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Lead Generation Tips

This blog post can help you to improve your knowledge on lead generation tips with content marketing.  Article is mainly useful for digital marketing professionals, content marketers & SEOsLead Generation Tips with Content Marketing

One of the most important components of inbound marketing is the Content. If the content is not relevant, compelling or timely, inbound marketing may not be able to succeed as a form of lead generation tool. Your website might be thought of as a marketing machine, but technically speaking it is the content that should be considered as the fuel; the fuel which generates the leads, drives the conversions and creates engagement.
Yes, that doesn’t sound too easy, doesn’t it? But contrary to how it sounds, creating compelling content is not an easy task. The entire process boils down to one simple thing – and that is getting the most apt content for the right audience. Here we have given you some tips which would help you generate leads.

Get in touch with your Principal Personality

Like we just mentioned above, great content is that which is apt and that which speaks to the audience; the audience which is considered right for you. All this needs to start with the personalities of the buyer – that is your target audience’s representations. This is where your creativity and research should come in. Your content would not be able to bring in any apt leads if you are not familiar with your buyers. You need to create buyer personalities so that you can create targeted content as well. Start the process by asking questions – question their goals, concerns or motivators. The following are some questions you should be asking while creating the buyer’s personality.

•    What problems is she/he trying to find a solution to?
•    What concerns does the industry bring up?
•    Is the buyer a decision maker? What would his/her role be in the company?
•    What are the factors that drive the buyer’s needs?

Use Analytics to your advantage

You need to use the analytics in such a way that they work for you. Take advantage of the site’s analytics and use them to create compelling content as per your buyer’s personalities. Give attention to the most popular pages or posts. When you go through popular content, you would get an idea of what the visitors consider as interesting. You would find out the rates of bounces as well. If you find that too many new visitors are ‘jumping off’ the site then that means that something is wrong and that you need better and good quality content. Use the metrics and get in touch with the factors which drive page views, landing page conversions or page views. Run A/B testing, analyze, monitor and see what is working and what isn’t. So a landing page development must be completed after grabbing enough lead generation tips.

The following are four ways in which analytics can be used to boost leads
Find out what kind of content brings in more site visitors and connects with them.

•    The CTA or call to action content’s alignment needs to be improved.
•    The rates of visitors which get converted to leads across channels needs to be compared.
•    The content that is reproduced needs to be successful.

The Content Needs to be Audited

You might be an expert or a long time creator of content. But you still need to take a breath and evaluate the content. This is extremely important as far as the lead generation campaign goes. Everything boils down to the most important motive which is to align the content with the personas of the buyers. When you audit your content you might come up with some loopholes or errors which would push you to cut them out and get right on track.

•    You need to make up a spreadsheet and make an inventory of the content’s catalog right from the previous year. Take into account everything right from eBooks and blog posts to presentations and Webinars.

•    Make up groups of the type of content, the topic, the persona of the buyers, the creation of data and the customers or leads that have been generated.

•    Bring up each of the buyer persona profiles and take a note of the content that was created for every persona. Check how many was based on text and how many say based on the visual content.

•    Check the response rates for each audience and content.
The audit findings for the content can help you in the content marketing strategy. It is pretty much like a roadmap for you. Whatever you learn from the audit, apply it and keep a track of the results on a periodic basis.

Line up the content and the buying cycle

Through the entire buying cycle, the prospect’s behavior might differ. While a customer is in the research phase, he might have a different interest as compared to a customer who is in the evaluation stage. Hence, to generate more and apt leads, you need to align your content with the entire buying cycle. Imagine yourself as the buyer and think of the various issues that might matter to you during every stage of the buying cycle. The content that is created for the sake of generating awareness would be naturally different from the content which is created for the purpose of lead conversion into customers.

For example, a prospect who is in the research phase might have just come to know about your brand. So then is this person the right candidate for content that is educational? Yes, Absolutely!

You need to make sure that the content is right for every stage of the sales process – Knowledge, Research, the comparison and the final purchase. It has been seen that the kind of content can actually affect the decision of the buyer at particular stages of the cycle.

Knowledge – Educational Webinars, social media updates and Blog posts.
Research – Tip sheets, eBooks, videos on how-to, industry reports and webinars.
Evaluation and Comparison – Data sheets, case studies, customer testimonials and demo videos

The final purchase – Live Demos, analyst reports, free trials and consultation
Set and commit yourself to a budget for the ongoing content.
It is but obvious that resources are needed for content marketing. In fact, online content is probably another mode of paid advertising. Some of the marketing funds need to be allocated to ongoing content creation. If required, move some funds to content marketing and development from other paid media. This is how important content is. This way you would better your offers, bring in more leads and convert those leads into customers.

The conclusion – Lead Generation Tips

Imagine you are a sales manager at a fashion retail store. A customer walks in and is just browsing around. Whether she becomes a customer or not, depends on how you approach her. If you start pushing a dress on to her; you might throw her away and get her annoyed. This is her awareness stage. So depending on what she is looking for, you need to educate her and give her the information that would be useful to her. Be open to questions. If she finds you impressive and the information that you gave her as useful, she would be open to the idea of coming back and picking up more dresses.

This very same concept is applied to online buyer personalities. Buyer personas differ during every stage of the buyer cycle. Some might be just weighing their options while some might be ready to purchase. However, the one thing that is similar in all stages is that the buyer wants themselves to be approached in the right way.

The right content needs to be aligned with the right audience with the help of marketing intelligence. Also the content calendar needs to be regularly evaluated to make sure that pathways are laid out for the generation of leads.

But mind you, once you have attained your goals of lead generation the content alignment should not end. It has been seen that usually out of the leads 50% are qualified enough but are not ready to buy immediately. Hence, the content creation needs to be able to solve their problems. You need to make sure of that. Your leads need to be nurtured; and there needs to be an ongoing tactic for it.

Make sure that you implement all the above important points and build the groundwork for a thriving lead generation platform. Combine your content with social media, SEO, nurturing of leads, analysis and measurement and thus charge up the lead generation campaign.

If at all you are ever doubtful, you just need to evaluate the process from the point of the view of the buyer. You need to ensure that you push solutions and not push purchases.

If you like this blog post on lead generation tips with content marketing, please feel free to share with your friends and you can give your suggestion in comment portion.

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Combining optimization with analytics is a frequent topic now. Though data analytics and optimizations are specifically hot topics at the moment, they’ve been widely used in marketing analytics and research for over 30 years. But there are still people who doesn’t know what Analytics and Optimization mean. So here is a brief description to those who are new to this field.

Analytics :

Web Analytics is the measurement, collection and analysis and reporting of internet data for the prpose of understanding and optimizing web usage. Companies may apply analytics to business data to describe, predict, and improve business performance.

Optimization:

Particularly known as Search Engine Optimization, is the process of improving the visibility of a website or webpage in search engine results. SEO considers how search engines work, what people search for, the actual search terms or keywords typed into search engines and which search engines are preferred by their targeted audience.

analytics descriptiveDigital analytics was mainly focused on reporting. The analytics were mostly descriptive, emphasizing what happened and possibly, why it happened. Between analytics technologies not actually being very analytical and data stored in proprietary structures, it was difficult to get data into another technology to do more detailed or sophisticated analytics. What it made me think, though, was that the future of analytics is not in reporting or spreadsheets, visualization or cubes. The future is to find new ways to bring human expertise and data analysis techniques together to make learning mechanisms that start “smart” and get “smarter”. Using analytics can help you track marketing efforts and optimize future marketing campaigns, enabling you to ultimately make the best possible decisions. With real, quantitative results you can develop your future marketing campaigns with full assurance & confidence.

Optimization is a business analytics tool. Analytics is considered to predict the future  whereas optimization does not predict any future.

Future of Analytics Industry

analytics growing opportunityMajor components for the analysis of web data are current search engines like Google. They are able to search the whole web and to return documents containing the specied character string. There is a soaring demand for Analytics professionals. Jeanne Harris, senior executive at Accenture Institute for High Performance, once said “…data is useless without the skill to analyze it.” We all know how true is that! There are more job opportunities in Analytics and Optimization than there were last year and many IT professionals are prepared to invest time and money for the training. 
The demand for Analytics skill is going up steadily but there is a huge shortfall in supply side. This issue is global and not restricted to any part of geography. In spite of Big Data Analytics being a ‘Hot’ job, there is still a large number of unfilled jobs across the globe due to shortage of required skill. McKinsey Global Institute states that US will face a shortage of about 190,000 data scientists and 1.5 million managers and analysts who can understand and make decisions using Big Data by 2018.

salary jobt itlesThere is a strong demand for Data Analytics skills and is boosting the wages for qualified professionals. Big Data pay big bucks for the right skill. A look at the salary trend for Big Data Analytics indicates a positive and exponential growth. According to the ‘Peer Research – Big Data Analytics’ survey, it was found that Big Data Analytics is one of the top priorities of the organizations participating in the survey as they believe that it improves the performances of their organizations.

key benefitsAnalytics is a key resource for many companies which is competitive. According to the ‘Analytics Advantage’ survey, ninety six percent of respondents feel that analytics will become more important to their organizations in the next three years. This is because of a huge amount of data that is not being used and at this point, only rudimentary analytics is being done. About forty nine percent of the respondents strongly believe that analytics is a key factor in better decision-making capabilities. Another sixteen percent like it for its superior key strategic initiatives. Analytics play an important role in driving business strategy and making effective business decisions.

From a career point of view, there are so many option available, in terms of domain as well as nature of job. Since Analytics is utilized in varied fields, there are numerous job titles for one to choose from. Big Data Analytics Business Consultant, Big Data Analytics Architect, Big Data Engineer, Big Data Solution Architect, Big Data Analyst, Analytics Associate, Business Intelligence and Analytics Consultant, Metrics and Analytics Specialist. Big Data Analytics career is deep and one can choose from the 3 types of data analytics depending on the Big Data environment- Prescriptive Analytics, Predictive Analytics & Descriptive Analytics.

Future of Web Optimization Industry:

future of seoSearch Engine Optimization is all about to figure out how to make Google put you on the first page. The Internet of 2015 is still a pretty simple world. Most people still access information through a web browser. The Internet still needs you to tell it exactly what you want in a very particular way.
 The Internet’s mobile-app generation has started to change this. The Internet of Things will change it further and so will wearable technology.

SEO as it stands today, is mostly a one-trick pony. Keyword targeting, link building and on-page search optimization are all tactics that accomplish one thing. Get Google to think your web page is more important than someone else’s web page. The future of Internet is about context. It’s about knowing what content a person needs, when they need it. It’s proactive, not reactive to a search query in a box. And, it’s diverse in terms of format and function.

Rand Fishkin had mentioned how important it is to be contextually relevant; that if you create great content that readers want to consume, Google will rank you well. And this is the first step toward a truly audience-focused mentality about how we build web content. The best SEOs already get this. We’re already good at stomping down content that isn’t relevant or valuable. We’re going to keep getting better. And, some day most of the content created using traditional SEO tactics is going to get stomped down. Web content strategy simply cannot be the zero sum game called “Hack the Algorithm.” I’m talking about “white hat” SEO, too. Gaming an algorithm by Google’s rules is still gaming the algorithm.

It’s time to start thinking differently about being found. If your marketing strategy’s priority #1 is to rank high on Google, your clock is ticking.

Conclusion:

No matter how advanced Analytics is, it does not neglect the need for human insights. On contrary, there is a compelling need for skilled people with the ability to understand data, think from the business point of view and come up with insights. For this very reason professionals with Analytics skill are finding themselves in high demand as businesses look to harness the power of Big Data. A professional with the Analytical skills can master the ocean of Big Data and become a vital asset to an organization, boosting the business and their career.

With an increase in demand for SEO services, employment opportunities in the industry are also increasing. Therefore, you can expect more job opportunities in the Digital Marketing industry. SEO is a profession that can be practiced while working for a company or even as a solo practitioner. Salaries over $80K per annum are not an exception for SEO jobs. Almost all freelance sites have sections for SEO services and offers for $50 an hour or more are quite common.

Where do you think Analytics and Optimization is heading to in 2016? Please share your thoughts in comments below!