In an article on the Shopify blog, marketing expert Jacqueline Biggs once talked about the 10% strategy.
The 10% strategy is the process of making small, incremental changes to your marketing plan. These changes can bring in a significant increase in profits or savings over the long term. This strategy is also effective in the lead generation process.
In this article, we will take a look at five simple tricks that can help you add more leads to your sales cycle.
Change Your Bait
Lead magnets are the bait that marketers use to capture the email addresses of their website visitors.
[clickToTweet tweet=”What you offer as bait to your visitors can have a significant impact on your lead generation rate.” quote=”What you offer as bait to your visitors can have a significant impact on your lead generation rate.”]
One study by the Digital Marketing Association found that nearly 61% of visitors sign up to company newsletters to get offers.
Also, consider simply changing your marketing message from “sign up to our newsletter” to “get exclusive discounts here.”
Making this change could have a terrific impact on the percentage of leads you sign up on your website.
Restrict High Demand Content to Registered Users
Do you generate content that is highly unique and is in demand among your visitors? If so, it is a good idea to restrict this content to registered users of your website.
Businesses that publish their own surveys and research reports commonly use this strategy because such content is in high demand among the decision makers in their industries.
This tactic is one that will deliver high quality leads to your company.
Try Before You Buy
Free trials are common among businesses selling online tools and services.
The objective of a free trial is two-fold. One purpose of this type of offer is to let prospective customers test a product to see if it is a right fit for their needs.
But more importantly, a free trial is also a way to capture the contact details of a user who might not otherwise have provided them.
If you are a business selling tangible products, you could replace free trials with free samples. In either case, the objective is to nudge visitors into providing their contact information.
Gamify Lead Generation
Lucky draws work very well for eCommerce businesses in the accessories or apparel categories.
These campaigns are effective because they require very little effort from the user. Just providing an email address is sufficient in most cases. In return, these users stand a chance to win a prize.
Lucky draws are very similar to lead magnets. In both cases, users provide their contact details in exchange for a “gift.” But the chances of “winning” a competition as opposed to receiving an assured gift make lucky draws more alluring.
One word of caution, however: lucky draws are considered a form of lottery in many jurisdictions. As a result, they might be illegal or legally restrictive. Check your local laws before launching this type of campaign.
Less Is More
Reducing clutter on your landing page is by far one of the most underused strategies for improving lead generation.
Each link and line of text on your web page is a distraction that could potentially push your visitors away from signing up.
In order to generate more leads, it is important to reduce clutter and keep the focus of your web page on your sign up form. Less is always more.
Ready to Generate More Leads?
The strategies mentioned here go a long way in increasing the percentage of visitors who convert into leads.
But merely getting hold of contact details does not necessarily provide you with the right to reach out to those users with a sales proposal.
Marketers must ensure that their strategies are in line with the CAN-SPAM Act, or its equivalent in their respective jurisdictions.
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