7 Ways to Generate Leads for Consulting Business
1. Facebook Ads
Facebook ads are one of the best ways to drive leads. If you’re willing to “pay to play,” you have access to specific targeting options, including age, location, interests, and more.
To make your ads successful, and drive qualified leads, use best practices and follow your data. Here are a few tips to keep in mind as you create your first Facebook ad:
The ad should be closely related to the content people are clicking through to. If there’s any confusion, people are more likely to click away, assuming there was a mistake.
Use eye-catching, bright colors, rather than blues or whites. The latter tends to blend in with Facebook’s branding, suggests James Scherer of Wishpond.
Run your first ad based on a “lookalike audience,” which uses your list of imported customers to find similar Facebook users.
Know the difference between CPM (cost per impressions) versus CPC (cost per clicks). Read through Facebook’s guide on this before choosing one or the other.
2. Email marketing
Email marketing is a great way to drive leads, especially when your emails are personalized to the person receiving it.
Use your email platform to personalize your email greeting to include the recipient’s name. Group your contacts by name location, purchase history, or expressed interests.
This small touch can help you drive more leads while building brand loyalty with potential customers.
As you begin sending emails, it’s important to track your success. This allows you to test, modify and evolve, driving more leads with each send. Compare your open and click rates to the average for your industry, as well, to determine if you’re on par or behind.
Don’t forget to check where people are clicking within the email itself. If you place links in more than one place in your email — which you should to increase total clicks — track which ones are being clicked more often. Learning your subscribers’ habits allows you to be more effective.
3. Ask for referrals.
Let your customers do the talking for you by asking for referrals. Nothing boosts your company’s credibility more than a happy customer telling their friends and family about you. Referrals are the best lead generation strategy out there. When closing a sale, be sure to ask your buyer if they know anyone who might appreciate your product or service.
A webinar can be a great way for businesses to educate, inform and connect with their target audience – and generate active leads as a result.
A major advantage of webinars is that they are interactive in nature. Your audience is not just watching a video or a webcast, but can actually get involved, in real time.
Webinars are good for business because they help to establish trust and credibility, thereby boosting their lead generating potential.
5. Lead Magnets
A lead magnet is an offer made in exchange for getting the contact details of your visitors. Lead magnets are generally free resources, designed to help attract prospects. Effective lead magnet options include eBooks, templates, free training, cheat sheets, etc.
In order to get people’s information, you have to provide an offer that justifies such sharing. An attractive lead magnet will increase your sign-up rates – but conversely, an unattractive lead magnet can easily fall flat
You can generate thousands of leads monthly with a good lead magnet, while they also have the capacity to attract 20-30% more leads every day.
For your lead magnet to be effective, it should:
- Be free (with sign-up)
- Make a promise
- Engage with key points
- Add great value to your customer
- Satisfy a need or solve a problem (at least give direction to solving the problem)
- Appeal to your target audience
- Provide needed information
- Have a clear call to action.
You should create a wide variety of content such as special blog series, educational how-to’s, and round-ups that educate your customers. By consistently adding value, you can easily earn the trust of your users and convert them into buyers.
7. Guest Blog on Other Sites
If you know the sites where your audience goes to, then the best way to reach them is get exposure on that site.
One of the easiest ways to do that is by offering to guest blog.
Remember that your main goal is to add value to the site you are contributing to. The fact that you are getting a backlink and exposure is an additional benefit that you will never get if you don’t meet your main goal.