Sales leads are potential customers that have been identified as a good match for your products or services. A lead can come from many different sources, such as an online form, a sales deck, or even a personal referral. The important thing is that the lead has been contacted and is interested in learning more about your business.
There are many different ways to generate leads, and the best strategy for your business will depend on your goals. For example, if you are looking to increase sales in a specific region, you may want to target local online directories or run ads in print media. On the other hand, if you are looking to increase brand awareness or build an email list, you may want to focus on content marketing or social media outreach.
No matter what lead generation strategy you choose, it is important to have a plan in place and track your results. This will help you evaluate the effectiveness of your campaigns and make necessary adjustments to ensure that you are meeting your sales goals.
Identify the different sources of leads
There are many different sources of sales leads, and the best strategy for your business will depend on your goals. Some common lead generation strategies include online advertising, search engine optimization (SEO), content marketing, social media outreach, and personal referrals.
Read our blog, “Lead Generation Strategies from Sales Experts can make a Big Difference,” to see some of the techniques that are most reliable. All of them are fairly “basic” simply because humans are the same people they’ve always been.
Develop a lead generation strategy that aligns with your business goals
The best lead generation strategy for your business will depend on your sales goals. For example, if you are looking to increase sales in a specific region, you may want to target local online directories or run ads in print media. On the other hand, if you are looking to increase brand awareness or build an email list, you may want to focus on content marketing or social media outreach.
Outsourcing is a viable tool
Outsourcing lead generation can take the pressure off of you and your team. An outsourcing team will simply tee up the leads for your sales staff to close them. This might take time and effort to set up, but once your outsourcing partner has taken over generating leads, you and your team can simply follow through with closing those leads.
Read our blog, “Outsourcing Your Lead Generation – How To Get This Done Right,” to understand how to use outsourcing to generate leads nas fill the pipeline.
Implement the plan and track results
Once you have developed a lead generation strategy that aligns with your business goals, it is important to implement the plan and track your results. This will help you evaluate the effectiveness of your campaigns and make necessary adjustments to ensure that you are meeting your sales goals.
Tracking your key performance indicators (KPIs) is how you’ll know if the plan is working or not.
Your tracking should be regularly updated, daily, if possible. It should be available to everyone.
One of the most powerful ways to keep everyone motivated is to not only include the number of leads, but also the amount of revenue generated by those leads. Cash is king, and everyone loves to see massive suss financially.
Evaluate and refine the strategy as needed
As your business grows and changes, it is important to continually evaluate your lead generation strategy and make adjustments as needed. This will ensure that you are always using the most effective methods to reach your sales goals.
Failure will happen! Deal with that right now.
This means that there will be times when your lead generation doesn’t work, even if you hire a contractor to do it for you.
What’s most important is having long-term goals and adjusting as needed. If one plan doesn’t work, find a different one.
These aren’t really failures. They are lessons learned. Nothing ventured, nothing gained.
Follow through correctly
At VSynergize, we’ve been doing lead generation for years. We can’t begin to tell you the number of times we’ve gotten leads for people, but they didn’t have a plan to follow through.
For example, we might send out an email campaign. The client didn’t want us to call those people who opened the emails. They were expected to do that.
After a few months, they would come to us and ask us why we aren’t delivering leads. We were, but they weren’t following through. A lead is only worth anything if someone is going to follow up with them and try to close the sale.
Your competitors are trying to get to the same leads you are. No matter how much better your products or services are, the only way to stay ahead of your competitors is to get to the leads first.
That will happen with a clear plan, follow through, and goals that can be met.