How to generate leads and find business opportunities

Businesses need effective lead generation strategies in order to create sustainable growth.

But with all the different methods out there, which are the best ways to generate leads and grow your business? To answer that question, we will be sharing three main ways of doing so:

Investing time and effort into a strong content strategy
Leveraging every lead capturing opportunity
Getting involved with the world of tenders

Let’s delve deeper into each topic.

1) Invest time and effort into a strong content strategy

Creating great content is a strong inbound strategy that helps you attract organic traffic to your website with the hopes of converting them into leads. Creating content is also the best and most cost-effective way to generate leads.

1.1) Create a company blog

Creating a company blog is the fundamental step when implementing an inbound lead generation strategy. The blog serves multiple purposes.

Novocall’s blog publishes content about sales, marketing, and call technology-related topics.

Here is an example of a company blog of a sales automation software. Source: Novocall.

First, you should use the content to build thought leadership in your field. Take the company in the screenshot as an example. Novocall is a call automation software that helps sales and marketing teams streamline their call-driven activities. These include lead capturing via a click-to-call widget, automated outbound cold calling, and call tracking.

To establish themselves as thought leaders, they write a lot of sales and marketing-related topics, as well as technical topics relating to call technology.

Before companies start their content creation efforts, they need to make sure that they grasp the basic writing tips when it comes to writing blog content. While the type of content companies put out is important, it is essential that the writing quality is good as well. After all, the content is largely accessible to the general public, and bad writing could come off as a lack of professionalism.

1.2) Implement a good SEO strategy

A good content strategy will always consider search engine optimization (SEO) in its conceptualisation and execution. SEO, as its name suggests, is the optimisation of your content for search engines. It is the strategic process of creating content for the purpose of ranking on (mainly) Google’s search engine results pages (SERPs).

This means that your content should be created based on specific keywords that people type into search engines like Google when they are looking for information. Ultimately, what is the point of investing time and effort into creating great content if no one sees them?

Lastly, it is essential that companies pay attention to keyword metrics and avoid basic SEO mistakes in order to help them choose the best keywords to target.

2) Make use of every opportunity to capture leads

Investing in a great content and SEO strategy serves the very important purpose of attracting organic traffic to your site with hopes of increasing your inbound conversion rate. But to do so, your website needs to be built to capture leads. Here are some ways you can do it.

2.1) Create gated content

Gated content are pieces of content that require your site visitors to provide their contact details in exchange for a copy of the content. Also known as lead magnets, this type of content typically consists of more in-depth and informational types of content. For example, ultimate guides, white papers, and detailed infographics.

There are two main ways you can publish this type of content on your site.

2.1.1) Create gated content

You can publish this type of content on your website by creating a unique landing page for each piece of content. HR tech startup Workstream does just that.

Workstream creates a landing page for each of their ebooks. Source: Workstream.

Each of its landing pages for its gated content comes with a lead form that website visitors can use to download the content. This way, businesses provide people with an incentive to provide them with their contact details.

2.1.2) Set up pop-up forms

Another way is to set up pop-up forms on certain web pages with a lead form. On the pop-up, it is essential that businesses write great copies that highlight the benefits of downloading the content.

Sitepoint has a pop-up form on its homepage where people can download the content.

Sitepoint creates a pop-up form on their homepage. Source: Sitepoint

Take a look at this example. Sitepoint set up a pop-up form on their homepage that highlights the benefits of downloading the guide. Not only is it free, but it is comprehensive and practical.

Businesses should be very aware of the needs and wants of the target audience for the type of gated content. This way, businesses can craft copy based on the value proposition people are looking for.

2.2) Use lead generation software

In today’s day and age, businesses need to use software solutions to improve their efficiency. There are many types of lead generation software out there to help you do that. One of which is click-to-call software.

Click-to-call software like Novocall helps you capture leads. Souce: Novocall

Novocall’s click-to-call software can be embedded onto your website, with customisable options for your website. A lead form with this software requires your site visitors to key in their contact details so you’ll be able to connect with them.

Using tools like that can help businesses simplify and automate their lead generation process.

3) Get your company involved with tenders

3.1) Identify deal opportunities on eProcurement software

eProcurement software is a great platform for companies to seek out business opportunities.

e-Procurement platforms like TenderBoard is a good way for finding new business opportunities

Many companies that require a service to release deals use e-procurement platforms like Tenderboard to do so. In fact, TenderBoard has over 100 companies that have put out tenders on its platform. To date, it has tracked over 380,000 tenders from over 2000 buyer organisations in Singapore.

An example of a tender could be a company that is looking for a contractor to start on a construction project for a new building. Various construction companies can then place a bid and take part in the tendering process in order to get the opportunity to provide the service.

While many associate eProcurement platforms with high-value tenders, the adoption of digital transformations have made it so that more companies are utilising platforms like TenderBoard to source for all purchases so their purchasing processes are made more efficient and transparent in the company. This means whether your company focuses on small-value purchases or larger projects, eProcurement sites can provide meaningful leads.

3.2) Sign up for tender alerts

Now that it has been established that eProcurement systems could have great business opportunities, let’s look at how you can easily access information on available deals.

A great way to do so is to sign up for tender alerts for your industry. Businesses can just do a quick Google search to identify tender alerts or subscribe to platforms like TenderBoard to receive automated alerts on relevant opportunities. Once registered, businesses will receive email updates when there is a new opportunity.

Conclusion

We hope that we have provided you with some helpful tips on how your company can grow your business.

Content is king. But while that is a great way to draw in organic traffic, it may not be for every company. For example, if businesses are serving clients from the public sector, they may not need an SEO strategy as it is a very niche market and eProcurement software may be the way to go.

To find out more about how TenderBoard can help you grow your business, get in touch with us today.