1. Influencer Marketing - Create Powerful Networks to Drive Warm Inbound Leads.
Influencer Marketing is most beneficial when it comes to hot inbound lead generation for your business. It identifies individuals that have influence over potential buyers and orients marketing activities around them to inspire consumers to buy.
How can you as an SME Company Generate Inbound Leads Using Influencer Marketing?
In a digital world and as an SME's and Start-up Company, you can now compete on a level playing field and utilise a form of Influencer Marketing without having to spend a penny on paid advertising or promotion.
For instance, a global sales and marketing company known as Commission Crowd achieves this by creating communities of influential people who come together to contribute to important and relevant industry-specific content - like this article for instance - which has then cross-promoted across all of the networks, we belong to makes it a win/win business arrangement and solution.
This is simple, yet highly effective strategy provides incredible exposure for those of us who are involved and drives warm inbound leads from highly targeted audiences.
The results being that you no longer have to solely rely on Google ranking for your content (if you ever do), or have to spend fortunes on paid advertising and promotion.
This method of generating inbound leads can become the easiest and quickest way for your company and contributors to secure a consistent stream of inbound, qualified leads without having to spend any money on paid advertising, or promotion and using fewer resources.
Learn how to implement this strategy for your business here: Influencer Marketing Lead Generation Strategy
2. The Right Target – The First Step in Effective Lead Generation
“The #1 reason why those who want more leads don’t have more leads is the lack of effective focus on the first, most critical step of Lead Generation – Identifying and selecting The Right TARGET.”- Caryn Kopp, CEO - Connect with Caryn on Linkedin
When you get it right, the leads become easier to obtain, including the path to the closed sale can be much easier, with fewer objections.
According to Ryan Matlock, C.E.O mad founder of Commission Crowd, he noticed that through working with hundreds of companies in streamlining their lead generation efforts, 25% of most sellers’ time is spent on prospects unlikely (or unable) to say “yes” in a reasonable time frame. A reasonable time frame for the path to “yes” (sales cycle) is often much shorter than a seller’s definition and sometimes is exclusively based on an anomaly (where someone tripped over an opportunity that closed faster than most).
Most companies go to Commission Crowd to help them with the Door Opener® Service where they get them initial meetings with important decision-makers.
- They coach their clients to look at their existing client base and identify those clients where the path in the door is easier, for instance where you face fewer objections not only on the way in but also on the path to close.
- Once you identify a group, they assist you in narrowing down the group and to identify a subset of clients where for instance sales were larger, more profitable, and led you to additional sales.
- They also support you in refining your target audient and sales message, so that when communicating with a specific customer audience, you can easily convey your expertise in this area.
As a tip, take the time to narrow the focus, be deliberate and strategic in your target audience choice and that’s when lead generation not only becomes easier but also more successful later in the sales process. You can always have more than one targeted customer audiences. And, remember, be the obvious solution for the target(s) you choose. Spend your valuable time on prospects who will say “yes!”
* * * When you target everyone, you actually target no one * * *
3. Use Innovative Tools to Scrape Information From Relevant Directories
“One of the most cost-effective ways I've found to prospect for outbound leads is to scrape information from directories where your target customers tend to submit themselves.”- Jói Sigurdsson, CEO - Crank Wheel
For example, digital marketing agencies as an ideal customer profile use particular sites where they submit their information so that they can be more easily found when their potential customers are looking for the most suitable agency.
You will often find quite detailed and up-to-date information on such a site, and it's reasonably easy to use a screen scraping tool such as Listly, or Data Miner, or a Chrome extension called Web Scraper, to extract the data from these directory sites into a nice spreadsheet.
Note that you are most likely to get generic email addresses like info@ or contact@, but if you have a relevant pitch and request for an introduction to the appropriate decision-maker, you can get a fairly high response rate. In fact, smaller companies often still have one of their executives receiving the email sent to these generic addresses.
4. Find Groups of Influencers and Help the Top 20%
"Inbound lead generation can take a while to develop, however, the importance of it is paramount. Creating a pipeline that consistently fills itself pays dividends in the long run." - Ali Mirza, CEO - Rosegarden Consulting
One of Commission Crowds strategies is always to find a few segmented groups outside of your industry but within your target market. Then, within these groups, make it your business to help the most influential 20% of the group. After a short period of doing so, many within the group will quickly know what you do and come to you for advice as your reputation is that of a value provider and helper.
Summarised/Edited content source from Commission Crowd, you can learn more additional Sales and Marketing tips here!!!
Access a FREE Copy of Ultimate Guide to Influencer Marketing 2019 from Hubspot here
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