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Lead Generation Tips to Grow your Business

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What could be better than checking your email on a Monday morning and finding that your inbox is flooded with ‘qualified leads’. Certainly, that sounds like a perfect day in the business.

The good news is your business can also enjoy a steady stream of leads consistently but for this, you need to keep pace with the changing demands and needs of the online marketing.

Here are 5 ultimate lead generation hacks that can grow your business in abundance

1. Personalized Marketing Campaigns – As per a recent report by Econsultancy, over 52% of digital marketers stated that personalized content is fundamental to your online strategy. In an age of information overload, personalized campaigns are the best way to reach your target audience. Personalized marketing campaigns are all about connecting with your customers as an individual and showing them what your business has to offer.

From emails to content, to ads and offers everything needs to be in sync with the interests of your customers. With personalized campaigns, you can connect with your audience on a deeper level from initial engagement to conversions. When people get personalized experience, they feel special and are more likely to return.

2. Optimized Lead Generation Form-Your lead form is the first gateway that your customers get through, and to turn them into conversions, you need a well-optimized lead form in place. Your lead forms play an important role in making or breaking your conversion efforts. Lead form optimization has helped so many companies drive revenue.

For example, Expedia gained $12 million profit just by removing one field from their form. When they realized, the field ‘company name’ was causing confusion among customers, they deleted the field, and they experienced an instant increase in the revenue.

Here are some quick tips to optimize your lead generation form:

  • Let your Lead Generation Form be Short- Are there too many fields in your form?Let’s agree, no one like filling long forms with so many questions. If your form is too long and lengthy, half of the people may leave in between. Make sure your forms are short and simple to fill. So, keep the fields limited.
  • Form Placement-The other thing to consider about your lead generation form is where it is placed such as above the fold or below the fold? Let’s dive deep in this point.
  • Above the fold- Let your form be above the fold on your landing page. In Above the fold form, a visitor does not need to scroll down on the page to see the form or grab the offer if any. It has been observed, lead generation forms above the fold are more compelling and give better conversion rates. Forms are more visible & direct in this option.
  • For instance- Tom’s Planner ( a web-based project planning software) experimented by placing their sign up form above the fold on their homepage. By placing it above the fold, the company improved conversion rate by 43.85%.
  • Below the fold- Though, keeping the form above the fold is considered the most ideal option but there are many businesses’ who have experienced better results by placing the form below the fold as well.
  • For instance-Florida Tix (an online ticket specialist company for Florida attractions) witnessed an increase in form submission by 20% when they placed their lead form below the fold. Placement of form is important but as long as you have unique content on your site it will keep the users engaged.
  • Make your CTA button say other than submit- Your CTA button is of great importance, it is your final opportunity to turn your leads into conversions. If you keep your CTA button as ‘submit’ only then it is a missed opportunity. The other option is customizing it based on what you are offering your visitor.

Take your pick: Save your seat, Claim your coupon, Download an ebook, Sign up for a free trial.

Besides implementing the above-mentioned points, you can conduct conversion research, run the tests to identify any points of friction in your lead capture form.

3. Setting up a Referral Program-Referrals are a powerful way to generate leads for your business. Recommendations are considered one of the most trusted way, this is the reason 92% of consumers go with the recommendations they receive from their network. So, setting up a referral program makes a good option.

Further, as per Deloitte, 1 out of 3 people visit a site or come to a brand through a recommendation. In addition, it has been observed customers who get referred by loyal customers have 37% higher retention rate.

  • Do your clients love your services?
  • How likely your clients are going to recommend your company within their network?

Believing that you have a great product and your customers will start recommending your company on their own is far from reality. Your customers need an extra push for recommending your company.

To encourage your customers for recommendations, you can give rewards to your customers. When clients get rewards for recommending then both the parties stand to benefit from it. You can give your loyal customers rewards in the form of discount coupons, some free giveaways, or special services. Many companies have adopted this marketing strategy and have benefited a lot.

For Example- Prize Candle is a good example of this. The company encouraged its users to share their product by giving them an exciting option of earning $10. Further, to increase user participation, they have placed the referral program link at a prominent position right at the top left of their header and it appears on every page of the website. The company witnessed an increased customer base after implementing this referral program.

Thus, referral programs can work wonders for you and help you in increasing your conversion rates. All you have to do is come up with engaging methods.

4. Using Marketing Automation for Lead Nurturing- Well gone are the days of email blasts when a standard email was sent to entire database of your leads. Now marketers need to build personalized email campaigns targeting on a customer’s purchase journey. Targeted email campaigns are a smart technique of lead nurturing.

Here, marketing automation software plays an important role, as it allows marketers to engage with their customers using email marketing sequences. Sequences are series of emails that engage with customers depending upon the various stages of their buying cycle. Further, these emails are sent to an individual/prospective buyer in response to an action triggered or a combination of actions.

For instance– If someone has just signed up for your newsletter or to a marketing section of a blog, then checked a particular product on your site gets an email talking about the benefits of that product. It can be an email about how the product is differentiated. This is called smart lead nurturing and helps you in increasing your lead conversion rate.

5. Evaluate content via A/B Testing- You can evaluate effectiveness of content on your website after conducting A/B testing.

Did you know?

  • A/B testing is the most used method for increasing conversions.
  • Over 44% of business use A/B testing resources.

Via data-driven A/B testing you can optimize content on your website to generate more leads and conversions. You can test CTAs, marketing copy, company logo design, headlines on your product pages, landing pages, sign up forms, and even blogs. Even a little tweak in the headline or by changing the shape of the sign-up form or as minor as changing the color of CTA button can increase the leads coming to your business. With A/B testing you can do methodical changes in your content to make it more effective.

For instance- California Closets witnessed a skyrocketing increase in the downloads of their trial signup after conducting the A/B test.

Surprisingly, no changes were made in the ebook content rather they tweaked the title a bit in ‘Version B’ and saw an 115% jump in the no. of leads. Even a minor change can bring significant results.

Take the Lead- Implement the above-listed hacks to ensure your business enjoys a steady lead flow. And conduct conversion research from time to time to eliminate points of friction. These tried hacks will surely help you have a huge leg up against the competition. Good luck!

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Marketing

How to attract new patients to your practice (and how to keep the ones you have)

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One of the biggest struggles healthcare providers and dentists are facing in 2019 is attracting new patients to their practice. Physicians could be attending to the same patients for years without leaving room for growth.

Everyone needs a doctor, dentist, or other specialist, but how can you be sure your service is reaching the right people? As medical technology continues to advance, there are countless ways to market your practice to prospective patients.

1. Increase online traffic for your practice 

When looking for a PCP or other healthcare provider, the first thing someone will do is conduct a simple Google search. You want your practice to be one of the top results of that search, while also complemented by good reviews from patients. Other ways to increase your practice’s online presence include social media plugs, blogs, and journals.

Share informational content related to your practice. Writing and publishing articles on blogs and other educational websites is a way to let others know you are informed about the industry you work in. Create backlinks for everything you publish that leads to your clinic’s website. Readers can find your practice this way, by stumbling across your work on a blog or journal and then being directed to your clinic.

When publishing content online, the goal is to have your message reach as many people as possible. Keywords for search engine optimization (SEO) allow readers to find your content easily through relevant and commonly used words. Keywords can be filtered by subject (ie. health, business, travel) and can be the deciding factor of whether someone finds your content or scrolls passed it.

2. Strengthen your referral marketing techniques

Patients will see a doctor who they trust will give them the proper care they need. If your patient refers your clinic to others, you are building patient loyalty while also attracting more to your practice (without having to spend money!). Referral marketing can happen through various mediums: word of mouth, online reviews, and surveys. Giving your patients incentives to review your practice can make a difference in whether prospective patients decide to make an appointment.

Remember that top reviews is one of the first items people see when they search for a business. You want to ensure that your reviews are positive and invites others who are looking for care. Convince long term patients to review your clinic online as these patients will most likely have effective and beneficial content to share.

3. Use a referral management system

Referral management systems have become an essential tool for healthcare clinics. They provide a platform for doctors and physicians to connect and provide specialized care for their patients. Many clinics receive new patients through referrals from PCPs,and adding your practice to a referral database will increase referrals from other physicians.

A referral management system with a built-in provider database is very advantageous to any healthcare practice; it eliminates the extra time it takes for doctors to research specialists for their patients. Having a referral program with both dental and other healthcare providers will greatly benefit your patients by providing them with a diverse amount of resources, beneficial for various patient cases.

Adding your practice to an online database also builds your online presence and increases the opportunity for incoming referrals from other clinics. Grow your practice and patient numbers through networking with other providers.

4. Convert to a digital practice

Converting to a digital practice will create an accessible and organized clinic. Waiting lists for appointments today can be weeks long. Allow patients to fill out health and consent forms online, prior to appointments. This will reduce waiting periods and allow you to see more patients per day.

Connect with other physicians through eConsultation platforms to speed up the process of scheduling appointments. Research shows that delayed patient care may result in unfinished cases. Consequently, patients lose a sense of urgency if they are not seen right away which may damage their health. Case collaboration in real time through instant messaging or video calling is more efficient than faxing papers or waiting for emails so you can complete more cases.

Going digital will save you from hours of mundane administrative work that comes with your practice. Using electronic medical records (EMRs) provide a secure organized means of storing patient information. Management tools for healthcare providers are available with EMR integration features so your practice is available to you on any device, wherever you are. Creating an accessible practice will benefit both you and your patients as time sensitive tasks can be completed outside of the office as well.

5. Interact on social media 

The most common way for people to find businesses is through social media. Facebook, Twitter, and Instagram are well known platforms and your clinic should actively engage on. Build your followers and post relevant content to your practice: articles, promotions, case studies.

What types of posts goes on each account?

Twitter 

You can interact with your followers through twitter by sending out polls. Gather feedback from patients and other clinics on services, new technology, and other aspects of your practice. By engaging with your followers in this way, your patients sense that your practice’s primary focus is on their healthcare and satisfaction. Connect with other practices as well and build a network (and increase referrals!).

Facebook

Facebook has hundreds of healthcare related groups which you should join; share information about your practice, the services you provide, technology you use, ad build connections with other specialists in your area. Facebook users are more responsive to still images rather than animations; use this platform as an opportunity to share testimonials from patients.

Instagram

Instagram mainly focuses on photos; insta-users are going to skip passed long, wordly posts. Engage your Instagram followers through photos of your medical team, patients, and tell a story through your posts. Since the platform is more light-hearted, common posts include memes and gifs which can be funny and relatable for your followers.

Optimize the resources available to you and revolutionize the way you run your practice. Bring new patients to your clinic through these methods and keep your schedule filled while attending to more people than before.

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Marketing

Where Influencer Marketing Is Successful

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Not that long ago, if your business had a sizeable marketing budget, it would engage a celebrity use and share their experience your product or service with their followers on their blog or social media.

Nowadays, with influencer marketing, it doesn’t take an actor, sportsperson or movie star with thousands if not millions of followers to reach a broad audience.

Relatable Influencers

Businesses can use an ‘average person’ influencer. Not all influencers are indeed celebrities, and they’re in high demand and get paid handsomely for social media activity like sending an Instagram post. Many businesses prefer endorsement from more relatable people.

Younger people, in particular, are less impressed with celebrities and ‘fake’ endorsement and choose to follower people they can relate to personally, and this has been great for Instagram and also good for business.

Instagram Growth

Did you see it coming, Instagram leading other platforms in the number of users and annual growth percentage? Twitter is looking less attractive with just less than 330 million users while Instagram has broken through the billion user mark, an achievement secured in a year ago in June 2018. The question on everyone’s lips is when it will surpass Facebook?

If the statistics are anything to go by, you wouldn’t bet against this platform’s continued success. The proof is in the statistics, of course. By the numbers, influencer marketing statistics presents critical supporting data in an infographic.

The popularity of Instagram is evidence of the success of engagement via sharing images and a few words of recommendation.

Key Statistics

In the infographic, some of the key statistics are:

  • Nearly 50% of users rely on influencer referrals or recommendations for their purchases
  • Not all influencers need millions of followers the so-called ‘micro influencers’ with 100K or less are attractive to marketers, and it’s the largest influencer group on Instagram.
  • No surprises here, the industries using this marketing the most are lifestyle, beauty and fashion.

Other sectors with a high representation of influencers are health, food, travel and can you believe it – DIY. Who would have thought the do-it-yourself sector would outperform entertainment and technology among other notable groups.

How Can Businesses Get Better Results?

It’s all very well hearing about how well your competitors are doing with their influencer marketing campaigns, but how can your business do better with it?

Quality Content

Believe it or not, like all other marketing strategies, the quality of your content will determine your success and this might be disheartening to know, as your business might struggle to generate interesting content.

Well, even the most tedious businesses in sectors like tax, accounting and law are driven by people. With ingenuity, marketers and outreach agencies will create sharable content for influencers as that’s what they’re good at and your internal team can focus on sharing tips on what your business does best.

If you’re in the business sector influencer marketing is not less popular than the groups mentioned above, e.g. lifestyle and fashion so you’ll want to be selective with who you choose as your influencer.

Choosing Influencers

One of the biggest challenges for marketers irrespective of the sector is how to select the most appropriate influencer. The reason is the whole strategy is new, and it appeals to young people, so it stands to reason most influencers are young and many are teens. Engage a marketing agency with expertise in creating influencer marketing campaigns.

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Marketing

How To Boost Organic Visits To Your Website

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Do you feel like your drowning in marketing strategies that everyone says work but even with your best effort to try a lot of them, you’re still not really making any headway? You’re not alone.

Attempting take on nearly everything you’re told works and giving equal time and investment to too many tasks will see you left ragged without the results to show for it. Digital marketing does need to provide an acceptable ROI, so we recommend putting in place a foundation of actions that always work to channel visitors to your website.

Targeted marketing does make sense however if we overdo it the strategy can actually reduce our sales funnel providing fewer prospects for the sales team. To boost visits to your website you want to avoid the trap of focusing just on your targeted audience.

Here is our ‘one size fits all’ approach to marketing, or what we call the digital marketing foundation from which all other strategies are added and removed as and when required.

These marketing strategies are perfect for the start-up business and the time-poor among us.

A combination of targeted and far-reaching strategies mostly online i.e. digital marketing works as a solid foundation for businesses of any size. Remember all marketing is about filling the sales funnel so you want to do these tasks continuously.

Blogging

You’ve got a website and it has a blog. Now it’s over to you to publish regular content on it. A daily post is ideal. Keep to a plan on the type of content you put on your blog. Make sure it’s not homogenised and thus will become too predictable and lose the interest of your visitors.

Make sure the blog content is high quality and a true reflection of your brand. different types of content relevant to your website visitors.

Blog Content Types

  • Videos – share videos and provide commentary on why they interest you and are relevant to your blog visitors. Also, create your own videos, it’s fun however make sure they are professional and in a style that has a positive impact on the perception of your business.
  • Articles – write or get written by copywriters articles on topics that work in well with your business and what it provides. Sharing knowledge, tips, and at some level educating your visitors will keep their interest even if they are not yet customers. Returning visitors to your blog will increase the page views of your website which is core measurement for marketing.
  • News & Views – Standing out among your peers sharing your views on what’s going on in your industry can be risky but very rewarding when it’s done well. Become a subject matter expert and then be invited to participate in the creation of news items that end up on higher ranking websites. This strategy is sure to increase your website visitors.

E-Newsletter

A regular eNewsletter is an email marketing initiative that’s a must do for all businesses. It’s common knowledge that email marketing is a low cost and high return marketing and sales strategy.

Your newsletter with interesting content that includes links to your website is sure to deliver a spike in visits.

Plus you don’t have to spend hours creating the content for each newsletter as you’ve already got it on your blog so use it as the basis of each newsletter edition. You can also include a targeted message and special promotion in the newsletter for your email subscribers to improve engagement (opens and clicks).

Social Media

Some say Facebook is the Internet and it can seem that way as you can do so much on that platform include run a business. However, there are a few other social media platforms that offer lots of opportunities too. With social media, you need to know what you want to achieve from it, as time spent on it can chew up a lot of time and resources which is not good for the time poor business owner.

Social Media Plan

Create a plan for each platform you which to have a business presence on, including LinkedIn, Instagram, Twitter, Facebook and many more. In your plan, state your goals, time and investment. Stick to the plan, you can change it but it’s important to use it to keep you on track.

Share your blogs posts with your social media followers and also share news, videos that reside on other sites too. View the analytics of engagement to see how well received your posts are with your followers. This is trial and error, so don’t be disappointed when some posts are not getting the engagement you want. Be open to the feedback and change what you post and share to get a response from your followers.

Summary

Three fail-safe digital marketing strategies that should form the foundation of all other digital marketing. Commit time and investment to your blog, email marketing and social media presence and then add and remove shorter campaigns that may include SMM, or google advertising.

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