HOW TO GENERATE LEADS FOR YOUR BUSINESS?

Lead generation is an effort to increase user interest in your business. Simply generating leads is not enough for your business, identifying and taking it to next level means a lot. So, what does this next level mean? Once the lead is generated you need to identify whether the lead is going to be sales-ready or is it just a raw enquiry. However, the lead at any stage of the sales funnel needs to be nurtured by the marketing team.

What is a sales-ready lead?

A sales-ready lead is a lead that is shortlisted and gained by the marketing team. The sales department and the marketing team has some pre-defined qualifying criteria for the sales-ready lead. A sales-ready lead can be any individual who could be interested in purchasing your products and services, anyone who is associated with a competent prospect or a person who is interested in exploring solutions to captivate in a significant sales dialogue with a sales representative.

How to identify sales-ready lead?

A casual inquiry does not necessarily mean a sales-ready lead. A casual enquiry is someone who might just want to know, what you are offering. They might have responded to your lead generation campaigns or visited your website and filled out a registration form, but that's it. Do not misinterpret the inquires. Let us find out how to identify sales-ready Leads. A sales-ready lead might or might not depend on a (BANT) Budget, Authority, Need, Time, criteria.

There are four basic dimensions that help in understanding and scoring a lead.

Lead Fit

Scoring lead fit means to collect information and data on your prospect. This can be achieved through online forms for gated content. Demographic information about the people can be collected like his or her job title, their experience in the industry, etc. Another, firmographic information that you might want to capture would be about the organisations, locations served, company size, revenue, etc.

Lead Interest

Identifying the lead's interest means observing his or her interest in your content and networks. You can observe the dwelling time of the person on your website or maybe opening an email, click-throughs, visiting your social media pages, and downloads. This helps you in understanding how much the person is interested in your products and services.

Lead Behaviour

Observing lead behaviour means determining where the person is on the buying journey. These scores are devolved over the period of time, However, if you know your users and your industry, you can collate a strong initial judgement. Examine which online activities and user behaviours swing to tally with leads that finally become customers.

Buying Stage

There is one simple way to organize and score the buying stage is to line it up with a traditional sales funnel.

Awareness stage

At this stage, a user normally tends to visit your product and services. They will simply become aware of your business by reading a blog post and sharing your content.

Consideration stage

This is a stage where a person can be considered a lead. Here a user will define his or her problem and search for options to resolve it.

Decision stage

At this stage, the buyer chooses a solution and the lead can therefore be passed to the sales team.

Initially, we identify a few simple leads fit data points that denote the target audience, and then acquire the current leads against them. This way our team is able to nurture more leads affectively by managing timing sales calls accurately and helping you get more business.

Ameliorate Digital Consultancy has a potential marketing team who is engaged in lead acquisition, lead nurturing, building and maintaining a good relationship with the old and new customers. The sales team is efficient in handling the leads at the end-stage.