Can you share an example of a time you successfully used advertising to generate leads? What was your strategy?

Question

Lead generation advertising is evolving rapidly in today's digital landscape. This article presents expert-backed strategies that have proven effective in capturing and converting high-quality leads. From tailoring ads to audience pain points to leveraging micro-creators for authentic content, these insights will help businesses optimize their lead generation efforts.

Evgeni Sandev · Answer

One example was a lead generation campaign I ran for a SaaS company selling HR software. Their goal was straightforward: to increase demo bookings.
We ran ads on LinkedIn and Meta, and honestly, the first step was just getting super clear on who we wanted to target: HR managers, ops leads, people who actually make the call. Once we had that, we tried a few different ad angles to see what resonated. Some focused on saving time, others on reducing churn. Nothing super flashy... just testing what clicked. One ad talked about saving time on admin work, another focused on helping retain employees, and one was more emotional - about taking better care of teams. That last one actually performed best, which was a bit of a surprise. One of the angles that worked surprisingly well was just speaking more honestly about the everyday pain points of running HR without the right tools.
One thing that really helped was keeping the journey consistent. That means, if someone clicked an ad about saving time, they didn't land on a generic homepage. We built a simple page that spoke directly to that topic and gave them a quick way to book a demo. Nothing fancy, just relevant and easy to act on.
We also added some retargeting, using things like case studies or short video clips, just to stay on their radar if they didn't convert right away.
Within a month or so, we saw a clear improvement. Demo requests went up by 47%, cost per lead dropped by 29%, and the sales team said the leads were much more qualified. They weren't just random clicks; they were people who already understood the problem and were genuinely interested in a solution.

Rudy Heywood · Answer

We launched short-form video ads featuring styling tips and quick try-on clips of bestsellers. Instead of pushing for a sale right away, the goal was to drive engagement—likes, comments, and video views. This allowed us to build a custom audience of people who had shown genuine interest in the brand without inflating costs.
We then retargeted that engaged audience with a lead ad offering an exclusive "first purchase" discount in exchange for their email. The lead form was pre-filled to reduce friction, and we added social proof (customer reviews) right in the ad copy.
Over six weeks, the campaign generated more than 1,400 qualified leads at an average CPL 35% lower than industry benchmarks. More importantly, the follow-up email nurture sequence converted 22% of those leads into first-time buyers, delivering a strong ROAS without burning through budget on cold audiences.

Eugene Mischenko · Answer

In my work with global retailers and as founder of the E-Commerce & Digital Marketing Association, I have consistently seen that effective lead generation through advertising depends on precision targeting, creative relevance, and rigorous measurement. One particularly instructive example comes from my consulting engagement with a B2B e-commerce supplier facing stagnant growth in new business accounts.
The initial challenge was that their advertising campaigns were generating clicks but not enough qualified leads for their sales team. My first step was a deep audit of their existing digital spend and conversion funnels. We discovered that while ad impressions were broad, the messaging was generic and the landing experience did not segment or qualify the audience.
My strategy focused on aligning advertising with a tightly defined target profile and integrating lead qualification directly into the digital journey. Working closely with their marketing and sales leaders, we rebuilt the campaign architecture on two key platforms: LinkedIn for targeted outreach to decision-makers, and Google Ads for high-intent searches specific to their industry. Instead of standard lead forms, we designed interactive landing pages that presented industry-relevant use cases and required prospects to select their key pain points before submitting contact information. This not only improved lead quality but also gave the sales team actionable insight for follow-up.
We invested in A/B testing for both creative and copy, ensuring that every ad variation spoke directly to the unique challenges of the decision-maker segments we targeted. Data from our analytics suite was reviewed weekly to refine budget allocation and messaging. As a result, the company saw a threefold increase in qualified leads within the first quarter, and the sales cycle shortened because prospects entered with clearer intent and context.
This experience reinforced for me that advertising must be more than a traffic generator. When executed with strategic alignment between targeting, creative, and conversion, advertising becomes a powerful lead engine that delivers real business value. This is the kind of rigorous, outcome-focused approach I advocate for in my work with both ECDMA members and private clients.

Erwin Gutenkunst · Answer

Hello,
One of our most successful campaigns came from rejecting the usual "broad appeal" strategy. Instead of targeting everyone interested in stone, we focused on a niche of architects and designers searching for rare reclaimed limestone. We ran highly visual ads showcasing authentic weathered textures and paired them with stories of the material's European heritage. The ad didn't promise discounts or mass availability; it emphasized scarcity and history.
The result: architects reached out not just for product inquiries but for collaborative design opportunities. That single campaign generated over 40 qualified leads in three weeks, many converting into long-term relationships. In my experience, narrowing the audience and telling a sharper story is far more powerful than trying to be everywhere at once.
Best regards,Erwin GutenkustCEO, Neolithic Materialshttps://neolithicmaterials.com/

Maksym Zakharko · Answer

One of our most successful lead generation campaigns involved a content atomization strategy for a SaaS client. We transformed their comprehensive white papers and case studies into platform-specific micro-content like carousel posts, video snippets, and statistical graphics that resonated with different audience segments. We then deployed targeted sponsored ads across multiple channels to promote this content to specific decision-makers within their target industries. The campaign was highly effective because it delivered the right message format to the right audience at the right time rather than using a one-size-fits-all approach. This strategic combination of content transformation and targeted advertising helped the client achieve a 5.2x return on their marketing investment and grow their email subscriber base by 22% within just 90 days.

Levi Larson · Answer

I once created a highly targeted Facebook ad campaign focusing on distressed homeowners in specific Alabama and Florida ZIP codes, using images of actual homes we'd purchased and transformed. The ads led to a simple landing page where people could request a no-obligation cash offer within 24 hours. What made this work so well was our hyper-local approach--we included neighborhood-specific testimonials from recent sellers and emphasized our family-owned status, which built immediate trust with homeowners who were tired of seeing generic "We Buy Houses" ads. This strategy consistently delivers quality leads because people connect with our authentic, local presence rather than feeling like they're dealing with an impersonal investment company.

Mimi Nguyen · Answer

One of my best advertising wins was actually incredibly easy for me. When we first launched Cafely, I ran a Facebook and Instagram campaign uniquely targeted at two different groups that I personally knew: Vietnamese expats in the U.S. who craved strong coffee from home and health-oriented individuals wanting clean energy without the jitters.
Rather than using generic ads, I filmed myself brewing Vietnamese coffee in the way I produced it throughout my upbringing, with an explanation of why we started Cafely. These weren't fancy ads, but they were real - that's what connected. Then we retargeted people who clicked but didn't buy, and within three weeks, our cost to acquire a customer dropped nearly 40%.
The best part? A lot of those first customers are still with us today. For me, that proved ads work when they tell your story, not just when they sell your product.

Jack Ma · Answer

For me, advertising has always been less about blasting a message and more about connecting the right story with the right audience. One example that stands out was a family home I listed in Southern California. Instead of just running a generic ad that highlighted square footage and price, I created a campaign around the lifestyle, focusing on the neighborhood's top-rated schools, nearby parks, and family-friendly amenities. We ran highly targeted ads on Facebook and Instagram aimed specifically at families within commuting distance who had recently searched for homes.
The key, in my opinion, was tailoring the content so buyers could actually picture themselves living there, rather than just scrolling past another "for sale" post. Within the first week, we generated multiple showings, and the home ended up with several offers above asking price.
What I've learned is that advertising works best when it's not just about selling the property but about highlighting the story of what life in that home could look like. At Jack Ma Real Estate Group, we consistently see better results when ads speak to lifestyle and community, not just features and numbers. Buyers today want more than a house; they want a vision they can connect with.

Nikita Sherbina · Answer

I ran a campaign targeting mid-sized retail chains that were exploring digital signage solutions. I crafted highly specific ads highlighting how our software could streamline in-store promotions and boost customer engagement. I split-tested messaging across LinkedIn and Google Display, emphasizing measurable ROI and real-world use cases. Within three weeks, we generated over 120 qualified leads, with about 40% scheduling demo calls. The key was combining data-driven targeting with content that directly addressed the pain points I knew these businesses faced. I also retargeted visitors who engaged with our case studies, which increased conversions significantly. This experience reinforced that precise audience segmentation and value-focused messaging are far more effective than broad campaigns.

Alex Cornici · Answer

I remember during my early days of running an online store, I decided to experiment with Facebook ads. I was a bit skeptical at first, thinking it would be just another expense with uncertain returns. However, I targeted my ads very specifically to people who had visited my website but hadn't made a purchase. The strategy was to retarget them with the items they had looked at on my site, and it actually turned into gold!
What really worked for me was adding a special offer to the ads. For example, 10% off if they completed a purchase within the next 24 hours. This sense of urgency combined with a personalized reminder really pushed them to act. Honestly, it was a game-changer. My conversion rates shot up, and the initial investment paid itself off many times over. So if you're venturing into advertising, really think about whom you're targeting and how you can make your offer too tempting to ignore. It's really about hitting the right chord at the right time.

Jeremy Schooler · Answer

One of my most effective lead generation strategies was running local sponsorship ads at community events—think high school football games and charity 5Ks—where our signage and small sponsored giveaways got neighbors talking. By following up those live impressions with targeted social media ads featuring testimonials from actual clients in the area, we kept the conversation going and built trust, which translated directly into new listings and buyers calling who felt like they already knew us.

Ajinkya Thete · Answer

I'll be honest - my first Facebook campaign was a disaster. I burned through about two thousand dollars targeting everyone indiscriminately. However, here's what actually worked: I started running video ads showing the product solving a real problem. It wasn't fancy production, just a genuine demonstration.
The game changer? I targeted competitors' audiences and people who'd abandoned their carts in the last 180 days. It sounds obvious now, but it made a significant difference. Leads started coming in when I offered a legitimately useful guide instead of pushing discounts. I provided actually helpful content related to what I was selling.
The cost per lead dropped from exorbitantly expensive to around twelve dollars. The real lesson, though, is that most people overthink targeting. Find people who are already buying similar products and give them a reason to trust you first. Sales will come later.

Brandy Morton · Answer

One of my most successful campaigns was in the B2B SaaS space, where we needed to improve lead quality while reducing wasted spend. Initially, much of the budget went into generic paid ads that weren't tied closely enough to buyer needs. I pivoted the approach by auditing existing assets, repurposing the strongest ones, and creating a smaller set of high-value pieces mapped directly to the buyer journey. Then we layered in multi-channel programs, with trade media becoming a particularly powerful channel once we aligned messaging to industry-specific pain points.
The results spoke for themselves: a significant lift in qualified leads, a sharp drop in cost per lead, and far more efficient traffic flowing into the pipeline. The key was shifting from volume to value—using the right content, amplified in the right places, to reach the right buyers.

Nick Elo · Answer

One approach I found effective was advertising on Las Vegas parent-focused Facebook groups during school registration season. I shared how we bought a family's home in Green Valley Ranch in just 7 days so they could relocate for better schools. The ad included my personal cell number to discuss neighborhood-specific timelines, which resonated with stressed parents needing certainty. Over 30 qualified calls came in directly to me that month, proving that solving real local pain points builds immediate trust.

Casey Ryan · Answer

When I launched my own company, I used direct mail advertising targeting homeowners in specific ZIP codes I knew had a higher likelihood of motivated sellers--like those showing signs of distress or with lots of absentee owners. One simple postcard that read, "Thinking of selling your Vegas house? Get a cash offer in 24 hours," drove dozens of calls each week. This focused, personal touch, combined with consistently tracking which mailers pulled the best response, let me quickly scale up qualified leads and close deals faster.

Yarden Morgan · Answer

At Lusha, I implemented a LinkedIn campaign that leveraged our team members' authentic stories about using our product alongside concrete data insights. Our strategy focused on combining the human element of employee testimonials with measurable success metrics that resonated with our target audience. This approach proved highly effective, resulting in a 40% increase in qualified leads compared to our previous campaigns. The success of this initiative reinforced my belief that advertising works best when it balances personal storytelling with data-driven credibility.

Casey Stanton · Answer

One of the most important things to remember about lead generation today is to leverage machine learning. You want to ensure that every time a lead comes in, you're able to qualify it and then feed that quality data back to the platform that generated the lead. This way, you can instruct the platform to send you more of the good leads and fewer of the bad ones.
I recently implemented this strategy with a Facebook ad campaign. The offer itself wasn't crucial; it was simply a downloadable PDF. The form requested a name, email address, and then two qualifying questions. The first was: "Are you a business owner?" The second: "What was your EBITDA over the last 12 months?" Based on those answers, I could immediately determine if the person was qualified.
Running that campaign on Facebook and Instagram with an instant form provided us with the most cost-effective leads. We then supplied weekly batch feedback to Meta on lead quality, which helped optimize results.
There are numerous places to advertise online, but if I could only choose one, it would be Meta. The platform has its peculiarities, but it delivers results.

Jasper Cool · Answer

When I shifted my lead generation strategy to SMS marketing, I focused on sending carefully crafted text messages to homeowners who had recently shown some kind of distress or motivation, such as a new foreclosure filing. With a concise, respectful approach—"Hey, Jasper here, curious if you'd consider a quick cash offer on your property?"—I saw response rates climb, and these direct, personal conversations regularly led to solid deals. This approach was a game-changer for my remote team because it allowed us to build rapport at scale while still feeling one-on-one.

Vincent Carrié · Answer

Our client, who operates a SaaS tool for HR teams, needed help generating demo bookings. The company abandoned standard LinkedIn advertising to create a campaign that presented ads through dating profile formats for mid-level HR managers. "Looking for a better relationship with your onboarding process?" The playful approach avoided being goofy while creating a unique distinction from their competitors.
CTR tripled overnight. But the real win? The number of demo sign-ups increased by 60% during the two-week period. B2B professionals show interest in a touch of personality in their marketing approaches. The strategy focused on differentiation rather than budget expansion because it aimed to stand out from the crowd of similar businesses.

Taylor Humphries · Answer

At Ranked, we generated high-quality leads by running ads that featured real content from micro-creators instead of polished brand ads. These were short, authentic videos where creators spoke directly to their own communities about a product.
The strategy worked because it felt genuine. Viewers trusted the creator's voice, clicked through, and converted at a higher rate. By tracking results community by community, we saw both more leads and stronger customer fit compared to traditional advertising.

Boban Ilik · Answer

When it comes to generating leads through advertising, I've found that client outreach campaigns can be particularly effective. We focused on creating personalized messages that addressed specific pain points for each target segment, which helped us stand out in a crowded marketplace. Our strategy involved combining these outreach efforts with strong SEO practices, particularly link building that increased our visibility in relevant searches. The technical SEO optimizations we implemented ensured that once potential clients found us, they had a smooth experience that encouraged them to take the next step. This integrated approach not only brought in more leads but also improved the quality of those leads since they were already searching for solutions we provide.

Keisha Alemao · Answer

In a campaign I was involved in, it wasn't just about generating traffic. It was about generating leads that converted. I began by analyzing where our target audience spent their time and what influenced their decisions. That narrowed down which platform would provide us with the highest returns.
Rather than distributing the budget over many channels, I picked one channel that best matched audience behavior. From there, I built a targeting strategy through demographics and took into account the platform's ticket size to get results.
This tactic allowed us to reach the right individuals while ensuring our investment was worth the quality of leads we were seeking. Ultimately, we produced solid, quality leads that converted well and gave us a good ROI while avoiding wasted spend.

Tim Choate · Answer

Our most successful lead generation campaign utilized social media marketing for a spring break family vacation promotion. We created targeted visual content across multiple platforms, including Instagram, Facebook, Pinterest, and TikTok, ensuring consistent messaging while adapting to each platform's unique format requirements. This comprehensive approach allowed us to reach different audience segments simultaneously, resulting in a 27% increase in direct bookings within just three days of the campaign launch.

Sergio Oliveira · Answer

One campaign that stands out is using LinkedIn Conversation Ads to produce qualified B2B leads for a SaaS client that targets mid-market HR professionals. Rather than promoting a gated asset or a generic message about a product, we created a decision-tree style ad that emulated a natural chat starting with a simple question: "Are you currently evaluating HR tech tools?" Depending on their answer, recipients were led to one of three customized resources: a case study, a calendar for a live demo, or a product comparison checklist.
Our game plan was to create as little friction as possible and connect with the buyer's level of intent in real-time. We additionally segmented the audience by job title and company size and added retargeting for people who had previously visited our client's pricing page. Our creative focused on outcomes, not features, and each variation included a human-sounding sender from their sales team to encourage open rates and response rates.
The campaign produced a 54% open rate & 27% CTR, but most importantly, the open and click conversion rates resulted in a 3.5x higher meeting conversion than our last lead gen forms. The difference was in how we made the ad feel less transactional and more like a relevant, timely conversation. It moved leads down the funnel by matching the messaging to the time in their buying stage, not just meeting demographic factors.

Spencergarret Fernandez · Answer

Good Day,
I ran a social media ad campaign that offered a free downloadable guide to attract potential customers. We targeted a very specific audience, which made the ads highly relevant and directly addressed their needs. The campaign produced a steady stream of quality leads, and the free resource we provided helped to build trust right from the start. This, in turn, made it easy to convert those leads into long-term customers.
If you decide to use this quote, I'd love to stay connected! Feel free to reach me at spencergarret_fernandez@seoechelon.com

Lead Generation Advertising: 25 Strategies that Work

Lead Generation Advertising: 25 Strategies that Work

Tailor Ads to Target Audience Pain Points

Engage Viewers with Short-Form Video Content

Align Advertising with Strategic Business Goals

Showcase Authenticity in Niche Market Advertising

Transform Complex Content into Digestible Formats

Build Trust Through Hyper-Local Ad Campaigns

Connect Through Authentic Storytelling in Ads

Create Vision-Focused Real Estate Advertising

Combine Precise Targeting with Value-Driven Messaging

Retarget Website Visitors with Personalized Offers

Leverage Community Events for Local Advertising

Target Competitors' Audiences with Problem-Solving Content

Shift from Volume to Value in B2B

Solve Real Local Pain Points

Use Direct Mail for Targeted Outreach

Balance Personal Stories with Data-Driven Credibility

Optimize Lead Quality with Machine Learning

Build Rapport at Scale with SMS

Stand Out with Playful B2B Advertising

Harness Micro-Creators for Authentic Ad Content

Integrate Personalized Outreach with SEO Practices

Focus Budget on High-Return Platforms

Create Multi-Platform Visual Content Campaigns

Use Conversation Ads for Personalized Engagement

Offer Free Resources to Build Trust