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5 Simple Ways to Increase Sales Leads, Create Relevant Content, Optimize…
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Create Relevant Content
Don’t settle for good content. Go for quality, relevant content that informs and engages your target prospect.
A content strategy must focus on providing content top, middle and bottom of the funnel that is relevant, helpful, informative, and entertaining--not an overt sales pitch.
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With a well-defined view of your ideal customer, you are better able to meet that target’s needs.
In planning your content strategy, focus on addressing the buyer persona’s intent.
Focusing only on SEO keywords doesn’t address what the customer actually wants and how your product or service provides a solution.
Optimize Website Design
The website should be the brand’s indisputable best lead generation channel. In addition to the homepage, all pages need to be optimized to convert various buyers.
B2B buyers today are already more than halfway through the buying journey before even reaching out to a vendor. So make your first impression — your website — count.
Make sure that the value proposition is clearly visible “above the fold” on your homepage. The website design process must consider lead generation and inbound marketing throughout the UX, design, and development processes.
Use data points, accolades and customer testimonials to build credibility.
Employ high-quality images, strong headlines and highly visible CTAs.
Be attentive to site navigation and load times to enhance user experience (especially considering mobile responsiveness).
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Let Data Guide Decisions
Establish metrics to measure the marketing strategy’s success. Look to analytics available through your Customer Relationship Marketing (CRM) software, Google Analytics, and your marketing automation software.
You should be tracking your efforts and those of your competitors to determine what you’re doing well and what needs revamping.
You can use web analytics to make better decisions about the kind of content you produce, again looking at your own success compared to that of other industry players.
In terms of defining key metrics to track, we recommend building a clear and accepted lead to sales qualified lead definition document.
What constitutes a sales qualified lead--what king of questions are needed? Once these definitions are in place, you should begin tracking the number of leads, sales qualified leads, and your conversion rates on a monthly or weekly basis.
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