Generating leads is easy?
Maybe! But is it easy to generate high-value leads? Maybe not. Generating leads is vital for any organization – the more leads you have, the solid is your sales pipeline and revenue flow. With increasing competition in the market, acquiring the right customer is now more important than ever. Some would argue that more leads = more sales. But it is not that simple. It’s more like this:
(the right leads + the right messaging + the optimal channel) / cost per acquisition = revenue
Fortunately, you have the industry insiders for your rescue. We’ll guide you through 5 key areas you need to focus on to generate more high-value leads.
- Being relevant
- Strategic connects
Positioning is not just about how you showcase your products or services, but it is also about how your customers perceive your brand messaging. There are many companies that use lead magnets like discounts and offers to lure customers to the next stage in the purchase funnel, but do they really convert them? Your goal should not be to just capture more leads but to get more conversions from these leads. And to get to that stage you will have to revisit your brand messaging and make changes if required.
2. Being relevant
Getting the right message out at the right time is the key to success. But you already know this! So what’s new? Being relevant is a factor of three equations – right time, right messaging, and consistency. You’ve to remain consistent in your approach. It might not be possible to set out messages based on the changes in the market every time, but you will have to set a schedule and stay focused on that. You need to walk the talk with your customer and make information available to them within a shorter time.
Research, research, and research. There are no shortcuts to this. The customers are evolving and with all the information out there from your competitors and the world wide web, it is now more necessary than before to get the most accurate and actionable insights out there for your customers. Try adding facts to your outreach messaging, and add case studies and industry survey reports out there on your landing pages for the potential prospects. Customers today do not hesitate to provide pieces of their personal information (email, phone) if they feel what you are providing them with is really going to help them.
Adding a personal touch always attracts more leads. It could be anything – including the prospect’s name to email outreach, or a personalized welcome gift. Any personal touch to your existing customers could also bring in many referral businesses. Companies that have more referral leads in the pipeline are able to grow faster. Running A/B tests on the website, changing the messaging on the lead magnet form, and using images that represent the solution you are offering to the prospects are all simple steps you can take to improve your leads.
5. Strategic connects
There are many companies that are doing everything right to get the customers into the final stages of the sales funnel but are not able to convert them. If you’re wondering why and if you’re also facing the same challenges, then you are at the right place ?.
At every stage of your lead’s journey (lead life cycle) you need to have a strategy to keep them engaged – in other words, keep them craving for more. Before you start embarking on the mission to generate leads, prepare an end-to-end lead life cycle and add touchpoints to each of the stages. Your clients should be engaged at every stage. But that does not mean you are licensed to SPAM them with multiple emails, phone calls, and push notifications. Plan it in a way that does not invade the customer’s privacy but still stays relevant to your core strategy.
It’s just the beginning ?
Our goal with this article is not to tell you what channels work best for you, what fields you should have in your lead form, what tools to use to get leads, or what tricks will help you double your leads overnight. You are already doing those things. With this article, we’re trying to help you focus on the core of your business strategy and help you create a more sustainable and result-oriented lead generation approach.