Build A Lead Generation Funnel From Scratch

Creating a lead generation funnel comes as a nightmare to most marketers. But once you get it right and navigate it well, there is no end to the growth of your business.

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Optimizing your lead generation funnel is not rocket science. Just having the proper arsenal will do it for you. The article covers the ins and outs of lead generation. So dive in and learn-

TLDR

What Is Lead Generation?

Lead generation is the process of making a random website visitor to your lead. Lead generation usually happens through inbound marketing.

Didn't get it yet? Let me explain.

For example, if a visitor, while casually browsing for some info, finds a blog on your website that is super helpful. Then out of interest, they start clicking the CTA and are directed to your landing page. Afterwards, you offer them a free tool in exchange for their contact details- this is a lead generation process.

Different Types Of Lead Generation

The initiator of the conversation is what creates the difference in the following two types of lead generation-

Inbound Lead Generation

In the case of inbound lead generation, the process involves creating content that will attract leads and encourage them to engage with your company.

Outbound Lead Generation

Outbound lead generation is the total opposite. In this lead generation process, you take your brand to your prospect and initiate conversation. For example, cold calling or cold emailing.

Understanding The Stages Of Lead Generation Funnel

The lead generation funnel is the structured procedure for generating leads. When you reach your target audience, your first aim is to guide them to the top of the funnel. You'll show them through the sales funnel until they make a purchase. The lead generation funnel is divided into three stages -

Stage 1. TOFU

The "Top of the funnel" is the first stage of the lead funnel. This stage is all about creating awareness in your target audience and guiding them through your way. In this stage, you encounter your audience first through your content, i.e., blogs, vlogs, etc. It is like an opportunity to introduce your brand to your potential lead.

Stage 2. MOFU

The "Middle of the funnel" is the middle stage of the funnel where they begin to respond to you. Many businesses fail at this stage due to the lack of proper nurturing. Offering them ebooks and case studies is a great way to nurture your lead.

Stage 3. BOFU

The last stage of your lead funnel is the "Bottom of the funnel" stage. Your random website visitors are now your lead, and you have a strong relationship with them. You have built the trust; now it is time to push them to close the deal. BOFU contents are different from TOFU and MOFU content. They usually consist of demos, discounts, trial extensions, consultations, etc.

Five Easy Steps To Create A Lead Generation Funnel

For your convenience, we have divided the lead generation funnel into five simple steps-

Let's dig deeper and find out more about each step.

Step 1. Map Your Customer's Journey

Planning your customer's journey is the first step of your lead generation. But the challenge is to identify the entry point that generates the most leads, i.e., social media, website content, or PR. Creating obvious routes pushes traffic and converts lead to customers.

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If the core generator of your traffic is your website that means your prospects are finding the content beneficial and looking for it. Therefore, you should offer a free ebook or case study for a leader who is always visiting your website for great content.

Step 2. Create Great And Relevant Content

Now you have your buyer's journey planned out. You should fill in each stage of your lead generation funnel with relevant and resourceful content.

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Identify your primary subjects and organize your content ideas according to the position of your lead in the funnel. Such as, a podcast will be on TOFU, whereas a case study will be on BOFU.

Your contents are the bridge between you and your audience. Hence, you have to be innovative while creating it.

The contents you already have can be helpful as well. You need to filter them out by each stage. Once you understand the one that sits with your lead generation funnel, you can improve it by catering to your audiences' needs.

You can develop the TOFU stage contents for increased reach and optimize the BOFU stage contents for driving conversions.

Step 3. Boost Traffic To The Top Of Your Sales Funnel

After setting the plan to filter your prospects through your lead generation funnel, your next task should be to push them to your funnel.

Organic Search

A strong SEO strategy can effectively drive traffic to your website.

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The discipline of understanding your target audience's search intent and creating experiences around those searches can be summarized as SEO in a nutshell. As a result, when they search the internet for solutions to their burning queries, they will be able to locate them quickly.

Email Marketing

According to 59% of marketers, email is the most significant ROI generator. You can promote your content efficiently through email.

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If your company has an email list of the target audience, you can use it for sending out newsletters and new content to your leads, checking out their response to your emails and whatnot.

In case you don't have it, start building one immediately.

Social Media

For the past 15 years, social media platforms have been the most popular way of communication. You can make the most direct approach to your audience via social media.

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Photo by Dominika Roseclay from Pexels

For example, if you build an engaging social media community, you can inform your followers whenever you post a blog, vlog, or podcast. They will most likely check it out. Because on social media, we only follow those we want to follow. Hence your followers are in your follower list because they are interested in your content and activities.

Paid Advertising

Last but not least, paid advertisements are a great way to approach your audience. Google Ads, Facebook Ads, and LinkedIn Ads are some popular channels of paid advertisements for B2Bs.

Just make sure you are showing the right piece of content to the right audience.

Step 4.Gather Data Of Your Leads

While PDFs, case studies, and guides are perfect ways to generate leads, you shouldn't limit yourself to gated content. Survey forms, live chat tools, and product landing pages make conversions. Just include the suitable CTA to the right content, and you are halfway done.

After they convert, you have to have them in a central place to track them. CRM does the work efficiently, yet other options are available, i.e., Google Sheets or Excel Spreadsheet.

Step 5. Support Sales To Close Leads

By this point, your CRM has all the data of your leads required for your sales team to convert them. But marketing doesn't end here.

Usually, sales and marketing teams operate side by side. Marketing creates leads in their funnel and passes them on to sales, who then drive them through their funnel to complete the sale.

In the lead generation funnel, both these teams work together. When both the teams focus on the same target, they can generate more revenue.

How To Optimize Your Lead Generation Funnel?

So by now, you've mapped your lead generation funnel. But there's more work to be done. You can't create your funnel and then leave it. You want to ensure you're optimizing your funnel and its content consistently.

Here are a few ways you can do that.

If you have been this far, then you understand and have a basic plan in your mind to plan your lead generation funnel. Creating a lead generation funnel is not a one-time thing. It's a process. You have to make sure your funnel is optimized and filed with new content consistently. You can do that in the following ways-

1. Use The Right Tools

Lead generation tools are the key to your business. They let you know every detail necessary for you to know about each of your leads. This information enables you to adjust your lead funnel strategy correctly.

2. Qualify Your Leads

Not every lead is created equal. It is to your best advantage to qualify leads and devote your attention to those who are most likely to convert.

You have to pay attention to how they interact with your content to do it. Do they respond to your emails and sales calls? Do they take surveys?

The leads that download case studies are higher than those who just read your blogs.

These interactions with your lead will help you rank them and identify the ones that serve your interest best.

3. Never Stop Experimenting

The lead generation funnel is a dynamic thing. What worked six months ago might not work now. Hence, you need to keep on experimenting.

Your audience is changing; hence, each funnel stage should be filled with relevant and innovative content. Besides, your marketing strategy, sales strategy, and landing pages should be upgraded with time.

The Final Call

Creating a lead generation funnel is a matter of patience and consistency. For example, a minor change in your SEO strategy will bring colors after months or more.

Additionally, note that your target consumers are constantly evolving in their business practices in a continually changing market as a result of macroeconomic trends. Therefore, the more flexibility your marketing strategy has, the better. Simply put, be open to experiments and keep on analyzing the outcomes because the right marketing efforts are the aftermath of a data-driven marketing attempt.

Hunt prospects with Onemorelead!

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With millions of prospecting lists and the best filtering system, Onemorelead helps you build your list within no time. Book a call and hit your target with us!

B2B Lead Generation: The Best Sources To Create a Large Database

B2B Sales Leads are qualified leads for salespeople to contact and sell to. It is challenging to produce high-quality leads that will turn into customers. However, it might help your business outperform the competitors and expand tremendously if done effectively.

Working for B2B Lead Generation

The quality of your leads is the most significant thing to take care of. Because an extensive database of leads will be futile if they are not your business's target audience. But if you increase your database to 20% of what it was before, with good quality leads, it means you make 20% more sales.

Lead generation is a nightmare for many salespeople. Yet, according to 85% of marketers, lead generation is their 1st challenge.

To make matters worse, you're inundated with a deluge of false information like-

This can make it difficult to distinguish fact from fiction.

Every expert is convinced that their lead generating strategy or method is the most significant way to acquire new customers. But the "ugly" reality is:

You need to personalize your approach to your business, industry, product/service, and target audience.

Often, this requires disregarding your self-congratulatory horns and experimenting with new techniques to produce leads.

Driving growth is impossible without more leads.

But before we get into the details of lead generating strategy, let’s get through the basics.

Jump To Content:

TLDR:

B2B lead generation: What Is It & Why Is It Different?

The term "B2B lead generation" refers to generating leads for companies that primarily sell to other companies.

A single step is all it takes to begin a thousand miles trips. And in a conventional marketing funnel or sales process, B2B lead generation is the first stage.

B2B Lead Generation Statistics

Lead generation is the process of collecting information about a possible client, such as their name, email address, company name, and job description, and then utilizing those details to approach them with personalized sales pitches or ad campaigns.

B2B lead generation requires different approaches than B2C lead generation. This implies that the strategies that are a surefire way to get leads in B2C will not work in B2C.

Hubspot identifies SEO, email, and marketing as the three best lead generation sources for B2B companies.

Contrarily, B2C requires conventional advertising, email marketing, and social media marketing.

B2B and B2C lead generation and nurturing are entirely different processes, which is why salespeople need to get off to a good start.

B2B Lead Generation Technique

A rigorous lead generating procedure is required if your goal is to boost sales significantly. Processes unify the sales and marketing teams and provide sales representatives with a tried-and-true framework.

B2B lead generation refers to the strategy employed by sales and marketing departments to convert leads into actual customers. However, what exactly are we committing to when we take these actions?

Step 1: Finding B2B Leads

This is the first and most essential step of B2B lead generation. However, finding the contact information of your B2B potential leads can be challenging.

We will discuss some killing strategies of gathering contact information of B2B leads later in this article.

Step 2: Contacting Leads

With the database of potential target leads, representatives contact them through social media, replying to their queries, or cold outreach.

Step 3: Identifying Super Potential Leads

When representatives reach out to potential leads, they measure their potential by measuring which stage the leads are at. The stages include-

Research & Awareness:

The customer realizes that they have a problem or need a solution, and they begin to research it.

Aware customers will devour content like blogs and whitepapers when they're at this stage.

Consideration

The leads are sure about their requirements regarding a service or product. So, before doing any investigation or "opening up" to potential vendors, they'll go over their precise needs in great detail.

Decision:

To make a purchase, a buyer will have to meet with many vendors and other decision-makers to narrow their options.

Lead nurturing campaigns or a focus on encouraging prospects to book a call or demo will be initiated by sales professionals depending on the lead's current stage.

Step 4: Closing Leads By Making a Sale

Congratulations! The prospect selects you after meeting with various vendors, and the sale is complete. Consequently, they'll be onboarded by customer success. Boom!

Killing Strategies For B2B Lead Generation

Giving just one or two strategies and calling it quits will never work in B2B lead generation because your strategy should revolve around your product, customer, and, most importantly, your industry.

It would help if you had spontaneous sales and marketing people striving to learn through experimenting with new ways in your B2B strategies.

Let’s go through some strategies that will work for most B2B businesses.

A/B Testing On Key Pages

The most effective way to improve the effectiveness of a marketing effort is to do A/B tests. It aids you in determining what changes you should make to your website to attract more visitors.

A/B Testing
Source: Cin7

However, A/B testing does not mean turning the table. It implies slight tweaks. You can use different fonts or colours on the critical page and see if it increases your websites’ visitors.

Creating Epic Content

Elevate your website to the top of Google's search result pages using search engine optimization (SEO). The keywords people use to describe your business or product are essential to target. In addition, SEO sales leads can be increased by implementing lead capture on a page.

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Source: Camertechtrends

Hacking Google's algorithms to rank well with poor content is a bad idea. Instead, to keep up with Google's dynamic search algorithm, you should focus on creating quality content.

To improve your website's search engine rankings, focus on gaining high-quality backlinks through guest blogging or other techniques. Knowing what keywords to target with your content is also a good idea.

Building Credibility With Social Proof

Whenever you search for a new product, what do you check first? Their reviews, right? Because it lets you decide whether you should trust it or not.

The same goes for your leads as well. Reviews, referrals, and recommendations work like social proof for your leads.

You can build social proof by gathering a large social media community, publishing reviews of your customers, and conducting case studies.

Offering Free Service

Free tools are a great bait to attract quality leads. Everyone wants to try out a product or service before making a purchase. Keeping that in mind, if you offer some free tools, you can easily attract customers. Once they are opt-in, pushing them to your sales funnel is a matter of time.

Generating and Promoting Case Studies

Purchasing decisions in the B2B market are frequently influenced by a combination of factors, including a buyer's ability to demonstrate a return on investment (ROI) and the input of many stakeholders.

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Source: Depositphotos

Hence, many buyers have admitted that that’s the reason why they rely on case studies so much.

Never let case studies gather dust on your website. Instead, promote them with no qualms to raise your stature in the eyes of others.

Integrating Dynamic Web Pages On The Website

Website personalization is a necessity in B2B lead generation strategy. You should integrate dynamic pages and content to your site that adapts to your website visitors-

Integrating hard-hitting lead-magnets

Lead magnets work as a great incentive to attract leads. However, many marketers mistake offering some generic content as lead magnets.

Let go of any high-level content and instead focus on sharing your real-world experience in the following format:

Generating Visual Audience

Videos let you build a warm connection with your customers. If done correctly, you can achieve many clients implementing this strategy. There's no need for big-budget movies. Likewise, you don't need to start from scratch when creating videos that generate leads. Instead, turn your existing content into videos and publish them to your YouTube channel.

Setting Up A Live Chat On Your Website

Engage with your consumers in real-time using live chat software. To produce more B2B leads, you need to be able to gather email IDs along with phone numbers.

Updating Your Email Signature With Embedded Promotion

Including links to promotions in your email signature is a great way to gather more leads. The more links you have on your landing page, the more free sales leads you will receive.

Answering Q&A On Renowned Websites

Quora and other question-and-answer websites can be excellent sources of new customers. When you ask the appropriate questions, you can connect with potential consumers.

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Image Source: Quora

These clients should be looking for a solution to a problem that your service can help with. Start by looking into questions that are already being asked about your industry.

Increasing Website’s Traffic With Google Adwords

Boosting your website's traffic with a paid advertisement is not rocket science. However, it can get complicated and steep depending on your industry and competitors. It would help if you zeroed in on user intern and keyword search volume to target potential sales leads.

Optimizing Long-Tail Keywords

Keywords with three or more words are known as long-tail keywords. But, honestly, they get shallow search volumes on Google.

Long Tail Keywords
Source: Tech Blicks

It is possible to improve sales with little SEO effort by targeting the proper long-term.

Running Campaigns Depending On Competitor’s Keyword

You need to keep an eye on your competition's backlinks and keywords to see if they appear to be favoured over the others. If they do, it means your competitors have found out the winning keywords. Ahrefs and SEMrush can help you in this case by focusing on keywords and sites that are already generating sales-ready traffic.

Find More Leads With OneMoreLead!

Achieving success in B2B lead generation and sales growth is difficult but not impossible. However, in the maze of many lead generating strategies and tactics, isn't it simple to get swamped?

You're frequently faced with dilemmas such as:

My advice would be to replace these questions with-

However, setting up an organized process may be too much for you to do independently. Gathering information is the most challenging component of B2B sales prospecting. However, OneMoreLead handles this for you.

onemorelead homepage
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To top it all off, they provide you access to a massive database that you can use for marketing purposes. Your sales team will now segment visitors and nurture leads with ease.

Aside from making the procedure more efficient, they'll help you stay one step ahead of the competition using market information. Not to mention, you'll have the support of a team of experts at your disposal.

Are you excited to try? Book a demo today!