How to Generate Quality Business Leads with Inbound Marketing

Beginner’s Guide to Inbound Lead Generation

Imagine you're a fisherman. The key to catching fish isn't just having a boat or a fishing rod—it’s about choosing the right bait, casting it in the right place, and patiently waiting for the fish to bite. In marketing, this is called lead generation! It’s how companies find people who are interested in their products or services and eventually become real customers.

What Is Inbound Lead Generation?

Inbound lead generation is the process of attracting and converting potential prospects through various inbound marketing tactics, such as:

Content marketing
Email marketing
Social media marketing
Search engine optimisation (SEO)
Pay-per-click (PPC) advertising

Simply put, a lead is any person or company that shows interest in your product or service. However, not everyone who shows interest qualifies as a lead since not everyone is a potential customer. Inbound lead generation strategies aim to attract and engage your audience, convert them into leads, and eventually turn them into paying customers.

Why Lead Generation Matters for Brands

When someone's interested in your brand, the path from initial contact to customer is more natural. As such, your marketing activities should be focused on making this process as seamless as possible.

By focusing on lead generation, your business can:

Boost Your Brand: Reach more potential customers and make your brand shine.
Get Consumer Data: Learn consumer behaviours, like where they purchase products (social media or Google?), or what they’re craving in the market that you don’t currently offer.
Build a Lead Army: Gather qualified leads you can nurture into loyal customers over time.
Increase Sales: Turn those leads into paying customers and watch your revenue grow.
Create Loyal Fans: Build lasting relationships with customers who will rave about your brand.
Target Smartly: Focus on the right markets, save money, and boost your sales.

Types of Lead Generation

Lead generation is like a toolkit with different strategies to attract and convert potential customers. Here are the main types:

Inbound Lead Generation: Consider it the magnet approach—pulling in customers with valuable content like blogs, videos, social media posts, and webinars. SEO and PPC advertising fall into this category as well.

Outbound Lead Generation: This is the aggressive approach, where you actively seek out potential customers through cold calling, email blasts, and advertising. It’s a more traditional method but can still be effective.

B2B Lead Generation: Targeting other businesses? Use LinkedIn, attend industry events, and leverage Account-Based Marketing (ABM) to connect with specific companies.

Online Lead Generation: Harness the power of the internet with landing pages, lead magnets, chatbots, and live chat to engage and capture leads.

Offline Lead Generation: This is essentially the old school approach where you reach out to potential customers through phone calls, trade shows, and local events. Basically, any connection made outside of the digital world.

Hybrid Lead Generation: Combine online and offline methods for a powerhouse strategy. Think webinars with follow-up calls and online ads promoting offline events.

The Inbound Lead Generation Process

Here's how a business will typically approach lead generation:

Step 1: Identify Your Target Audience

Start by researching your existing customers, web analytics, and other resources to identify the ideal target audience. This research ensures that your campaign is directed at the right people.

Step 2: Attract Your Leads Into Your Sales Funnel

Create tailored content and distribute it through various channels, such as social media, and your website. This can be a blog post, video, infographic, or any form of content that resonates with your audience. The goal is to provide value and engage potential leads, drawing them into your sales funnel.

Step 3: Capture your Leads

Create a dedicated landing page for your specific campaign or use a website contact form to capture leads' information.

On the landing page, you can include a lead magnet, such as:

Free Consultation
Product discount
E-book/ Whitepaper download

Remember that the best offers often cause leads to take action, so make sure your lead magnet is irresistible.

Step 4: Qualify your leads

Now, let's qualify those leads—it's all about figuring out who's really serious.

You can do things like:

Segment leads based on their interests and behaviour on your website
Use lead scoring to determine a lead's likelihood of converting into a customer, and more.

We'll elaborate on this further later on.

Step 5: Nurture your leads

Now you want to continue building trust and warming up your leads. This will push leads through your sales funnel, from the top to the bottom.

Some ideas for nurturing leads include:

Sending helpful resources: Share blogs, e-books, or webinars that address their pain points or provide solutions.
Personalised emails: Use lead gen software to send personalised emails based on the leads' interests and behaviour.
Targeted ads: Show specific ads to your leads based on what they've shown interest in or what stage of the funnel they're at.

Remember, the goal of lead nurturing is to build relationships. Once your leads trust you, they're more likely to become paying customers.

Step 6: Let You Sales Team Take Over

Once your leads have been captured, qualified, and nurtured to the bottom of your sales funnel, it's time for your sales team to earn their pay cheque.

Ensure that your sales team:

Has access to all relevant lead information.
Knows how to approach the lead based on their interests and pain points.
Is equipped with persuasive tools like case studies and product demos.

With a lot of the hard work already done, your sales team should have no problems closing the deal.

Step 7: Retention and Upsell

You've closed the sale - well done! However, you'll want to retain these customers and potentially upsell them on other products or services.

Some tips for retaining and upselling include:

Provide excellent customer service: Keep your customers happy by providing top-notch support.
Stay in touch: Continue nurturing the relationship with your customers through regular communication, such as newsletters or exclusive offers.
Offer complementary products or upgrades: If you have additional products or upgrades that align with your customer's needs, it can be an easy upsell opportunity.

By taking care of your existing customers, you not only retain their business but also potentially gain advocates who will recommend your brand to others.

Step 8: Analyse and improve

To acquire leads more efficiently, you must constantly analyse your lead generation process and make improvements.

Review Metrics: Look at conversion rates, cost per lead, and other key performance indicators.
Gather Feedback: Collect feedback from both leads and your sales team what problem areas could be improved.
Optimise Tactics: Adjust your content, offers, and outreach methods based on what’s working and what isn’t.

With this information, you can continuously refine and improve your lead generation strategy for maximum success.

How to Attract Leads with Inbound Marketing

Ok, lets get to the meat and potatoes - how do you actually attract leads?

Here are some effective tactics to get you started:

Use Social Media

Social media is a goldmine for generating leads. Engaging on these platforms can build a strong community and attract quality leads. According to recent data, 68% of marketers say social media marketing has helped them generate more leads

Tips for Attracting Leads:

Create Ad Campaigns: Target specific demographics and interests with social media ads.
Share Valuable Content: Post blog articles, infographics, and industry-related content.
Engage with Followers: Respond to comments, messages, and mentions on your business page to show approachability.
Create Tailored Content: Tailor content to your audience, like travel guides (if you're a travelling agency) or makeup tutorials (if you're a cosmetics company).

Get Referrals

Did you know that 92% of people trust referrals from friends and family over any other type of advertising? If not, you may want to use the power of word-of-mouth to attract leads.

Tips for Getting Referrals:

Offer Incentives: Provide discounts, freebies, or exclusive offers to customers who refer friends and family.
Just ask: Don't be afraid to simply ask satisfied customers to refer others - they'll likely be happy to do so!
Create a Referral Program: Make it easy for customers to refer others with referral codes or links.

According to statistics, companies that have invested in referral marketing campaigns saw an 86% increase in revenue compared to the previous year. That means that your referral efforts, if done correctly, can significantly impact your bottom line.

Use LinkedIn to Connect with Professionals

If you're in the B2B space, you can attract leads by using LinkedIn. This platform allows you to connect directly with company owners and other decision-makers, ensuring you're not relegated to a general customer service inbox.

In fact, the platform is so effective that 62% of marketing experts consider LinkedIn as the the best lead-generation platform available.

Tips for acquiring leads on LinkedIn:

Optimise Your Profile: Ensure your LinkedIn profile is professional and up-to-date.
Join Relevant Groups: Participate in industry-specific groups to network and share insights.
Send Personalised Connection Requests: Show genuine interest by personalising your messages.
Share Relevant Case Studies: Highlight your company's successes, like increasing your client's business sales by 30%.
Engage with Posts: Comment on and share posts to boost visibility and build relationships

These all help lay the groundwork for turning LinkedIn connections into future customers.

Optimise Your Website for SEO

Building a website is just the start. To attract potential customers, it needs to be optimised for search engines. Here are a few ways to boost your visibility:

Keyword Research: Use tools like Google Keyword Planner to find what keywords and topics your audience is searching for.
On-Page SEO: Integrate contextually relevant keywords into your content, meta tags, and headers.
Quality Content: Create blog posts, guides, and articles that answer your audience's questions.
Mobile Optimisation: Ensure your website looks good on mobile devices.

How to Separate the Good Leads From the Bad

Start by tracking all your incoming leads with tools like website forms and marketing software, such as HubSpot or Mailchimp. When someone fills out a form to access your offer, you'll now have their name, email, and contact info. This lets you sort them into new leads, returning customers, or irrelevant contacts.

Below are tips to help you identify quality leads:

Add Extra Fields to Your Forms

In addition to the basics, ask for more information on your forms. For instance, if you're a B2B company, ask for their job title or company name. If you're B2C, request their interests or demographics. This helps to segment your leads and target them with personalised communications.

Lead Scoring

Develop a scoring system to prioritise leads based on their behaviour, actions, and demographics. This means each lead will get a certain amount of points, and the higher the score, the more likely they are to convert. For example, someone who fills out a form and visits your website multiple times would score higher than someone who only visited once.

Points can be awarded for:

Downloading content
Opening emails
Clicking links
Visiting specific pages on your website

Once you've scored your leads, you can focus on the ones with higher scores and put more effort into nurturing them.

Use a CRM System

Use a CRM system like SalesForce or Zoho CRM for leads from LinkedIn or email campaigns to keep track of all interactions. This way, you can see the entire history of communication with each lead and tailor your messaging accordingly.

Ask the Right Questions

When communicating with leads, ask open-ended questions to get them talking about their pain points and needs.

Questions can include:

What challenges are you currently facing?
What goals do you have for your business/personal life?
How can our product/service help you achieve those goals?

These questions provides unique insights into each lead's specific needs and helps to tailor your messaging and offerings accordingly.

Focus on Lead Quality, Not Quantity

When running a lead generation campaign, focus on lead quality. This means targeting leads who clearly intend to buy your products and meet your criteria (e.g., age, location, income). Here are the pros and cons:

Pros:

Improved Conversion Rates
Increased ROI
Higher Customer Satisfaction

Cons:

Time-Consuming
Outsourcing Challenges
Risk of Leads Backing Out

Top Data Insights from Marketers on Effective Lead Generation

Curious on what strategies real-life marketers have found most effective for lead generation? Here are some key data insights from a study by Ascend2:

Effective Lead Generation Strategies

Social Media Marketing: 47% of marketers find social media marketing highly effective.
Email Marketing: 46% of marketers consider email marketing to be effective.
Content and Video Marketing: 39% of marketers rely on content and video marketing.
SEO (Search Engine Optimisation): 38% of marketers prioritise SEO.

Key Goals in Lead Generation

Increasing Sales Opportunities: 55% of marketers focus on guiding leads through the sales funnel with relevant content and offers.
Boosting Customer Conversions: 53% of marketers aim to turn leads into paying customers using personalised follow-ups and targeted offers.

Lead Nurturing Techniques

Email Marketing for Nurturing: 47% of marketers use email marketing to keep leads engaged and moving down the funnel.
Content and Video Marketing for Nurturing: 45% of marketers use content and video marketing to keep leads informed and interested, providing value and building trust.

Improving Effectiveness and Resource Utilisation

Improving Tactical Effectiveness: 84% of marketers report that their digital demand creation tactics are improving due to keeping updated on current trends and technologies.
Resource Utilization: 56% of marketers find that a mix of in-house and outsourced resources brings specialised skills and fresh perspectives, boosting strategy effectiveness.

Lead Generation Frequently Asked Questions (FAQs)

What is Lead Generation?

Lead generation involves actively seeking out and attracting people who could potentially be interested in your offerings. To generate leads, you can use various tactics and strategies such as email marketing, cold calling, content marketing, social media marketing, PPC advertising and more.

How do you generate leads?

There are many ways to generate leads, including using lead magnets (e.g. ebooks, webinars), conducting surveys or contests, optimising your website for search engines, and leveraging social media platforms. Ultimately, your strategies should be tailored to your target audience and goals.

Why Is Lead Generation Important?

Without lead generation, businesses would have to hope that potential customers stumble upon their products or services. Lead generation allows businesses to proactively attract targeted prospects, build a steady sales pipeline, and improve their return on investment. It enhances customer engagement by enabling businesses to understand and address the needs of potential customers early on.

What Is a Lead Generation Tool?

A lead generation tool is any software or platform that helps businesses attract, gather, and manage potential leads. These tools can range from email marketing automation software to social media management platforms to CRM (customer relationship management) systems.

How Do I Measure the Effectiveness of My Lead Generation Strategy?

If a lead generation strategy is successful, you should see an increase in leads, sales, and overall customer engagement. This is why you'll want to track and analyze key metrics such as website traffic, conversion rates, lead sources, and customer retention.

Another sign of a successful lead generation strategy would be having more higher-quality leads. The more targeted and qualified your leads are, the higher chance you have of converting them into customers.

What Is the Difference Between B2B and B2C Lead Generation?

B2C and B2B lead generation are different because they target different audiences. B2C is all about reaching individual consumers, so you'll see strategies like social media marketing, influencer partnerships, and consumer surveys. It's about connecting with people on a personal level and appealing to their emotions and needs.

On the flip side, B2B focuses on targeting businesses and the decision-makers within those organisations. This means using tactics like networking events, email marketing, and content marketing that address specific business challenges. The goal is to build relationships and show how your product or service can provide a solid return on investment for the business.

MagicBrief: Boost Your Lead Generation

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Here’s how MagicBrief helps you generate leads:

Inspire:

Ad Library: Save and organise top-performing ads from Facebook, Instagram, and TikTok.
Ad Packs: Explore curated collections of winning ads for creative inspiration.
Brand Tracking: Keep an eye on competitors and stay ahead of trends.

Insights:

Real-Time Data with visual breakdowns: Sync your ad accounts for instant performance insights that’s easy to understand.
Sharable Reports: Create and share detailed analytics to refine your lead generation strategies.

Briefs and Storyboards:

Detailed Briefs: Use the block editor to craft comprehensive briefs and storyboards.
AI Concepts: Quickly generate new ad ideas with AI-driven concepts.

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