We all know that more leads mean more sales. That is why it is so important to have an effective lead generation strategy. Youmust have an effective lead generation process in order to drive the growth of your business.
HubSpot defines lead generation as “the process of attracting prospects to your business and increasing their interest through nurturing, all with the end goal of converting them into a customer.”
Your lead generation strategy will be one that works best for your business. Strategies vary depending on your industry, audience and resources. You will need to trial different techniques and tailor your approach to lead generation. Embrace experimenting and learning, explore and test different strategies. In simple terms, find what works for you and your business.
Different techniques need to be applied to find the right techniques for your own business and lead generation strategy.
The best lead sources for business-to-business are usually SEO, email marketing and social media. But there are so many options for sourcing leads, including those in this article.
E-Forms
In order to have a lead, need to know some basic information. E-Forms are a great way to capture that information. You can have e-forms hosted on your website, through your email marketing provider or even some social media. They can capture information such as name, contact details, business etc. that will allow you to get in touch with the lead and see their potential.
The beauty of e-forms is that the client themselves can enter their details and you can build a relationship with them and potentially convert them through marketing automation.
Your forms should capture all the data you require and are long enough that disinterested leads do not complete the form, but make sure they are short enough to not turn off genuine leads.
Referrals
Referrals, or word-of-mouth, are great for lead generation, especially for service-based businesses. Referrals get your business in front of more people. Most referrals are given through requests for recommendations, so you know the lead is already warm and looking for your service. Customers are curious when they are referred to a business from someone they trust and at the very least, they will look into your business.
Automation
There is so much choice for automation and software, including lead generation software. You can capture, store and communicate with your leads. You can then use further automation in other channels to market to your leads, nurturing them into potential customers.
Your leads can be segmented, based on information they provide, to give them the best, most targeted marketing messages to increase your chances of conversion. You can also incorporate things like chatbots to increase engagement with leads without having to be available 24/7.
Incorporate some new techniques into your lead generation strategy and use trial and error to see what works for your business.
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