The best lead generation programs are created by, sometimes, extensive testing. You can’t ignore these 7 shocking lead generation rules you may be missing.

Lead generation is the first and by far the most important stage of the sales cycle and lead generation rules can help performance.

After all, how can you expect to drive conversions if you cannot even attract verified leads to your website and encourage them to engage?

Think of the sales funnel divided into 3-parts: top-of-funnel (TOF), middle-of-funnel (MOF), and bottom-of-funnel (BOF).

It is a multifaceted process that requires you to invest a lot of time and effort into audience analysis, content creation, and customer relationships. But even though it demands hard work, lead generation is helping organizations to achieve the ultimate business goal, and that is to increase revenue.

Unfortunately, it seems like many entrepreneurs and marketers still do not understand how this process functions. That is why I decided to write this post and present you seven shocking lead generation rules you probably still ignore.

What is lead scoring?

Lead scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. The resulting score is used to determine which leads a receiving function (e.g. sales, partners, teleprospecting) will engage, in order of priority.

Lead scoring allows for you to organize and prioritize leads based on specific information a lead has provided, or important event activity the lead has taken a part in.

SharpSpring enables you to define custom lead scoring parameters. Just watch this demo of SharpSpring?s lead scoring and lead scoring ranges.

1. SEO Is Just the Beginning

Search engine optimization (SEO) is the starting point of lead generation rules and strategy. It allows you to raise brand awareness and stand out from the bunch of competitors, which is essential at the early stages of the sales funnel.

However, website traffic alone does not mean anything to you. A report shows that 96% of visitors who come to your website aren’t ready to buy yet. You need to be aware of this fact and prepare all those little details that convert visitors into full-time leads.

96% of visitors who come to your website aren't ready to buy yet. Click To Tweet

While creating quality content, like blog posts, for your website is great. It’s also important to optimize your web pages so that search engines like Google and Bing.

You want to do this so that Google or Bing’s search bots can realize that they deserve to be listed in Google searches and to rank in Google at the very top of their SERPs. The higher your web pages are ranked on SERPs, the higher the traffic you’ll get on your website.

There are two different categories when it comes to SEO: off-page SEO and on-page SEO.

Off-page SEO includes social networking, blog and forum marketing, article submission, etc. basically, the things that you do off your website, that enhance your SERP rankings.

On the other hand, on-page SEO are the things you do on your website to boost your visibility on search engine results. These include meta tags and descriptions, page titles, and internal linking.

2. Optimize Content for Different Funnel Stages

As a content creator, you should optimize posts to fit the requirements and interests of users on different levels of the sales funnel. One size fits all is never a good option for your content strategy, which means you have to distinguish between three stages of the sales funnel:

  • Awareness: It’s the largest group that consists of users who have a specific problem and now look a solution to it. Blog posts and educational videos represent the best content formats at this stage of the funnel.
  • Evaluation: This is the point at which users compare several brands, products, or services. In order to choose your company, you need to provide prospects with training, events, and presentations.
  • Conversion: At the very bottom of the funnel, prospects are ready to engage by downloading your content, subscribing, or signing up. If you want to encourage them to do it, try with free trials, product demos, or case studies.’

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3. Lead Scoring with Marketing Automation, like SharpSpring

The third tip on my list goes hand in hand with the previous one. In order to organize potential consumers and prepare a tailored sales strategy for each prospect, you have to analyze and score the existing leads.

According to the report, organizations that conduct lead generation rules and programs before data filtering waste 27.3% of sales reps time (over 500 hours a year per rep).

The scoring system depends on the nature of your business, but it should evaluate the so-called sales-readiness of your leads.

For example, eCommerce websites will give a higher score to users who recently checked their product pages than to users who read generic industry-related articles.

4. Use Multiple Lead Magnets

This rule goes without saying, but you would be surprised to see how many marketers stick to just one or two types of lead magnets. Craig Gardner, a CMO at UK Careers Booster, says the best-performing businesses always design multiple lead magnets.

They want to make their offers a more versatile and interesting for a wide range of prospects. Some frequently used lead magnet options include eBooks, surveys, reports, free trials, cheat sheets, templates, and so on.

Use landing pages with a call to action to capture leads and growing your email list.

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5. Use Email for Lead Nurturing

Did you know that businesses who nurture leads make 50% more sales at a cost 33% less than non-nurtured prospects? It’s an extremely important marketing issue and I suggest you use various channels of communication to maintain relationships with your prospects.

With your target audience tagged, in your marketing automation system or CRM, you can begin to develop a lead generation campaign with email marketing and content marketing components. As you gather potential customer, layer in calls from your sales team and watch your conversion rate ratio increase.

However, I believe that email newsletters are the single most effective tool in this field. Your subscribers get used to the weekly dose of content and anticipate your email messages while you can also make the process interactive by inviting them to send you business-related questions or comments.

6. Choose Social Platforms Carefully

Social media platforms such as Facebook, Twitter or YouTube make an integral part of your lead generation rules and strategy, but it doesn’t mean you have to focus on every single platform available out there.

My colleagues at explained this issue briefly: If you are working in the B2B niche, do you really need to waste time on Instagram or Facebook? In this case, LinkedIn and Twitter should be your weapon of choice. Think about it before you rush into multi-platform activities.

One thousand four hundred and forty. That’s how many minutes we have in a single day. How we choose to spend those 1,440 minutes determines our productivity.

With all of our devices making communication instant, coupled with the sheer amount of information available at any moment, it can be difficult to be effective AND productive.

Distractions are literally everywhere!

Fortunately, there are tools out there that can help improve your productivity, keeping you and your team focused. No matter where you are in your biz, there are amazing tools that can save you dozens of hours per week, automate key marketing activities, and save you thousands of dollars on pricey freelancers.

To keep you from going down a rabbit hole Googling all the options out there, I’ve compiled my finding the right tools for my business.

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7. Beware of Voice Searches

I’m sure you’ve all been familiar with Voice Search. You may have used it on your mobile phone with Siri or Google. You may have bought Google Home or Amazon Echo for your home, in which you use your voice to interact with the device and Search whatever you like.

More than half of all searches in 2020 will be voice-induced. It’s a staggering figure that clearly tells you to plan content based on the peculiarities of voice inquiries. What do I mean by that?

Voice Search has been essentially growing since 2008 by 35%. So, that’s quite a high growth rate in which, it’s capturing our attention.

Well, it means that you can improve online discoverability by creating posts that are straightforward and answer the basic questions: who, what, where, when, why, and how Voice searches are very direct and so they demand concise answers. Marketers who realize this fact will be able to generate leads much more effectively than their less agile peers.

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Conclusion for lead generation rules

Verified leads are critical to the success of your business, so you cannot allow yourself a poorly designed lead generation strategy.

You need to understand every single aspect of this process, which is why I showed you seven shocking lead generation rules you cannot ignore.

Keep my tips in mind and don’t forget to put them into practice they will make your sales strategy much more effective!

Have a tip about lead generation?

We’re listening.

Have something to say about lead generation rules? Share it with us on Facebook, Twitter or our LinkedIn.

Scott Mathews is a content creator at NinjaEssays and a part-time blogger at paper writing services Nerdywriters and Easy Essays. Scott specializes in digital marketing, but he also loves writing about the issue of personal productivity and self-improvement. Scott is a passionate runner who never misses the opportunity to participate in semi-professional long-distance races.

General FAQ’s

What is lead generation?

Lead generation often uses digital channels and has been undergoing substantial changes in recent years from the rise of new online and social techniques. In particular, the abundance of information readily available online has led to the growth of the self-directed buyer and the evolution of new methods to develop and qualify potential leads before passing them to sales.

Why is Lead Generation Important?

Lead generation illustrates the marketing process of inciting and capturing interest in a product to develop a sales pipeline. The buying process has changed, and marketers need to find new ways to reach buyers and get heard through the noise, inbound marketing helps. Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and learn to build continuous relationships with buyers.

What is lead scoring?

Lead scoring is a shared sales and marketing methodology for ranking leads to determine their sales-readiness. You score leads based on the interest they show in your business, their current in the buying cycle, and their fit in regards to your business. Lead scoring helps companies know whether prospects need to be fast-tracked to sales or developed with lead nurturing programs. Lead scoring is essential to establishing your revenue cycle, effectively drive more ROI, and align sales and marketing.

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