How to achieve more leads for small businesses

How to use various content formats for high quality lead generation

Since without sufficient quality leads your business will die, lead generation is of considerably importance to your small business.

Since leads from Inbound sources (where your prospects find you) are the highest quality leads, you want to devote time and effort to generating them.

That takes content.

Blog posts, explainer videos, and white papers are all content that help increase your search ranking and attract more visitors from organic search.

Having said that, online marketing and offline marketing are not separate from each other.

Webinars (which are online in a way, but are not static content) and events are excellent lead generation tactics for small businesses. It is also somewhat disappointing that small businesses leave out email marketing on their overall lead generation strategy. Forgetting that email get extremely high marks when it is included.

Technically speaking email does not generate leads, it is a means by which you nurture leads, but it’s value in converting visitors into customers can not be overstate.

While marketing online is our focus, don’t limit yourself exclusively to online marketing. Consider investing more in events, white papers, webinars and email marketing.

The following are some of the strategies to go about email, webinar and white papers to improve your lead generation efforts.

  • As an expert of your small business, be the speaker of your events and think of your events as education events. Give good information away for free. This helps establish you as an expert.
  • With white papers, choose your topics according to what your customers at various purchasing phases want to know about. Remember that to be successful with your white papers you must be interactive as much as possible.
  • To double your leads, partner with an influencer on your webinar programs.  Of course, if you are working with an influencer who has a larger audience than your small business does, you might even triple your audience, but you’ll need something of value to offer this influencer in exchange.
  • Email does much more for small businesses. Segmentation, personalization, and automated messages are all ideal starting points with your email marketing strategy. Use data from your website forms and marketing automation tools to simplify your strategy and generate better results.


About 80% of small businesses are not satisfied with their lead generation results. Generating and nurturing quality leads takes a variety of approaches. Blogging, white papers, events, and webinars are some of the strategies which generate high quality leads.

Next you need to learn how to nurture them.

Learn more here…

Download the eBook: The 7 Fundamentals of Being Found Online


Related Posts

Internet Marketing Strategy | Importance of, and Attracting Comments This post is part of a series about the Internet marketing strategy I call Inbound Marketing. To access the lead post please click the link in the pri...
Local SEO Marketing | What Progression Should You Expect? Local SEO Marketing is making it easy for your prospects to find you via organic search. It is the process of publishing relevant and interesting con...
Using Event Tracking to Measure Your Inbound and Content Marketing ROI Using Analytics Event Tracking to Measure Effectiveness Anything that allows you to measure the effectiveness of your Inbound Marketing and Content M...
How to Afford the Small Business Version of Growing Your Web Visitors ... How Does Anyone Afford What They Need, but Can't Afford? Inbound marketing is the single most effective way of increase website visitors and generati...
More Important Aspects of Website that Attract Visitors through Organi... Characteristics of High Ranking Sites Why is Wikipedia one of the highest ranking sites in the world? Because it is an enormous repository of content...

Leave A Response

* Denotes Required Field