How To Get More Leads: 5 Strategies

If you’re a business owner, few things are more important than fresh leads! New points of contact to begin the sales process are always the lifeblood of any business. You certainly want a steady influx of new leads if you plan on growing your brand.

But even if you receive plenty of leads, how often are these leads highly qualified for your solution? That can frustrate any business owner and leave you convinced that marketing never pans out. How do you get more leads exactly?

The marketing experts at JSL Marketing & Web Design put their heads together and thought up five proven strategies to get more leads.

Keep reading to learn how to supercharge your marketing and generate more qualified leads! 

Lead Generation Tip 1: Utilize New Advertising Channels

New channels are an obvious starting point when you’re researching how to get more leads. If you’re not getting enough high-quality leads, maybe a new channel or tactic is what your brand needs. This is a strategy worth considering.

Depending on your business and its needs, you could consider any of the following:

• Social Media Advertising

• Pay-Per-Click Advertising

• Local SEO Optimizations

• Email Marketing

Lead Generation Tip 2: Adjust Current Channels

Sometimes, it’s not a lack of channels but how they are used. This will vary a lot from industry to industry and tactic to tactic, but we recommend auditing your current media mix for the best results. Sometimes, your marketing and lead generation strategy is stymied not by the strategy but by the execution of tactics.

To put this in a sports metaphor, imagine a football team. If the team never attempts passes over 10 yards, that’s comparable to a business not using Google Ads or email marketing. Let’s say that our fictitious football team does attempt passes over 10 yards but rarely sees positive yardage. That’s comparable to a business using Google Ads or email marketing, but not as effectively as they could. Just because you’re using a tactic doesn’t mean that you’re using that tactic as effectively as you could be.

That’s one of the many reasons why having a full-service marketing agency to partner with can be a real boon. Your marketing agency partner can evaluate the more esoteric aspects of your marketing plan and make adjustments along the way for the best results.

Common tweaks your marketing agency partner may recommend include…

• Blocking Irrelevant Search Terms on Google Ad Search Term Reports

• Reworking Subject Lines for Better Email Open Rates

• Decreasing Bounce Rate on Website

• Designing New Ads & Writing New Content

• Making Local SEO Optimizations

• Technically Adjusting Web Settings for Better Visibility 

Lead Generation Tip 3: Narrow Your Target Audience

As you work on generating more leads, you might run into a related problem: maybe the issue isn’t the number of leads, per se, but the quality of the leads that you are getting. This is usually a sign that you must better define your target audience to increase lead quality. Let’s say you’re a law firm that receives many inquiries about a subsection of law that your firm does not specialize in. While the number of leads is OK, the types of leads might not be.

Let’s say that our fictitious law firm goes back to the drawing board and decides that business law isn’t a good area for them and that they want to focus on family law. This revised definition of their ideal customer profile will probably lead to changes across their marketing. We would likely recommend revamping their web content to focus on family law keywords and further refining their Google Ads keywords to hit this tweaked ideal customer profile. (See step 2 above.)

Lead Generation Tip 4: Increase Brand Awareness

Most small businesses consider lead generation an end-point, not a destination. Let’s return to our law firm example. This law firm probably considers calls, requests for information, or booked consultations as leads. However, prospective clients don’t call or request information in a vacuum. It takes time for clients to get to that stage in their buying process.

First, they need to be aware of our law firm. They then need to research and consider our fictitious law firm before they make the decision to begin the sales process with the firm. Most small businesses will focus on the end point of that process when they try to generate more leads. (Think Google Ad campaigns and Local SEO, tactics which usually try to get more calls from interested customers.)

However, this is only the end point of this process. Increasing the number of qualified prospective clients aware of your brand will typically increase the number of leads. Many small businesses are reluctant to spend money on general brand-awareness advertising, but it is a proven way to increase sales.

It might seem counterintuitive, but make sure that you are spending money not only on generating leads but also on the brand-awareness elements. Trust us; the higher the awareness of any given solution or product, the greater the number of conversions.

We recommend…

• YouTube Advertising

• Social Media Advertising

• Search Engine Optimization

• Brand Collateral

Remember, that call or booked appointment from a prospective client is only the end of a long buyer’s journey. Make sure your marketing is helping guide those prospective clients well before they pick up the phone and call you.

Lead Generation Tip 5: Enhance Your Remarketing

Last but not least,  consider thinking outside of the box to generate ‘new leads’. Maybe your current customer base is a resource for other leads and generated revenue. This is an excellent strategy since you already have their contact information, and they likely already trust you. The stats back this up. Generally, selling to an existing or past customer is significantly cheaper and easier than a net new lead.

There are several ways you can consider growing your current book of business.

Cross-Sell/Upsell

It’s rare for an existing client only to be interested in one product or contract. Yes, it does occur, but savvy small businesses should still consider growing every closed/won account into a larger one. There are several different ways of doing this. Maybe it’s piquing the client’s interest in new products. Maybe it’s cross-selling to a different location or part of the business.

We recommend considering your unique situation and identifying how you could generate more leads and revenue from your current client base.

Preferred Pricing

If a client is large enough, adjusting your pricing to incentivize a larger volume can be a good idea. Often, businesses think of this if their end client is a business, but it can work for B2C brands as well. A special as simple as “Buy 2 Pizzas, Get Half Off The 3rd” can be effective!

Referral Programs

Maybe your existing customer cannot buy more, but they can advocate for you. Offering gift cards or a reduced price if a customer refers to a friend can be a great way to spread awareness through your customers!

Continually Remarketing

Even if you are not constantly having sales conversations with existing clients, you should be continually marketing to them. Many small businesses don’t focus on this element of marketing, often to disastrous results.

Whether email marketing updates, a client-facing newsletter about your brand, press releases about new locations, services, or products, or social media marketing, keep the marketing conversation going with your current clients. It ultimately sets the stage nicely for when it’s time to pitch new contracts!

Generate More Leads With JSL Marketing & Web Design

Lead generation is part art, part science. Hit the lab with JSL Marketing & Web Design. We’re an award-winning, full-service marketing agency proudly serving clients across Texas and the USA!

What separates us from all of the other Dallas marketing agencies? The difference is how we tailor our marketing strategies to each client. Every campaign is different, and we work to ensure that we understand exactly what you need from your marketing.

There’s no one-size fits all approach. Your business is unique — partner with a marketing agency that understands that and treats your business as the one-of-a-kind brand that you are.

Fill Out the Contact Form Below to Get in Touch!