Mafalda Martins The generation of qualified leads is one of the main concerns of any Marketeer. Customers are increasingly well informed, they go through most of the decision journey alone and only get in touch with brands when they already know everything about them. This is exactly why it is important to provide unique and relevant content, for which the customer is willing to give their data in return. Only in this way is it possible to know who is on the other side of the website visits and help this contact convert throughout the various stages of the funnel. Learn below digital marketing strategies that you can put into practice to increase leads in 2021.
4 Digital Marketing Strategies to Increase Leads in 2021
1 – Inbound Marketing combined with Automation
Inbound Marketing is a strategy whose goal is to attract, convert and delight customers in order to create a lasting and relevant relationship with the company. Thus, through this tactic, potential customers can find your company through digital channels such as search engines, blogs, social networks and social media.
By creating content designed to address problems and needs of your ideal customers, Inbound Marketing can attract qualified leads and build trust and credibility in your brand. More and more brands are adopting this strategy and publishing content in a variety of formats – from blogposts, to webinars and infographics – so it’s important that the quality of the content is the main guideIn the case of Inbound Marketing, quality is always preferable to quantity. When combined with a Marketing Automation Platform, such as HubSpot, Inbound Marketing becomes the most cost-effective medium to long-term strategy for generating qualified leads.
2 – Personalization
Another of the most efficient ways to generate leads in 2021 is to personalize the customer experience as much as possible. The technology available today makes it possible to do this almost seamlessly and generate different nurturing paths and personalize the experiences of each user, depending on the stage of the decision journey they are in or what product or service they are most interested in.
By providing relevant content to the user, it becomes easier to convert them and follow their journey through the different stages. Personalization can be included in almost everything: from pop-ups and emails, to website page sections.
3 – Tracking website performance
It’s important to track analytics and key KPIs on your website to spot potential opportunities for improvement and thus conversion. Even if your website only uses Google Analytics, you can analyze metrics such as:
- Bounce rate: pages that have a high bounce rate indicate great opportunities for improving their content, which could include changing just one call-to-action or simplifying website navigation.
- Conversions on pages: Compare the pages that receive the most conversions on your website, with those that receive the fewest. What is working on the pages that are doing well, and what can you apply to improve the numbers on the ones that are not doing so well?
- Traffic sources: Keep track of your website’s traffic sources and understand which channels have the best conversion rates. This way you will know where to invest your time and money.
4 – Use your Chat to generate leads
What if your chat was triggered automatically to visitors who spend more than 3 minutes on your website, with a message appropriate to the page being viewed? This small change will allow you to increase lead generation, regardless of your company’s industry and business type. According to a J.D. Power study, live chat is the preferred digital communication medium for customers (42%), followed by email (23%) and social networks or forums (16%).
The chat should not be viewed only to provide support or answer technical questions. It is one of the most effective ways to start a conversation with your potential customers!
Discover how MarTech can generate more leads for your business
The potential of MarTech (Marketing Technologies) is not yet explored in most Portuguese companies. When combined with Marketing strategy and actions, they allow to improve Marketing and Sales performance, increase lead generation and accelerate the sales cycle.
As specialists in MarTech, such as CRM or Marketing Automation, Liminal will help your company to take advantage of the full potential of technologies, through the selection, adaptation and implementation of the ideal technologies for your reality and training of teams to be proficient in the use of tools to support Marketing and Sales. Request a diagnosis from your company and find out how you can generate more leads with the support of Marketing and Sales technologies.
