Lead generation for digital marketing agency is strategy which grows sales again and again. Capture lead, nurture until deal is close.
It is one important concept agencies will never want to ignore. Because every agency needs end point is sales.
Hundreds of millions of prospects who go online daily seek for valuable services or product. This means a lot for agency or businesses. No agency wants to miss these opportunities.
Lead generation helps close a deal from qualify lead. Gone are days when cold calling was effective; cold calling is dead.
Now prospects are wiser, they search for relevant information about product before exchange money for value.
“Lead generation can help your sales teams spend more time selling and less time with administrative tasks and prospecting, because you are giving them warm and qualified leads.
… according to a recent benchmark study by Marketo, companies with mature lead generation practices achieve better sales productivity and higher revenue growth” – Marketo.
What Exactly Is A lead?
A lead is someone who has showed interest to buy a product or service.
Lead goes through sales funnel before arriving at a deal between salesperson. Some prospects may back-out in the funnel trip, if offer wasn’t fully agreed (bad lead).
TYPES OF LEAD
- Sales leads
- Marketing leads
- Investor leads
CHANGES IN LEAD GENERATION
Before evolution of internet technology company spend huge sum of money for mass advertising in few sources.
Since the advent of online market, prospect read a lot of review and information before taking decision. Now companies are struggling to be seen by buyers on internet space.
This shift has massively allows buyers to make decision on sales, no longer the other way round.
Lead generation tries to covert prospect to customer. However, whatever measures deployed should generate as many leads as demanded into your marketing database.
Benefit of lead generation is enormous across every industry. Align your strategy to news letter, e-book download, blogs, video tutorial or any. By constantly targeting and re-targeting leads you’re sure of gathering massive database and close sales.
One way to do this, is by categorizing leads to age, demography, interest, job title and financial class or more.
Because targeting every lead during campaign generally will make no sense and success may be defeated.
Besides, walk leads through sales pipeline. Understand who’s your lead in the journey help to know who showed interest.
Be ready to filter cold lead from warm. Always engage leads until deal is close.
LEAD GENERATION STRATEGIES
- Social media
- Email sign up
- Online advertisement
- Industry invents
- Opt-ins form
- Free e-books download
- Free PDF guides
- Video tutorial
- Direct traffic
- Content marketing
Let’s get down to details…
Social media: signing up to social media with the intention to reach audience with headline of your post or short post linking to your site. When you post valuable content many will most likely click the link and directed to your site.
Email sign up: this concept allows website visitors to sign up with for free gift or comment on post. Through it, constant email follow up is made with attractive lead magnet.
Forum: search for your niche forum sign up and contribute informative ideas and embed your link to get visitors. Make sure your actively participating daily or weekly.
Online advertisement: do your campaign leaving opt in form for leads or prospect describing your business. Not everyone will purchase some might show interest.
Industry events: whenever your invited for industrial invent either training, seminar, conferences leave your website contact in the hand of people in form of business card or any.
Opt-ins form: providing opt-in form stands better chance to capture visitors and reduce bounce rate. If all features are place correctly with call-to-action button. Getting lead will never be a problem.
Webinar: Anchor a webinar to engage marketing lead will greatly capture them. Webinar have proven to be one good strategy to take lead.
Free eBook download: people like free thing, by crafting eye caching download form to interesting eBook you never can tell how many visitors will exchange detail to get this information.
Free PDF guides: providing free PDF guide, well written guide and embed several website link can never make bad lead collection strategy. Maybe “how to use Instagram storytelling for marketing’s.” Or “the right way to use Facebook ads for conversion” First of all you must the struggle of your audience before providing guide.
Video tutorial: research has showed that video attracts attention, teaches fasted that any other. Though it difficult to produce quality video. With increasing number new video making software available daily one can produce highly educative video tutorial. Asking prospect to drop email for download link. That’s good way to go.
Newsletter: look at strategy place on your site ether left or right side bar to position newsletter sign up will most likely be a good thing.
Direct traffic: What can you say if your visitors happen to see your site on front page of search engine? If you can set every parameter right for search engine crawlers to shoot your pages in front of web searchers. That’ll be fine. These way new visitors can come and be loyal customers. It saves cost for paid advert and increase sale tremendously.
Content marketing: writing appealing content is super way of ranking high and getting leads. Informative, educative and entertaining content fires visitors mind into want to drop every information you want as long as you proffer solution.
The more quality content provided the most likely your audience want to trust your brand and stay with you rather than anywhere else. And will purchase your product over competitors. It makes you an authority or expert in your niche. Eventually when making a purchase decision their loyalty will never go another.
Similarly, content marketing shows you pretty cares for your audience and want their best. Giving them high quality content will trigger “tell a friend” decision, that’s one refer another. Arguably, new leads will be generated daily through them.
A case study from InsideOut
“4-step content marketing strategy helps InsideOut improve lead generation by 388%, achieve 20% higher click-through rate and decrease the ’unsubscribe’ rate by 87% within 6 month’s.” – according to www.truconversion.com
LEAD GENERATION PROCESS
Lead generation is process of attracting a prospect with various lead generation method until sales is made to your product or service.
Knowing the value of lead, detail information should be voluntarily provided with juicy bait from lead.
“The lifeblood of sales is lead”
Generating constant lead is necessarily the focal point of thriving business in present reality.
Factors of lead generation process
- Landing page; get on the drawing board, design irresistible landing page with colorful header.
Lead capture forms: collect user details and exchange for valuable offer.
- free offer/bonus: let offer has time beam added to enable prospect act very fast.
- Call-to-action: always make call-to-action button very appealing, that allow visitor to click. Entice prospect emotion with it.
HAVE A LEAD FUNNEL
“A lead funnel is gathering leads with
establish system in a funnel like shape process until prospect is turn buyer.”- Elivechat.com.ng
Lead funnel takes a shape of funnel. From top to bottom is the buyer journey lane.
“Lead funnel takes the typical AIDA (Awareness,Interest,Desire, and Action)to the next level, defining the stages buyer’s journey from landing up on a website to the point of sale. While for buyers the funnel is segmented into four different stages that lead passes through on the journey through the funnel is a little complex for marketer’s.” According to www.truconversion.com
Stages Of Funnel
Top -of- funnel: this is gateway of sales funnel journey where prospects drop details for product/service interaction. This part should be taking very seriously; any breach of communication you might lose your prospects. Take close look at warm lead interest and
Carry them to second stage.
Middle of funnel: any warm lead may end becoming buyer. A this baby stage, present every enticing strategy; get them engage with your product, offer or palliative to accommodate prospects. Here you need constant contact to show your interest to give real solution.
Bottom of funnel: finally lead is taken down to make purchase. If lead close deal, definitely loyalty will be establish.
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