Marketing leads are the life blood of any business. They provide new customers who can provide additional revenue stream for you in the future. Think of your sales strategy as a funnel. You have to continuously feed the top of the funnel with leads and curate those leads to ensure that you get new customers and sales at the bottom of the funnel. How you replenish the top of the funnel, and how you convert those leads into sales determines the success of your business. That’s why it is very important for any business-to-business company to pay attention to lead generation and conversion to be successful. Below we provide insights into how to achieve it.
- Deploy Multi-channel Approach – The name of the game to succeed in marketing, and sales growth is to generate large number of leads at the top of the funnel. You should deploy multi-channel strategy to do that. Both online and offline approaches work well to generate large number of leads. Some of the offline lead generation tactics include marketing events, presentations, etc. Online lead generation tactics can include email campaigns, social media, webinars, and so on using reference such as https://lagrowthmachine.com/email-lead-generation/
- Qualify Leads – The leads you receive from online and offline campaigns are of mixed quality. Many of them may not result in eventual sales. That’s why it is important to curate and qualify them before spending significant effort on them. You can qualify the leads by cross referencing them with your existing customer base and also performing preliminary research to ensure they align with your target customer profile. For example, if you are targeting companies in manufacturing industry you should not spend time pursuing leads in the retail industry.
- Follow up on Qualified Leads – Once you have identified high quality leads, it is important to have a well-defined strategy to pursue them and convert into customer wins. You can do so using multiple channels such as emails, phone calls, Twitter, etc. You can also launch targeted marketing campaigns to educate the prospects on your products. It is important to have regular follow ups with the leads to get the attention of the prospects. You will likely need 3-4 follow ups before getting their attention.
- Leverage Automation – Pursuing prospects gathered from the lead generation activity is time consuming. It is important that you leverage technology to automate using tools such as LaGrowthMachine as many tasks as possible to get more done with less effort. For example, you can automate email outreach with templates to send the emails to targeted prospects automatically at regular intervals. Automating your outreach efforts enables you to expedite the marketing process and generate results quickly.
Generating and converting marketing leads is one of the most important, yet time consuming activities. It is important to utilize these tips to get the most out of your efforts.
