50+ Point Lead Generation Checklist for Small Businesses
Use this free lead generation checklist to help make sure your website is creating more leads for your business.
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Goals and Objectives
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Determine if you want to measure the quantity or quality of leads (or both)
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Set your lead generation goals based on what your bigger business goals are
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Make sure to communicate your goal to your team (and motivate them to reach it)
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Setup tracking to measure the progress of your goal
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Landing Page
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Make sure your landing page has a clear CTA (call-to-action)
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Focus on the customers viewpoint
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Include an effective headline
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Use a clean and simple design
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Show of your social status
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Lead Magnet
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Solves a real problem your target market has
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Helps the prospect achieve something quickly
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Be specific in what you are aiming to achieve
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Be simple and easy to understand
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Create something high value that people actually want
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Make sure it is easily accessible for everyone
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Don’t forget to demonstrate your expertise in your lead magnet
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Traffic
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Blog - create useful content for your audience, answer FAQs and provide useful resources.
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Social media - (e.g. LinkedIn, Twitter, Pinterest, Google+, SlideShare, and YouTube).
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Pay-per-click Ads - (and remarking)
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SEO (organic search) - make sure your site is SEO ready to benefit from traffic from search engines
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Email marketing - create high quality emails and an email funnel for leads. Speaking of funnels...
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Email Funnel
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Choose the right email marketing software
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Set up a lead generation form to handle lead capture
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Create a sequence
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Connect form to sequence
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Content Plan
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Target audience personas and their needs.
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Understand any industry issues.
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Write about content that will attract people to your site
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Use formats people want to see. Remember, content isn’t just blog posts, but can be checklists and videos
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Decide on a publication frequency (e.g. weekly or monthly)
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Lead Nurturing
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Email marketing (consider what type of content to send them and how often)
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Use automated follow-up workflows and emails.
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Use lead scoring (for example by behaviour or by demographics).
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Define your audience and segment
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Offer valuable content in your lead nurturing emails for free
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Set objectives and goals for each email you send
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Develop a timeline for your lead nurturing emails
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Make sure to evaluate your success and optimize accordingly
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Campaign Management
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Check campaign content (to include up to date and accurate information)
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Have a social media promotion schedule in place
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Have an email promotion schedule.
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Setup an online advertising schedule (e.g. blogs, Google AdWords, LinkedIn Ads, Retargeting etc).
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And don’t forget about any offline promotions like direct mail or industry magazine articles.
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Measuring Lead Generation
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Website visitors by source (i.e. direct, organic search, paid search, social media, email, offline).
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Leads (website registrations) by source.
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Customers by source.
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Conversion rates.
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Content performance.
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Customer acquisition cost.
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