If you want to grow a successful business, one thing’s for sure, you must get good at marketing. Arguably, it’s the most important skill because if you don’t have leads, you don’t have a business.
In this video, we will share with you some practical tips on how to master marketing and become a lead generation machine. By implementing these strategies in your business, you will generate an abundance of high-quality leads, each and every week. So if you need help amplifying your marketing, click the play button below now.
1. Get clear on your target market
Without a deeper understanding of your target market, you could miss opportunities to generate more leads and increase sales. If you want to amplify your marketing, then you need to get clear on your target market. When you have a comprehensive understanding of your target market, then you can make more informed decisions about media, messaging and timing.
To identify your target audience and create marketing that sells, you must learn about their problems, wants, fears and aspirations. Then use that information when creating your messaging and content. Here’s a free online training you can watch if you need help getting clear on your target market. Click here to access the training now.
2. Create a compelling lead magnet
A lead magnet is a free gift that you’re going to offer to prospects that may be interested in your product or service. By offering a compelling lead magnet like ebooks, reports, templates or coupons, leads are more likely to share their email address and eventually become paying customers. Depending on your business, here are some lead magnets you can create:
- Free Information (eBook, Report, Audio, Video)
- Free Event (Seminar, Workshop, Webinar)
- Free Product (Sample, Service, Tune-up)
- Free Quote (Appraisal, Review, Audit)
- Free Time Saver (Template, Checklist, Catalog)
- Free Voucher ($25 Gift Card, Discount, Coupon)
- Free Trial (great for subscription-based services)
- Free Calculator (for mortgage/finance-based businesses)
When creating a lead magnet, it does not need to be long-winded or fancy. Your lead magnet also doesn’t have to be a sales pitch. The less sales-y, the better.
3. Create an automated follow up system
Did you know that 80% of sales close between the fifth and the 12th contact? People need to hear from you before they buy from you or even to set up a time to meet with you. Once you have a compelling lead magnet, your next step is to create an automated follow up system.
Following up with prospects can be time-consuming and easily fall through the cracks, especially when you don’t have a big budget. This is where automation and CRM software come into play. With a CRM system, you can create automated email campaigns that will nurture your leads until they are ready to purchase your product or service. The best part is once you have an automated follow up system set up, it works for you in the background, keeping the conversation going with qualified leads and moving them down your sales funnel. Plus, it saves you loads of time so you can work on other aspects of your business that drive more profit.
There are lots of different CRM systems that are out there. If you’re looking for the best CRM tools for your business, there are four tools that we recommend to our clients. Ontraport, Active Campaign, Copper and Klaviyo. Click here to access more details about these awesome tools.
4. Implement Google and Facebook remarketing
Remarketing is a simple process and has the potential to impact your sales figures quite dramatically. In fact, many businesses are allocating budgets to remarketing because they have measured results and found it is a proven strategy for improving website traffic and sales.
There are two different platforms you can use to run remarketing ads. One is Google Ad, which will display ads across the web, or Facebook Ads to have your ads show up to users on the social network who have visited your site. Depending on your budget, you can opt to run remarketing campaigns on both platforms.
Once you have set up your remarketing campaigns, it is a matter of testing it out to check it works, then sitting back and waiting to see what happens. It’s important to track the results of your ads to see how they are performing and see what works best.
5. Use Google Optimize to split test
Split testing, also known as A/B testing, allows you to compare two different versions of a website, a control version versus a variant. Then you show these web pages to different segments of website visitors at the same time and compare which version produces more conversions. Here are different website elements you can split test:
- Call to Actions
- Headlines
- Button Text
- Images
- Videos
- Colors
- Section Backgrounds
- Arrangement of Content
- Navigation Links
If you want to start split testing your website, Google Optimize is an excellent tool for beginners. It’s a free website optimization tool from Google, so it’s perfect for small- to medium-sized businesses. Google Optimize allows you to run up to 5 simultaneous split tests on your website and see how each variant performs against an objective that you specify.
6. Increase visibility and traffic
If you want to get in front of your ideal customers, it’s essential to have a marketing strategy that will increase business visibility and website traffic.
- Partnership Marketing (JV’s)
- Facebook or LinkedIn Ads
If you have a B2C or B2B company, running Facebook ads is a great way to increase visibility. But if you’re in a highly specialised industry, then you’re probably going to get better traction with LinkedIn ads. - Content Marketing
This involves both SEO and YouTube content. The benefit of spending the time to learn and implement an effective SEO strategy is that you will start to generate free traffic to your website. Then the more likely you are to attract more prospective customers to your business.With more than 1 billion active users, YouTube has now become an essential marketing channel for any type of business. YouTube allows you to get in front of your ideal customers, both by posting video content and advertising other people’s videos.
- Referral Marketing
The best kinds of leads are those that come from existing customers. This is why you need to launch a referral program to tap into your network effectively. An effective referral program can help your business to generate higher ROI compared to cold calling and finding new leads from scratch. For your referral to work, make sure that you have a great product or service as well as a tempting offer for the original customer. - Media and Publicity
Getting great media coverage can do wonders for your company, however, it is one thing to share the story of your business but you need a ‘hook’ to draw people in. Think about what you can do that is different from your competitors and that will spark the interest of the media and your readers. This way you can successfully leverage the power of media and gain free publicity. - Facebook Groups + Messenger
For this strategy, you can either start a Facebook group or participate in other Facebook groups and then use it to find joint venture partnerships that will help you grow your business. One of our clients started a Facebook group, and she went from zero to I think was 40,000 people within 10 months. Now she’s using her group as her main way of generating qualified leads.
Partnership marketing, also sometimes referred to as Strategic Alliances or Joint Ventures, is one of the best marketing strategies to increase visibility and traffic. Rather than working alone, you need to find at least 10 to 20 businesses that serve the same audience as you. Then you need to prepare an irresistible offer for your potential marketing partners. By applying this strategy, you’ll see it makes lead generation faster, cheaper and more effective for both parties.
7. Use UTM links to track your results
There’s a saying in marketing, what gets measured gets improved. When running marketing campaigns, it’s critical to use UTM links. UTMS links are short text codes that you add to URLs to track your marketing results. These links can also provide specific data about website conversion and traffic sources. With this information, you can identify what’s working and what’s not so you can make the necessary adjustments to improve your marketing.
8. Focus on improving conversion
Marketing needs to continue even beyond when the sale is closed. You need to make sure that you’re marketing to retain that customer and consider cross-selling or upselling them into other products or services. Here are a few tips to help you to improve your conversion rate:
- Create a magalog
- Utilise the power of social media
Tap into the power of social media marketing to boost your conversion rate. When creating your social media posts, share content that is relevant to your customers. This way your content gets more engagement, and eventually see you as a reliable source that they can do business with. - Create videos
Videos should play a big role in your ongoing marketing strategy. Videos make it easier for people to consume your content. They’re more entertaining, visual, and easier to understand compared to text, static imagery and audio. Simply adding videos on websites, landing pages or social media posts, also helps increase the conversion rate. Be sure to add videos to your emails, website, sales process and social media posts. The more videos you create, the more you will convert. - Run an event every month
Running Value-Add Events provides a number of opportunities for businesses to connect and engage with prospective customers and generate new leads. It doesn’t have to be a big production. You can start with something as simple as webinars, online training and or a masterclass series. Then you can promote these events on your social media pages or send out an email to your database inviting them to participate.
A Magalog is a cross between a magazine and a catalogue. It’s one of the best ways to dramatically boost your conversion rate and sales. By creating a Magalog, you combine valuable educational content with your sales message. Magalogs typically get double or triple the response of a conventional direct mail sales letter.
9. Leverage email marketing to boost income
Email marketing is a very leveraged and cost-effective way to regularly stay in touch with customers. It also enables you to send out campaigns at short notice, unlike traditional methods that may require printing and postage. When creating email campaigns, remember to split-test different subject lines or email content and monitor your open, click-through and unsubscribe rates so you know what’s working. Aside from promotional emails, make sure that you send out regular value-added email communications to keep subscribers interested and nurture sales leads.
10. Keep learning and keep growing
Have you heard of the saying, you are either green and growing, or ripe and rotting. This has never been more true than in business. If you want to build a successful business that generates hundreds and thousands of profits, then you must invest time, energy and money to continually upgrade your skills and learn new things to grow your business.
