CINXE.COM

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"link":{ "url":"/ap/blog/category/retail/", "label":"Retail", "ariaLabel":"Retail", "target":"_self" } } ] } ] } ] } }"></hgf-c360contextnav> </div> <main id="main-content"> <article class="post post--v2 post--article"> <header class="post__header"> <div class="container"> <div class="hero-v2 "> <div class="hero__taxonomies"> <a href="https://www.salesforce.com/ap/blog/category/small-business/" class="sf-tag topic topic--small-business sf-tag--small-business" aria-label="Filed under Small Business" > Small Business</a> </div> <h1 class="h2">5 Small Business Marketing Tools To Generate More Leads</h1> <div class="hero-v2__ornaments-container "> <figure class="hero-v2__image"><span class="img-object-fit"><img src="https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2020/10/small-marketing-team-deliver-big-results.jpg?w=300" sizes="(min-width: 48em) 500px, 100vw" srcset="https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2020/10/small-marketing-team-deliver-big-results.jpg 1500w, https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2020/10/small-marketing-team-deliver-big-results.jpg?w=300&h=169 300w, https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2020/10/small-marketing-team-deliver-big-results.jpg?w=768&h=432 768w, https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2020/10/small-marketing-team-deliver-big-results.jpg?w=1024&h=576 1024w, https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2020/10/small-marketing-team-deliver-big-results.jpg?w=150&h=84 150w" alt="person working at a desk with a tablet computer surrounded by jars and shelves of herbs and tinctures" loading="eager" fetchpriority="high" /></span><figcaption class="body-3">Google Analytics, marketing automation, an email marketing platform, and search engine optimisation are essential small business marketing tools for any growing business.</figcaption></figure> <div class="hero-v2__background"> <img src="https://www.salesforce.com/ap/blog/wp-content/themes/salesforce-blog/dist/images/hero-legacy-back.png" alt="" fetchpriority="high" loading="eager"/> </div> <div class="hero-v2__foreground"> <img src="https://www.salesforce.com/ap/blog/wp-content/themes/salesforce-blog/dist/images/hero-legacy-front.png" alt="" fetchpriority="high" loading="eager"/> </div> </div> <h2 class="hero-v2__excerpt">Which marketing tools should your small and growing business lean on for lead generation, conversion and more? These five are the pillars of any marketing strategy on a budget.</h2><article class="hero-byline hero-byline--1"> <a href="https://www.salesforce.com/ap/blog/author/keara-cho/" class="hero-byline__author"> <div class="hero-byline__thumbnail"> <span class="img-object-fit img-object-fit--is-round"><img src="https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2024/04/keara-cho-1.webp?w=150" sizes="100px" srcset="https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2024/04/keara-cho-1.webp 225w, https://www.salesforce.com/ap/blog/wp-content/uploads/sites/8/2024/04/keara-cho-1.webp?w=150&h=150 150w" alt="" loading="lazy" /></span> </div> <div class="hero-byline__contents"> <h3 class="hero-byline__full-name"> <span class="hero-byline__name">Keara</span> <span class="hero-byline__name">Cho</span> </h3> <div class="hero-byline__meta"> <div class="hero-byline__info"> <time class="hero-byline__date" datetime="2024-04-23">April 23, 2024</time> <span class="hero-byline__reading-time"> 6 min read </span> </div> </div> </div> </a> </article> </div> </div> </header> </div> <div class="post__social post__social--v2 post__social--top post__social--has-title"> <h2 class="screen-reader-mobile-only post__social-title">Share article</h2> <ul class="social-nav social-nav-v2"> <li class="social-nav__item"> <a aria-label="Share on LinkedIn (Opens in a new tab)" href="http://www.linkedin.com/shareArticle?mini=true&url=https%3A%2F%2Fwww.salesforce.com%2Fap%2Fblog%2Fsmall-marketing-team-deliver-big-results-2%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&title=5%20Small%20Business%20Marketing%20Tools%20To%20Generate%20More%20Leads" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="21" height="21" fill="none"><path fill="#032D60" d="M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z" /></svg> </a> </li> <li class="social-nav__item"> <a aria-label="Share on Twitter (Opens in a new tab)" href="https://x.com/intent/tweet?text=5%20Small%20Business%20Marketing%20Tools%20To%20Generate%20More%20Leads&url=https%3A%2F%2Fwww.salesforce.com%2Fap%2Fblog%2Fsmall-marketing-team-deliver-big-results-2%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&via=salesforce" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="32" height="32" fill="#032D60" viewBox="0 0 32 32"><path d="M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z" /></svg> </a> </li> <li class="social-nav__item"> <a aria-label="Share on Facebook (Opens in a new tab)" href="https://www.facebook.com/sharer/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Fap%2Fblog%2Fsmall-marketing-team-deliver-big-results-2%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="19" height="19" fill="none"><path fill="#032D60" d="M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5" /></svg> </a> </li> <li class="social-nav__item"> <button class="copy-share js-copy-link" aria-label="Copy link to clipboard" href="#" data-clipboard-text='"5 Small Business Marketing Tools To Generate More Leads" https://www.salesforce.com/ap/blog/small-marketing-team-deliver-big-results-2/' > <svg xmlns="http://www.w3.org/2000/svg" width="20" height="10" fill="none"><path fill="#032D60" d="M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z" /></svg> </button> </li> </ul> </div> <div class="post__content post__content-v2"> <p>Small businesses often need to do more with less, so it’s critical to have the right tools. The right small business marketing tools can help your company be more efficient, and accelerate growth.</p> <p>If your small business marketing team wants to generate more quality leads, these tips can help you connect with customers more effectively and score big results.</p> <h2 class="wp-block-heading" id="h-1-use-google-analytics-to-optimise-your-website">1. Use Google Analytics to optimise your website</h2> <p>Website optimisation is a priority for every marketer and a key marketing tool for any SMB, but especially for those that sell, advertise, and target online. Use <a href="https://analytics.google.com/" target="_blank" rel="noreferrer noopener">Google Analytics</a> to generate free data and performance reports, including:</p> <ul class="wp-block-list"> <li><strong>A </strong><a href="https://support.google.com/analytics/answer/9397186?hl=en#zippy=%2Cin-this-article" target="_blank" rel="noreferrer noopener"><strong>conversions path report</strong></a><strong> to identify tests. </strong>A path report shows you the route your visitors take on your website before they convert, including the path that yields the highest conversion rate. Is it “Homepage>product page>trial” or “Homepage>pricing>trial”? Pay attention to the path and use this insight to design tests and experiments to boost conversion rate.</li> <li><strong>A </strong><a href="https://www.optimizesmart.com/how-to-use-channels-report-in-google-analytics/" target="_blank" rel="noreferrer noopener"><strong>basic channel report</strong></a><strong> to track conversion. </strong>Detail how each marketing channel is driving conversions. Are your social ads driving any revenue? How is SEM performing against SEO? You can adjust your investments/budget based on the returns from your best performing channels.</li> <li><strong>A </strong><a href="https://support.google.com/analytics/answer/6180923?hl=en#zippy=%2Cin-this-article" target="_blank" rel="noreferrer noopener"><strong>funnel report</strong></a><strong> to identify bottlenecks. </strong>This shows you where conversions drop off. Is most of your traffic going from the homepage to your lead form, then exiting? Maybe your lead form has too many fields or the content doesn’t resonate. (If so, change up your form to make it more customer friendly.)</li> <li><strong>A </strong><a href="https://support.google.com/analytics/answer/6158745?hl=en#zippy=%2Cin-this-article" target="_blank" rel="noreferrer noopener"><strong>cohort report</strong></a><strong> to track how segments perform over time.</strong> This report looks at which segment converts at the highest rate. In a cohort report you might learn that, say, if you retarget a user within 15 minutes of them leaving your site, they’re more likely to convert.</li> </ul> <div class="wp-block-salesforce-blog-newsletter-signup prevent-bottombar-overlap layout layout-small-business" > <h2 class="wp-block-salesforce-blog-newsletter-signup__title"> Get articles selected just for you, in your inbox </h2> <a href="https://www.salesforce.com/ap/form/other/blog-newsletter/?d=blog-btn-footersubscribe" class="wp-block-salesforce-blog-newsletter-signup__cta btn btn-lg btn-primary" target="_blank"> Sign up now </a> </div> <h2 class="wp-block-heading" id="h-2-lean-on-marketing-automation-to-sync-sales-and-marketing-data">2. Lean on marketing automation to sync sales and marketing data</h2> <p>To get the most out of your marketing, information and tracking must get to sales. This is why marketing automation is one of the most important small business marketing tools. </p> <p>As a marketer, you need to know your customer — all that data is already in your <a href="https://www.salesforce.com/blog/what-is-crm-your-business-nerve-center-blog/" target="_blank" rel="noreferrer noopener">customer relationship management (CRM)</a> system. Access to it gives marketing and sales teams the information they need to create relevant and engaging campaigns. With integrated systems, you can put the customer’s needs first and provide relevant marketing messages to help nurture your leads. </p> <p>Eager for specifics? Here are some of the benefits outlined in our <a href="https://www.salesforce.com/resources/guides/smb-sales-marketing-alignment/" target="_blank" rel="noreferrer noopener">SMB Guide to Sales and Marketing Alignment</a>:</p> <ul class="wp-block-list"> <li>Increase the quality of leads available to sales reps, and prevent leads from slipping through the cracks.</li> <li>Ensure that sales reps can effectively engage prospects with the right content at the right time.</li> <li>Evolve prospecting from a solo act to a collaboration with marketers who have the expertise and reach to find more qualified prospects in half the time. </li> <li>Create a steady stream of sales leads. </li> <li>Close more sales in less time, build a more efficient sales funnel, enjoy shorter sales cycles, and ultimately, drive more revenue.</li> </ul> <h2 class="wp-block-heading" id="h-3-use-email-marketing-software-to-nurture-customers-and-drive-conversion">3. Use email marketing software to nurture customers and drive conversion</h2> <p>The <a href="https://www.salesforce.com/ap/form/pdf/state-of-marketing" target="_blank" rel="noreferrer noopener">State of Marketing</a> report shared that 76% of marketers use email to communicate with their customers. But many of us communicate with customers via email only to have the customer delete it. </p> <p>How do you avoid that in the future? Use a combination of technology and technique in your small business marketing tools:</p> <ul class="wp-block-list"> <li>Build campaigns triggered by behavioural and intent actions. Are most people dropping off from a page on your website? Did someone get stuck in a trial? What triggered their first purchase?</li> <li>Talk to the sales and product teams about identifying high-converting actions. </li> <li>Rebuild your nurture email to drive the conversions you want.</li> </ul> <p>The anatomy of an <a href="https://www.salesforce.com/ap/form/other/blog-newsletter/" target="_blank" rel="noreferrer noopener">effective marketing email</a> is not just good copy. You need to couple that with data — someone’s search history, their trial experience, their titles, the size of the company they work for — to make your emails personalised. Would you rather receive an abandoned cart email offering you a discount? Or a generic email promoting a product you don’t care about? Relevance will improve your open rates, click rate, and ultimately, conversions.</p> <h2 class="wp-block-heading" id="h-4-boost-organic-traffic-with-seo-small-business-marketing-tools">4. Boost organic traffic with SEO small business marketing tools</h2> <p>Using the right words is the key difference between gaining and losing organic website traffic. And traffic can make or break your small business online marketing.</p> <p>For example, prospects might search for “customer service tools” versus the industry term “help desk solutions.” Your company’s internal language around a product or service is most likely not the same as the words and phrases millions of people use to search. With <a href="https://www.salesforce.com/blog/how-to-do-keyword-research/" target="_blank" rel="noreferrer noopener">keyword research</a>, you’ll be able to understand all the ways prospects search to get to your (or your competitor’s) website. </p> <p>The best part? Determining the right <a href="https://www.salesforce.com/blog/seo-best-practices/" target="_blank" rel="noreferrer noopener">search engine optimisation (SEO)</a> terms doesn’t have to be costly. Diagnostic tools like <a href="https://moz.com/" target="_blank" rel="noreferrer noopener">Moz</a> and <a href="https://www.semrush.com/" target="_blank" rel="noreferrer noopener">SEMrush</a> can pay for themselves over time. Use these tips to see big changes in your traffic:</p> <ul class="wp-block-list"> <li><strong>Check your </strong><a href="https://ahrefs.com/website-authority-checker" target="_blank" rel="noreferrer noopener"><strong>website authority</strong></a><strong> (the “strength” of your domain)</strong>. Jot down what your domain authority is before optimisation. Use that as your baseline, and then check your domain authority again in three to six months. The score should go up and you should see your optimisations come to fruition. Benchmark this score against your competitors. </li> <li><strong>Boost your domain authority with </strong><a href="https://www.salesforce.com/blog/how-to-write-seo-content/" target="_blank" rel="noreferrer noopener"><strong>on-page optimisation</strong></a>. This includes a number of housekeeping things like adding keywords in title tags and meta descriptions, creating an intuitive site structure, having an easy navigation bar, and asking other sites to link back to yours whenever and wherever it’s relevant. </li> <li><strong>Test your site speed and load time.</strong> Google search tools honour sites that are mobile optimised and load quickly. You can <a href="https://www.thinkwithgoogle.com/feature/testmysite/" target="_blank" rel="noreferrer noopener">test your site</a> for this diagnostic, and then <a href="https://moz.com/learn/seo/page-speed" target="_blank" rel="noreferrer noopener">optimise your site for speed</a> as necessary. </li> </ul> <p>Above all, content should be relevant, deliver high value, and resonate with your prospects and customers. Campaigns that <a href="https://www.salesforce.com/blog/what-is-a-sales-funnel/" target="_blank" rel="noreferrer noopener">move prospects through the funnel</a> with personalised email nurture campaigns, digital content, and virtual events are a great way to engage.</p> <h2 class="wp-block-heading" id="h-5-improve-collaboration-with-slack">5. Improve collaboration with Slack</h2> <p>Communicating and collaborating in real time is key for teams generating new leads. <a href="https://www.salesforce.com/blog/slack-well-being-smb-growing-businesses/" target="_blank" rel="noreferrer noopener">Slack connects everyone</a> you work with — both those in your business and your key partners and customers.  Slack also supports the way people naturally work together — in real time or not, in-person and remote, structured or informal. These features can help drive productivity for your business:</p> <ul class="wp-block-list"> <li>Slack channels – to keep important information organised and at your fingertips</li> <li>Huddles – communicate in real time and eliminate unnecessary meetings</li> <li>Schedule messages – prep messages to post at a future date or time, so you can keep work flowing even when you’re away from your computer</li> <li>Workflows – automate tasks you do every day so you can work more efficiently</li> </ul> <p>Get your small business marketing tools up to par, and get the help you need to find new business and connect with customers. </p> <div class="layout-one wp-block-salesforce-blog-offer"> <div class="wp-block-offer__wrapper"> <div class="wp-block-offer__content"> <h2 class="wp-block-offer__title"><strong>Bring sales, service, and marketing together with Salesforce Starter</strong></h2> <p class="wp-block-offer__description">Learn how to unify your data, connect with their customers, and drive 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