The small business lead generation strategies that can help you get more local customers are:
- Organic SEO
- Social media
- Content marketing
- Email marketing
- Paid online ads
- Online customer reviews
- Online communities and forums
- Third party lead gen platforms
- Google Business Profile
- Local events
Lead generation for small businesses includes internet-based, social media, offline, and community-driven campaigns. The goal is to attract quality leads that are more likely to convert into paying customers. When done right, lead generation campaigns bring several benefits, such as:
According to WebFX, converting leads into customers is a top priority for 74% of companies. 65% of businesses also point to generating traffic and leads as their biggest challenge. Meanwhile, Demand Gen Report confirms US-based companies that implement lead nurturing strategies see a 20% increase in sales opportunities than non-nurturing companies.
On Reddit, sh4ddai recommends 3 lead generation techniques that have worked for them. According to the post, cold email outreach is “scalable and cost-effective.” LinkedIn outreach content marketing can be done more effectively with Sales Navigator. Finally, SEO content marketing can be “long-term play but worth it.”
On YouTube, Rico Nasol says business owners shouldn't hesitate about hiring professional help. “Can you name a professional athlete who does not have a coach?” asks the business coach. “Probably not. Even the best in the world like Steph Curry have multiple coaches guiding them. But why do small business owners often think they can go out alone?” To illustrate, Rico points out it's better to hire a Facebook Ads expert than to “burn money on trial and error.”
As an online lead generation expert myself, I know not all tactics are created equal. Some lead gen techniques are just more productive and cost-effective than others. This is why I eventually focused my efforts on mastering local lead generation.
We show you the 20 practical tips you can consider to get leads for your small business. Towards the end, I tell you which is my best pick and why.
1. Organic SEO is an Effective Lead Generation Tactic.
Organic SEO (search engine optimization) is a highly effective lead gen tactic for startups. Local level organic leads are a never-ending flow of relevant leads. As you develop a local niche website, you can draw the right site visitors. So optimize your website and target specific keywords your customers are searching for. Unless your company appears near the top search engine results, you won't get as many leads as your competition.
Redditor lizleftt69 says their home improvement business gets over 10,000 organic traffic weekly. According to the post, they average around 40,000 to 60,000 site visits per month. This is despite the fact that their business is focused in a single city.
Of course, achieving good local SEO requires time and effort. It involves producing quality content, optimizing internal links, leveraging title tags, among others. While it's possible to learn these technical tasks on your own, you can consider hiring a lead generation company to do the work for you. These specialists know what it takes to create location-focused niche sites that gain lead types that your business needs.
As a lead gen specialist, I provide lead gen services for interested business owners. We have a lead gen course for learners of all levels. We also sell backlinks for companies wanting to beef up their ranking and authority online.
2. Using Social Media Strategically Can Help Generate Leads.
Social media can be a powerful source of leads. Besides, many prospective customers will likely discover about your business online. Maintaining business accounts on Facebook, Instagram, LinkedIn, and TikTok is a good move. Learn which platforms are most used by your target market and focus your efforts there by:
Adam Erhart says business owners should “strategically post content at the best possible times.” In a YouTube video about Instagram marketing strategies, he shares that the best posting times are:
“The best days to post appear to be Tuesdays and Wednesdays,” adds the marketing strategy expert. “The worst day to post looks like Sunday.”
3. Content Marketing Lets You Target Relevant Leads.
With content marketing, you get to engage with your market and draw sales in the process. By producing valuable content, you address the interests and needs of your audience. Moreover, you also boost your brand's online visibility through improved search engine rankings.
Business owners can produce:
Writer Darromear says their previous company got 40% of their leads from content marketing. In a Reddit thread, we read that they “used to post article 3 times a week.” All blogs “were highly topical, SEO-optimized, and relentlessly researched.”
To simplify the process of content creation, you can use our AI content writer tool.
4. Launching an Email Marketing Campaign Brings You More Leads.
Launching an email marketing campaign helps businesses generate and nurture leads. GetResponse reports that 82% of marketers use email marketing. Business owners also get an ROI of “$38 for every $1 invested.”
In a case study shared by BuzzBoard, we read about how a small fashion retailer had a “70% increase in member email acquisition” - thanks to email marketing. According to the site, the move led the business to “heightened customer engagement and an overall revenue boost.”
Meanwhile, a local food delivery brand initially mass emailed their menu to potential clients in their area. Eventually, the brand refined their email marketing strategy. They did this by “segmenting their audience, and customizing their messages.” As a result, they saw a 120% growth in their leads.
Email campaigns allow small businesses to forge direct connections with ideal customers. It can be a powerful tool for client acquisition and retention. You can keep your audience informed about new offerings and exclusive promotions.
5. Running Paid Online Ads Can Bring Leads for Your Business.
Running paid online ads can be a quick way to attract leads for your business. You can use geo-targeting to show ads specifically to people in specific locations. Some top ad options for small business owners on the internet are:
When running ads, target the right keywords, audience, and area for your business. Also, send people who click your ads to a landing page that collects their information.
On YouTube, Jamal Meneide shares about how Wheel the World benefited from Google Ads. With HubSpot's help, the travel company achieved “65% increase in bookings.” They also saw “23% growth in leads, 64% decrease in cost per lead.” “When you harness the targeting capabilities of paid ads with the nurturing power of inbound marketing, you create a customer-centric approach that drives meaningful connections and supercharges growth and profitability,” explains Jamal.
6. Gathering Online Reviews to Receive More Leads.
Gathering online reviews from customers not only enhances your brand's credibility. It can also boost website traffic and sales. Testimonials from satisfied customers can encourage more people to check out your business. According to Power Reviews, 98% of consumers see reviews as “an essential resource when making purchase decisions.” Furthermore, 79% “specifically seek out websites with product reviews.”
As a business owner, you should collect reviews from multiple platforms. This includes your Google Business Profile, social media channels, and your website. Doing so allows you to create a higher level of trustworthiness.
Salon owner Chance-Farm1107 says they immediately ask for reviews after providing service.
“I have a QR code stand near the payment counter and I request them to do a review," they write on Reddit. “I also send them a review link through their invoice via SMS. It redirects them to my Google business.”
In any case, sincere reviews give leads a chance to read other experiences people have had. Reviews also contribute to boosting your online presence organically.
7. Joining Online Communities and Forums Can Enhance Your Lead Generation Strategy.
Joining online communities and forums can be an excellent way to enhance your lead generation strategy. With it, you can establish your reputation as an industry authority and more people will trust you.
So look up groups within your niche and location. Engage regularly in discussions and provide solutions with valuable insights. Promoting your services will be much easier if community members see you as an expert in your field.
As an example, Lindsay Sewell says health and wellness product sellers should join Facebook groups focused on healthy living.
“Pick 1 to maybe max 3 groups that you are going to be consistently engaging with,” she points out. “Consistency is far more powerful than just spamming or posting in a bunch of groups.”
8. Signing Up With Online Third Party Lead Generation Platforms.
Using online third party lead generation platforms can be an advantage for small business owners. These services provide access to a wider audience through their established networks. You can capture leads with their massive databases, niche-specific categories, and advanced search tools.
Depending on your industry, some of the top sites you can check out include:
Do your research before using these platforms. Some offer free services while others may charge you for a pro account. Decide which is best for your business. Also, remember that you will not be getting exclusive access to the leads. These sites usually distribute leads among multiple businesses.
9. Your Google Business Profile Can Be a Tool for Generating Leads.
A complete and verified Google Business Profile is a must for generating leads online. Moreover, you want to maximize your presence by optimizing it as well. Your Google Business Profile should display your:
When you sign your business up, you also boost visibility in Google Search and Google Maps. You can personalize your profile by adding quality photos and your website link. Customers may also leave reviews and ratings, which can further help in capturing the attention of future leads.
10. Hosting and Supporting Local Events Can Effectively Capture Leads.
You can organize local community events to introduce your business to the area. Other than that, you can also join or sponsor such events. In any case, you can get your message out and draw your target leads closer.
Events such as festivals, seminars, pop-up shops, product launches, and trade shows can be great for expanding your reach. You can meet new clients and network with fellow entrepreneurs and industry specialists.
For content agency owner Michael Humblet, online webinars can be a “lead generation machine” for your business. According to him, hosting webinars can be a cost-effective and easy way to connect with people. Instead of long webinars, Michael says it's better to have short, concise ones that deliver value. He also implements a 3-week structure for his webinars:
Furthermore, your 15 to 25-minute webinars can be repurposed. “Once the webinar is done, you extract it you put it on YouTube,” he says. “You share it on LinkedIn. You put it on the website. It's a very easy way to build really valuable content that's based on inspiration and education.”
11. Creating Convincing Landing Pages.
Creating convincing landing pages is an important ingredient of a business website. This standalone web page makes an excellent tool in capturing lead information. Effective landing pages have forms where people can enter their names, email addresses, and/or phone numbers.
Naturally, you want to highlight your offerings' value to convert more site visitors. Plus, you need a clear CTA (call to action). Wes McDowell of Automated Website Masterclass says a streamlined process of how your business works can convince even the skeptical. In a YouTube video, he explains how a simplified 3-step plan can “remove the guesswork and what if's.” “When customers know what each step involves they're much more likely to take that leap with you,” he adds.
According to Wes, this part of the process involves:
12. Holding Contests and Giveaways Can Produce Leads.
Holding contests and giveaways can produce leads for your startup. This requires careful planning and execution to achieve your goals. Determine your objectives and metrics before setting clear rules. Promote your contests on your social media channels and website. Encourage participants to share the contest for additional leads.
In an UpViral video, Jon of Beauty Ritual shares how hosting several giveaways brought over 16,000 leads for their ecommerce store. They gave away gift boxes of their products. As a result, earned around $20,000 in revenue per campaign. According to him, contests bring high value leads “in a fun way that's not direct marketing.”
13. Running Offline Marketing Methods to Gain Local Leads.
Traditional offline marketing methods can work for startups targeting local leads. For example, strategically-placed billboards can be a way to get your brand name out there. Newspaper and radio spots can likewise encourage word of mouth. Even the simple act of handing out flyers can introduce your business to more people in your area.
According to Wix, 40% of businesses invest more in digital marketing while 32% invest more in traditional. Around 28% invest on both traditional and digital marketing campaigns. So while others may lookdown on traditional tactics, it still holds water and continues to be useful for both small and big businesses.
14. Utilizing Live Chat and Chatbot Software to Improve Response Times and Increase Leads.
Utilizing technology to improve response times can increase the leads you get online. For example, live chat feature can be a great way to quickly engage with website visitors. People appreciate quick access to answers when they have questions or concerns. With live chat software, you or a staff member can instantly jump into a conversation with the live leads. This can improve your customer service performance and sales.
Top live chat software for small business websites include:
Additionally, chatbots can be useful for online businesses. According to Outgrow, 36% of companies use chatbots for lead generation improvement. The automation technology also increases sales by up to 67%. Drift also reports that 55% of companies rely on chatbots for higher quality leads. Examples of chatbot software you can use include:
15. Having a Referral Rewards System Gives You More Leads.
Offering rewards for referrals can be worth doing if you're targeting for more leads. Reward programs tap into the power of personal connections and word-of-mouth marketing. Existing customers naturally know people who are likely to take interest in your products. By incentivizing the referrer and the referral, you can see a significant increase in leads .
Activewear brand Bandier has a "Refer a Friend" system where they reward customers $25 for leads who spend at least $100. The referrals also get a $25 discount from their purchase.
According to Jacob of Referral Factory, “referred leads convert quicker, spend more, and stay longer.” He also says direct referrals are “2x more likely to turn into happy customers" compared to paid ad leads.
16. Giving Away Freebies Can Help You Capture Leads.
Giving away freebies can be a simple way to capture lead information online. An example of this would be if you were a real estate agent and wanted to get information of potential home buyers. You could put a printable “Checklist to Closing” that people could as they purchase a home. Have a lead capture form pop up that asks for their name and email address before it downloads. You’ll have a great potential lead here that you can quickly follow up with.
On LinkedIn, digital marketing strategist Lisa Overland has a warning for businesses. “Your lead magnet must be helpful enough to make people want it,” she writes. “But it must not be too valuable that you are giving away everything you know for free.”
17. Listing With Niche Business Directories Can Be a Source of Leads.
Listing with niche business directories can be a source of leads in your area. These directories categorize listings by industry niche, company size, and geographic location. You gain greater visibility among people who are specifically looking for your service. Generally, you will need to list down your website, contact number, and physical address. This allows online and offline lead generation for your brand.
Furthermore, directory listing enhances your SEO and boosts your credibility. So the more online directories you list with, the more your business will show up in local searches.
Some of the top niche business directories online are:
18. Influencer Marketing Can Generate Quality Leads.
Influencer marketing can generate quality leads as you leverage their large online followings. As you collaborate with the right influencers and create effective content, you can drive more traffic to your business.
On Reddit, Upbeat-Cat1259 says micro influencers have been effective for their business. The Redditor says, entrepreneurs should find influencers that “would resonate with your product.” You want to work with those who have “similar values as your brand, lifestyle, etc.”
Handmade jewelry business owner RetroRift67 has a similar experience. According to their post, working with the right micro influencers brought several advantages. “Sales spiked, my follower count grew,” the Redditor shares. “And it felt like my brand got some much-needed visibility.”
19. Using Pop-Up Forms Can Help You Generate Leads.
Website pop-up forms can simplify how you can generate leads. A pop up shows up and requires interaction from a visitor when they visit or before they leave your website. It can be a perfect opportunity convert traffic into leads with some incentives.
Custom pet portrait shop Crown & Paw does this by offering 20% discount when site visitors place orders. Those who sign up for their newsletter are also given early access to their Black Friday sale.
Reddit user sniper2804 confirms that pop-ups do work while sharing some warnings. They shared specifying pop ups can be spammy “if you don't provide enough value to the user.” Moreover, your site shouldn't show pop ups “more than once to a user in a day” so as not to minimize their impact. The Redditor likewise mentions about using free apps, such as EcomSend and PopMagic.
20. Limited Time Offers Can Attract More Leads.
Limited time offers can attract more leads for your business. As with the Crown & Paw example above, you can use FOMO (fear of missing out) marketing to drive leads and conversion rates. On YouTube, the Impulse Creative says scarcity “has a psychological influence” on buyers. “It creates a fear shortage and thus, a sense of urgency.”
Crazy Egg reports that limited time offers can grow sales by up to 35%. A Kerry Group research also indicates that 64% of shoppers occassionally purchase LTOs “when they might not have otherwise bought anything.”
Add timers to your website and email messages that show your offers. This will catch the attention and interest of leads that check out your offerings.
What Are the Benefits of Using a Lead Generation Company for Small Businesses?
The benefits of using a lead generation company for small businesses are:
Hiring a lead generation company allows entrepreneurs to focus on their small business. Instead of spending time generating leads, they can devote their energies to product improvement and customer service. Sales teams get to focus on closing deals instead of searching for prospects.
Aside from hiring a lead generation agency, another idea would be to check out our services. For example, we offer done-for-you lead gen websites. We do thorough niche and industry research before building your site. We give your Snapps-powered site 10 pages of authoritative content. Also, we ensure your homepage contains all relevant keywords for you to rank well.
How to Choose the Best Lead Generation Company for Your Business?
Choosing the best lead generation company for your business requires:
When outsourcing the lead gen process, you want to work with a reliable company with a good track record. Kenneth Nel of Digital Coach 101 says it's important to check customer reviews. “It's important to ensure you're investing in a service that is reliable, professional, and ethical,” he writes on LinkedIn. “Look for providers with a history of delivering quality leads, outstanding customer service, and clear communication.”
Consider that you and your sales team will often communicate with the lead gen firm. Effective collaboration is a must to achieve your business goals. You also want to adapt to evolving market conditions and lead generation trends.
Why Organic SEO is the Best Way to Gain Local Leads for Your Business
Organic SEO uses free online traffic to bring quality leads for your business. When done right, this strategy boosts your search engine visibility. This puts you in a good spot as prospective customers immediately see your brand. As they search Google for local products or services related to your business, you appear among the top results. Your website gets relevant clicks from search engine users in need of your offerings.
You then reel online visitors in by having quality, optimized content on your website. The traffic eventually convert into actual sales. You won't have to worry about spending any money for the leads.
I've been an online entrepreneur since 2014. I have since built multiple 6-figure businesses. Plus I've personally tried many different lead generation strategies. After years of experience, I'll say organic SEO is definitely the best way to gain local leads. I've since built and ranked many lead gen websites, which I rent out to local businesses in need of traffic. Today, I make $52,000 per month providing local lead gen services to my clients. I've also taught business owners and other learners in our coaching program. So far, we've had over 7,000 students and counting.
