8 Great Lead Generation Tactics for Your Small Business

Even if a company has a winning product, a top-notch customer service model and a team full of overachievers, it won’t go far if nobody knows about it. While the way we generate leads is rapidly evolving, the goal remains the same for small business entrepreneurs: to grow business without maxing out the budget. Thankfully, there are dozens of amazing ways savvy small business marketers can tout their businesses on a dime, thanks in large part to the power of the internet. The best part is, digital marketing has leveled the playing field significantly, so smaller companies can compete with the big guys in powerful ways. Here’s how the best brands are doing it.

Act as the Expert: Try Content Marketing

Content marketing means creating and sharing industry-related content—guest articles, blogs, videos, infographics, etc.—that may be of value to a potential lead. This type of marketing is all the rage, and it works. In fact, according to Marketo, 93 percent of business-to-business companies say that content marketing generates more leads than traditional marketing. On top of that, the pros report that content marketing strategies can earn you three times as many leads as traditional outbound strategies but at a cost savings of 62 percent. There’s no reason why any company should skip this high-yielding tactic.

Rely on Leaders: Advertise on the Right Platforms

Today’s lead generation efforts are all about streamlining and creating hyper-targeted advertisements (more on that below). And with so many industry-specific platforms out there, it’s easier than ever to get the word out about your product or service, so long as you select the right ones. Rather than casting a wide net on social media, take your ads to websites and apps that serve your ideal customer. If you’re in real estate, place ads on Zillow, Redfin and Trulia. If you’re a contractor or a carpenter, funnel some of your dollars into HomeAdvisor, Thumbtack or Angie’s List. There’s a site for just about everything these days.

Market Smart: Tout Your Strengths

If you work in an industry that’s especially competitive where you live, you have to come up with a special formula that can’t be replicated by others. One of the best ways to do this is to play heavily to your strengths and what sets you apart. Advertise why you’re the best choice. Perhaps you earned a special award in your region, or you’re known for completing work in half the time as the other guys. Make sure that the copy on your ads reflects the things that make you different from the competition.

Go Digital: Try Targeted Marketing

Gone are the days of casting a wide net in the newspaper or on TV and hoping blindly for big returns. Now, you can zoom in on your target consumer and play only to him or her. By studying the demographics of your highest value customers, you can create a customer persona that you can then use to advertise on social media, Google Ads and other platforms. These days, you can advertise to very specific users by age, gender, household income, education level and even hobbies and interests. Make sure to capitalize on this opportunity if you’re able to carve out a basic persona of your core customer.

 

Put Yourself Out There: Attend Industry Events

With buzzwords like targeted marketing and search engine optimization(SEO) dominating the sales dialogue, it’s easy to forget that good, old-fashioned networking still works, too. The fact of the matter is that attending industry events is especially effective in certain industries, especially business-to-business fields and niche markets. Attending trade shows, conferences and even industry happy hours gives you the chance to demo your product or service, to make a personal impression and to connect with others with whom you can forge valuable long-term business partnerships. Take it up another level by hosting your own industry event, and make sure to blast it on email and through social media to get the word out.

Go Word of Mouth: Implement a Referral Program

You spend a lot of time ensuring that your customers are happy, so they share your company with their friends and write good reviews online. But, without an incentive, most people won’t go out of their way to share information about your business with those around them, which is why implementing a referral program could be well worth your while. It’s simple: referrals work, with customers being four times more likely to make a purchase when referred to by a friend and referred customers bringing as much as a 37 percent higher retention rate.

Share the Love: Forge Partnerships with Other Businesses

As they say, business begets business. Cozy up with other business owners and entrepreneurs in your industry or area in order to create high-value partnerships that could pay you back royally. Sharing leads and going in on advertising efforts—such as collaboratively sponsoring an advertising campaign or working on a special offer for customers of both companies—can help you earn your company twice the business at half the price. Remember: it takes a village to run a business!

Let Them Come to You: Leverage SEO

Last but not least, don’t miss your opportunity to garner attention from Google and other search engines through SEO. Boosting your website’s SEO performance can ensure that it appears at the top of the search engine results page (SERP) when someone queries your business and related keywords. Follow SEO best practices, like including keywords in your website and creating high-quality, original copy for each page, in order to trigger Google to rank your page higher.

Guest Post: About the Author 

Jason brings 15 years of deep technology, product development, and marketing experience to Surety Bonds Direct. He has been leveraging Agile practices for well over a decade and is versed in various Lean practices as well. Jason has worked on substantial and complex systems dealing with secure information ranging from payroll and employee systems, to e-commerce, to travel-reservation APIs.

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