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How to Increase Inbound Leads into your funnel

Inbound leads can be any stage you are dealing with sales; regardless if it’s a product, service, or a solution for a B2B organization or a product available for B2C businesses. In an ever changing digital world we, as marketers, are working to manage our leads’ quality and continually work to attract or turn inbound leads. And we can be successful in the process by following these best practices. Leverage Data for Inbound Leads

To understand inbound leads, you need to understand the most important data you can access. Google and LinkedIn, from the moment you have an idea or new information about the lead, sends you information that will tell you what stage the lead is in the funnel. For example, if I am looking at a male runner’s race outcomes, a detailed, relevant piece of research will let me know who the runner and what the running was like. If it’s an athlete (either a runner or a cyclist), the report would include their top three competitions and the overall results.

Also Read: Interview with David Tracy, CEO of BridgePipeline

Through this information, I can go down through the funnel further to learn who the lead is, what time he or she ran, how often he ran, how long he ran, how long the average duration of his last race was, how many miles were in each of those races, what he or she ran day of the event, and other key data points. Next, if I have this same prospect in mind (i.e. a potential director) Google will create a search algorithm that will surface products for that customer that have shown statistically significant patterns of behavior across certain circumstances such as time of day or if the individual has bought similar products or services in the past. Google can then use this data to help them create their product marketing plans or filter down their marketing program to see who they should go after next. One of the best ways to increase leads and turn into customers is to go after leads that people will pay the money to convert to customers. For example, a tiered loyalty program can help you get leads that can turn into paying customers. Once you have identified a unique group that will fill the sales funnel, you can go after them as leads to convert.

Engage Inbound Leads by Treating Them Better Than Average Leads

In the digital world, we are constantly learning about the best ways to engage inbound leads, and know that people will be looking for ways to engage your marketing. So how do you provide inbound leads with the best experience possible? First, you have to be engaged. In the physical world, you will likely give a young person a wide berth as you view them from a distance. But if you give them a glimpse into your life and listen to their voice, you’ll understand them a bit better, you’ll understand them better, and you will experience the best of them. Also Read: Interview with Henry Gunzelberg, Co-Founder and CEO of Bloomberg Businessweek

Inbound leads are the same way, and they are human, just as we are and will continue to be. Treat them differently and engage them better, and you’ll not only build better inbound leads but get more from each lead.

Leads are a reflection of the reason your business exists. Engage them better, and you’ll find that your conversion rates go up, which also helps increase inbound leads and leads into the funnel. Building Inbound Leads

When I went to work for HubSpot a few years ago, I was motivated to focus on building and serving inbound leads. The idea of providing value through those leads evolved to a point where a large percentage of my daily work involved drive-thru conversions. So instead of just going for the high volume leads, HubSpot offers this Checklist on important things to think about when you start to consider building lead generation in-house:

We already had loyal, engaged and growing visitors. They don’t mean to disconnect as they are getting close to a login, but they just want to finish something for which they have just finished an experience.

If they put their fingers on the full screen, now they’re as close as they are going to get and we can continue building on top of their experience.

What comes next? Just send an email. I get the impression they are finishing reading an article or webinar. There is a lot more to a successful conversion that does not include your technology. The best way to proactively build a return on investment is to give a visitor more than what they need.

If your lead clicks a completion link, get the right code in your Website, and email your lead more, you can create a great email. It shows they are enthusiastic and deeply engaged in what they are doing. Answer their call to action.

How would you like to hear what happens if you offered a free trial?

What would you tell them?

How would you feel if you were in their shoes? We are about to find out. Every so often, I’ll get a call from a visitor who has trouble finding something they are looking for.

If a lead is really engaged enough to send us a call to action, we can use that contact to get them through the funnel. You need to know the people who you can count on because you will reach them when they are ready. Also Read: 5 Tips to Improve Design Content Sharing to Increase Quality Traffic to Your Site

So, rather than mindlessly going after low-hanging fruit, start looking for people you can engage with and guide them in the right direction. To get more leads, check in with what works – apply what you know to other questions or processes. Those people may want to know more about your product or service or may want to talk to a sales team if you are not ready to talk to them just yet. You can offer your customers a better experience or even a new product to try or tell them to check with someone else.

Need to diversify your offers? Like I said before, I rely heavily on research. But no matter how much research you do, you are always limited by the number of visitors your site gets. Don’t believe me, ask anyone who does a good job. You can’t get more customers unless you are going to speak to them and you can’t speak to them unless you know what they want. It’s not something you can just pick up on.

Searching a language for a solution for your particular problem might be one route you need to take. Do it yourself or hire a linguist to find answers you didn’t know about. You can find answers to multiple problems, so start asking people about their questions. Many people don’t always want to answer your questions.

The better question would be, “Can you help me with this? ” Or, “I need help on this one.

” Then, ask for time and follow up again. People often say they don’t have time or a professional means to help them. You have to find a way to meet the challenge you’ve set.

What are some questions you have about inbound leads? I suspect those questions all sound familiar or a common theme among the visitors you get but you don’t know them. Why are people most likely to click through to something you give them that is not what they need? The natural way to think about things is that you have hundreds of prospects and the opportunity is to convert a handful of them into a better customer with a better ROI.

You need to be able to convert.

What leads you to convert? Send the email, go live, create a landing page, and then repeat. If you want to convert now and not later, you’ve got to up your game. They are coming to your website because they are interested in the solution you are offering and they want to hear more about it. And that’s why you need them to get your information.

Since they are sending you their email address, you also need to keep them informed. I suggest you give them a piece of exciting news about your new or renewed solution, like a referral from a family member or friend or something that feels like you are connecting with them. You want to build your email list but you don’t want your list to get stale. Only 2. 5% of business leads are full. Your marketing team needs to talk to the leads you have by making sure they understand you are serious about meeting their needs.

So, build on their emails for topics they are interested in and give them guidance to help them get you the business they need and you can earn more. Email, usually done better than any other channel, is the way to go. I know that sounds simple but it’s a lot more complex than the products themselves. It has to include content like benefits, benefits of the solution, who has bought it, and how they are using it. Use your success to increase your prospecting and you’ll generate quality leads with an inbound strategy that you can convert to sales for a higher ROI.

Content Engine is a State-of-the-Art Content Automation Platform that will craft clear, precise, and powerful Content Marketing for your business.

Ready to Turbo Charge Your Content Marketing and SEO? Request a Content Sample Today