Every business owner knows that lead generation is important, but the number of business owners employing an active lead generation strategy is shockingly low. Lead generation is how businesses find the list of potential customers (leads) for their sales funnel and begin the work of turning those leads into actual customers. Today we’re taking a look at lead generation, starting with what exactly constitutes a‘lead’.
A lead is any person acting on behalf of themselves or another business who has expressed an interest in the products or services that your business is offering -- in other words, a potential customer. The lead is entered into a business’ sales funnel for the sales team to eventually drive home the sale. Leads can vary in quality, from “a name of someone who may need the service” to “a close acquaintance who is actively interested in the service”. A “Qualified” lead is any lead which meets acompany’s pre-established criteria for completeness – enough information to ensure a good chance for success based upon a defined ideal client profile.
Lead Generation is the process of attracting potential customers to your business who are genuinely interested in the products or services you offer. Lead Generation can take place in various ways: oftentimes, businesses employ lead generation strategies by having individuals sign up for a newsletter, promotions, a free eBook, etc. The individual would provide some basic information such as name, phone number and/or email address or some variation of that nature, giving you a solid lead for a potential customer. Lead Generation can also take the form of networking at conventions, mixers and events where business people can connect with individuals in the right industries and roles.
Lead generation is not a new concept, but it is becoming more synonymous with the success of a business. It wasn’t that long-ago businesses turned to cold calling as their primary means of lead generation. While there are businesses that employ cold-calling tactics, more and more companies are using technology enhance their lead generation reach to find new and creative ways to reach potential customers.
These days, common forms of lead generation include e-forms, sending emails, social media,content marketing (blogs, graphics, etc.) and referrals, which all have the potential to drive an increased amount of traffic to your website. Studies show that the more traffic your website gets, the higher sales conversion rate and according to Marketo research, referral programs have the highest conversion rates.
The answer is simple: Growth.
The sale of your product or service starts with a lead, which with the right process turns into a customer. This is why generating those leads is so important to a business; a successful lead-generation strategy can mean the difference between a business’ failure and success. Position your company for success by joining SalesGig, a free lead referral network for B2B companies and professionals!
SalesGig creates seamless lead generation with limitless opportunities by connecting companies with referral partners. Sign up today and get connected.
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