Every company is continuously seeking new leads. Lead nurture campaigns, designed to turn prospects into lifelong customers, depend on a constant influx of fresh contacts. However, even the most seasoned marketer eventually falls into a lead generation rut where there is a loss of new ideas and old methods fail to gain traction. Below are a few strategies to help your company mine untapped resources and recover from a lead generation slump.
Write a whitepaper
Content marketing is a trending strategy for generating new leads. By providing your target audience with informative content, you can position yourself as an authority, earn their trust, acquire their contact information, and turn them into a customer. Write a whitepaper on a relevant topic related to your industry and offer it for free on your website in exchange for the visitor’s email address. Target the contacts you’ve collected with a lead nurturing campaign.
Make the government your customer
The U.S. Federal Government is the world’s biggest consumer and can serve as a significant and steady source of leads. While the government sales process can be intimidating, GSA Schedule Contracts serve to streamline the process. Conduct market research to make sure there is a demand for your offering on the government side. If you determine there is potential, invest some time in understanding government procurement and what is involved in obtaining a GSA Schedule Contract.
Pick up the phone
Many marketers dread the thought of cold calls. However, if you have a targeted list, a strong hook, and put forth a consistent effort (more than just occasionally picking up the phone to give it a shot), cold calling can still be a highly effective way to generate leads. You need to ensure you keep an eye on this though, it is very easy to waste time and effort on this, so be concise and to the point. Make sure it’s not one of the common time management mistakes people make!
Invest in Pay-Per-Click advertising
Next time you conduct a Google search, take a look at the results. On the right-hand side of the page, you’ll see “Sponsored Results.” These are Pay-Per-Click (PPC) ads. Companies bid on these ads and only pay for them when a customer clicks on the link. With a fairly low time investment, you can attract website visitors that can be converted into quality leads by creating highly-targeted ads for search phrases relevant to your business.