In this post, I will show you the ins and outs of lead generation. It doesn’t matter you are a beginner or an advance marketer, you will be greatly benefited from what you are going to read today!
Before we proceed, let’s talk about what you will learn today:
- 3 Types Of Leads You Need To Know:
- Lead Generation Evaluation
- Your website
- Ask questions
- Strategy To Get Customers Generate Leads For You
- Always meet the needs of your target customer
- Get rid of waste
- Utilise your website
- Ask questions
- Website & Content For Lead Generation
- Keep it simple
- Don’t blind your customers
- Offer advice or tips
- Encourage feedback
- Use Surveys To Generate New Leads
- Keep it short
- Respect their privacy
- Offer them a thank you
Do Your Research First
Something that a lot of business owners don’t consider is the fact that sometimes you have to do research before you can start a lead generation campaign.
This is because it’s important to know what your prospective customers need, want and are willing to pay for, so you don’t waste your time and money generating leads that don’t convert into paying customers.
When you talk about getting new customers to your website or business, often the focus is simply on bringing in any type of leads you can. A lead is of course any potential customer who meets the right criteria and thereby can be considered the type of person that you’re going to be marketing too.
While this is a good starting point, you will yield much better results if you take the time to do some research into your target market. That way you can attract the right type of leads and you won’t be wasting time and money marketing to people who aren’t interested in purchasing from your business.
As a part of your market research you want to learn what it is that your prospective customers are looking for as well as the things they don’t like because the better you know your audience, the more successful your lead generation campaigns will be.
Keep in mind that not all leads are created equal and some leads are better than others. The main goal of your business is to to bring in the right kinds of leads and convert those leads into customers.
Once you have tapped into the minds of your target audience you can tailor your campaigns so that they will draw customers to your business.
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3 Types Of Leads You Need To Know:
- Cold Lead
This is the most basic type of lead. It’s someone who you have established contact with and who matches your target demographic. In other words, they are the right age, sex, location and income and you have the means to reach out to them.
- Warm Lead
This is a lead that you have had an interaction with and that has shown some kind of interest in your business. They aren’t paying customers yet but they have demonstrated interest in you and that makes them much more likely to become a customer in future.
- Qualified Lead
This is the best type of lead. It’s someone who has not only shown an interest in the information you share but has actually shown an interest in your products or services. That means with the right push they are more likely to buy from you.
Lead Generation Evaluation
One thing that many business owners forget (or neglect) to do is to take time every once in a while, to evaluate their lead generation systems.
This is important because what once worked great may not be working today. This is especially true when it comes to attracting new leads because the way people enter your sales funnel can change very quickly.
It’s a good idea to schedule this check on a regular basis. How often is up to you and the needs of your business. For instance, some businesses may need to check weekly or monthly while others only need to do this quarterly. A good indication that your lead generation system needs a checkup is if you notice a decrease in revenue.
Here are a few ways you can check and see how effective your systems are:
First, take a look at your website and see what kind of traffic it is getting. It is set up to generate leads efficiently? Find out how many people are coming and how long they are staying once they get there. Are your contact forms clearly visible? Are they subscribing to your newsletter, taking surveys, leaving feedback, interacting with your content in some way?
Are you making the process of collecting contact information easy for your visitors? You want it to be as easy and painless as possible for them to give you their name, email, phone number etc. If it isn’t then see if there is something that can be done to make is more enticing for them to take action.
Is your traffic low? If it is take a look at the content you’re offering on and off your website. Look for ways to bring in more visitors. This could include writing more articles or blog posts. You should also make sure that you’re publishing content offsite as well. This can include publishing content on other websites, directories and social sites like Facebook and Twitter.
You also want to ensure that the content you publish is optimized for the search engines. This includes using the right keywords and tags in your content. If you aren’t sure how to do this you may want to hire someone who is specializes in Search Engine Optimization (SEO) to optimize your webpages or write some content specifically designed to get you better listing in the search engines.
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It’s a good idea to talk to people who contact you so that you can find out where they got their information from. That will let you know what is working and what isn’t, and allow you to get rid of the dead weight that isn’t bringing any new business in.
It’s essential that you know where your leads are coming in and what isn’t working. It’s not cost effective or wise to use mediums that aren’t working. They should be changed or perhaps eliminated altogether. Remember the lead generation goal is to ensure that leads are being generated consistently.
Let’s say for instance you’ve been paying for advertising in a local newspaper to attract more foot traffic into your store. Make sure that you are asking your customers how they found you. After several customers if you aren’t seeing any of the new customers from the ad then it’s a safe bet that it’s costing you more than it’s making you.
You can do this type of testing with your online customers as well by asking questions and posting surveys. Understanding what works and what doesn’t can help you tweak your lead generation campaigns for maximum returns, so never forget to ask your customers how they found you. It can make all the difference.
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Strategy To Get Customers Generate Leads For You
The reason that many businesses fail is they don’t focus on what’s important – the customer. When asked, many business owners will say that turning a profit is their main goal and while it is vital to the success of any business, it’s also important to remember that without customers you won’t have any revenue. That’s why it only makes sense to put them first.
Always meet the needs of your target customer
Customers aren’t going to buy your product or service unless you appeal to them on a level they can relate to. If you can offer them something that will solve their problems, ease their pain or enhance their lives in some way you will literally have money in the bank.
Instead of focusing your advertisements on what you do, focus on what they will get out of your product or service. This shows them that you are focusing on their needs instead of on simply making money on a product or service that no one can really use.
Get rid of waste
When you talk to customers, find out where they found the information about you and your company. If one form of advertising is working well, and the other one isn’t working as well, consider getting rid of the one that isn’t working.
Depending on what it is, your lead generation campaign can be costing you money without giving anything back in return.
Utilize your website
Take a look at your website and look at it with a critical eye. Try and see it as a customer sees it and make sure that any questions that they might have are answered.
As we talked about in your last lesson, make sure you’re asking questions. When people see a question, it makes them think. They may not have thought about it before, but it helps them take a look at themselves and they might just find that they do have a need.
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Website & Content For Lead Generation
Next, we are going to jump right in and talk about the importance of a website and content when it comes to lead generation.
One of the best ways to get leads through your website is to give the visitors information that they need without them knowing they need and the best ways to do that is through content.
These days, most businesses have a website. If by some chance, you don’t have one it may be time to rethink it. It doesn’t have to be fancy or expensive to set up a site, just as long as you have some type of online presence. Why, because the first-place prospective customers go to research a new product or service is online.
Most people prefer going to websites because they go there on their own terms and they can browse it at their leisure without feeling as if they have someone looking over their shoulder.
They also like to know that the company is offering them information that is useful, because it doesn’t make them feel as if the company is only trying to make a sale. The more useful information that you offer people, the better chance you have of making a sale. People like to get things that are free, even if it is only free information.
Here are a few ideas that will help you make your website user friendly, and one of your biggest lead generators.
- Keep it simple.
Make sure that the website is easy to navigate and people can find what they are looking for quickly and easily.
- Don’t blind your customers.
Don’t use a lot of flashing lights or color schemes that can be painful to view, or else you may find that your customers close the window before they have a chance to see what you have to offer.
- Offer advice or tips.
It’s always a good idea to offer visitors something free, like tips or advice. Make sure that the advice and tips are pertinent to your business.
- Encourage feedback.
Set up a help desk or a forum that people can go to and leave feedback with suggestions or comments about your website. Even if they aren’t things that you want to hear, any feedback is valuable. Follow up on the feedback and thank them for taking the time to leave it.
All of the above tips put the customer first and show that you care about what they think. When visitors know that you are putting them first, they are more likely to help you.
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Use Surveys To Generate New Leads
In the last section, we are going to share with you how you can get new leads by asking people to fill out surveys. This gives you a good idea of what they are looking for, what their age group is, and so on. But there are a few things that should be considered when you are composing surveys.
Keep it short
You don’t want to ask too much information of the customers because it may scare them off instead of making them interested in your company or product.
Respect their privacy
Assure them that the information that you collect is going to be for your eyes only, and that it won’t be sold to another company. This is something that is important to people and when you make this promise, it shows that you respect them and their wishes.
Offer them a thank you
Let them know that you appreciate the time that they took to do the survey and offer them a thank you present. It doesn’t have to be elaborate or expensive, but people like to know that they are appreciated.
When a survey is done right, and in the right manner, it can be a very useful marketing tool. The thing to remember is that in order to make them work, people have to be willing to fill them out.
Respect their time, respect their privacy, and respect their effort, and you will find that.
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Thank you for checking out my blog post and learn something about lead generation. I sincerely hope that you have learned a lot about how to generate leads for your business and even though my post has come to an end you can still feel free to contact me if you have any questions. I will be more than happy to help.