October 20, 2023

The organizations are spending tons and tons of money to hire best closers- but to keep them busy, there aren’t enough quality leads.

This calls for a procedure to build a lead generation strategy, which brings consistency in generation of qualified leads. Now is the time to hit all your sales goals by figuring out the ways to have continuous leads. Here’s how to get started and keep the leads pipeline filled!

Everything to know about Lead Generation

What Is Lead Generation?

Lead Generation is one of the important funnels in the sales procedures. This involves series of activities that intrigues interest towards a particular product/service in the market. The goal of lead generation is to attract customers for converting them into loyal buyers of the brand.

The activities used for gaining attention and trust can be both online and offline. This includes online marketing, Email campaigns, cold calling, SEO strategies, online webinars, PPC, advertising and social media branding campaigns.

Importance Of Investing In Lead Generation In 2021

Foundation of Lead Generation Process: TRUST and RELATIONSHIP

Our mail inboxes are overfilled today with hundreds of mails and messages received in one single day. 85% of these messages are certainly related to marketing – thus making us juggle between options while in the office or at home.

This is where SEO, PPC and social media platforms have made it easier to reach out to people looking for relevant products and services. This is the time for organizations to stand out on the basis of two major components: Trust and Relationship

Why do you think people open one email and ignore another?

Are you looking for “Owned Attention” or merely “Rented attention”?

Let’s understand Lead Generation right from the bottom-

Getting rented attention means taking leveraging of another brand’s audience. Remember the time when companies used to give full-page ads in newspapers, magazines, TVs and radio stations?

When it comes to online- You own attention of your customer. It is hard-won by giving them value offer and being reliable source for your customers in the industry. Even when you work on email campaign, you’ve earned a huge list of emails and followers on social media accounts.

This is where lead generation makes your brand matter!

The leads you are targeting are looking for your products or services in their mails, social media feeds or messages.

They’d stop scrolling the moment they see your brand and check it out!

If you have not spent time and resources on lead generation today, the consumer would keep scrolling and whoooosh- The chance is gone!

Let’s understand

The 5 Step Process to Consistent Inbounds Leads Generation

Your organization needs a tried and tested process to get relevant and qualified leads for the sales department.

These 5 simple steps can be One-size-fits-all solution.

  1. Identify your targeted leads list: You need to be sure of all the groups are you targeting. This includes specific research using tools such as Analytics, LinkedIn, and more to know all about their
  • Age groups
  • Income level
  • Geo-location
  • And other demographics
  1. Plan to target users with relevant offers: Now is the time to bring up value-based offers in the prospect campaign. This is only possible if you have clear visuals of the online advertising campaigns via
  • Direct messages
  • Social media posts
  • Direct email
  • PPC ads
  • Or Direct calling.
  1. Map out lead magnet with 20+ touches in a month: Generally, it takes 15+ touches in sales reps to get customers. Though reaching out again and again can be hard to manage, but the crux here is to look for lead magnet, which could be
  • Informational content
  • Discounts and offers
  • Quality testimonials
  • Free additional services
  • Attractive package
  • Or More
    to get consistency in the leads.
  1. Use channels and tools for brand recognition and trust development

Once you have earned the trust, now is the time to maintain it. You can use every possible source at your disposal to maintain customer’s attention that you’ve already earned. The tools help you with effective sales engagement procedures for taking every step on time, whether it is sending thank you notes, reminder for reviews or offer alerts of next big sale coming up!

  • Blog posts
  • Articles
  • E-books
  • Speeches
  • Webinars
  • Presentations
  • Infographics
  • Slide decks
  • Reports and surveys
  • How-to guides
  • Checklists Resources
  • Customer success stories
  • Sale events
  • Direct mail
  • Pay-per-click
  • Display ads
  1. Stay Connected by Repeat- repeat and repeat Process: The goal is to expand leads in the system and stay connected with the leads in the pipeline or rejected. Make sure you refresh your leads list every now and then by adding new leads continuously.

Importance Of Having Outbound Lead Generation Along With Inbound Lead Generation Process

The outbound lead generation campaigns are important, as the organizations aren’t sure if the customers were interested in your product or services. With the help of outbound lead generation process, you can pique that interest to get action accordingly. It involves combination of key effective methods such as:

Email Campaigns

The #1 preferred outbound lead targeting tactics remains to be cold emailing in 2020 and 2021. Rather than sending blast of 10,000 mails all at once, the organizations should prefer highly personalized mails. This sales outreach should aim to:

  • Connect in a human way
  • Show that know your customer
  • Convince that it is a solution to their concern

Calling Campaigns

If you think that cold calling is dead, it isn’t! Being low-yielding, it has to be done the right way with certain aspects taken care of:

  • Show that you care about
  • Clear all about the Company
  • Offer the relevant deals
  • Make call to only the right people

Upselling and Reselling

Now is the time to target existing client and sell more deeply. Get to know if they were satisfied with the initial sale offer, and work on maintaining that trust again.

Networking

“Remember, Your Network is your NETWORTH”

Get to know your B2B customers or B2C prospects online through LinkedIn and other social media platforms. You can also plan participation offline in the events and trade shows.

The Bottom Line

2021 is going to be your year of performance, if you step out of your comfort zone and leverage all the above given lead generation activities! Meet our experts or schedule a call to know more about our lead generation services of high ticket clients. Gratitude Global Consulting is available in-person or on video calls to strategize digital marketing practices right from the bottom for you.