5 proven small business marketing strategies to generate more leads

Getting new leads through local business marketing is hard! You're already wearing multiple hats, and marketing usually falls to the owner. While you don't have the budget that large companies do for Google Ads or small business advertising, here's the good news - you don't need a massive budget or a marketing team to implement effective lead generation tips. Let me share some local marketing tactics that are working right now for businesses like yours.

1. Combine old school with new school (It really works)

Here's a success story that might surprise you: A roofing company in Iowa tried something interesting - they sent out 7,000 postcards to homeowners in storm-affected areas, but they didn't stop there. They also ran targeted Facebook ads to the same neighborhoods. The result? They landed 10 new roofing jobs worth $174,000 in revenue. That's a 3,297% return on their marketing spend.

Why this works: People might see your Facebook ad but scroll past. They might toss your postcard. But when they see your business in multiple places? That's when they start paying attention.

Quick way to try this:

• Pick a specific neighborhood or area
• Send out postcards with a clear offer (like a free inspection or consultation)
• Run Facebook ads targeting the same ZIP codes
• Make sure your message is the same everywhere
• Include a way to track where leads come from (unique phone numbers or offer codes)

2. Make Google Ads for small business work (without breaking the bank)

Here's a fact: 58% of small businesses are investing in search ads because they work. But you need to be smart about it. A small construction firm found success by focusing just on specific keywords like "home renovation [city name]" and "kitchen remodel near me" instead of trying to show up for everything.

Quick way to try this:

• Set up your Google Business Profile (it's free!)
• Ask happy customers to leave Google reviews
• Start with a small Google Ads budget ($300-500) targeting very specific local searches
• Create a simple landing page for each main service you offer

3. Best marketing strategies for small business: Turn your expertise into leads

A small manufacturing company tried something clever - they wrote detailed guides about their industry and offered them as free downloads on their website. They shared these on LinkedIn and through email. It worked because they weren't just selling; they were helping people solve problems.

Quick way to try this:

• Write down the top 3 questions customers always ask you
• Create short how-to guides or checklists about these topics
• Share them on your website in exchange for an email address
• Post parts of the content on LinkedIn (if you're B2B) or Facebook

4. Email marketing for small business (Because it still works better than you think)

Email marketing returns $36 for every $1 spent. That's not a typo. A family-run dental practice used email reminders and seasonal promotions to grow from $700k to $3.2 million in revenue. While you might not see those exact numbers, even small email campaigns can bring big results.

Quick way to try this:

• Start collecting emails (in person and on your website)
• Send a monthly update with useful info, not just sales pitches
• Use free tools like Mailchimp to automate your emails
• Always include a clear next step (book a consultation, request a quote, etc.)

5. Small business lead generation through customer advocacy

Word of mouth is still king, but you need to encourage it. A pool renovation company in Utah asked satisfied customers for before-and-after photos, then used these in their marketing. They brought in $250,000 in new projects from a campaign that cost just a few thousand dollars.

Quick way to try this:

• Take photos of your best work (before and after if possible)
• Ask happy customers for testimonials
• Share these stories on your website and social media
• Consider offering referral rewards to customers who send new business your way

The bottom line

You don't need to do all of these at once. Pick one strategy that feels most doable for your business and start there. The key is to try something, measure the results, and adjust as needed. Remember that local business owner who started with just postcards and Facebook ads? They didn't know it would work until they tried it.

Pro tip: Whatever strategy you choose, track where your leads come from. A simple spreadsheet works fine - just note how each new customer found you. This will tell you what's working and what's worth your time and money.

Need more help? Consider joining your local business association, chamber of commerc or groups with other business owners. Other business owners are often happy to share what's working for them. Sometimes the best advice comes from people who've been right where you are.