When you start a small start-up company or a multi-million dollar company, the most common word used by the management and marketing team of a particular company would be “lead generation”. The lead generation gives real meaning to run any sort of business. It is similar to the blood in veins of any type of organization. We will understand what precisely lead generation is, first of all, what is lead?
What Is A Lead?
A lead can be anyone mostly a person who has shown his/her curiosity in your services or products. A lead can be obtained through references, websites, or even phone calls. Digital marketing gain traffic for websites. It gains the hefty lead of 93% in increased web referrals and also improves online search rankings.
Lead always speaks up first, before anyone else certainly in all cases. But you can start communication first, but this approach doesn’t seem to be great. Leads are more expected to have a real interest in your services and products while looking for your business. You can draw four different types of leads. The massive number of salespeople lost their will of marketing in the area as they think that they have attained the maximum amount of people and companies that can be offered with their services or product. There is not the truth; the salesman that strives hard can always get a better number of buyers for their product and services.
They find an answer with the help of lead generation by targeting the right audience for their product. Business nowadays is dependent on lead generation as they give high numbers of traffic for the product and conversations that lead to more customers. This always increases the potential of the business and multiplies its profit.
Marketing qualified lead (MQL):
MQL,s achieved from the marketing efforts by your business like offerings of downloadable guides. The leads are not yet ready to connect with your salesman; they are getting ready for buying funnel.
Product qualified lead (PQL):
PQL,s shows interest in your services and products just like signing up to free trials. They usually try the product before taking any sort of action. PQL,s may be interested in contact with the sales team and ask for future products and services.
Sales qualified lead (SQL):
SQL,s is the one that shows that immediate curiosity in your product and services. They usually submit a quote request or contact forms at first. They try to coordinate with the sales team and try to buy the lower stage of the funnel.
Service qualified lead:
Service qualified leads to have a functional and operational interest in your services or products. They have subscribed to your product and actively use it and pay for it. They usually contact the sales teams for changes in current subscriptions like internet plans or cable plans etc.
Tactics of Lead Generation:
Lead generation can prove to be quite a complicated task if not managed properly and can produce poor results for the business. There are hence a few tactics that should be adopted and kept in mind before pushing or pulling leads towards your business, products, or services.
1) Content Marketing:-
Bill Gates wrote and published an essay on Microsoft Website with the name of “Content is King”. His words in his essay were “Content is where I suppose much of the real money will be made on the Internet, just as it was in broadcasting.” Good content that makes the positive aspects of your business or product more prominent will attract more and more customers. Offering customers free valuable content is an indirect way of attracting customers and purely the other face of inbound lead generation. When you offer more to audiences, your sales team will benefit, and their work will be made much more comfortable as most customers will already have some fundamental knowledge of the services and products.
2) Social Media Marketing:-
Social Media is the most used and recognized platform where you can advertise your products and services and can attract more customers than you can from any other platform. Social media has become a great hub of connecting not only people to one another but also with businesses and service providers and many people look up to social media platforms for information regarding any product or service they require. Fame and popularity are easy to acquire on social media and have your business greatly influenced.
3) Hiring a Lead Generation Specialist:-
A lead generation specialist will not only help you draw more and more leads but will also guide you throughout your business on how to develop their trust and get them to become your loyal customers. Experienced lead generators can prove to be an excellent asset to your business and can bring a much more extensive range of customers.
4) Search Engine Optimization:-
It is the process of making the quality of the website better and improving the traffic on it. This is achieved by making the website or a web page more visible to the viewers of a particular search engine. This technique, when applied to your business or your marketing team, will benefit your business by drawing more leads. If your website is visible on more and more search engine result pages, more viewers will be directed to your website with a keen interest in your product and services already developed.
The techniques mentioned above of attracting leads to your business are modern-day tactics. The business and marketing techniques are changing every day. Many marketers believe in old, vintage methods of drawing customers, reaching out to them, and advertising your services and products. Companies that don’t follow the digital approach of lead generation are making a mistake and endangering their businesses because, in today’s digital world, dependency on techniques like SEO is not only essential but necessary.
Lead generation is the central integral part of your business in today’s world, helping you with a smooth and rapid attraction of customers. Lead generation also helps in creating a healthier and better relationship between your sales and marketing sectors, forcing them to work together and towards the successful future of your company.