How can a business make a name for itself and attract leads? Lead generation solves these issues. This is the first stage of getting to know the client. In this article, we will talk about lead generation methods and how to use available channels.
What is lead generation
Lead (from English “lead” — “step, hook, bring”) — a potential buyer who left contact information. Searching and collecting customer data, as well japan phone resource as a way to help them find the services and products they need — this is lead generation.
Leads are differentiated by their level of involvement:
cold – not yet interested and not ready to buy;
warm – they make contact what is lead generation and why is it needed? with the company and are preparing to purchase;
hot – ready for purchase.
For lead generation, you can use two marketing tactics – inbound and outbound. In the first case, leads are attracted by useful content ( SEO , webinars, exhibitions), in the second – by active advertising (calls, leaflets, banners).
Who needs lead generation?
Any business in online and offline sales italy numbers needs to replenish its client base. Lead generation is also essential for those. Specialists who receive payment for each attracted client. For example, in traffic arbitrage or performance marketers.
Banks, websites, bloggers, chain stores, telecom operators, law firms – everyone is constantly looking for leads. The following companies may be an exception:
not prepared for a sudden influx of buyers;
with products at very low prices – they will not cover the costs of leadgen;
with new and unique products about which little information is yet available.
Unprofessional marketers focus on the quantity of leads and ignore the quality. The entrepreneur’s efforts and budget are . Snot directed to the target audience. Such customers are not eager to make purchases and will not be attracted.
Cold, warm and hot calls do not bring results if you do not think through the text of the conversation . The client may not listen to the end and take the call center employee for a fraudster.
When purchasing a ready-made list of leads, you need to keep in mind that not all of them will bring profit.
Types and channels of lead generation
Explore lead generation channels and types to avoid collecting useless, empty contacts.
Offline sources are meetings, phone calls, billboard advertising, media advertising. And also printed materials: booklets are often placed on the reception desk, and leaflets are thrown into mailboxes or handed out on the street.
Billboards . According to experts, they are not in such demand now. But if you place ads specifically, they can work. For example, distribute ads for furniture stores in areas with new buildings.
Meetings . In direct sales, the purpose of a phone call is to arrange a meeting. This is true for expensive goods. For example, cars, art objects. Such sales are made face to face.
Phone calls . To make an effective phone call,
you need to prepare a conversation script . Consider possible objections and think through counterarguments. An offer that is made to each client according to a . Stemplate can cause a negative reaction. That is why a company representative needs to develop different options for client behavior and use appropriate scripts for each situation, focused on a specific lead.