You have sent mailers; you have printed flyers; you have developed an enviable list of followers, still you are not getting your expected pool of leads that could help you take to the next group of billion-dollar brand.
However, there are numerous ways to build a real store house of valuable leads. Here are top 5 significant ways:
Developing an information laden eBook is a good way to generate leads especially for B2B organisations. Technology based global processes could extract immense benefit out of the creation of informative pieces presented in an easy manner. However, it is advised not to give a sales pitch in your writing.
Expert digital marketers suggest that all business websites should include newsletter functionality. Audience will receive newsletter after they willingly sign up for it. That is why, when you get a positive response from a newsletter subscriber, you win half of the battle. This pool of audience is interested in your service. Another significant matter with the development of newsletter is that you get email pathways. You may share your insights and achievements with your contacts.
If you want to have the undivided attention of your audience, you need to write valuable blogs. Make it sure that you create interesting and informative blogs to cater to your audience. Unless or until you create optimised blogs, you cannot expect to attract the undivided attention of your audience. That is why; site optimisation process is a very important objective to attain.
Twitter is not only a powerful platform to portray your ideologies but also is a significant tool to generate valuable leads for your business. You could engage in valuable discussions with industry influencers like economic experts or economic journalists. Witty and informative discussions are bound to attract the attention of followers of the influencers. If they found your arguments to be informative or interesting then they would automatically start following you.
A trending subject could be searched or discussed about with the help of adding a hashtag before the term.
There are few places where real life events are more helpful than the digital world and network-building is one of them. Parties and events are great places to spread your brand identity. You must always carry your business card with you and if you get an opportunity, please do not hesitate to ask for patronage of the industry bigshots.
Capturing the lead:
In the process of lead generation, after you have captured the pool of potential customers, you should evaluate the entire pool. Some are serious about knowing your business and some are not. After making separate lists of such audience, the nurture stage comes into existence.
Nurturing the lead:
Nurture bucket includes that group of audience which has not surrendered to your business objectives. This is a critical group and you need to step-in cautiously to bring it with the line of your business objectives. This is a slow but continuous process. One should avoid being overtly business-centric and pitch in sales process indirectly through giving valuable contents and sales offers to them.
Score is the process where potential leads are diverted into separate sales funnels. Based on the size, demographic and lead quality, overall leads are provided with scores.
Information that you have gathered through the above 3 stages should be carried forward to the sales team so that they could use it effectively.
To prepare a refined scoring algorithm one should make a careful evaluation of the leads and it should be a combined effort between the Business Process Management and the sales team. One should keep a flexible framework so that based on priorities of the business condition, one could alter the initiatives.