If you own a business today, how do you look for clients, or buyers? Are your approaches different online as well as offline?
If you look for customers, or “leads” in the same way as sitting in a table at a trade show or exhibit for hours, or sitting in a display at a mall the whole day, hoping that targeted customers will complete a form, you need to wake up from your slumber.
For increased sales, and better brand awareness, sales lead generation is what you need.
The Internet has now made easier for people to buy products, or look for services, and it’s also made life more comfortable for businesses, especially in terms of promoting their products/services, or in finding potential customers (or generating leads!).
Today, small, medium or larger business can hire an agency or entity for implementing various sales lead generation services.
In its basic form, lead generation refers to ”the initiation of consumer interest or inquiry into products and services of a business”. Leads are generally created for purposes like e-newsletter list acquisition, sales leads or list-building. And while the various lead generation methods generally fall under the umbrella of advertising, with new technological advances they now include non-paid sources such as referrals from existing customers, and organic search engine results.
Majority of online (and even offline) marketing experts suggest or recommend that companies today use at least 10 different lead generation methods, from content syndication to blogging, email marketing, or even making warm calls (and more) if only to ensure that their “pipelines” or “sales funnels” are full.
And since lead generation is considered as the first step of the sales process, both the quality and quantity of the leads are critical factors. A “quality lead” is one that a salesperson has a strong chance of closing (or becoming a repeat customer). And like anything else in life, every lead list will also have its share of bad, or junk leads, or people who aren’t qualified to buy a product or patronize a service, for some reason.
Lead generation is considered a “win-win” deal for both buyers and sellers, because a buyer is able to request for information from several business that offer the product or service they are looking for.
The seller is also provided the opportunity to pitch in their product or service to someone who has given them permission. The conversion rates on lead that the business has received will likely have a higher conversion rate, as compared to a “cold contact”, since the prospect is already per-qualified before they receive the lead.
It’s because it enables businesses to choose the geographical area that they’re interested in, determine the pricing on a lead basis, choose the product/service they wish to offer to prospects, control the number of leads they wish to get per month, and pay only for the leads that are received!
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