50+ Point Lead Generation Checklist for Small Businesses

  • Goals and Objectives

  • Determine if you want to measure the quantity or quality of leads (or both)

  • Set your lead generation goals based on what your bigger business goals are

  • Make sure to communicate your goal to your team (and motivate them to reach it)

  • Setup tracking to measure the progress of your goal

  • Landing Page

  • Make sure your landing page has a clear CTA (call-to-action)

  • Focus on the customers viewpoint

  • Include an effective headline

  • Use a clean and simple design

  • Show of your social status

  • Lead Magnet

  • Solves a real problem your target market has

  • Helps the prospect achieve something quickly

  • Be specific in what you are aiming to achieve

  • Be simple and easy to understand

  • Create something high value that people actually want

  • Make sure it is easily accessible for everyone

  • Don’t forget to demonstrate your expertise in your lead magnet

  • Traffic

  • Blog - create useful content for your audience, answer FAQs and provide useful resources.

  • Social media - (e.g. LinkedIn, Twitter, Pinterest, Google+, SlideShare, and YouTube).

  • Pay-per-click Ads - (and remarking)

  • SEO (organic search) - make sure your site is SEO ready to benefit from traffic from search engines

  • Email marketing - create high quality emails and an email funnel for leads. Speaking of funnels...

  • Email Funnel

  • Choose the right email marketing software

  • Set up a lead generation form to handle lead capture

  • Create a sequence

  • Connect form to sequence

  • Content Plan

  • Target audience personas and their needs.

  • Understand any industry issues.

  • Write about content that will attract people to your site

  • Use formats people want to see. Remember, content isn’t just blog posts, but can be checklists and videos

  • Decide on a publication frequency (e.g. weekly or monthly)

  • Lead Nurturing

  • Email marketing (consider what type of content to send them and how often)

  • Use automated follow-up workflows and emails.

  • Use lead scoring (for example by behaviour or by demographics).

  • Define your audience and segment

  • Offer valuable content in your lead nurturing emails for free

  • Set objectives and goals for each email you send

  • Develop a timeline for your lead nurturing emails

  • Make sure to evaluate your success and optimize accordingly

  • Campaign Management

  • Check campaign content (to include up to date and accurate information)

  • Have a social media promotion schedule in place

  • Have an email promotion schedule.

  • Setup an online advertising schedule (e.g. blogs, Google AdWords, LinkedIn Ads, Retargeting etc).

  • And don’t forget about any offline promotions like direct mail or industry magazine articles.

  • Measuring Lead Generation

  • Website visitors by source (i.e. direct, organic search, paid search, social media, email, offline).

  • Leads (website registrations) by source.

  • Customers by source.

  • Conversion rates.

  • Content performance.

  • Customer acquisition cost.

This checklist was created by jsvxc

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