The Basic Lead Generation Tactic You Are Overlooking

Sometimes the most basic concepts are the ones we most often overlook. In amongst the more complex inbound marketing concepts like lead nurturing workflows, sharing lead intelligence with the sales department, and A/B testing each CTA button color, we may forget that sometimes the key to increasing lead generation and revenue is simply “more.”

Data from more than 7,000 HubSpot customers clearly shows that one way to get more leads is to simply have more web pages—specifically, more landing pages.

Think about this: Companies with between 101 and 200 web pages generation 2.5 times as many leads as those with 50 or fewer web pages. (Click to Tweet)

When you look specifically at the impact of landing pages, similar results appear.

B2B companies with 11 to 15 landing pages generate more than twice as many leads as those with 6 to 10 landing pages. (Click to Tweet) So increasing by just 50 percent could double your lead generation potential.

Take it up another notch, and we see that those B2B companies with between 21 and 40 landing pages generate 55 percent more leads than those with only 16-20 landing pages. A diminishing return perhaps, but significant.

Why does increasing the number of landing pages have such a strong impact on lead generation?

1. More landing pages mean more opportunities to target specific keywords.

Each landing page should be focused completely on a single offer, which means you focus on only one keyword or longtail keyword per page. When a page is optimized for a single keyword, rather than trying to cover a whole myriad of topics, it is more likely to rank high in search engine results.

That higher ranking, plus the tightly-targeted SEO, will result in more clicks and more conversions because the offer will be more relevant to what your prospect was searching for. Here’s a look at five more ways to optimize your landing pages for search.

2. More opportunities for incoming links by including offers for all levels of the sales funnel.

More landing pages also means more opportunities for incoming links, from your own blog posts and social media, or from links shared by leads, customers and brand ambassadors.

Remember that incoming links are a key component in the algorithms used by search engines to determine rankings. Are you asking satisfied leads to share links to your landing pages? You should be. And make it easy by giving them sharing buttons right on the landing pages and thank you pages for one-click posting.

Pretty basic, I know, this idea that more pages equal more leads. But sometimes we need to go back to basics.

There are 29 more lead generation tactics for boosting your lead generation efforts in 30 Hot Lead Generation Tips, Tricks & Ideas. Download it today to start putting the simple, but effective, ideas to work for your company. You could start the New Year with more landing pages, more leads, and a feeling of accomplishment.