Imagine attracting traffic to your website and having them leave without a trace.
How will you convert visitors into customers if you don’t know who they are, what their motivations are, and how to reach them?
This is why lead generation has grown to become a top priority for marketers today.
With people becoming wary of sharing their contact details, capturing email addresses and generating leads is no longer as easy as it used to be.
In order to entice website visitors to subscribe or share their details, brands need to offer something that would grab their attention and offer value.
Enter lead magnets.
What Makes an Effective Lead Magnet?
Lead magnets refer to content pieces that businesses produce to compel and persuade the potential lead to share their email address and download the content in return.
The idea is to make your lead magnet worthy enough of their email address.
Before you go on to create a lead magnet, let’s take a look at what makes an effective lead magnet that will help grow your email list and capture quality leads.
1. Valuable and offers solutions
No points for guessing but if your lead magnet does not offer value, there’s no way it’s going to get considered.
So, the first step is understanding your target audience to assess their goals, pain points, and challenges. This will help you think of a compelling offer that will be of interest to them and address their challenges or concerns.
2. Specific and detailed
Once you’ve identified a broad concept, the next step is to narrow down to a specific topic and address it in detail.
You need to offer your website visitors something that’s insightful and isn’t available anywhere else on your website.
For instance, if you’re a real estate agency, you can offer a lead magnet in the form of a detailed guide on buying a home – it’s comprehensive and touches upon a specific concern that is of interest to your target audience.
3. Easily accessible
People love instant gratification and that’s exactly what your lead magnet should provide.
The process of downloading and accessing the lead magnet should not be long-winded and complicated. Make sure you allow interested users to download and consume the content immediately, across devices.
It’s simple – design a lead form, asking for minimal information and a clear call-to-action (CTA). Once the prospect fills the form and clicks the CTA button, they get access to the lead magnet they were promised.
4. Establishes authority
Whether you’re running a digital marketing agency or selling insurance, by the end of the content piece (lead magnet), your prospect needs to be convinced about your expertise in the field.
So, use your lead magnet to establish credibility and build trust. This will help you nurture your leads and take them further down the sales funnel.
Lead Magnet Ideas for your Small Business
There are several different types of lead magnets you can produce, depending on your industry, target audience, and business goals.
As a small business, you’re likely to be stretched for time while struggling with limited resources. So, here are five lead magnet ideas that are easy to create, specifically suited for startups and small businesses.
eBooks make for useful lead magnets because they are in-depth and educational in nature. They give you ample scope to address a specific topic in detail while establishing your authority.
Creating an eBook is not as intimidating as it sounds. What’s important is choosing a topic that’s relevant to your audience and creating content that engages readers.
A good way to start would be to use Google Analytics to identify your top-performing blog post and build upon it.
While the copy is important, what’s equally crucial is the way you design it because that has a huge role to play in holding the reader’s attention and keeping them engaged.
Worried about not having design experience? Use an eBook creator to create a professional and personalized eBook in minutes.
Here’s an example of a lead-generating eBook by Salesforce.
If you’re under the impression that lead magnets need to be of a certain length, you’re mistaken because even a single-page checklist can make for an effective lead magnet, as long as it provides immediate value.
Not only are checklists quick and easy to create, but the fact that they provide actionable advice that’s handy and easy to consume makes them a popular option.
Here’s an example of a downloadable shopping checklist by The Keto Minimalist.
Visuals speak louder than words, making infographics another useful lead magnet idea.
Infographics are a powerful way to communicate because they present information in a fun and engaging manner. For instance, if you’re dealing with a complex or dry subject, it’s a good idea to use infographics to share that information.
From list and process to timeline and informational – there are several infographic templates out there to help you create one that’s visually appealing and grabs your audience’s attention.
Here’s an interesting example of Technology Networks using an infographic to generate leads.
4. Case Studies
Did you solve a problem for a client or help them reach their goals? It’s time to talk about it and the most effective way to do that and capture leads in the process is by writing a case study.
Case studies are a great way to demonstrate your expertise. They serve as effective social proof, encouraging potential customers to instill trust in you and assess what you’re capable of.
So, if you have a success story to share, write a compelling case study that gives background information on the client, highlights their challenge, and showcases how your company helped them overcome it.
Here’s an example of a case study being used to capture leads, by Edge Verve.
A lead magnet does not only need to be educational, but it can also be interactive.
One such option is an interactive quiz. They’re fun, engaging, and manage to keep the user hooked till the end while helping you capture their details.
What’s more, they also help in customer segmentation, making it easier to segment your email list and send targeted communication.
The key to creating a high-converting quiz is ensuring you base it on a specific pain point or challenge, use visuals to make it appealing, and offer a strong value proposition (apart from the quiz results) such as a free resource that would result in a high completion rate.
Here’s an example of a lead-generating quiz by Sephora.
Yes, it’s not easy to convert website visitors into leads but a lead magnet with a strong value proposition can help you get closer to that goal.
What’s more, you don’t need a huge budget or extra resources for this. All you need to focus on is creating lead magnets that your target audience can derive value from, giving them a reason to share their email address with you.