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TIPS TO ENSURE SUCCESSFUL
LEAD GENERATION

2. According to findings in the B2B Content Marketing 2015: Benchmarks, Budgets and Trends survey, lead
generation is second only to brand awareness as a major goal for content marketers in 2015. But what
strategies should you use? What small tasks can you accomplish each day to earn more qualified leads?
LET’S TAKE A LOOK AT 5 IDEAS THAT CAN HELP YOU BEGIN YOUR SALES CYCLE.
1. EMBRACE SOCIAL MEDIA
This concept isn’t rocket science, but it does mean more than just creating a Facebook page. Embracing
social media to generate leads means selecting channels that your target audience uses, creating
and curating content daily that works for those channels and that is compelling and relevant to your
audience, developing a reputation as a thought leader in your industry and talking with your followers,
not just to them. While you won’t see an immediate train of quality leads pulling into your brand’s station,
you will begin to connect with those interested in your services and can begin to foster relationships.
One way to embrace social media is to create content
for LinkedIn. The platform is giving its members access
to its long-form blog publishing privileges as a way to
create a stronger community of professional insights.
These blogs can be posted to your company’s
LinkedIn page as you further establish yourself as an
expert in the industry. Create content that is helpful
and interesting to your target prospects. Include a
specific call-to-action to subscribe to your company
blog or YouTube page and to follow your company’s
social media accounts. You can also include a CTA
to sign up for a webinar or download a white paper,
but be careful not to leave your prospects with the
feeling that they are being sold to.
FOR INFORMATION ABOUT YOUR MARKET AND A FREE CUSTOMER ANALYSIS REPORT, VISIT US AT WWW.RME360.COM

3. 2. SEND DIRECT MAIL
Yes, you read that correctly. Direct mail
may have its detractors, but don’t count it
outwhenitcomestoyourleadgeneration
strategies. HubSpot notes that 18-34
year olds prefer direct mail and that it’s
an effective lead generation investment
when targeting hyper-local communities.
Many marketers focus solely on email to
generate leads, so direct mail has more
of an opportunity to stand out. Work
with professionals who understand how
to create the right content and who can
target the right audience for your brand.
Direct mail marketing is quite effective
when used to invite prospects to an
event. Seminars are known as the
original social marketing because they
allow you to get face-to-face with and
educate your target audience on your
specialized services, giving you instant
credibility as well as clients.
FOR INFORMATION ABOUT YOUR MARKET AND A FREE CUSTOMER ANALYSIS REPORT, VISIT US AT WWW.RME360.COM

4. FOR INFORMATION ABOUT YOUR MARKET AND A FREE CUSTOMER ANALYSIS REPORT, VISIT US AT WWW.RME360.COM
3. USE ONLINE
LEAD GENERATION
There are several ways you can go
about generating leads online. As you
decide which steps to take, consider
this formula:
• Create interesting form-gated content.
This requires the responder to provide
their contact information in order to
access the content.
• Capture the name, email addresses
and phone numbers of responders.
This allows you to be able to reach
out to them several ways.
• Develop relationships with
those leads through consistent
communication via email.
• Add value to your communication
without asking your leads to give you anything.
• Market your products and services as the answer to a problem that you are solving.
For example: “Here’s why you should use direct mail. RME360 is a leader in the direct mail industry.”
This formula puts your focus on content and relationships first and your focus on selling last. Why? Because
no one wants to feel as if they’re being sold to; instead, they want brands to connect with them. Get to
know your target audience, understand their needs, earn their trust and then let focus on marketing your
brand’s specific solutions.

5. 4. TEST AND OPTIMIZE
As prospects’ needs change, so must messaging. The more you test your lead generation tactics,
the more you will know how and when to evolve with your prospects. What some marketers
tend to overlook is the power of a testing plan. Consider these questions as you craft your plan:
• Which format(s) of messaging has had the most impact on conversions?
• Which message has had the most impact on conversions?
• How often do your prospects like to be contacted? What is your click-through rate?
• How much did you spend on your most successful and least successful campaigns?
FOR INFORMATION ABOUT YOUR MARKET AND A FREE CUSTOMER ANALYSIS REPORT, VISIT US AT WWW.RME360.COM

6. 5. REVISE YOUR STRATEGIES AS NEEDED
Your marketing strategies are living, breathing entities; as the behavior and needs of your
prospects change, so should your marketing. Measure the results of each activity and
response and revise accordingly. There is nothing about your target audience that is set in
stone, so how you interact with them and earn them as leads must evolve as needed.
FOR INFORMATION ABOUT YOUR MARKET AND A FREE CUSTOMER ANALYSIS REPORT, VISIT US AT WWW.RME360.COM