Most twenty-first century companies adopt the use of online lead generation. Although, they change their methodology from time to time. In today’s world, cyber-security companies need to evaluate their stats regarding the strategy they use in generating leads. This will help them evaluate their progress and plan for better options.
For instance, a decade ago companies use landing pages that are linked to ad accounts; these pages were restricted from sitemap and used basically to reach specific leads. Today, lots of businesses consider this technique to be ineffective when compared to on-page lead generation.
The type of service produced by a company has a great influence on how they generate leads, the nature of the product and service they provide, their marketing strategy and who their prospective clients are. Although, there are numerous modus operandi that a cyber-security company can use to act as a lead generation vendor, these are:
1. Optimizing On-Page Strategy
On-page generation is the first step to this strategy. It explains the efforts used by lead generation vendors to generate leads on a site or page that a visitor is viewing. This time, the company attracts its lead from a different page/website Instead of a specific landing page.
Consumer blogs, eCommerce websites, and news sites are known to use on-page land to capture prospects. The good news is, cyber-security companies are not an exception to this. Some software can be used for lead generation, software like sumoMe (list builder, welcome mat, triggered pop-ups, scroll box), Optinmonster (full-screen welcome gate, exit intent, sidebar forms), Optimonk (inactivity pop up, dynamic text, exit intent), Wistia (video integration) and Optin Forms (incorporated in-page forms) will do a great job.
Configuring your site for an on-page lead generation should be your first step. The use of sign-in and a request for a visitor’s email is not enough since most clients will hesitate to give their emails due to security and personal reasons. Although there are steps to adopt to gain their trust.
A) Give Them a Reason Why
The question is why? Why do you need their email? What part of your services will justify your access to such personal information? You have to think along with your pitch and how you can create value for your prospective clients that will demand their emails.
B) Trigger Emotions
You have to be creative and simple. Use images, videos, and words to trigger their emotions. Get them excited and make them want to view, hear and watch more from you next time.
C) Stay Simple
Ensure all pieces are kept simple and straight to the point. The more a prospect reads, the less they are willing to consider a lead request to provide their personal information. So, it’s important to be simple and straight to the point.
Figure: Lead Generation for Cybersecurity
D) Use Visuals
Visual captivate attention, especially when it impressive. They gain more access to your clients’ emotions faster than the use of words. The use of complementary images or videos can help to trigger the right emotion to which they are targeted.
E) Test Run Everything
Test run your strategy to known how consistent it is. Try different techniques, take risks, and run a check on all your weapons, to know which of the technique is suitable and result oriented. This may seem insignificant, but sometimes a change in font size can influence your results.
It is also important to know your targeted audience. This will accelerate your outcome by generating more leads. Remember, clarity is power! So, it’s important to know the needs of your clients.
2. Use Social Media
Social media is yet another sophisticated tool a cybersecurity lead generation company can use. It gives room for personality display, though this can take effort and time to figure out how to develop a consistent brand and voice. But at the tail end, the medium differentiates your abilities and build a long-term trust with prospective clients.
The use of Socedo can be very effective; since it’s a product that allows connection between you and your prospective clients on twitter, and helps to filter their email address directly to your database. This tactic is a newly developed technique that unites inbound and outbound strategies via a simple social media connection.
On the other hand, if you want an effective strategy to implement and improve your lead generation via social media, then consider the following points to get a head start.
A) Ask Empowering Questions
Once you get a prospective client thinking, you create a vacuum in their heart where your business can occupy. Using the right question, will help you get the right answer and at the same time encourage your prospect to get involved in a conversation that is related to you and other followers.
B) Its Social Media…Be Social
Most time prospects can be interested in following your brand when he/ she knows you are willing to get engaged in a conversation –irrespective of how sensitive is the topic. So, your interaction with people; providing answers to questions and comment when necessary can be an added advantage.
C) Direct Them to Your Site
The use of social media can be suitable for an on-page lead generating campaign. Create a conversation that will capture the attention of your clients and get them hooked to the platform, from there, design an on-page strategy that will direct them straight to your funnel.
When used properly, social media can be an effective tool to create the right personality for a cyber-security business. And above all, it can be used to locate and attract the right prospective clients.
Additional Lead Generation Tactics
Posting contents like games and surveys, infographics, videos, and digital content will help keep a prospect a bit longer on a page and create a feeling of conviction that you have answers to their questions and solution to their needs.
In summary, cyber security lead generation vendors that reinvent itself and create points of listing to their clients using new messages that are engaging will stand the test of time and generate prospect that can be converted into repeated clients.
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