Introduction to Lead Generation HubSpot
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introduction to Lead Generation |
An Introduction to
Lead
Generation
How to Use the Internet to
Drive Leads and Revenue
A publication of
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introduction to Lead Generation |
IS THIS BOOK RIGHT FOR ME?
Not quite sure if this ebook is right for you? See the below description to determine if your level matches the content you are about to read.
INTRODUCTORY
This ebook!
Introductory content is for marketers who are new to the subject. This content typically includes step-by-step instructions on how to get started with this aspect of inbound marketing and learn its fundamentals. After reading it, you will be able to execute basic marketing tactics related to the topic.
INTERMEDIATE
Intermediate content is for marketers who are familiar with the subject but have only basic experience in executing strategies and tactics on the topic. This content typically covers the fundamentals and moves on to reveal more complex functions and examples. After reading it, you will feel comfortable leading projects with this aspect of inbound marketing.
ADVANCED
Advanced content is for marketers who are, or want to be, experts on the subject. In it, we walk you through advanced features of this aspect of inbound marketing and help you develop complete mastery of the subject. After reading it, you will feel ready not only
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introduction to Lead Generation |
An Introduction to
Lead Generation
By Kipp Bodnar
Kipp Bodnar is an Inbound Marketing Strategist at HubSpot. He is co-author of The B2B Social Media Book: Become a Marketing Superstar by Generating Leads with Blogging, LinkedIn, Twitter, Facebook, Email, and More (John Wiley
& Sons), the definitive guide for B2B marketers who want to master social media and drive leads.
Follow me on twitter @KippBodnar
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introduction to Lead Generation |
COntents
Defining a LEad /5
The MECHANICS OF INBOUND LEAD GENERATION /8
A guide to generating leads with your website /13 25 lead generation best practices /16
don’t waste leads /35
CONCLUSION AND ADDITIONAL RESOURCES /37
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introduction to Lead Generation |
CHAPTER 1
Defining a
Lead
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“Having a person’s email address doesn’t make them a lead for your ”business.
What is a lead? A lead is a person who has indicated interest in your company’s product or service. Online, a lead is traditionally defined as a person that completes a landing page. A landing page is a webpage with a form through which a person supplies contact and business information in exchange for free information provided by a company, such as an ebook, webinar, product consultation, or product demonstration.
Having only a person’s email address does not make them a lead for your business. Instead, view that person as a contact. Because they have provided their email address, possibly as a subscription for your blog or email newsletter, you now have the opportunity to use targeted and relevant email marketing efforts to convert this person into a lead.
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introduction to Lead Generation |
How Much Information is Enough?
Since information transactions through landing pages |
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generate leads, one of the first questions a marketer |
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is likely to ask is, how much information should I ask |
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for from a person visiting my landing page? This is a |
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challenging question to answer. The more information |
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you ask for, especially sensitive information such as a |
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person’s age or phone number, the lower the likelihood |
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that a prospect will complete and submit your form. |
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The knee-jerk reaction to that is to think that you should only ask for a couple of pieces of information such as name, address and phone number. The problem with this is that too little information can burden your sales process and make it difficult for sales and marketing team members to prioritize leads. Thus, the solution to this problem involves compromising. When planning or updating your lead generation strategy, talk with your sales team. Ask them what information they NEED about leads in order to have a smooth and productive sales process.
If certain information isn’t actively being used by either sales or marketing, then don’t ask for it.
This simple compromise can ensure that you get the landing page conversion rates you want and the information that your sales team needs to close deals.
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introduction to Lead Generation |
The Mechanics
of Inbound Lead
Generation
Inbound leads rock. Instead of cold calling or other |
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forms of sales prospecting, generating leads through |
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inbound marketing makes your sales team’s job way |
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easier. Think about it. If a person is an inbound lead, it |
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means that they have visited your website because that |
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is where they submitted their contact information. |
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This means that they should have some idea about your business and your product or service. This saves your sales team a ton of time and allows them to establish credibility and trustworthiness earlier in the communication process. not only do better educated customers make a salesperson’s life easier, but they can also be happier customers in the long-term because expectations were properly set prior to their purchase.
When driving leads online, a business needs to have a few key elements in place. From a tactical perspective, a marketer needs three crucial things to make inbound lead generation happen.
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introduction to Lead Generation |
mechanics of Lead Generation:
1. Landing Pages - A landing page is a website page that has one distinct purpose: lead generation. This page contains a form that captures contact information from a visitor in exchange for an offer. Check out our Landing Pages ebook for more information on how to build awesome landing pages.
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introduction to Lead Generation |
mechanics of Lead Generation:
2. Offer - An offer, in the context of lead generation, is some sort of content or product that is of enough value for a person to provide contact information in exchange for access to it. Traditional lead generation offers include: ebooks, whitepapers, webinars, free consultations, and product demonstrations.
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