Alex Rascanu delivered the "33 Lead Generation Tips in 33 Minutes - Boost Your Marketing Career" presentation at the Inbound Marketing Toronto event on April 24, 2014. More information on the speaker: http://www.alexrascanu.com

1. 33 Lead Generation Tips
in 33 Minutes
Boost Your Marketing Career

2. LEAD
=
a person who has indicated
interest in your organization’s
product or service
But “only 1 in 10 marketers feel their lead
generation campaigns are effective.” (HubSpot)
LEAD
GENERATION
=
a marketer’s most important
objective

3. Alex Rascanu
@alexrascanu
digital marketing strategist and speaker
director of marketing and operations at
past experience:

4. EXCELLENT PRODUCT/SERVICE
BRAND PURPOSE & POINT OF DIFFERENCE
GREAT CUSTOMER SERVICE
MARKETING CHANNEL ROI ANALYSIS
BEFORE WE GENERATE MORE LEADS, LET’S GET
THE FUNDAMENTALS RIGHT:

5. EXCELLENT PRODUCT/SERVICE
@ALEXRASCANU

6. BRAND PURPOSE & POINT OF DIFFERENCE
@ALEXRASCANU

7. GREAT CUSTOMER SERVICE
@ALEXRASCANU

8. MARKETING CHANNEL ROI ANALYSIS
@ALEXRASCANU
• TALK TO THE EXECUTIVE & SALES TEAMS
• USE MARKETING AUTOMATION
• USE CALL TRACKING
• USE WEB ANALYTICS
• ANALYZE THE ROI OF EACH CHANNEL & SET GOALS

9. COMMUNICATE CLEARLY
BE RELEVANT
MAKE AN IRRESISTIBLE OFFER
CTAs, LANDING PAGES & FORMS
NOW LET’S GENERATE MORE LEADS:
MULTI-CHANNEL LEAD GENERATION

10. COMMUNICATE CLEARLY
BE RELEVANT
MAKE AN IRRESISIBLE OFFER
CTAs, LANDING PAGES & FORMS
LET’S GENERATE MORE LEADS:
MULTI-CHANNEL LEAD GENERATION

11. 1. TELL A STORY
@ALEXRASCANU

12. 2. KEEP IT SIMPLE
@ALEXRASCANU

13. 3. USE THE A TO Z TECHNIQUE
@ALEXRASCANU

14. COMMUNICATE CLEARLY
MAKE AN IRRESISIBLE OFFER
CTAs, LANDING PAGES & FORMS
LET’S GENERATE MORE LEADS:
MULTI-CHANNEL LEAD GENERATION
BE RELEVANT

15. 4. EXPLAIN WHY
@ALEXRASCANU

16. 5. CONNECT WITH CURRENT EVENTS
@ALEXRASCANU

17. 6. CONNECT WITH SOCIAL TRENDS
@ALEXRASCANU

18. 7. ENLIST THE HELP OF INFLUENCERS
@ALEXRASCANU

19. 8. CREATE TOFU, MOFU & BOFU CONTENT
@ALEXRASCANU
Source:

20. COMMUNICATE CLEARLY
MAKE AN IRRESISIBLE OFFER
CTAs, LANDING PAGES & FORMS
LET’S GENERATE MORE LEADS:
MULTI-CHANNEL LEAD GENERATION
BE RELEVANT

21. 9. BUILD ANTICIPATION
@ALEXRASCANU

22. 10. INSPIRE CURIOSITY
@ALEXRASCANU
Consider the following two presentations at the upcoming CM1 conference:
If you could attend only one of these presentations, and assuming you didn’t
know the speakers or companies they represent, which would you choose?

23. 11. CRATE POINTS OF REFERENCE
@ALEXRASCANU

24. 12. LIMITED TIME OFFERS
@ALEXRASCANU

25. 13. A/B TESTING
@ALEXRASCANU
Source:

26. 14. MAKE THEM FEEL SIGNIFICANT (BE GENUINE)
@ALEXRASCANU

27. COMMUNICATE CLEARLY
MAKE AN IRRESISIBLE OFFER
CTAs, LANDING PAGES & FORMS
LET’S GENERATE MORE LEADS:
MULTI-CHANNEL LEAD GENERATION
BE RELEVANT

28. 15. MAKE YOUR CTAs HIGHLY VISIBLE
@ALEXRASCANU

29. 16. LINK CTAs TO DEDICATED LANDING PAGES
@ALEXRASCANU

30. 17. USE CTAs ON PRODUCT/SERVICE PAGES
@ALEXRASCANU

31. 18. USE CTAs ON THANK YOU PAGES
@ALEXRASCANU

32. 19. BUILD EFFECTIVE LANDING PAGES
@ALEXRASCANU
Source: HubSpot

33. 20. LANDING PAGES: REMOVE NAVIGATION
@ALEXRASCANU

34. 21. MATCH HEADLINE OF CTA & LANDING PAGE
@ALEXRASCANU

35. 22. LANDING PAGES: LESS IS MORE
@ALEXRASCANU

36. 23. MORE LANDING PAGES = MORE LEADS
@ALEXRASCANU
Source: HubSpot

37. 24. FORMS: THE RIGHT LENGTH
@ALEXRASCANU

38. 25. FORMS: WHAT SHOULD ‘SUBMIT’ BUTTON SAY
@ALEXRASCANU

39. 26. FORMS: INCLUDE TRUST ENHANCERS
@ALEXRASCANU

40. 27. FORMS: MAKE THEM SEEM SHORTER
@ALEXRASCANU
Source: HubSpot

41. COMMUNICATE CLEARLY
MAKE AN IRRESISIBLE OFFER
CTAs, LANDING PAGES & FORMS
LET’S GENERATE MORE LEADS:
MULTI-CHANNEL LEAD GENERATION
BE RELEVANT

42. 28. BUILD A COMMUNITY: ON YOUR WEBSITE
@ALEXRASCANU

43. 29. BUILD A COMMUNITY: EVENTS
@ALEXRASCANU

44. 30. BLOGGING
@ALEXRASCANU

45. 31. SEARCH ENGINE OPTIMIZATION
@ALEXRASCANU
Source: HubSpot

46. 32. E-MAIL MARKETING
@ALEXRASCANU

47. 33. SOCIAL MEDIA MARKETING
@ALEXRASCANU
• Build a loyal following
• Make it a dialogue
• Share links to your blog posts, landing pages,
discounts, and other resources
• Encourage your team members and followers to
share your content

48. Which of these 33 tips will you
use to generate more leads?

49. THANK YOU
Alex Rascanu
@alexrascanu
digital marketing strategist and speaker
director of marketing and operations at Conversion