The Ultimate Guide to Small Business Lead Generation

board explaining lead generation

Companies with mature lead generation processes enjoy 133 percent more revenue than others. Nurturing leads can increase sales by 50 percent, too. In fact, generating more quality leads is the priority goal for nearly 80 percent of marketers worldwide.

If you’re struggling to generate high-quality leads, you could struggle to boost your business as well.

What is lead generation, exactly? It’s the process of attracting prospects to your business. With small business lead generation, you can nurture leads and turn them into sales.

Not sure where to get started? Here are eight lead generation strategies you can use to boost business.

With these tips, you can improve your B2B lead generation strategy and ROI. Get started with these eight simple tips today.

1. Research Your Target Audience

First, take the time to research your target audience. The better you understand your customers, the more likely you can appeal to their interests. If your content doesn’t suit their needs, they’ll take their business elsewhere. 

You can use customer research to personalize your content.

In fact, over 50 percent of customers switch brands if a company doesn’t personalize experiences. Another 50 percent will pay more if brands provide personally relevant content. About 90 percent of marketers that personalize report a lift in business results, too. 

Personalization could even boost your ROI by eight times.

If you’re focused on a broad audience, segment it into smaller groups. For example, you can group customers by:

  • Age
  • Gender
  • Location
  • Marital status
  • Language
  • Education
  • Household income
  • Buying behaviors
  • Interests
  • Pain points

Then, start gathering keywords. What phrases do consumers use to find your product or service online? You can use tools like Keyword Planner or SEMRush to get started.

Focus on longtail keywords made up of four or more words. Find keywords with a high search volume, too.

You’ll use your research to develop your small business lead generation strategy. For example, you can use the same language your customers do within your content. You can personalize your emails or blog posts with different groups in mind, too. 

2. Create Lead Magnets

Take a look at your website. If your website isn’t fast or mobile-optimized, visitors might leave. Optimize your website to create a positive user experience. 

A stronger user experience will encourage people to explore your pages. Your clickthrough rates and dwell times will improve. Boosting these metrics can improve your search engine rankings.

Higher positions on search engines like Google can help you attract more leads to your website. 

You can look for experienced lead generation companies to determine how to improve your site. Make sure to include multiple lead magnets, too. Lead magnets can entice consumers to share their contact information.

Then, you can generate more leads to nurture in the future.

For example, you can provide a helpful, informative eBook. Encourage people to provide their email so you can send them a PDF.

You can also use a chatbot or pop-up form to generate more leads from your website. 

3. Share Helpful Content

Sharing helpful, informative content on your website blog can draw more people to your business. You can strengthen your small business lead generation strategy with content marketing.

Use your keyword research to determine what questions your customers are asking online. Then, answer those questions within:

  • Blog posts/articles
  • Webinars
  • Videos (vlogs, how-tos, customer testimonials, etc.)
  • Infographics
  • Polls
  • Quizzes
  • eBooks

Share your content through social media marketing and email marketing. Encourage people to subscribe to your email newsletter for more helpful tips.

4. Get Optimized

Once you start creating content for your blog, optimize it for search engines. Search engine optimization (SEO) can boost your online rankings. A higher ranking will help boost brand visibility.

Then, you can attract more people to your website to convert more visitors into leads. 

Consider working with experienced SEO and lead generation companies to get started. Otherwise, use your keyword research to optimize your content for SEO.

Make sure to update your Google My Business listing, too. Your listing can help consumers find your website, phone number, and address. You could start generating more leads as a result. 

5. Create PPC Ads

Pay-per-click (PPC) ads can appear on search engines as consumers search for your product or service. With PPC, you can generate brand awareness, leads, and sales. When someone clicks on your ad, they’ll arrive on your website.

Create dedicated landing pages for your PPC ads. Then, use your keyword research to appear for specific queries. 

Add a strong call to action to your ads and landing pages to generate more leads. 

6. Stay Social

Social media marketing can help you engage your target audience. You can attract more website traffic and leads, too.

Share your blog content by reformatting it for social media. Then, add a call to action and link to your caption. Direct consumers to your website for more information.

7. Automate Your Emails

Create an automated email marketing drip campaign to keep your leads informed. Nurturing your leads could help you draw them back to your website. Then, you can convert those leads into sales. 

Organizations that use marketing automation with prospects experience a 451 percent increase in qualified leads. About 80% of marketers using automation software generate more leads, too. 

Make sure to automate emails based on specific triggers. For example, you can send consumers an email when they abandon their cart on your site. 

8. Analyze and Adjust

As you use these tips and other lead generation services, make sure to review your results. Which lead generation strategies are helping you generate more leads? Which ones tend to fall flat?

Reviewing your analytics will help you make informed improvements. You can optimize your campaigns to generate more leads. 

Otherwise, you could waste valuable time and money on ineffective lead generation strategies.

Don’t forget to consider working with lead generation companies. They can review the data for you. With their help, you can make more informed decisions for your campaigns. 

Small Business Lead Generation: Eight Simple Tips for Lasting Success

Small business lead generation doesn’t have to feel stressful. Instead, use these eight tips. With the right lead generation strategies, you can set your business up for lasting growth and success. 

Need help drawing more leads to your small business? We’re here for you. 

Contact our team today to discuss your online marketing needs.


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