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SMB LEAD
GENERATION
BASICS, STRATEGY & STATS
LEAD GENERATION
As consumers become more and more reliant
on the internet, there has been a drastic shift in
how they rese...
LEAD
GENERATION
BASICS
LEAD GENERATION BASICS
Even if you are
a small business, you
can still have a large
customer base.
You just need
a straegy...
LEAD GENERATION BASICS
After you have
attracted your
audience, the
Lead Generation
process converts
those visitors
into le...
BUILD
AUDIENCE
Blog
Email
Social Media
PPC
SEO
LANDING
PAGE &
OFFER
GIVEN
Offer CATs
High-Quality
Content
Forms
OFFER
TAKE...
MOST
EFFECTIVE
18% paid
search
60% email
marketing
11% both
social &
display ads
 LEAD-GEN
TACTICS
-Source: B2B Magazine
LEAD
GENERATION
STRATEGY
1. PLAN
Analyze current NEEDS
Set lead-gen GOALS
Develop buyer PERSONAS
2. DEVELOP & CREATE
Develop an irresistible MESSAG...
Theofferdeterminestoa
largeextentwhetheryou
canmaintainadialogue
withaprospectrather
thanaseriesofepisodes.
Theoffercommun...
01
02
03
OFFERS & LEAD MAGNETS
With buyer personas in mind
create free checklist, eBooks,
courses, and valuable resources
...
01
02
03
CALLS TO ACTION
Make your CAT stand out with a
contrasting color to your
background color
Text of your CAT should...
If you want better
leads, you need a
better website and
high converting
landing pages.
The less information you ask for on...
MAKE
CATs
STAND
OUT
AND
FORMS
EASY
TO
FILL
USE
LEAD CAPTURE FORMS
Multiple CATs to
Lead Capture Form
Lead
Generationisa
fairlycoreactivity
tomarketing.
Chris Brogan is CEO of
Owner Media Group ,
providing strategy and skill...
R E P U T A T I O N L O O P
25% OFF
MONTHLY FEE
Get a promo code for 25% of Reputation Loop
monthly fee when you  book you...
LEAD
GENERATION
STATISTICS
Lead Generation
Statistics
Percentage of
organizations believe
email is one of their most
effective lead generation
channe...
Email Marketing
Statistics
Email is the most
commonly used B2B
lead generation
 strategy 
Number of emails
sent daily
B2B ...
Getting more leads is great!
But you want leads that deliver the best ROI.
14%
28%
42%
56%
70%
R
O
I
#
ofLeads
C
TR
,O
pen...
Content Statistics
Content marketing
generates three times
as many prospects as
outbound marketing,
but costs 62% less  
8...
Website Statistics
Organizations with
websites of 401-1000
pages get 6 times
more leads than sites
with 51-100 pages  
48%...
SEO Statistics
SEO leads have a 14.6%
close rate, outbound
leads (ex. direct mail or
print advertising) have
a 1.7% close ...
CONCLUSION
Your lead generation strategy lays out the process of sparking interest in your business to get prospects
into ...
R E P U T A T I O N L O O P
25% OFF
MONTHLY FEE
Get a promo code for 25% of Reputation Loop
monthly fee by booking your FR...
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SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 1 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 2 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 3 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 4 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 5 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 6 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 7 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 8 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 9 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 10 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 11 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 12 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 13 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 14 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 15 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 16 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 17 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 18 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 19 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 20 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 21 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 22 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 23 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 24 SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS Slide 25
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There is a new challenge for SMB’s: Developing an effective lead generation strategy in an internet-dependent marketplace.

As consumers become more and more reliant on the internet, there has been a drastic shift in how they research, receive, and pay for products and service. Has your lead generation strategy changed?

FREE DOWNLOAD of the SMB Lead Generation Strategy PDF at ReputationLoop http://bit.ly/2oJCKLb

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SMB Lead Generation Strategy - LEAD GENERATION STATS & BASICS

  1. 1. SMB LEAD GENERATION BASICS, STRATEGY & STATS
  2. 2. LEAD GENERATION As consumers become more and more reliant on the internet, there has been a drastic shift in how they research, receive, and pay for products and service. With a wealth of information at their fingertips, buyers can complete most their purchases online. If they do need to visit your business to purchase, most of the work is done, and with a decision made before they reach your doors. You are out of business if you don't have a prospect. Zig Ziglar was a salesman known around the world as a performance trainer for major corporations, motivational speaker, and author of best-selling books such as See You at the Top and Secrets of Closing the Sale. There is a new challenge for SMB’s: Developing effective lead generation strategies in an internet-dependent marketplace. Gaining and retaining a customer’s interest through the entire buying cycle has become even harder. As a small business, you need to develop an innovative lead generation strategy that gets your business in front of your ideal customer, so you can build trust and convert prospects into leads.
  3. 3. LEAD GENERATION BASICS
  4. 4. LEAD GENERATION BASICS Even if you are a small business, you can still have a large customer base. You just need a straegy in place that generates more quality leads. A person who has shown interest in your product or service in some tangible form. What is a LEAD? Your process for attracting and converting your audience and prospects into people interested in buying from you. What is a LEAD GENERATION? When prospects are interested in your business it is easier and less expensive to get them to buy from you in the future. Why you need LEAD GENERATION?
  5. 5. LEAD GENERATION BASICS After you have attracted your audience, the Lead Generation process converts those visitors into leads for your sales team. You qualify a lead by gathering enough information from people in your audience to gauge a valid interest in your company. Use contact info to nurture the lead. How do you qualify a Lead? OPT IN FORMS WEBPAGE CONTENT BLOG CONTENT UPGRADES SOCIAL MEDIA COUPONS WEBINARS/COURSES Ways you can capture Leads: LISTS OF RESOURCES VIDEOS PPC ADS INFOGRAPHICS EBOOKS NETWORKING EVENTS DEMO/FREE TRIAL
  6. 6. BUILD AUDIENCE Blog Email Social Media PPC SEO LANDING PAGE & OFFER GIVEN Offer CATs High-Quality Content Forms OFFER TAKEN & LEAD CAPTURED Offer Accepted Lead Captured NEW LEAD! Use the information collected to qualify lead for sales team LEAD GENERATION PATH
  7. 7. MOST EFFECTIVE 18% paid search 60% email marketing 11% both social & display ads  LEAD-GEN TACTICS -Source: B2B Magazine
  8. 8. LEAD GENERATION STRATEGY
  9. 9. 1. PLAN Analyze current NEEDS Set lead-gen GOALS Develop buyer PERSONAS 2. DEVELOP & CREATE Develop an irresistible MESSAGE Create valuable & attractive OFFERS Create engaging CONTENT for website 3. DISTRIBUTION OWNED: Website, Blog, Email, Social EARNED: Reviews, Testimonials PAID: PPC, Social Media Ads, Events 4. CAPTURE Present OFFER to visitors/audience Use enticing CALL TO ACTION Optimize short LEAD CAPTURE FORMS 5. ANALYZE & TRACK KPIs Analyze leads to find top SOURCE Compare content PERFORMANCE Monitor offer CTR & make adjustments 6. CULTIVATE INTEREST Encourage continued ENGAGEMENT Show value in EMAIL CAMPAIGNS Nurture long-term RELATIONSHIPS 7. CONVERT TO SALE Implement CONVERSION STRATEGY SEGMENT visitors by behavior PERSONALIZE offers LEAD GENERATION STRATEGY 46% of marketers believe that lack of an effective strategy is the biggest challenge in reaching the next level of lead generation performance.
  10. 10. Theofferdeterminestoa largeextentwhetheryou canmaintainadialogue withaprospectrather thanaseriesofepisodes. Theoffercommunicates yourintention. Phil Fernandez, CEO, president & co-founder of Marketo cloud-based marketing software, successful serial entrepreneur & author of Revenue Disruption The offer determines to a large extent whether you can maintain a dialogue with a prospect rather than a series of episodes. The offer communicates your intention.
  11. 11. 01 02 03 OFFERS & LEAD MAGNETS With buyer personas in mind create free checklist, eBooks, courses, and valuable resources and build a landing page for each. Include content upgrades such as checklists, templates, or videos with bonus tips on your blog posts to convert your readers into subscribers. Offer high-value content, tools, and intro products prospects don't mind exchanging their email address for. The lead magnet is your irresistible OFFER.  Take time to create valuable extras relevant to your audience.
  12. 12. 01 02 03 CALLS TO ACTION Make your CAT stand out with a contrasting color to your background color Text of your CAT should tell people what will happen when they click (ex. "Get FREE PDF") Place your CATs where your users' eyes naturally go on your web pages. Use heat map analytics to see where that is. Create dedicated landing pages for CTAs so users are sent to a page that will convert them to a lead.
  13. 13. If you want better leads, you need a better website and high converting landing pages. The less information you ask for on the first step the more likely people are to fill it out. Add trust seals, photos, and testimonials to increase credibility. Use action-oriented "power words" highlighting benefits above the fold in your offers. Consider end-goal to determine what actions you want the user to take. Create easy access to lead capture forms by having a form on every page. Test, adjust, retest, and adjust until you see conversion improvements. BUILD AUDIENCE & OPTIMIZE LANDING PAGES BLOG... CONSISTENTLY Improve lead generation and increase conversions with these marketing tactics that help you build your audience, improve your conversion strategy, and capture more leads.
  14. 14. MAKE CATs STAND OUT AND FORMS EASY TO FILL USE LEAD CAPTURE FORMS Multiple CATs to Lead Capture Form
  15. 15. Lead Generationisa fairlycoreactivity tomarketing. Chris Brogan is CEO of Owner Media Group , providing strategy and skills for the modern business. He is also a highly sought after professional speaker and the New York Times bestselling author of nine books and counting. Lead Generation is a fairly core activity to marketing.
  16. 16. R E P U T A T I O N L O O P 25% OFF MONTHLY FEE Get a promo code for 25% of Reputation Loop monthly fee when you  book your FREE DEMO today! BOOK MY FREE DEMO TM NEXT: LEAD GENERATION STATISTICS ... first an exclusive offer from Reputation Loop!
  17. 17. LEAD GENERATION STATISTICS
  18. 18. Lead Generation Statistics Percentage of organizations believe email is one of their most effective lead generation channels Percentage of marketers spending more than $50 on each lead generated Percentage of marketers spending over $1,000 on each lead generated 42% 1 2 3 1) Marketo 2) Mintigo 3) Mintigo 74% 5%
  19. 19. Email Marketing Statistics Email is the most commonly used B2B lead generation  strategy  Number of emails sent daily B2B marketers say email is the most effective channel for generating revenue 78% 297 billion 59% 1 2 3 1) Demand Metric Corp. 2) The Wonder of Tech 3) B2B magazine
  20. 20. Getting more leads is great! But you want leads that deliver the best ROI. 14% 28% 42% 56% 70% R O I # ofLeads C TR ,O pen R ate Q ualitative 0% MOST IMPORTANT METRICS FOR EMAIL CAMPAIGNS Source: Marketing Sherpa
  21. 21. Content Statistics Content marketing generates three times as many prospects as outbound marketing, but costs 62% less   82% of consumers who purchased viewed at least 5 pieces of content from the winning company 68% of consumers feel increased positivity about a brand after consuming content from it 62% less 1 2 3 1) Demand Metric 2) Forrester 3) Media Connection 82% 68%
  22. 22. Website Statistics Organizations with websites of 401-1000 pages get 6 times more leads than sites with 51-100 pages   48% of marketers build a new landing page for each marketing campaign 81% of businesses report that their blog is important or critical in generating leads 6 TIMES MORE 1 2 3 1) Hubspot 2) Hubspot 3) Hubspot 48% 81%
  23. 23. SEO Statistics SEO leads have a 14.6% close rate, outbound leads (ex. direct mail or print advertising) have a 1.7% close rate 60% of all organic clicks go to the organic top 3 search results Brands relying on inbound marketing save over $14 for every new customer acquired 14.6% CLOSE RATE 1 2 3 1) Search Engine Journal 2) Business to Community 3) Openview 60% $14
  24. 24. CONCLUSION Your lead generation strategy lays out the process of sparking interest in your business to get prospects into your sales pipeline. When you’ve figured out what your potential customer wants, and you can tie that to a valuable offer you will consistently generate quality leads. Driving quality leads to your business with a solid lead generation strategy will take planning and consistent effort, but the ROI is unmatched when compared to traditional and outbound marketing tactics. Working on creating quality content and valuable offers is just the start. You’ll need to nurture social, online, and face-to-face relationships, while deploying engaging email marketing campaigns and using multiple channels to get your offers in front of the right audience. ABOUT Reputation Loop™ promotes small business growth online through our automated reputation marketing software. As the world’s first and only reputation marketing platform, our goal is to empower local business owners with the ability to control and market a strong positive reputation. Reputation Loop™ creates a “hands-off” approach for business owners, allowing them to focus on their company and customers. To achieve this goal, we are constantly innovating, upgrading, and automating our services and processes. GET YOUR       FREE DEMOReputationLoop.com
  25. 25. R E P U T A T I O N L O O P 25% OFF MONTHLY FEE Get a promo code for 25% of Reputation Loop monthly fee by booking your FREE DEMO today! EXCLUSIVE OFFER! CLICK HERE to book your FREE DEMO See how Reputation Loop works to grow your business. TM
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There is a new challenge for SMB’s: Developing an effective lead generation strategy in an internet-dependent marketplace. As consumers become more and more reliant on the internet, there has been a drastic shift in how they research, receive, and pay for products and service. Has your lead generation strategy changed? FREE DOWNLOAD of the SMB Lead Generation Strategy PDF at ReputationLoop http://bit.ly/2oJCKLb

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