Important Lead Generation Best Practices
1. Keep your website Search Engine Optimized
SEO (Search Engine Optimization) is a way of enabling your website to be ranked higher than others during a search engine query. Being search engine optimized creates the foundation for being labeled as a reputed resource site for your technology related product or offering.
- Corporate pages such as – blogs, help section, social network content etc – also need to be optimized.
- Aim SEO at different content levels. While doing so, content must be search engine optimized to include high ranking keywords.
- Revisit website pages on a regular basis to check for SEO parameters. Since the buying trend keeps changing often, this step is crucial to remain on the first page of search engine rankings.
Now, that SEO is completely taken care, the next step in lead generation is to determine the lead profile – so that the marketer is able to identify whom he has to pursue among all the website visitors.
2. Establish the Lead Profile
In the lead generationprocess lead profile is the activity of determining who exactly fits into the ideal buyer image, so as to zero in on them. To establish a lead profile first, companies need to know who is visiting them and, then demarcate them based on demographic and behavioral characteristics.
- Establish qualification criterion that defines lead profile. This may include number of employees, revenue, location and other information that is freely available about the lead.
- Create a lead database (for the lead management system) where all leads are stored and managed centrally. By defining the lead profile companies can then establish what leads have been looking for over a period of time as well– thereby, enabling them to understand lead intent which can be helpful in determining lead nurturing programs.
- Lead profiles can be applied universally irrespective of the sources from where they are procured thereby preventing lead duplication and enabling them to be based on future course of action.
- When the website and lead profiles are ready – the next step is to encourage prospect to browse the website.
3. Protect User Identity
- Make the prospect feel secure during information elicitation or enriched after an information-sharing dialog.
- Marketers can expect to increase the number of leads by asking fewer questions during the first visit (this helps during lead nurturing as well).
- The best way to optimize this is to first look at the form fill fields and assess whether there are any questions that may intrigue the visitor or if questions can be combined or removed.
- By consistently looking at form-fills from a strategic point of view, one can create a positive impact on lead quantity and quality as well.
Processing your request, Please wait....
