Finding qualified leads has become the perpetual Grail. Each company seeks its solution to generate prospects with high sales potential. In B2B prospecting, the sales cycle remains long to transform a contact into a qualified contact, then into a prospect and finally into a customer.
To save time, some companies focus on buying qualified leads. Others adopt a different strategy and means to qualify a commercial lead. To extend your business development program and results in the growth of your business or agency, you need a robust lead generation strategy.
Make sure the basics are covered this include:
is client Friendly
- Easy to Maintain & Update
- Easy to Measure
- Responsive Design to any size screen
- Fast Loading
- Clickable Phone Numbers
- Mobile Test
- Speed Test
- Seo Maximization
- Social Integration
Here are 4 key pillars to increase your online opportunities and consolidate the power of your digital prospecting and sales strategies:
1. Professionally written content
When creating content, always make sure that you offer your visitors real added value and answer their questions. That's how you can build trust in yourself and generate leads! Of course, the best content will not help you if hardly anyone sees it (if your website is not yet known). Therefore, you should not only publish valuable content on your own website but also ask for related websites, magazines and blogs if you are allowed to publish guest articles with them. This creates a classic win-win situation: The website operator receives free high-quality content and your new prospects.
A sophisticated and well thought-out strategy for inbound marketing and the processes of automation are the most important first steps, that may sound natural to you now, but it is not, as our experience of the past many months has proven.
A professional strategy for inbound marketing and the included marketing automation includes the following steps
- Creation of the buyer personas
- Creation of persona-specific Customer Journey Maps
- Keyword analysis including the creation of a keyword set
- Creation of a content strategy including a content plan
- Definition of responsibilities, who is responsible for which tasks.
2. Lead generation oriented design
It is not enough to have an attractive website. You may find your site incredible, but that doesn't mean your prospects think the same thing. The design of a website must above all achieve a specific objective - in our case, bring and generate qualified leads.
Only experienced UX web designers understand which tactics lead to better conversion results:
- Taking into account the psychology and the set of subconscious preferences of your target audience
- The design of visual devices capable of attracting the attention of your prospects and pushing them to act
- Mastering a good hierarchy and information architecture as levers of persuasion
- In-depth knowledge of your users' behavior and expectations
3. CTA - the call to action button
Go through your website and analyze your CTA's from the user's point of view. Check the placement.
Are you positioned so strategically that the visitor will see the CTA after you have occupied it with your valuable and informative content? Or are they possibly positioned too early, so that the user feels pressured and does not even want to read your content? Maybe they are too far down the page and the visitor does not even see them. Try different versions of CTA to see which ones are particularly popular with your visitors.
Under no circumstances underestimate the micro-content on your CTA's. This content is of crucial importance to the user but is often overlooked because it is, after all, only a short and seemingly insignificant content. The user should now click. But if you really think about it, the content of your CTA's will not be unimportant. Avoid words like "click here now" or "offer/contact".
If your visitor has arrived at the CTA Button, that means for you the prospect of a qualified lead. You have made so much effort and work before and now you can not let up just before the finish line. Take your time for the contents of your CTA's - because you do not want to lose the fast contact with sentences like "click here now", right?
4. SEO Optimized Features
The last pillar, but not the least. It's pretty easy to understand that a good Google ranking helps generate qualified leads. You have probably already established a referencing matrix or an SEO audit of your main competitors. But is that enough?
In an SEO or even SXO strategy, the user experience remains the main battle horse with :
- A triggering content, we talked about it: the first pillar!
- A lead-oriented design, we talked about it: the second pillar!
- We talked about perfect accessibility: the third pillar!
In fact, SEO optimization goes far beyond a simple logic of keywords and incoming links. These are all the pillars of lead generation combined that also work together to contribute to your search engine ranking.