How Do SMBs Generate Quality Leads

The SMBs industry is booming, and it has been estimated that there are currently many people considering small adoption. But despite all this growth, small companies find it very challenging to find qualified leads at a reasonable cost. Are you facing the same issue? This blog will guide you to generate quality leads for your small business by focusing on where you need to improve.

To have success in generating leads online, you need a reputation for integrity and high-quality work. If your company is committed to quality then automatically that will create your strong customer base. With great positive feedback from happy customers, you need a modern website that’s ready for lead generation.

If you want leads tomorrow, you can buy them from lead-generation vendors. The big disadvantage of buying leads is that once you stop buying them, the flow of leads shuts off. You can buy leads for a year, but when you stop buying those leads, you’re no closer to generating your own in the future. So it's always advised to make a long-term plan to generate your leads than purchasing them.

So here we are, helping you with some effective strategies to generate leads online. 

1. Company website

Successful SMB owners stated that leads from their company’s website make up to 10 to 15 percent of new customers.

For all the small businesses in the 21st century, it is necessary to have a clean and up-to-date website. In the complete buyer's journey, a customer will visit your website at least once during their shopping process. So you should use this as an opportunity to showcase your product strength and customer base. Here are a few points which you must consider on your website.

• Mobile responsive: Your company website needs to be mobile responsive, as more than half of web traffic these days comes from phones, your website needs to be mobile-friendly.
• Relevant content & Blogs: The website should highlight your company's products and services but it also addresses all personas in your business. It is necessary to build trust and authenticity, and relevant content is one of the best ways to achieve it. The fresh and optimized content also helps SEO to get traffic from web searches. You can think about running a blog on your website which will give you an advantage over your competitors.
• Contact form: The most important thing, your website must-have. It will help prospects communicate with you and provide information to your business about them.
• Offers: Downloadable ebook or free 15 days trial acts as lead-magnet. There could be any kind of offer you present to your prospects but it just needs to be useful enough that they consider giving you their details to download it. This will help you to get the visitor’s email address.

Here is our detailed blog on improving your SMBs website to generate the lead.

2. Digital Marketing

Digital marketing is an effective way to promote service/products. To drive traffic to your website, you’ll want to focus on relevancy. You can fix your target customer like the people in a particular area or the customer who is searching for eco-friendly products. The main advantage of doing digital marketing is that you can focus on a customer who is already looking for your business.
Social Media, Organic Search, Paid Search are all effective digital marketing techniques. Notice that depending on the traffic sources, the strategy changes. But it going to generate leads for your company.

There could be paid as well as unpaid ways to generate leads online through digital marketing. Paid are mostly PPC and email platforms. SEO and social media are some of the unpaid ways to generate quality traffic. It is very efficient as you can track the performance of your campaigns through digital channels and optimize it based on past performance to generate better results.

3. Customer referrals

You can get up to 30 to 50% of all your leads from positive customer referrals. You can apply referral techniques like Revolusun, Hawaii’s biggest residential small business of some service, which tried the referral strategy for generating leads. They give $500 to a person if he refers someone to Revolusun who then ends up buying a system. Applying happy customer feedback on the testimonial section or adding a small video will help to prove the authenticity of your work to a bigger audience. Adding actual customers photo or feedback will greatly improve the trust factor as so does leads.
But this is not a sustainable way to generate leads as it doesn’t give you complete control of the lead generation process, unlike digital marketing and website. You can give your best service to the customer and just hope that they will bring along more business to you in terms of referrals.

4. Partnerships & events

One more report from EnergySage says that partnerships and events provided 10 to 15% of their new customers. Participation in local events is an opportunity to have face-to-face conversations with prospective buyers. Town-wide programs are great partnership opportunities for your company to build up its credibility and engage with strategic partners.

Generating leads isn’t the end of your business process however it is the most integral and initial step of your business growth. You need to efficiently track and optimize your efforts to see which source is performing better in terms of the quality of leads generated. You also need to evaluate the sustainability of your efforts so that you can replicate the best method for future efforts. on that note, you can’t rely on referrals to give your business the desired results but you can try optimizing your website as a lead generation machine. Once that is done you should focus on strategic digital marketing to generate qualified leads and to convert them into paying customers through lead nurturing.

Conclusion

Looking to optimize your website into a lead generation magnet? here is the solution please click the button below to get connected with one of our lead optimization experts and generate quality leads for your business.