Are you looking for lead generation strategies that actually work? This blog post will share proven lead generation tips that can help your business generate more qualified leads.
We all know that leads are critical for service-based businesses. What you might not know is how modern-day lead generation strategies have evolved. This blog post will help your marketing efforts by giving tips, tricks and tools you can use right now to generate more qualified leads without wasting valuable resources.
Create a lead generation strategy
Planning your lead generation strategy is the first step in the lead generation process. By creating a process, you can test, measure and tweak your results to improve your performance over time.
Identify your goals and objectives. What do you want to accomplish? How will this benefit your business? How will you measure results?
Create a strategy map. Once your goals and objectives are defined, create a strategy map to help visualize the process for generating leads from start to finish. This allows you to see how different marketing efforts (online and offline) work together towards success.
Understand what makes your prospects tick
Create a list of potential audiences to determine who your target market will be. Who are you targeting with your campaigns? For example, if you sell products for small business owners or managers, who are the buyers most likely to be?
Be specific. You can’t just say small business owners or managers, you need to think about the exact type of people that will most likely purchase your products and services. You can then get inside their head and create a compelling offer. B2C and B2B target audiences can be quite different in the way you approach them.
Create audience personas to help identify who these buyers are in terms of their demographics and psychographics. Get to know their industry, so you can speak intelligently about it to them, using the right lingo where appropriate.
Establish authority and trust in your market
By becoming an authority in your industry, you can build trust with your target market. This is critical if you want lead generation success. This can be done by building online authority. Using the right keywords in blog posts and articles you publish, helps to establish your company as a knowledgeable source on specific topics. Ideally, you will become the trusted source of information.
Reviews, case studies and testimonials are all powerful authority builders. If you have reviews from existing clients, share them. If you can get client testimonials about the work that has been done for them, use it to establish authority and trust in your brand. Ask for details so you can create compelling case studies. This shows prospects how their business could benefit by working with your company.
Keep it simple and stay on message
It’s important to create a clear, consistent, compelling message for your lead generation program. Once you work out the messaging, keep it as simple as possible. Don’t overcomplicate marketing messages with too many buzzwords or industry-specific jargon that will confuse and scare off potential customers. Use clear language to communicate your message, and do so on every touch-point produced by your business.
If telemarketing is a component to your lead generation strategy, the script you use should be simple and the telemarketers following it should know exactly what to say.
When creating a script, keep in mind that you want your telemarketing representatives to not only deliver messages effectively but also show empathy by asking questions and listening carefully. If they ask open-ended questions and listen attentively without jumping too quickly into the close, they will be more likely to get your target market to take action.
Use lead management software
Software can help keep track of everything and make sure no one falls through the cracks in the process of generating leads. CRMs also helps prioritize leads and tracks all of your prospects so you can contact them at the most opportune time.
Software is a great tool to help manage leads more effectively and some software can also help generate the leads for you. It’s important to get your sales team to work on the right lead at the right time and with a lead management system that can minimize human error.
We trust you found these tips useful to build your lead generation strategy so you can get better results more efficiently.