What is Lead Nurturing? A Complete Guide

We know that businesses rely on leads but, a lot of the time we only think about generating them. There are other ways to improve the number of sales earned from leads. Here's where lead nurturing comes in.

Lead generation is only half the story. Your team can generate thousands of leads but, if they don't close them the effort is moot. That's why nurturing your leads is a must to adequately grow your business.

Not sure what we're talking about? We'll tell you all about it and how you can set up your own nurture campaign. Read on to learn more!

Lead Nurturing: The Essential Guide

Before we discuss how you can set up your nurturing campaign, let's discuss the basics. What is nurturing leads? How can you do it?

Nurturing leads creates a connection with your client throughout the complete sales process. Experts have found that almost 80 percent of new leads never become a sale. That's why you need to set up your nurturing campaign to convert those leads into sales.

If you generate leads but do not nurture them, your sales will end up being more expensive. All businesses are driven by return on investment. To increase ROI, you've to get the right leads for your nurturing campaign.

How to Get the Right Leads for Your Nurture Campaign?

Now, not all leads are the same. When it comes to the leads for your nurturing campaign, the key will be knowing when your customer becomes a buyer. Experts have found that 50 percent of your leads aren't ready to buy right away.

But, how can you know when your customer is ready to buy? If you set up the right pinpointing system, your nurturing campaign will be a success.

Your lead scoring system must fit your brand. You design your business with a customer in mind. Who's your customer? What's their budget?

These are just some of the questions that can point you in the right direction. Any lead scoring system must look at the lead fit, interest, behavior, and overall buying mindset.

Before ever targeting a lead, you've got to make sure they will fit your audience and brand. Do they really even need your products or services? You can know this through measures like analyzing demographics, budget, and possibly business size.

Once you gauge this information, you'll know if they're interested in your products or services. The lead interest is when you track a customer's interest in your brand. Are they engaging with your brand online?  How are they engaging? Are they engaging by visiting your website or certain product or service pages?  Are they visiting your social media or checking out particular videos? You should establish your system to keep track of these corresponding behaviors.

Their actions will tell you when  ready to they'rebuy. Continuous engagement with pricing pages and demos can be a sign that they're ready to buy your product.

Your nurturing campaign will move your customer through these corresponding buying stages. Your system overall will depend on the product and services you offer. You must design your sales funnel to guide your customer thoroughly, as well as make the process simple and easy for them to do so.

How to Nurture Leads?

Nurturing leads can sound more complicated than it really is. Your content marketing nurturing campaign needs to begin once you find the right lead. This content will guide your customer all the way to buying.

Before setting up your campaign, you must understand the buying stages your customer goes through. Experts have found that companies that put in place the right nurturing campaign generate 50 percent more sales. That's why you need to accurately time when you nurture your customer.

Here are some effective tactics to nurture your leads in the right way:

1. Nurture Your Leads on Multiple Channels

Not all customers are the same. That's why to have a successful nurturing campaign, you can't have a one size fits all approach. You must know your lead fits your audience.

But not all of them will engage with your brand the same way either. Some might engage on multiple platforms or only stick to one of them. That's why you must be sure to nurture your leads on multiple channels.

If your current approach is the typical generic email campaign, you need to start thinking outside of just email. Email open rates keep going down, so you need to market on other platforms like social media or possibly even consider items like Google adwords.

It's recommended you develop a great multi-channel approach. It should include a combination of social media, targeted ads, direct sales, and other strategies. You should aim to find a balanced approach that matches to your brand and audience overall.

2. Following up at the Right Time

Like they say, you need to get it while it's hot. Leads aren't an exception to this rule. Your nurture campaign must include following up at the right time.

Most businesses wait as long as 42 hours to follow up on a lead. You should aim to follow up with that lead as soon as possible. An automated follow-up campaign can help you with this problem.

Yet, many customers may prefer a personalized email or phone call. Regardless, you should aim to contact the customer quickly.

But, your team should always utilize a well-researched call or email. Your customer needs to feel that you understand their needs, not that your simply just interested in the sale. This will improve the overall effectiveness of your sales.

3. Sales and Marketing Teams Working Together to Nurture Leads

Experts have found an increase in conversion rates when sales and marketing teams work together to nurture leads. To do this, you must find out when the marketing or sales team is handling the customer. You've got to develop a strategy to integrate both teams in the nurturing campaign.

An example would be how the marketing team engages with the client through social media. Yet, your sales team would start working with the customer when they ask for pricing or detailed information on a social media post.

Will a Nurture Campaign Improve Your Sales?

Yes, a nurture campaign can increase your sales. Lead nurturing is an absolute must to grow your company. If you focus only on generating the leads, you might not bring in the number of sales you're aiming for.

Remember you must generate the right lead and guide them through the buying stages. Every business has it's own needs. That's why you should aim to develop a lead nurture strategy that creates synergy between your teams and fits your customer.

Now you know the basics about setting up a nurture campaign. Want to learn how to generate the right lead for it?

Check out our blog post to learn more.

A Complete Guide to Automated Lead Generation

Did you know that 63% of businesses confess their top marketing challenge is generating traffic and leads? The quality of those leads is another common obstacle. 68% of B2B professionals say increasing the quality of leads is their top priority.

But how?

Acquiring more leads and pinning down better leads takes either a chunk of money or a brilliant marketing director, right? There's no way a team can pull it off without at least one of those assets. You've just got to buckle down and work with what you've got...

Or do you?

What if we were to say that you can increase the number of leads you obtain each month and spend less money doing it? We're talking about high-quality leads that'll increase your conversion rates. If you want to learn how automated lead generation can change your business, read on.

What is Automated Lead Generation?

New software gives you the ability to automate your lead generation processes. You can create better leads without the investments traditional outreach requires.

The software has been around for a decade, though recent advances in technology have brought it back into the limelight. Expert marketers now rely on it. It streamlines their approach and cuts their workload in half.

Email marketing is at the core of it all. It helps sellers connect with hundreds of thousands of consumers with the click of a button. The software in question has been built to simplify the email marketing process.

ActiveCampaign and email gives you the power to automate your entire system. They have something for every part of your sales funnel.

First, a potential customer signs up for your email list. Then, you send them a sequence of letters designed to build trust and brand awareness. Finally, you sell to them.

You can then study your metrics to learn from your successes and failures alike.

As your skills develop, you can broaden your audience. You'll also grow more adept at building automated campaigns. With this kind of software, you can run a campaign with a quarter of the effort.

Best of all, you'll double the quality of your leads overnight.

Drip Campaigns

What is a drip campaign, you ask? It's what experts call an email marketing campaign. New software gives marketers the power to send personalized, automated emails to prospects. Which email the software sends can be tailored to your prospect's overall behaviors.

What the emails say and when the emails are sent is determined by the actions of your prospect. If they don't open your first email, for instance, a follow-up email is sent the next day. If they do open your first email, they might get a letter built for someone further down your sales funnel. And it might not arrive until three days later.

This process of spacing out the emails is akin to a dripping faucet, hence the name. These drip campaigns have been around since the advent of the internet. The difference is they now run themselves after your initial setup.

Most programs come with powerful segmentation capabilities. They enable marketers to divide their leads database by channel, industry, and/or the stage of their buyer's journey. This kind of segmentation is what improves your lead quality.

The leads who head to your landing page will be leads at the bottom of your funnel. Your software will supply useful resources to the rest, building trust and awareness. It'll nurture them until they're ready to convert.

Landing Pages

If email is the right hand of an automated marketing campaign, landing pages are the left. They act as your closer. They're meant only for the leads at the bottom of your funnel.

Modern marketing automated programs (MAPs) include options for creating and deploying landing pages. Any information your prospects give you on these pages is automatically uploaded to their profiles. These profiles store every scrap of relevant data you've been given accordingly.

The program stores their new data alongside their other stuff. Address, best times to reach them, and stage of their buyer's journey all land next to one another. Marketers used to keep track of all this information by hand. Now it happens in the blink of an eye.

A well-designed landing page will skyrocket your conversion rates. That's true especially when you factor in metrics and testing.

A/B Testing

A scientific approach to marketing first became popular in the 1950s. That's when Hopkins wrote his classic work, "Scientific Advertising." Thanks to advances in computer science the field has exploded in recent years.

Nowadays, you can't call yourself a true digital marketer (or even business person) without relying on quality metrics. A/B testing is one of the most popular routes to acquire metrics on things like click-through rates and conversion rates. With that information, you can better personalize your campaign to suit your buyer's need.

With automated software, the process is simple. Essentially you create two versions of the same piece of marketing material. Examples include landing pages, emails, social media ads, etc.

Each version is the same except for one particular element. It may be a word in your headline; it may be the color of your background or the graphic you use. Choose a single element that you think may need tweaking.

After you create two versions, run them as you would normally. The software will record important data about how your audience responded to both versions. After you run them for a week or two, you can read the results and change your strategy accordingly.

Rinse and repeat.

What's Next?

Well, what did you decide? Is automated lead generation for you? Can you see where it fits into your marketing strategy?

Automated internet marketing may sound difficult, but the core elements are fairly simple. Start with the basics: email, landing pages, and thorough scientific testing.

Master each element before you move on to the next. Do that, and you'll be swimming in more leads than you can handle. Just remember to send us a postcard when you make it to the big leagues.

If you're need of assistance with lead generation, please do not hesitate to contact us.

So long and good luck!

Google Adwords Lead Generation: A Complete Guide

There are various ways you can advertise your products and services using the Web. And one of the best ways to get quick results is to use Google Adwords.

Now, if you're not already using Adwords lead generation, then it's time to reconsider your strategy. After all, Google owns 87% of the search engine market share. And 75% of clicks go to pages found on the first page of Google - exactly where your ad will show up.

What's great about Google Adwords is that the ads blend in with the search results, making them look like ordinary links. This is why it's recommended that you use hyperlinks and ad copy that's informative and contains a CTA to help draw more Google leads.

Let's take a closer look at what you can do to use Google Adwords for increased lead generation.

Create a Landing Page that's Google Optimized

How important is it to have a landing page that's Google-friendly? Well, Google disabled a whopping 780 million ads back in 2015 because of policy violations!

Needless to say, Google does not play when it comes to optimization, even when it comes to your advertisements. But how can you ensure your landing page won't lead to your ad's removal?

It's simple, really. First, you need to ensure your landing page experience is a good one. In other words, your visitors find it helpful - not misleading! In a nutshell, Google likes landing pages that are:

Clearly explain your offer in the beginning and throughout the landing page. And it should be directly related to the ad the user clicks on to arrive to the page.

Then second, you must learn and follow Google's policies. There are certain types of content and practices that are prohibited. For instance, you can't promote shady or immoral products and services. And the landing page should be a part of a larger website.

If your landing page and website are set up solely to collect user data, you'll correspondingly receive a penalty. It's alright to collect information, but that shouldn't be the only purpose of your site.

Target Negative Keywords

The keywords you select for Adwords lead generation is key to your success. However, while you're targeting key phrases your audience is using, you should also hone in on the ones they're not.

Negative keywords are terms that you don't want to show up for. By adding these to your campaigns you can ensure your ads don't show up in the search results for these key phrases. In other words, you won't get clicks from groups of people who aren't actually looking for your product or service.

For example, if you're a dentist that offers non-cosmetic dental services, then "cosmetic dentist" would be a negative keyword phrase to include.

You should brainstorm and research various other negative keywords you may show up for and add them accordingly. This way, you don't end up paying more money for a campaign that's not converting.

Use Exact Match and Phrase Match Keywords

Besides negative keywords, there are other types of search terms to be aware of. For instance, there's exact match, broad match, modified broad match, and phrase match.

An exact match keyword is the strictest type of keyword. It's where you require users to type in an exact match of your chosen keyword in order for the ad to display. Now, this is something you want to use in certain cases where you want more control over the groups you're targeting.

Phrase match keywords aren't as strict as exact match, but more strict than modified broad match keywords. In this case, the user is required to enter the entire phrase in their search and in the same order.

For instance, if your keyword is cosmetic dentist services, then you may show up in searches for phrases like "cosmetic dentist in LA" and "affordable cosmetic dentist."

However, you wouldn't show up in results for "affordable dentist cosmetic services" and "dentist cosmetic procedures."

Use Broad Match and Modified Broad Match Keywords

In many cases, brands use flexible keyword settings in Google Adwords campaigns. But again, it depends on the industry and consumer group your campaign is for.

If you're not too worried about attracting the wrong audience and you're already making use of negative keywords, then you can use broad and modified broad match keywords without worry.

Broad match settings allow your ads to display even when users type in non-matching keywords. For instance, key phrases with synonyms and variations of the keywords you select.

For instance, "cosmetic dentist" may show up in search results for "teeth whitening dentist" and "tooth repair dentist."

Then the modified broad match setting is similar but a bit stricter. You can choose which keywords have to be in the phrase in order for your ads to show up.

This still allows flexibility in the search results it shows up in but ensures a higher chance of relevancy based on the keywords you choose.

For example, you can have cosmetic + dentist + LA as your must-have keywords. And then your ad will show up in search results for key phrases like "cosmetic dentist in the LA area" and "cosmetic dentist."

A/B Testing FOR Adwords Lead Generation

Both your headline and your ad copy must be A/B tested to get the best results from your Google Adwords campaign. You'll need to keep a close eye on your Google Analytics to see which ads are performing well.

Then for those that aren't, you can tweak one thing at a time and monitor whether the results improve. For instance, you can change the headline or the CTA. This will allow you to identify exactly what increased your CTR and conversions.

Get Expert Help with Your Adwords Campaign

Generating Google leads can potentially propel you ahead of your competition. However, if you're not knowledgeable about developing a thorough campaign for Adwords lead generation, then you may not actualize these results.

This is why it's recommended to work with experts that know the ins and outs of Google Adwords. At HookLead, we both educate and assist our customers with lead generation.

We can help you build a strategy that generates qualified leads that convert. Contact us today to learn more!

How To Create A Successful B2B Lead Generation Strategy

If you're trying to get the attention of your audience, you can never go into a project in business thinking they will come if you just build it (yesterday was father's day after all). Lead Generation strategy is never exactly easy. Just because you may have a great product, software or service absolutely does not mean customers will flock to you.

This is especially true if your aim is to increase your B2B lead generation. You're going to need a strategy that fits the modern mindsets of business owners today. Failing to tap into the mediums they're using can lead to strong risks, including losing prospects to your competitors!

In this quick guide, we'll go over some of the lead generation strategies you can start using today.

Let's begin!

The Tools of the Trade

When it comes to building a successful lead generation strategy, you need the right tools. And since we live in a digital age, it's no surprise that this consists of blogs, SEO, PPC campaigns, and social media platforms.

If you can strategically combine these tools together, your B2B lead generation results will soar. How do we know? Because 96% of B2B buyers want content from industry thought leaders to help with their purchasing decisions.

Next, we're going to take a look at how you can use these four tools to win over your B2B customers.

Capture Leads with PPC Marketing

When you want quick results, PPC campaigns are your best friend. These ads go up right away and don't come down until your daily budget is depleted.

And if you choose the right keywords and ad copy, you can get a whole lot of clicks in a short period of time. It's a great tool to use for when you have a sale going on for a high-value product or service.

For instance, say you have a 50% off deal on your web hosting service for medium-sized businesses. Then you can advertise this and build a sense of urgency for your prospects to act.

While this is a great way to boost your conversions, there's another way you can use PPC marketing. Paid ads are perfect for driving traffic to landing pages that capture leads. You can offer something for free in exchange for their email address.

These are what you call lead magnets. Different types of magnets you can use include e-books, white papers, case studies, and other forms of content with exclusive access.

Drive Traffic with Content Marketing

Your blog is a great asset for your B2B website. As we mentioned earlier, B2B customers are looking for thought leaders in your industry. With a blog, you can demonstrate your knowledge, expertise, and insights.

In turn, this will help to build your authority and recognition. Once your audience trusts your brand, they're more likely to purchase from it.

As for the type of content you publish, you should focus on giving information that's valuable and tactical where possible. For example, you can research the pain points of your target customer and then offer solutions to them in your posts.

With consistency, you can yield some amazing results. Just take Crowe Horwath, for example. He generated 48 pieces of content geared towards C-level customers with $1+ billion in assets.

His content consisted of case studies, executive briefs, Q&As, infographics, checklists, and videos. The campaign awarded him 778 contacts and a 70% open rate. And in the end, the revenue from user engagement was around $250,000.

The more you know your audience, the easier it'll be to engage them. And when your audience is engaged, they're more likely to share your content.

And this is where your next tool will come in handy.

Build Awareness with Social Media

It's hard to gain traction for your business website if no one can find it. This is why social media is a must-have for your lead strategy.

The right platforms can put your brand right in front of your prospects. Nonetheless this will take some legwork to pull off. After you've created your social media profile (which you should be doing from the beginning of creating your business), you're going to have to start building your list of followers.

You can do this with a mix of social ads, content boosting (paying for your posts to be seen), and networking. The last one is critical to your social media marketing.

You'll need to both engage with your audience in conversations, as well as influencers. If you can get on the radar of influencers, you can have your brand mentioned in one of their tweets sent to their thousands of followers.

Joining in discussions with your audience will also position your brand as an authority. Answer questions in groups, forums, and other platforms your customers use to get information.

Once your business profile starts getting attention, more people will follow it. And once they're following it, then they can read, share, and comment on your posts.

Make sure to share your blog posts on your social media to help drive traffic to your website.

Get Long-Term Traffic with SEO

Search engine optimization is the secret sauce to it all. It's what will help bring targeted traffic to your business website for a long time.

Your social media and content marketing will greatly help your SEO efforts. Google ranks websites based on user engagement, your authority, and the relevancy of your content.

Keyword optimization is still necessary, but not as important as developing content that's informative and engaging.

You'll need to do thorough research on what keywords your audience is using. Then implement those keywords and its synonyms (LSI keywords) throughout your site and blog content.

B2B Lead Generation Done Right

One way to ensure your B2B lead generation campaign goes well is to work with experts. If you're a business owner, you don't have the time to sit down, research, test, and implement lead generation strategies.

And this is where we come in. The professionals at Hooklead provide digital marketing services that'll help drive leads to your web properties.

Contact us today to learn more about how we can help bring qualified B2B leads to your website.

Your Lead Generation Guide and Lead Generation Strategies to Maximize Sales

Did you know that the average customer gets exposed to 2,904 media messages per day and pays attention to about 52? We're in an age of information overload where getting a customer's attention represents a mammoth undertaking. Instead of adding to the marketing brouhaha, be sure to use lead generation strategies to attract customers to you.

Read on to learn more about how information overload has changed the face of marketing and what you can do about it.

The Game Has Changed

Perhaps the most important shift in the evolution of the buying process has been the role reversal between companies and customers. Once upon a time, companies found customers and approached them through outbound marketing. These efforts included:

Potential customers lacked knowledge of the company and it's offerings. As a result, the buying process began near square one. Be aware though, that the internet has drastically changed how customers behave.

Today's customers come looking for your company. And they're armed with more knowledge than ever before.

What to Do?

Make sure your company is easy to find online. What're the best ways to ensure this? Search engine optimization (SEO).

A good SEO strategy will guarantee that your website receives a continuous flow of qualified prospects. What does "good SEO strategy" look like? Your website and blog should contain relevant keywords and phrases woven throughout your content.

And while we're on the subject of content, make sure that it's high quality. Posting excellent content leads to link building and traffic generation, too.

Customers Have Changed

The overabundance of information on the internet means today's customers have done their research. Lots of it. What does that mean for you?

Instead of being at stage one of the buying process when they start interacting with your company, today's customers are much further. In fact, it's safe to assume that they're between two-thirds and 90 percent of the way through the buying process.

How to Respond?

Today's customers know what's out there. They're familiar with you and your competition, too.

So, how do you keep them on your site and convert them into loyal customers? The answer's simple. High-quality content.

First-rate content remains the essential ingredient to your company's marketing success. When you offer readers valuable, insightful content, they'll come back. What's more, you'll engage them, build a relationship with them, and earn their trust.

The deluge of information out there today means your audience is more discerning and vigilant than ever before about where they focus their attention. So, your content needs to hook them with bravado, finesse, and useful information.

The attention economy's real. Don't risk fizzling revenues by forgetting it!

Conversions Have Changed

Alright, you've optimized your website, and you're writing top-quality content. Your traffic levels have increased because prospects are now finding you. That's all good and well, but how do you convert prospects into customers?

You need to build a lead capture page. Otherwise, you'll end up with low visit-to-lead conversion rates. And you'll miss out on many opportunities to sell your products and services.

Where to Go from Here?

Building lead capture pages help you close the circle of your sales cycle. Think of them as the "yellow brick roads" your prospects follow to become loyal customers.

Creating effective lead capture pages requires a thorough knowledge of best practices in landing pages. Lead generation companies can guide you through the process.

That way, you'll get the highest number of conversions possible. Read more about crafting an effective lead capture page now so that you're prepared to discuss them and your company's goals with a qualified professional.

Lead Generation Strategies

Way back when, outbound marketing in the form of cold calling, advertisements, and mailers represented a company's best means of getting before customers. Then, the internet came along and old marketing paradigms started to shift.

Successful marketing became synonymous with ensuring your company got found. Lead generation strategies were thus born. With these changes, the importance of your company's online presence has intensified.

Your website equates with your online identity. So, be sure to invest in making your website professional-looking, easy to navigate, and well written. Then, make sure that you have some lead capture pages to help close the buyer circle.

Looking for more tips about digital marketing? Check out our blog, or contact us to chat about your business and its online marketing goals.

Improve Your Conversion Rates With These 5 Lead Nurturing Tips

When it comes to getting the sales that you need to really rock your real estate business, your best bet is to channel your inner caregiver and focus on seriously nurturing your prospects.

Lead nurturing is all about showing your sales leads that you can be trusted and building a relationship with each and every one of them.

In your campaign to nurture your leads, your main focus is to nail these two goals:

But how can you meet these goals and make sure your campaign is on-point?

Check out our top 5 tips for improving your conversion rate and scoring more real estate sales.

1. Under Promise and Over Deliver

You might think that you should be promising your prospects the world to get them to buy what you're selling, but that tactic can actually weaken your credibility, leading to disappointment on both sides.

You need to figure out from the beginning, what you can and can't do for your real estate sales prospects.

Be sure to explain to your leads that you'll meet their needs in specific and realistic ways, even if that might seem as if you're not giving them quite all that they'd imagined you would.

They will appreciate your candor and will love that you are looking out for them with an honest approach, instead of being more concerned with only yourself!

2. Build Toward a Sale with Each Interaction

You should be taking your lead nurturing campaign activities seriously from the very start....not just when you're getting ready to close a deal.

Why are you contacting this lead via email? What are you hoping to get from this phone call?

In your work as a real estate agent, remember that you are selling yourself just as much as you are selling your services.

Take the time to ensure that each and every conversation you have with any of your leads is highlighting one (or preferably both!) of these things.

3. Take the Time That You Need to Succeed

Rome wasn't built in a day and you most likely won't make a sale that quickly either (not all the time), even if you are putting something in place up front to make sure that not a single lead slips by you.

Just be sure that you're thinking along the lines of "progress not perfection" by taking the time that you need to refine and revamp your first attempts at nurturing your leads.

For example, if you notice that the open rate on a particular email is super low, it's probably time to rework the content of that piece of lead generation.

If your efforts aren't turning leads into sales, it's time to take a look at another type of real estate marketing strategy.

4. Engaging Content is Key

Your goal is to encourage leads to opt into your content marketing campaigns, right?

If you're not getting the responses that you would like to see from your blog posts or email newsletters, your problem could be that your content is simply not engaging enough.

Shift your focus to sharing helpful and informative content with your prospects to get tons of high-quality leads and crush your sales goals!

5. Measure the Effectiveness of Your Campaign

After all of the hard work that you've put into nurturing your leads, you don't want to just take a guess at finding out how effective your lead generation campaigns have been, do you?

Absolutely not! You want to keep excellent records and frequently measure your lead nurturing efforts. That's where making good use of Google Analytics comes into play.

For example, you can keep an eye on the "click-through rate" on your website and watch out for a high "unsubscribe rate" on the emails you send out.

Once you have that crucial info, it's just a matter of taking care of the fixes you need to put in place using the lead nurturing tips you've just learned.

Get Your Lead Nurturing Goals Met

Now that you know how to take care of the leads that you've worked so hard to generate, you're probably ready for the next step, right?

If you're ready to get even more real estate sales, you might want to take a look at our handy checklist for the perfect inbound marketing campaign or check into our other helpful real estate marketing services.

Here's to your success!

7 Signs You Should Hire a Lead Generation Agency

Have your sales decreased due to a lack of leads to your site? Having little or no leads generated is a death sentence for a digital marketer.

Leads are the driving force behind sales. Without conversions, your business revenue will decrease.

If you're struggling with acquiring and converting leads for your company, you can look at hiring a lead generation agency to help you.

Let's dive deeper into the top seven signs you see when it's time to start seeking help.

Declining Sales

If sales are dropping, it may mean that your marketing team is not generating enough leads. Even if you are generating leads, those leads may not be qualified.

Having a lead generation agency that specializes in creating and qualifying leads that turn into sales may save your company. Diving into your marketing strategy head-first and analyzing the potential problems it has will help you to develop a better plan.

Most outside agencies have the experience to perform an audit of your digital marketing strategies and offer suggestions for change. They will be able to tell you whether it is your marketing efforts or your sales team that is the cause of the decline in sales.

A sure way to see an increase in high-quality leads is to make sure you have the right target market and message. Agencies can also assist in providing this. They are skilled in determining what your target market is and who you should be marketing to.

When your message is being driven to people that want to hear it, sales will almost always increase.

Small Marketing Team

Your marketing team is small and you feel that you are always churning your wheels and not getting much done. To have a good digital presence and digital marketing team, it's impossible to have a team of one or two people.

There are a lot of things that either won't get done or won't get done well when only a few people are focused on it. You don't have enough time in the day to allocate all of your tasks. Hiring a lead generation agency can help relieve some of the duties associated with a full-time digital marketing position.

A lead generation specialist will be able to help you find leads to reach out to and your marketing efforts can be maximized. Instead of looking for people, you can be crafting your messages to those people.

Time and Money

When it comes to generating leads and seeing good marketing results, you may struggle with the budget if you're a smaller company. If you're working on qualifying leads yourself and you're purchasing lists or paying per lead, that cost could rack up.

If you have a lead generation agency working on your side, they can help reduce the cost associated with paying for single leads or lists and provide additional support.

If you're finding that you need more people on your marketing team to get everything done, but can't afford to hire people on full-time, this may be a sign to move towards an outside agency.

Instead of paying for a yearly salary, you'll be paying on a project or contract basis, which can help eliminate costs.

Digital Marketing is New to You

Has your company done traditional marketing up until this point in time? Is digital marketing new to you?

You may be a business owner or a part of a marketing team that hasn't done anything digitally. If online marketing is new to you, you may want to look a hiring a lead generation agency.

You or your team don't have the skills or expertise to maximize success without spending a lot of time learning about best practices. Agencies help you get there a lot faster because of their prior experience with many different clients.

Your team may have an idea or a plan for your team, but don't know where or how to implement it. An agency is cost effective and will put you on the right path of seeing your strategy through to the end.

A Lead Generation Agency Provides Ideas

If your team is struggling to create any fresh or creative ideas, it's time to call up your lead generation agency for help. They can help you get fresh ideas to ramp up your work.

Your team could be treading water doing what they've always done, day in and day out. Rolling out a new plan or strategy can help to start generating high quality leads again. The good thing about an agency is they have people on staff that do this full-time.

They know how to get out of a creative rut and start driving results again. They are experienced in building plans from the ground up and takings ideas and turning them into a complete vision.

They also know how to measure the marketing results to see if they are successful and measuring up to set goals.

Perhaps the truth is that you don't like marketing and don't want to do it. When it comes to generating new content and ideas, it isn't your forte. You know that if you did it, you wouldn't generate good results.

That's when you know it's time to get some outside help.

You Don't Have to Generate Leads Alone

There are a variety of reasons it may not be in your best interest to try to do digital marketing in-house. This could be because your team is too small or not qualified enough, or they lack ideas and a solid plan.

Maybe your company doesn't have enough in the budget to expand the team and the time it's taking your team now is not allowing them to make progress.

All of these are reasons why hiring a lead generation agency could help improve your business processes and increase your sales.

Download this free digital marketing checklist today for tips on how to get your digital marketing up and going.

Facebook Ads Benefits for Business

There are many Facebook Ads benefits for business which is why so many are jumping on the bandwagon. Advertising on Facebook can be a cost effective and successful way to promote your business. This advertising channel has many benefits and we're going to highlight a handful in this article. See below for a few of our top Facebook Ads benefits for businesses.


If I had a dollar for every time I heard "my target audience isn't on Facebook" I'd have enough saved up to take a nice vacation. The truth is, more than 1 billion people are active on Facebook, so chances are, your prospects are there. It's also easy to forget that even in B2B, you're always marketing to people, not a business.

Facebook Ads offer some of the best targeting options I've seen. You can literally take the information from your persona research and use it for your ad targeting. Here are some of the ways you can target your ads on Facebook:

The robust targeting options Facebook Advertising offers businesses gives them the opportunity to drill down to a very specific audience. It's true that Facebook advertising doesn't have the search intent that channels such as Google AdWords have, but you can laser target your ads to put your marketing messages and brand in front of your target audience. Since this channel lacks the search intent, you need to put together a well planned strategy to be successful.


As mentioned earlier in this article, Facebook has a tremendous reach and leveraging their advertising platform gives you the opportunity to get your brand in front of the masses in a cost effective way.

You can run many different types of ads so you can mix up your messaging to align with your goals, thus creating consistent exposure for your brand, which can obviously lead to more sales.

For example, you can "Boost" your recent blog post, take an ad out to promote your latest eBook to generate top-of-funnel leads or retarget your prospects to increase your prospect to hot lead or sales conversion rate.

Cost Effective

With Facebook Advertising, you can get get started with a campaign for as little as a dollar a day. Not too many advertising platforms can accommodate the range of advertising budgets that Facebook can. Of course, if you have an effective strategy, it would behoove your business to spend much more, especially if the ROI is there.

Another great benefit of Facebook Ads is the ability to track and measure conversions. You simply need to install the Facebook pixel and tell Facebook what your conversion is. This is what can make promoting your business via Facebook Ads very cost effective.

If your advertising is setup to optimize conversions, then not only can you make data based optimizations to lower your cost-per-conversion and increase conversion rate, but Facebook's algorithms learn from your data and make their own adjustments by showing your ads to people more likely to convert.


Facebook Advertising is growing in popularity because it works. It works especially well once you learn how to leverage it properly. For example, knowing which type of ad to use to best reach your goals, how to get the most out of targeting, properly measuring conversion performance, writing ad copy and creative and optimizing your campaigns.

Another benefit is being able to create Facebook marketing funnels that align with your sales process and buyers journey. For example, promoting content to your target audience, retargeting those who read your content with a top-of-funnel offer such as an eBook, and then retargeting those who converted with a bottom-of-funnel call to action such as a consultation, trial or sale.

As you can see, there are many benefits to running Facebook Ads for your business. It all begins with creating the right strategy and making data based optimizations to get the most out of your advertising budget.

Want to generate more leads and sales for your business from Facebook Advertising? Learn more about our Facebook Advertising packages!

Or, if you want to try on your own first, download our Facebook marketing eBook to hone your chops

How to Measure and Improve the Quality of your Leads

Lately, I've been hearing more businesses struggling with the quality of their leads. They're challenged with measuring lead quality as well as figuring out how to improve the quality of their leads. Below are a few ideas to help you better measure the quality of your leads and how to improve overall lead quality.

Measure funnel conversion rates

You cannot improve what you don't measure. The first step in measuring and improving lead quality is to begin tracking relevant conversion rates in your marketing and sales funnels. Below are some ideas of important conversion rates to track:

Essentially, you want to know how each step of your funnel converts. This means tracking top-of-funnel, middle and bottom-of-funnel conversion rates.

In order to ensure you're not only tracking but letting the data drive your marketing decisions, save time by creating analytic dashboards. You can set them up in tools such as Google Analytics and HubSpot. Spend a little time setting up your dashboards, feel confident in your tracking and create weekly automated reports to help remind you to look at them. Get in the habit of reviewing these KPI's every week. The more conscious you are, the more you'll learn and spot what's working and what's not.

Improve visitor targeting

The more you can control your traffic, the better your lead quality will be. For example, your SEO, content marketing, online advertising, email lists, are all controllable to some extent giving you the opportunity to optimize for your specific target market. Research their goals, challenges, pain points, common objections and potential keywords they would use to search for information related to the solutions you offer.

Build a funnel

Not having a marketing funnel means you likely:

Marketing funnels will give you the opportunity to increase overall lead flow and increase the quality of your leads. Once you have your marketing funnel built, you can begin to measure the quality of your leads and optimize each phase of your funnel, helping you squeeze more high quality leads from your marketing efforts.

Strategic prospect education

Content marketing is popular because it works. It helps you generate more targeted traffic and educate your prospects. Create content for each phase of the buyers journey to use in your marketing funnels. Create content your prospects would find helpful when researching, considering and deciding on solutions you offer. Providing this content helps prospects move themselves through the buyers journey and bubble-up when they're ready to talk. You can also use premium content such as eBooks and whitepapers to use for top-of-funnel conversions to fill your marketing funnel.

Leverage MQL's

Following the strategies above can give you the processes needed to generate marketing qualified leads. This means your prospects have already been exposed to your brand, see you as a potential solution and are ready to talk to a sales person. Lean on your marketing funnel and automations to nurture and convert prospects to marketing qualified leads for your sales team.

Remember, improving lead quality means measuring, better targeting, educating, creating strategic conversion paths and optimizing based on the data you build. Follow these tips to improve the quality of your leads and generate more sales.

Download our free eBook below to learn more about creating buyer personas and creating an effective content marketing strategy.