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5 Untapped Lead Generation Strategies for Small Business

Posted by Sophorn Chhay on Mar 28, 2016

Lead Generation Strategies For Small BusinessCopyright: nexusplexus / 123RF Stock Photo
Lead generation is every company’s lifeblood, and coming up with a strategy to boost and retain leads is crucial. Usually, the B2B lead generation process isn’t as simple or straightforward as it looks and sounds.


Filling up the top of your sales funnel with leads is challenging – especially when you're depending on the outdated methods. Distributing cold emails can be extremely frightening, right? Many people may not be really interested. Many people may not be really interested in talking to you or listening to you and that’s why they can be quite harsh about it.


A profitable B2B marketing strategy means to have more than a handful of different lead generation tactics in reserve. 94 % of B2B buyers
research online for making a purchase decision.  People nowadays are making use of the Internet to connect with the businesses across the different corners of the world. Whether it’s about looking for a new restaurant to visit, buying new electronic goods, or interacting with people dwelling in different corners of the world, people rely on the Web.


According to
Statista, more than 169.1 million in the United States are predicted to buy goods and services in 2016, and that number is expected to grow to 185.5 million by the end of 2018.


If your site isn’t competent of tapping into the lead generation potential of the Internet, no matter how superior your product or service is — it will be overlooked. Here are some of the untapped lead generation strategies for small business owners that can help your business grow significantly by getting good leads—

 

Offer Live Chat

As technology has changed, so has the customer service. We have gone from in-store and phone support to e-mail and even social media assistance for customers. Live chat support feature is the latest in customer support trends, and it’s taken off promptly.


Adding live chat in your business website/app will help in enhancing the customer satisfaction and decreasing the customer service response time. Most of the companies fail to effectively provide information or reply to customer’s query using their website.


Customer executive from
Tagove told us that live is one most demanded option nowadays for ecommerce businesses. However business required multi-channels features to retain their customers. In a survey, 63 percent of customers agreed that they were more probable to return to a site offering live chat support rather than one that doesn’t.
Statistics show how live chat can be a catalyst to boost your customer satisfaction. 44 percent of consumers said that having a live chat expert available during an online shopping was one of the most crucial features a company can provide. Customers expect to get their queries answered quickly, which is why live chat can help you get more leads since 79 percent of customers said that they prefer live chat feature because of the immediacy it offers.


[Tweet "63 percent of customers agreed that they were more probable to return to a site offering live chat support"]

 

Start a Simple SMS Campaign

Are you looking for a way to nurture your leads on a shoestring budget? Do you know that SMS have a very high open & read rate of 90%? According to a new survey, over 80% of people are now using texting for business purposes.


Every mobile device support SMS text messages in one way or another. Therefore,
SMS text campaigns are an incredible way of growing your mobile lead generation where traditional methods like apps or email may have stalled.


Customer service is ever-changing. Currying the favor of customers is always going to be a top priority for businesses to directly target customers, and that is why SMS are becoming an increasingly crucial part of successful multi-channel marketing. Sending SMS is a customer-friendly way of communicating and marketing your brand.


For reorganizing the business communication, businesses are now turning to automated texting software. With this software, you can easily run your business and offer customers with quality products and services. Automating text software gives you the flexibility to develop a platform using which you can easily reach out the potential customers, managing your employees, letting customers provide feedback and much more. A smooth communication is very crucial for running a business successful, and using automated texting software you can get your job done perfectly and efficiently.


A
text-to-join campaign is a tactic which can be used by brands for opting customers into a text message mailing list. It works very smoothly— a keyword is announced by the brand which customers can text to a short code for choosing to be a part of the brand’s SMS messaging distribution program. When the customer opts into the program (i.e. into the text messaging distribution list), the customer will receive promotional messages, coupons, links and pictures via text message.


For example: "Text SocialMediaConference to 95000"


On sending this text message, your marketing automation software will send you an autoresponder text to confirm your participation. You can ask them a series of questions which can help you to identify your prospects and their interest like— name, email, preferred topics like Text1- Market Automation, Text2- Social Media, etc.


Once their profile is completed, your automation software will look after them depending on their interest, and thus generating quality leads to taking your business to the next level.

 

Segment Your Contact Database

Lead nurturing has become an essential part of a successful marketing strategy—especially when developing long-term relationships with potential customers across different channels, even if they’re not currently interested in buying product or service. Today’s potential audience don’t will not become customers overnight—they need proper marketing sooner or later as they self-educate and develop trust with a brand. Lead fostering helps marketers in communicating reliably with customers and prospects in cross-channel and during the sales cycle—dealing with the gap over time between when a lead interacts with you for the first time and when they are is ready to purchase.


It’s also important to get the right message to the right person at the right time by monitoring their behavior. When you start monitoring who is visiting your site, what forms they’re filling out, which email are getting higher open rate, etc., you’ll be able to target your audience and reach them more precisely. With psychographics and demographics, you directly target your message and offering. Properly summarize the advantages your product or service provides based on your potential customer’s requirements.

 

Use Videos to Generate More Leads

Adding online video to your marketing efforts can help you in generating more leads and sales for your small business. You may be thinking— how can a video help in converting an unknown visitor into a qualified lead? So let me tell you, adding video to your website can help you boost your search engine visibility. It is a great way of keeping your audience and customer entertained and engaged. According to Marketing Land, videos make for 62 percent of overall Google searches universally. Neil Patel in his blog post shared the ways how to rank on the first page of Google through videos. Also, according to Relesoo.com, video searches earn 41percent higher click-through rate as compared to simple, static text content.

 

Use Progressive Profiling Forms

Filling out big forms on a mobile device is often hard because of the small screens and touchpad interfaces. But, what is the most irritating part?


Lots of fields and moreover the small field size making them more difficult to select. It’s certain that you need forms for acquiring leads, but how can you collect information & data without annoying them? A progressive profiling form is your answer.


With progressive profiling forms, you have the flexibility to complete several fields automatically with data the user provided at the time of their last visit. It decreases the number of fields you have to show during each visit and curbs the amount of information or data that you are gathering at any one time.


In a nutshell, progressive profiling employs dynamic forms to regularly collect demographic data and preferences over time. Instead of asking a prospect to complete a form with 10 different but essential fields, you can ask only 4-5 questions to begin with and use succeeding forms to collect the additional data you require. Less number of fields will eventually lead to higher mobile conversions.

 

Final Thoughts:

Lead generation doesn’t have to hit the mark. Well-planned processes and focused implementations have the potential to grow and continue a small business. Lead generation is an important marketing activity that no business can afford to overlook.


Moreover, lead generation is not only about increasing your database. A name has to be qualified as a ‘potential buyer’ for counting it as a lead. And this is where captured data and information plays its key role in qualifying a lead. Make sure to employ the above-mentioned 5 untapped lead generation techniques to gear up your small business to take the next big leap.

 

Author

Sawaram Suthar is Head of Marketing at Tagove Live Chat. He helps SME to increase their ROI and overall business. He also runs a digital marketing agency called Jagat Media. Reach him @sawarams or his blog thenextscoop.com.

 

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