Lead generation is necessary for a small business to survive.
Unlike larger businesses with more established customer bases, small businesses need a robust lead generation strategy to survive. And, with tight marketing budgets and limited resources, small businesses can’t afford to make many mistakes.
Fortunately, lead generation doesn’t have to be hard. Here are a few tips to help you generate the leads you need for your small businesses, regardless of your budget or your marketing knowledge.
Why Should You Care About Lead Generation?
Lead generation happens in every business, whether by accident or by design. After all, it’s the only way to find, attract, and convert potential customers.
If you wait for lead generation to happen organically, perhaps helped by your location or your great customer service, you may not generate as many leads as you could. And not many small businesses with a couple of bad months with few new leads can survive for long.
Taking agency on lead generation can help you showcase your products or services to the right person at the right time, attracting high-quality prospects instead of letting them go to the competition.
By focusing on lead generation, you can help ensure a reliable flow of leads for your sales and marketing teams to convert into paying customers.
These Are Solid Small Business Lead Generation Tips
Here are a few great lead generation tips to get you started:
Develop irresistible cold email campaigns
Cold email marketing is a powerful and cost-effective way of proactively finding the right leads and pitching your solution to them.
When done right, cold emailing can go beyond the stereotypical spam, and become a powerful and reliable way to find and convert leads.
If you want to get started as soon as possible you’ll need two things: a detailed list of high-quality leads, and a cold emailing solution to contact them.
The latter is easy to find. Platforms like Mailshake use the power of your email to start robust cold emailing campaigns. However, high-quality leads are often harder to find. You can generate them through other techniques listed below, or you can use a lead generation platform like UpLead to buy leads.
With UpLead, you can use the characteristics of your customer persona to generate leads on command. Just search through the vast database and pick the leads you want. Then, UpLead validates all emails in real-time right as you download them, so you can put your new lead list into your next cold email campaign.
SEO
SEO is a must for any small business looking to get organic leads. By optimizing your website and aiming to develop competitive and optimized content, you can target a very specific niche and become a topic authority.
However, it doesn’t happen overnight. That’s because SEO efforts take quite a bit of time to pay off, with your progress being measured monthly and even annually.
Get started by ensuring your website is fully optimized with any free SEO tools. Then, perform keyword research to find content ideas for your customer persona, and make sure you take some time per week to develop and evaluate SEO efforts.
Do you want to implement a successful lead generation strategy for your business?
Social Media Communities
Social media communities are a great source of highly-targeted leads. When used right, you can find communities filled with users matching your customer persona, and use them to quickly generate high-quality leads at very low costs.
Get started by using your customer persona to find communities according to their interests and in the social media channels of their preference. Once you’ve found a few good communities, focus on adding to the existing conversation instead of selling immediately. Find ways to help the community, giving valuable insights or answering queries from other users.
Then, you can find ways of organically introducing your products or services, like when answering a query about the pain points your solution solves.
When trying to shine out, make sure that your content is visually appealing. Use eye-catching images and emojis (from sites Emojipedia like or Emojis) to spice up your copy.
Content Marketing
Content creation doesn’t just help you with SEO. Great content gets traffic that you can redirect to your website, and become valuable, low-cost leads.
Find the content your customer persona already consumes, and focus on creating content for those channels. This can help you decide on whether you should develop videos, infographics, blog posts, or other content.
Then, develop content aimed at your customer persona, keeping it as engaging and as valuable as possible. Take your time to look through the existing content so you can identify knowledge holes you can fulfill.
Paid Search Ads
Needless to say that you should invest in digital leads and PPC ads are a great source of constant and reliable traffic, although at a fairly high cost per lead.
With PPC ads, you can showcase your landing page as the answer to people’s queries, bidding with your competitors for the top position. This allows you to target intent-driven queries, and ensure your solution is seen before everything else.
Keep costs to a minimum by targeting long-tail keywords with high intent, and develop landing pages specifically for those queries. This will help your solution find highly-targeted queries at lower prices while offering a personalized solution to the user.
Display Ads
Display Ads often come in the form of text, images, videos, and hyperlinks shown as advertisements online. Although they can be harder to target, they offer you a great chance of displaying your brand and making a deeper impact.
Use display ads to build brand awareness around your small business. Design them to attract users going through their discovery process, capitalizing on the visual capabilities of these ads to showcase your products and services through memorable ads.
Social Media Ads
Social media ads allow you to display advertisements on Facebook, LinkedIn, Instagram, Twitter, and any other social media channels your target audience uses.
Often, as in the case with Facebook and Instagram, social media ads can reach a laser-targeted audience, assuming you have the time to learn how to do it right. With so many advanced features and technical processes, taking full advantage of these ads often involves spending a long time getting familiar with the platform before creating the very first ad.
Make sure you’re spending enough time to fully know the capabilities and features of the social media advertising you’re using. Then, you’ll be able to create hyper-relevant ads and show them only to hyper-relevant audiences.
Online and offline events
Online and offline events give users the chance of seeing the people behind your brand. They can become great ways of creating a deeper and long-lasting connection with your audience, and help them on their way of becoming brand ambassadors.
However, a small business may not have the funds to set up a large live event in the hopes of attracting leads. Instead, you can keep your cost down through online events. Focus your budget on developing valuable lessons, recording them with the proper equipment and choosing the right hosts for each topic.
Then, go offline by attending expos and networking events, and even paying to attend seminars, classes, and other events where you can find your target audience.
Grow your business by applying our lead generation tips!
Referrals
Referrals are some of the most valuable, high-converting leads you can get. If you have a small business, you need to ensure you’re making it as easy as possible for your customers to refer you to their friends.
You can get started getting referrals by simply asking for them. Establish a process to ask for referrals after a great customer interaction, and make it easy for your audience to share your content through sharing buttons and optimized pages.
You can take referrals one step further by creating a robust referral system, where you can reward your users for every lead they refer that ends up converting.
Review Sites
Like them or hate them, review sites will eventually feature your brand if they don’t already. The only thing you can do is to try and keep reviews as great as possible.
Get started by asking customers to rate your business on relevant review sites, especially after they’ve had a positive interaction with your brand. Keep an eye on your ratings and, if possible, answer negative reviews with helpful responses, and use that data to improve your sales process.
Free Tools
If you have a small business, paying hundreds or thousands of dollars per month for powerful omnichannel marketing tools is simply impossible. Luckily, there are cheaper, and even free options you can use that, although limited, can get you the help you need.
HubSpot, for example, has a famously generous forever-free tier specifically made for small businesses.
Final Thoughts About Small Business Lead Generation Tips
Small businesses today have a great advantage with online advertising leveling the way and allowing competitors big and small to have their share.
Get started today by identifying the best lead generation solutions, and ensuring you have leads being generated constantly for all stages of your sales funnel.
If you spend time and resources building a reliable sales process, you’ll save a lot of them down the line, and ensure your small business grows as fast as possible.
Growth Hackers is an award-winning digital marketing and growth hacking agency helping businesses from all over the world grow. There is no fluff with Growth Hackers. We help entrepreneurs and small business owners with lead generation, optimize their conversion rate, gather and analyze data analytics, acquire and retain users and increase sales. We go further than brand awareness and exposure. We make sure that the strategies we implement move the needle so your business grow, strive and succeed. If you too want your business to reach new heights, contact Growth Hackers today so we can discuss about your brand and create a custom growth plan for you. You’re just one click away to skyrocket your business.
1 Comment
Well written and informative article you have done here. Love it.