Lead generation is the act of finding people or businesses who are considered to be potential customers immediately or in the future. Lead generation is a term that you will hear often in the world of marketing and sales. It’s an important process that is essential to building a larger database of customers and potential future customers for your business.
What is a Lead?
A lead is the business or person that you are targeting to promote your product(s) or service(s). In other words, these are the customers that fit into your niche market. These are the customers who you believe are mostly likely to do business with your company.
What is a Lead Generator?
A lead generator is a person (or a software tool in some cases) that generates leads for your business. A person may spend time scouring the internet, making phone calls or sending e-mails in an effort to find potential leads. While it can be time consuming for a person to search for leads, the end results often pay off when a sale is completed due to the discovery of a lead.
There is also lead generator software that is designed to track down potential leads for your particular business. Some lead generator software gathers leads from databases, generates leads from your website visitors and compiles relevant business contact information from across the web.
How to Generate a Lead
When you are not using lead generating software, there are some things that your business can do generate more leads. Here are a few ideas to help you generate leads:
- Create an email newsletter. This will help build relationships with your potential customers.
- Utilize social media on a regular basis. Social media is an excellent tool to help you connect with a large audience.
- Set up a referral system with your customers. This is a great way to expand your network through your base of satisfied customers.
- Post blogs on a regular basis. Blogs are great marketing tools to help you connect with your audience on a more personal level. In addition, they help your search engine optimization efforts.
What is Lead Management?
Once you have your leads in hand, lead management is the process of tracking and managing these potential customers. There are several components of lead management that can help your business properly handle its leads. Most notably, lead scoring and lead nurturing are two major components that we want to discuss further.
What is Lead Scoring?
Lead scoring is the act of sorting your leads by priority. You will create a customized scoring system by accurately categorizing your leads based on the specific details related to the potential customer. Scoring depends on the details of what you are trying to accomplish with your sale. For example, if a customer fills out a sales lead form online, then this customer will score extra points in your lead scoring system.
What is Lead Nurturing?
Lead nurturing is the act of scheduling follow-up communication with your leads. Leads should be identified as “contacted” or “uncontacted” with follow-up dates that are inputted into a schedule. The type of follow-up communication should be noted as well; for example, it should be noted if the customer prefers a phone call, email, text, or some other type of communication. All of these details will help give you a better chance of landing this lead as a sale in the future.
Lead Generation in Today’s World of Internet Marketing
Internet marketing is the most popular form of marketing in today’s business landscape. With that said, lead generation efforts continue to evolve in today’s fast-paced world of technology. It’s important to stay on top of the latest trends and methods that are available to find, track and communicate with leads through the internet. Implementing and maintaining a high quality lead management strategy should be a top priority for any business.