How Do I Get More Leads Now?
At Enilon, we’re frequently having discussions with new clients about a pressing concern: “How do I get more leads now?” This question is coming up more often because many companies are under significant pressure to generate more leads immediately. With only a few months left in the year, businesses are evaluating their progress and goals, trying to ensure they meet their targets by year-end. This has created a heightened sense of urgency in the market for lead generation.
Given this context, I thought it would be helpful to discuss some strategies. As you’re aware, many marketing initiatives focus on long-term strategies. Typically, around 94% to 98% of the people you’re targeting are not currently in the market for your products. So, how do you find those who are in the market right now, and how can you capitalize on that to generate as many leads as possible?
As a marketer, here are four key areas we focus on and discuss with our clients to tighten up their strategies and maximize their lead generation efforts:
- AdWords Strategy:
- Focus your AdWords strategy on high-intent keywords and campaigns. If you’re running broad or upper-funnel campaigns aimed at research, now is the time to pause those and reallocate resources to high-performing or high-intent keyword campaigns. Also, review your ad copy and landing page copy to ensure high relevancy, a strong value proposition, and a focus on conversion.
2. Creative and Messaging:
- Take a step back and assess all your creative and messaging that’s currently in the market. Ensure that your storytelling is as strong and compelling as possible. Are you speaking the customer’s language? Consider your creative in a competitive context—are you standing out, or is it all just white noise? Make sure your messaging differentiates you from competitors and gives customers a reason to connect with you.
3. Alignment with Sales:
- If you work with a sales team, ensure tight alignment with them on what constitutes the best-fit opportunities and the key accounts and contacts they’re targeting. Your marketing campaigns should closely align with sales efforts, creating a unified lead generation and revenue program.
4. Strong Closing Messages:
- Identify your strongest closing messages. These could be powerful case studies, compelling testimonials, or even visual demos that highlight what makes your product or service unique and effective. Consider how you can share these closing messages with prospects who have been engaging with you for a while, providing that final push to convert.
These are just a few tips we discuss with our clients. We’d be interested to hear what strategies are working for you. Now is the time to focus on closing out the year successfully while also laying the groundwork for 2025 planning. Let us know if we can help. Best of luck to everyone, and let’s make the end of the year great!
