17 Ways to Get More Leads Using HubSpot (Full-Length Webinar)

HubSpot Hacks
6 Dec 202348:39
32 Likes 10 Comments

TLDRIn this informative webinar, the Simple team discusses strategies for generating leads using HubSpot. They cover common misconceptions about lead generation and provide a comprehensive guide on leveraging HubSpot's tools, such as landing pages, CTAs, and social media integration for effective lead capture. The session also emphasizes the importance of understanding customer needs and tailoring content to align with their buying journey. With real-life examples and practical advice, the webinar aims to equip participants with the knowledge to enhance their marketing, sales, and service goals.

  • πŸš€ The B Fuel series aims to build awareness, generate leads, and support marketing, sales, and service goals through HubSpot strategies.
  • πŸ“… Join the webinars on the third Wednesday of every month for new topics on leveraging HubSpot for lead generation.
  • 🌟 HubSpot is a powerful tool for lead generation, but it requires understanding its features and aligning them with your marketing and sales strategy.
  • πŸ” Define your ideal customers and tailor your content to address their goals, pains, and buying triggers for effective lead generation.
  • πŸ“ˆ Use landing pages and lead magnets to convert visitors into subscribers, a crucial step in the lead generation process.
  • πŸ“Œ Implement pop-up CTAs on high-traffic pages to capture leads and direct them to relevant content or offers.
  • πŸ“£ Leverage social media platforms like LinkedIn for content promotion and to drive leads through individual profile postings.
  • πŸ” Optimize your blog content for search engine visibility to attract organic leads to your website.
  • πŸ“… Utilize HubSpot's workflow templates to automate lead nurturing and follow-up processes based on specific triggers and actions.
  • πŸ“§ Send targeted promo emails following specific page visits on your website to engage leads and move them through the funnel.
  • πŸ“ˆ Use qualifying questions in your forms to gather better insights about your leads and tailor subsequent communications effectively.
Q & A
  • What is the main goal of the B Fuel series?

    -The main goal of the B Fuel series is to help participants build awareness, generate leads, and provide the necessary fuel to power their marketing, sales, and service goals.

  • How often are the B Fuel series sessions held?

    -The B Fuel series sessions are held on the third Wednesday of every month.

  • What is a common misunderstanding about HubSpot?

    -A common misunderstanding about HubSpot is that once it is set up, it automatically and magically starts generating leads without any additional effort or strategy from the user.

  • What does lead generation in the context of this webinar mean?

    -In the context of this webinar, lead generation means the process of attracting and converting prospects interested in a brand, product, or service.

  • What are the five buckets of conversions mentioned in the transcript?

    -The five buckets of conversions are: Visitor to Subscriber, Subscriber to Lead, Marketing Qualified Lead (MQL), Sales Qualified Lead (SQL), and ultimately, Opportunity.

  • What are the three stages of a customer's journey according to the transcript?

    -The three stages of a customer's journey are: Awareness (they are aware of a challenge or goal), Consideration (they are considering their solution), and Decision (they are deciding on the vendor to work with).

  • What is the significance of understanding the ideal customer profile (ICP) in lead generation?

    -Understanding the ideal customer profile (ICP) is crucial in lead generation because it allows for better segmentation and targeting of the messaging, ensuring that the best messaging is based on what customers say they need, and thus increasing the effectiveness of lead generation strategies.

  • How can HubSpot's landing pages and lead magnets be effective in generating leads?

    -HubSpot's landing pages and lead magnets can be effective in generating leads by offering valuable content or resources in exchange for contact information. This strategy still works well if the lead magnet is highly valuable and relevant to the audience.

  • What is the role of social posting on individual profiles on LinkedIn in lead generation?

    -Social posting on individual profiles on LinkedIn plays a significant role in lead generation by driving engagement and creating new contacts. It is important to post contextually relevant content to individual profiles as this can lead to more meaningful interactions and potential leads.

  • How can optimizing blog content for search improve lead generation?

    -Optimizing blog content for search can improve lead generation by ensuring that the content is easily discoverable by those searching for relevant topics. This includes using appropriate keywords, having the right header size, ensuring the title doesn't get truncated, and including relevant images and text.

  • What is the purpose of using progressive forms in HubSpot?

    -The purpose of using progressive forms in HubSpot is to enhance the user experience by showing different fields to users based on their previous interactions. This allows for the collection of more detailed information over time without overwhelming the user in a single interaction, and it helps tailor follow-up actions based on the contact's specific needs and interests.

πŸ“’ Introduction to the Fly, B Fuel Series

The speaker, Alexa Zand, welcomes the audience to the Fly, B Fuel series, a marketing, sales, and service goal-oriented webinar series. She introduces herself as a certified trainer from the Simple team and emphasizes the series' aim to build awareness, generate leads, and provide the necessary fuel for marketing objectives. The webinar focuses on a common question from HubSpot clients: how to get more leads using HubSpot. The session's goal is to provide recommended methods and real-life examples to identify areas of opportunity for lead generation.

πŸ€” Misconceptions About HubSpot and Lead Generation

The discussion highlights the common misconception that HubSpot, once set up, automatically generates leads. This is clarified as not the case, as understanding the features and aligning them with the current marketing and sales strategy is crucial. The session aims to clarify what lead generation means, which is attracting and converting prospects interested in a brand, product, or service. It also addresses the challenge of generating net new leads and the potential of re-activating existing CRM contacts. The importance of understanding the customer's journey and the different types of leads (MQLs and SQLs) is emphasized.

πŸ› οΈ Utilizing HubSpot's Lead Generation Tools

The speaker critiques HubSpot's brief description of its lead generation tools, which include landing pages, forms, emails, reporting, and a CRM. They argue that this high-level overview is not very helpful for the actual lead generation process. Instead, the session delves into 17 specific ways to use HubSpot for lead generation, starting with the classic inbound marketing approach of offering valuable content to educate and attract potential customers. The effectiveness of lead magnets is discussed, with the speaker sharing their organization's success with proprietary research reports as lead magnets.

πŸ” Enhancing Lead Capture with Pop-ups and CTAs

The speaker discusses the use of pop-up CTAs on high-traffic pages as an effective strategy for capturing leads. They emphasize the importance of contextually relevant pop-ups and provide an example of their organization's success with a newsletter sign-up pop-up. The speaker also introduces the new CTA feature in HubSpot, which allows for follow-up based on interest or event participation, illustrated with an example of event attendance-based follow-ups. The effectiveness of social posting on LinkedIn for lead generation is highlighted, with the speaker sharing their personal experience of generating new contacts through LinkedIn posts.

πŸ“ˆ Optimizing Blogs for Search and Driving Leads with Workflows

The speaker advises on optimizing blogs on HubSpot for search engine lead generation, using the platform's optimization checklist to improve blog performance. They introduce HubSpot's workflow templates as a tool for driving leads, describing them as recipes for automating specific marketing actions. The speaker also discusses the use of promo emails following specific page visits on a website, emphasizing the importance of timing to avoid appearing intrusive. The necessity of forms for capturing leads and the benefits of including a qualifying question in forms are also highlighted.

πŸ“Š Leveraging LinkedIn Ads and Re-engaging Unengaged Contacts

The speaker explains how syncing HubSpot data with LinkedIn ads can significantly boost lead generation. They provide a step-by-step guide on creating a company-based list in HubSpot and using it for targeted LinkedIn ad campaigns. The session also addresses the challenge of re-engaging unengaged email contacts, suggesting the use of personalized, one-to-one emails as a re-engagement strategy. The speaker recommends checking the 'Do not send to unengaged contacts' box in HubSpot to maintain high deliverability scores while cleaning the contact list.

🎯 Targeting Specific Lead Groups and Utilizing HubSpot Features

The speaker discusses strategies for targeting specific lead groups, such as using LinkedIn ads and company-based lists in HubSpot. They also mention the importance of re-engaging unengaged contacts through personalized emails. The use of lead scoring in HubSpot forums for quizzes and lead activities is highlighted as a fun and engaging way to interact with leads. The concept of an indoctrination series is introduced as a method for quickly building relationships with new contacts, emphasizing the importance of proximity, value, and interaction in forming bonds.

🌐 Maximizing Webinars and Virtual Events for Lead Generation

The speaker emphasizes the importance of syncing virtual events like webinars with HubSpot for effective lead generation. They discuss the benefits of using HubSpot forms for webinar registrations and the resulting data on participant engagement. The speaker also suggests using HubSpot filters to follow up with webinar attendees based on their attendance and engagement levels, providing an example of how to nurture leads post-webinar. The strategy of using webinars to draw people onto an email list and then converting them through targeted content is highlighted.

πŸ“‹ Easy Touchpoints and Referral Lead Generation

The speaker discusses the use of HubSpot for easy touchpoints and follow-ups based on key interactions, such as post-event communications and content promotion. They share simple email templates for these interactions and emphasize the importance of getting leads back into the email system. The concept of generating leads through reviews and referrals is introduced, with the speaker explaining how to use HubSpot sequences to ask for reviews and referrals from satisfied customers. The idea of leveraging customer trust and satisfaction for lead generation is emphasized.

πŸ—‚οΈ Organizing Lead Generation Strategies with the Pareto Analysis

The speaker introduces the Pareto Analysis as a framework for organizing and prioritizing lead generation strategies. They suggest defining the lead generation strategy, identifying how HubSpot can be used to achieve it, assessing the effort level, and setting a timeline. The speaker advises looking at what's working versus what's not, exploring current HubSpot levels and potential upgrades, acknowledging time and resources, and seeking help when needed. The framework is presented as a tool for systematically approaching lead generation and maximizing ROI.

πŸ’‘Lead Generation
Lead generation refers to the process of attracting and converting prospects who are interested in a brand, product, or service. In the context of the video, it is the primary goal of using HubSpot, with the aim of increasing Marketing, Sales, and Service goals by identifying opportunities and nurturing potential customers through various strategies and tools within the platform.
HubSpot is a software platform that helps businesses grow by attracting, engaging, and delighting customers. It offers a suite of marketing, sales, and service software that includes tools for lead generation, CRM, and analytics. In the video, HubSpot is presented as a comprehensive solution for businesses looking to enhance their lead generation efforts.
πŸ’‘Marketing, Sales, and Service Goals
These goals refer to the specific objectives that a business sets in the areas of marketing, sales, and customer service. Marketing goals often involve lead generation and brand awareness, sales goals focus on converting leads into customers, and service goals aim to retain customers and ensure satisfaction. The video emphasizes the importance of using HubSpot to fuel these goals by providing the necessary tools and strategies.
πŸ’‘Qualified Lead (MQL)
A Marketing Qualified Lead (MQL) is a lead that has demonstrated interest in a product or service and is considered more likely to become a customer. MQLs have engaged with marketing efforts and shown intent to purchase but may not yet be ready for direct sales contact. In the video, the speakers discuss the importance of identifying and nurturing MQLs to move them through the sales funnel.
πŸ’‘Sales Qualified Lead (SQL)
A Sales Qualified Lead (SQL) is a lead that has been deemed ready for sales engagement based on specific criteria set by the sales team. SQLs have typically shown a higher level of interest and are more sales-ready than Marketing Qualified Leads. The video discusses the distinction between MQLs and SQLs and the process of qualifying leads within the HubSpot platform.
πŸ’‘Customer Relationship Management (CRM)
CRM is a strategy and technology used to manage a company's interactions with current and potential customers. It involves using a system to track all customer touchpoints and histories, which can be used to improve business relationships and drive sales growth. In the video, HubSpot's CRM capabilities are highlighted as a key component in managing and analyzing customer interactions for lead generation.
πŸ’‘Inbound Marketing
Inbound marketing is a marketing strategy that focuses on attracting customers through content and experiences that are relevant and helpful, rather than interrupting them with traditional advertising methods. It involves creating and sharing valuable content to draw in potential customers, converting them into leads, and then analyzing their behavior to nurture them into customers. The video emphasizes the importance of inbound marketing techniques in generating leads using HubSpot.
A webinar is a live online seminar or presentation that allows participants to interact with the presenter and other attendees in real-time. Webinars are often used for educational purposes, product demonstrations, or lead generation. In the video, webinars are mentioned as a tool for engaging with potential leads and providing valuable content that can help convert viewers into leads.
πŸ’‘Pop-up CTAs
Pop-up Call-to-Actions (CTAs) are interactive elements that appear on a website as a pop-up window, inviting users to take a specific action, such as signing up for a newsletter or downloading a resource. These are used in digital marketing to capture leads and increase engagement with website content. In the video, pop-up CTAs are highlighted as an effective strategy for generating leads on high-traffic pages.
πŸ’‘Progressive Forms
Progressive forms are a type of web form that changes its content and the information it requests based on the user's previous inputs or interactions. This dynamic approach aims to gather more detailed information from users without overwhelming them on their first interaction, making the form-filling experience more personalized and efficient. In the video, progressive forms are presented as a way to enhance lead generation by collecting more insightful data from website visitors over time.

The Fly, B Fuel series by Simple team is designed to help build awareness, generate leads, and support marketing, sales, and service goals.

The common misconception about HubSpot is that it automatically generates leads without strategic implementation and utilization of its features.

Lead generation is the process of attracting and converting prospects interested in your brand, product, or service.

HubSpot solutions partner, Simple shot, offers expertise in purchasing, cleaning up, and implementing HubSpot strategies.

Understanding the different types of leads and their stages, such as visitors, subscribers, leads, MQLs (Marketing Qualified Leads), SQLs (Sales Qualified Leads), and opportunities is crucial for effective lead generation.

The importance of knowing your ideal customers' goals, pains, and buying triggers to create targeted and effective messaging and content.

The foundational inbound marketing strategy of HubSpot involves promoting offers, capturing leads through landing pages and forms, and nurturing them with relevant content.

The effectiveness of using lead magnets, such as proprietary research reports, to attract and convert leads despite the abundance of free content.

Utilizing pop-up CTAs on high-traffic pages to capture leads and the importance of contextual relevance in popups.

The power of social posting to individual profiles on LinkedIn for driving leads and the necessity of regular posting despite changing algorithms.

Optimizing blog content on HubSpot for search engine leads by following the platform's optimization checklist.

Driving leads with workflow templates that act as recipes for specific actions, such as following up with customers after a payment.

Using qualifying questions in forms to better nurture leads and tailor follow-up actions based on their responses.

The strategy of progressive forms in HubSpot, which display new fields based on previously captured information, enhancing intel gathering over time.

The effectiveness of LinkedIn ads when synced with HubSpot data for ad targeting, aligning lead generation with paid ad strategies.

Re-engaging unengaged email contacts through one-to-one emails and maintaining high deliverability scores by avoiding sending to them.

Hosting virtual events and syncing them with HubSpot to effectively move attendees into the sales funnel and analyze their engagement.

Utilizing HubSpot forums for quizzes and lead activities to create engaging, culturally or time-based activities that enhance lead interaction.

Implementing an indoctrination series to quickly build relationships with new contacts, aligning with the 7-11-4 rule for effective bonding.

Identifying easy touchpoints for templates to streamline sales follow-ups and maintain continuous engagement with leads.

Generating leads through reviews and referrals, leveraging the trust implied by happy customers to convert new leads.

The framework for implementing lead generation strategies, considering effort levels, timelines, and required resources.

Rate This

5.0 / 5 (0 votes)

Thanks for rating: