Generating Leads Online

Too many marketers treat webinars like one-off lead gen plays. Run the event, send the recording, plan the next one. But the teams getting the most out of webinars treat them like content engines, using multiple touchpoints to promote them and creating multiple assets from each one. Here’s how: 🔹 Before: plan & promote. Design the webinar around what you want the final content to generate. Think about how you can pre-plan the moments to clip later. Start outlining that blog recap now. And when it comes to promotion, don't stop at email invitations. Find ways to embed the registration link into existing content channels — a new or popular blog post on an adjacent topic, the bios of all your social channels, etc. (At SparkToro, I can consistently add 100-200 extra registrants by embedding the registration link in a new blog post.) 🔹 During: reward active engagement. Having live attendees is nice; having active chat participants is even better. Invite people to engage directly in the live chat. Ask open-ended but simple questions that are easy for people to respond to. Make sure you're also using that chat in real-time — drop notes, reactions, answer quick questions that don't need to be verbally addressed during the presentation. 🔹 After: remix & reassign. One recap email isn't enough. A single well-run webinar should become multiple LinkedIn posts, a blog post, YouTube clips, and sales talking points — assets that serve social media, content marketing, and sales. Give each content asset a new job. This mindset has mattered a lot for SparkToro Office Hours, which typically gets ~1,200 signups. It’s also very aligned with how Goldcast talks about online events too — not just hosting webinars, but turning video into clips, blogs, social posts, and more. Link below in the comments to learn more. #GoldcastPartner

Low-quality leads bogging you down? SEO might be your best ally. I worked with a client in the B2B manufacturing sector who was struggling with irrelevant leads. We focused on optimizing their website for search engines, targeting keywords that matched their ideal customer’s search behavior. The quality of leads improved significantly. SEO brought in prospects who were actively searching for their solutions, making them more likely to convert. Dealing with low-quality leads can be demoralizing. But seeing your SEO efforts bring in high-intent prospects is incredibly rewarding. 1️⃣ Conduct keyword research to find terms your ideal customers use. 2️⃣ Optimize on-page SEO elements like titles, meta descriptions, and headers. 3️⃣ Create high-quality, keyword-rich content that answers potential customers' questions. 4️⃣ Build backlinks from reputable sources to boost domain authority. 5️⃣ Use local SEO strategies if your business targets specific regions. What SEO strategies have helped you improve lead quality? Share your insights and experiences in the comments. Let's learn from each other! #MarketingStrategy #DigitalStrategy #Marketing #DigitalMarketing #inboundmarketing ----------- Like this post? Want to see more? Ring the 🔔 on my Profile ⬆️ Connect with me

In October 2021, we generated 250 sales leads in 2 hours without coding, AI, or sales expertise, and we have never looked back. Here's exactly how we’ve used webinars to generate $3M+ in pipeline since launching our company. A week after launching Chezie's ERG platform in August 2021, we hosted a simple webinar that changed everything. The idea came when we noticed most ERG content online was outdated (think black-and-white websites from 2014; it was dark out there). We saw an opportunity. Here’s our process: 1. Find your topic     Look for LinkedIn conversations in your niche. Use tools like Perplexity to research what people are actively searching for.     2. Get the right host     We reached out to my friend Morgan Matthews (she/her), who was working as a DEI Manager at Peloton at the time. Your host should either have a strong following, work at a notable company, or ideally both.      The more notable your speaker, the easier it is to drive signups.      3. Structure your event     We titled ours "From Intent to Impact: How to Get the Most Out of Your ERGs." Morgan gave a 45-minute presentation and left 15 mins for Q&A.      Keep it simple – a fireside chat format lets your host prepare answers in advance.     4. Capture leads strategically     Have attendees share key info during registration (company size, current solutions, etc.). This helps you qualify leads before the event.     5. Execute and follow up       Some tips for a smooth event:       • Host on Zoom (everyone’s familiar with it by now)   • Pay attention to which participants are most engaged   • Share recordings after via email to warm the inbox   • Focus follow-up on qualified leads      Fast-forward to today: We've hosted 60+ events and turned webinars into our #1 go-to-market channel, even as we've expanded to other strategies. If you have questions about the process, qualifying leads, or anything else around webinars as a GTM motion, comment below; I’m happy to help! 👇🏾

10 Proven Strategies I Use to Generate Leads on LinkedIn (For Myself & My Clients) 1. 60% of my inbound leads come from strategic commenting. 2. I connect with people who have already engaged with my content, increasing my acceptance rate to 85%+. 3. Partnering with industry leaders for posts, webinars, and podcasts doubles audience reach and shortens the trust-building cycle. 4. 70% of LinkedIn searches are intent-driven. I use the right keywords in the headline and summary to get found by decision-makers. 5. Posts that blend expertise with personal insights get 3x more engagement than generic content. More engagement = more inbound leads. 6. I turn connections into clients by sending weekly newsletters with zero-pitch, high-value insights for my clients. 7. Cold outreach. It helps generate 5-20 leads per month. 8. Featuring client wins and testimonials increases inbound DMs by 40%. People trust results more than promises. 9. I track who views my profile and engages with my posts, then send hyper-personalized messages. This approach gets a 50%+ response rate. 10. 30% of my clients come from referrals. I actively build partnerships with complementary professionals to exchange high-quality leads. Which of these strategies are you using? P.S. Need help generating business from your

In my business, I don’t chase leads. I build systems that consistently generate 30+ meetings a month with 30%+ conversion. And yes, that’s how you scale clients without burning out. Here are the 4 types of money magnets I actively use. 1. Make your business irresistible This is where demand is created, not forced. It includes: Case studies that show real outcomes Storytelling posts that reveal thinking Project snippets that show execution Personal insights that build relatability People don’t buy services. They buy confidence in results. 2. Stay visible and top-of-mind Trust doesn’t come from one post. It comes from consistent presence. This includes: Commenting on your prospects’ content Posting with intent, not noise Collaborating inside niche communities Hosting or participating in LinkedIn events Visibility isn’t about shouting louder. It’s about showing up where your audience already is. 3. Convert attention into clients Attention without direction is wasted. This layer directly drives revenue: Client win posts (proof, not flex) Templates & guides (value in advance) Strategic LinkedIn DMs (not pitching) Micro-offers that lower the buying fraction This is where content meets conversion. 4. Build trust and authority Authority compounds over time if done right. This includes: Market trend insights Experiments and lessons learned Curated takes with original perspective Clear frameworks people can reuse When people understand how you think, decisions become easier. These four money magnets don’t work in isolation. They work as a system. That’s how client numbers scale from 30 to 100 without chasing virality. Follow Shraddha Shrivastava for: LinkedIn strategy that actually converts Inbound lead systems (not hacks) Client attraction without chasing Practical thinking for founders & consultants Content builds attention. Systems build businesses. And that’s the difference. #linkedintips #leadgeneration #linkedinmarketing

Let's be honest. Relying solely on website forms for leads can feel like fishing with a single hook in an ocean. In ABM, we're not casting a wide net—we're after specific big fish. That means our lead capture tactics must be as sophisticated as our targets. And, when well executed, can increase our chances of reeling in those big fish. Here are a few steps to spice that up with some unique lead-capture tactics that might pique your interest. 👉🏾 Use exclusive content upgrades. Think beyond the usual white papers. Offer in-depth industry reports, personalized assessments, or exclusive access to webinars tailored to your target accounts' challenges. 👉🏾 Imagine the interactive potential of tools like a calculator to estimate ROI, a custom quiz, or even a mini-game. These can be more than just lead capture methods. They can be engaging experiences for your target accounts. Using this fun way to collect lead information makes your brand memorable and fosters a positive customer experience. 👉🏾 Use personalized direct mail. Yes, it still works! A thoughtful gift or a handwritten note can make a big impression and spark a conversation. 👉🏾 Host a virtual roundtable, exclusive product preview, or a behind-the-scenes look at your company for your target accounts. 👉🏾 Don't underestimate the power of custom landing pages. They allow you to create tailored experiences for each target account, with personalized messaging and content that speaks directly to their needs. Plus, this level of personalization can enhance your chances of building lasting connections with your target accounts, making them feel valued. Remember, #ABM is all about building relationships. The more creative and personalized your lead capture tactics, the more likely you will stand out and make a lasting connection. #demandgeneration #b2bmarketing #leadgeneration

Ignoring webinar leads for a week costs you real deals. Attendees expect a personal touch, not a generic blast. Think of a webinar as a curated event. Post-event, attendees expect personalized treatment, not a generic blast. Here's how we turn webinar attendees into clients: Automated 'Thank You' and Recording: Immediately after the webinar, use Send47 to dispatch a thank-you email containing the recording. Strike while the iron is hot. Segment and Personalize: Don't treat everyone the same. Use Send47 to segment attendees based on engagement (questions asked, polls answered, time watched). Craft tailored follow-up emails that address their specific interests and pain points. Awaz for High-Potential Leads: Identify attendees who showed high intent (e.g., asked specific questions) but haven't responded to your emails. Initiate a personalized Awaz call to address their concerns and offer bespoke solutions. Convert Conversations into Bookings: Seamlessly schedule follow-up calls directly from your Awaz conversation. Eliminate friction and capitalize on the momentum. This targeted approach transforms webinar attendees into engaged prospects and paying clients.

Our capacity is currently 24 clients. We’ve had at least 22 for the last 3 months running. This is the sales engine I’m running on my LinkedIn account that keeps my business fully booked. It has 2 important components: 1. Content Strategy (inbound leads) I post 3 types of content, 10-14 times a week. 📌 20% Bottom of funnel (BOF) content. This speak to people who are AWARE of their PROBLEM and the SOLUTIONS out there. But they are skeptical of who to trust. So I share proof of the results I am achieving for clients. 📌 40% Middle of funnel (MOF) content. This speaks to people who have a problem (a pain, a fear or a desire), but don’t know how to solve it. These post hit a pain, fear or desire in the hook (look at the start of this post) and then offer a detailed, useful solution. 📌 Top of funnel (TOF) content. This speak to people who are UNAWARE of their problem. I write content that bringa them awareness (misconceptions, calling out bullshit in my industry, a personal story to create desire for their own success). These 3 simple types of content + 2 years of consistency = a ton of inbound leads. 2. DMs (warm outbound leads) I start 25 conversations via DM each week. They book me anywhere from 3-7 calls. I use a simple 3 step process. 📌 STEP 1 - Compliement I take a few mins to look through their profile and find something unique to compliment them on. I use a simple rule. If I copy and paste this message and it still works, it was a bad compliment. If I copy and paste this message and it would make no sense? It was a good, personalised compliment. 📌 STEP 2 - Ask questions to uncover pain. The same sort of questions I ask on a sales call. I am trying to reveal if the have a PAIN, DESIRE, or FEAR that I can help them to overcome. I normally ask no more than 3 questions. 📌STEP 3 - Offer them a call to discuss solving it. If a problem is revealed I can solve, I offer them a call. This simple process + 2 years of practice = a ton of leads from outreach. There are other things I do to put this strategy on steriods: ✅ A well optimised profile to should who I help, how, and the outcome I create ✅ 600 connections with my ideal clients each week using sales nav ✅ The tiny details in executing the above strategy I’ve learned from so much practice But in principal, if you want to copy my strategy you just need to; 1. Write content that serves your target audience so they book a call 2. Send messages to your target audience inviting them to a call 3. Do both consistently, for a long time, until you get good at them Sound simple? Once you know how, it is ✌️❤️

Marketing to sales: Here is a list of webinar sign-ups, follow-up with them. Sales:...Ignore... Here is how to make webinar sales' favorite playbook, not the most hated: Step 1: Co-create webinar narrative together with sales to make sure it addresses the interests and challenges of target buyer persona. To avoid blatant product pitching, start by answering a question: Imagine having a 60-min lunch with your target buyer persona who is not aware of our product and is not in the market. How would you highlight potential challenges, seed the grains of change and explain the solution? Step 2: Agree on promotional plan. Make sure sales actually want to invite their target accounts. Agree on: Accounts and titles (how many?) Touchpoints (e.g. sales - email + LinkedIn, marketing - newsletter + LinkedIn ads) Step 3. Develop post-event playbook based on account engagement history. What sales hate is when marketing marks all sign-ups as MQLs and asks to follow up. It's a waste of time because of misalignment with the intent: Webinar sign-ups ≠ buying intent. Instead, agree on post-webinar analysis: matching contact engagement to account engagement identifying tier 1 & tier 2 accounts that are already engaged identify new tier 1 & tier 2 accounts (first engagement) for account research define "brdige" activities (e.g. free strategy sessions) to book discovery calls instead of pitching a demo Step 4. Develop a post-webinar nurturing content hub. Content hubs are microsites with nurturing content: - Recording - Slides - Useful resources - Bridge activity - Case studies The beauty of the process? Your buyers will come to the hub multiple times, might share with your team, while you receive notifications about the content consumption and engagement. It creates a perfect opportunity for timely, fully personalized follow-ups. For the last 2 years, our go-to tool for content hubs has been Aligned. It allows us to create post-webinar content hubs in a few seconds and send content engagement to HubSpot by automatically matching buyers to accounts. *See the example of the hub for the most recent webinar here: https://lnkd.in/ddSFQJ5y Step 5. Track content engagement and develop personalized follow-ups with sales. We used this process with top-performing sales reps in "conservative" markets: customs software, real estate, climate data, background checks and were always able to book discovery calls with strategic accounts (feat. Bowin Cai, Raf Schroons, Peter Slater, Samuel Adu-Febiri, Jalynn Close, P.T. Vineburgh). --- TLDR; If sales don't see a value in the webinar, they will never promote or follow-up with webinar "leads". Educate -> engage -> create demand -> research and understand the buyer journey stage and current needs of your prospects -> create "bridge" activities / buyer enablement. This is how you influence the buying process with webinars and generate pipeline TOGETHER. #alignedpartner

Here’s a win I’m celebrating this week: 81% attendance rate for my client’s onboarding webinar. Y’all ever seen anything like that? I haven’t, and I’ve built and run scaled, live events for 7+ years at four other companies. If you get 50% attendance rate, you’re generally doing well. So how’d we get 80? We removed the waiting period. Removed the option to forget. We tried simu-live events. It actually came about as a solution to a problem. When I evaluated this client’s previous onboarding process, I noticed a huge gap between what those who got paid onboarding received vs. everyone else. There was a need for a better “standard” onboarding, with some level of hands-on guidance to close the activation gap that was leading to churn further down the line. The solution I proposed was a webinar – content that could get customers from 0 to 80% of the way there in around 30 minutes. The trouble was there was no bandwidth in the team to have someone (or multiple someones) repeatedly hosting this webinar. Plus – the data showed that the window for successfully engaging and onboarding customers was usually hours or a couple days, not weeks. We needed this webinar to be engaging, and delivered live, frequently. But we didn’t have the manpower to do daily sessions. The solution came in the form of simu-live events. One recorded onboarding webinar that felt like a live event and could happen whenever the customer was ready for it. I’ll admit – I was hesitant at first. I’ve had my share of experience with recorded-live events, and they always felt disingenuous. But the tool we used this time allowed us to level up the experience. Our webinar has interactive cards, resources delivered at specific intervals, and access to live support via chat. We’re not just getting 80% attendance rate – we’re also seeing 67% interaction during the webinar. Now we’re focused on how to continue driving awareness of the event and increase the number of new customers that attend. Because the content is working, we’ve just got to get it in front of more people. Have you ever tried simulated live events? If so, what was your experience? Curious to learn what I should be watching for as this continues on!