Businesses need leads. But, it’s not always about quantity when it comes to lead generation. Top marketers and salespersons know that it’s not the number of leads that is important in their lead generation strategy. It’s all about the quality. What is also important is if these leads are quality leads? And can you qualify them?
More leads do not mean bigger chances of converting them into clients. In essence, yes, it’s excellent to acquire leads every day, but if the sales team is wasting its time on the same cold calling and emailing techniques without any result, then quantity is a real waste of time.
In this blog post, we put together some ideas that can strengthen your lead generation process and will help your sales team to perform better.
1. Define your target audience first
Before you start with the formation of your lead generation strategy you need to know what your target audience looks like. And you also need to know what the end result for your target customers will be as an outcome from your lead generation.
If the audience does not engage with your outbound and inbound marketing process, then you need to make some changes in your lead generation process.
Having the right data for your target audience before you start with lead generation should be your major goal if you want to figure their needs and problems. You can segment this data into several target audiences and you can create a separate campaign for each of them.
2. Map out your lead generation process
Mapping out the entire lead generation process may seem like a difficult thing to do, especially before you start with lead generation.
But when you think about it, mapping out your lead generation is the same thing as a formation of a business plan. In your hands, you’ll have something that you can reference to in every step of your lead generation. Because the entire team needs to be self-aware and accountable during the process.
Just like in a business plan, a mapped out lead generation strategy should tell you exactly what will happen and should assume every pitfall that may occur during lead generation and what you can do about it.
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3. Make your call-to-action as clear as possible
Let’s point out to one thing: Nobody wants to solve riddles or be confused by your creativity in words when it comes to call-to-action. Your call to action needs to be clear and easy to find.
Do you want your website visitors do download your free e-book or to subscribe to your e-mail newsletter? Good, then make it clear to them that you want to. Say it, create a landing page and give them more information if necessary. Because the truth is, if someone is really interested, they will leave their email and phone number in your opt-in form. There’s no need to riddle the consumers further.
Asking clearly if your website visitor wants more of you is the best way to find out if he wants to be nurtured as a lead or not.
4. Continuously improve the relationship with your leads
There are leads that show their interest straight away, and there are some that are a tough nut to crack. Especially in the B2B segment. And we already talked about B2B lead generation mistakes on our blog, and what startups should do to avoid them.
Lead nurturing is all about building relationships with your leads. Your potential clients are not just your clients that will bring you money. With other words, they are your partners at the same time. They are part of your business and the growth of your business. That’s why you need to educate them continuously. Because nurtured leads are your best buyers. These are the people that are ready to enter your sales funnel. You need to align your marketing team for constant follow-up and quality content. Because that’s what helps you to segment your best leads.
5. Testing and measuring for better lead generation strategy
You can’t know if there’s something wrong with your lead generation strategy or not if you don’t measure it consistently. As a result, you have to know what tactic brings the best results, and what tactic brings the worst. You need to focus on your best tactic and improve your weak lead generation tactic.
Just like in every segment of your business, there is always room for improvement in your lead generation process too. By testing and measuring on a constant basis, you will be able to achieve that balance that will propel your lead gen strategy. And that will be the key for converting more leads as clients.
Having troubles finding your ideal client? Here’s our 6-step approach.
As a startup, you need to think long-term and acquire customers that will prove profitable over a lifetime. You need to position your business in the most profitable space on the market and create a huge demand for your product. Alone you’ll spend a huge amount of time on research, lead generation, digital marketing, testing and content creation to reach the right leads.
You got to ask yourself if you’re experienced enough to do it in your startup phase. If your answer is “No” then you should consider BizzBee experts to do it for you. Leave the work to professionals while you focus on your product. We can find you highly targeted company leads with contact information of the decision maker within the company. You only need to tell us who are your ideal clients and we will find them for you. You can then focus on engaging with them.
Danco is a serial entrepreneur, founder and CEO of BizzBee Solutions, proud father of a 2-year-old and a burger enthusiast. He is inspired by growth and goes above and beyond to make it possible – whether it comes to his 300+ clients or his people. Eager to learn more? Follow Danco on LinkedIn and Facebook.