Lead Generation Marketing
The hardest thing for any businesses is to generate qualified leads especially when you have undefined goals and objectives surrounding this topic or subject within your company culture. However if this was defined with clear objectives and focus then you would see that a lead generation strategy can be like fishing, casting your line into the pond of businesses or consumers trying to get a bite or being in a professional fight like in the UFC the more punches you throw the more likely you will get a knockout.
So in order for your business to be successful with lead generation you need to have a clear defined strategy or approach to acquire these through your marketing efforts. This will include what you want to do, how you plan to do it, and the ways you will measure the results. Here are a few of the techniques that we use to help our clients achieve these results.
Define your ideal customer.
“ The lead generation process starts by finding out where your target market ‘lives’ on the web.” – Wayne Davis
Make sure that both your sales and marketing department both agree upon on what makes up an ideal customer.
Consider your follow-up tactics.
“ Rather than sitting at a trade show table for hours on end, or siting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using technology of the Internet.” – Laura Lake
The utilization of auto responders, phone calls, and emails will help secure a large amount of your prospects that was generated through lead generation.
Determine how you will build your list.
“ Lead generation excels when a campaign is looking to capture a piece of factual intelligence that never be modeled or predicted through profiling and sophisticated propensity algorithms.” – Chris Cunningham
List building for a business is a cash machine if used correctly. Consumers don’t sign up for your newsletter or your RSS feed unless they saw value within your content or your service.
Create offers or incentives with escalating value.
“The offer determines to a large extent whether you can maintain a dialogue with a prospect rather than a series of episodes. The offer communicates your intention.” – Phil Fernandez
This methodology creates urgency for your potential clients. If used properly you will be able move someone to act when they may not been in the market, they may be on the fence, or help seal the deal.
Plan your content strategy.
“ Website lead generation campaigns run through the content management system.” – Mediadroit Blog
Try to repurpose as much content as possible with the suggestions from your readers or clients. This will help you save time and provide good enriching content to potential readers, clients with minimum efforts. Make sure you also identify when you must provide new content to obtain additional links, leads, traffic, and revenue.
How Much Does Lead Generation Cost?
The cost can vary depending on which technique that you may or may not use. But you must remember that lead generation only truly cost if nothing is generated from your efforts. If anything was generated than it was an investment, depending on Return of Investment you may or may not want to pursue that avenue again. Unfortunately with there being countless options on generating leads sometimes you must be conservative until your new method has been tested.