What is Lead Generation in Digital Marketing?
Lead Generation in digital marketing is an incredibly important part of a small business’s strategy to success. Any potential customer who is considering your brand, business, or product, is considered a lead. You can generate leads through social media, as an example, with the ultimate goal being to convert your lead to a customer who pays for your goods or services.
Nearly half of small businesses are not utilizing a plan for lead generation, and that is a big problem. It’s a completely untapped source of revenue, and generating leads is absolutely crucial to your small business success.
Can paying for ads bring small business success?
I guess paying for your ads can bring your small business success? But… you’re paying for it, and without having as much control on how those paid ads are being implemented. Why pay for it, if you can achieve healthy lead generation through organic SEO with a higher rate of successful conversion?
Tips to Avoid Paid Ads
- Organic SEO: Rather than dumping money into paid ads, do some keyword research and build your social media posts, blog posts and marketing content around those keywords. No need to spam the words into your writing so much that it sounds weird or unnatural–especially since the algorithms are already onto that nonsense and penalize sites that are using such silly SEO practices.
- Target your ideal Client. And I mean, go to the page and write about the ideal client you would like to meet. What do they look like, how old are they, what kind of job do they have? Gone are the days of thinking of a whole audience or demographic. Niche targets are possible now, thanks to the wide web of information and at-a-touch customization.
- Hiring a content writer instead, or create your own content strategy. Organic SEO and content strategy can be a little time-consuming and learning some of the ever-changing keys to success can require a moderate time commitment. There can be varying levels of dedication here, and it doesn’t have to completely monopolize your time. However, if your business would benefit from it and you have other things you’d rather be doing, consider hiring a content writer who employs organic SEO strategy. I am one of those, ahem, so feel free to contact us to say hi. I also offer strategy consultation packages in which I can help you think of ways to develop your own strategy and workflow in creating great organic SEO.
- Social Media Mastery. This can be huge for your organic reach. You don’t need to pay for ads if you can drum up authentic engagement. The algorithms on social media are all about user engagement, and they’re staying up on human habits enough to know when stuff is ridiculous and when stuff is legit. Likes are nice, but shares and comments are better. Shares and comments are good, but clicking links to your business’s main site with the ultimate point of commitment and purchase? That is gold.
- Focus Your Brand Building. You’ll want to attack a few social media sites and keep your blog/website frequently updated and ripe with good content. No matter which site your audience visits, you want to be sure that your small business is on-point in their image, branding, and overall messaging. Visual cohesiveness is extremely important, but it can really come down to voice and personality in the written content, as well.
Committing to Authentic Growth
Committing to authentic growth organically via social media is not easy. You may choose to still supplement your organic digital marketing efforts with some paid ads–especially at first. That is okay if it fits your small business budget and you feel the results are worth it. But I really do recommend giving organic SEO a chance. The results won’t be immediate, but they will be lasting. With careful tending, your metaphorical garden of truly interested leads will be growing like… well. Weeds. Or cilantro… (that is always the only herb I can ever get to grow in my sad, dry, desert garden here in Colorado).
Committing to your business’s digital marketing strategy can feel daunting. Some suggest posting often and posting during peak hours of social media usage. There are a lot of strategies here, I have a few opinions, some of which I detail below…
Beat the Rush: Social Marketing
Beat the rush with some social marketing strategy that may not seem obvious. Instead of scheduling your post for peak hours, share your content outside of peak hours. If you post during Facebook’s peak hours, for instance, then you compete with the most posts of any other time of the day. Instead, beat the rush and make really compelling posts that attract a lot of engagement, hopefully garner some shares, likes, and comments before rush hour hits. The more engagement your post has initially, the more it climbs the social media feed algorithm and gains visibility. So the post you shared before peak hours will, ideally, gain some initial attention (likes, shares, valuable engagement) then receive a natural boost of visibility during peak hours.
In the case of Instagram, frequent posts with relative hashtags is a great idea. Obviously, keep your IG posts super engaging by posting top-not images. IG is all about the visual, so visual branding and cohesive visual storytelling are absolutely crucial. Frequent posts (ideally, daily) will only do so much for you, though. Be authentically engaged–like, comment, and follow others who are doing things that you like and things that truly interest you. In my experience, trying to like, comment, and follow other Instagram users for personal gain isn’t that useful and its usually very transparent to users so it comes across insincere, spammy, and ingenuous.
If I had to sum up my strategy, it’s that it really is quality of leads over quantity. I would rather have fifty engaged, committed, authentically invested followers who interact, promote, and do business why my small business than have five hundred followers who have forgotten they follow my small business.