Complete guide to generating leads to fuel your B2C sales funnel
A well-structured B2C sales funnel transforms unaware prospects into loyal, long-term customers.
To set yours up for success, there are several best practices you should follow. But, of course, the most important thing you can do for your sales funnel is generate high-quality leads.
Lead generation is the foundation of B2C sales growth—and it’s often the activity businesses struggle with most.
If this sounds familiar, don’t worry. We’re here to help!
ScoreApp can help make lead generation for B2C businesses a breeze.
With our AI-driven quiz-building software, you can build interactive lead magnets, score leads based on the data you collect, and automate personalized follow-ups to improve your chances of conversion.
In this guide, we’ll cover all the strategies and tools you need to know to fuel lead generation at every stage of your funnel.
Understanding the B2C sales funnel
Before generating leads, you need to understand what a B2C sales funnel looks like.
Your B2C sales funnel maps out the end-to-end journey a potential customer takes with your business from their initial discovery to purchase.
When you understand how people flow through the funnel, you can better tailor your lead generation and marketing efforts to capture high-quality prospects.
Here are the key stages of the B2C sales funnel, with examples of lead generation activities for each.
1. Awareness stage (Top of the funnel – TOFU)
- Goal: Attract potential customers and introduce them to your brand.
The awareness of the funnel is the very beginning of the customer journey.
Your potential customers will be aware of their situation and actively searching for relevant products or services to solve their problems or positively impact their lives.
Think of the awareness stage as your opportunity to introduce your brand to the largest possible audience. Your goal is to collect lead data so you can begin to build a relationship.
And the key to making a brilliant first impression? Sharing engaging lead magnets and content.
- Lead generation tactics: Social media marketing, SEO, content marketing, quizzes, and paid ads.
2. Interest stage (Middle of the funnel – MOFU)
- Goal: Engage prospects by providing valuable content that nurtures their interest and teaches them more about your products.
At this stage, your large audience transforms into a smaller group of potential customers.
By now, prospects know who you are. They will have an awareness of your products and services – and those of your competitors. And they’ll be moving closer to making a purchasing decision.
Make sure your lead generation efforts are packed full of high-value, targeted content that presents your business as exactly what they are looking for.
- Lead generation tactics: Email marketing, interactive quizzes, personalized content, and retargeting ads.
3. Consideration stage (Bottom of the funnel – BOFU)
- Goal: Encourage prospects to take the next step toward purchasing.
In the consideration stage, your leads will be quite warm – but they aren’t quite ready to buy.
Here, prospective customers are making their final decision and comparing you to other companies to evaluate which option provides the product or service that best fits what they are looking for.
Lead generation this late in your funnel needs to be focused on getting people over the line, so share content that makes purchasing your product or service a no-brainer.
- Lead generation tactics: Product demos, free trials, reviews, and special offers.
Best lead generation strategies for your B2C sales funnel
Now that you understand the various stages of the B2C sales funnel, it’s time to talk about the different lead generation strategies you can use within it!
Create high-converting lead magnets
Why it works:
The purpose of a lead magnet is simple: collect contact details from leads so you can try to convert them into customers.
However, consumers have grown tired of static, generic lead magnets like PDFs.
You need to give people a reason to hand over their information.
The best one is delivering a high-value, personalized, and engaging experience that positions your brand as an authority.
With an interactive lead magnet, you can do all three!
Prospects WANT to give you their contact details so they can access an interactive lead magnet – especially when it’s a quiz.
There’s a reason why they convert at a rate of up to 50%!
How to implement it:
Use ScoreApp quizzes and assessments to attract and qualify leads.
Interactive quizzes are the perfect lead magnet because they provide personalized insights to everyone who completes them.
These leads will be of higher quality than those you obtain with a traditional lead magnet, as each person needs to take the time to answer the questions.
You can then use your quiz data to send tailored follow-up communications and begin nurturing your leads.
Here are some examples of quiz lead magnet ideas for a range of industries:
- E-commerce: ‘Find Your Perfect Skincare Routine’ quiz.
- Health & Wellness: ‘What’s Your Ideal Workout Plan’ assessment
- Personal Finance: ‘How Healthy Are Your Finances’ scorecard
You might think building an effective quiz lead magnet is complicated and time-consuming.
With ScoreApp, that couldn’t be further from the truth!
We have dozens of ready-to-use quiz templates that can be branded with your colors and logos. Plus, our AI quiz builder software can help you write compelling questions and copy in minutes.
Optimize your website for lead capture
Why it works:
Your website is your digital shop window and often the first touchpoint new leads will have with your business.
The average visitor spends less than a minute on a webpage. If your website isn’t ready to collect leads, you are losing out on lots of potential business.
The first step is to ensure your website is fast-loading, responsive across all devices, and simple to navigate.
The next one is to optimize lead capture forms to ensure you don’t lose visitors before they convert.
How to implement it:
Make it as easy as possible to collect lead data!
Use pop-ups, set up embedded forms, and set up specialized landing pages to capture prospect information.
Ask a few pre-qualifying questions, but don’t go overboard. You want your form to be quick to fill in so you don’t lose people along the way!
Pre-qualifying questions for a website lead capture form could be:
- What’s your budget for [product or service]?
- Have you tried a similar [product or service] before?
- Would you like to hear more about [product or service]?
ScoreApp’s lead capture tools can be used to personalize the experience.
For example: Set up a waitlist to generate interest in a new product or service – and provide new leads with a taste of what your business has to offer.
Embed your waitlist lead capture form on your website and across other channels and offer an incentive to encourage people to fill in their details, such as a discount or interactive quiz.
ScoreApp then segments your data automatically so you can quickly get to know your waitlist leads and direct them to their perfect product once it launches.
Here are a few templates you can use to get started with your waitlist:
E-commerce Black Friday Waitlist Template
Leverage social media marketing
Why it works:
Social media platforms are prime lead-generation strategies for B2C brands. They enable you to nurture a community and interact directly with your customers.
Most importantly, social media platforms are built for engagement.
The content you share on your channels needs to have sharing potential and be engaging and valuable to attract more ideal customers to your business.
How to implement it:
Promote interactive content like surveys across your social media channels.
A survey is much more interactive than most types of social media content. By providing personalized results to everyone who completes it, you can collect invaluable customer insights to refine your social media strategy and wider lead generation efforts.
Plus, an interactive survey is EASY for customers to promote for you – especially when you offer them an incentive to pass it along to their family and friends!
Of course, your social media strategy for lead generation needs to go beyond your quiz.
Engage your followers with valuable posts, such as:
- Videos
- Infographics
- Images
- Blogs
For example: If your survey generates three different categories of results, you need to create a range of content on each one to continue educating your prospective customers!
Then, focus on building personal relationships through real interactions with your brand with polls, live Q&As, and giveaways.
Generating leads on social media is a long game. If you want to build a list fast, consider creating lead-generation ads for Facebook, Instagram, and TikTok.
Advanced lead nurturing and conversion strategies
Use email marketing to nurture leads
Why it works:
You’ve used your quiz to collect customer data. Now what?
Not everyone will be ready to buy from you immediately. You need to find a way to keep potential customers engaged until the time is right.
Email marketing is one of the most effective ways to nurture relationships with every lead. ScoreApp’s integrations enable you to automate personalized communications with ease.
How to implement it:
Set up a profile quiz to collect customer data while teaching every lead more about themselves with a customized results report.
Then, send personalized email sequences with helpful content and special offers to your leads based on their results.
For example: If you run a financial planning business, you could set up a ‘What’s Your Budget Personality’ quiz.
You could then set up email marketing journeys to include content such as:
- Follow-up emails with tips for better budgeting
- Blog posts with money management advice
- Client case studies that directly relate to quiz results
Retarget website visitors and abandoned carts
Why it works:
Most visitors don’t convert on their first visit. The average website conversion rate sits at just 3%!
Assuming these people are gone forever is a mistake. Building a retargeting strategy and sharing the right message can bring leads back at the right time.
How to implement it:
Capture previous website browsers that didn’t convert with retargeting adverts on Google and Facebook.
For example: If you run an e-commerce beauty business, set up retargeting adverts to show leads the products they had in their baskets, alongside a special discount code to return to your website and complete their purchase.
You should also send automated abandoned cart emails to people who add products to their baskets but don’t proceed to checkout.
These emails have a 10% average conversion rate, which can significantly boost your revenue over time!
Personalize abandoned cart emails as much as possible.
For example: Send an abandoned cart email with the subject line ‘Did you miss this, [FIRST NAME],’ and then feature each person’s basket history in the email.
Include Calls-to-Action (CTAs) that inspire urgency – such as free shipping, a limited-time deal, or an exclusive discount – to encourage sales.
Partner with influencers and complementary brands
Why it works:
Influencer marketing is becoming one of the most powerful B2C lead-generation strategies.
63% of consumers are more likely to purchase a product if an influencer they trust recommends it.
Why? Because consumers trust recommendations from people they follow over content created by brands.
User-generated content works in the same way. If influencers – and your customers – demonstrate how your product works or create a review, you will build brand authority much more quickly.
Working with influencers and brand collaborations helps you access a pre-engaged audience of your ideal clients—without needing to go out and find them yourself.
How to implement it:
Find influencers who align with your brand’s values and contact them for a partnership.
Together, you can co-create a ScoreApp quiz to share with both audiences, with an exclusive incentive for quiz participants, such as a free trial or discount.
You can then use this data to personalize follow-up messages and send offers to your new leads.
Host webinars and live Q&A sessions
Why it works:
Webinars provide an environment for you to engage directly with potential customers. There’s a reason why they are such a popular B2C lead generation tactic!
The people who attend your webinars are automatically high-quality leads because they have made an effort to come along live to get to know your brand. Interacting with these leads, in this environment, is a surefire way to build authority and trust.
You can learn a huge amount about your prospective customers during a webinar. Product demonstrations and live Q&As can help you understand their challenges and the solutions they want on a deeper level.
This insight you gather during a webinar makes following up with personalized communications much easier – because you know how to meet each lead’s exact requirements.
Our client Brian used a waitlist to sell out his webinar in 27 minutes – and generated $7,200 of revenue directly from the attendees!
How to implement it:
You can create an all-in-one webinar funnel using ScoreApp.
Firstly, decide to host a webinar that speaks to the needs of your audience. ‘How to [solve X problem’ is a popular format.
Then use ScoreApp’s interactive quiz registration forms to collect lead details. The data you collect at registration can help to shape your webinar content!
Here are two B2C webinar registration templates you can use as inspiration:
Athlete Development Coaching Webinar Registration Template
Drone Photography Webinar Registration Template
Throughout your webinar, you can use ScoreApp to share quizzes and polls to collect real-time insights.
After your webinar, you can use these insights to send personalized follow-up offers that are relevant to the needs of every attendee.
Encourage referrals and word-of-mouth marketing
Why it works:
Customer acquisition costs have increased by 60% in the past five years.
In response, B2C businesses need to get creative about generating leads. One of the best channels to use is your existing customers!
Rewarding your existing customers for their loyalty through a valuable referral scheme can transform them into your greatest lead-generation machine.
Research shows that 92% of people trust recommendations from people they know, and almost 80% are more likely to buy a new product when they hear about it from friends or family.
For example: If you run a personal training business and one of your clients recommends a certain number of people to your services, you could offer them a free 1:1 training session in return.
Rewarding your existing customers can also increase your retention rate. Increasing customer retention by as little as 5% can increase your profits between 25% and 95%.
What B2C business doesn’t want that?!
How to implement it:
Create a referral program for your business, and provide incentives to your existing customers for recommending your products or services to people they know.
The rewards you offer will vary depending on your business, but could include:
- Exclusive discounts
- Free shipping
- Waitlist access to new products
- VIP events
If you aren’t sure which types of rewards your customers will respond best to, why not ask them with a ScoreApp survey?
Finally: your customers won’t utilize your referral scheme if they don’t know it exists!
Promote your scheme across all your communication channels, including:
- Email marketing
- Social media
- Post-purchase follow-ups
Use data and analytics to refine your approach
Why it works:
One of the biggest mistakes a B2C business can make when trying to generate leads is forgetting to track the performance of its sales funnel!
If you don’t analyze your funnel data, you will never truly understand how effective your lead generation strategies are.
When you understand which parts of your sales funnel are working best – and which areas need improvement – you can optimize every stage to increase lead quality and conversion rates.
How to implement it:
Use ScoreApp’s built-in analytics to track engagement with your assessment, profile quiz, waitlist, or survey.
Alongside quiz conversion rate, you can analyze participant details, and score leads down to the most granular data, including:
- Quiz scores
- Individual answers
- Time spent on each question
- Geolocation
And more!
You can also connect ScoreApp to your email marketing platform and CRM to get a big picture of the performance of your B2C sales funnel.
Set aside regular time to evaluate the effectiveness of your lead generation efforts. Key stats to track include:
- Number of leads generated per channel
- Cost per lead
- Lead quality
- Email open rate
- Ad performance
- Cart abandonment rates
- Referral rates
- Email click-through rates
Once you understand the data, you can refine your approach to lead generation across every stage of the B2C sales funnel.
Don’t forget to A/B test your lead magnets, emails, and landing page designs. This will help you understand the messaging and content your leads respond to best.
How ScoreApp simplifies lead generation for B2C brands
ScoreApp helps B2C businesses optimize their sales funnel to generate, segment, and convert leads faster through:
- Interactive lead magnets – Create beautifully branded quizzes, scorecards, and assessments in minutes using our AI quiz builder software so you can attract right-fit leads to your business and deliver valuable customer experiences on autopilot.
- Automated lead nurturing – ScoreApp can seamlessly integrate with your favorite email marketing tools to create detailed audience segments, personalized customer journeys, and tailored follow-up opportunities.
- Data-driven insights – Our robust analytics software helps you analyze your customer sales funnel from end to end so you can continuously refine and improve your marketing strategies.
- CRM integrations – Connect ScoreApp with your CRM of choice to build an all-in-one marketing funnel that tracks leads automatically and brings in sales on repeat.
Start generating high-quality B2C leads today with ScoreApp
Hopefully, by now, you’re buzzing with ideas for new ways to attract customers to your business!
A strong lead-generation strategy is essential for converting new customers and driving consistent revenue growth in your B2C sales funnel.
The key to successful B2C lead generation is using the right lead generation tactics throughout your funnel to attract relevant people to your business and convert them into your biggest fans.
Interactive quizzes, email nurturing, social media marketing, and high-value referral schemes all play a significant role.
With ScoreApp, you can implement them all to turn your B2C sales funnel into a high-converting lead generation machine!
We provide you with everything you need to create a consistently full B2C sales funnel, including:
- Dozens of ready-to-use quiz templates
- Video mini-course templates
- Interactive customer feedback opportunities
- Social media swipe files
- Promotional graphic templates
- Content prompts
- Email templates
- Blog post templates
- A full help center and learning center
And much more!
What are you waiting for?
Transform your B2C lead generation strategy when you try ScoreApp today for FREE!
