How do you capture leads and manage the latter? It is a simple question, but few of the firms have a clear answer and they have a successful strategy as well. Most often, there is no method to produce and handle leads from the first conversion to the closing of sales. If a process exists, it is usually a mixture of manual sorting and poor communication that risks contributing to failure and the all-important timing between a request for a bottom-funnel and a sales response.
Almost every marketer and budding firms plans and executes many conventional lead generation strategies with the intention of nurturing their prospects during the buying process to help inform them of your products and eventually turn them into a paying customer.
Your business is putting in place the techniques used to create these connections to guarantee your leads are reliable and worth nurturing for the future. Lead generation is about building trust with your audience and educating them along the way about your business and offers.
The five steps towards a more powerful lead generation are here:
1. Acquiring Leads
Start by luring leads to your website by generating engaging content which can be shared across your different marketing channels. Develop business content in the form of eBooks, blog entries, white papers, photos, infographics or anything else that would support your needs and your audience. Deliver this content through your blog, Facebook, Twitter, LinkedIn, SlideShare, other social channels, email addresses and anywhere your future customers are involved.
Some of your content should be a short form, such as blog posts, tweets, photographs, and short videos, requiring no barriers for reading, viewing, or consuming, whereas some of your content should be a longer format that needs an eBook, free course, whitepaper, infographic, or educational video form to access. When a lead has made it to the point of interest to access a long-form piece of content, they fill in a sign-up form to become a member of the contact management system, email list or both. Now the visitor is a freshly acquired lead.
2. Nurture Existing Leads
When a lead is part of your management system or email list, it is vital to keep them up-to-date to ensure that they pass through the sales funnel when the time is right or to promote a further purchase. It is important to maintain their interest in becoming a part of your email list. It’s time to work towards building this lead to a long-term relationship involving confidence and loyalty to your business.
Set e-mail autoresponders to send customized e-mails to a directory if they download any material from your website, request a product check after purchase, whether you provide a regular deal or other contacts with your website and its contents.
The entire process of nurturing a lead could take about a month and over 12 months, if it is not more, to turn them into a consumer. Bide your time with developing the relationship over the phone, by email, and focus on when the client is ready to take the next step with your company.
3. Scoring Each Single Lead
Scoring leads let your organization understand what leads are more valued than others in your system. A useful lead is that you connect more with your company online if you access more content or visit more websites in contrast with other connections.
By profiling your leads slowly over time, you will be able to see clearly who is your lead and how qualified it is to purchase. Move from subscription to lead across phases of the lifecycle to marketing, where you have sales experience, support to imagine the sales funnel.
Concentrate your teams on promoting better leads in the rating that are more successful in your sales, as your content and services already are interested and closer to being a consumer than other leads that have a lower score. Analyze the ups and downs of the lead to truly understand what stage the most leads are in and how that can be resolved, and how most of the leads are ready to sale.
4. Passing Leads to Sales
It is necessary for the continuous flow of conduct from beginning to the end of your sales funnel to identify different stages in your own lead management process. The marketing department is based on the lead development cycle to gain feedback, sustain engagement and promote that prevents them from dropping out and maintaining their desire to engage with your company.
The sales team will focus its focus on driving a customer to take action in the form of a conversion, originally encouraged by the marketing team. See the lead and build concepts for a lead that is ready to be transferred to sales rather than a lead that the marketing department also wants to cultivate. Some specific ways of identifying a ready sales lead are when you get a sound profile from various data points, their lead score is high, other behavioral traits are highly interesting and seem to have a budget, authority and criteria for your services.
5. Evaluate The Process Of Lead Generation
Your team should be scrutinizing the entire lead generation process to make sure that it is as efficient as possible in attracting new leads, nurturing them, switching them into customers and retaining overtime for those customers.
Some of the most effective ways to have a tangible effect on the lead cycle are to recognise where the leads drop off and try to fix the issue while learning how to retrieve the lost leads. Many leads drop off before being passed on to sales because there was an interest in your business but it did not grow enough to shift from an interest to a desire. These warm leads can be recovered but that will cost the marketing team further time, resources and energy, which is why it is essential not to lose them first.
Marketing analytics will also help your team keep knowing if other milestones are being met, such as improved traffic flow to your website, more users signing up to your list, a higher conversion rate, more time spent on your homepage etc. Track these metrics and more to decide whether they have a direct effect on a lead’s journey through the pipeline and help prevent them from losing interest in your business. To learn what works best for the business as a whole, continuously explore and evaluate new iterations of the process.
A successful lead generation method has a number of moving parts that are all needed to obtain, nurture and turn leads to customers in the best way.
You will need to remain open about the assumptions you made on how best to run your process of lead generation, and be willing to try new ideas and approaches. As the marketplace shifts, the customers should do so and lead. Requiring you to further improve your content and approaches.
What does the process of generating lead look like? What has been the most effective strategy for transferring leads to a long-term customer during the buying process? Share your stories and reflections in the comments below. We value your feedback and we love to hear from you!