7 Ways to Increase Leads with Inbound Marketing
No one wants to be sold to, and that’s why your traditional marketing methods aren’t working as well as you’d like. What can you do about it?
I’ll show you.
People don’t want to buy products and services at first glance. There’s a buying cycle that potential customers must go through, and your marketing is only going to succeed once you understand (and act on) that cycle.
I’m going to show you how inbound marketing walks with customers through this buying cycle by building trust and offering value - not a sales pitch. I’ll also show you seven ways to generate more leads through inbound marketing and share a few free tools that will help you do it well.
What is inbound marketing?
Inbound marketing is a marketing method where you attract customers to your offer, engage with them, and lead them to make a purchase. It’s all about providing resources that people are actively searching for and find valuable, as opposed to pushing your messaging in front of potential customers.
Conventional inbound marketing examples include blogging that brings in traffic through organic search, downloadable ebooks where you provide expert advice for free, and Click-to-Text that lets those interested start conversations with you.
7 Ways Companies Generate Leads through Inbound Marketing
There are plenty of reasons why organizations prefer inbound marketing to generate potential clients. Here are the top 7 reasons, and how they’re implemented.
1. Accomplish the same goal while spending less.
If you’re doing inbound right, you are targeting specific customers for free or cheaply. The cost of blogging, for instance, to bring in leads through targeted keywords is free (or just the cost of your website).
The difference is this: Inbound is all about giving people what they already want, not selling them on your products or services.
2. Track results better to improve performance.
Inbound marketing is almost entirely online, and that allows to track customer behavior so you can see what tactics are working and where you can improve.
For instance, you can create multiple emails, Facebook, and Google campaigns and see how they perform inside of your Google Analytics or CRM. Then you use that information to prevent you from wasting money on campaigns that aren’t working and to boost whichever campaigns are doing well.
3. Develop trust and increase credibility.
People are 131% more likely to purchase your product or service after reading educational content. They want to know they can trust you, and that they’ll have a good experience working with you, before they buy.
By publishing useful content on your site, social media profiles, and in your emails, you are building relationships and trust with your potential customers. That trust has real monetary benefits.
4. Turn your customers into brand promoters.
More than 90% of buyers trust peer recommendations more than advertisements. Besides sharing on social media platforms or asking for online reviews, you can also offer freebies and commissions to encourage your loyal customers to promote your product. You must have seen how many affiliates make their living by recommending the products that they are using to others.
5. Keep your salespeople in front of your audience.
By using inbound marketing methods, you can get qualified leads that are more likely to convert into customers. The landing pages and content you publish will automatically collect the leads for you.
That way, your sales team can focus more on sales as most of the inbound lead generation methods are automated. If you are promoting a high-ticket product, the closers in your organization can focus more on converting potential customers who are actually interested, not on prospecting for opportunities.
6. Build lasting brand awareness.
Customers want to know about your brand before they do business with you. With many affordable inbound marketing methods like content marketing, Facebook advertisement, SEO, and so on, you can easily grow brand awareness.
Not everyone’s looking for what you offer right this second, but eventually most will. And when they do start to look, you’ll be the first one they go to. You can also retarget your website visitors to continually make them more aware of your brand, and more likely to convert.
7. Provide the right services to the right people at the right time.
Timing is everything, and inbound marketing is all about engaging targeted customers at the opportune moment. Your blog posts and PPC advertisements are available 24/7. So if someone is interested in your product/service, they can always find you, and they can always hand over their contact info.
You can also trigger emails and text messages based on user behavior. Let’s say you have a lead who then comes back to your site and views your pricing page. That’s a great opportunity to send them an email or text follow-up, maybe saying “Do you have any questions about the best plan for you?” Then use that interaction to re-open the conversation with them.
5 Inbound Marketing Tools to Help You Generate Leads
Hubspot is perhaps the most popular inbound marketing software on the market. It lets you manage your customer contacts, marketing automation, sales workflow, and customer service. Their whole goal is to help you attract the right prospects, and to nurture them to purchasing.
JotForm is an online form builder that lets you collect website visitors’ information via a landing page. They have an easy drag and drop tool and thousands of pre-made templates to choose from, so you can capture the traffic you’re working so hard to bring in, and convert them into leads and sales.
Over 82% of customers consider quick responsiveness the #1 factor for a positive customer experience. A great way to enhance your customer experience is by adding some form of chat to your website.
Drift makes it easy to use a chatbot or live chat on your website. This helps you start more conversations because people would often rather ask you a question than dig through your site, and that leads to more prospects in your funnel.
MailChimp is a popular email marketing software that lets you create automated email campaigns, collect user information, design email templates, and more. To create an email sequence with MailChimp, you can add campaign and write emails in advance. Here is how you can integrate MailChimp to your site.
5. Text Request
People are actively searching for the products and services you offer, and for the content you provide. Most (about 70%) of those people are finding you on their phones, and text messaging is the #1 those people choose to communicate. Text Request lets them text you from your website.
This helps you turn more of your traffic into leads, and because text message responses are so much faster and more reliable than email, helps you close 100%+ more deals.
Generating leads is crucial for any business to grow, and the inbound marketing tools and tactics listed here will help you get started. To implement an inbound marketing strategy, first create something of value - a great blog post, an ebook, or a helpful video - that addresses your target customers’ questions or concerns.
Use that to prompt people to either subscribe or contact you, and you’ll almost instantly start seeing an increase in leads.