How To Generate Qualified Leads In Inbound Marketing?
At some point in your life, you have wondered why your sales deteriorated or why you almost no longer receive messages asking about the product or service you offer.
One of the first actions to take (wrongly) for the situation to improve is to lower prices, believing that what you offer is very expensive; however, what you should check in the first instance is who you are selling to.
Therefore, here we will tell you how to generate qualified leads.
The most frequent mistake in sales is offering your service or product to everyone. Imagine that you are a vegetarian and a brand tries to sell you smoked ribs or that you are lactose intolerant, and they give you a table of aged cheeses for your birthday.
Most likely, your reaction will be negative in both cases, all because whoever tried to approach you was not clear about your tastes or preferences; that is, he did not know his target audience.
There are two ways for people to get to know you and become your customers: The first has been the most common for decades, and it is the one that uses the most direct and intrusive tactics to get consumers’ attention.
It is known as Outbound Marketing and has been left in the background since not long ago. Another more strategic way of attracting the public emerged: Inbound Marketing.
Inbound Marketing or Attraction Marketing
With this, the different methods to attract the attention of potential customers are transformed so that the center of the sale is not the product or service but the consumer.
Therefore, instead of waiting for it to reach you through those intrusive tactics of Outbound Marketing, with Inbound, it will be people who find your business.
Yes, you read that right; by implementing it, you will ensure that your target audience is the one who looks for you and not the other way around.
However, to do this, you must rethink how you communicate with your customers and make that communication strategic. In other words, in addition to knowing what to say and how to do it, you must attract them by generating valuable content that arouses the interest of your target market, in which you address topics that make them curious.
What is intended with this, initially, is to arouse that person’s interest towards your brand, that they know that you exist and what you do.
Subsequently, the more your ideal customer interacts with the content you share, the more likely they will identify that they have a need that must be met or satisfied, and that is when they begin to consider different options to reach a purchase decision finally.
The “trick” with the information that you share is that you offer it “free”, and so that they can access it, they fill out a download form that you are going to program in which you are going to obtain their primary data: name, email, number of contact and city in which you reside.
Thus, you can build a solid database to execute effective digital marketing strategies with a higher success rate focused on generating highly qualified leads.
In this way, through the five contents we present below, you will obtain their data and make them go from potential to official clients.
5 Contents to Generate Qualified Leads
Usually, they are sections on multiple websites and are extremely important because they bring together articles on different topics related to the central topic of said site.
In this way, they allow potential customers to be interested in reading the content because it adds value and is attractive.
Therefore, for blogs to work, you must plan your content, considering an effective strategy that helps you engage and convince users to buy from you or request your services.
Remember to embed high-value content in blogs. So you can generate leads as we put it in the following example: do you want to know how to generate qualified leads?
E-Books to Generate Leads
They are highly demanded content since they provide relevant information on a particular topic. Unlike blogs, E-Books go deeper into the topic being addressed and are generally built as a mix of several articles.
One of its most striking aspects is that they can be downloaded at no cost to any mobile device. Therefore, they can be consulted when necessary without requiring an internet connection.
This format will be an excellent hook for increasing your customer list if you want more people to know about your company. To do so, the first thing you must remember is what you want to communicate and how you will structure it.
For example, if you sell beauty products, you could create an E-Book with your information about the importance of facial care and then explain how to have an effective routine.
Finally, conclude with a list of the best allies for that routine, mentioning your products or services.
Checklist and Tutorials
Have you ever searched for the procedure to execute a task or complete a project? Surely you found a lot of material in different formats. Since they are searches that people carry out continuously, it is the perfect opportunity to attract qualified leads and capture their attention.
Consequently, it would help if you made the most of it to promote your company.
As in the case of E-Books, to create a checklist or a tutorial, you must focus on its planning based on the needs of your audience.
In this way, returning to the example of facial care, it can be very useful to list the step by step of the routine, making sure to recommend the products that will make it effective.
And, of course, it will be a plus if you show through a video or a “pictorial” tutorial with images of how to do that routine.
Contests to Generate Leads
It is no secret to anyone that people like to win. Everyone has, on at least one occasion, entered contests in the hope of hitting the jackpot. Because of this, contests are a good and very attractive resource for generating leads. However, it also requires strategy.
To organize it, you must consider satisfying your target audience’s desires. Therefore, you must establish a prize that will encourage them to participate. Choose it considering your products or services since this way, you can promote your business.
But, in the end, what is important will be how you will strengthen the relationship with the participants so that once the contest is over, they do not disappear.
Lead Generation Courses
The courses are like honey for ants. They become irresistible, especially if they are free. For that reason, you must take advantage of them to generate leads.
Design one according to your area of expertise and dictate it on video; you can create an entire landing page in which those interested register and access or download the course to take it according to their availability.
You decide if it will be just one session or several; you should consider the theme and how you will approach it more thoroughly. To do this, you will have to be very clear with the information and explain it in detail so that they understand you.
By offering this content, you will see that you will generate more qualified leads and for the same reason, you will make more sales. Remember that to achieve this, you must first focus on the consumer’s needs.