11 Strategies for Attracting Qualified Leads
You need to qualify your leads first or you’ll waste a huge amount of resources. Let’s take a look at some strategies for getting targeted leads from the outset.
Lead qualification is a hugely important but too-often overlooked element of digital marketing.
We are under pressure to get our numbers up, meet KPI’s and look good. But really, the long-term benefit of getting the right numbers is going to wind up us saving time, money and resources.
Here’s 11 common lead gen strategies and how to qualify people with them.
1. Organic Facebook Page Posts
Posts that we schedule out to our page should be exciting but relevant. The nature of marketing on social media is to engage, not sell so we need to be creative in what we post to get in front of potential customers. One example would be to post a case study or result showing a transformation, and asking your followers to comment or tag friends who could benefit.
2. Facebook Groups
The same technique applies within a group. In fact followers are happier to contribute within a group. One reason is that on a public page, someone’s friends can see them engage on a page and they may not want one or more friends seeing that. Within a private group, this is between them and anyone else in that group only.
Quora is a great platform to automatically begin to qualify leads by using it. With the right contributions to questions and links back to your site. People who click on our links will likely already be looking for or open to what we offer. The strategy here is to set up your profile properly, use the ideal credential and answer questions frequently.
Similar to Quora, Reddit is contribution based and your qualification comes from interacting within the appropriate subreddits. For B2B, we should reply in business related ones, while B2C we look for subreddit topics related to our niche.
Using LinkedIn to qualify leads is about combining contribution and outreach. Contribute frequently and reach out to people as you build a relationship. People who are open to discussion are qualifying themselves. There are a few great services around to help with LinkedIn outreach.
6. Warrior Forum
The Warrior Forum is a great place to go and interact with fellow business people. Consistent contribution here is a great place to drive targeted traffic via answer links, signatures and our bio.
7. Facebook Ads
Let’s jump straight to it. The power of Facebook ads lies in its targeting capabilities. Qualify leads through that and your CTR and CPC metrics will help deliver a solid ROI on your campaigns. We can narrow our audience as much as we need and it’s important to, in order to not end up leaking money.
The overall strategy of blogging can be used to qualify leads out of our readership by using pillar content, niche articles and content upgrades / lead magnets that directly help solve a problem outlined in the post. Quality leads will then come, assuming traffic generation is done correctly too (all the previous items can help with traffic).
9. Guest podcasting
Being a guest on a podcast is a great way to get in front of many qualified potential customers. There are so many podcasts now that there are plenty of options to find one that is really going to ensure our value as a guest is maximized. Remember to be authentic and have a call-to-action for the show.
Sometimes the best way to reach someone is meeting face-to-face at networking events. Business owners are incredibly busy people, who lose track of their emails, phone calls and messages easily. So trying to reach out to them that way can be somewhat confusing or frustrating. If we have a chance to meet them in person, we can use that opportunity to develop the relationship and try to connect again later.
11. Trade Shows
A stall at a trade show is a great strategy to position yourself live in front of targeted people. Our offer at the stand is a great way to qualify further and get them interested or even signed up.
That’s it – 11 strategies we can implement to start getting the right people in our sales/marketing funnels.
What do you think? Do you have any strategies that have helped you drive qualified leads to your business? Let me know in the comments below.