Steps For Getting Your Lead Generation Process Right

When it comes to building a successful business and staying ahead of your competitors, there are loads of processes and strategies that must be followed. One such process is the lead generation process. For those who don’t quite understand, lead generation entails identifying and attracting potential customers for your business services or products.

Lead Generation Process - banner

5 Simple Steps for Your Lead Generation Process

The question then is, when seeking to generate leads, how do you go about it the right way?. Let’s take a look at the steps for getting it right.

Lead generation process - infographic

1. Find Your Target Audience And Attract Them To Your Website

Here’s the first step to lead generation. In truth, you really can’t successfully grow your customer base if you don’t know who your target audience is, what they do, where they are on the web, what their lifestyle and personality is and what they like amongst other things  Ordinarily, knowing your target audience comes easily if you have a marketing plan. So if you don’t have one already, you should consider drafting one.

Furthermore, when you’ve identified your target audience, you should go on to attract them to your website. This can be achieved by creating engaging content and disseminating them through several marketing channels. Generate blog posts, infographic, photos, e-books, white papers, or any other engaging content that would communicate effectively what your business is about to your audience.

2. Choose A Promotional Method That’s Right For Your Business.

Let’s face it.

It is absolutely impossible for you to generate leads if you don’t leverage efficient promotional methods. We’re talking about consistently putting your business in the face of your target audience in ways that they can’t resist the possibility of converting to customers.

Some great promotional methods you can choose from are creating an informational website, traditional marketing, pay per click advertising, using a blog, creating industry events, speaking at engagements and using customer referrals. Going on, you should carefully consider your marketing options before picking one that would work for your business.

lead generation process - communication

You can start your nurturing by directing your leads to a landing page, where they should drop their contact information in exchange for a coupon, a gift or any other incentive. From the moment a lead is in your email list or is part of your lead management system, it is important you continually get them to move through the sales funnel.  Create email autoresponders that send customized emails to your leads whenever they download a number of contents, when they make a purchase, when you have on offer a daily deal or when they try one of your products.

You can also nurture them through phone calls and messages. Whichever nurturing method you choose, you should note that the process of nurturing leads in order to convert them to a customer can take as long as a year and sometimes longer. However, you should keep nurturing them until your leads move to the next stage.

3. Grade Every Lead.

You need to know as a business owner what leads you want to be at the top, the middle and at the bottom of your sales funnel. This would enable you to know which leads are more profitable than others. While we may not want to sound prejudicial to other leads, however, a valuable lead is one that interacts frequently with your business by viewing more web contents or downloading more contents.

lead generation process - scoring

So, by scoring your leads, you can ascertain which leads are qualified to purchase a service or a product. You should also gear your employees and team towards taking care of the top and medium level leads and converting them to loyal customers since they already have some interests in products offered by your business.

4. Scrutinize Your Lead Generation Process

For this stage, you should ensure that your lead generation process is well surveyed. This should be done in order to make sure that the process is efficient to bring leads, convert them to customers and retain them. Going on, one of the most potent ways to have an effective leads generation process is by knowing at what point your leads lost interest in your business and then going on to seek out ways to resolve the issues and get the leads back on your sales funnel.  This simply means that your sales team should be focused on moving the interest leads have in your company to desire to the point of them converting to customers.

You can also make use of marketing analytics to guide you and your term towards knowing if certain objectives have been achieved such as if your conversion rate has picked up if traffic has increased on your website if the number of visitors subscribing to your email list has increased and much more.  Keep observing the benchmarks in your marketing analytics in order to ensure that your leads stay interested in your business till they convert to loyal customers.  You should also test the marketing waters more in order to discover new ways to successfully handle your leads generation process.

On a final note, some primary factors that differentiate successful businesses from unsuccessful ones are effective marketing and an impressive method for generating leads. Once these factors are well sorted out, your business would grow to enviable heights in no time. In line with that, discussed above are steps to get your leads generation process right.

Avatar

Create your free LeadSquared account

15 days risk free trial. No credit card required

LeadSquared