tips on creating a successful generational marketing strategy, keep reading, or use the links below to skip ahead:
What Is Generational Marketing and Why Does It Matter?
As you are probably well aware, marketing is not a one-size-fits-all approach when building the right customer base for your business. Even if your team is only selling one product, the pitch needs to be adjusted based on a variety of factors, including age. It’s important to understand ways you can incorporate content that appeals to mass audiences throughout your generational marketing strategy to avoid alienating key target groups.
Generational marketing is a strategy that uses segmentation to split audiences by age to better reach each target demographic. Currently, there are four generations of consumers your marketing team should be targeting: Baby Boomers, Gen X, Millennials, and Gen Z.
It is important to understand that every generation interacts with marketing differently. By understanding which age demographics are in your target audience, your team will be able to produce appropriate content.
For most businesses, it is beneficial to appeal to multiple generations. By analyzing the preferences of each generation you seek to engage and eventually convert, you can gain valuable insights, making it possible for your team to develop and apply a successful generational marketing strategy.
Most importantly, Baby Boomers are a generation that has had to embrace major advancements in technology as it has developed at an accelerated rate in recent decades. In comparison, younger generations have had high levels of technology use incorporated into almost every aspect of their lives from a young age. Because of this disparity in experience in terms of technology, many Baby Boomers are used to traditional marketing tactics and tend to prefer in-person interactions.
This isn’t to imply Baby Boomers are out of touch when it comes to technology. According to Pew Research, 71% of adults aged 50-64 use at least one social media site.
Baby Boomers are more likely to be converted through in-store marketing, event marketing, banner ads, and other offline marketing channels. They are a great example for how a target market can be influenced by traditional marketing methods for maximum outreach.
Sometimes referred to as the “Middle Child” generation, Gen X encompasses those born between 1965-1980. This group was the first to grow up with access to personal computers, and tend to be more tech-savvy than their predecessors.
This group makes up less of the population than Boomers and Millennials, coming in at 19.61% of the U.S. population in 2024. They might be the smallest generation in this list of different age groups but most Gen Xers make the purchase decision for themselves, hence they are a silent generation will better spending power than Millennials and Gen Z.
Gen Xers tend to be swayed by customer testimonials, and it’s helpful to provide a mix of effective marketing which includes mix of traditional marketing, SMS marketing, and other digital marketing strategies.
Also known as Generation Y, Millennials surpassed the Baby Boomers in size in 2024. Currently, Millennials make up 21.67% of the U.S. population. The largest generation by the percentage.
There are more than 80 million millennials, most of whom are very active on social media and tend to consume information on their cell phones. This target customers can be attracted and engaged with common online marketing channels like content marketing, email marketing, and social media marketing.
Gen Zers grew up online, and have embraced social media on mobile devices from a young age. They tend to have a shorter attention span and the ability to consume different forms of media simultaneously. A survey by the National Retail Foundation (NRF) shows 74% of Gen Zers consider ‘spending time online’ to be a hobby.
As a unique group, Gen Z may not be fully entered into the workplace yet, but that hasn’t stopped them from having a substantial impact on the economy. The NRF found that consumer spending on Gen Z equated to $829.6 billion.
Generation Z prefers quick messaging, influencer marketing, and dislikes marketing ads on social media platforms that disrupt their online experience. Basically they are unresponsive to traditional marketing they tend to lean toward tech-savvy sales tactics, but they place a larger emphasis on quality when it comes to products.
Establishing Your Target Audience
With such diversity spread across the generations, it is important for your marketing team to know which groups they need to target. Not all products will appeal to a mass audience, and that’s okay. By knowing your customer base, your company can allocate its resources towards marketing efforts aimed at reaching the right people. Hence generational segmentation in important.
Start by creating your ideal customer profile. The idea is to target clients who will most likely benefit from using your product. Odds are, your customer base will span across several generations, but it is possible it may not appeal to all of them.
Creating an ideal client profile takes time and resources. But the information gleaned is worth doing the necessary research so you understand who is most likely to benefit from and purchase your service or product. This information will prove vital in assisting your marketing team as it begins creating successful campaigns aimed at nurturing potential customer relationships.
Once established, take a look at the generational demographics of your target audience. If your list contains members of Generation X or younger (and it most likely will), your team should start thinking about the best marketing approach is to incorporate social media into its campaigns.
Millennials and Generation Zers are known for their online presence, but they are also in tune with marketing tactics. When it comes to marketing these groups don’t want to be bombarded with ads during their content scrolls, but they do want quality information delivered in an easy-to-digest format.
This type of audience segmentation can help your marketing team personalize their outreach based on the feelings of specific customer groups. It is also most successful when combined with other tactics, such as generational marketing.
Using these strategies together can help maximize outreach and avoid alienating key audiences. When beginning the implementation of attitudinal segmentation, starting off with a few simple questions can kick start the process.
Try establishing motivations with questions like “Why do you…”, or focus on opinions with “What do you think of…”. These answers are a way to reach and segment your audience members into groups based on their purchasing behaviors. By understanding the way consumers feel, your marketing team will be able to develop content that speaks to the needs of your customers.
The Importance of Brand Loyalty Across Generations
There is more to creating a successful marketing campaign than simply understanding generational marketing, preferences, and customer attitudes. Audience engagement helps lead a marketing campaign to the finish line by filling the sales pipeline with qualified leads ready to start the purchasing process. 84% of consumers will interact with advertising when they feel loyal to the brand.
The sales cycle begins with marketing touchpoints that happen long before customers get the chance to speak with the sales or customer service departments. That means brands start building their reputation from the moment content is extended to an audience. Establishing and maintaining a credible brand is important for encouraging customer engagement.
According to Havas, over half (60%) of brand-related content fails to deliver and is considered clutter by consumers. Before taking any concrete steps to plan a marketing campaign, the team should understand that consumers value quality over quantity when it comes to brand communications.
Generational and attitudinal marketing align when it comes to understanding what customers want to get from a brand. Not all consumers share the same attitudes, and many are loyal to the same brands for different reasons. Diving into the insights that generational and attitudinal preferences share with brands can help your team create a successful campaign that reaches the correct audience.
Gen X is known for being the most brand-loyal generation. Statistics show four out of 10 Gen Xers will stick with brands with which they have already established relationships. Continued outreach and implementation of customer feedback will be important to maintaining a good loyalty program with many in this age group.
Along with preserving a good standing among consumers, brand loyalty leads to repeat purchases by customers. Studies demonstrate purchases by repeat customers are vital to success, accounting for up to 65% of a company’s business. Brand loyalty helps establish long-term relationships with consumers and encourages multiple purchases from these buyers.
In between buying cycles, marketing plays a large role in nurturing customer relationships through targeted content. This outreach helps your company and the services or products to stay top of mind for consumers.
Creating a Generational Marketing Strategy Without Alienation
After taking a deeper look at the different generational motivations, the best place to start with campaign creation is understanding how incorrect use of this information may cause alienation. Generational marketing can help successfully reach out to consumers across different age groups, but overgeneralizations about the target generation can cause more harm than good.
While understanding generational differences, especially with the preferred communication styles, is important for marketing, it is just as important to avoid stereotyping. A successful generational marketing strategy will combine with attitudinal segmentation to provide a positive personal experience for the target audience.
To start a successful campaign, it is important to identify where age will play a role within your company’s outreach. Knowing how generational differences factor into your brand will help your team segment audiences appropriately.
Diversity Within Generations
One of the main problems with traditional generational marketing is failing to take into account how large these groups are. For example, with 80 million Millennials in the generation, it is safe to assume not all of these consumers share the same beliefs. All of the generations are made up of diverse groups who may act differently from their peers.
Consumer age can provide insights into their preferences, but these trends do not replace a personal connection with the customer. Simply assuming your client will act a certain way due to their generation can cause tension and potentially ruin the business relationship if those assumptions are proven false.
This allows your marketing team to focus on creating content for groups with similar interests, rather than just age. By delivering quality content that speaks to a consumer’s preferences, attitudinal segmentation can boost overall engagement and reach mass audiences.
Continue to communicate with groups via email blasts, but focus on tailoring content to reach the targeted audience. Segment these groups based on preferences like the amount of communication the consumer wants or specific products they may buy.
Quality customer service remains a high priority for consumers. According to Microsoft, 69% of U.S. consumers view customer service as an important factor when maintaining brand loyalty. Customers will continue to repeat purchases from companies they view as excellent in the customer service department. To ensure these efforts are reaching the right audiences, tailor your customer services to the needs of different generations.
Millennials and Gen Z are known for their online presence, and online customer service options make addressing these issues easy. For those who may prefer a more traditional route, implement customer service over the phone and make sure consumers are able to interact with a real person.
Marketing for Tech-Savvy Groups
A huge mistake that can be made during generational marketing is assuming some groups may not be active on social media. While Millennials and Gen Z tend to spend more time online than others, it would be incorrect to assume Gen X and Baby Boomers avoid the internet completely.
68% of Baby Boomers are active on Facebook, which means a majority of this generation sees Facebook advertisements daily. For those companies who want to utilize social media for all generations, sticking with traditional outlets like Facebook can help with effective outreach.
Due to the Millennial’s and Gen Z’s tech-savvy lifestyle, digital marketing tactics are important for reaching consumers in these age groups. It is important to have a strong understanding of the way these groups interact with online communities to maximize outreach efforts.
According to Epsilon, 75% of these generations shop online with their smartphone. That means usability across devices is important for closing sales. Website compatibility and access on smartphones will help connect younger consumers with your products. The study also found that Millennials spend more money online than other generations. Having the ability to purchase items directly on a website is important for tapping into this generation’s spending potential.
While Millennials lead the way in e-commerce buying on sites like Amazon, Gen Z has adopted a different tactic when it comes to online purchasing. According to Forbes, 97% of Gen Z view social media as their main source of shopping inspiration. Being able to purchase items in apps, like Instagram, TikTok, and Pinterest, helps Gen Z have a more personalized shopping experience.
Generalizations about age groups are nothing new, but falling into these traps can be detrimental to your generational marketing strategy. Avoid getting stuck in the belief that all boomers hate technology or that millennials are entitled. These stereotypes often find their way into conversations, but they alienate audiences and can negatively impact your brand’s image.
Instead, focus on authentically presenting your brand in a way that can resonate across generations. Consumers are smart, and they will easily identify inauthentic attempts to ‘fit in’. For example, unless it is already part of your company’s persona, using cheesy social media lingo can be a turn-off to younger customers.
Not only does the youngest generation care about authenticity, but overall, brands with consistent presentation saw a 33% increase in revenue. Across generations, consumers are focused on the image a company presents and how its actions back this up. With customers holding the buying power, authentic brands will benefit and continue to rise to the top.
Generational marketing is not a one-size-fits-all strategy. Marketing teams should avoid jumping into a campaign that is based on age alone. Instead, creating a diverse plan with attitudinal segmentation and patterns based on generational behavior will avoid the alienation of key target audiences.
Embracing technology works for all generations, but some may require more creativity to be persuaded into a purchase. Stick with traditional outlets to reach Baby Boomers and Gen X, but don’t be afraid to try out new platforms like TikTok in hopes of reaching Gen Z. Maintain authenticity and transparency across all social media and email, though. Consumers will appreciate consistent branding, and this can increase your company’s brand loyalty.
Establish your target audience through a range of factors. Look into their lifestyles, communication preferences, and product interests. Segment your audience based on attitudes and opinions, as well as generation when applicable. Focus on creating brand loyalty and rewarding repeat customers.
Overall, generational marketing can help companies better reach their targeted demographic, but it is crucial to approach this strategy with ample research. To avoid missing out on outreach to key audiences, combine generational and attitudinal marketing strategies for a successful campaign.
In today’s digital world, your customers are skeptical. It is easy for anyone to say anything online. With all the information, your B2B customers will likely listen only to opinions from those whom they trust.
Continue reading or use the links below to “jump” ahead:
A solid way to close more deals is through a B2B referral program. Referral marketing incentivizes satisfied customers to recommend your product or service to business decision-makers.
A referral program involves a process, often with a web page on which customers can enter business contacts. Occasionally, contacting representatives of referred businesses is not a B2B referral program. Instead, these recommendation programs track referrals and reward your customers when their recommendation produces a sale.
The Advantages of Having a B2B Referral Network
A network of customers who refer businesses to your brand can expand your B2B referral program and improve its effectiveness. Below are some advantages of a B2B referral network:
Word-of-mouth advertising is the basis of B2B referral marketing. When a prospective client is referred to you through someone they trust who loves your brand, they most likely will convert. Referrals can improve conversion rates by up to 71%.
A referral network builds relationships, improves customer experience and expands word-of-mouth advertising about your products and services. These three B2B referral program benefits increase sales.
Lower Acquisition Costs
While getting new customers boosts sales, acquiring them can be expensive. It costs five times more to get new customers than keep current ones.
B2B referral programs lead to lower acquisition costs for new customers. Leads and signups recommended by a current customer are more likely to buy. This is because these new leads trust the opinion of the person who loves your product or service.
You will have customers leave over time. Churn rate is the percentage of customers who stop doing business with you. You must have new customers to balance the amount of existing ones.
Besides lowering acquisition costs, a B2B referral program can lower churn rate. In fact, referred customers have a retention rate 37% higher than non-referred ones.
B2B referral marketing programs are powerful lead-generation tools that attract high-quality leads. These leads will likely stay and do business with you over the long term, reducing churn.
Increase in Customer Lifetime Value (LTV)
Customer lifetime value (LTV) is the total revenue a customer generates for your business. LTV increases the more someone spends and the longer they are a customer.
A B2B referral program improves customer LTV with enhanced engagement with your company. Referred customers loyal to your business have a 25% higher lifetime value when recommended by friends, family members or colleagues. Customers will invest in your brand when the social proof and reputation of someone they trust are on the line.
Promote Brand Awareness
B2B referral programs are excellent ways to promote your brand through word-of-mouth advertising. The more people talk about your brand, the greater your exposure, resulting in more sales.
Brand awareness offers the following additional benefits:
Builds brand equity
Makes scaling up easier
Allows you to collect data on your audience for future marketing endeavors
Customers trust referrals from people they know. Reviews and recommendations from others perform much better than conventional advertisements. Studies show people are four times more likely to buy when referred by a friend.
2. Referred customers are more loyal.
When customers are referred to your company by someone they trust, they will stick around. Referral marketing helps potential customers start with a high opinion of your company.
3. Increase ROI
Referral marketing programs increase your return on investment (ROI) because it is more cost-effective than other forms of marketing. Getting customers through referrals can be up to five times less expensive than traditional advertising channels.
While there are costs with the rewards you offer, the benefits to your customers will be worth it. As mentioned, these referred customers are high-quality and will likely become loyal customers.
Your B2B referral program can be even more cost-effective with the types of rewards you offer. Awarding points or credits to people who recommend your brand can be cheaper than giving an immediate gift or discount.
4. Increase your marketing reach
Word-of-mouth marketing is an effective way to spread awareness of your brand and build credibility. Customers trust you when they hear good things about your offerings from those they respect.
People who recommend your brand to others become your brand ambassadors, offering free advertising. Referral advertising is limitless since nobody can prevent people from talking about your business. You also expand your potential lead base as your ambassadors will have diverse circles of acquaintances.
5. Easy setup
B2B referral programs are quick and easy to set up because many are automated. All you have to do is decide which rewards to offer and what people must do to earn the rewards.
You can also create a referral marketing program by asking customers to share the name of whoever referred them. You then reward them according to what your program outlines.
B2B referral programs allow you to gather information on prospective leads and market trends. When you know your referrals, you can give them an engaging and personalized experience by meeting their needs.
7. Increase customer engagement
Consumers buy from brands that are engaging with them. Customers are more engaged in sharing your brand through a referral program. A B2B referral program will drive brand advocates back to your website, increasing the chance of a sale.
8. Boost your social media
B2B referral marketing allows people to refer friends to your business via social media. Incentivizing loyal customers to promote your brand on their social networks will expand your social media presence.
To offer the right perks, you must know your audience and provide rewards that your referrals will enjoy. Gift cards, discounts on goods and services and credits are popular B2B referral program rewards.
After deciding on your B2B referral marketing rewards, here are some things to consider when building your program:
Establish a service agreement with a referral section built in. When onboarding new customers, let them know you appreciate and reward referrals.
Request referrals either via phone or in-person from satisfied customers. If you get a glowing review from a customer, ask them to refer your business when thanking them.
Send follow-up emails. After communicating your referral program to customers, follow up with an email campaign.
Conduct customer satisfaction surveys and questionnaires. Ask your customers about the quality of their experiences with your brand and services. Follow up with the ones most likely to refer you.
The benefits of having a B2B referral program have convinced you to create one of your own. You know what you need to get one off the ground, but what does a good referral marketing program look like? Here are some examples of companies with effective referral programs:
1. Bench Accounting
Bench Accounting is a fintech company that provides automated bookkeeping software. Bench Accounting’s B2B referral program offers a free month of accounting to friends of existing customers.
AirTable offers an all-in-one solution for teams to collaborate and communicate. Their referral marketing program gives credits to those who recommend the company to others.
Those who refer others to Airtable receive 100 credits for new accounts and 25 credits should those customers upgrade. Credits go towards discounts and perks.
SurveyMonkey is a SaaS company that allows businesses to create and analyze the results of surveys. SurveyMonkey uses referral software to run its program automatically. Their referral marketing program gives members $500 for every organization registering a SurveyMonkey account.
DigitalOcean provides businesses with a workforce management tool to help them with their IT needs. DigitalOcean offers many perks based on the actions taken by the referrals.
With their B2B referral program, members receive a $25 credit when a referral spends $25. Members receive $100 and a 60-day credit when a referral adds a payment method.
Hotjar allows businesses to analyze and understand the behavior of people who visit their websites. Their referral program offers different rewards for different levels of referrals
The top referrer receives a free lifetime business account. The top-five runner-ups get a free hoodie. Those who make five referrals get a free T-shirt.
6. Jawfish Digital
Jawfish Digital is a content marketing and web design agency offering clients content creation, web design and e-book production services. Their B2B referral program awards $100 Amazon gift cards to anyone who recommends their content or web design services.
Businesses that want to attract quality leads and close more deals need a B2B referral program. These marketing programs offer many benefits and are easy to set up and customize.
Check out LeadBoxer today to learn how it can significantly help your company increase its lead generation through custom lead scoring combined with 20 of the most popular and requested app integrations.
Remaining competitive in the B2B sales industry relies on customer retention and overall satisfaction. Many companies are embracing the idea of product led growth (PLG) to help boost their numbers and increase brand loyalty.
It seems obvious you must have a good product, but the value of providing quality services continues to increase. PLG is more complex than simply having something worth buying. It relies on ensuring a user-friendly experience and excellent customer service to create lasting relationships.
Marketing is no longer the only way to push leads through the sales cycle. By combining a focus on the customer experience, sales and marketing can create a cohesive end goal. Not only does a product centric approach help align departmental goals, it allows the customer to have a voice throughout the sales cycle.
To learn more about the ways your team can benefit from PLG, keep reading, or use the following links to jump ahead:
Like many trending B2B strategies, product led growth is not a new concept. It is, however, an important strategy to empower customers and retain sales. As PLG continues to increase in popularity, your team should better its understanding and implementation of the concept.
Simply put, PLG allows the product or service to drive sales and retain customers. This relies on several factors like ease of use and excellent product experience. Rather than expecting marketing to do the heavy lifting for brand awareness, this strategy incorporates product functionality directly into the sales process.
By putting the product at the center of all conversations, it can help align goals across departments and boost business growth. This also means employees will be working toward the single objective of excellent product experience for all customers.
Through this all-company collaboration, more people are introduced to the user experience, which drives conversations with customers from all angles. However, PLG isn’t solely based on your team’s understanding of the services your company sells.
Another key component of this strategy is allowing customers to see the product value before asking for a purchase. This means having a strong user experience that allows prospects to dive deep and trial the product on their own.
Rather than watching product demonstrations or Q&A webinars, customers should be able to test the functionality on their own. Through implementation of this strategy, success relies on overall customer satisfaction before a sale has been completed.
For example, free trials work hand-in-hand with product centric approaches. Allowing customers to test how the product can provide solutions to their unique problems helps provide valuable insight before purchase. It also allows prospects to address concerns and work out potential problems with a company expert.
PLG helps instill confidence in clients through transparency of service. By providing an inside look at user experience, your team can boost customer satisfaction and increase overall retention rates.
It is not surprising that the B2B industry saw rapid digitization during the COVID-19 pandemic. Before this sudden shift to virtual sales, leaders in the industry were finding ways to innovate customer experience through increased use of technology. While the pandemic sped things up, trends like PLG are here to stay.
Buyers have the resources to be more educated than ever on products before making a purchase decision. This means remaining competitive in the industry relies heavily on customer experience throughout the entire sales cycle.
As brands continue to have an increased online presence, customers are able to interact with products before they even speak with a salesperson. In fact, research shows 94% of B2B buyers perform online research before initiating contact with a sales team.
Educated buyers are now interacting with demos and free trials as early as possible in the sales cycle. Rather than wanting to speak with salespeople for a product introduction, clients are eager to have a hands-on approach to testing solutions. According to a 2015 Forrester survey, almost 75% of buyers would rather make an online purchase than go through a sales team.
This has shifted initial sales conversations to focus more on product details and the technical capabilities of products. Customer preparation has led to an expectation of expert customer service throughout the sales process. In most cases, buyers want salespeople to act in tandem with the website so they can navigate the process alongside an expert.
To understand how this strategy can benefit your business, it is important to make a comparison between traditional growth methods. Starting off, marketing teams usually qualify leads through online interactions like targeted ads, web forms, and email marketing. From there, leads enter the sales funnel and the salespeople reach out for an introduction.
Next, the sales department focuses on showcasing product benefits and providing details on how the product can provide needed solutions. If interested, the customer chooses to make a purchase.
Once the sale has been completed, the customer works with the success team for onboarding and implementation. Assuming things go well, the customer becomes a repeat buyer and the sales cycle restarts.
The traditional strategy allows for a long period of time before the customer is introduced to the product’s functionality. In a time where buyers are prone to making quick decisions and competitors can offer easy demos, following a traditional timeline may not land your company the sale.
In contrast, PLG allows the prospect to jump right into the product. Marketing and sales departments act as experts to help guide customers through the user experience. Rather than client information being captured from online traffic, this cycle starts as soon as the customer signs up for a trial.
Known as product-qualified leads (PQLs), these clients begin interacting with the product as soon as possible. Rather than waiting to be contacted by a salesperson, clients are most often familiar with the brand before the introduction occurs. Once a salesperson reaches out, the conversation can focus heavily on the client’s specific areas of interest, potential personalized features, and any other questions the customer may have about the product.
This kind of transparency is a huge benefit to companies. PQLs convert at a rate 3-4x higher than traditional marketing leads. When customers feel confident in a product before making the purchase, retention increases.
PLG is a great way to gather feedback from customers and improve overall product functionality. When the product is a driving force behind sales, customers are able to provide honest feedback to companies about their experiences.
When a sale is completed, your team is able to hear what was the deciding factor. On the flip side, offering your customers a free trial of your product, even if the sale falls through, helps provide insight into areas that need improvement.
This strategy is cost-effective. Customers begin the onboarding process by themselves, which frees up your employees to concentrate on providing excellent customer service. Less time and money are wasted on deals that don’t come to fruition.
Providing a better user experience increases customer retention and provides incentives for word-of-mouth advertisement. When clients are able to test out a product for free, they are able to share this information with others in their network who may be looking for similar solutions.
Since there are no hold-ups on anyone being able to trial the service, these leads come directly into the pipeline once they sign up. Along with increasing a user base, this helps speed up the sales cycle.
Gaining valuable customer contact information is easier when your product leads the marketing strategy. Usually, web traffic may visit a page or interact with an online ad, but their contact information might never reach your pipeline. Since users have to fill out a full form for free trial access, your marketing team is able to take PQLs directly to the sales team.
For example, when using Leadboxer to capture web traffic, your team can tell these customers are already qualified and scored since they began the demo. This pushes them to the top of the sales cycle, which allows for speedy outreach from your team. By encouraging a quick turnaround time, PLG helps outreach happen faster while leads are still interested in the product.
Implementing PLG Into Your Business
Before jumping into this strategy with your employees, it is crucial to understand PLG is a long-term approach rather than a short-term fix. Implementation will take time and resources to be successful. It may require departmental changes and an overhaul of the company mission to ensure a product-centric focus.
Having an intimate understanding of your product, including its flaws, is the first step in implementing a PLG strategy. Before it can sell itself, your company needs to thoroughly understand the value the product brings to the market.
Evaluation can begin with a few simple questions:
What is the core function? What solutions does your product provide to customers? What feedback is most often received?
Compare your product to the competition. Notice the similarities and differences.
Find the best way to engage prospective customers when speaking on these topics. Educated clients are willing to ask directly about these types of variances. Be prepared to answer honestly during these conversations.
For example, your product may lack certain features compared to that of a competitor. However, your starting price point may be lower. Understanding how to explain this to prospects will help build trust within the relationship.
2. Focus on the customer experience
When the customer is driving the sale through self-education, a user-friendly experience is crucial to finalizing a deal. Beginning with initial onboarding, signing up for the product should be self-explanatory and easily accessible. Prospects are eager to get started, so the sign-up process should be quick enough to hold a customer’s attention.
Sales conversations should bring value to the customer. Rather than relying on old-school tactics, your team needs to focus on acting as product experts to prospective clients.
Removing fluff from these interactions is one way to increase trust within the relationship. Make sure customers feel like they took away valuable information from each conversation with your salespeople.
Allow ample opportunities for clients to provide feedback. Not only will this help customers feel more valued, but it will give your team vital information regarding potential product improvements.
Customize features when possible. Buyers love the idea of personalization, especially when they’re looking for solutions to unique problems within their organization. 80% of customers favor the ability to customize their user experience.
3. Provide continuous onboarding
In the initial onboarding process, users will be signing themselves up for a trial. That doesn’t mean your team should take a backseat to onboarding, though. Instead, customer success teams should concentrate on secondary and next-tier opportunities to increase user engagement.
Customer retention increases when there is a strong need for your product. By encouraging clients to continuously use new features and engage with your software, your product will quickly integrate into their daily workflow.
This is another opportunity to allow conversations with customers about their user experience. As they add more features to their product usage, make sure your team is doing their due diligence.
Having check-ins about new features during the continuous onboarding process will help your team have internal conversations about product performance. This allows your team to collect data on what is working, as well as find areas that may benefit from improvements.
4. Align departmental goals within your company
Overhauling long-term business strategy can be a big undertaking. For success, departments must be on the same page about the company’s mission. When practicing a PLG strategy, marketing and sales teams will be trying out nontraditional tactics.
It is important to make sure the product is always central to the mission. Marketing teams should work closely with sales and customer success to understand the feedback being given. Adjust your marketing outreach to lead with the product.
These efforts from all departments should encourage excellent customer journeys and work to increase brand loyalty. Even though the product and customers are doing a lot of heavy lifting, it is still the goal of your team to provide value throughout the sales cycle.
5. Tailor your marketing practices to showcase the value
Since much of the beginning sales cycle in PLG strategy involves solitary customer research, messaging is key. Customers will want to see an overview of key features as well as pricing when comparing brands.
Make sure your pricing sheet is accessible and easy to understand. Marketing content should help explain how clients can benefit from the premium version of your product. Simple explanations of which plans work well for specific groups can encourage prospects to explore the features that are most relevant to their needs.
Online resources, like blogs or social media posts, should showcase the features your product offers. Many users will be looking at multiple options during their research. It is important to make your product stand out by providing valuable information about the user experience rather than fluff content.
6. Utilize upsells and premium features
Once a sale is made, the goal should be to encourage repeat purchases from that customer. This typically happens through contract renewals, but there is an opportunity to add more revenue through upsells and new features.
If a client is thoroughly enjoying the service your product provides, your team should brainstorm ways new features may bring additional value. Asking customers what they want to see in future rollouts is a great starting point.
Offer items in discounted bundles or find ways to include an option for premium features. These types of add-ons may be an easier sell once clients are familiar with your product. Ongoing outreach from the sales team to current customers is crucial for landing these upsells.
7. Encourage user referrals
PLG provides ample room for customers to refer your product to others in their network. If your trial period is easy to access, prospects can sign up and get started within the same day of hearing about your product.
Capitalize on your customer experience by offering a referral program that incentivizes current relationships to bring in new business. This type of program can help boost brand loyalty, as clients can continue to tell others about your product.
User referrals can help boost overall customer satisfaction. Current clients will feel appreciated when their recommendations are rewarded by the brand.
8. Follow through on your advertisements
When customer experience is a major driving factor for sales, following through on promises is crucial. The classic saying ‘under promise, but over deliver is a good motto to have when implementing PLG.
Your product will be doing most of the selling, and it should be able to stand alone while customers are participating in a demo. However, if your salespeople make promises about product features or capabilities in conversations, it is important to see them through.
Transparency is huge when utilizing product led marketing. It will negatively impact customer retention if users don’t see sales agreements come to fruition.
This comes into play when customers are making the transition from the free trial to the premium version. If your team offers specific features or personalized capabilities, it is crucial to ensure these are available as soon as onboarding begins.
Clients have educated themselves on the benefits of your product versus your competitors. Since they’ll have spent time with your services, they will notice any lack of follow-through on promises.
PLG relies heavily on customer retention, and the easiest way to lose a relationship is by not providing the right service. Make sure to have honest conversations about the features your product has, and address any concerns as soon as they arise.
9. Use data to drive product choices
PLG strategy relies heavily on accurate data to understand the customer’s needs. Data analytics will help your company ascertain what value users are receiving from your product. This information can also help develop product improvements as your team rolls out new features.
When implementing a PLG strategy, it is important for your company to equip itself with the right tools and resources for success. Make sure you have a way to track data and pilot the user experience.
Along with using these kinds of tools, manage expectations among departments by setting KPIs and reviewing targeted goals. This allows your employees to easily measure success throughout the process.
Product led growth may be the newest trendy buzzword in the B2B industry, but the strategy is here to stay. In order to remain competitive, your company should be looking at the long-term benefits of a product-centric approach.
As customers continue to push for more virtual sales options, your product will need to be able to sell itself during the trial phase. Focus on having your salespeople become experts on product features. Tailor your marketing to showcase features that set your product apart from competitors.
Understand the best way to implement PLG into your organization. Invest in the right resources to ensure this strategy increases your customer base and retention.
Allow user experience and customer feedback to drive initiatives within your departments. Build lasting customer relationships through transparency. By focusing on the customer experience and product value, your company can benefit from this strategy.
To get started with Leadboxer, click here for your free trial!
Creative lead generation can help your B2B company fill the sales funnel with qualified prospects. Social media continues to be vital for marketing teams, and jumping on the upward trend of video content is a way to boost your outreach.
Utilizing video marketing is a great way to increase brand awareness and encourage content engagement. This tactic can push your outreach to additional target audiences and help increase your lead generation. Video marketing can also work when trying to retarget and engage potential prospects.
Keep reading, or use the following links to jump ahead:
While the strategy isn’t new, video marketing has become crucial for staying relevant in a competitive market. According to WyzOwl’s 2022 Video Marketing Statistic Report, 86% of businesses already use video in their marketing strategy.
This marketing tool is important to have across all channels. Videos are an easy way to educate prospects on your product, as well as create brand awareness.
In a Hubspot survey, it was found that video content was the second most popular way to increase social media engagement. By encouraging interaction from customers, this strategy can help boost shares and expand audience reach.
Even though video marketing has been around for a while, many businesses saw a rise in demand for this content during the pandemic. 64% of marketing teams feel the pandemic has affected their 2022 video marketing strategies. Coupling this with the rise of marketing on social media platforms like TikTok, utilizing these tools can make a big difference in engagement.
Increasing Sales Conversions Through Videos
Marketing teams work hard to reach audiences that can be converted successfully for the sales department. These tactics require a lot of planning and resources to make sure content is being delivered to the right prospects.
Video marketing is an accessible tool that helps engage customers before they’ve even spoken to a salesperson. If you’re just beginning your video strategy, a great place to start is finding ways to include this type of content on your website.
According to BizCommunity, conversion rates can be increased by 80% if you include video content on your landing pages. When leads are visiting your site for the first time, videos are able to introduce your product and brand quickly. This type of content encourages engagement as prospects are able to get a glimpse of what your company has to offer.
Additionally, adding videos to your site can help improve search engine optimization (SEO). By having this content on your pages, visitors are more likely to spend more time on your website, which helps boost your page in search engines.
Moving on from initial lead impressions, video marketing can play a role in boosting customer retention. This content has the ability to support salespeople as they walk clients through the sales journey. By having video tutorials and demonstrations, leads are able to interact with your product before making a purchase, which can increase customer confidence.
The options for video content are endless, and it is a great tool to build trust while showcasing an authentic brand to prospects. Utilizing how-tos, customer testimonials, and customer support videos are just a few ways your team can take its marketing strategy to the next level.
How to Create a Successful Video Strategy
Creating content that encourages audience engagement is a good starting place. With high-quality smartphone cameras and a multitude of editing apps to choose from, access to video creation is easier than ever.
However, starting without a plan can be an overwhelming undertaking for any marketing team. Take time to allocate resources and prepare your team for the content rollout. This type of foresight will help align the marketing and sales department to ensure the highest return on investment (ROI) is being achieved.
Once your teams are ready to go, begin by evaluating your company’s needs. Determine which pages and social platforms will benefit most from the content. Laying out the areas that will receive videos can help decide what the content will showcase.
Next, determine the target audience. For video marketing lead generation, have your team identify what platforms see the most traffic from prospects.
Bizcommunity found that videos help 90% of customers make buying decisions. By getting this content on pages that see the most interaction from leads, video influence can help push these prospects into the sales funnel.
Align the goals of the campaign across departments. Multiple videos can serve different purposes, but it is good to have a clear objective before creating any content. This data will also play a role in determining the video’s success late in the journey.
Decide on the video distribution platform. There are a few factors that will help narrow down the best place for your content. Consider your budget, including money for sponsored posts, and your current tools.
Shorter videos may find their home on TikTok or Instagram, whereas Youtube remains a leader for long-form content. Determining a platform before filming will help drive the subject matter. It is important to take into consideration the type of audience on each social media channel, as well as how engagement is measured.
Platforms like Instagram reels and TikTok rely on short, snappy videos that can quickly grab a viewer’s attention. These sites also work off of algorithms that rely on comments, likes, and shares. Longer videos may do better on Youtube or LinkedIn, especially if the goal of the content is to educate.
Begin scripting and filming content. If you are not sure where to start, look at similar businesses or competitors to see what type of videos they are sharing. This can help your team gather an understanding of where your industry fits into the digital sphere.
Once posted, begin measuring the content’s success. While each business may track unique metrics, there are a few basic ones that can help your team see what works and what needs improvement. Engagement is huge. Track comments, likes, and shares.
Time spent on your site is another great metric to consider. If you have longer videos, are your visitors watching the whole thing? Take a look at any generated leads or conversion boosts.
Are your visitors interacting with other areas of your site after watching the video? For example, keep an eye out for any upticks in form completion.
Lastly, continue to re-evaluate and produce video content. While you shouldn’t fix any content that seems to be working, don’t be afraid to add new posts. Variety in content can boost engagement and encourage frequent customer interaction.
Revisit any videos that don’t produce the results your team wants. This form of content is constantly evolving, and it is good to be prepared to embrace changes as needed.
Best Practices for Video Marketing
Once you have a strategy ready to go, implementing best practices can help boost the success of your marketing campaigns. Understanding the different types of video content can help your team see a positive ROI from this work.
Videos like product demonstrations, educational content, or expert interviews can help increase lead generation. While content like customer testimonials, live streams, or personalized messages from employees can create brand awareness.
Use video marketing to retarget old leads. This content can help encourage prospects to re-engage with the sales journey. Maybe the lead wasn’t sure your product was the right fit, but an educational tutorial or how-to guide can help show the ways their company can benefit from a purchase.
The rise of platforms like TikTok and Instagram has expedited the evolution of video content. Now, businesses are able to utilize these channels and interact with leads at a faster pace. In turn, social media has also helped shape marketing trends.
Viral trends dominate the ways content is viewed across platforms, and brands are not exempt from participation. While being TikTok famous isn’t the goal of video content for your business, it’s becoming more common for companies to participate in these trends.
Influencer marketing has also continued to rise in popularity. Videos like a how-to or product reviews from influencers help create brand awareness and build trust with customers. This type of sponsored content speaks to viewers without seeming too forced.
According to HubSpot, 64% of businesses found new customers because of a Facebook video. Social media helps successfully mix business with pleasure, as many adults spend time scrolling through Facebook and Instagram throughout the day. By posting video content on social media, your company can see a higher ROI on video marketing.
Get started with lead generation by trying out Leadboxer today!
Your website is the first interaction customers have with your brand. Make a good first impression with an updated website.
Updating your website doesn’t mean going overboard with videos, graphics, or text. If you think your website is “cool” because it has Adobe Flash Player, think again.
Great websites are optimized for search engines, have user-friendly designs, and valuable content. You may already have these on your website, but here are more tips to make your website great:
Don’t Overwhelm Visitors With Options
People like having choices. However, too many choices can be a bad thing.
When people have too many options, they can get confused and overwhelmed. They may get flustered and bounce from your website because they can’t make a decision.
To see how easy (or difficult) it is to navigate the options on your website, explore it yourself. Better yet, have someone else poke around your site. Ask them to write down questions and observe their experience.
Pay attention to how easy it is to go on to the next step. Look at whether your pages make sense and accomplish your company’s goals.
Put in the Effort to Tell People Who You Are
Chances are you put more blood, sweat, and tears into certain pages of your site. Your product or services pages and testimonial pages likely took much of your attention. How much time did you devote to your About Us page?
It’s great to give specifics on your products and services and share the experiences of satisfied customers. Consumers want to know about your company before doing business with you. Your About Us page is your chance to give a good impression and build trust with potential customers.
Your customers will feel more comfortable working with your business if they know its background, staff, mission, values, and awards. Think of it as introducing your business to a new customer or friend.
Be sure to include high-resolution images of your leadership and staff on your About Us page. For content, include your mission, value proposition, and a clear call to action.
Get Information on Who Visits Your Website
Gone are the days when you hope the right people find your website, make a sale, and return. With our Lead Identification solution, you can know valuable information about who visits your site. We can tell you:
Who visits your website
What company do they work for
All the company’s firmographic details
What services or products they are interested in
Visitor’s company contact information
How many visitors from this company visited
Based on above and more, what is the visitor’s lead score value
Embedded Lead Identification into your website requires no buttons or forms to fill out. All the data is collected automatically and discreetly.
Utilize Effective Landing Pages
Landing pages are good at capturing leads. However, a poorly-created one will not give you the amount or quality of leads you want. Here are some tips for creating effective landing pages:
Keep Your Landing Pages Simple
Marketers can overthink when it comes to creating landing pages. They want them to be complex and sleek. An overly-complex landing page, however, will lead to more bounces.
The purpose of a landing page is for people to leave their contact information to access valuable content. It is important to grab people’s attention and offer high-quality content. You also need a clear call to action telling people what to do next.
Get straight to the point in telling visitors why they need your services or products. Also clearly show them what they need to do to get started.
Include Testimonials on Your Landing Pages
You know how powerful testimonials are. You use them on your website. Why not use them on your landing pages?
Testimonials by satisfied customers let people know your offerings are effective and your brand is trustworthy. Adding testimonials to your landing pages are simple and effective lead generation strategies.
It is easy to find testimonials. Look at your company’s social media channels, customer support emails, and product reviews. Before you use a testimonial, reach out to the source and get permission.
Have a Mobile-Friendly Landing Page
Your leads and customers are more likely to view your website and landing page on the go via their cellphone. Your landing page needs to be optimized to fit on the tiny screen of a phone. If it isn’t, your landing page will look clunky and unappealing.
Since your landing page will be formatted and look different than it would on a desktop or tablet, shorten your opt-in forms. Be sure to optimize your call to action (CTA) buttons and make them highly visible.
Remove Menus From Your Landing Pages
Menus on your landing pages are distracting. Going back to the first point, the simpler the landing page, the better the conversion rate. Remember, you want them to stay on the landing page and follow the call to action.
Upgrade Your Content
Using the text on your website and blog simply as an area to stuff keywords won’t get you conversions. To generate leads, you need to know your desired customer and what content will be valuable to them. You’ll attract customers most likely to convert and your informative content will boost your brand’s authority.
There are many ways to use high-quality content. You can have it on your website and feature an opt-in form for visitors to read more. A blog with good content has a better chance of getting noticed and shared.
Start Blogging and do it Consistently
Blogs are real estate for you to share valuable information with website visitors and they can boost your SEO. A blog adds personality to our brand and improves your brand’s credibility. They can also attract 67% more leads per month.
First-time website visitors will want to know more about your company than the great products or services you offer. They expect your business to be knowledgeable in your industry. They also want to be treated with the utmost importance.
Once you start a blog, you need to regularly produce high-quality content. If you’re not consistently blogging, customers will get bored. Your blog content will no longer be engaging, current, or relevant.
When you blog consistently, you help create an engaging interaction with potential leads. The longer a lead engages with you before signing up or opting in, the more likely they will become paying customers.
A relationship with a lead not only increases their likelihood of becoming a paid customer, but also a returning customer. Loyal customers can be counted on for repeat business and they can become valuable brand ambassadors.
Before you write your blog posts, research your target audience and keywords to use throughout the content. If you need help coming up with topics to write about, look up trends happening in your industry. When writing your blogs, be sure to include clear CTAs (call to actions) alerting readers what to do next.
Email Marketing is Your Friend
You may think flooding people’s inboxes with emails is a bad idea. However, email marketing is one of the most effective lead generation strategies around. It is also one of the easiest to do.
According to Neil Patel, email marketing has an effectiveness of 48% and a difficulty rating of only 18%. Email marketing beats out content marketing, landing pages, social media marketing, and SEO. Only the creation of landing pages is easier.
Whether you need a landing page, a blogging or email strategy, or to get started on social media, LeadBoxer can help you to translate your Lead Generation Strategies into qualified leads. They know how important lead generation is for your business.
Effective online lead generation is easier than you think. You may be doing some of the listed ideas already. Regardless of what strategies you try, remember it is about the customer.
Want to stimulate interest in your brand without paying for ads? Content marketing is the answer. This type of marketing involves making videos, blogs, and social media posts that solve problems for your ideal customers, thus building loyalty to your brand and encouraging them to buy from you.
This strategy is essential for staying ahead of competitors. A 2021 report from HubSpot found that 70% of over 1,500 marketers surveyed are actively investing in content marketing. The same study noted that 40% of marketers consider content marketing vital to their overall strategy.
Creating and implementing a content marketing strategy doesn’t have to be time-consuming. The following techniques will set you up for success.
Great content marketing happens when everybody in a company collaborates. To do this, you’ll need to get the leaders of various teams and departments behind you.
Ardath Albee of Marketing Interactions explains, “You need executive backing to fund and source a content strategy. You also need the support to ensure there is enough commitment to see a content marketing strategy through.”
To get leaders of your company on your side, position content marketing as a way to help their departments reach their goals.
Understand Your Audience
Before creating content, you need to think carefully about your ideal customers and anticipate what videos, blogs, or resources they want. Consider these questions:
Who is the ideal person reading your content?
What information do people want that isn’t readily available?
What pain points are your customers feeling?
How does your target audience make buying decisions?
By creating content that anticipates and answers your ideal customer’s questions and pain points, you can simplify their decision to buy from you.
Invest in Branding
Consider hiring a reputable agency to develop your brand’s look. The visuals and messaging used to represent your company impact your bottom line. A 2019 Reboot study of 2,500 consumers found that the right color can increase brand recognition by 80%. Furthermore, a 2019 Lucidpress survey of 400 organizations found that a consistent presentation of brand imagery, messaging, and values across channels can increase revenue by 33%.
Publish Guest Blog Posts
Curating blog posts from thought leaders in your industry is a win-win for all involved. It creates new content for your website with less lift from your marketing team and gives contributing writers a platform for sharing their ideas.
Guest blog posts also encourage the creation of backlinks, or links connecting one website to another. This happens when the contributing writer shares the article on their personal site. Backlinks signal to search engines that your content is valuable, which in turn boosts your site’s ranking on search engine result pages (SERPs).
Here are some tips for finding and recruiting credible guest bloggers:
Visit other blogs in your industry and see who is writing for them
To grow your audience quickly, reach out to in-demand writers with large audiences and offer to pay them
Mention the benefits of writing for you, such as the number of monthly visitors to your site and the exposure writers will receive
Create Evergreen Content
While new content is helpful for keeping social media and email audiences engaged, there’s no need to churn it out all the time. Instead, invest energy in creating evergreen content, or resources that are always relevant. Examples include:
Frequently asked questions
Over time, these pieces of content will rise to the top of SERPs and draw new prospects into your audience.
Another way to save your marketing team time is to reconfigure content for different channels. For example, transform an interview between a member of the marketing team and one of your executives into a podcast episode, blog post, infographic, and series of social media posts.
Pillar pages help keep your site organized. They’re also another effective way to reuse existing content.
Include Videos and Graphics
Visuals help break up long blog posts, appeal to visual learners, and can increase site traffic and the amount of time visitors spend there. A 2020 survey conducted by Wyzowl found that 86% of marketers say video has increased traffic to their website. The same survey noted that 83% of marketers credit video with helping increase the average time visitors spend on a page.
Measure Your Results
Analyzing the effectiveness of your marketing helps determine what types of content lead to the most sales and what parts of your strategy need improvement. To measure your results, use a tool like Google Analytics or LeadBoxer to study your site’s data.
LeadBoxer tracks what your leads do on your website or when you email them. You can see what pages they visit, how much time they spend there, and what resources they download.
By comparing customer journeys, you can identify common pathways or pieces of content that lead to sales. You then know which content types are most effective and worth replicating. You can also determine which pages to keep updating and sharing on social media.
Content marketing is vital for attracting, nurturing, and retaining customers. By anticipating and answering questions with your content, you establish your brand as a thought leader with unparalleled customer service.
Techniques like publishing guest blog posts, creating evergreen content, organizing content into pillar posts, and repurposing content across channels help your marketing team reach the most people with the least amount of lift.
A tool like LeadBoxer helps you analyze your strategy. With LeadBoxer, you can see what pages or downloadable resources are driving the most sales. Get started today with a free trial.
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