Online business is becoming increasingly more competitive. Consumers have become more savvy and more and more business owners choose the interwebs as their place of business.
So, if you’re looking to increase sales for your online business, you’ll want to generate qualified organic leads to build the Know, Love and Trust (K-L-T) factor making your business the no brainer choice when it comes to investing.
What the Heck are Organic Leads?
Organic leads come in a couple of forms.
Here in Part 1 we’ll focus on organic lead generation through Search Engine Optimization (SEO).
In Part 2, we’ll cover how to use SEO even if you don’t have a website, and how to build real relationships with real people to create real revenue.
In the online world, organic leads typically refer to potential customers that search for a product or service in a search engine (Google, Yahoo, Bing, etc) and find you!
Most of these organic leads have no information about your business prior to these searches, yet they are LOOKING for what you have to offer.
This is exactly why organic leads are a key ingredient to increase sales as an online business owner in today’s world.
So how do you use this key ingredient wisely? What are the ways that you can rank yourself higher in search engines and attract visitors to your business?
This article equips you with 6 Ways to generate qualified, organic leads and increase sales for your business!
6 Ways To Generate Qualified Organic Leads Online
1. Do Your Keyword Research
Before you moan and groan and wish you could simply meditate and “call it in”, it’s important to understand why keyword research is a huge game changer when it comes to generating organic leads.
Directing organic web traffic toward your business is a skill that many business owners fail to understand, much less excel in. It comes down to your ability to see your product from the point of view of your prospects, and understand what they are searching for and how.
Once you know what your potential clients are looking for, and the clear solution you provide to satisfy them, you can build a bridge to your world and increase sales with thorough keyword research.
So what are keywords? Keywords are the phrases that your prospects type into their search bar to seek solutions for their pain or problem. This is what helps them find you online, thus creating an organic lead.
You’ll want to include these researched keywords in your website and the content that you post across the interwebs to increase your chances of ranking higher in searches with those keywords.
For example, a pet-care business would focus on keywords regarding pet products such as high-quality leashes, grooming items, pet food, and training to attract leads that are looking for high-quality pet products in their Google searches. This would connect the buyer with the business due to targeted keyword practice.
There are many tools online that can help you conduct reliable keyword research, aso called search engine optimization (SEO).
Check out free tools like Google Planner, Google Trends, Google Search Console, and the free version of Ubersuggest. There are, of course, professional versions like SEMRush, Wordstream, and the paid versions of Ubersuggest. These tools will help you determine what keywords your future clients are actually searching with. You’ll see data like competitiveness, how long it takes to rank for these words, and where to focus to generate organic leads and increase sales.
It is important to have your website align with your business values and goals because a disconnect between what you offer and the keywords you provide will result in incongruence and lead to a lack of trust with your prospective clients causing them to click away from your content.
The best way to approach this is to have your website host new and relevant keywords with the greatest number of searches. You’ll want to stay on top of what your target audience is searching now.
2. Consistent Content Is Key
The one piece of advice that is important for all online business owners is this: create refreshing and relevant content consistently.
This advice targets every range of online businesses, from entrepreneurs to influencers to bloggers & more! A consistent content strategy is valued by search engines and audiences alike.
With information overload and all the bullsh*t marketing strategies out there, prospects have understandably become wary and customers more savvy and slower to know-like-&-trust you and your business.
The more consistent, quality content you create, the more leads you are able to generate, the more people you will help with your products and services. Search engines are designed to present recent relevant content instead of content that has aged over time so that the readers are getting the most up-to-date information available.
To keep yourself high in the search engine game, create content that ranks well in search engines and captures the attention of your ideal clients and customers. This can’t help but generate more organic leads and increase sales for your online business.
3. Know Your Target Audience
This step should really be highlighted at the top of this list as it is a MUST no matter your strategy. When you know who your target is, you’re able to devise a clear, integrous strategy to attract them to your business.
You’ll want to know your target audience intimately so that you are sure to create relevant content. Consider your target audience as the ideal individual, your perfect client or customer, you want to do business with, who will benefit from your product or service.
This helps you resonate with the needs of your potential customer and deliver exactly what they are looking for! Here are some questions to consider when identifying your ideal client, customer or target audience.
- What is their age, gender, and other relevant demographics?
- What are their behaviors, interests, and lifestyle?
- What kind of online searches are they conducting?
- What is their pain or problem that needs a solution?
- What is their buyer behavior?
- What is their budget?
- What information do they have about possible solutions?
- Do they buy on price or quality?
- Etc.
Once you know who you are looking to target, you can direct your business towards them, and allow them to find you, with more effectiveness.
In other words, you must know your target audience intimately in order to create organic leads and increase sales.
The next step is creating engaging conversion points. Here’s how you do it!
4. Create Conversion Points
After you learn how to direct organic traffic to your website, the key is in holding their attention and inviting them to further engage with you and your brand. This stage is where you convert your traffic into actual organic leads.
If you’re looking to convert traffic into organic leads, you’ll want to consider a way to capture leads such as contact forms, requesting demos, or basically anything that makes them wait or directs them elsewhere!
Your website should display a clear picture of who you are and how your brand is useful to the reader. Remember, people are tuned into WIIFM – What’s In It For Me? You must speak to your visitors immediately if you want to generate organic leads and increase sales.
Always include a call to action (CTA) to get your audience used to taking action when they engage with you. This build rapport and simplifies the sale when the time comes.
As a reader, you should be able to look at your content and answer these important questions:
- Does this make sense?
- Does the flow of my site make sense?
- Is the visitor’s question answered clearly and simply?
- Has my content been convincing to cause a potential client to enter their information and become an organic lead?
5. Incorporate Video Content
Here’s the thing: videos are the undiscovered gems of SEO. Most people do not talk about the importance of adding video content to your website or blog but it’s time to uncover this secret.
Videos have been a part of Google SEO and their algorithm highly supports the content that comes along with videos.
Here’s how:
- Videos are categorized as educational and informative content which Google favors. Google has always cared more about the quality of content than the quantity being produced.
- A picture is worth a thousand words but a video is worth more! Videos capture the attention of your reader and are often viewed with captions and no sound. Most people are visual learners these days and 82% of internet traffic is generated via video.
- It makes sense that videos build link backs because they produce more linking opportunities than text alone.
Videos make your content more engaging, informative, and interesting in a shorter span of time than your text content will.
As a consumer, it can help you understand the solution being offered better. There are statistics to show the importance of videos in SEO too!
- Search results with videos have a 41% higher click-through rate than content without videos.
- Websites that incorporate videos are 53 times more likely to rank on the first page of Google searches with those keywords alone.
If you’re not already incorporating video into your content, you’ll want to consider doing so right away.
6. Dominate Your Business Media
One should never underestimate social media and its superpowers when used strategically to grow your business.
When it comes to social platforms, you’ll want to flip your mindset when you enter the interwebs to generate leads and increase sales for your business. Instead of looking at these platforms as “social”, remember, this is part of your revenue producing activities and therefore you’ll want to enter with a Business Media Mindset.
You see, search engines today are doing their best to deliver the right solutions to the right users and your content can easily rank as the best if you are showing up everywhere.
Before you get overwhelmed, let’s take a closer look.
Let’s say you’ve created quality content that passes all keyword searches and can convert, in other words produce organic leads and increase sales.
Your job doesn’t stop there.
You’ll want to strategically share your content across social media platforms, especially those that fit your ideal client or customer’s online behavior.
For example: if your target audience is aged 40 and above, your best social media option is Facebook and/or Instagram. However, if your target audience is teenage girls, Tiktok and Instagram are where you need to be present. If you work with entrepreneurs and business owners, you’ll want to consider LinkedIn.
*Note: There is no one right way to do things. Start with the platform you are most comfortable with, and grow from there. I promise, your target audience is out there.
Social media post optimizations include utilization of relevant hashtags which can be derived from the keyword research you’ve already done and expanding on that where necessary.
For a business, social media platforms act as another search engine simply because 3.96 billion people currently use social media. When you know what and how your target audience is searching, you can optimize on your business media platforms to find those searching for your product or service.
Conclusion:
Remember, it takes time to generate organic leads and increase sales, yet when you have a solid lead generation system in place and have the right people searching and finding your brand, you can’t help but increase sales.
The purpose of content creation, as a business owner, is to serve your customers and clients.
When you produce quality content based on keyword research and SEO optimization and share it on your website, via email and on social media, you have the ability to reach a great number of prospects.
Generating qualified organic leads might not be the easiest thing to do, yet with a simple system, and dedicating the time to intimately understand your target audience and what and how they are searching allows you to create an Organic Client Generator Machine to last the test of time.
Don’t waste your time creating content that isn’t meaningful for your target audience. Increased sales or website traffic doesn’t work overnight yet with consistency you are sure to see success.
By making informative, data-driven decisions for your business and using these 6 important aspects of organic lead generation, you will see an increase in the number of qualified organic leads you generate and in the number of sales you close for your online business.
Remember, creating real revenue on the regular begins with developing real relationships with real people. Do your research and give your future clients what they are searching for. You won’t be able to help but be successful.
To your success!
XOXO
Amy Lewis
References:
- https://www.storytellermn.com/blog/generate-organic-leads
- https://www.webfx.com/blog/marketing/organic-lead-generation/
- https://leadgenera.com/knowledge-hub/lead-generation/how-to-generate-organic-leads-from-your-website/
Need help with creating an organic lead generation strategy or have questions on how to get started?
- Book your complimentary Business Success Audit ⇒ HERE to see if or how I can help.
