How to Generate Leads for Your Small Business?

 lead generation 101

Successful small business owners are always on the lookout for ways to increase their customer base by lead generation.
The path to business success can be a long and difficult process. However, one of the elements that are proven to deliver results for a growing business is to have access to a steady supply of leads by maximizing their Digital Marketing and Email Marketing to boost sales and improve conversion rate.

Here are some tips to help you generate leads for your small business and turn them into customers.

Most Effective Methods For Small Businesses to Generate Leads

 lead generation 101

There are many ways to generate leads for your business. Big corporations are stuck with traditional and expensive methods of lead generation such as direct mail, TV advertising, and radio.

For small businesses that have less than 50 employees, it is very likely that they do not have the budget to consistently allocate towards these expensive methods of advertising. 

Without a big budget for advertising, many small businesses turn to call a center outbound lead generation to get leads.

Online advertising channels are also extremely popular among small businesses that want to generate leads and build their own brands online.

Online advertising channels are also extremely popular among small businesses that want to generate leads and build their own brands online.

What Is Outbound Lead Generation?

 lead generation 101

Outbound lead generation, also known as ‘interruption marketing,’ is when a business sends or pushes messages out to their target audience, regardless of whether the audience has expressed interest in their content.

In this scenario, it is the business who decides, not the prospect, how and when the interaction will take place.
Which is why it is also referred to as ‘interruption marketing.’

Outbound lead generation is typically done via telemarketing and follows up calls in an attempt to connect with prospects who still might be interested in the company’s products or services.

It is important to note that the majority of outbound lead generation methods involve lead or hourly costs, which quickly add up.

This adds a layer of risk which causes businesses to use these types of campaigns for selling rather than to educate or help their target audience.

What Is Inbound Lead Generation?

 lead generation 101

Inbound lead generation is the creation of content that is designed to attract visitors and convert them into leads. Inbound lead generation typically involves generating leads through website traffic, social media or blog posts.

There are also many platforms available that offer full sales funnel designs for generating consumer web form inquiries or leads. 

Instead of forcing prospects to interact with your brand.
Inbound lead generation makes your brand more discoverable on social media platforms and in the search engines. 

The difference is that potential buyers are allowed to control how and when they choose to engage with your brand and the information that they want to exchange.

Value, delivered via content creation, is used to establish a relationship with the prospect and earn their trust.

Inbound lead generation focuses more on helping rather than selling to the audience.
As a result, inbound lead generation delivers prospects who have already done their due diligence of your brand, product and service offerings and are genuinely ready to engage.

Creating a Plan to Generate Leads on Your Website

 lead generation 101

Now that we’ve covered the different types of lead generation, the next step is to create a plan to generate leads from your website.

For this example, we are going to discuss generating leads for a debt settlement business.

Debt Lead Types

For a debt settlement company, the company might want to generate the following types of leads:

  • Debt Settlement
  • Tax Relief
  • Credit Counseling
  • Debt Consolidation
  • Bankruptcy
  • Home Foreclosure Relief

Generate Traffic

 lead generation 101

To attract leads to their website, the company will first need to generate traffic and turn them into prospects by using the following methods:

Online Forms

When visitors arrive at the company’s website, they will have to complete an online form in order to receive more information about the products and services offered by the company.

Social Posts

The company can create posts for social media that are designed to send traffic back to the company’s website by emphasizing valuable content available on the website.

Inbound Calls

An inbound call is one that the customer makes directly to the company’s call center or contact center. This can be encouraged by posting the company’s phone number on the website.

Email Subscription

An email subscription form allows prospects to sign up to the company’s email newsletter to receive company updates and further information via email.

Influencer Marketing

Social media influencers are used to improve brand awareness and encourage prospects to engage with the brand.

Sales Funnel Process Through Landing Pages

Companies can also use sales funnels to guide leads through the buying process.
A sales funnel is a landing page that contains a series of steps that are designed to guide visitors towards making a buying decision.

Two Types of Lead Processes

A lead process is the customer acquisition process which is used to identify potential buyers and qualify them so that they pass from the prospect stage to sales.
There are two highly effective lead processes that you can implement on your website.

Inbound Phone Call Through Call-to-Action on Your Website

A call to action (CTA) is prompt that you place on your website that tells the visitors to take a your target action.

In this instance, the action that you want them to take is to make a phone call to your call center. 

A CTA is effective because it makes it clear to a potential customer as to the next step to take. It also removes some of the friction involved in making the sale because it is an inbound call.

Online Contact Form Inquiry or Webform Leads

 lead generation 101

With an online contact form, you can have potential customers submit their information. These leads are known as web form leads. Similar to the inbound call leads, they are also taking action on their own to get in touch with your company. 

However, with webform leads, you also have the added bonus of having collected their contact information.
So that you can follow up with them via email or phone at a later date.

Lead Generation Platforms

Here are the platforms that are proven to boost your lead generation.

Online News Channels

Online news channels have high traffic which makes them a great place to generate leads.
By posting helpful content regularly or hiring a professional company to do so, you can attract visitors to your website.

Online Promotions & Ads

The top internet advertising platforms, namely Facebook, Instagram, and Google Search, are highly effective for attracting leads to your website.
You can advertise your brand directly on all of these platforms using paid advertising.

What Do You Need to Start Generating Leads?

1. Launch a Fully Optimized Landing Page

 lead generation 101

A fully optimized landing page should simply your offer.
Have call-to-action buttons, your contact information, and use scarcity techniques that encourage visitors to take action as soon as possible.

2. Install Google Analytics & Facebook Pixel

 lead generation 101

Install Google Analytics by logging into your Google Analytics account and copying and pasting the tracking code for Google Analytics onto your site. Here are the instructions that explain how to set up reporting, user management, event tracking and more. To install the Facebook Pixel, follow these steps.

3. Google Ad Manager Setup & Retargeting Code

 lead generation 101

To set up remarketing for your website, you need to add a code snippet to your website: the global site tag and an optional event snippet.
Log into Google Ads and follow these instructions to set up your global site tag.

4. Create a Facebook Business Page and an Instagram Business Page

 lead generation 101

In order to conduct paid social media advertising effectively, you will need to create a Facebook Business Page and an Instagram Business Page. These are the pages that you will promote in your social media marketing campaigns.

Business pages are also how you identify your account as a company account on these social media sites. Here are the instructions for Facebook and Instagram to help you set up your business pages.

5. Post on Social Media at Least 2-3 Times Per Week

 lead generation 101

Posting on social media at least 2-3 times per week will significantly increase the chances of generating traffic to your website.

Share links to gated content on your website (asking users to opt-in via a webform before they can view the content).

Use hashtags where appropriate. You can also host a webinar or post live video.

If you don’t have time to do this on your own, you can outsource it. Click here to learn more about our social media marketing services.

6. Hire an Ad Manager or Consultant

 lead generation 101

Paid search marketing is the quickest and most controllable way to get your business in front of people who are looking for your products or services.
Because you only pay for qualified traffic, you are in complete control of the budget and return on investment for your campaign.

Hiring an ad manager or consulting to manage your paid search marketing campaigns will help to improve your ROI and eliminate the learning curve associated with paid advertising. 

Facebook advertising is a great lead generation or branding tool. You can retarget customers and website visitors, drive people who have already engaged with your brand to buy more or re-engage visitors back to your website if they did not convert on their initial visit.

At Lead Advisors, we can help you generate a great strategy to drive traffic. We’ll manage all of the elements of your paid search marketing campaign, including writing ad copy and content.
Setup and tracking of analytics and goals with events, and adjusting your ad budget to ensure a great ROI for your campaign.

Talk to an Expert

To learn more about our company and comprehensive lead generation campaign management services, go to

We are the lead generation experts and we’re here to help you.
Increase your sales and grow your business by designing an effective lead generation strategy.


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