Capturing merely a fraction of tremendous source of customers could lead to considerable profits and strong pipeline of quality leads. How can you do this? The answer to that is Lead Generation. A steady stream sales leads are the cornerstone success point to any business. What business owners need now to tap into this bountiful market are effective techniques and tools specifically designed to maximize lead generation results. There are many tools of these kinds available for businesses to use, however it would be best for business owners to select which lead generation technique will cater to their unique business needs and environment.
After all, this is the central hub for conducting any business and is where most of the sales transactions is likely to take action. Additionally, you don’t want your sales teams spending time going down a list and cold calling. If you can generate leads for sales, the process is easier and you will see more of your leads being turned into revenue faster.
According to Forrester, buyers might be anywhere from two-thirds to 90% of the way through their buying journey before they even reach the vendor. Creating a solid lead generation strategy will help you build trust and capture the interest of these buyers before they are even ready to contact sales.
With the new buyer it is important to note that your marketing efforts don’t end once a new lead comes into your system – what we call Top of the Funnel (TOFU) marketing. Many companies do a good job at generating leads, but the problem is that most new leads are not ready to buy yet. And if a sales rep does engage and the lead isn’t ready to talk with them, it reinforces the notion that marketing sourced leads are not great. As a result leads get lost, ignored, or snatched up by your competitors.
To prevent this from happening, good lead generation marketers will invest in lead nurturing and other Middle of the Funnel (MOFU) techniques to build relationships and trust—earning the lead’s business once he or she is finally ready to buy. Engage these leads through relevant content and make sure that you get your timing right.
Lead generation has moved beyond simply discussing TOFU. In order to have a holistic strategy, MOFU marketing must be included in all your strategic discussions to make sure that you have a good process for turning leads into sales.