Inbound Marketing Strategies to Improve Lead Generation

Rodrigo Silva

March 29, 2016
5 MIN READ

More focus on conversion, mobile-based solutions, interactive content, and relationship marketing are some major lead generation trends that are currently standing out in the global environment of digital marketing.

Lead generation is the number one concern for marketers because this key gear of inbound marketing is constantly changing and evolving. Due to this, marketers must be absolutely tuned into people’s digital habits and preferences to create and deliver the right lead generation strategy.

Why is this important? Because it helps companies improve external and internal processes and goals. Externally, lead generation strategies “support healthy revenue growth, increase brand awareness, build relationships, develop qualified leads, and the always important, close more deals!” LeadsCon says. Internally -they add- it contributes to marketing and sales teams working cohesively.

Now, lead generation tools are also essential elements of digital marketing strategies because they allow companies to talk with their customers. These tools are also in constant evolution, so it is necessary to regularly look at trends that show how marketers are managing these tools and how customers appreciate them. 

This time, we’ll focus on three basic tools commonly used by marketers: blogging, content offers, and automated workflows. But, first, we’ll see why they are so important.

BLOGGING

As Hubspot says, blogging is an essential part of Inbound Marketing. “It allows you to communicate with an audience and spread a message. Today, many people are running their entire businesses on blogs. Thus, they rank well in search engines and leverage PR opportunities.” 

In fact, 81% of US marketers use blogging as a content marketing tactic, and 59% consider it an effective tactic of Inbound Marketing, according to the Content Marketing Institute 2016 report.

How does it work? Through blogging, companies deliver informative content that people appreciate by looking for a solution that matches what the company can provide. In this way, a relationship (engagement) between both of them is created and nurtured, and it certainly contributes to transforming a person into a consumer.

On the other hand, Blogging also helps with SEO (Search Engine Optimization) strategies. As Neil Patel explains, “through blogging we can create fresh content with regularity, rich in the keywords and phrases that we want to get found for on Google, Bing and other search engines (…) Better search engine visibility means larger volumes of organic traffic, as new users find content through search terms alone.”

Blogging isn’t a static or a mechanical activity. On the contrary, the ways, the approaches, and the styles are constantly evolving. Nowadays, there are some basic trends that companies, marketers, and consultants are considering to answer to market expectations properly.

Size matters. “Google considers blog content of 500 or more words more authoritative, and brands will ask for longer blog posts. So consider adding more words, images, and keywords to your most popular blog posts,” The Network Niche says.

No more comments. DOZ company explains that “in simple terms, comments are not what creators want to spend their time managing, and they are not where readers want to have their conversations.”

Be more visual.As websites go minimalist, large, easy-to-read, shareable graphics to support text will be crucial to success,” Katy Widrick, blogger, and social media coach, say. In addition, people prefer images and graphics more and more because it’s easier and faster to understand. So, marketers should adapt their blogs to a more visual kind of content.

And here we have a prediction by DOZ. “The best content will combine two trends in blogging: great graphics and longer posts. Of course, nobody wants to wade through a wall of text on a screen, and long slideshows are equally unpopular. But the combination of long-form text with high-quality images that support and augment that text will be near irresistible.”

👉 Related post: Top Lead Generation Tips

CONTENT OFFERS

Content offers are the next step if delivering relevant content through blogging is a fundamental part of Inbound Marketing. If your company wants to attract people more into the Inbound conversion process, you have to deliver some compelling content offers.

“You have to offer something of such high value that the prospect will exchange their contact information for it (by filling out a form on your website). We call this "something" a content offer. Here are some examples; ebooks, tool kits, webinars, audio files,” Moon Marketing stands. One of the main benefits of this tool is getting important information from the visitor (name, e-mail, age, job, etc.). This data is a condition to download or access the offer, and people are willing to give personal information get relevant content.

Currently, most of the content offers aim to get subscriptions for newsletters (72%), blogs (56%), and online communities (22%), according to the Content Marketing Institute Report 2016.

Now, delivering content offers is not a random exercise but a part of well-planned Inbound Marketing campaigns. These offers must be placed at the right time in the conversion process when strangers have already become visitors, and the brand needs to take them further transform them into customers. 

Hubspot details 11 steps to deliver a content offer through an Inbound campaign:

  1. Select the content offer.
  2. Create a new campaign.
  3. Identify keywords to use throughout the campaign.
  4. Create a thank you page.
  5. Create a landing page.
  6. Create a call to action.
  7. Create or select a list of contacts.
  8. Create an email to promote your content offer.
  9. Write related blog posts.
  10. Schedule your related social media posts.
  11. Launch your campaign.

AUTOMATED WORKFLOW

As we understand workflow as the staged-based process that a business must follow and fulfill to deliver services or products to consumers, an automated workflow is “when computers or other machines aid these stages (…) creating an automated workflow involves inputting the workflow process into workflow management software, which then automates the process,” Wise Geek explains.

The main benefits of this solution are related to money and time savings, as every automated solution does. If we take this into Inbound, marketing automation helps your company automatically fulfill some daily tasks to dedicate more time to strategy.

Which are some of the most common automated process in Inbound? Hubspot underlines:

Topics: You can create an email workflow for your brand’s key topics.

Blog subscriber welcome: “You can use this to thank contacts for subscribing, remind them what they'll get out of reading your blog, review their subscription settings, and promote your blog's best-performing articles or other offers.”

New customer welcome: This is good to start engagement with your clients, for example, by introducing helpful training materials for some products or services.

Lead nurturing: “If a contact has downloaded several of your top-of-the-funnel marketing offers like ebooks and webinars, it might be a good sign they're ready for a little bit more. Set up workflows that help to advance these contacts further down the funnel.”

Let’s see where marketing automation is heading this 2016. Many marketers and consultants agree on the following trends:

Personalize it

“Customers don’t simply care about the product. Instead, a great marketing campaign relies on heavily branding the culture and personality of your business so that you can create an intimate shopping experience for every customer. Marketing automation provides the customer insights you need to develop ad campaigns that are tailored to the specific interests of each shopper,” 

Real-time and Location-Based Automation

“Marketing automation is all about you reacting to customers’ actions. They click on a link, and you send them an email. They download a guide, and you give them a call, etc. In 2016, things will get a little be more complicated with real-time and location-based automation,” digital marketing & business expert John Bracamontes says.

“Real-time automation allows for the immediate response to customers’ actions. This includes campaigns that get triggered within minutes, not days; real-time personalization, etc. (…) Location-based automation is expected to become a much more prominent and widely used marketing tactic as well. Thanks to GPS technology in nearly all our phones and the willingness of users to share their location, it will be silly not to take advantage,” he adds.

Think Mobile

“Marketers –Ideas Collide stands- are focusing more on mobile due to the increasing amount of people relying on their mobile devices to read emails, interact with websites and consume content. Utilizing responsive design for landing pages and emails are the first step and should be implemented immediately if they haven’t already.”

The key to having success in lead generation with these Inbound Marketing tools is to combine them to create an integral experience for visitors, leads, and customers. We should always remember that when your brand gets connected with a new client, it’s just the beginning of a long-term relationship, so your company must constantly be talking with the client, taking care of them, following their habits, and surprising them with new good content. In this way, you’ll be able to create a trust-based link between your brand and your client.

How is your company managing lead generation strategies? Are you using some of these essential Inbound Marketing tools? 

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Rodrigo Silva

Rodrigo is a journalist with over 10 year of experience in writing.

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