It’s important for any business to find new sales enquiries and new clients to work with but generating new leads can be challenging. Businesses now need to be more creative in their approach to ‘new business development’ to attract new clients. What are the best ways in which your agency can generate new enquiries and how do you currently generate them? In this article, Which Developments share some useful hints and tips with you to help your agency generate new leads. The principles will apply to both design or development.
Social Media, but use it carefully
Social Media remains king and is still a great way which you can engage with new organisations and users, this is a fantastic tool for your agency to generate some new leads and opportunities. The tools which are available to use allow us to make new connections which can open up many exciting new doors, but it needs to be done properly. Just because you like or follow someone on social media does not mean that they will follow you back, let alone use your services. Social media provides a platform for you to engage with organisations and users and interact with them. By building up a relationship with them through social media will stand you in very good stead, but this can take time.
Post something informative on your social media channels which your followers are likely to respond to. This could be a video or an article which you stumble upon. Sharing content from other sources, and agencies, is ok too. If you can share something which your followers are likely to benefit from this will possibly attract a better response and maybe some new followers too!
Use your time properly and follow groups and hashtags which are right for your agency and engage with users. Explore advertising opportunities on these channels as it could help to grow your following.
Don’t spam, and don’t post to frequently and have content which is interesting and people want to read. If you post too often, this could kill your hard work, your channel and the reputation of your agency.
Give Things Away
What, give something away for free? Well, yes….speculate to accumulate! Sharing some industry knowledge, advice or some free training, hints or tips go along way and will help to attract some new followers to your agency. Organise an event to share your knowledge and expertise will help to build trust and authority with an organisation. It will also help to build a relationship with them too. It will get them engage with you and this form of marketing can be extremely powerful and effective.
With the tools available to us these events can be run without spending any money. If you are an agency offering digital marketing services you could create a free webinar for local businesses giving them some tips on how they can generate more traffic more traffic to their website or how they can grow their social media pages. At ‘Which Development Agency’ we use Google Hangouts to create an online experience and it works well for us.
When these events are created you then need to recruit organisations to it and book them in. Recruitment could be done through telecanvassing, your own social media pages and advertising. If you want to know how to target users in your area for these events please read ‘Smarter Advertising’.
Search Engine Optimisation
Make sure your website is properly optimised and set up for the search engines. We will provide another article on this subject another date so please bookmark our blog and please do come back another time.
Research what businesses and organisations, which your agency is targeting, search for on the internet. For example, if your agency specialises in WordPress development then write about WordPress and how compatible it is for certain industries. Writing case studies will also help, but make sure you follow the guidelines for SEO. There are tons of great articles on the internet to help you.
This is so powerful. Asking your clients for referrals is a great way your agency can generate leads. A happy client will always be happy to refer your services so you should always ask your existing clients if they know anyone who could benefit from the services you provide. If you don’t ask, you’ll never know!
If you could get 5 referrals each month from your existing clients how many new projects do you think you would likely win? 1 in 5, 2 in 5?
Find a website or a service which provides reviews for development companies and the services which you provide. Which Development Agency provides this exact service and will allow your clients (both new and old) to leave a review of their experience of working with you. Good reviews will help to enhance the reputation of your company and help you to generate new opportunities. Agencies are able to register for a free profile at ‘Which Development Agency’ and they can then start building up their profile and reviews on our website.
For example; see below.
Free advertising for Zoocha 🙂
Write content which people actually want to read and not writing content just for the sake of it. Looking on Google and various tools which are available to use to find out what people search for will help to generate leads. Creating good landing pages that ‘hook’ people in and serving them informative content should help your agency to generate new leads.
You’ll have probably visited pages on an agency page where staff members have their picture and when you hover over them the image changes into something humorous, the staff is given a pair of funny glasses or a silly hat. Yes, this can be visually pleasing and it shows that you have a personality but is this enough? Does this help an organisation who are looking at your company as a potential supplier? Does this give them confidence that you know what you are doing and you have the experience and ability to deliver them their project?
Having a more detailed staff profile on your website, which could be each employee having their own page, will help to install confidence. This is an excellent opportunity for you to mention their experience, the projects they have been involved with, any qualifications or certificates which they have achieved. You can even list their previous career history if they have a long and successful career.
Organisations want to know that they are working with a team who are professional and have the relevant experience to deliver a solution.
If you visit Code Enigma, this is a good example.
Since GDPR came into force it has changed the way in which we can communicate with other businesses. As a result of the new regulation, it might mean that you can no longer contact some of the organisations you used to send newsletters or marketing emails too. Because of the new rules, it might mean that the number of organisations on your mailing list has been severely reduced. If your mailing list has been ‘hit’ there are alternative solutions for you to consider. Using a company who specialises in email marketing, data collection and data cleansing will provide a platform for you to reach another audience. You could also able to purchase data so you can handle your email marketing internally, just ask them for help and assistance around GDPR before you do. At ‘Which Development Agency’ we have purchased data and our company has provided help with this so we comply with the regulations.
Email marketing is still a really great way for any business to extend its client base and target specific users and organisations. Sending them information or materials which are appropriate for their business they are more likely to open the email.
If you are considering email marketing, you could contact a company like Emailmovers. Please note: we are in no way associated with them.
You don’t need to have huge budgets available to take part in exhibitions. We have previously attended many exhibitions as an exhibitee and arranged meetings with other exhibitees who we knew were attending. There are several exhibitions each year so just do some research on the internet and pick some near you and go along. Unless you do have the budget available to have a stand we would recommend that you attend as an exhibitee. You could also arrange a collaboration with one of your suppliers maybe? If they appreciate the work you give they may even help you finance the event too!
Your Telephone Number
Telephone numbers can play an important part in the success of a marketing campaign. Let us explain; if you were to run an Adword campaign targeting companies who are looking for web development agencies in Leeds (for example) would they dial someone outside of the area? Probably not. Our recommendation would be to get your company set up with an 0113 number and use this text within the Google Ad. You could then get this number diverted to your office to handle the enquiry.
Smarter Advertising is not a new form of advertising, it just means to be smart when advertising your brand and the services your agency provides. Sticking an advert on the sidebar, the footer or the header of a page and hoping to get an enquiry just doesn’t work. Advertisers should be smarter if they want to attract an audience and generate sales opportunities.
Setting up your own Adserver to deliver your adverts can open up several exciting opportunities but you will need to invest some time and money into things if you want it to work. Adbutler provides a cost-effective Adserver for you to get going.
Creating adverts for each of the services you offer and reaching out to blogs and websites which have content relating to the services you offer should help to generate you an enquiry. Using an Adserver you will be able to target users from certain countries so your advert will be displayed to the right audience.
For example; if you are a Drupal agency who offers support and maintenance services for Drupal installations then advertising on blog posts which gives information to users about the importance of security or what to do if their website has been hacked should generate some interest. You will need to reach out to the owners of the website or their marketing team and negotiate the placement of the adverts and the cost. This is what we consider smarter advertising.
Using Adbutler you can also target users from specific towns and cities too, which is great when you are running campaigns targeting organisations from certain areas.
Please note: we are in no way associated to Adbutler, we are just providing you with some useful information to help your agency generate some new sales opportunities.
These are just some ideas for you to consider. We wanted to share our thoughts and ideas with you to help your agency achieve its goals and to find new business. If you operate any of these services, or have ideas of your own, please leave the comments in the box below as we would love to hear them.
We are proud to announce our partnership with Whoisvisiting. Installing their system on to your website takes just a few seconds but will help you learn who is visiting your website. Their system will tell you which organisation is visiting your website and provide you with details of key members of staff. You can then track their journey on your website and see which pages they visit. This is a great tool to use.
We have their system installed on our website so we know who is visiting and who is visiting which profile too!
To find out more about the service we offer, and how we can help your agency, please get in touch, please email [email protected]. We would love to hear from you and to help your agency achieve better results, and to generate more leads of course!