Lead generation is essential for online businesses, especially in the competitive insurance industry. Your aim is to get as many targeted leads as possible, and this may involve getting people to sign up to your email list.
So how do you go about generating leads? There are many techniques you could use, and here are three of the best.
1. Social media
When thinking of lead generation ideas, many businesses do not think about social media because they assume it is only used for brand awareness. However, it can also be a good source of leads.
In order to generate leads, you need to entice people to your website to get access to new content, which could be in the form of a new guide or your latest blog post. If the new content is likely to prove popular with your social media followers, send out an enticing tweet or update to encourage them to check it out. This way you are not selling anything to them directly, which can often put off social media users.
Once they land on your website, you could ask them to sign up to your email list, and you could provide them with an incentive in the form of an ebook that they can download.
Try to avoid promoting too frequently on social media because you don’t want to bombard your followers. Instead, drop in a recommendation to check out your website content every once in a while.
2. SEO & PPC
What do people do when they are looking for an insurance company? They go to the search engines and type in what they want to find.
If you can get to the top of the search engine results pages, this will almost certainly lead to more clicks to your website. In addition, your business will look more trustworthy by being near to the top of the results.
Target long-tail keywords when you are first starting out with your SEO. These are highly targeted and are also less competitive, making them easier to rank for. Focus on local SEO as well if you are targeting customers in your area, which could involve setting up a Google+ page for your business.
PPC is also a useful way to increase your presence in the search engines. You will have to pay for clicks, but it can be a good way to generate targeted traffic to your site that can turn into leads. Try to send visitors directly from your ads to a targeted landing page to improve your lead-generation rate.
3. Content marketing
High-quality content that is informative, informational or entertaining can be an excellent way to drive leads. The aim with content should be to get it shared as much as possible, which is only possible when the quality is high. The more people see your content and get value from it, the more visitors you can expect to your website over time.
Content marketing can also include writing guest posts on industry blogs and websites. This can generate targeted traffic to your site, where you can encourage visitors to sign up to your email list or fill out your form for a quote.
Promoted content can also be a good way to drive targeted traffic. Content syndication is popular, where your content is advertised on a third-party site, capturing the attention of readers and sending them to your website where you can turn them into leads.
Generate more leads
If you want to generate more leads for your insurance business, these are some of the ways you could go about it. Different techniques work for different businesses, however, so try them all out and find out which brings you the most success.
Jason Hulott is Business Development Director at Digital Marketing Specialists, Speedie Consultants. He is Google Partner certified. His role is to identify and implement traffic generating and revenue increasing ideas for our client base.