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Lead Generation: A Beginner’s Guide to Generating Leads Online



The whole point of lead generation is to convert anonymous visitors, to your website or social media channels, into leads that can then be nurtured to become paying clients.


So, how do you do it?


Below are some ways in which you can encourage visitors to your website and social media channels to give you information that allows you to convert them into leads:


Pop-up forms on website

Cleverly placed pop-up forms can help encourage visitors to your website to express interest. A welcome pop-up on your landing page can encourage them to sign-up for your newsletter, or exit intent pop-ups can be triggered when visitors show signs of leaving your website. Pop-up forms can also entice users to give their email addresses in exchange for a discount coupon or free e-book.


Enticing Offer

Offers create a win-win situation where the customer gets an offer from your business, and you add their contact details to your database with the hope for later conversion. Offers can be used on website pop-ups, banners and other types of ad placements on social media.


Example of offers:

  • Free 30-minute Finance Strategy Call

  • Free 28-day product trial

  • How to guide: Buying your first property (PDF download)


Referral Marketing

Word-of-mouth marketing gets your brand in front of more people. Developing a strong and concise online referral strategy will guarantee lead flow into your business from reputable sources, often cutting out the conversion process.


How to get started with referral marketing?


Well, your business is likely to have raving fans. Ken Blanchard coined the term “raving fan” to describe a customer who is so overwhelmed and floored by the customer service and experience they’ve received that they can’t stop telling everyone about it.


Ads and Retargeting

The sole purpose of an ad is to get people to take action. If you are creative with your ads you will attract clients who are interested in exactly what you are offering. Retargeting ads are a form of advertising served to people who have already visited your website or are a contact in your database (a lead or customer).



Naomi Johnston


E: naomi@njconsulting.com.au

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