Whether your business is fledging or well established, generating leads and making connections to your customer base is incredibly important for its success and longevity.
In the world we live in today, one of the main ways people generate leads is by using social media. However, as successful as this tactic can be, it is also crucial to have other ways to generate leads.
Before you invest too much into any one form of lead generation, it is essential to know your customers. Try to find out the age range, what they do for a living, their interests, etc.
This can be incredibly helpful in knowing where to focus. Doing some research can also show you which type of leads will be most effective. With that in mind, here are several ways to generate leads without social media.
Ways To Generate Leads Without Social Media
1. Make A Great Business Website
One great way to connect and attract people to your business is to have a good-looking business web page.
Obviously, depending on the type of business you are in, your website will look slightly different from other businesses.
However, specific rules should be applied across the board for your excellent business web page to attract customers and keep them coming back.
These include the following:
- Make your website easy to find. This involves several things, but most importantly, making sure that your website is verified by Google as that is where the vast majority of people do their searches.
- Make your website mobile responsive. Many businesses lose out on customers and, therefore, their business, by having a website that cuts off part of the text or is difficult to navigate when the user is on their phone. This can then lead to negative reviews and will discourage others from checking out your business.
- Make your website easy to navigate. Regardless of whether the user is on a phone or on the computer, make everything clear and easy to read, and make sure the user can make their way back to the homepage no matter where they have ended up on your site. Keep the clutter to a minimum and the design simple to reduce distractions.
- Make the contact information easy to find. If someone likes your website and what you are offering, it is very important to have the contact information easily visible and quickly accessible.
- Make sure your webpage loads fast. One way to keep delays to a minimum is to keep it looking clean and streamlined and uncluttered. This has both the advantage of not being overwhelming or having so much that your potential customers miss something, but there is also less to load.
- Make it personal. Many people want some sense of the people behind a company. If they feel more connected to the owners, they will be more likely to try the product. With that in mind, include pictures of yourself and a personalized story of what inspired you to start or go into the business.
Tip! – Check out 21 Best Email Capture Tools – 2021 Guide
2. Use Emails To Your Advantage
Some things are classics and never go out of style, and that includes emails.
While some people still avoid social media, just about everyone has an email account. As such, sending out emails can be a very effective way of generating leads.
As with any other marketing campaign, there are rules to follow to make it effective, such as the following:
- Make the subject eye-catching. The subject is the first thing a potential customer will see, so it should be something that will draw their eye and their interest.
- Keep the email short. Get to the point and keep it concise. Emails that are too long tend to be ignored or deleted if the reader is using a mobile device. By keeping the email to the point and short, the reader will be more likely to read to the end and engage with you and your business.
- Clean and edit your email list. Some email addresses may not be entered correctly, may no longer be in use, or are even fake and just won’t generate a response. With that in mind, make sure that before you engage in any email marketing campaign, you purge any of these out of use email addresses.
- Make it easy to read and use on a mobile phone. Just as with your website, you want your emails to be accessible on mobile devices since that is where a good portion of your potential customers will read the emails.
- Do not use a no-reply email address. If you are trying to engage and draw in customers, make sure you use an email address where if they respond, it will lead back to an actual person who will respond to them.
- Include links. Whatever product you are introducing or campaigning with, be sure to include links with calls to action (also known as CTAs) that will drive the traffic back to the product, and ultimately your website.
- Make a regular schedule. Whether it’s once a month or once every other week, be consistent. Even if someone doesn’t buy your product right away, you can gain and keep their attention by being consistent, which can, in turn, lead to them buying or continuing to buy something in the future.
- Offer rewards. Offer sales, a percentage off their next purchase, or some other kind of reward to your regular customers for every person they refer you to.
- Test it out! Do test email campaigns to see how well they are received, as well as what things need to be fixed or changed.
Tip! – Check out How To Do Sales Funnel Email Marketing Like A Pro
3. Write Blogs
Another fantastic way to generate leads that don’t involve using social media is by regularly writing a blog.
As with both emailing and having a good business page, to effectively generate leads, it requires a good strategy involving the use of a combination of the following tactics:
- Unique topics. If you can offer advice tips or inside information that is not easily found on the internet, then more people will be drawn to your website, and you are more likely to generate leads.
- Highlight practical use. People are more likely to use or purchase a product or service if they can be shown how it will make their lives or business less complicated.
- Create lead magnets. Offer free downloadable content and information in exchange for contact information.
- Offer exclusive content. Once you have drawn in readers with free, unique, and applicable content, you can offer them exclusive content. What this will look like will probably vary depending on your business, but it can look like having part of a post visible and then having to pay a fee for the full post, signing up for a webinar, or directing them to a podcast.
- Include your sales team. The sales team is on the front lines and will know the customers the best of anybody. Ask them about their customers and what kind of things they are looking for, both in blog content and products.
- Offer content upgrades. A content upgrade is where you offer more exclusive information related to your blog post for free in exchange for more personal information. Content upgrades could be instructional videos, eBooks or instructional videos, or detailed resources.
- Interact with other blogs. Write helpful comments on other blogs. By doing this, you will not only build a good rapport with other people in the same or adjacent industry (where you can be mutually beneficial to each other), but readers will start recognizing your name and will be drawn back to your blog and the information you offer.
- Have a chat widget. People appreciate good customer service, and while they may have some questions answered by the blog content, it can be very beneficial to have someone available to answer other questions that may arise which are not written in the blog.
Tip! – Check out GetResponse Website Builder – Build Your First Site In 15 Minutes
4. Interview Influencers
The fourth way you can generate leads and draw attention is by interviewing well-known and well-liked people in the industry (otherwise known as “influencers”). Before you conduct an interview, though, get a read on your audience.
Ask them who they would like to hear from, and ensure you reach the influencer through the proper channels. For example, many of them have assistants who handle their schedules and interview invitations.
Be polite, and make sure you do your research on each person in question so that way you can effectively question them.
Also, don’t put all your eggs in one basket; reach out to more than one person. The worst thing that can happen is that you have more interviews than you expected.
What Kind Of Questions Should You Ask?
Keep in mind any (or all of the) following questions to have a successful interview. You can constantly tailor or rearrange them if needed, particularly if they don’t apply to your business or what you are offering your customers.
- “What are your 3 favorite tools for doing _____?” This is a great question to ask because your audience and potential customers want to know what a successful person uses or used to become successful.
- “What 3 things does anyone starting in your industry need to know?” Getting started on a job or in an industry can be overwhelming, and hearing about some things that helped a successful person can be very reassuring and helpful to know where they should narrow their focus or what they should try that they never thought of before.
- “What would you do differently if you were starting in your industry now?” This is also a question that people will really tune into. Even though you learn from your own mistakes, anyone would rather learn from someone else’s mistakes and know which actions to avoid or what may trip them up that they would never have considered otherwise.
- “What people or books have influenced you?” It always makes things more personal when your audience can see what influenced someone they admire and why. Best of all, they can then read or learn more about those people and books.
- “What keeps you going when things get tough in your business?” Everyone goes through challenging times, and seeing what inspires others to keep going can, in turn, inspire anyone listening to keep going.
In short, make the interview personal and relatable. If these questions don’t apply to your audience, let them know that you will be interviewing this person and ask them what kind of things they would like to know.
Then, you can tailor those questions as you see fit.
Tip! – Check out How To Make An Email Capture Page – 2021 Conversion Guide
5. Have Giveaways
Another great way to draw people in is by having giveaways. People love free things, and many of us are also competitive and love winning.
Combining those two is a great way to attract people to your business, and they may be more willing to invest or purchase more from you. It is also a great way to have them tell other people about your business.
There are four main things to keep in mind when planning a giveaway that successfully generates leads.
Know Your Target Customer
This is very important for two reasons:
- Knowing your target audience will be incredibly beneficial in deciding where to have the giveaway. For example, should it take place on your blog, should your audience be made aware of it via email, or does your website generate enough traffic that you will be able to entice people to the giveaway there?
- WHAT you should give away. Giving away a bunch of free things may help drive your traffic up for a while, but if you want to consistently grow your audience, customer base, and sales, you want to give away something beneficial to them.
Ask The Right Questions
This was touched on earlier, but get to know your sales team and ask them what pertinent information they have learned about the customers they have worked with so far.
As you do, you will start to notice a general theme amongst the customers, such as what they do, what they do for a living, etc.
Then, with your focus narrowed down, you will have a better idea of what to give away.
Choose An Appropriate Prize
Once you have found out the answers to the two previous questions, it will help you know the right thing prize to give away.
The two main characteristics you should focus on when it comes to what makes the right prize are:
Is it functional?
Is it relevant to your audience?
Make Follow-Up A Priority
You may draw many people in with a giveaway, but immediately following up is the best way to keep them.
Doing so will help you catch them when your business and the giveaway are still fresh in their mind.
You can also offer smaller prizes such as coupons or small gift cards in the meantime while you wait for the results of the giveaway to go through.
6. Use Ads
We can’t leave out one of the ways that instantly comes to mind when you think of generating leads:
Advertising – specifically, pay-per-click (or PPC) advertising.
Pay-per-click advertising is where a business or a website hosts your ad, but you only have to pay them when it is clicked and sends them to your website. This is an excellent way of generating leads and traffic without spending a flat rate for ad space.
There are four things you should focus on to ensure that your PPC campaigns are as effective as possible:
- Keywords. The keywords are the words that potential customers will put into Google (or any other search engine) to find a specific product or service. As such, you want to be sure that the keywords are related to the service or product you offer. If you have a limited budget and aren’t sure which keywords to focus on, you can get some ideas for what keywords to use from Google Ads.
- Headlines. The headline is a very important part of the advertisement. This is the first thing that a potential customer will see, so make sure it catches their eye by being bold and including any keywords you have chosen. Other things to include in a headline could be your company name, pricing, and some incentive for them to check you out. Incentives could be anything from a free quote to competitive advantages.
- Calls to action. These will direct customers on what to do once they know what your company is and what you offer. This can look a variety of ways, but some common ones are “Call now!” and “Sign up today!”
- Ad extensions. It will take a little more time on your part to develop this part of an ad, but it can really pay off in the long run. Plus, it will not cost any extra as you will still only have to pay per click. Ad extensions can include things like positive customer reviews, company contact information, or forms where the viewer can fill out their information without having to click directly on the ad.
Note: Ad extensions are also attractive to potential customers. They can lessen the amount of work they have to do (such as putting their information into your website). It means less clicking and leaves them to check out your website at their leisure.
Tip! – Check out How Long Do Facebook Ads Take To See Results?
7. Ask For Referrals
When it comes down to it, one of the best ways to generate leads is to ask satisfied customers if they know someone who may benefit from your services.
Referrals are free, and because people tend to think of those they trust, you are likely to have good results reaching out to them.
Here are 11 tips that you should focus on that will help you effectively ask for and generate leads using referrals:
- Use a template. If you have a great amount of success in your industry, interacting with customers, and asking for referrals, you may be able to forego this step. However, having a template or script can help you maintain professionalism as well as make it more personable. It also makes it easier to practice before making the actual call or writing that email which can be a great help if you are prone to nerves.
- Don’t expect immediate results. Getting referrals comes down to patience. You need to be reasonably well established and have proven yourself to the customers you do have before you expect them to trust you with other people in their lives. With that in mind, make sure your customer service is exceptional and that you have good and quick communication with your customers.
- Prove yourself before asking. If you’ve finished a deal with a customer and then immediately ask for a referral, it will come across as if you’re using them. Build a good working relationship and show them how much you value them and their business before asking them who else they may know that will be interested in your products and services.
- Ask them who they like. While most people will tend to recommend those people they do like, you can ensure that they do by asking them who they like and have a good relationship with. If they end up referring you to people who they don’t like or know well, it may end up in an awkward and unproductive conversation.
- Don’t treat them like cold calls. With cold calls, you want to be quick and to the point. With referrals, on the other hand, you want to make it more personable. Find points that you can connect with the referral on, such as places recently traveled, favorite restaurants in the area. Tip: Ask the referrer for some background information.
- Offer incentives. If you’ve taken the time, been patient, and built up a good working relationship with your customer, but they still aren’t keen on the idea of referrals, don’t be afraid to offer them a reward in exchange for a referral. This often looks like offering a percentage off their next purchase.
- Be specific. Sometimes people will refer you to people who they really like, but who may not be looking for or interested in the product or service you are offering. Don’t be afraid to get specific in your questions and ask your customer if they know anyone looking for the specific thing you offer. Most people appreciate it when you get straight to the point as it saves them time.
- Be willing to give referrals. If you want to build up a culture and surround yourself with people who give you referrals, then be willing to pay it forward or return the favor.
- Stay connected. Be involved with your customers beyond just asking them for referrals. Follow and interact with their work (such as blog posts). Be aware of any news surrounding them, such as awards received, and be sure to send them congratulatory emails or calls. Some people may take a while to warm up and need to see that you care what’s going on with them before they are willing to give referrals.
- Share their work. Share their work within your networks—especially to those who you think will benefit or learn from it. It can be as simple as sharing a blog post. They will be more willing to return the favor if you are regularly helping them out.
- Focus on your strongest relationships. If you have a great working and interactive relationship with a few of your customers, and more distant but polite relationships with others, focus on getting referrals from the strongest relationships and building a warmer relationship with the others.
Tip! – Check out Best Landing Page Autoresponder For Your Sales Funnel – Top 6
Building up a business depends significantly on generating leads which can then turn into a steady business.
While today’s world relies considerably on social media and has been very beneficial in building up those connections, it would be remiss not to focus on other ways to generate leads for when social media may not be a great option or not available.
Some great ways to generate leads include having a great, interactive website, emailing, asking for referrals, having a blog and guest blogging for others, hosting giveaways, and using advertisements.
All of these individually, but primarily if used together, can be incredibly effective ways to generate leads and eventually your business.
Thanks for reading, check out the BSF Blog for more actionable content.