Lead generation is a key objective for marketers. But it is also a difficult and time-consuming task. Surprisingly, only 10% of marketers feel that their lead generation campaigns are effective.
Here are our top 10 tips on how to make the most of online channels to boost your lead generation and build a strong business pipeline.
1. Use the correct data so you can target the right person at the right time
Having the correct data is the key to your customer’s heart – the more you know about them the more you can personalise. It is crucial to know your customer and communicate with them in the right tone and at the right time, in order to ensure that they pay you attention.
2. Have the tools in place to track your leads
Ensure that you are able to track return on investment and allocate budgets by using measureable and traceable channels to entice your leads whether you’re using your website, social media or email or direct marketing to draw them in.
For example, Google Analytics will help you determine which pages are generating the most traffic to your website. Salesforce customer relationship management (CRM) software will help you keep tabs on the relationship you’re building with prospects. And HubSpot, marketing automation software, will track a prospect’s activity on your website and deliver marketing content tailored to their interests.
Here are our top 10 tips on how to make the most of online channels to boost your lead generation and build a strong business pipeline.
1. Use the correct data so you can target the right person at the right time
Having the correct data is the key to your customer’s heart – the more you know about them the more you can personalise. It is crucial to know your customer and communicate with them in the right tone and at the right time, in order to ensure that they pay you attention.
2. Have the tools in place to track your leads
Ensure that you are able to track return on investment and allocate budgets by using measureable and traceable channels to entice your leads whether you’re using your website, social media or email or direct marketing to draw them in.
For example, Google Analytics will help you determine which pages are generating the most traffic to your website. Salesforce customer relationship management (CRM) software will help you keep tabs on the relationship you’re building with prospects. And HubSpot, marketing automation software, will track a prospect’s activity on your website and deliver marketing content tailored to their interests.
3. Focus on quality over quantity
This sounds obvious but is often forgotten. It is always best to focus on quality rather than quantity, so that your sales force doesn’t waste time on unqualified leads. Do your research to ensure that you target businesses that have a high chance of being able to buy your product or service.
Does the company actually fit the profile of your ideal client, or are they just using you to get some free information? Are you actually speaking with the decision-maker at that business? If the answer to either of these questions is ‘no’ the lead isn’t worth your time.
4. Have a grading structure and criteria for prospects
You can stream your activity into short-term, mid-term and long-term to create a rolling pipeline. This will allow you to focus on a prospect at the right time.
You can also have a set of criteria to define what qualifies as a prospect and what must happen to move that prospect from one level to the next.
Don’t forget to nurture your leads, educating your potential customers with relevant information to move them further down the sales funnel.
5. Monitor your competition
Have your competitors launched a new product, service or website? You need to know. Find out what your competitors are doing, and use the information throughout your business to help you beat the competition.
Read Full Article Here: 10 Tips For A Successful Lead Generation Strategy
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