Lead Generation: A Beginner’s Guide to Generating Business Leads the Inbound Way
Lead Generation: A Beginner’s Guide to Generating Business Leads the Inbound Way

Lead Generation: A Beginner’s Guide to Generating Business Leads the Inbound Way

Let ’ s set the stage : I ’ m about to dig into the best darn pile of spaghetti and meatballs I ’ ve ever seen. Just as I twist my fork in the pasta, spear a mouth-watering meatball, and go in for my first base mouth-watering sting … the telephone rings. “ May I speak to Lindsay Kow-low-witch ? ” asks the telemarketer on the other end. “ This is an authoritative message regarding your oven preferences. ”
This frustrating break is why HubSpot is here to discuss inbound lead generation — a solution that can save your business or administration from being that annoying, disruptive cold caller that is ruined by spaghetti night .
Download Now: Lead Generation Best Practices Guide
Let ‘s start with defining a tip, and then we ‘ll cover what on-line lead generation is, why you need go generation, how you qualify person as a tip, how to label moderate types — such as sales qualified leads, how you generate leads, and why inbound precede generation is much more effective than plainly buying leads.

What is a lead?

A go is any person who indicates interest in a company ‘s product or service in some way, supreme headquarters allied powers europe, or form .
Leads typically hear from a business or arrangement after opening communication ( by submitting personal information for an offer, trial, or subscription ) … rather of getting a random cold call from person who purchased their reach data .
Let ‘s say you take an on-line surveil to learn more about how to take manage of your car. A day or so late, you receive an e-mail from the car company that created the review about how they could help you take care of your car. This process would be far less intrusive than if they ‘d equitable called you out of the blue with no cognition of whether you even care about car maintenance, right ? This is what it ‘s like to be a lead .
And from a commercial enterprise perspective, the information the car company collects about you from your survey responses helps them personalize that opening communication to address your existing problems — and not waste time calling leads who are n’t at all matter to in car services .
Leads are depart of the broader lifecycle that consumers follow when they transition from visitor to customer. not all leads are created equal ( nor are they qualified the same ). There are different types of leads based on how they are qualified and what lifecycle stage they ‘re in .

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Marketing Qualified Lead (MQL)

Marketing qualified leads are contacts who ‘ve engaged with your commercialize team ‘s efforts but are n’t ready to receive a sales call. An model of an MQL is a contact who fills out a landing page form for an offer ( like in our lead generation process scenario below ) .

Sales Qualified Lead (SQL)

Sales qualified leads are contacts who ‘ve taken actions that expressly indicate their interest in becoming a paying customer. An exercise of an SQL is a touch who fills out a phase to ask a motion about your product or overhaul .

Product Qualified Lead (PQL)

Product qualified leads are contacts who ‘ve used your product and taken actions that indicate interest in becoming a paying customer. PQLs typically exist for companies who offer a product test or a exempt or limited adaptation of their product ( like HubSpot ! ) with options to upgrade, which is where your sales team comes in. An example of a PQL is a customer who uses your loose version but engages or asks about features that are only available upon payment .

Service Qualified Lead

Service qualified leads are contacts or customers who ‘ve indicated to your overhaul team that they ‘re interested in becoming a paying customer. An model of an service qualify lead is a customer who tells their customer servicing representative that they ‘d like to upgrade their product subscription ; at this clock time, the customer service example would up-level this customer to the appropriate sales team or example .

What is lead generation?

lead genesis is the process of attracting prospects to your business and increasing their interest through foster, all with the end goal of converting them into a customer. Some ways to generate leads are through job applications, blog posts, coupons, live events, and on-line subject .

These lead generators are just a few examples of precede coevals strategies you can use to attract electric potential customers and guide them towards your offers. ( We talk about more strategies later. )
Whenever person outside the market worldly concern asks me what I do, I ca n’t plainly say, “ I create content for lead generation. ” It ‘d be wholly lost on them, and I ‘d get some actually confused looks .
so alternatively, I say, “ I work on finding singular ways to attract people to my business. I want to provide them with adequate goodies to get them naturally interest in my company therefore they finally warm up to the brand enough to want to hear from us ! ”
That normally resonates better, and that ‘s precisely what lead generation is : It’s a way of warming up potential customers to your business and getting them on the path to finally making a purchase .

Why do you need lead generation?

When a stranger initiates a relationship with you by showing an organic matter to in your business, the transition from stranger to customer is much more natural .
jumper cable generation falls within the second degree of the inbound commercialize methodology. It occurs after you ‘ve attracted an audience and are ready to convert those visitors into leads for your sales team ( namely sales-qualified leads ) .
As you can see in the diagram below, generating leads is a fundamental point in an person ‘s travel to becoming a delight customer .
lead generation inbound marketing methodology

Lead Generation Process

now that we understand how spark advance coevals fits into the inbound market methodology, let ‘s walk through the steps of the head generation procedure .

  1. First, a visitor discovers your business through one of your marketing channels, such as your website, blog, or social media page.
  2. That visitor then clicks on your call-to-action (CTA) — an image, button, or message that encourages website visitors to take some sort of action.
  3. That CTA takes your visitor to a landing page, which is a web page that is designed to capture lead information in exchange for an offer.

    Note: An offer is the content or something of value that’s being “offered” on the landing page, like an ebook, a course, or a template. The offer must have enough perceived value to a visitor for them to provide their personal information in exchange for access to it.)

  4. Once on the landing page, your visitor fills out a form in exchange for the offer. (Forms are typically hosted on landing pages, although they can technically be embedded anywhere on your site.) Voila! You have a new lead. That is, as long as you’re following lead-capture form best practices.

See how everything fits together ?
To sum it up : Visitor clicks a CTA that takes them to a landing page where they fill out a form to get an offer, at which point they become a lead .
By the way, you should check out our barren lead coevals cock. It helps you create lead capture forms directly on your web site. Plus, it ‘s truly easy to set up .

Lead Generation Marketing

once you put all of these elements together, you can use your versatile promotional channels to drive traffic to your landing page to start generating leads .
But what channels should you use to promote your landing page ? Let ’ s talk about the front-end of lead generation — lead gen market .
If you ’ re a ocular apprentice, this chart shows the stream from promotional selling channels to a generated run .
lead generation marketing flow chart diagram
There are even more channels you can use to get visitors to become leads. Let ’ s go into depth on these and talk about a few others .

Content

content is a capital means to guide users to a landing page. typically, you create capacity to provide visitors with useful, exempt information. You can include CTAs anywhere in your contented — inline, bottom-of-post, in the champion, or even on the side panel. The more delighted a visitor is with your content, the more likely they are to click your call-to-action and move onto your land page .
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Email

Email is a great identify to reach the people who already know your brand and product or overhaul. It ’ mho much easier to ask them to take an action since they ’ ve previously subscribed to your tilt. Emails tend to be a bit cluttered, so use CTAs that have compelling copy and an attention-getting design to grab your subscriber ’ sulfur attention .
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Ads and Retargeting

The exclusive purpose of an ad is to get people to take an action. otherwise, why spend the money ? If you want people to convert, be certain that your landing page and offer match precisely what is promised in the ad, and that the carry through you want users to take is crystal clear .

Blog

The big thing about using your web log posts to promote an volunteer is that you can tailor the integral piece to the goal goal. so, if your offer is an instructional video on setting up Google Search Console, then you can write a web log post about how to select your selling metrics … which would make your CTA highly relevant and easy to click .
For a immediate television overview on the HubSpot Blog ‘s adept jumper cable generation tips, check out our video recording steer .
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Social Media

social media platforms make it easy to guide your followers to take action, from the pilfer up option on Instagram stories to Facebook bio links to bitly URLs on Twitter. You can besides promote your offerings on your social posts and include a call-to-action in your caption. Learn more about social media campaigns in this post .

Product Trials

You can break down a distribute of barriers to a sale by offering trials of your product or service. Once a view is using your intersection, you can entice them with extra offers or resources to encourage them to buy. Another full commit is to include your branding in your free versions so you can capture early potential customers, excessively .

Referral Marketing

Referral, or viva-voce, marketing is utilitarian for conduct coevals in a different way. That is, it gets your post in front man of more people, which, in turn, increases your chances of generating more leads .
Whatever groove you use to generate leads, you ’ ll want to guide users to your land foliate. angstrom farseeing as you ’ ve built a landing page that converts, the stay will handle itself .

Why not just buy leads?

Marketers and salespeople alike want to fill their sales funnel — and they want to fill it quickly. record : The enticement to buy leads .
Buying leads, as opposed to organically generating them, is much easier and takes far less time and attempt, despite being more expensive. But, you might be paying for advertising anyhow … thus, why not equitable buy leads ?
first and foremost, any leads you ‘ve purchased do n’t actually know you. typically, they ‘ve “ opted in ” at some other site when signing up for something, and did n’t actually opt into receiving anything from your company .
The messages you send them are consequently undesirable messages, and sending undesirable messages is intrusive. ( Remember that disruptive call I got when I was trying to eat my spaghetti ? That ‘s how people feel when they receive emails and other messages from people they did n’t ask to hear from. )
If the prognosis has never been to your web site and indicated an interest in your products or services, then you ’ ra interrupting them … homely and simple .
If they never opted in to receive messages specifically from you, then there ‘s a high prospect they could flag your messages as spam, which is quite dangerous for you. not only does this train to filter out emails from you, but it besides indicates to their electronic mail supplier which emails to filter out .
once adequate people flag your messages as spam, you go on a “ blacklist, ” which is then shared with other electronic mail providers. once you get on the blacklist, it ’ s in truth, in truth hard to get back off of it. In addition, your e-mail deliverability and IP repute will probable be harmed .
It ‘s always, always, always better to generate leads organically rather than buy them. Read this web log post to learn how to grow an opt-in electronic mail list alternatively of buying one .

How to Qualify a Lead

As we covered in the foremost section, a run is a person who has indicated concern in your caller ‘s intersection or service. now, let ‘s talk about the ways in which person can actually show that matter to .
basically, a sales lead is generated through information collection. That data solicitation could come as the result of a job seeker showing interest in a stead by completing an lotion, a shopper sharing reach information in exchange for a coupon, or a person filling out a shape to download an educational piece of subject .

Gauging a Lead’s Level of Interest

Below are equitable a few of the many ways in which you could qualify person as a lead. Each of these examples shows that the amount of collected information used to qualify a go, american samoa well as their flush of interest, can vary .
Let ‘s tax each scenario :

  • Job Application: An individual that fills out an application form is willing to share a lot of personal information because he/she wants to be considered for a position. Filling out that application shows their true interest in the job, therefore qualifying the person as a lead for the company’s recruiting team — not marketing or sales teams.
  • Coupon: Unlike the job application, you probably know very little about someone who has stumbled upon one of your online coupons. But if they find the coupon valuable enough, they may be willing to provide their name and email address in exchange for it. Although it’s not a lot of information, it’s enough for a business to know that someone has interest in their company.
  • Content: While the download of a coupon shows an individual has a direct interest in your product or service, content (like an educational ebook or webinar) does not. Therefore, to truly understand the nature of the person’s interest in your business, you’ll probably need to collect more information to determine whether the person is interested in your product or service and whether they’re a good fit.

These three general examples highlight how run generation differs from ship’s company to party, and from person to person. You ‘ll need to collect enough data to gauge whether person has a true, valid interest in your product or overhaul — how much information is enough information will vary depending on your business.

Let ‘s look at Episerver, for case. They use web content reports for lead generation, collecting six pieces of information from prospective leads .
example lead generation form from episerver
Episerver provides a great example for what to ask for in a moderate gen form :

  • Full Name: The most fundamental information needed to personalize your communication with each lead.
  • Email: This serves as a unique identifier and is how you will contact your lead.
  • Company: This will give you the ability to research your lead’s industry and company and how the lead might benefit from your product or service (mainly for B2B).
  • Role: Understanding an individual’s role will help you understand how to communicate with them. Every brand stakeholder will have a different take and perspective on your offering (mainly for B2B).
  • Country: Location information can help you segment your contact by region and time zone, and help you qualify the lead depending on your service.
  • State: The more detailed information you can obtain without sacrificing conversions, the better. Knowing your leads state can help you further qualify them.

If you ‘d like to learn more intermediate-level tips on information collection and what you should ask for on your leash gen forms, read our post about it here .

Lead Scoring

lead score is a way to qualify leads quantitatively. Using this proficiency, leads are assigned a numerical value ( or score ) to determine where they fall on the scale from “ concerned ” to “ ready for a sale ”. The criterion for these actions is completely up to you, but it must be consistent across your marketing and sales department so that everyone is working on the same scale .

A lead ’ s score can be based on actions they ’ ve taken, data they ’ ve provided, their degree of betrothal with your stigmatize, or other criteria that your sales team determines. For exemplify, you may score person higher if they regularly engage with you on sociable media or if their demographic information matches your target consultation .
Borrowing from the examples above, you might give a lead a higher score if they used one of your coupons — an action that would signify this person is concerned in your product .
The higher a head ’ s mark, the close they are to becoming a sales-qualified go ( SQL ), which is lone a pace away from becoming a customer. The mark and criteria is something you may need to tweak along the way until you find the convention that works, but once you do, you ’ ll transform your lead generation into customer coevals .

Lead Generation Strategies

Online moderate generation encompasses a wide-eyed compass of tactics, campaigns, and strategies depending on the platform on which you wish to capture leads. We talked about lead appropriate best practices once you have a visitor on your web site … but how can you get them there in the inaugural home ?
Let ’ s prima donna into lead generation strategies for a few democratic platforms .

Facebook Lead Generation

Facebook has been a method for moderate generation since its origin. originally, companies could use outbound links in their posts and information in their bios to attract strangers to their websites. however, when Facebook Ads was launched in 2007, and its algorithm began to favor accounts that used paid advertising, there was a major shift in how businesses used the platform to capture leads. Facebook created Lead Ads for this purpose. Facebook besides has a sport that lets you put a dim-witted call-to-action button at the clear of your Facebook Page, helping you send Facebook followers immediately to your web site .
Get some tip generation tips for Facebook .
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Twitter Lead Generation

chitter has Twitter Lead Gen Cards, which let you generate leads directly within a pinch without having to leave the site. A exploiter ‘s diagnose, electronic mail address, and Twitter username are automatically pulled into the batting order, and all they have to do is click “ Submit ” to become a run. ( Hint for HubSpot users: You can connect Twitter Lead Gen Cards to your HubSpot Forms. Learn how to do that here ) .
Learn some lead generation tips for Twitter .
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LinkedIn Lead Generation

LinkedIn has been increasing its post in the advertise space since its early days. When it comes to lead generation, LinkedIn created Lead Gen Forms, which auto-populate with a users profile data when they click a CTA, making it easily to capture information .
Get tips from our have using LinkedIn ads .

PPC Lead Generation

When we say pay-per-click ( PPC ), we ’ re referring to ads on search locomotive leave pages ( SERPs ). Google gets 3.5 billion searches a day, making it prime real estate for any ad campaign, specially lead gen. The effectiveness of your PPC campaign relies heavily on a seamless user flow, a well as your budget, target keywords, and a few early factors .
Learn more about how to setup successful PPC ads .

B2B Lead Generation

B2B is a particular business model that requires a particular approach to lead generation. SmartInsights found that referrals are the top source for capturing clientele leads. not to mention, effectiveness varies by channel .
Learn the B2B lead generation techniques for every channel .

Tips for Lead Generation Campaigns

In any given lead generation crusade, there can be a lot of moving parts. It can be difficult to tell which parts of your campaign are working and which need some polish. What precisely goes into a best-in-class lead coevals engine ? here are a few tips when building run gen campaigns .

Use the right lead generation tools.

As you saw in our data, the most successful market teams use a formal system to organize and store their leads. That ‘s where spark advance genesis tools and spark advance generation software come into dally .
How much do you know about the people visiting your web site ? Do you know their names or their e-mail addresses ? How about which pages they visited, how they ‘re navigating about, and what they do before and after filling out a lead conversion form ?
If you do n’t know the answers to these questions, chances are you ‘re having a hard time connecting with the people who are visiting your locate. These are questions you should be able to answer — and you can with the right run generation tools .
There are a few different tools and templates out there that ‘ll help you create different lead gen assets to use on your site :

  • CTA Templates: 50+ free, customizable call-to-action (CTA) templates in PowerPoint that you can use to create clickable CTA buttons to use on your blog, landing pages, and elsewhere on your site.
  • Lead Generation Software Tools: This free tool from HubSpot includes lead capture and contact insights features, which will scrape any pre-existing forms you have on your website and add those contacts to your existing contact database. It also lets you create pop-ups, hello bars, or slide-ins — called “lead flows” — that’ll help you turn website visitors into leads immediately.

slide-in-example-1
example of a slide-in star flow .

  • Visitor Tracking: Hotjar has a heatmap tool — a virtual tool which creates a color-coded representation of how a user navigates your site — that helps you understand what users want, care about, and do on your site. It records visitors and tells you where they spend the most time on your site. You can use it to gather information on your lead generation forms, feedback forms and surveys, and more.
  • Form-Scraping Tool: A form scraping tool that collects submissions on your website’s existing forms helps you automatically consolidate all your leads into your contact database, regardless of which form visitors submitted on your website. HubSpot customers can create and embed forms using HubSpot, which automatically populate into your CMS. Non-HubSpot customers can use a form creation tool like Contact Form 7, JetPack, or Google Forms, and then use HubSpot’s free collected forms feature to automatically capture form submissions and input them to a contact database.

Create amazing offers for all different stages of the buying cycle.

not all of your site visitors are ready to talk to your sales team or see a demonstration of your product. person at the beginning of the buyer ‘s travel might be interest in an informational assemble like an ebook or a template, whereas person who ‘s more familiar with your ship’s company and near the bottom of the journey might be more concerned in a free trial or show .
Make certain you ‘re creating offers for each phase and offer CTAs for these offers throughout your web site .
Yes, it takes time to create valuable content that teaches and nurtures your leads down the funnel, but if you do n’t offer anything for visitors who are n’t cook to buy, then they may never come back to your web site. From checklists to templates to rid tools, here are 23 ideas for lead generation content to get you started .
If you want to take personalization a step further — which will help boost your conversion pace — try using smart CTAs. Smart CTAs detect where a person is in the buyer ’ sulfur journey, whether they ‘re a new visitor, a go, or a customer, and display CTAs accordingly. Personalized CTAs convert a whopping 202 % better than basic calls-to-action .

Keep your messaging consistent and deliver on your promise.

The highest-converting star gen campaigns are the ones that deliver on what they promise and create a seamless transition from ad copy and design to the deliverable itself. Make indisputable that you ’ re presenting a consistent message throughout the work and providing value to everyone that engages with your lead capture .
The aspects of your lead gen campaign should mirror everything else on your web site, on your blog, and within the merchandise that you will finally try to sell. If not, you ’ ll have a difficult meter getting your lead to the future lifecycle stage. Your campaign should be about more than merely obtaining an electronic mail address — it should be about developing a new customer .

Link your CTA to a dedicated landing page.

This may seem obvious to you, but you ‘d be surprise how many marketers don’t create dedicated land pages for their offers. CTAs are meant to send visitors to a landing page where they can receive a specific offer .
Do n’t use CTAs to drive people to your home page, for case. even if your CTA is about your brand or product ( and possibly not an put up like a download ), you should still be sending them to a target down page that ‘s relevant to what they are looking for and includes an opt-in shape. If you have the opportunity to use a CTA, send them to a foliate that will convert them into a jumper cable .
If you want to learn more about how to build and promote high-converting landing pages, then download our ebook on optimizing bring pages for conversions .

Get your sales team involved.

Remember when we talked about lead score ? Well, it isn ’ t precisely accomplishable without your sales team ’ south input. How will you know what qualifies a lead for sales without knowing if your defined SQLs are successfully sold ? Your market and sales teams need to be aligned on the definitions and the process of moving a lead from MQL to SQL to opportunity before you even begin to capture leads .
besides, be open to evolving your relationship with sales and how you guide leads along your funnel. Your definitions will likely need to be refined over clock time ; just make certain to keep everyone involved up-to-date .

Use social media strategically.

While marketers typically think of social media as best for top-of-the-funnel market, it can hush be a helpful and low-cost source for star generation as shared in the lead gen strategies above. The key is using social media strategically for lead generation .
start by adding links directly to the down pages of high-performing offers within your Facebook, Twitter, LinkedIn, and other social media posts. Tell visitors that you ‘re sending them to a land foliate. That way, you ‘re setting expectations. here ‘s an example from one of our chitter posts :
example of a lead generation linked offer on Twitter Image reservoir
You can besides do a spark advance genesis analysis of your blog to figure out which posts generate the most leads, and then make a point of regularly linking social media posts to them .
Another way to generate leads from social media is to run a contest. Contests are fun and engaging for your followers, and they can besides teach you a short ton about your hearing. It ‘s a win-win. Read our bit-by-bit lead for growing your e-mail list using social media contests, which covers everything from choosing a chopine, to picking a winner, all the way to analyzing your results .

Remain flexible and constantly iterate.

Your star genesis strategy needs to be a dynamic as the people you ’ ra target. Trends change, behaviors shift, opinions morph … indeed should your star gen marketing. Use A/B split testing to see what CTAs perform best, which landing pages convert better, and which copy captures your target consultation. experiment with layout changes, design, UX, message, and advertise channels until you find what works .

Lead Generation Trends & Benchmarks

so … you ‘re getting network traffic and generating leads. But how are you doing compared to other companies in your diligence ? Read on to discover what other marketers are doing with lead generation in 2021, along with crucial stats to consider .

Lead generation is the top marketing priority.

HubSpot State of Marketing Report 2021 found that marketers report that their top marketing priorities for the adjacent 12 months is generating more leads. Converting these leads to customers is another top precedence, according to SmartInsights .
graph displaying lead generation as marketers top priority in 2021
Image source

Marketers are making use of digital automation tools for lead generation.

Digital lead coevals spend is expected to reach 3.2 billion by the end of 2021. Forbes predicts that automation will play a big separate in this increase, as automation will become a large part of lead generation strategies, specifically when it comes to streamlining the lead reservation and predictive seduce. If you ’ re looking to automate your processes, fall upon high-quality star generation tools in this blog post .

Most B2B leads come from referrals.

B2B marketers say that 65 % of their leads come from referrals, 38 % from electronic mail, and 33 % come from Search Engine Optimization ( SEO ) .

graph displaying most marketing leads come from referrals in 2021

Image beginning
If you ’ rhenium concern in getting in on this drift, it ’ mho worth considering revamping your referral scheme and helping existing customers bring you raw leads .

Content marketing helps drive leads.

Marketers besides report that contentedness market has helped them successfully beget demand and leads over the past 12 months. To get in on this vogue, read this helpful web log stake on creating contented for different stages of the buyer ‘s travel .

Grow Better with Lead Generation

There you have it, folks. nowadays that you know more about how to generate leads for your business, we recommend you try HubSpot ‘s complimentary lead generation joyride. Use it to add simple conversion assets to your web site ( or scrape your existing forms ) to help you learn more about your web site visitors and what subject prompts them to convert .
The basics we ‘ve gone over in this web log mail are just the beginning. Keep creating great offers, CTAs, landing pages, and forms — and promote them in multi-channel environments. Be in stopping point touch with your sales team to make sure you ‘re handing off high-quality leads on a regular basis. final but not least, never stop test. The more you tweak and test every footstep of your inbound contribute generation process, the more you ‘ll improve go timbre and increase tax income.

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