In today’s internet era, it is hardly surprising that businesses need to reach out to, talk to, and hear from their customers online. There are different ways and means of doing this and lead generation is one of them. To improve sales, lead generation has become an inseparable part of business’s marketing strategies.
There are millions of searches taking place on the internet every minute. While businesses cannot go through all of them, there are ways in which they can tap on to potential customers by filtering this data. It is possible to explore and understand this with the help of lead generation.
For every business that is looking to tap on to the potential of lead generation, here are our top 10 tips on how to make the most of online channels to increase your lead generation and build a strong business pipeline:
- Start with Using Right Data
Use the right data so that you can reach the right people at the right time. The right data is the key to your customer’s heart
- Adopt Lead-Tracking Tools
Make sure you can track return on investment and allocate budgets by using measurable and traceable channels to attract your leads, whether you’re using your website, social media, or email or direct marketing. With Google Analytics, you can, for example, analyse website traffic and report on the behaviour of the target group. With Salesforce Customer Relationship Management (CRM) software, you can manage customer relationships and potential interactions. And HubSpot, an inbound marketing and distribution platform, offers all these tools in one. It focuses on tracking a prospect’s activities online, delivering marketing content tailored to their interests, and helping companies
- Aim for Quality
That sounds obvious but is often forgotten. It’s always best to focus on quality, not quantity, so your sales reps do not waste time on unqualified leads. Make sure your research is focused on companies that have high purchasing opportunities for your product or service.
- Design a Prospect’s Database
You can stream your activities in the short, medium, and long term to create a rolling pipeline. You can also set a number of criteria to define who qualifies as a prospect and what needs to be done to move that prospect from one level to the next.
Do not forget to maintain your leads and train your potential customers with relevant content to guide them down the funnel.
- Evaluate Competition
Have your competitors launched a new product, service or website? You must know. Track what your main competitors are doing and use the information to beat them.
- Study and Build Relationships
Highly targeted. Look out for potential customers who have changed circumstances, such as: A restructuring or a merger, and aim for it.
Make sure you have a list of the organizations you want to work with.
And do not be afraid to close out on a prospect if you do not believe the relationship will go anywhere.
- Well-Designed Commission Scheme
If you have a commission scheme, you need to structure it to reflect the skills and efforts required to secure new businesses and manage existing accounts.
- Stay Connected on Social Media
Social media is not only useful for increasing brand awareness and interacting with customers, but also for strengthening your sales pipeline:
Share content – Publishing content to drive traffic to your website is the most effective way to generate leads through social media. Publish links, share blog posts, and offer discounts so users click on your website
Build a loyal following – get to know your audience online and share information to demonstrate your expertise. Join LinkedIn groups that are relevant to your business. Once you have a relationship, you are more likely to trust a connection as a supplier
Join the conversation – not just focus your posts on your business, but interact with others and always be helpful. If a prospect is ready to buy, it is more likely to come to you
- Focus on Techniques
To generate leads from your website, you need traffic. There are a variety of techniques that allow you to get users to click on a website, but a few basics can make a big difference.
Use forms to collect your leads’ data. In particular, Smart Forms help you create your database
Make your call to action as effective as possible – just place it over the top and realize what people are supposed to do.
Create compelling landing pages to increase conversion opportunities when people reach your website
- Regular Email Campaigning
When used properly, e-mail can be an effective and cost-effective way to generate new business. Focus on a sign-up strategy to make sure you are GDPR compliant, and do not forget to include a unsubscribe link.
Send relevant, valuable offers – Offers must feel exclusive and contain useful information
Add a clear call to action – make sure the prospect knows what to do
Link to a landing page – where the prospect must provide his details
Follow the form with a ‘thank you’ page – make sure additional content is available, and do not forget to include the social media sharing buttons to encourage leads to share and generate more leads
Search engines like Google are increasingly making the jobs of marketers easy by offering various useful statistics that can enhance lead generation efforts. With the right objective in mind, marketers can easily achieve the end objective of higher sales with the help of lead generation. It is all about timing, action and keeping pace with latest marketing techniques.