The problem every business faces, whether large or small, is connecting with new customers in order to maintain and grow revenue. If you can’t find new customers, your business will dry up pretty quick. While advertising can help raise awareness for your business, it’s far more effective to speak directly to a prospective customer and to establish a professional relationship for the long term.
Finding these highly qualified leads is a challenge, but lead generation companies can take away a great deal of the uncertainty and guess work when it comes to finding the potential customers for your sales team to target. Here are some tips for maximizing the effectiveness of your lead generation strategies:
Eliminate Cold Calling
You want every call your sales team makes to count, and therefore the best thing you can do for your sales team is hand over a list of qualified leads who have a proven interest in your company’s products or services. Rather than paying your best sales professionals to cold call all day, they can use a lead generation company to call every prospective client and set up appointments. This is both more efficient for your employees and eliminates one of the least pleasant parts of sales.
Track Social Media Mentions
You can’t possibly follow every person on social media who is talking about your company or products, and that’s why you need an automated lead generation service that can also keep up with the social media trends related to your business. By creating a list or relevant keywords, you’ll be able to follow everyone in your industry without having to do any of the work. When it’s time to launch your next product or to offer a promotion for a product, just let the lead generation service do all of the work for you.
Make It Easy for Leads to Find You
New customers could land on your website after clicking on a PPC campaign or clicking through on a popular blog post you’ve written, but it’s not enough to just increase your website’s traffic. You’ll also need to set up simple ways to keep in touch with these visitors in order to turn them into new leaders. A prominent newsletter sign up form is a great way to capture email addresses of casual visitors and to enter them into your sales funnel for the long term.
Sort Your Leads According to Interest
Not every new lead is the same. Some potential customers are interested in making a purchase today, but others may be intrigued but unprepared to commit. Be ready to sort these customers into two different categories in your lead generation tracking software. While both can turn into paying customers eventually one may need more time or information than the other. Assuming that every customer has the same exact needs or income levels will hurt your ability to convert leads into sales.
Set Up a Referral Program
You don’t have to automate everything about your lead generation strategy. In fact, networking with companies related to your own could prove quite beneficial. For example, every small town inn has close ties with the local restaurants, ensuring that guests looking for a great meal out know where to look. By the same token, a golf store could partner with a local country club for promotions and referrals. When related businesses share their customers, both can win.
About the author:
This article was writtten by Ed Quinn, an established writer in the business and marketing industries.