Generate More Leads With The Zocdoc Direct Mail For Mac
Lead generation, nurturing, conversion and retention are key to business survival and growth. Hence, how to get more leads is a leading concern facing. This is understandable as no business can survive without customers and sales. Therefore, learning how to generate more qualified leads should be one of your biggest priorities. Savvy eCommerce marketers who can spot buy signals ten miles away know whether and when to make the move, and how to move prospects into (repeat) paying customers.
In this article we break this process down into 4 actionable tips you can apply right away to grow your eCommerce lead generation in 2018 using content. But before that, WHAT IS LEAD GENERATION? Lead generation refers to all the marketing/sales activities that help to generate leads or collect relevant customer information. THE 2C’s OF LEAD GENERATION Source: First there has to be a connection (with your business or offer) before collection can occur. The more information you’re able to collect the more you’re able to connect and customize your products, services or solutions to prospect’s needs, WHAT IS A LEAD? According to Lindsay Kolowich, essentially a sale lead is generated through information collection. When eCommerce website visitors for instance sign up or supply their email addresses or other contact details, they become leads because they have shown interest.
These leads sign up or subscribe for various reasons, some to buy, some to spy or window shop. TYPES OF SALES LEADS Depending on interest and intent, there are three main types of leads viz:. Hot: Budget, Authority, Need and Timing are all on point. Warm: One or two of Budget, Authority, Need and Timing do not align.
Cold: Two or more of Budget, Authority, Need and Timing are out of sync. The most qualified leads are those who have the means, might and mind to pay.
Once leads are identified and properly qualified, they’re either dropped, kept in view or further placed into sales pipeline. LEAD GENERATORS Depending on your ecommerce business model, there are many ways to generate leads some of which include:. Advertisement. Subscriptions. Email Marketing. Direct Mailing. Trade Shows.
Word of Mouth. Networking. Product reviews. Social Media. Search Engine. Competitors. Opt-in forms.
Surveys, Polls, Questionnaires. 3 rd Party Vendors, etc.
Now we take a look at how to become better lead generators. 4 WAYS TO BOOST ECOMMERCE LEAD GENERATION USING CONTENT 1. CONTENT MARKETING Most ecommerce businesses are yet to tap into content marketing as a lead generation strategy. The 5 W’s of Content Marketing below will help you improve your content marketing efforts via blogging. Source: Before creating any piece of content answer the following questions: WHO: is your ideal lead? WHY: are you blogging, for lead generation or nurturing?
WHEN: will you be posting, daily, weekly, fortnightly, monthly? WHERE: and where will you be promoting your articles? WHAT: results are your lead generation, nurturing efforts via blogging bringing in? According to Content Marketing Institute,. Similarly, in 2016, 85% of B2B marketers said lead generation was their main content marketing goal while 79% of B2B c-suite. A good content mix should contain text, infographics, video, GIFs.
LEAD GENERATION POTENTIAL: Marketers who blog consistently. SEARCH ENGINE One of the biggest SEO benefits of consistent blogging is showing up in SERP like Google’s. PinPoint Market Research and Anderson Jones found that 93% of B2B buying processes. Similarly, number of daily Google searches stands at 3.5billion or 40, 000 per second. Without consistent blogging you’ll be missing out on organic lead generation for your e-business.
Interestingly, serpIQ.com found that average number of words for content in Google’s number 1 spot was 2, 416 as seen below: Source: Longform content ranks higher in search results from 1 st to 10 th positions. Consistent, relevant, helpful, well promoted blog posts/content increase your chances of showing up on SERPs. LEAD GENERATION POTENTIAL: 70% of US B2B Marketers use. SOCIAL MEDIA Reports indicate there are currently worldwide, projected to hit 3.02 billion by 2021.
Source: This is a goldmine for savvy marketers even as more and more users are beginning to buy into social commerce in a bid to up their game. Relevant content is one major way to engage social media users. Amazingly serpIQ.com also found that longform content is beginning to click with users. Below is a chart showing number of shares vs article length on Facebook and Twitter. Source: From search to social there is no doubt that content is key to lead generation. In fact 64% of B2B marketers reportedly via LinkedIn, 49% via Facebook and 36% via Twitter.
LEAD GENERATION POTENTIAL (LinkedIn, Facebook, Twitter): 149% viz LinkedIn 64%, Facebook 49%, Twitter 36%. EMAIL Email as a marketing tool and lead generator has held its own year on year. In 2015, 38% of UK respondents admitted to. 59% of B2B Marketers say for generating revenue with ROI as high as $44 per dollar spent. As expected, is expected to reach over three billion by 2019 according to Statista with, 48% maintaining status quo and only 2% set to decrease e-mail marketing spend in 2017.
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Source: As with blogging, search and social, email is content driven;, lead nurturing and conversion. Email personalization is a great way to connect with prospects and leads alike, they reward the extra effort put into personalization. LEAD GENERATION POTENTIAL: 73% of US B2B marketers across different industries say email is their most preferred means of lead generation as seen in chart above. CONCLUSION Strategically implementing each or any of these methods can help grow lead gen for your eCommerce or even other businesses. If you are still just first, and then launch a lead gen campaign.
How To Improve Lead Generation From Print Advertising Is one of the goals of your business-to-business advertising sales leads generation for your salespeople, representatives, distributors or resellers? Consider these proven B2B sales leads generation techniques gleaned from working with over 170 companies and some of the best marketers in the business. If you want more sales leads, don't use image ads Have you seen the ads showing butterflies and oil wells co-existing, illustrating the oil company's concern for the environment? This kind of advertising may do a lot to improve the company's image, but it isn't designed to generate B2B sales leads. If B2B sales leads generation is what you want, focus your advertising's message on the benefits and applications of your products or services. Then let the layout and design of your ads enhance your company's image. Put benefits in your headlines If you put a benefit in the headline you'll have a better chance of catching the reader's attention and generating an inquiry or request for more information.
Generate More Leads With The Zocdoc Direct Mail For Mac Pro
If after reading the headline a reader can ask 'so what?' You probably described a feature instead of a benefit. The answer to 'so what?' Is probably the benefit. Talk about applications If your product or service is ideal for specific applications, say so. When readers recognize their application for your product or service they will be more likely to respond.
For example, you're more likely to get an inquiry from someone in a medical records department of a hospital if they notice that your barcoding software is idea for tracking patient's medical records. Make your ads easy to skim Everyone seems pressed for time these days, including the folks reading the trade publications you advertise in. With this in mind, make it easy for readers to 'skim' your ads and still get the message.
Use bulleted copy, subheads and illustrations or photos to quickly communicate key points. Testimonial ads are king I've seen testimonial ads boost the number of B2B sales leads my clients' ads generate by up to 700%. Your prospects expect you to be biased. However, they trust their peers to tell it like it is.
Use this to your advantage by including quotes from happy customers in your advertising. Or mention the companies you serve. Or use statistics like 'chosen by 9 out of 10 design engineers.'
However, to be believable you have to be specific. For example, give the full name, title and company affiliation of the person being quoted. Or list the names of a few respected companies who use your products or services.
If you use statistics, be sure to back them up by referencing the source of the data. Fractional ads in every issue can be more cost-efficient If you want B2B sales leads generation, your advertising needs to be present when your prospects are looking for solutions to their problems. So, if your budget is limited, rather than placing only a few full-page ads a year, consider running fractional ads in every issue.
Having ads in every issue also makes your company look bigger and more successful. Use 'Wrap Ads' to get more bang for the buck 'Wrap Ads' are actually a number of fractional ads, designed to look like new product announcements, all run on a single page surrounding an 'island' half-page ad. This format can also work for half-page and third-page ads. Although more common in tabloid-sized magazines, this type of ad works equally well in standard-sized publications.
My clients have found that wrap ads can pull up to 400% more inquiries than a single ad of the same size. Make them an offer they can't refuse If you want your prospects to respond, you have to give them a convincing reason to do so. Keep the phrase 'what's in it for me?'
In mind as you're writing your ad's call to action. It's what your prospects are thinking as they decide whether or not they will take the time or effort to respond. It will have a noticeable effect on B2B sales leads generation.
Consider offering application notes showing how other buyers solved their problems using your product or service. Offering a useful premium or advertising specialty can also significantly increase the number of responses. However, try to make sure your offer is of interest only to qualified prospects. For example, a tool for sizing rings would be an attractive offer only to people who use rings. However, everyone might want a free pocket screwdriver set and inquire only to get it, not because they have a need for your product or service. Many of your prospects may want to try your product before they buy it.
If you can cost-effectively offer samples or a demonstration CD, you will generate more inquiries as part of your B2B sales leads generation program. Choose your words carefully The word 'free' is a powerful inquiry generator. Everyone wants something for nothing.
Direct marketers have long known the power of this word. Take a look at just about any direct response ad and you'll see it used. 'New' is another word that is sure to attract attention and generate more inquiries. Legally, however, you can only use 'new' if it is new, and only for a limited period of time (usually 6 months). Check with your legal advisor. Talk first person with the reader Use words in your copy like 'you' and 'your' to focus on the readers' needs rather than boasting about how good 'we' and 'our' products or services are. For example, the statement 'You will get the work done 25% quicker' is much stronger than 'Our product is 25% faster than the competition.'
Ask for the order Any experienced salesperson can tell you, you won't get the order unless you ask for it. Create benefit-oriented offers such as 'call, write, fax, e-mail or visit our Web site today to request your free Component Selection Guide, designed to help you quickly determine which products best meet your barcoding needs.'
Notice that even the words 'Selection Guide,' as opposed to 'brochure' or 'catalog,' were chosen to offer the reader a benefit. Give them a compelling reason to inquire right away You'll get more inquiries if you design your offer to reward those who inquire right away. For example, try something like 'If you are one of the first 500 to inquire, we'll also send you a free booklet entitled, 'fifteen ways to cut your inventory costs.' Or 'Request more information before December 31st, and we'll include a coupon good for $500 worth of free accessories.' Match your offers to where the reader is in the buying cycle When prospects are just starting to gather information, they may need literature but are often not yet ready for a sales call. When it is almost time to buy, prospects are usually anxious to speak with your salespeople, reps, resellers or distributors, see a demonstration or discuss pricing.
You can significantly increase the number of inquiries you generate by making offers that have appeal to prospects in all phases of the sales cycle of B2B sales leads generation. For example, consider offering Selection Guides, application notes, a newsletter, a demonstration, a test or analysis, samples, a sales call or any combination thereof. Merchandise your offer Direct marketers have found that how you package the offer can be as important as the offer itself. For example, if you're offering literature or samples, include in the ad a small picture of what they'll receive if they inquire. If you use a coupon, show a little pair of scissors cutting out the coupon. If you use 800 numbers in your ads, make sure the numbers are big and bold.
That way they stand out and it's clear that you want the prospect to call. Don't forget to mention all the ways they can inquire; 'circle the number below, call, fax, contact us by e-mail or visit our Web site today for your free information kit.' Make it easy for your prospect to respond Offer multiple response devices so your prospects can choose the method they prefer. For example, some people need your information right away, so they prefer to call or to go right to your Web site on the Internet. Some like the 24-hour convenience of faxing or e-mailing their requests. Others find it easier or more comfortable to use the magazine-provided reader service card, coupons or bound-in reply cards. Multiple choices have a better effect on B2B sales leads generation.
Art directors tend to hate coupons, but they work. One study I recall showed that the same ads with a coupon out-pulled versions without the coupon by as much as 13%.
If you publish phone numbers in your ads, be prepared to answer the phone during coast-to coast business hours. Mention your Web site Make it clear to readers that they can get the rest of the story about your products or services instantly by visiting your Web site. Then make sure your Web site makes it easy for them to find this information. In addition, have an 'Information Request' button on every page that takes them to a form that allows them to identify themselves and their needs, and to request that detailed information be faxed, downloaded as files or quickly mailed to them.
Consider using a unique web address for each ad you run so you'll know where the inquiry came from. Ask your Webmaster about this.
It is easy and inexpensive to accomplish. The more of these proven techniques you can use, the better your results from B2B sales leads generation programs will be. 'Mac' McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and an expert on the subject of sales leads. He is president of Mac McIntosh Incorporated, a sales and marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.
Visit his website for more information. Read all; Find more More » » ».