15 Lead Generation Techniques

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Susan Hallam

Want to generate more leads using digital marketing? Here are 15 practical tips and techniques to drive more leads.

Business

15 Lead Generation
Techniques
Susan Hallam
www.hallaminternet.com
susan.hallam@hallaminternet.com
@susanhallam
www.linkedin.com/in/susanhallam

• I can carry a sword in public, and drive my sheep over
London Bridge
• I have been deported from France
• One of the guardians of Robin Hood’s legacy
• Regular digital commentator for the BBC, Sunday Times,
industry conferences
• No-nonsense digital marketing
Susan Hallam

Reports of my death are greatly exaggerated…

• Ipad image
AdWords Retargeting & Remarketing

IsYourContentWorthy
ofthePriceofMyContactDetails?

• Website Download: send confirmation email, with “what
to do next” Call to Action
• Social interaction: if asking a question, send a guide. If
mentioning competitor, send comparison info
• Took one step, but not the next: send related content and
alternative action. Anything we can do to help?
• Viewed specific content on your website: send tailored
follow up content
• Highly engaged: trigger email to your own sales team
• Disengaged: send option to change preferences, or
unsubscribe
Email Marketing Triggered Campaigns

Create a Content Grid
https://www.hallaminternet.com/2014/how-to-create-a-content-grid/

Content Marketing
Lead Generation Goal: Sharing

• Early
“Soft” offers
White papers
Reports
Calculators
Guides
Competitions
Lower risk, high value
Lower quality lead
Looking at your lead gen:
Where are they in the buying cycle?
● Later
“Hard” offers
Phone calls
Demos
Appointments
Audits
Webinars
Higher risk, commitment
Higher quality leads

• Mobile search
• Mobile optimisation
• Mobile conversions
• Mobile first
Mobile, Mobile, Mobile

• A mention on social media, like LinkedIn on Twitter
• A review on Google+
• Do you know anybody else who would benefit from our
services?
Could I ask a favour, please?

15 Lead Generation
Technques
Susan Hallam
www.hallaminternet.com
susan.hallam@hallaminternet.com
@susanhallam
www.linkedin.com/in/susanhallam

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