A lead could be anyone who shows interest in a company’s product or service in some way, shape, or form. After they communicate with a business organization, they usually hear from them when they submit personal information for an offer or subscription. As the world evolves, new business development models come to the fore for generating significant flows of qualified leads for companies and clients. The adoption of the latest online lead generation techniques has been relatively slow in the industry. It is still a misconception that referrals and networking are the only ways to generate traffic and convert them into leads.
When you turn a site visitor into a lead, and it becomes a customer, you’ve done your job. However, you also need to follow up on that accomplishment. An engine that runs on successful lead generation is the primary reason behind keeping the funnel full of sales prospects. A successful lead generation process involves many moving parts, and it can become easy to lose sight of the tactics available for use. Traditional lead generation techniques can get a new makeover with the new model that runs on the concept of demonstrating expertise and building trusting relationships.
When a visitor starts a relationship with your business by showing an organic interest, the transition feels quite natural from stranger to customer. The importance of lead generation appears when the second stage of inbound marketing starts. When the audience has already been attracted, and you’re ready to convert those visitors into leads. So, when someone visits your site and clicks on a Call-to-Action (CTA) button, it takes them to a landing page. That page pushes out a fill-in form for the offer, which they can submit, making them a lead.
Once all of these components are put together, a business can apply different marketing techniques and channels. These channels can enable your business to drive traffic to your landing page and start generating leads.
Marketing Qualified Lead is a type of leads are the contacts who decided to engage with your business initially but aren’t ready to receive a call. Sales qualified points are contacts who’ve taken actions that expressly indicate their interest in becoming a paying customer. Product qualified leads are contacts who’ve used your product and taken actions that interest them in becoming a paying customer. Service qualified leads are contacts or customers who’ve indicated to your service team that they’re interested in becoming a paying customer.
This is where you spend your more focused time and effort. If you’re bringing the right people into the funnel, costs will be lower at this stage. You have fewer leads you’re nurturing than you did at the top. People who get to this part of the funnel are very likely to convert. It’s worth your time to personalize and nurture them into not only new customers but repeat customers and advocates for your brand. Here are some of these techniques to transform lead generation:
Most websites have a section on their page where visitors can contact them. Though it is understandable that businesses ultimately want visitors to talk to sales representatives, everyone who visits the site isn’t ready to talk yet. Buyers usually do their research before even engaging with anyone, and each prospect is at a different stage of exploration. Some may need more education than others. That’s why it’s essential to develop various offers at different buying cycles. You don’t need to pick and choose them, depending on the products or services they seek. Instead, you can create offers for each phase, and include a primary and secondary CTA to these offers on various pages throughout your site.
Many prospects also visit the site to learn and know how to solve the challenges they face. If a candidate even remotely knows how to search, the first thing they do is Google their question, problem, or issue. Search Engine Optimization (SEO) gives you the tools to match qualified clients with your online content. And if everything goes well, you end up on their shortlist when they are looking to purchase services.
Another surefire way to be visible for your potential clients is to buy and use advertising onto search engine results pages for relevant keywords. It can give you greater control over the keywords with which you want to associate your brand. It is called Pay Per Click, which enables you only to pay when someone clicks on your link. Often, such leads are of higher quality because the potential client is often searching for a specific solution. Additionally, it is entirely trackable and typically less expensive than traditional print advertising. That’s an attractive combination.
Today many websites are mostly concerned about providing jargon-filled, firm-centric professional services, which makes them wholly passive and unhelpful. If visitors do not understand what you do or what problems you can solve for them, they will go elsewhere. A lead generating website is designed to make it easy for clients to understand your value proposition. It eventually helps them download valuable information and request a proposal, which can have a dramatic impact on online lead generation.
You can also use social media channels for generating leads regardless of the platform you choose. While the style of interaction may vary significantly from Twitter to LinkedIn to Facebook, it is still about making the right connections with the right people. Online networking can produce the reputation and referrals associated with traditional business networking. The results you will get would be in proportion to the level of your investment of time and attention. Similarly, organizing online events can be a great source of lead generation as these can be offered free of charge. These need educational content instead of just a sales pitch. The key is to select topics that are of great interest and value to your target audience. Over time, attendees can build trust in your firm and be likely to consider you when they have a relevant need.
As a marketer, your time and resources are valuable as your most efforts go into achieving your aim of generating the most qualified leads for your client in a cost- and time-effective way. Utilizing offers, calls-to-action, landing pages, and forms across several channels allow targeting audiences and drive better leads to your site. Continual improvements and adjustments to your marketing strategy can benefit you in the long term. 9series is a leading SEO service providing company that has a team of experts which continuously works towards delivering results regarding the targeted traffic and channeling qualified visitors immediately towards your marketing funnel. Using various ad platforms, you can zero in your targeted customers through the specific criteria and develop better leads over time.