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BroadVision Marketing Blog

Want To Attract Leads? Use A Lead Magnet!

Posted by Jaco Grobbelaar on Wed, Mar 13, 2019 @ 12:37 PM

Whether you’re building an email list, driving traffic to your website, or nurturing prospects, using a lead magnet is a surefire method for getting a response.

want-to-attract-leads?-use-a-lead-magnet!

 

The concept of lead magnets is certainly not new in the marketing realm. In the digital world they are also known by a few other names such as “opt-in incentives”, “ethical bribes” and “freemiums.” For those creating and using them, they can also be referred to as downloadable assets.

The power of a lead magnet is its inherent ability to attract attention and trigger an action on the part of the recipient. And in marketing – no matter what type or philosophy – getting attention and a response is tantamount. Without those two actions all the rest is more or less pointless.

So, What Is a Lead Magnet Really?

Like many other terms used by marketing geeks and even business-owners-as-marketers, a lead magnet can mean a few different things to different people. However, we’ve a handful of helpful definitions that can clarify it for our purposes:

(HubSpot.com)

“A lead magnet is a marketing tool that generates leads by offering a long-form resource in exchange for a prospect's contact information. Leads magnets can take the form of ebooks, whitepapers, templates, and similar downloadable assets. This exchange takes place at the second stage of a buyer's conversion path.“

(CrazyEgg.com)

“A lead magnet is a resource or other item of value that businesses use to collect leads. The business asks the visitor to provide contact information, such as an email address, in exchange for the lead magnet.”

 (Optinmonster.com)

“A lead magnet is an incentive that marketers offer to potential buyers in exchange for their email address, or other contact information. Lead magnets usually offer a piece of digital, downloadable content, such as a free PDF checklist, report, eBook, whitepaper, video, etc.”

What all these descriptions have in common is the idea that a lead magnet serves as a resource for prospects and almost always in exchange for an email address. And this is often just the beginning of what can be a beautiful relationship!

 

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Why You Need Lead Magnets

It’s a crowded world out there.

The collective “noise” in the digital space is overwhelming and shows no indications of dropping off, slowing down or getting quieter. Not only are you competing against your respected industry colleagues, you’re competing against every other social media platform, every new app, and every other ad out there.

Neil Patel at crazyegg.com comments on the rising flood of email, for example:

“Consumers have become protective of their personal information. It’s largely related to volume. The typical office worker, for instance, receives more than 120 emails every day. Nearly 2.5 million emails get sent daily, resulting in 74 trillion emails sent annually. Lead magnets are important because they provide incentive. Your prospect might not hand over contact information for free, but he or she might have a change of heart if you’re offering a valuable resource.”

While this is the reality for marketers (and prospects!) what has also been shown to be true is that certain things can succeed in standing out in the crowded marketplace and rise above the clutter and noise.

And one of those is a lead magnet.

Remember: the fundamental purpose of the lead magnet is to simply catch the attention of a prospect and provide enough incentive to click, opt in, sign up, or download. They are not expected to make a sale although they can (and should) move your prospect along that path if you’re ultimately selling something.

So, What Makes for a Good Lead Magnet?

So, we’ve briefly established what lead magnets are, what they are for, and why you need them. Now let’s look at what’s needed for a good lead magnet.

There are some fundamental qualities that every good lead magnet should possess, and these are relevance, quality and accessibility. We could also throw in that it needs to be free, but we’ll assume that’s a given!

Your lead magnet needs to be relevant to both your business and your intended audience. Offering up some random article or recycled blog post won’t cut it. It needs to be intentional and well-though out. Which leads us into quality: don’t offer junk. Make your lead magnets shine – they reflect and represent your company, your brand. And they need to be easily obtained. Not convoluted “gating” or lengthy opt-in form here – make it simple to access.

The folks at OptinMonster offer up these points for what your lead magnet should do to be “absolutely irresistible”:

  1. Solve a real problem 
  2. Promise one quick win 
  3. Be super specific
  4. Be quick to digest 
  5. Have high value 
  6. Be instantly accessible 
  7. Demonstrate your expertise or unique value proposition

 

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Round Up of Great Lead Magnet Ideas

There are literally dozens of items you can create and offer as a lead magnet. While most of them will be digital, or virtual, the options are not limited to that. We’ve put together a short list of great lead magnet ideas from a few respectable sources to help stir your creative and strategic muses.

From HubSpot:

  • The Mini E-Book The mini eBook is perfect when you have a series of blog posts about a related subject. For example, you might pick five related posts from your blog to combine into an eBook.
  • The “Ultimate Guide” An Ultimate Guide is a comprehensive collection of the best articles about a particular subject. The main difference between this and a mini eBook? You're not recycling posts from your own blog; you're linking directly to other sites.
  • The Checklist Instructional blog posts are just waiting to be turned into Checklists -- and they couldn't be easier to create. Just take your blog post and simplify it into a series of bullet points.

 From OptinMonster:

  • Resource List Lists of resources are really valuable because they are huge time savers. Whenever you pull all of the best stuff together, you’re saving your users a ton of research time.
  • Tutorial A tutorial is any piece of content that teaches how to do one specific thing. It could be a video, or simply a PDF download with a numbered list of steps.
  • Infographic Infographics are usually the type of content you’d think to use for driving traffic to your site, since they do so well on social media. However, they also work very well as educational lead magnets.

From Crazy Egg:

  • Mini courses Your mini course could consist of several elements, such as weekly emails with homework and articles, videos, audio recordings, quizzes, and more.
  • Toolkits Think of a toolkit as a lead magnet on steroids. It combines multiple resources into one file — usually a compressed zip file — to create more value.
  • Videos Almost 30 percent of all Internet users watch videos on YouTube. Videos are engaging and immersive. They stimulate more of our senses, which is why many people prefer to watch video than, say, read a 40-page e-book.

 

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A Thought On “Evergreen” Lead Magnets

Another useful distinction among the types of possible lead magnets is what is known as an “evergreen” lead magnet. Much like an evergreen blog post – one that is perpetually relevant – evergreen lead magnets can be used for years after they are originally created and uploaded.

Here’s a great definition from Sleeknote.com,

“An evergreen lead magnet is a content upgrade that (1) offers immediate value to the user, (2) invites repeated usage, and (3) is regularly updated to ensure it’s the most up-to-date resource it can be.”

Some examples of this type of lead magnet can include a swipe file, a template library, a lifetime subscription to free software, and checklists.

Sleeknote points out that evergreen lead magnets are highly-effective because:

  1. They Offer Immediate Value to The User
  2. They Invite Repeated Usage
  3. They Stay Evergreen

Which brings up an essential aspect of creating and using an evergreen lead magnet: you need to update or revise it often to ensure it’s still valuable to the user.

Ready To Create Your Lead Magnet?

An additional tactic for creating and publishing effective lead magnets is to get outside help. A digital marketing agency such as BroadVision Marketing can offer expertise and tools that the typical business owner or marketing manager may not have. 

In addition, it often helps to have a professional marketer's perspective to assess your overall inbound marketing strategy. Acquiring the insights of a third-party professional is an investment that can bring a quantifiable return.

BroadVision Marketing offers all this and more. Get your Free Complimentary Inbound Marketing Session to help you make an informed decision or call BroadVision Marketing at 707-799-1238.

In the meantime, we invite you to "opt-in" and get this great, free content!

 

Download the 30 Greatest Lead Generation Tips Tricks & Ideas

 

Topics: landing page, website traffic, attract customers, Opt in e-mail, lead magnet

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