Lead generation is the act of generating interest among your target audience for a particular product or service so that you can attract them into your sales pipeline.
Because lead generation helps feed the early stages of your sales process, a strong strategy is essential for successful sales. Despite this, many businesses fail to take their lead generation strategy seriously.
And instead of constantly attracting new opportunities to their sales funnel, they rely on a reactionary approach to drying up. As you can see, this strategy is inefficient, ineffective and can severely damage the profitability of your business.
In comparison, with a strong strategy that is working hard to attract a steady stream of fresh leads, often on an automated basis, your organization can succeed.
So if you plan to overhaul your lead generation, here are six key aspects you should consider to help make it successful:
1: Start with a plan
With a plan, you can focus your resources to ensure your lead generation strategy delivers the results you need. Your plan should identify two key aspects.
First of all, you should set goals. It is especially important to find out the leaders you need to attract in order to achieve your sales goals (your conversion statistics will help you calculate this).
Second, determine the most appropriate lead generation strategy to attract the number of your needs and convert them into your sales funnel.
2: Integration of inbound and outbound marketing
When determining your lead generation strategy, it is worth creating the right mix of inbound and outbound strategies.
Inbound marketing is still in vogue as it reacts to the new way people are making their purchasing decisions. We are in abundance in the information age and it has transformed the sales force teams of relationships with customers. This said it is a mistake to completely dismiss traditional outbound techniques such as cold-calling. You can still create quality by using this strategy; You just need a different approach. Apart from this, you also want to explore the benefits of social search and make sure that you have a strong strategy to get leads through social media.
3: Explain the relationship between marketing and sales
Draw clear boundaries between sales and marketing and clarify the roles of each department. Ideally, you want your sales to work with prospects who are well qualified, rather than wasting their time on people who are genuinely interested. Therefore establishing a process to ensure sales is well referenced only to hot leads. This way your conversion rates will be very high. This means that you need a robust process to qualify those leads so that you can distinguish simple inquiries from hot prospects.
4: Decide what you can manage
Without careful sales lead management, lead generation can become labor-intensive. Also, because a large number of fresh inquiries will never convert to anything, nurturing lead can be expensive. So it makes sense to automate the elements of your lead generation process to help you distinguish hot leads from potential time woes.
A good example is an automatic follow-up after potential customers download your lead magnet from your website. It is well worth it to create an autoresponder sequence to get in touch with these leads and further increase their interest in your company and your products/services.
Avoid the temptation of flooding the inbox with a steady stream of sales messages and instead use autoresponders as useful, relevant, and interesting content to pair with invitations to add value (or take the next step with your sales process – Whatever it maybe).
This way, your follow-up process becomes less laborious, you nurture relationships and get real leads from people who are just interested in free stuff.
5: Get the right resources, staff, and budget
The changing times and the emergence of content marketing as a powerful lead generator means that businesses need to rely on the investment and focus of their lead generation strategy.
The changing role of cold-calling means savvy businesses are reviewing their outbound strategy. In other words, we can say, the pressure of generating lead through content marketing consistently create top-notch content that is consumed and shared means that many businesses are recognizing the importance of thinking like a publisher. As a result, new skills may be required to get the best returns.
6: Explore a Lead management tool
Lead Management Software will feed prospects into your sales process enabling you to deploy strategy and technology to get closer to the paying customer from your sales playbook.
CRM Software makes it easy for you to manage your customer relationships and track prospects’ progress as they move through your sales pipeline. For example, you can track your sales opportunities, qualify those hot leads and give visibility to the performance of your sales pipeline. This smart, intuitive, easy-to-use software application is the right tool to support your lead generation strategy and ensures that leads and opportunities are rapidly followed, and nothing leaks.