Lead Generation

Three easy ways to generate more leads with Inbound Marketing

Number one: Align your content offers with each stage of the buyer’s journey.

• Thought leadership content that builds trust with buyers as they research.
• Product and service content introduces your brand as a potential solution to their challenges and needs.
• And some sales offers that give buyers direct access to the experts on your team.

Filling the gaps in content coverage can increase the amount of leads coming through your website in weeks, not months.

Number two: All that content needs to be distributed so that buyers find it, and I see too many firms posting blogs and waiting for the organic search grass to grow. Start experimenting with paid distribution channels:

• Search and social advertising (depending on where your buyers hang out online)
• Pay industry publications to promote your content to their subscribers
• And partner with industry influencers to collaborate on content production and promotion

A month or two of experimenting will boost leads and give you hard data that helps you redirect your budget to channels that work.

Number three: Your lead management pipeline has to be crystal clear to the marketing and sales folks at your organization.

Why is that so important? Not all leads are created equal. Some are ready to buy, some are tire kickers. And you need to make budgeting decisions based on where the quality leads are coming from.

The three reports you should be running every month:

• At a high level you want to see the number of leads generated and where those leads are in the buying process.
• Take another step and break that report down by lead source so you know where to make your next investment.
• And finally throw in some “fit” criteria into the report: maybe you target specific industries or you know that larger companies are going to have higher lifetime value.

For more information call Max's direct line: 508-479-9877 or fill out the form on this page.

Todd Grant | Three time Max-client

I have hired Max and his team of inbound specialists at IMR for three separate companies for which we have desired to build web traffic, convert & nurture highly qualified leads. The results have been transformational.