How Do I Generate Leads?

 In Sales, Sales Prospecting

How Can I Generate Sales Leads?

Modern marketers need to understand how lead generation has changed. You should also know how this multichannel strategy fits into your marketing toolbox in order to generate new business and create demand.

What is Lead Generation?

Traditional marketing methods like email blasts were sufficient to attract customers. However, it is becoming more difficult for companies reach potential customers and track them down. Companies can nurture potential customers until they are ready to buy through lead generation. Lead generation is the process of generating interest and stimulating a sale pipeline. Lead generation is useful for all types of businesses, regardless of their size and in both B2C as well as B2B markets. Sixty percent say that lead generation is a major problem for their company. It’s not as simple as targeting people who have downloaded your whitepaper. Therefore, it is important that sales reps do not waste time cold calling unqualified leads.

Although lead generation is a well-established process, methods have evolved beyond simply finding customers early in a sales cycle and then sending them to the sales team. Self-directed buyers are overwhelmed with information. It’s important to find creative ways to break through this clutter and reach potential customers. Marketers must not rely on mass advertising or email blasts to find customers. Instead, they should rely upon being found and developing relationships with buyers. Marketing is changing in 2021 and beyond.

Sales leads are vital

A sales lead is someone or a business who could buy your products or services. Once you have identified the prospect’s level of interest and suitability as a potential customer, a lead is considered a prospect. There are many ways to identify potential sales leads. These include advertising, marketing, cold calling and social media.

Your business can generate inbound leads using inbound marketing techniques. These lead generation strategies can help you generate sales leads.

How to generate leads for sales

sales lead prospecting#1 – Web/Data Scraping

Web scraping or data scraping is the use of software or code to extract information from the internet. This allows you to present it in a format that’s easily understood. Based on your criteria, the program searches the web for you and compiles the leads into a list you can use.

#2 – List Building

You need to use a targeted approach to generate more sales leads. It’s much better to send an email campaign to 10 people who are interested in your product than to 100 people who are only passing through. List building is the practice of finding prospects and gathering their information into a database.

#3 – Targeted Research

You need to be able to identify the right people to reach out to in order to make the most of your list-building efforts. Targeted research involves finding the right contact information to set up a meeting with the most important person in a company.

#4 – Referrals

Word of mouth is still a powerful and popular method for generating sales leads. Referrals are more effective than other lead generation methods and convert 30% more leads. They are also 4 times more likely that they will buy something if they are referred to them by a friend.

#5 – Search Engine Optimisation, (SEO).

People often think of lead generation as an active approach that involves making the first contact. While this is a crucial part of lead generation, it can sometimes be better to let the leads come to your door. People don’t like feeling marketed to. They prefer to do their research independently.

#6 – Content marketing

Content Marketing Institute defines Content Marketing as “a strategic marketing strategy focused on creating and publishing valuable, relevant and consistent content to attract or retain a clearly defined audience.” This is similar to SEO. Content marketing is more about making it easier to find leads, rather than creating them.

#7 – Social Media

First, establish a presence on major social media platforms to generate leads. Start sharing information that is relevant to your niche by creating an account. It is important to interact with industry thought leaders and other prominent people in your field. This will allow you to build a reputation and get your name out.

#8 – Live Chat

You can add a feature called Live chat to your website to allow customers to connect with a representative immediately. It can be used to answer questions, resolve complaints, and even help with completing a purchase. Chat is great for customer service and leads generation.

#9 -Map out your entire process.

Salespeople tend to be very spontaneous about how they prospect. Even though they may use multiple channels to reach prospects, most salespeople will prospect in an unplanned, haphazard manner. Instead, create a prospecting blueprint that maps out the entire process.

The prospecting blueprint allows you to plan exactly what you should do with each prospect, when you should do it, and at what times. Your prospecting process will be more efficient if you’re organised. This will allow you to generate more leads and make your outreach more systematic.

9 ways to generate sales leads online

1. Content marketing
2. Landing pages, website optimisation and SEO
3. Email marketing
4. Social Media
5. Webinars
6. Review platforms
7. Online PR (Public Relations)
8. PPC (pay-per-click) ads
9. Display ads

Planning, implementing and optimising your lead generation strategy

To develop a lead generation plan, the first step is to define what makes a good lead. This will allow sales and marketing to be on the same page. You can have your own lead-generation program in just five steps.

Step 1: Define your leads. Begin with the basics to determine what makes a lead for your company. There are many ways to define leads, and even more ways you can identify qualified leads. Next, you can use demographics, firmographics and BANT (budget. authority. need and time) to segment and profile your leads.

Step 2: Work with sales.  Align with sales. Sales and marketing must agree upon the definition of a lead. They must also agree on when that lead is directed to sales. This will allow for seamless transitions and prompt follow-up of qualified leads if done properly. This is possible when sales and marketing agree on two major categories of lead stages: sales qualified leads and marketing qualified leads.

Step 3: Create your road map. Include both inbound and external efforts.

Step 4: Nurture your leads and score them. Although it is easy to generate top of the funnel (TOFU), those leads don’t necessarily have the potential to convert, it’s much more difficult to get middle-of–funnel leads (MOFU). To make your lead generation efforts worthwhile, you can use nurturing and scoring methods.

Step 5: Measure, optimise. The more you test, you will learn more about lead generation. To optimise your lead generation strategy, learn how to use A/B Testing, Calls-to-Action (CTAs), imagery and copy choices as well as multivariate testing.

For more information or assistance with Lead Generation within your business contact our team for a training course or tailored training session to suit your needs.

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