The contact page is one of the most important pages on a company's website. But it's also one of the pages that receives the least attention from the company's marketing team. Several months ago, I wrote a post about how to optimize a website’s contact page to increase the number of leads it creates and to improve upon tracking contacts. Little did I know that the client that I had specifically recommended this approach to would have almost three-hundred new leads over a five month period from this new contact page.
For many of you, the thought of relying on technology to grow your customer base may seem awkward and uncomfortable. I get it! But I also want to remind you… not that many years ago, using a mobile phone and email for business communications seemed awkward and uncomfortable too. Imagine if you didn't jump on that bandwagon!
Often the things that make us uncomfortable are also the things that grow us.
It's a fact. Using technology to assist in acquiring new customers is effective. But even more importantly, if you are going to survive, it’s essential!
In just a couple of weeks, the LeadG2 team will be heading to Boston for INBOUND 2016—the yearly marketing conference hosted by HubSpot. As a Platinum Partner of Hubspot, we appreciate how HubSpot continues to lead the industry in research studies, thought leadership, and educating marketers. We learn so much each year at the conference.
Over four days, five keynotes, and hundreds of workshop sessions, we’ll be increasing our knowledge so we can better help our clients, and we’re looking forward to that!
If you’re a B2B company, then it’s probably safe to guess that you are looking to generate more leads. Not just more leads of course, but better leads. The type of leads that you are excited to send to your salespeople, that your salespeople are thanking you for, and that are consistently converting into new customers.
However, sometimes your efforts can get a little stale. You're doing everything you're supposed to be doing: blogging two to four times a week, sharing on social media, and nurturing the leads you do have. But it’s not enough. While traffic might seem to increase, your leads aren’t.
Here are five things you can do today that will help you get more leads tomorrow!
Water, water everywhere, and not a drop to drink. There are more businesses operating in America today than at any time in the past. Competition is sharper and the stakes are higher than ever, ensuring that marketing and sales challenges loom large for a great many of them. So why do both sales managers and their salespeople rate this the second-highest ranking item on their lists? Prospects shouldn’t be hard to find—there should be prospects everywhere they turn.
Without good leads, it's hard to have good appointments. Leads who fit your ideal client profile are golden. These 3 resources will help you generate more (and better) leads.
Note: This post first appeared on the LeadG2 blog.
One of the first signs that a sales organization of a small company is growing and maturing is that they no longer rely on the sales team to generate leads. In the early stages of development, a new company requires that everyone “wear multiple hats”. Consequently, the salesperson usually plays the role of Chief Marketing Officer, Marketing Campaign Manager, and Business Development Specialist. It’s quite simple really—if the salesperson doesn't generate leads, no one will. But as an organization matures, the various Sales and Marketing disciplines should be divided as soon as possible. Not doing so simply makes achieving growth objectives more challenging and makes your life tougher than it needs to be.
Unfortunately, many organizations get stuck in this first stage of organizational development, and they continue to rely on the sales team to generate their own leads. Salespeople should really never stop prospecting. They should always be on the lookout for new business opportunities. But an organization that completely relies on Sales to generate leads are putting their growth objectives at risk. Below are three primary reasons why.
Lead nurturing is a bit like gardening. Most often leads or new business prospects are not ready to buy immediately. If you take the time to nurture the leads you generate now, they will bloom like daffodils in the spring.
Great salespeople are always on the lookout for leads and are weighing each lead against a list of criteria to see which leads are the better leads. This happens in organizations where salespeople are responsible for generating all their own leads and in those where some leads are provided to the salespeople.
Leads are good, but even better if they are good leads. One trick you can use as a salesperson to make sure your leads are better leads is to look more for opportunities as opposed to just looking for leads. We like to say that it’s more powerful to search for opportunities than it is to search for prospects.