What is a lead? Why is it so important for a company to keep chasing them? Companies across the globe have asked these questions over and over within their business existence from time and again. Lead Generation, in general, accounts for people who show an interest in some services or products. But for a salesperson, a lead is an eager contact who is willing to buy at the very moment.
There are three types of leads in marketing; mainly -
1.
Contact - Dissolving the common denominator,
contacts mimicking the same behavior as the existing customer are
contacts.
2.
Marketing
Qualified Lead: Indulgence
of people into various marketing schemes make them vulnerable and wanting for
more. Leads warmed up for a sales pitch are coined MQL.
3.
Sales
Qualified Lead: Utilizing
the marketing spectrum, leads qualified by the sales team as opportunities are
SQLs.
Lead Generation: Process Initiation
Marketing campaigns fulfill the role of providing leads by
communicating with existing businesses and potential clients. For generating
new leads, here are some points used by profitable businesses:
1.
Size
and Turnover - Bigger the
company, the Bigger the employee capacity of the business. The size and
turnover of a business determine the lead quality.
2.
Segregation: Differentiating clients based on the
industry clarity to the sales team during the lead generation process.
3.
Location: Accessibility matters! Businesses within a
few kilometers from the sales department enhance the probability of becoming a
new lead.
4.
Market
Scope: For businesses to be
profitable, new profitable leads should have a current and future
relevance.
To distinguish
between leads and bust in B2B or B2C
markets, BANT (Budget Authority Need Timescale) technique is used.
Shape your lead generation model: Tools
Countless models
have been discovered by experts, but for today’s digital world following
techniques are initiated:
1.
Inbound
Marketing - To put it into
simple words, inbound marketing pushes incentives for products having inherent
qualities.
2.
Outbound
Marketing - On the other
hand, outbound marketing persuades an unsuspecting audience.
3.
Content
Marketing - This type of
marketing sets quality content as a source of information about a product or a
service. With the help of SEO practices, content reaches a larger
audience.
Conclusion: Nurture and Grow
Although quite a
few lead generation services were launched in the past few years, the
conversion rate amongst businesses has been low. Not being able to target
organically, nurturing leads through email should be prioritized in a marketing
campaign rather than blasting people with unrelated information.
0 comments:
Post a Comment