Lead generation – find out how to acquire up to 400 new customers in a month!

On a daily basis, we provide solutions that increase the number of potential customers in the company.

If you notice that many of your sales activities did not bring the intended effect, learn about our methods.

Check and see how many leads you will get!

What is a lead?

A lead is any person or company that has shown an interest in the company’s products. This is a potential client who may need to use the company’s services in the near future.

The goal of each company’s marketing activities is the process of acquiring leads, inter alia through the website. These leads will then go to the sales department and sellers will try to turn them into customers.

It is a challenge for every enterprise. From the smallest, one-person businesses to large corporations. In smaller companies, the lead acquisition is usually done by the owner himself, which takes a long time. In larger companies, there are dedicated people or departments dealing with marketing and sales.

Leads can be divided into several groups.

a) hot leads – customers who are keenly interested in the company’s offer. They are familiar with the offer and react very positively to any form of contact. They feel the need to take advantage of the company’s offer. A small effort is enough for the contact to end in cooperation. This type of customer is the most important for traders.

b) warm leads – customers potentially interested in the company’s offer. They are currently not ready to make a purchasing decision. Most often, they know quite a lot about the product they are interested in, follow the company on social media, and follow industry news. Proper marketing efforts and a little attention can transform warm leads into hot leads.

c) cold leads – people who cannot yet be identified as potential customers. They do not currently show a need to purchase the products and services that the company offers. It takes time to change their attitude.

Who is a sales lead?

We can meet one more division of acquiring leads – into marketing and sales leads.

A marketing lead is a person who showed interest and left his contact details, e.g. by filling out a form. Thanks to the observations of his actions, we can assume that he is interested in the offer and to what extent. This contact is then transferred to the sales department and thus becomes a sales lead. He is potentially ready to start cooperation.

Sales leads are people and companies that we know very well and know what they may be interested in. We may contact them to present a potential offer. The sales lead is ready to cooperate with us.

Lead generation is based on obtaining as many such ready leads as possible.

What is lead generation?

Lead generation is the process of acquiring contact details of potential customers. Among them, we can mention content marketing, website positioning, social media marketing.

Lead generations activities are an effective way of acquiring customers in the long run.

Most often understood as a process that should be scalable, semi-automatic and subject to optimization. It can be said that all employees of the company participate in this process. Making a phone call to a potential customer, e-mail is an element of generating sales leads. It is a long-term process, the effects of which we will see only after some time. Nevertheless, these marketing activities will give a “snowball effect”, that is, our clients will acquire other clients for us, eg through recommendations.

Generating leads is also a continuous process that cannot be interrupted. Conducted content marketing, updated social media should not be interrupted. On the Internet, information becomes outdated very quickly, we must act systematically and be active.

How to turn website users into sales leads?

Potential customers visit your website at least several times a day. Each of them spends several to several dozen seconds on it. This means that you have a moment to encourage the user to read the offer and leave their contact details.

It is thanks to your actions that an anonymous user can become a lead.

And even a sales lead!

A given lead should go to your database and be forwarded to the sales department.

How to do it?

First of all, you should recognize the needs of your customers. Ask yourself whether your target group is individual customers or companies? The way to reach them is very different. So are their problems.

Individual customers are more prone to make an emotional purchase. We can see a certain seasonality here. The purchasing process is shorter because the potential customer is an individual, not an organization.

Lead generation related to the B2B segment is more difficult. Here we have a few decision makers, specifics, comparing facts. The process of acquiring these leads is more formal. Potential customers are actually CEOs and owners, not employees.

You should also know what they are looking for and what information they will be willing to leave their data for.

The next step is to take a closer look at your website. You should look with a critical eye at the offer you have for your customers, i.e. the so-called lead magnet.

A free, attractive item or service that your potential customers are looking for.

It can be an e-book, a dedicated report or a guide to solving a specific problem. Or a list of places, tools, ideas, changes in the law, thanks to which the user will save time. It can be a recorded instruction, course, webinar, book, consultation, audit, case study, coupon. You know best what your customers are looking for.

It means – you have to give something from yourself to persuade users to leave their data.

Then it is worth checking if there is a call-to-action on the company’s website. Verify if it is legible and correct. Whether it links to the appropriate landing page. Then check if the form contains only the most important fields.

Why is it worth generating leads?

Generating sales leads allows the company to maintain financial continuity. It gives a database of potential customers who should feel the need to take advantage of the offer. This base is automatically expanding. Satisfied customers recommend products to their friends and each such friend is a potential customer.

Lead generation increases the effectiveness of marketing activities. Content and campaigns are created based on a specific target group.

Going further, acquiring leads saves time and money in the long run. All activities are targeted at a specific group.

Lead generation is activities that should be undertaken by the entire company, then they will be effective.

Obviously, most of the lead generation process is undertaken by marketing departments. But everyone in the organization can influence it.

Acquisition of sales leads – tools.

Once we define the client, we can focus on using appropriate tools to facilitate the lead generation process. We can divide them into three groups: the marketing activities that the company must undertake to intensify lead acquisition, the tools that the sales department will use and the processes that need to be implemented to assist salespeople in finalizing the transaction.

We have several key solutions at our disposal. They will prove useful at various stages of customer acquisition.

1) E-mail marketing

This is marketing with the use of electronic mail. Many marketers say that email marketing is one of the most effective activities. Once the user has left his data with us, we can reach him through internet marketing. We can turn it into a warm lead, that is, more willing to read materials from a given industry. The recipient will be interested in the offer, and perhaps in the future, ready to make the purchase.

2) Marketing automation

That is automation in obtaining leads. The available tools allow you to automate lead generation. It is enough to enter data, define activities, place texts and graphics. In this way, we can get leads faster and more effectively.

3) Callback24 widget

A very simple and free tool for generating leads in the basic version. We place them on our website. The handset widget allows the customer to order a call within 15 seconds. Proper phone calls also increase the value of the shopping cart. The tool primarily allows you to reduce the number of abandoned carts. Provides knowledge on how the marketing and sales department works. It also allows you to collect a database of potential customers. Each user who leaves his number is a potential lead.

4) Social Media

Social media marketing allows you to effectively reach your target audience. Observation of customer’s behavior is very knowledgeable. Testing various creations and texts will allow you to obtain sales leads more effectively. What’s more, it is here that generating leads can be the fastest. It is enough for a given person to like our profile or share it and we already gain a huge base of people. And each of them is a potential lead.

5) Landing page

A dedicated page dedicated to one service / product. Tailored to a specific target group. A landing page is characterized by a concise and transparent form and a typical focus on acquiring sales leads. Most of the page is taken up by a form which task is to actively participate in the lead generation process. In this way, the lead obtained is sent to the sales department.

6) Content Marketing

One of the most important marketing activities of any company. Providing recipients with video materials, articles, guides, and webinars will allow you to build a community of warm and then hot leads. Content marketing also provides answers about our company. What do we do? What are our values? How are our products and services helping people? In a word, it shows who the organization is, what authority it has and why it is worth cooperating with it. The advantage of content marketing is the possibility of later sharing and marketing the content. We can market each content in several ways. We can post it on social media or send it by e-mail and thus reach the target group and acquire leads.

7) Case study for download

Content marketing consists of various downloads, including case studies. A well-written case study helps a lot in internet marketing. Not only does it significantly increase our credibility. It really shows that we provide our clients with real value and respond to their needs.

8) Google search campaign

Generating sales leads using Google Ads campaigns gives immediate results. Settlement with a specific amount per click allows you to accurately measure how many sales leads were provided by a given campaign. In turn, Google Remarketing reaches customers who have been to the company’s website but have not made a purchase.

What is lead scoring?

The next step in generating sales leads is their segmentation. Lead scoring is based on evaluation, a specific scoring. It allows you to assess which leads can be turned into new customers, returning customers and maybe even brand ambassadors.

In the lead generation process as well as in the selection of leads, we should take into account several factors. Belong to them:

• the level of interest in our offer,
• the size of the budget,
• the need,
• time needed to make a decision,
• attitude, i.e. the ability to make a decision.

What is a sales funnel and what should you know about it?

The sales funnel takes an active part in generating leads.

It guides us from getting to know a customer / company to selling to that customer. In the initial period, we create an offer for the whole mass of leads. In the next step, the number of interested people is smaller, but more willing to buy. At the very end of the sales funnel, we basically only have people interested in buying, i.e. sales leads.

It would be a dream for lead generation to effectively deliver clients in the first stage. Unfortunately, it doesn’t work that way. According to the AIDA model (Attention, Interest, Desire, Action), we first need to get attention, then arouse interest, desire, and only then act.

The lead generation process cannot be shortened. The sales funnel makes it easier for us to go through all these stages. It allows us to extract customers from the entire mass of leads obtained in marketing campaigns. Acquiring leads also cannot be accelerated. Customers, that is, people like us, must really be interested in a product to buy it.

Lead nurturing – what to do when a lead does not want to buy?

In the lead generation process, we will obtain a lot of leads that will not be ready for purchase. Abandoning or ignoring these leads can result in passing them on to your competitors. So what can we do?

Lead nurturing tells us about nurturing and educating these clients. Consequently, it is to contribute to the creation of the need to purchase our products. Building long-term relationships with these customers may result in increased conversions and lower costs of acquiring leads.

Will you find lots of instructions on how to generate leads?

But it’s up to you what you do to make the lead really effective and result in sales.

A sales lead is the dream of every trader. Keep this in mind when running your campaign.

How much does it cost to generate sales leads?

It is very difficult to estimate the costs of generating leads at the beginning.

There are tools on the market that will accurately calculate how much the sales lead cost us. They will tell us what the real cost of acquiring the client was. But all this happens “after” the fact. Working with a marketing agency, we can of course ask specialists based on their experience. Ask about the cost of running a marketing campaign. Ask about the cost of acquiring a lead, or the budget needed to obtain leads. However, these will only be an estimate. No two companies are the same, so it is always worth looking for something that distinguishes a given company and that can give this value to the customer.

A few tips at the end:

1) Create short forms on the company’s website – longer forms may discourage potential customers;

2) Collect contact details into one CRM database;

3) Get in touch with customers as soon as possible. Customers quickly lose interest;

4) Customer acquisition is a process that takes time and requires good tools;

5) Leaving a lead without contact is the first step to giving it to the competition;

6) Lead classification is very important, it allows you to identify customers with potential;

7) Almost every penny you spend on internet marketing is measurable. You will know how much it costs you to generate leads.

8) Lead is a person or a group of people who have their own needs and preferences. Only by taking them into account are you able to establish a deeper relationship with them and create a sales lead out of them.

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