Sales & Marketing Tech

How To Launch a Lead Generation Strategy

By | 5 min read | Published

Use these four tips to create and execute your lead generation strategy.

Are you looking for a way to increase sales for your business? To boost sales, you have to generate and nurture leads. And for that, you need a lead generation strategy.

What is lead generation?

Lead generation is the process of attracting and converting individuals and/or their organizations into leads or potential customers for your business.

Build a lead generation strategy with these 4 steps

A lead generation strategy can help you reach more potential buyers and convert them into paying customers. This article will discuss four steps you need to take to launch a successful lead generation strategy, as well as tips on how to improve your conversion rates.

Step 1: Define your target audience

The first step in launching a lead generation strategy is to define your target audience. You need to identify your ideal customer and what their needs are. Once you have defined your target audience, you can start to create content that appeals to them.

One of the best ways to identify your target audience is by creating buyer personas. Buyer personas are fictional individuals who represent your ideal customer, and you can use your personas to guide the creation of targeted content and ads.

Here are some tips for building a buyer persona:
  • Research your current customer base: Look at your current buyers, and identify your best customers. These are the people you should target with your lead generation strategy, and should use to model your personas.
  • Look at your competition: Your competition can be a great source of information on who your target audience should be. Evaluate their marketing materials and see who they are targeting.
  • Identify common characteristics of your ideal customers: Once you define your target audience, you need to identify and list their common characteristics to facilitate targeted content.
  • Create a detailed description of your buyer persona: This should include general demographics, their interests, needs, and common pain points.

Step 2: Create content that appeals to your target audience

Once you define your target audience, you need to create content that appeals to them by solving common issues or problems, or answering their questions. If you can provide value to your target audience/leads through helpful content, they’re more likely to convert into paying customers.

One of the best ways to create this targeted content is by using keyword research. Keyword research helps you identify the words and phrases people search for on the internet. Once you know what keywords to target, you can create content that ranks high in the search engines.

Types of content that can support your lead generation strategy include:
  • Blog posts are a great way to provide value to your target audience by answering questions, analyzing industry trends, or solving common issues.
  • Videos can engage your target audience while providing value in the form of how-tos, instructional videos, product demonstrations, or customer testimonials.
  • Infographics allow you to get your message across in a visually appealing way, and are also easy to share on social media (which boosts your reach).

Step 3: Drive traffic to your content

Your targeted content needs traffic (e.g., views, clicks, shares, etc.) to be effective. You can drive traffic to your content with paid advertising, social media, and SEO.

Paid advertising is a great way to get immediate results. You can use paid ads to target your ideal customer and send them directly to your website or dedicated landing page.

Posting your content on social media is an excellent way to generate leads and extend your reach. Sites such as Facebook, Twitter, and LinkedIn can be highly effective; you can also explore participating in relevant online communities and forums and sharing links to your website/relevant pages.

Step 4: Convert your leads into customers

The final step in launching a lead generation strategy is converting your leads into customers. You can convert your leads into customers with:

  • Landing pages: A web page designed to capture lead information.
  • Lead magnets: An incentive that you offer potential customers in exchange for their contact information.
  • Email marketing: A great way to follow up with your leads and continue to provide value.

Remember to include a strong call to action (CTA)—a statement, section, or button that encourages your readers to take a specific action, often with a link to another webpage or form—no matter which method you choose.

Tips for improving your conversion rates

  • Use persuasive language in your CTAs: Your CTAs should be clear and compelling without using complex language or jargon. A fifth-grader should generally understand good marketing copy.
  • Make it easy for people to take action: Your CTA should be easy to understand and highly visible so it stands out from the rest of the content on the page.
  • Offer something of value: People are more likely to convert if they feel that they are getting something in return. This could be a discount, free trial, e-book, etc.

How to measure the success of your lead generation strategy

Once you launch your lead generation strategy, the next essential step is measuring success. This will help you determine what’s working, what isn’t, and if any changes need to be made.

There are many ways/KPIs (key performance indicators) that you can use to measure the success of your lead generation strategy, such as:

  • Number of new leads generated
  • Conversion rate of those leads
  • Amount of revenue generated
  • Cost per lead

Don’t be discouraged if your initial lead generation strategy isn’t working; it takes time to fine-tune any marketing campaign. Just make sure that you are constantly testing and making improvements.

Use software to automate your lead generation

Lead generation can be a time-consuming and daunting task, no matter your business’ size or niche. Fortunately, software can help automate the process. The right software solution can be critical to lead generation strategy success.

Explore Capterra’s lead generation software directory, where you can compare products using real user reviews, sort by desired features and business size, and more.


Looking for Sales Force Automation software? Check out Capterra's list of the best Sales Force Automation software solutions.

About the Author

Josh Clark - Guest Contributor

Josh Clark - Guest Contributor

Josh is a writer who has worked with businesses across various sectors, including medical, technology companies, software developers, and more.

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