Focusing on how to attract new clients is one of the key activities companies (should) focus on. Regardless of whether organizations focus on thought leaders, other companies (B2B) or end users, business development and/or sales teams are always looking for ways to increase sales.
Make sure you add value first
At Sciential, we are often asked about how to generate more leads in a short period of time. Unfortunately, generating leads and sales is not just a simple trick of the trade. We tend to regard the lead generation process as being like a car, where content is the engine and effort is the fuel.
Firstly, your power to generate leads absolutely stems from the content that you share with your audience. As a service or product provider, you really need to add value to your prospects. Their needs must be met – we cannot stress this enough. Give something valuable first (e.g. a free assessment, webinar, checklist etc.) before you expect something in return. Simply pushing a white paper is not exactly a client-orientated approach. Secondly, you must put in the effort to generate leads in terms of research, content creation, targeting, sales funnel creation and follow-up. Topics such as marketing automation are closely related to lead generation, so make sure your approach is holistic.
Tools for awareness generation
In order to generate leads, we use state-of-the-art tools to attract clients at scale. Our preferred tools to do this are as follows:
- Social media advertising (e.g. LinkedIn, Twitter)
- Search engine marketing (i.e. SEA, SEO)
- Web scraping (e.g. Python-based queries)
- Business development automation
- Content marketing strategy
- Video marketing strategy