Various businesses are struggling right now especially when it comes to sales. Many of these struggles are due to the poor economy.
A common misconception about sales is that it is not just about cold calling as many people or businesses engage themselves in until they get a client.
In reality, finding the right target groups to sell to is just as important to sales.
In order to effectively make sales, you need to have qualified leads. Lead generation is the act of establishing interest in products or services among a target market.
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If you want your message to be heard through more than one channel, it’s important to establish a strategy that creates some demand, which is what lead generation strives to do.
It’s all about brand awareness, pulling down leads and making sales.
Lead Generation is not a new form of gaining new business, but it now has a new approach.
Rather than sitting at a trade show table for hours, or setting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using the technology of the Internet.
[bctt tweet=”Lead Generation is not a new form of gaining new business, but it now has a new approach. Rather than sitting at a trade show table for hours, or setting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using the technology of the Internet.” username=”@DMSInstitute”]
One of the important keys to a successful business is Lead Generation.
A lead is a person or company that has shown some interest in the services or products that your company provides. It can also be a company or person who fits a target group for what you are providing.
Without leads, a sales team cannot be successful. Therefore, generating good leads is just as important as refining your pitch or closing well.
By now you might be asking: “How do I generate the right leads?”
Years ago, leads were developed by meeting people, cold calling, and purchased lists.
As seasoned salespeople, purely cold calling and meeting people were an inconsistent process.
You could generate leads, but the volume of effective leads would not be substantial.
Thanks to digital marketing, this is no longer the case. In the last 10-15 years, digital marketing has made it incredibly easy to target and acquire ideal leads.
Social media and search engines have greatly simplified the process of generating leads.
It takes a matter of seconds to find a multitude of companies and people who fit the criteria for a potential sale. It may take some extra research to find your new lead’s contact information, and then some more time to communicate with them, but it will still be a thousand times faster than cold calling.
It’s now possible to generate an extremely high volume of leads in a short period of time.
The more leads you get, the more pitches your sales team or marketing team will ultimately close.
For many companies, it will make sense to dedicate full-time employees exclusively to working on lead generation.
The lead generation techniques of yesterday look quite different to modern version tactics of generating leads
Lead generation involves building trust in your prospects. It doesn’t have to include sitting at a booth in a trade show for hours and hours.
Instead, partnering with a professional agency like Digital Marketing Skill Institute to use digital marketing tactics in generating leads is the way to go.
Lead Generation can be a very valuable marketing tool for any business
So what happens if the lead generation you have been generating suddenly goes cold, here are a few tips to think about:
- Is your message clear, compelling and current with the times?
- Did you change your target audience, but not your message?
- Are you aware of what your competition is doing?
- How’s the contact list you are using? Do you know the rate of email returns and percentage of bad emails?
- Are you using a Prospect Relationship Management or a Customer Relationship Management System? There is a difference between both of them, and each has a job to do.
- What is your mantra? Get one, and know it! Make sure your salespeople know it!
- Do you know what the clients want and what their current challenges are?
- Is everything you know also shared with your sales team or marketing team?
- Lead generation is different from sales and requires certain personal characteristics to be successful. Is your lead generator a hunter or a farmer?
Look into the data you’ve accumulated over the last few years and find out what has been working for you. Sometimes looking back at your past successes/failures can set off some triggers in your mind and encourage you to take a different route.
- You have a mission; you need a message
- You have a mantra; you need targets
- You have sales target; you need an audience
- You have sales people; you need lead generators
Lead generation can be extremely profitable. Leads range anywhere from ₦ 962.25 to ₦ 4811.25 Price often depends on the measure of difficulty in getting the lead. The easier the lead, the lower the price.
[bctt tweet=”The key to being successful in lead generation is to brush up on your sales and marketing skills so that the leads you receive convert at a high sales rate. Do not try to approach this method of marketing without the ability to follow through and close the sale.” username=”@DMSInstitute”]
If your calendar is empty and you need business fast, lead generation is a way that can help grow your business rather quickly. It’s an easy way to increase your ROI and get more business on your books.
Approach it just like you would do with any other advertising endeavour, set aside a reasonable budget to test it and see if it works for your business.
The key to being successful in lead generation is to brush up on your sales and marketing skills so that the leads you receive convert at a high sales rate. Do not try to approach this method of marketing without the ability to follow through and close the sale.
Lead generation could work for just about any business, but most industries using this type of marketing include insurance agencies, education institutions, office suppliers, and furniture stores. Trends show that lead generation will become even more popular in the future, especially for service oriented businesses.
Every legitimate business has an HR, Finance, Operations and Marketing department. It is important to look at Lead generation as an equally important department of your business. With the proper systems, qualified people and reporting requirements, there is no limit to success that your company can achieve.