8 lead generation tactics loved by all

1. 1
SocialMediaMarketing1
LeadGeneration
TacticsWeLove8
You’vegotthebestproductorserviceonthemarketbutyou’restill
strugglingtokeeptheshipafloat.
You’renotalone…
Therearesomanyoptionsouttherewhenitcomestoleadgeneration
butallarenotcreatedequal.Someworkreallywellandsomedon’t
workaswell–eachbusinessisuniquethereforeresultswillvary.
Thislistbreaksdown8differentleadgenerationtechniquesandhow
youcanincorporatethem intoyourbusinessasearlyastoday:
Socialmediaisallthehypethesedays.Butthequestionis,doesit
reallywork?
Socialmediamarketingisagreatwaytogiveyourbrandapresence
online,connectwithyourcustomers,andpositionyourbrandasthe
authorityinyourniche.Thereareupwardsoftwobillionusers
amongstallofthemajorsocialsites–thisisahugeopportunityfor
youtogetinfrontofyourcustomers.
Therearesomanyplatformstochoosefrom.Here’salistofthemost
popularsocialsitesandwhatthey’regoodfor:
Sohowdoyoudecidewhichplatformstofocusonforyourbrand?
Greatquestion!
80% ofbusinessesreportthattheirleadgeneration
effortsareonlyslightlyorsomewhateffective.(BrightTALK)
GreatforB2CandB2B
MonthlyusersasofMarch2016:129,658,552(Hootsuite)
Morethan1billionpeopleuseFacebookdaily(Hootsuite)
E-commercefeatures(buybutton,signup,etc)
Facebookadsavailableforyourbusiness
Canhelpwithdrivingonlinesales,increasinglocalsales,increasing
brandawareness,promotingyourapp,findingleads,andsocialbrandawareness,promotingyourapp,findingleads,andsocial
customerservice(Hootsuite)
GreatforB2Bnetworking
50percentofusershavesomeform ofhighereducation(Hootsuite)
Knowledgeandinformationsharinghub(Hootsuite)
Allowslike-mindedpeopletofindeachother,form communities,
andnetworkprofessionally(Hootsuite)
Positionyourselfasathoughtleader
GreatforB2Cmarketing
MonthlyusersasofMarch2016:215,690,880(Hootsuite)
Over1billionusers
2ndlargestonlinesearchengine
Helpsyouincreasebrandawareness
Discoverwhat’shappeningrightnow(withyourcustomers,in
yourcommunity,withyourcompetitors,andinyourindustry)
Engagewithcustomers
Peekintothemindsofindustryleaders
GreatforB2C
Hugefemaleuserbase
Popularamongstcreativesandusedheavilytogetinspirationfor
differentlifeevents(weddings,birthdays,babyshowers,homes,etc)
Picture-based
Highlyengagedandmorelikelytoclickonadsthananyothersocial
network
80millionphotosareshareddailyonInstagram (Hootsuite)
GreatforB2C
76%ofSnapchatuserspurchasethingsonline
100milliondailyusers
7billionvideoviewsperday
Intimacyatscale--Snapsprovideapersonalwindowintotheway
youandyourfriendsseetheworld.(Hootsuite)
Passionateandengagedaudience
You’reprobablylookingforadefinitiveanswertothat
question--theanswerisitdepends.Thecrystalballisn’t
soclearinthiscase;resultswillvaryforeachbusiness.

2. EmailMarketing2
Theanswerstothosequestionscangiveyousomedirection.Theidea
istospendmoreresourcesonthesocialmediaplatformsthatcan
giveyouthemostbangforyourbuck.
Contextualizewhatyourpotentialbuyersaretalkingaboutandcreate
contentthatishighlyshareableandrelevant.Idealcontentforsocial
mediaincludethingssuchasquicktipsordemonstrations,thesekind
ofpostsfosterengagementandpositionyouastheexpertinyour
field.
Theirpaidplansareextremelyreasonableaswellshouldyouneed
moresearches.Youcanalsojustsearchbythenameorcompanyto
getcontactdetailsandgetdirectlyintotheinboxofthepeopleyou
needtotalkto–insteadofsendingyourmessagestoageneral
mailboxessuchashello@acme.com orinfo@acme.com.
Doyouhaveamonthlynewsletter?Ifnot,you’remissingoutononeof
thesimplestandbestwaystogeneratemoreleads.
Newslettersareanessentialpartofleadbuildingstrategy.Theycan
makeahugeimpactinyourbusinessstartingdayonebecauseyou’re
capturingcustomersinthemostintimatewaypossible–directlyin
theirinboxes.
Withthatinmind,trytoworkthisintoyourleadgenerationstrategy.
Getinthehabitofemailingweeklynewslettersouttoyourtarget
market.Avoidfluffycontent,trashysalespitches,andthedreaded
“spammy”mail.
Onlyhit‘send’whenthee-mailisrichininformationandprovidesa
tonofvaluetoyourtargetmarket.Thiswillkeepyourpotential
customersengagedwithyourbrand,keepthem openingyouremails
eachweek(asopposedtoopeningjustoneandrealizingthatitwas
junkmail),andkeepthem comingbacktobuymoreandmorefrom
you.
Also,includerelevantlinkstoyourwebsiteandsocialmediaprofiles.
Toensureyournewslettersconvert,addmultiplecall-to-actions(CTAs)
throughoutthenewsletter(naturallyworktheseinwithoutsounding
too“salesy”).ExamplesofCTAsinclude:commentbelow,takeour
survey,followourFacebookpage,likeusonInstagram.
Tip:UseConvergeHubCRM torunyournewsletterleadnurturing
campaigns.From monthlynewslettersandspecialoffersto
personalizedfollow-upemails–youcansenditall.Choosefrom aset
ofpre-definedtemplateswithintheCRM orusetheeditorto
customizetheemailtemplatesspecifictoyourrequirements.
Youcantracktheperformanceofyouremailcampaignsinreal-time
byusingConvergeHub’scampaignsummaryfeature.Here’swhat
you’llbeabletosee:
Tip:UseRocketReachtofindupwardsof250millionemailaddresses
andphonenumbers.Ifyou’reusingLinkedIn,forexample,youcan
copyandpastetheLinkedInURLforthatprofileintoRocketReachand
itwillfindtheemailaddressandphonenumberforyou.
‘’Ourcustomerresearchshowedthattrafficfrom LinkedIngenerated
thehighestvisitortoleadconversionrate(2.74percent),almostthree
timeshigherthanTwitter(.69percent)andFacebook(.77percent).
Firstandforemost,LinkedInhasahighpercentageofprofessionals,so
thelikelihood,especiallyforB2Bmarketers,thatyou'redealingwith
peopleinyourtargetaudienceishigherthansomeotherchannels.
Moreover,LinkedInGroupsareorganizedaroundtheconcernsand
challengesfacedbymanybuyersand/ortheirgeographiclocationand
profession,soLinkedInmakesiteasytoviewandcontextualizewhat
yourpotentialbuyersaretalkingaboutandtailorcontentonyour
LinkedInCompanypagesaccordingly."LinkedInCompanypagesaccordingly."
Here’salookatwhatMikeVolpe,CMOofHubSpothastosay:
Numberofrecipients
Numberofpeoplewhohaveopenedthee-mail
Numberofpeoplewhohaveoptedout
NumberofpeoplewhohaveclickedontheCTAs
Numberofinvalide-mailid(ifany)
Again,thepictureisn’tcrystalclearhere.Therealquestion
toaskyourselfis‘whodoIserve?’and‘wheredothe
peopleIservehangout?’
LinkedInisundoubtedlyoneofthebestsocialmedia
platformsoutthere,particularlyforB2Bsales
leadgeneration.
Whenyou’reprospectingonsocialsites,particularly
LinkedIn,youwanttobaseyourstrategyaroundgiving
valueandbuildinggenuinerelationshipswithpeople.
Thebestpartaboutthisisthatit’sfreeupto3contact
lookupspermonth.
Incorporatepictures,statsandquotesinthenewsletterto
makeitvisuallyandmentallyappealingtoyourreaders.
Customerswhoreceiveemailnewslettersspend82%
morewhentheybuyfromthecompany.(iContact)

3. PressReleases3
Webinars4
5
Writepressreleasestogainmediacoverage,growafollowerbase,
strengthenbrandimageanddriveleadsinflow.Topicscaninclude
anythingnewsworthyaboutyourcompany,somethingstoinclude
are:newproductlaunches,specialevents,newwebsite,partnerships,
prominentnewhires,openingofanewlocationoroffice,co-branding
initiativesandsoon.
Donotbragexcessivelyandkeepthelanguageneutral.Include
contactname,emailaddress,andphonenumberinthereleaseso
readersknowwheretofindyourbusinesslocallyoronline.
Trytosubmityourpressreleasestodistributionsitesthatpublish
contentacrosstheweb.Youwanttomakesurethedistributionsites
you’resubmittingtoarepublishingyourcontenttotheright
industry-specificsites.
Todothis,youcanusesiteslikeJustReachOutorHAROtofind
reportersthatarecoveringindustry-specifictopics.
Tip:Includepressmentionsinallofyourmarketingcollateralsuchas
handouts,brochuresandnewsletters.Postcompanynewsinyour
socialprofilesandpublishallofyourpressreleasestoyourwebsite.
Associatingyourbusinesswithotheroutlets(pressmentions)that
yourpotentialcustomersalreadyknow,likeandtrust(KLTfactor)will
instantlysparkasenseoffamiliarityandtrustbetweenyourbrand
andtheconsumer.Oncetheyknow,likeandtrustyou–theywillbuy
from you.from you.
Justlikeemailmarketing,thekeytoasuccessfulwebinaristoavoid
selling.Yourwebinarshouldofferrealvaluetopotentialcustomers.If
yourwebinarisofferingrealsolutionstorealproblems,peoplewill
signuptoattendit.Makesureyourtopicsareinformativeand
promotethewebinartoyourlistandacrosssocialmediatoensurethe
greatestturnout.
Tip:Encourageyourattendeestotakeactionattheendofthe
webinar.Whetherthatmeansdownloadingane-book,signingupfor
yournewsletter,orvisitingyourwebsite.Also,makesuretohavean
automateddripsequencefollowingyourwebinartokeepintouch
withattendeesandcontinuetobuildtherelationshipevenafter.
Webinarshavebeenthelatestcrazelatelyandforagoodreason.
Hostingawebinarisoneofthemostpromisingwaystogenerate
qualifiedleads.Mostsmallandmedium sizedbusinessespreferitover
othermethodsbecausetheyareinexpensiveandveryeffective.
Awebinarcangetyourbrandinfrontofthousandsofpotential
customerswhoaremorethanwillingtolendalittlebitoftheirtimeincustomerswhoaremorethanwillingtolendalittlebitoftheirtimein
exchangeforincreasedknowledgeonaparticularsubject.
Youshouldschedulesometimetositwithyourteam,dosome
brainstormingandcomeupwithagreatwebinaridea.Thekeyhereis
tocomeupwithanirresistiblewebinartopicthatleavesyourideal
prospectinaweevenafterthewebinarhasended.
Inadditiontothis,reachouttothepressdirectly.Search
forreportersandeditorsthatcoveryourindustry.Connect
withthemviaemailwithyournewspitch.
Thinkofwhat’strendinginyourindustry,whatyourideal
customerswanttoknow,orwhat’softenmisunderstood
–thosemakeforgreattopics.
98percentofjournalistsgoonlinedaily—with73percent
ofthemlookingforpressreleases.
(Middleburg/Rosssurvey)
44percentofcompaniesusewebinarsasoneoftheir
principlewaystogenerateleads.(B2BLeadGeneration
Survey,ChiefMarketer)

4. BusinessLeadGenerationTools5
ContentMarketing6
Podcasts7
Therearegreatresourcesouttherethatcanhelpyougenerateleads
foryourbusiness.Let’stakealookatacouple:LeadCrunchand
Cliently.
LeadCrunchusesartificialintelligencetoanalyzeyourcustomerdata
andhelpyoutargettherightcontactattherightcompanyattheright
timewiththerightmessage.
ClientlyhelpssmallbusinessownersclosemoresalesbyfindingnewClientlyhelpssmallbusinessownersclosemoresalesbyfindingnew
clientsandincreasingsalesconversions.Clientlywarmsupthelead
foryousoyoucanclosethedeal--youcandothingslikere-tweetor
followaleadonsocialmedia.Andit’salldoneautomatically!
Bothoftheseresourcescandramaticallytransform yourbusinessand
havealastingimpactonyourbottom line.
Thisstatementpreciselyexplainshowimportantcontentmarketingis
forleadgeneration.Educationalandinformativecontent,ifmarketed
well,canstiruptheindustry.Contentmarketingallowsyoutobringin
aheavyinfluxofleadsdaily.
Createblogs,e-books,whitepapersandcasestudieswithaclearvoice,Createblogs,e-books,whitepapersandcasestudieswithaclearvoice,
targetingawell-definedaudience.Keepitrichwithinformation.This
willenableyoutowinthetrustofyourprospectsandultimatelytheir
business.
Tip:Optimizeyourcontentasaleadgenerationtool.Usenewsletter
signupsandcontentupgradestocapturevisitors’emailaddresses.
Podcastsareagreatwaytopositionyourselfastheauthorityinyour
niche.Notonlydopodcastsgiveyouanopportunitytoshareyour
storyorthestoryofyourcompany;itgivesyoutheopportunityto
connectwithyouridealcustomer.
Podcastscanreachmassesofpeopleinyourniche.ThisistheperfectPodcastscanreachmassesofpeopleinyourniche.Thisistheperfect
opportunitytopitchyourselfastheexpertinyourfield.Beingfeatured
onapodcastasaguestcanelevateyourbrandandtakeyourbusiness
tonewheights.
Youridealcustomerwillhavethechancetoconnectwithyouona
veryintimatelevel.TheKLTfactorapplieshere,oncelistenersfeellike
theyknow,like,andtrustyou–theywillbecomeyourcustomer.
Tomakethebestoutofpodcasts,youwanttomakesurethatyou’re
prepared.Knowalittlebitaboutthepodcast,thehost,andthe
audience.Thinkofwaysyoucanprovidevaluebeforehand.Getyour
team tocreateacustom landingpagespecifictothatpodcast’s
audiencewheretheycangoaftertheylistentoyourepisodetogetaudiencewheretheycangoaftertheylistentoyourepisodetoget
moreinformation.
Youcanbefeaturedonmanypodcastswithouteatingup
toomuchofyourbandwidth–dotheinterviewsfromthe
comfortofyouroffice.
61percentofenterprisesand46percentofsmall
businessesusein-houseandexternalsourcesforlead
generation.(MarketingAdvocate)
Onaverage,B2Bmarketersallocate28% oftheirtotal
marketingbudgettocontentmarketing.
(ContentMarketingInstitute)

5. IndustryEventsandMeetups8
Industryeventsareextremelyimportant.Thepowerofpersonal
connectionisdeepsomakeeachconnectionmeaningfuland
long-lasting.Makesuretogetbusinesscardsofeachbusinesscontact
youmeetateachevent.Trytofollowupwitheachofthem withina
couplebusinessdaysfollowingtheeventtokeeptheconversations
going.
ConvergeHubhasshortcutstocreatenewleadsandcontactswithin
theCRM.Youcanusethequickcreateformstoaddleadsand
contactsintotheCRM inafewseconds.
WhileyourcompetitorsarebusyenteringpilesofinformationintoWhileyourcompetitorsarebusyenteringpilesofinformationinto
theirCRMs,ConvergeHub'squickcreateformsspeedupdataentry
andrelieveyoufrom tedious,repetitivebehind-the-sceneswork.You
canfocusyourtimeonthethingsthatmattermost–connectingwith
leads.
Leadmanagementisjustasimportantasleadgeneration.Keeping
leadsinspreadsheetsonyourlocalharddriveisnolongerareliableor
efficientmethodtostoreyourdata.UsingaconvergedCRM,like
ConvergeHubcanhelpyoukeepallofyourleadsinonecentral
repositorywhereyoucanmanagethem from anywhere.
Injustfivesimplesteps,youcanimportyourleads,contacts,accounts
anddealsintoaConvergeHub.Checkoutthisblogthatexplainsthe
entireConvergeHubimportingprocesswithstep-by-stepinstructions.
NextSteps…
Here’swhatyouget:
ApersonalizedPDFcopyofthisfull-lengthblog
BonusBlog:Top15LeadGenerationCompanies.
Yourstrategyhastobeclearandwell-defined.
Thekeyistocontinuebuildingtherelationship,not
followingupdoestheoppositeofthat.
Nowthatyou’veincorporatednewleadgeneration
strategiesintoyoursalesprocess,howdoyoumanage
them?
UnlikemanyotherCRMs,aconvergedCRM,like
ConvergeHuballowsyoutodoaquickdataimportand
importandmanagepotentialdealswithminimalmouse
clicks.
Wantthisblogtohaveapermanenthomeonyour
desktop?
ClickheretodownloadtheLeadGenerationKittoday!
ImpressedwithConvergeHub’slistofleadgeneration
strategies?
Commentbelowtoshareyourwhatleadgeneration
methodshaveandhaven’tworkedforyou.

6. Buildingaleadgenerationstrategyrequirestime–aresourcethat
youmaynothavemuchof.You’reprobablywearingmanyhatsand
arechallengedwithfreeinguptimetostrategizeandimplement.Or
you’vetriedmanydifferentleadgenerationtacticsandstillhaven’t
foundonethatworksinyourbusiness.
Asaresult,youeitherendupdoingthesameoldthingsyou’vebeen
doingtogetleadswhichkeepsyouinaneverendingstateofcompla-
cency.Oryoukeeptryingmanydifferentthingsblindlywithnoclear
cutvisionorexecutionplan.
We’regivingyoualistofthe15mostpromisingleadgenerationre-
sourcesontheinternet.Thislistcanhelpyougetqualifiedleadswho
arereadytobuyfrom youRIGHTnow.
Thosedaysarelonggone!
Top15MostPromisingLeadGenerationResources
“Generatinghigh-qualityleadsisthe#1challengefor
61% ofbusinesses”-IDG
SK&A1
SK&Aisaleadingproviderofhigh-qualitydatabases,mailinglists,re-
search,andmulti-channelmarketingsolutions,specifictothehealth
careindustry.Ithasovertwomillionhealthcarepractitioners.SK&A
verifiesallcontactinformationeverysixmonthsandupdatesthelist
monthlytoensuredataaccuracyandquality.Itsdatabaseiscom-
prisedofthefollowingmedicalprofessionals:physicians,nurses,den-
tists,managers,therapistsandmore.
DatamanGroup2
DatamanGroupholdsanimpeccabletrackrecordofprovidinghigh
quality,accuratedirectmailandphonelistsforthepast31years.They
catertothemortagage,funeralhome,security,andinsuranceindustry
justtonameafew.
MelissaData3
MelissaDataprovidesmailinglistsinthefollowingcategories:con-
sumer,propertyowner,newhomeowner,andmore.Inadditionto
those,ithasspecialtymailingListsthatincludepopularcategories
suchasabsenteehomeowner.
AllMedia4
AllMediaisarenownedleadgenerationfirm.Itsheadquartersarein
Dallas,TXwithasecondlocationinSanAntonio,TX.Itholdsindepth
knowledgeofdirect,email,andinternetmarketingandhelpsclients
findnewprospectsandleadsacrossdifferentverticals.Someofthe
industryverticalsitservesincludeaccounting,mortgage,andeduca-
tion.
USDataCorporation5
USDataCorporationisaleadingproviderofmailinglists,marketing
data,salesleadsandresearchdata.USDataCorporationmarketing
listsinto:ResponseData,CompiledDataandSalesLeads.
Experian6
Experianincludesover300millionU.S.consumerswhosedetailsare
collectedpersonallyfrom abroadrangeofsources;thisensuresthe
qualityandaccuracyofdata.Companiescanbuythedatabase,divide
theleadsbasedonmultiplecriteria(age,income,gender,andlocation)
andgenerateahighlytargetedmailinglistfortheirmarketingcam-
paigns.Apartfrom thecomprehensivemailinglist,Experianisalso
notedforitsexcellentserviceandsupport.
TheLeadGenerationCompany(UK)7
TheLeadGenerationCompany(UK)providesB2Bservicesintelemar-
keting,leadgenerationandmarketingdatabases.Itcollaborateswith
clientstounderstandtheirmarketsandzeroinonthetargetaudi-
ence.TheLeadGenerationCompanyhasitsdynamicteam ofB2Btele-
marketerswhoworkontheleads.Telemarketerscontacttheirpros-
pects,usenatural,intelligentconversationstoengageanddrivethem
downintothesalesfunnel.Eventually,thefunnelstartsbrimming
withhealthysalesopportunities.

7. TheLeadGenerationCompany(Australia)8
TheLeadGenerationCompany(Australia)functionsasanend-to-end
businessleadgenerationprovider,specializingindatalists,telemar-
ketingandappointmentsetting.Whetheritisabusiness-to-business
firm orbusiness-to-consumerfirm,TheLeadGenerationCompanyis
experiencedenoughtofindinnovativewaysformaximizingtheirsales
opportunities.Ithasdatalistpartnersthroughwhichitacquires
up-to-dateinformationonprospectsinnearlyeverycompanyposition
andindustry.ThisispreciselythereasonthatTheLeadGenerationandindustry.ThisispreciselythereasonthatTheLeadGeneration
Companyisaleadingsupplierofdatalistsforbusinessesrightacross
Australiaandoverseas.
Unomy9
Unomyprovidesarobustsalesintelligenceplatform thatempowers
companiestodiscovernewprospects,engagewiththem intelligently,
andwinmoredealsfaster.Thelistofbusinessopportunitiesprovided
intheplatform canbesearched,filteredandsorted(basedonindus-
try,marketcategory,location,revenueandsoon).
Salesandmarketingteamscanalsoenrichtheirexistingleadswithrel-
evantbusinessinformationfrom Unomy.Theysimplyneedtoenter
theleadsintothesalesplatform toretrieverelevant,up-to-datedata
oneachofthem.
Computyne10
Computyneisoneofthemostinfluentialleadgenerationcompanies,
holdingtherecordofhelpingthousandsoforganizationsgenerate
salesleads.Itskeyleadresearchservicesincludecompanye-mailre-
searchservices,technical,scientificdatabases,businessdatabases
andmore.Itmainlycaterstothehealthcare,transportation,and
financialindustries.
Whoisvisiting11
WhoIsVisitingprovidesreal-timeupdatesonwhichcompaniesarevis-
itingthewebsiteatwhattime.Incontrasttootheranalyticstracking
tools,itprovidesdetailedinformationaboutthevisitorsthatinclude
companyname,contactdetails,andpagesviewedonthewebsite.
BuyerZone12
BuyerZonegeneratesaround50,000quoterequestsfrom buyersfrom
across100productandservicecategoriesmonthly.Ittransfersdetails
ofthesebuyersalongwiththeirpurchaserequirementstoitsowncli-
ents.
LeadGenius13
LeadGeniusbuildslistsofsalesopportunities(accountsandcontacts)
forcustomersfrom approximately40millioncommercialwebsites,gov-
ernmentregistries,businessdirectoriesandsocialnetworks.
LeadGeniushasateam ofskilleddigitalresearcherswhoenrichthecon-
tactsstoredintheCRMsbyprovidingdemographic,firmographic,and
custom datadetailsforthem.Thishelpsbusinesseseliminateguess-
workoutofleadgenerationandcreatetargetedleadlistsindays,not
months.
LeadCrunch14
LeadCrunchisarenownedB2Bsalesleadgenerationcompany.Ituses
artificialintelligencetoevaluatethebusiness'existingcustomerbase
andidentifytheidealbuyerprofile.Sincetheseleadsmatchtheideal
customerprofile,theyarequicklyqualifiedandconverted,resultingin
immediateincreasedrevenue.
Cliently15
Clientlyempowerssmallandmedium sizedbusinessestomakemore
salesthroughitsrobustsoftwareforleadgeneration.Itperformsits
searchinmultiplesources,identifiesnewsalesopportunitiesanddeliv-
ersthem intothebusiness'pipelinedaily.Foraddedconvenience,Cli-
entlyprovidesdirectphonenumbers,emailaddresses,andseveral
otherkeydatapointsofalltheleadsthatitsends.Businessessimply
needtosortthroughtheleads,qualifytheonesthatmatchthebuyer
profileandrejecttheonesthatdon't.profileandrejecttheonesthatdon't.
Speaktoourexperts.Findoutnamesofotherleadgenerationcom-
paniesandlearnhowtorunleadnurturingcampaignsthroughCon-
vergeHubCRM toqualifysalesopportunitiessuccessfully.
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