Not all lead generation strategies work for all audiences. Tailor your efforts. For example, a B2B SaaS company will use a different approach than a B2C technology company.
Before you create your lead generation strategy, ask yourself questions like: Who are my customers? What do they want? What are their pain points?
You may have multiple buyer personas if you offer multiple products, so adjust your strategy by persona.
3. Leverage intent data
Intent data refers to the actions users take (on your website or across the web) that indicate they’re ready to buy. It’s a signal users send that says, “I’m ready to spend money!”
Actual actions vary by audience and industry.
For example, if someone searches for a “ c-level lead generation contact list tool ” on G2 (a software review site), there’s a good chance they’re looking to purchase something like what we offer here at Leadfeeder.
These leads are much more valuable than someone who just visits our website. Adapt your efforts. Maybe they found our latest tweet funny or are looking for a job.
Find intent data on your website to understand which leads are most valuable to your organization.
4. Use videos to explain complex topics
How complicated is your technology?
Whether you sell software to corporate sales teams or educational technology to homeschooling families, there’s a good chance your audience doesn’t fully understand what your product or service does or the benefits it offers.
(If they understood, they would have converted already!)
Video makes it easy to demonstrate how your technology works and explain complex topics.
We use this strategy at Leadfeeder to show users how to use our tool and answer frequently asked questions:
There’s another (even better) reason to use videos. Tailor your efforts to China’s numbers . If the topics you cover are detailed, more qualified leads are more likely to watch them.
You can then track video views and reach out to those businesses or retarget them on other platforms.