The benefits of conducting a lead generation campaign are plentiful. With so many companies employing lead generation strategies, and considering the effect that a successful campaign can have on growth and revenue streams, you may think that the best practices are being employed widespread. Unfortunately, this isn’t the case, as many companies still struggle with the process of designing their own strategies. It doesn’t have to be a complex process though, and you can get started just by following these steps…
Find Out What Potential Customers Want
Once you know who your targets are (this may involve a separate market research campaign), you need to find out what they want from your company, and what needs you will be fulfilling for them. Once you know what value you can add for them, you can tailor your message around that.
Know What Your Business Can Deliver
Look at your company’s capabilities and your unique selling points to help convey to your target market what it is you can offer them. Communicate this right at the start of your buyers’ journey to leave a lasting impression.
Know Who Your Lead Is
You can’t approach your leads without knowing who they are. Build a clear profile of your targets so that your sales and marketing departments are aligned in their approaches, as well as sharing this throughout your organisation so that all aspects of your operations are clear on what their objectives are, and who they should be talking to.
Decide On At Which Point In The Sales Process You Want To Generate Leads
Buyers at different stages of the sales journey can differ in quality. Somebody who is just learning about their problem will need more nurturing than someone who is already ready to buy. By deciding early on who you want to target, you can be realistic about your conversion targets, and accurately gauge budgets.
Handle The Lead Properly
After you have decided the stage of the buying journey you are looking to target, you should set up a process to move them along. Direct leads to the sales team for the closing step, but if they need a little more nurturing, they may need to be passed to the marketing department.
Track Your Progress
Record and track your progress at every stage of the process. You should also prepare detailed analysis reports that document what you have been doing, how it has worked and how you can change your approach to yield better results. After all, what good is a marketing campaign if you aren’t measuring your results?
If you need help developing an effective lead generation strategy, please get in touch. Since 1989, Ant has been providing high quality lead generation services to a vast range of businesses. Every campaign is unique and Ant has developed the knowledge and skills to be able to determine the best route, to provide you with the best leads. By generating the right rapport on the initial phone call, our agents can begin to build great relationships with leads ready to be handed to your sales team.