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Want Even More Leads? Do More Inbound Marketing!

| Author: Mike Lieberman, CEO and Chief Revenue Scientist | Topic: Inbound Marketing

More Tactics Get You More Leads The title to today’s blog post might seem ridiculous. Obviously more marketing gets you more leads, but you'd be surprised how many people don’t really understand what this means.

When we say, do more marketing, we literally mean DO MORE!

If you’re executing an inbound marketing program (or just starting one) then the amount of leads you get is directly proportional to the amount of inbound marketing stuff you do.

Here is an example of two similar size companies in the same industry, but with two different approaches to their marketing. For a point of reference, both of these businesses had been executing little or no marketing prior to starting these programs.

Company 1, Program 1 –

  • Brand new website with all the bells and whistles. Looks great, works great and, most importantly, it gets prospects to engage.

  • Blog posts once per week.

  • A new educational PDF once per month along with a new call to action on their website and a dedicated landing page.

  • Monthly email marketing campaign to their permission based list.

  • Quarterly webinar promoted on their website and in their monthly email.

  • A weekly post to the company’s Facebook page.

Results –

  • Modest increase in website traffic monthly, a 5% to 8% improvement

  • Conversion rate of 1.2% with little or no improvement month over month

  • Two or three leads per week

Company 2, Program 2 –

  • Brand new website with all the bells and whistles. Looks great, works great and, most importantly, it gets prospects to engage.

  • Website content was optimized for 10 targeted keywords which also drove educational content development, blog posts, video script creation and Facebook posts.

  • Blog posts once a day.

  • A new educational PDF once per week along with a new call to action on their website and a dedicated landing page.

  • An new Infographic posted to their website every month, blogged about and shared on Pinterest.

  • A new “How To” video on their YouTube Channel and on their website every single month

  • Twice monthly email marketing campaign to their permission based list.

  • Monthly webinar series promoted on their website and in their monthly email.

  • A daily post to the company’s Facebook page.

  • Daily Tweets and an active scanning process for other Twitter conversations related to their business.

  • Posting educational content in targeted LinkedIn groups on a weekly basis.

  • Revamped sales process to include lead nurturing and educational content.

Results –

  • Website traffic increased 20% in the first month and maintained month over month increases in the 15% to 20% range.

  • The conversion rate improved to 2.2%, with some months hitting 3 percent.

  • Leads increased by a factor of ten. Yes, they received 10 times the leads they were getting before this program launched.

  • Their close rate increased from 20% to 35% and their sales cycle was reduced from 60 days to 38 days.

  • They increased their permission based email list by 35 percent.

  • They drove attendance to their monthly webinars to a pace of 50 registrants per event.

  • They created social communities on Facebook with 300 fans, on Twitter with 250 followers, and on YouTube, averaging 150 views of their videos each month.

Which business would you like to own?

Of course, individual results will vary and there are a lot of factors that go into inbound marketing program performance. But the fact remains, the more you do, the better your results.

Start Today Tip – Do something, anything. Most of you will think about changing your marketing. You will want more leads, but you won’t do anything about it. Everything you need to get more leads for your business is right in front of you. All the ideas are in this blog and on our website. Get started. If you need help, reach out to us, we are more than happy to help you figure out exactly what to do and how to get you the leads you need to grow your business. START NOW!

The Ultimate Inbound Marketing Guide   

Square 2 Marketing – Leading The Reality Marketing Revolution!

Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.

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