Understanding Lead Generation In Digital Marketing

lead generation in digital marketing

Understanding Lead Generation In Digital Marketing




When it comes to traditional or digital marketer, you will always have to attract leads who are going to be interested in your business or other things that you have for sale.  Most often, as a business owner that has product to offer, you will have to come up with contents that will allow you to project your products and services that you have to offer. In this article, I want to talk about all that you need to know about lead generation in digital marketing. Follow me as we are going to look at that in this article.


Lead generation in Digital Marketing is the process of generating sales leads for a product or service which may turn into sales for the company. It allows you to reach out to potential individuals who are likely to be interested in your products and services. You should know that the process of lead generation is of benefit to both the buyer and the seller. Here, the buyer can inquire about the products and services from the seller. The seller also demonstrates their products and services and generate interest in the products or services.


There are four major elements when it comes to lead generation for products. It goes as follows:

#1 Offer 

Most at times, lead generation strategies will often start with an offer. Offers always include free product demonstration, free download of PDF, whitepapers and ebook among others. Some of these tools are what prospects are looking for and they will be ready to do anything to get it. At times, prospects or visitors are asked to provide their emails so that they can download eBooks and whitepapers among others.


#2 Call To Action

This is a text, image or button that redirects the visitor to landing pages so that they can view the offers and the PDF easily.


#3 Landing Page

This is a specialized page that contains crucial information about your product, offers and a form to download the PDFs and whitepapers among others.


#4 Form

This is a ways to capture information about the prospective leads. This is used to collect information from prospects in exchange for an offer. You should note that it will be difficult for customers and prospects to supply the information and the details you need without giving them something in return. This can be in form of PDFs and Infographics or e-books among others.


Now. Ways of generating leads…
#1 Advertising

Advertising is one of the means of generating leads for your organization. You can do that by making use of different media to create awareness about your products and services. Here are some of the strategies you can adopt in order to advertise your products and services.


You can place inexpensive ads in email newsletters and your websites in order to pass the right messages to your target audience. We often see banks making use of this method to create awareness about their products and services. As they are sending the alerts and other messages, they are also incorporating their ads so that you will be aware of what they have to offer.


Also, you also need to use direct response ads as part of your means of lead generation. You can ask the viewers if you can contact them with more information about the products and services that you have to offer.


You also need to learn how to make use of compelling to increase customers and prospects interest in your products and services. The type of headline that you give your content will often determine whether prospects will be interested in your products or services or not.


You also need to showcase your ads in some of the most targeted publications. That is why most people will often decide to place their ads on website.


#2 Referrals

Referral allows you to recommend an organization’s product to others and earn a commission. Here are some of things that you should have at the back of your mind when it comes to Affiliate marketing.


In carrying out affiliate marketing, you can offer discounts on your products and services for the clients who gives you referral. They might be asked to pay lesser amount that they supposed to pay. This allows them to refer more people and get discounts on product purchased.



There is also the use of “loss leader” referral system. Here free samples of your product can be given to new clients for creating awareness about your products, which will in turn generate more sales for the organization.


You can also partner with other non-competitive organizations. You can asked them to assist you in sending your promotional messages to clients in their database. For example, a seo company can decide to partner with a SEO blogger in order to make his services available to his blog followers.



Also, you can conduct surveys, and ask for feedback from the customer about ways to improve your products and services. This will give your customers a sense of belonging. It will also improve their commitment to the organization.


You also need to get a free sample of your products and services as a gift to your client and ask him to give it to someone to give to their friends and acquaintances.



#3 Trade Shows

This is another crucial ways of generating leads for your products and services. Here, you will have to choose the right trade shows that can help you project your products and services to the right form of audience. You must choose the trade show that can give you the greatest conversion rate. Also, to generate leads at Trade shows, you need to communicate properly about the product you are offering for sale. This is enable the right type of audience to show interest in the products or services.


#4 Feedback

Another way of generating leads for businesses is through feedback. He you open up channels through which customers can communicate about what they feels about your products and services. To get leads through feedback, here are some of the things you need to know. First, some people visiting your website read about your products and services and make product purchase. It is also possible that most visitors coming to your website do not take time to read about your products and services.


Also, you have to make sure that before a user jumps to the next page, you make use of a pop up to collect feedback from user. This will help you to know what they are looking for exactly.


You can now use this feedback form to contact the customer and find out the reason why they are not interested and take time to clarify their doubts about your products and services.


You can also use other useful articles for your customers and ask them to fill out a form.



#5 Soft leads

Another means of generating leads for organizations is through the use of soft lead methods. Soft leads are leads that exchange an email address or contact address for something that is of value to them such as access to a whitepaper or free samples. Also, social media referrals at times can also be referred to as soft leads.


Social media platforms are ideal for spreading awareness about a company and gathering potential information about prospects that might be interested in your products and services.


Also, soft lead generation is the most ideal for businesses trying to target leads early in their sales lifecycle.


You need to know that lead generation plays an important role when it comes to the success of any marketing strategy. It has to do with creating engaging contents for webinars, videos, whitepapers and guides that direct users towards lead funnels.


Most at times, when it comes to online marketing, your Return On Investment is calculated based on the number of soft and hard leads that you are able to convert. Hard leads measures the success only through sales and revenue earned from the website.


Soft leads makes the visitors to perform certain actions such as provide contact information, fill a form and create an email account among others.







Action Point

I know you might agree with some of the points that I have raised in this article. You might not agree with some of the issues raised. Let me know your views about the topic discussed. We will appreciate it if you can drop your comment. Thanks in anticipation.

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About Adeniyi Salau 826 Articles
I am an IT enthusiast and a man of many parts. I am a Certified Digital Marketer, Project Manager and a Real Estate Consultant. I love writing because that's what keeps me going. I am running this blog to share what I know with others. I am also a Superlife Stem Cell Distributor. Our Stem Cell Products can cure many ailments.

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