Lead generation is the process of attracting people who are interested in your business. It is a proactive action on your part to bring someone into your sales funnel. Providing value is the best way to bring people in. The old school sales pitch isn't going to work anymore. People don't want to be sold to. You need to provide value for your audience in a way that will delight them and ensure they want to engage with your business.
Now, we won't get into the nitty gritty of classifying different types of leads. That's not what you came here for. This is by no means an exhaustive list, but it's a whole stack of ideas that you can implement in your business. It will include a range of online and offline lead generation ideas, some old, some new. This blog is a living blog, which we will continue to update with new and fresh ideas. So, be sure to check back every now and then when you need some inspiration.
Let's get stuck in, 28 lead generation ideas you can implement in your business.
1. Organic Social media
It's important to have a presence across all the social media platforms that your target audience are on. Don’t use your profile to shamelessly plug your products and services. You want to educate, entertain and engage your audience. A content strategy is a great way to achieve this.
2. Paid Social Advertising
Paid social advertising is a great way to get your name out there. Organic reach is fairly limited these days, so using paid ads you can get your content and product ads to a wider audience. Not only that, you can actually be very targeted with your ads. For more information on this, check out our blog on the benefits of paid social advertising.
Ebooks are probably the first thing that comes to mind when thinking of a way to attract leads. Businesses will offer something of value and all the prospective client has to do is give away their email address. The best way to market your ebook is to use paid social ads and pop ups on your site.
4. Giveaways and Contests
Giveaways and contests can be a great way to generate a stack of new leads. Just be sure that the giveaway is aligned with your product offering so as not to attract the wrong people. Risking wasted ad spend on remarketing to a host of people who aren't interested in your business. Additionally, make sure your competition complies with the terms and conditions of the social media platform you are using.
Everyone loves a good quiz. However, quizzes are being used very strategically these days. Some businesses are using them to personalise the buying experience for their customers. Asking them questions related to products, which can be used to make a recommendation for the customer. Most quizzes require an email address to get the results.
Checklists are quick and easy to produce and customers love them. Imagine you sell products related to travel. You could have the ultimate overseas packing checklist.
7. Free Consultation/Discovery call
Offering a free consultation or discovery call is an option you should always include. A person may have to spend some time in your sales funnel before they take up the offer. However, there are some that will drive straight in. You need to be prepared for when someone does take up the offer. Do you have a set structure outlining how that free consultation will go?
8. Resource guides/White paper
These can be great lead magnets for businesses who want to educate their audience on complex issues and help to find solutions. More suited to businesses who have an executive type target audience.
Coupons can be an effective way to attract new customers. Everyone loves a good discount. Always make sure the discount is viable for your business.
10. Online Directories
It's a good idea to get your business into some online directories. What's the first thing someone does when they need a plumber? Type in Google “plumber in…”. Having your business name in a few online directories will likely improve your SEO.
11. Free Tools or Apps
Have you created a great app or online tool that would help your target customers? Share it with them. Be sure to brand it up so they know it's from you.
12. A Waitlist
A waitlist can be a great way to gauge interest in a particular product or service that you offer. It also means you have the ability to remarket to them at a later date.
13. PPC Lead Generation
This is your Google Ad word campaign here. Getting your business higher up in Google. Just please don’t pay for an Ad word on your business name. If someone searches your business name, they already know who you are.
14. Letter Box Drops
This can be effective if your business is limited geographically. Such as hair dressers or gyms.
Consider sponsoring a local sporting club or non for profit organisation. Just ensure they align with your target audience and are willing to promote your business in exchange.
16. Direct Mail
It may seem old school but direct mail actually comes in at number three in ROI among all marketing channels.
Blogs are a great educational tool that are used by many businesses to help their audience solve problems. Just make sure your blogs answer questions that your target audience are likely to have and that it provides value for them. Use paid ads to increase your reach.
18. Radio Advertising
If your target audience is likely to listen to the radio while driving or working, this could be a great opportunity for your business. It can be costly, so do your research to find out exactly when your target audience would be listening.
19. Music Streaming Services
This includes audio ads on Spotify and Apple Music. If your audience is likely to use these platforms and not pay for the premium versions of these services e.g. young adults.
20. Educational and instructional videos
If you want a “how to” video on virtually any topic you can think of, where do you turn? Youtube, of course. Anything from DIY renovations to step by step software guides. Be a trusted source for your audience to turn to when they need help.
21. Car Signage
Very popular for tradesmen and mobile service businesses. If the car wrap is eye-catching and the business name is easy to remember, it's likely to result in some calls. Obviously it's hard to write a name down while you're driving, so make sure it will be easy for them to remember and search your business once they stop driving.
Educating your audience in an easy to consume format is a great lead generator. With so many hosting platforms and recording programs, it is easier than ever to record, host and promote your content.
23. Joint Webinars
Joint webinars provide you with the ability to leverage the audience of another non competing business. Remember to choose a business that has the same target audience but is not one of your competitors. Focusing on how you both can provide value for your audience.
24. Online Courses
Online courses are a great entry level option for customers who might not be able to afford your services. There are a number of great online course platforms to host your course.
Affiliate marketing is where you strike a deal with another business and for every lead you receive from them, you agree to give a certain percentage of the sale. You provide the affiliate with a discount code so as to track the sales received through that avenue.
Influencers are a great way to get your name out there. I know I've signed up to a few email lists of brands that a youtuber I watch has plugged. Again making sure the influencer’s audience is similar to your target audience. Beware of fake influencers with supposedly large social followings. Just do your research.
27. Referrals - Be Amazing
The best kind of referral program is the one where you have to do nothing at all. What do we mean by that? If a business does such a great job at servicing and delighting its customers, the customers can’t help but refer the business to their friends. Obviously, an official referral program is important and recommended, but you see where we are going with this.
When executing each of these strategies, remember the number one aim is to provide value for your audience. If you genuinely want to help your audience, they will see it through your valuable content and product offerings. Which of these ideas do you want to try?
To find out other ways to grow your business, check out our Business Success Map. A free resource (no email address required) that is designed to help business owners work on the right things at the right time.