The Definitive Guide to Lead Generation

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CHAPTER FIVE: WEBSITE AND SEO WEBSITE CALLS-TO-ACTION (CTAS) Subscriptions Another way to generate leads on your website is to offer a subscription to your blog, email program, or resource center. In exchange for a lead’s email address, you will send your blog digest, newest assets, or other valuable offers. We’ve placed a subscription request form in our resources section, where it gets prime real estate at the top of the page. The form offers free tools and best practices for visitors in exchange for their email addresses. We also let our visitors know that we respect their privacy, and make it clear that if they fill out the form, we will send them updates. Marketo’s subscription request form Contest A contest is another way to generate lead information. Host a contest on your homepage to entice visitors to share their information. Everyone loves a chance to win something! Contests can also promote social sharing—just make sure you include social sharing buttons. One note: before running a contest, consult your attorney to make sure it follows legal guidelines.
CHAPTER FIVE: WEBSITE AND SEO BLOG OPT-INS Your blog is one of the best places on your website to generate leads. While your blog’s primary purpose is as a source of thought leadership and expertise for your target audience, your blog can also help you achieve measurable goals—especially when it comes to lead generation. You can do this by using blog opt-ins, or subscriptions, as conversion points on your website. When your audience subscribes to your blog, they can either receive an email digest or an RSS feed of posts. In return, you can add their information to your lead database. The Lightbox Pop-ups can be irritating, but they can also be very effective—they’re certainly worth testing. Lightbox opt-ins can appear after a certain amount of time has been spent on the page, or you can present one to visitors as they navigate your site. On Marketo’s blog, we decided to present a lightbox opt-in to non-subscribers once every six months. After that, our subscriber numbers skyrocketed. Sidebar An opt-in form in a sidebar can be very effective. If you “pin it”—anchor the opt-in on users’ screens as they scroll down the page—it’s never out of sight (or out of mind). At Marketo, we use a sidebar opt-in for our blog. Header or Footer If someone wants to sign up for your blog, the header is often the first place they look. Your footer is also a logical place to put an opt-in form. In fact, even if you have an opt-in elsewhere on your blog, you might also include one in your footer. Within Your Content If your blog is popular, consider adding your opt-in form at the end of each blog post or article. If a visitor has taken the time to read a post, you already have a certain level of buy-in, so it’s an appropriate time and place to ask for more! Marketo sidebar opt-in Lightbox opt-in offer on Marketo’s blog 41
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Page 4 and 5: CHAPTER ONE: WHAT IS LEAD GENERATIO
Page 6 and 7: CHAPTER ONE: WHAT IS LEAD GENERATIO
Page 8 and 9: CHAPTER TWO: HOW HAS LEAD GENERATIO
Page 10 and 11: CHAPTER TWO: HOW HAS LEAD GENERATIO
Page 12 and 13: CHAPTER THREE: DEFINING A LEAD WHAT
Page 14 and 15: CHAPTER THREE: DEFINING A LEAD WHAT
Page 16 and 17: ASK THE EXPERTS: WHAT IS A LEAD? Q&
Page 18 and 19: CHAPTER THREE: DEFINING A LEAD MAPP
Page 20 and 21: CHAPTER FOUR: CONTENT MARKETING
Page 22 and 23: CHAPTER FOUR: CONTENT MARKETING WHY
Page 24 and 25: ASK THE EXPERTS: CONTENT MARKETING
Page 26 and 27: CHAPTER FOUR: CONTENT MARKETING THE
Page 28 and 29: CHAPTER FOUR: CONTENT MARKETING VIS
Page 30 and 31: CHAPTER FOUR: CONTENT MARKETING COM
Page 32 and 33: CHAPTER FIVE: WEBSITE AND SEO WEBSI
Page 44 and 45: CHAPTER FIVE: WEBSITE AND SEO CHECK
Page 46 and 47: CHAPTER FIVE: WEBSITE AND SEO SEARC
Page 48 and 49: CHAPTER FIVE: WEBSITE AND SEO AUTHE
Page 50 and 51: CHAPTER FIVE: WEBSITE AND SEO KEYWO
Page 52 and 53: CHAPTER FIVE: WEBSITE AND SEO ON-PA
Page 54 and 55: CHAPTER FIVE: WEBSITE AND SEO THE P
Page 56 and 57: CHAPTER SIX: LANDING PAGES
Page 58 and 59: CHAPTER SIX: LANDING PAGES LANDING
Page 60 and 61: CHAPTER SIX: LANDING PAGES LANDING
Page 62 and 63: CHAPTER SEVEN: SOCIAL MEDIA AND LEA
Page 80 and 81: ASK THE EXPERTS: SOCIAL MEDIA AND L
Page 82 and 83: ASK THE EXPERTS: SOCIAL MEDIA AND L
Page 84 and 85: CHAPTER EIGHT: EMAIL MARKETING MAIN
Page 86 and 87: CHAPTER EIGHT: EMAIL MARKETING EMAI
Page 88 and 89: CHAPTER EIGHT: EMAIL MARKETING EMAI
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ASK THE EXPERTS: EMAIL MARKETING RO
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CHAPTER EIGHT: EMAIL MARKETING PAID
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CHAPTER NINE: PAID PROGRAMS
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CHAPTER NINE: PAID PROGRAMS PAY-PER
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CHAPTER NINE: PAID PROGRAMS CONTENT
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CHAPTER NINE: PAID PROGRAMS DIRECT
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CHAPTER NINE: PAID PROGRAMS DIRECT
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CHAPTER NINE: PAID PROGRAMS EVENTS
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CHAPTER NINE: PAID PROGRAMS EVENTS
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CHAPTER NINE: PAID PROGRAMS EVENT P
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CHAPTER TEN: TELEPHONE-BASED LEAD G
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CHAPTER ELEVEN: MIDDLE-OF-FUNNEL LE
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PART THREE: OPTIMIZE AND MEASURE YO
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CHAPTER TWELVE: TESTING AND OPTIMIZ
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CHAPTER THIRTEEN: METRICS
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CHAPTER THIRTEEN: METRICS METRICS P
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CHAPTER THIRTEEN: METRICS OPPORTUNI
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CHAPTER THIRTEEN: METRICS FIRST-TOU
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CHAPTER THIRTEEN: METRICS MARKETING
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CHAPTER THIRTEEN: METRICS FOCUS ON
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CHAPTER FOURTEEN: LEAD GENERATION T
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CHAPTER FOURTEEN: LEAD GENERATION T
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CONCLUSION LEAD THE WAY! We know th
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APPENDIX Marketing Automation PPC S
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DG2LG-01142014 © 2014 Marketo, Inc
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The Definitive Guide to Lead Generation

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