Improve your lead generation tactics

5 min read

A lead is any person who may be interested in your products or services, and has the potential to become a customer of your company, which means lead generation is basically the act of finding or generating these leads! Sounds simple, doesn't it? Unfortunately it isn't always so.

Before the internet and the boom of marketing, companies just had to advertise on big billboards or magazines but now with the rampant competition and use of social media, print media, television and much more, marketing and advertising isn't straight forward anymore. This is why lead generation has come to the forefront and has become an important part of the sales tunnel.

Without leads, there will be no customers, so companies need to find the right tactics to help them capture leads that are interested in buying from them. Here are a few steps to improve your lead generation strategy and get the right leads in the next year!

Step 1: Keep all your data in one place

Making a centralised space for all the data that you have collected on your customers can be a boon as it helps you get the complete picture of what your customer base looks like. Centralising your data means having a platform such as a Customer Relationship Management software where you can see your customers' contact details, past interactions with the company, their purchases, their likes and preferences and much more.

Imagine having the power to pull up anything you need about a lead or customer with the click of a few buttons. Understanding their problems and pain points can help you get a better picture of what people are looking for from you and thus target the audience accordingly.

Step 2: Journey mapping

Put yourself in the customer's shoes and see how the journey with your company goes. Customer journey mapping can greatly help you understand the point of view of the customers from a personal perspective.

Through this journey, set clear objectives in your mind and define the goals you want to meet. This is an amazing way of learning more about your customer and marketing your product in a way that it sells and catches the attention of the right leads.

Step 3: Create different buyer personas

Buyer personas are used as a way to define your customers and categorise them into different sections depending on their preferences and likes, interactions with the company, their problems, and what they are looking for. Creating these personas makes it easier to customise marketing and create a more targeted and streamlined approach to your lead generation tactics.

A CRM is again a great way to create and maintain these personas. Leverage this power to understand your customers better and create solutions to help sell to them the best way you can!

Step 4: High quality content

Once you've identified who and how to target your leads, the next step is to find the right way to connect with them. Using quality content to reach out to leads and potential customers has proven to be one of the best ways to create interactions and further purchases.

Make sure to create informational and value adding content for your customers through newsletters, social media, blog posts, videos and much more as it will help get more visitors to your website. Put out white papers and researches to showcase your authority in the subject to customer and create a following. This will help prospects and customers trust your brand as well.

Step 5: Lead scoring

Once you've collected your leads through the correct lead generation methods, you'll have quite a few to work on. But which lead should you work on first? This is where lead scoring comes into place and helps you identify which lead is the furthest ahead in the purchasing process.

Lead scoring helps you identify prospective customers who are more likely to buy over those who aren't. This helps marketing and sales rep spend time on those leads which are worth nurturing as per priority, and then go down the list.

Step 6: Lead management

Once identified, the next step is to 'manage' these leads in the right way so that a sale is made. Lead management refers to the nurturing, tracking and qualifying of the leads generated in order to complete a sale in a timely and professional manner.

When going through the sales funnel, leads need to be properly nurtured in a timely fashion, without being too pushy or too laid back. Lead management also helps with focusing on real, qualified prospects which helps in increasing sales and lets you not waste time on non-buying customers.

Lead generation is a big part of the sales process and by using these steps and tactics, you can help generate a lot more qualified leads. While lead management and generation used to be a simpler task before, now it requires precision and targeting to understand your audience.

A Customer Relationship Management software can help a long way when it comes to lead generation and management as it helps you see the big picture and understand where all your leads stand. Having his insight is great for optimally making more sales and targeting leads. A CRM also helps with the functions mentioned in the steps above, helping make the process much simpler and less manual.

Try out our FIVE CRM system and see the benefits for lead generation for yourself! Click here for more information.

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