Inbound lead generation is one of the most important aspects of a successful marketing strategy. If you’re managing a call center and not generating enough inbound leads, your contact or call center is missing out on a lot of potential revenue. Keep reading to learn five ways that you can start generating more inbound leads for your business.
Table of contents
Outbound vs. inbound: what’s the difference?
In order to generate more inbound leads, it’s important to understand the difference between outbound and inbound lead generation. Outbound lead generation is the process of proactively reaching out to potential customers through things like cold-calling or direct mail. In contrast, inbound lead generation is about creating content that pulls people towards your company. Inbound lead generation is often more effective because it’s targeted and personalized.
Here are five rock-solid ways that you can generate more inbound leads for your business.
5 ways to generate more inbound leads
Improve your content
If you want to attract inbound leads, you need to generate quality content. This could mean blogging, creating infographics, or developing helpful eBooks or whitepapers. Created specific content that speaks to one of your target audiences. The more relevant the content, the more likely a potential customer will engage with it.
Within your content, use clear and specific call to actions (CTAs). What action do you want your target audience to take after they read or watch a piece of content?
Whatever type of content you create, make sure it’s high-quality and informative. If your content is helpful and trustworthy, potential customers are more likely to be interested in what you have to offer.
Expand your platforms
While email is a proven medium to interact with your audience and generate leads, there are other worthwhile platforms to explore. Take podcasts, for example. They continue to grow in popularity and are applicable across industries and markets. It’s also easier than ever to produce quality audio content. You can outsource your podcast or see if any of your current employees are interested in managing this project. Check out this guide to get started.
Another proven platform to explore is social media. Generate inbound leads with YouTube by using annotations and in-video links. Annotations are those little pop-ups that show up in the corner of a video after it’s been watched for a few seconds. You can use annotations to link viewers to your website, landing pages, or even other videos on your channel.
Use these platforms to drive traffic to an opt-in form. Building your email list through lead generating forms is a useful goal as email marketing is still one of the most engaging marketing strategies across B2B and B2C.
When a visitor fills out a form, they’re providing you with their contact information and expressing interest in your products or services. You can then follow up with these leads to try and convert them into customers.
Retarget with ads
Retargeting is a form of online advertising that allows you to show ads to people who have already visited your website. Once you’ve placed a pixel on your website, you can use it to create an audience in your ad platform of choice (like Facebook, LinkedIn, Twitter) and serve them targeted ads.
This is an effective way to generate inbound leads because you’re targeting people who are already interested in your products or services. If they’ve visited your website, there’s a good chance they’re interested in learning more about what you have to offer.
Retargeting can be done through display ads, search ads, and social media ads.
These are banner ads that you see on websites. They can be in the form of a pop-up, interstitial, or general banner ad.
These are ads that show up when you search for something on Google or another search engine.
Social Media Ads
These are ads that appear in your social media feed.
Invest in your blog (and SEO)
If you don’t have a blog, start one. If you have one, make sure it’s in tip-top shape. Investing in your blog will pay off in the long run because it’s one of the best ways to generate inbound leads. This means writing quality content that is aligned with your buyer persona and keyword strategy.
It’s also key to optimize your blog posts for SEO. Use the right keywords, tag your images, and create meta descriptions. Make sure your blog is mobile-friendly and easy to navigate. If potential customers can’t find what they’re looking for or have a bad experience on your website, they’re less likely to convert into leads.
Automate your inbound sales strategy (and sales process)
Automating these processes ensures you can handle more leads. There are a number of ways to use automation to streamline your inbound sales strategy, but here are a few to get you started:
- Use an inbound sales CRM to capture and track leads through the buyer’s journey.
- Implement lead nurturing campaigns to automatically send targeted content to leads based on their interests and needs.
- Use marketing automation software to automate tasks like email marketing, social media, and lead generation.
By automating your inbound sales strategy, you’ll be able to generate more leads and close more deals in less time.
Why not just buy leads?
As tempting as it is to outsource your call center services and purchase lead lists, it’s ineffective, costly, and can actually hurt your brand awareness. Did we mention it’s against regulation? GDPR doesn’t allow companies to email recipients who haven’t explicitly opted in to receive communications from them. By following the tips we’ve outlined, you can generate more leads while staying compliant with federal and local regulations.
How can LiveVox help?
LiveVox is a cloud contact center solution that offers inbound and outbound capabilities, as well as a host of features to help you close more deals in less time. Our inbound call center software includes features like lead capture, call recording, local presence, and more.