Pour les spécialistes de marketing, la génération de leads est la priorité numéro un pour développer son entreprise, en effet il est nécessaire d’attirer des prospects de qualité qui finiront par devenir des clients fidèles.
Avec les méthodes marketing qui changent en permanence, les moyens pour attirer de nouveaux prospects et les convertir en clients fidèles changent également. Ce qui était efficace il y a 10 ans ne l’est plus aujourd’hui, d’où la nécessité d’innover dans les procédés et d’inventer des méthodes plus convaincantes qui convertissent.
Qu’est-ce que la génération de leads ?
La génération de Leads consiste à attirer l’attention des prospects, à collecter leurs coordonnées et à les transformer progressivement de parfaits inconnus en clients potentiels. En gros, toute stratégie de marketing que vous utilisez pour attirer de nouvelles personnes vers votre entreprise est un type de génération lead.
il peut s’agir d’une campagne publicitaire dans l’une de vos plateformes sociales préférées, d’un bonhomme gonflable à l’extérieur de votre magasin, d’affiches distribuées dans la rue, ou d’une série de livres conçus pour donner des conseils techniques dans un domaine précis.
Il existe autant de de stratégies de génération de prospects qu’il y a de types de clients et d’entreprises. L’important, c’est de trouver la bonne combinaison d’outils de génération de prospects qui vous apportera les bons types de clients pour votre entreprise.
L’important n’est pas de trouver une telle ou telle stratégie marketing de génération de leads car il y a autant de méthodes qu’il y a de types de clients et entreprises, le plus important est de tomber sur la bonne combinaisons d’outils de génération de leads qui vous apportera des clients de qualité susceptibles de devenir des clients fidèles.
Dans cet article nous mettons en lumière les meilleures techniques de génération de leads qui vous permettront de
1- Création d’un contenu de qualité:
La stratégie la plus efficace pour la génération de leads consiste à fournir un contenu utile qui informe votre public cible sur le sujet qui l’intéresse que ce soit sous la forme de blogs, d’études de cas ou tout simplement des foires aux question (FAQ). En répondant aux questions les plus courantes de votre public et en imposant l’autorité de votre marque en tant que leader d’opinion , vous attirerez de nouveaux clients fortement intéressés de votre marque.
Faites en sorte que votre site web soit convivial, intuitif et facile à découvrir et à parcourir et que vos clients potentiels soient en mesure de trouver facilement votre contenu via les moteurs de recherche. De cette manière lorsqu’ils arriveront sur votre site, ils auront davantage de raisons d’y rester.
Un contenu riche pourrait vous servir également comme matériel à utiliser pour la publicité et la sensibilisation sur vos produits. Qu’il s’agisse d’annonces payantes sur les réseaux sociaux ou d’offres de téléchargement de contenu. l’idée est que si vous disposez d’un contenu de haute qualité il vous sera facile d’attirer un public de qualité conséquente.
pour mesurer un petit peu l’importance d’avoir un contenu de qualité, sachez que le marketing de contenu est 3 fois plus efficace dans la génération de leads que les stratégies outbound marketing (ou marketing sortant) et coute 62% de moins que les autres stratégies.
Assurez-vous néanmoins de collecter le maximum d’informations possible sur vos visiteurs par le biais d’un formulaire facile à remplir ou via des pages de renvoi.
Plusieurs sites web offrent à leur visiteurs des ebooks gratuits contenant des techniques et conseils dans des domaines bien particuliers, mais le téléchargement du livre électronique ne s’opère que lorsque le visiteur introduise ses coordonnées.
2- Reciblage des visiteurs du site Web avec des publicités
Une partie plus ou moins importante des visiteurs de votre site web quitteront sans pour autant devenir des prospects, et ceci n’est pas grave puisque une solution existe : la fameuse technique du Remarketing.
il s’agit d’une technique publicitaire de reciblage qui permet de relancer les visiteurs de votre site web qui n’ont pas passé à l’action en leur proposant de nouveau messages publicitaires auxquels ils pourraient s’intéresser. L’objectif est de faire en sorte que votre marque ne s’oublie pas et qu’elle reste dans l’esprit des visiteurs.
le reciblage montre spécifiquement des annonces aux personnes qui ont visité votre site dans le passé, et représente un Taux de clics moyen de 0,7% soit dix fois plus élevé que les annonce générales qui ne représentent qu’un CTR de 0,07%
Ce qui différencie les annonces reciblées aux annonces normales c’est qu’elles proposent souvent des offres plus intéressantes avec des réductions alléchantes marquées par un sentiment d’urgence accru.
Il vous est arrivé sans doute de commencer à voir régulièrement une publicité sponsorisée par une marque après avoir fait des recherches sur ses produits ou visité son site web. Cette campagne de remarketing est de ce fait conçue pour vous inciter à revenir sur le site Web pour compléter votre requête.
3- Génération de leads par l’email marketing
Bien que de nombreuses personnes aient annoncé sa mort, l’email reste une stratégie de génération de leads incroyablement efficace. En fait, 43 % des entreprises estiment que l’email marketing est leur canal de génération de leads le plus efficace en termes de ROI.
Une campagne de génération de leads par “Drip Email” peut suivre le scénario suivant:
Un prospect s’inscrit à un service pour une période d’essai de 30 jours, à compter du jour de son inscription il recevra une série de 3 emails répatis comme suit:
- Un premier email de bienvenue 2h après l’inscription, qui lui indiquera le lien vers un tutoriel pour les débutants.
- Un second email après 10 jours d’utilisation, contenant des exercices pratiques dans le domaine concerné.
- Un troisième e-mail 3 jours avant l’expiration de la période d’essai, pour proposer une réduction de 15% pour passer à la version payante.
Finalement, cet abonné à l’e-mail peut devenir un prospect qualifié lorsqu’il montre plus de signes d’être prêt à convertir !
4- Engagement des visiteurs par le chat en direct
Avant que les visiteurs de votre site web ne passent à l’action, il pourrait qu’ils aient des questions ou des craintes qui leur dissuadent de passer à la caisse.
Le chat en direct est un excellent moyen de génération de leads sur votre site web, il aide à établir un lien entre les visiteurs et votre entreprise et de capter leur intérêt, plutôt que de les laisser partir sans qu’ils laissent leurs coordonnées.
Les clients aiment aussi pouvoir poser des questions et avoir des réponses immédiatement.
Des statistiques sur l’impact du “chat en direct” sur l’expérience d’achat ont montré que “61% des personnes qui ont participé à cette enquête ont déclaré qu’ils étaient plus susceptibles de retourner sur un site Web qui offre un chat en direct, tandis que 37 % ont déclaré avoir effectué leur achat grâce à la session de chat elle-même.
Pour rendre la génération de leads presque automatique il est recommandé d’utiliser des chabots sur votre site web. Au moment le plus critique dans le processus d’achat, votre site web déclenche un widget de chat pour voir si votre visiteur a d’autres questions ou a besoin de plus d’informations.
Plusieurs sites web font apparaître un chatbot sur leur site Web une fois que le visiteur a parcouru une partie de la page d’accueil. Ce robot offre des conseils et met les visiteurs en relation avec les services de vente ou d’assistance, ce qui facilite la conversion des visiteurs en prospects.
Cependant il est moins recommandé de compter exclusivement sur les chabot dans les services qui nécessitent une intervention technique complexe ou encore les services onéreux auxquels les clients préfèrent contacter des êtres humains plutôt que de parler à des bots lors du passage à l’achat.
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