As marketers, one of our jobs is to create qualified leads, or MQLs, for our sales teams, but this can sometimes be easier said than done. There is a lot of noise out there, and we are all fighting for the attention of our prospects. This leads to the question, how do you stand out and get seen?
There are many tried-and-true ways to generate interest in your product, such as an email campaign, the use of social media, and even webinars. Those are all good methods, and you should continue to use them if they are bringing you success. But sometimes an out-of-the-box idea that offers your prospects something different is just what your lead generation campaigns need. To help you go from zero to hero for your sales team, below are four fun and interesting ways to capture these leads.
Give a quiz
Interactive content, such as a quiz or survey, is an effective method for generating interest in a product or service. According to a recent INC article, marketers found interactive content to be 93% more engaging to consumers versus the 70% effectiveness of static content. When a prospect is actively consuming your content, it is far more memorable and can often lead to more action being taken, such as requesting a demo or a call.
The basic quiz formula includes a few questions, with the participant filling out their name and email address in order to get the results. Quizzes are often used for B2C products and services, but they can be used for B2B as well.
Here are a few tips for creating a solid quiz:
- Use questions that tie into the prospects pain-point that you are trying to solve
- Multiple choice answers are best
- Keep the quiz short, no more than 3-5 questions
- Send results by email (capture those leads!)
Offer more content in your content
Content upgrades are a great way to generate leads in a less obvious manner than an outright offer. These are best placed in non-gated, generally accessible content, such as blog posts, website, landing or pillar pages. They often come in the form of a well-placed CTA box within a piece of content, offering the reader a chance for more information. When clicked, the reader must fill out a form (usually name and email address) to get the additional piece.
If you decide to go this route, make sure the content itself ties into the current blog post or web page, etc. Otherwise, prospects can get confused about why they’re being sent to a totally irrelevant piece of content, which will ultimately decrease the chance of capturing them as a lead.
A few examples of content upgrades include:
- Tip sheets
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Collabs aren’t just for TikTok
Joining forces with another company extends your reach and generates interest with an audience you may not have been able to access on your own. Work with companies that your marketing personas may find interesting, that they already use, or that tie in nicely with your product or service offering.
Collaborations can be done in the form of joint webinars or podcasts, guest blog posts and speaking opportunities. Make sure to include a takeaway, such as an eBook, whitepaper, or tips sheet, to keep your business top of mind at all times.
Not sure how to get started? Create a short list of companies you would like to collab with and start reaching out. Make sure to come with an idea in-hand, to make it more likely they say yes.
Tap into the power of SEO
Search Engine Optimization (SEO) is another way to drive brand awareness on the web. By focusing on specific keywords (that make sense to your business), you can reach a new audience and create interest in your product and service offerings.
There are a few different SEO tactics you can use, from purchasing keywords and running an AdWords campaign, to leveraging customer reviews and using longtail SEO in blog posts. Before diving in, take time to research your audience (review those customer personas) to really understand their pain points and what they will be searching for on Google. This will help drive your keyword research and ultimately select the best SEO methods to use.
Use these ideas to inspire your next marketing lead generation campaign. Feeling stuck or a little unsure? That’s where we come-in! We love coming up with out-of-the-box ideas for creating brand awareness and capturing new prospects. Reach out today to get started.
Already have a creative idea for generating marketing leads? We want to hear it! Leave your idea in the comments below.