In 2017, HubSpot conducted a study to understand the relationship between customers and brands, and how it is evolving. The study revealed that 63% of marketers report their biggest challenge is generating enough leads and traffic.
So if there’s a surefire way to ensure business growth, it’s employing effective lead generation strategies. Here are five effective lead generation hacks that’ll help you increase your returns and grow your business:
Identifying target customers is key for any business, and a vital aspect of any marketing campaign. Growth-based marketing helps you identify the most relevant potential customers. Not only that, it also helps you locate the online media where these people spend most of their time.
Leveraging “online ecommerce giants” where your target audience spends their time, is a great strategy to attract consumers. In order for this hack to work, you are need to identify the websites your ideal customers frequently visit.
You could do this by surveying your current customers and determining which websites they like to visit other than yours. Since you’ll be targeting people who share similar traits and characteristics as your current customers, there’s a good chance you will find valuable leads on the sites your customers visit.
Once you’ve identified these websites, you need to think of creative ways to reach out to them leveraging these sites.
Here’s an example.
Here, on Amazon.com’s homepage, we see that a clothing brand, Shopbop, is promoting themselves. This can help them gain visibility among new audiences and many fashion enthusiasts might visit Shopbop after seeing the advertisement on Amazon.
Also, advertising on websites like Amazon, increases the credibility of your brand. People who trust Amazon will trust Shopbop too, as Amazon has chosen to showcase them.
With digitization, people have started leading lives in which they view instant gratification as a necessity. This is the exact reason why consumers will not crawl through your website to look for information. If they have a question, consumers want it answered immediately, and without having to look for it somewhere.
This has prompted online businesses to adopt live chat to provide support to increase customer satisfaction. Just imagine how convenient this is for a customer. All they need to do is type in their question, and boom, someone is there to answer all of their queries.
A study by LiveChat showed that the demand for live chat has grown by 43.41%. Generating leads with the help of live chat is a smart idea. Live chat tools can help you track chat analytics, which can help you improve processes and identify opportunities. They also allow you to proactively initiate chats with users.
Receiving instant responses to queries is way more convenient that calling customer support and staying on hold forever. Many online businesses lose leads because of navigation issues on their websites or because a potential customer isn’t able to find the information they want. Eventually, they lose interest and drop out. This is exactly what you can prevent using live chat.
Here’s an example.
Here, on the MAC Cosmetics homepage, there’s a small message icon that appears in the bottom-left corner. That’s the live chat icon the company is proactively showcasing. This gives the impression that the company is keen to assist visitors in the best possible manner. Not only does this build trust among potential customers, but also makes the sales cycle quicker.
Influencer marketing can be pretty effective as a lead generation hack for ecommerce brands. You can amplify your brand awareness by collaborating with a relevant industry influencer. This can help you generate a good amount of quality leads. This new audience is likely to trust you because you’ve been endorsed by an influencer they follow.
The most important aspect of this hack is in finding highly relevant influencers to work with. Here are the tools you can use to make this job easier:
- Grin – Grin has a massive collection of influencers across various niches and categories. The tool lets you narrow down your search easily based on a few useful metrics. You can filter influencers who are located in a specific city or region.
You can filter influencers who are more active in certain social platforms. Or you can even look for influencers who have a certain level of engagement rate, to ensure that you find influencers who can actively engage your target audience.
- Buzzsumo – Buzzsumo is another useful influencer discovery platform that lets you conduct your search using relevant search terms. You can easily view various influencer stats such as Domain Authority, Page Authority, Average Retweet Ratio, etc. from the platform.
After discovering influencers relevant to your niche or industry, you need to further filter them to narrow down on the most relevant ones for your brand. The metrics used for measuring the relevance of influencers may differ from brand to brand.
While some brands want to work with influencers with millions of followers, others may want to create a more genuine relationship with customers through micro-influencers. However, you should always look for influencers with a high engagement rate to ensure they can drive enough interest around your product.
Approach your shortlisted influencers in a way that encourages them to respond. Most influencers are active on social media platforms such as Facebook, Twitter, Instagram, etc. One of the best ways to contact them for a collaboration is by being a fan first and foremost.
Engage and interact with your potential influencers on social media. Like and share their content. Post insightful comments on popular posts so that you can stand out from the crowd. When you feel that your influencers know you’re a fan, approach them with your offer. One of the best ways to approach them is via email.
Here’s an example of a well-written email for contacting influencers for collaboration:
“Hi [INFLUENCER’S NAME],
My name is [YOUR NAME], and I’m the [JOB TITLE] at [COMPANY NAME]. I’m a regular viewer of your vlog, and I really love your content. Your recent video on [TOPIC] was really fun and engaging.
My company has previously collaborated with [OTHER INFLUENCER’S NAMES] on our [NAME OF CAMPAIGN(S)] campaigns [PROVIDE LINK].
We are currently finalizing our new social media campaign, and would be really happy to have you onboard. If you are interested, please reply so that we can set some time aside for a discussion.
I look forward to hearing from you soon.”
Another excellent tactic to generate quality leads for your ecommerce brand is by offering something valuable in exchange for email signups. You could offer discounts and deals that are exclusively available for first-time buyers to encourage people to register at your site. This can help you gain high-quality leads, in addition to driving conversions.
But to ensure that the leads you generate through this tactic are of high quality, you need to provide the offer only to visitors who seem to show genuine interest. Have a pop-up window open for visitors who have checked out several pages instead of displaying it to each and every visitor.
Here’s the tactic being implemented by Frank and Oak, a clothing subscription company.
People trust their fellow consumers, and that’s exactly why you need to leverage your existing customers as much as possible to generate new leads. More specifically, you need to make use of the content created by your existing customers about your brand and products. This could be anything from social media posts to reviews.
Use your social media to repost photos of your customers in which they are featuring your product. Or you could try posting screenshots of reviews from your customers. You could significantly boost your lead generation numbers through this. In fact, Olapic reports that the likelihood of buying something increases for 56% of consumers after they seeing a positive or relatable customer’s post about it.
Target regularly reposts photos and videos created by customers and influencers (in other words, real people) on their Instagram.
All of the above-mentioned hacks can be used to promote your brand, its products, and services. Using these hacks to develop a lead generation strategy that features your offers will make your brand stand out.
If these lead generation hacks are implemented correctly, your ecommerce store is bound to get terrific conversions. Do you know any more effective lead generation hacks? Feel free to let us know in the comments section below.
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