Sales Lead Generation: Making an Impact in a New-Age Environment
Owing to the vast range of sales lead generation option available, companies are certainly getting quite confused about which option to go for to generate leads.
Talking of the best ways for sales lead generation, there’s quite a lot of buzz around social media. As a medium, it is very exciting and highly utilized. According to research, social media platforms like Facebook, LinkedIn, Twitter and Pinterest are not very effective, however, when it comes to generating leads. Even as conventional methods like executive events, telemarketing, search marketing and webinars are slowly being under utilized.
Now there’s a clear distinction between companies that use executive events and social media platforms. Whichever suits them. Here’s a glimpse of the top tactics used by marketing experts across the world, to get more customers.
1. Referrals: There’s nothing better than getting a lead from a satisfied customer, since the latter already knows what the company is offering and has used the same in all likelihood. In such a scenario, when he recommends the brand to a known associate, the chances of conversion are going to be higher. Because the lead is well qualified, one wouldn’t have to spend too much time and effort, leading in a win-win situation
2. SEO, SEM and PPC: Talking in terms of lower cost per acquisition, sales lead generation via search engine optimization/marketing and pay per click marketing is a great way to measure the success rate. This is also a very targeted approach because when one needs a particular product or service, they search for it online and then find it. To increase the effectiveness of SEO, SEM and PPC, companies often target long tail keyword phrases that are targeted search terms which comprise three words or more. These keywords drive targeted traffic , and are less competitive compared to shorter search terms. Once the target keywords have been identified, content can be created around the same that will drive prospective customers to the site by ranking higher in search engines.
3. Cross promotions: Forging alliances with non competitive vendors to promote each others’ products and services. The leads that are generated from such practices are going to be of high quality, nearly similar to customer referrals. However, the negative aspect is that managing these associations is quite time consuming and the lead flow is unpredictable.
There isn’t any magical formula, so to speak, for getting the right kind of leads. All that one needs to find the right sales lead generation combination is focusing on the needs of the business and acting accordingly.
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The Global Associates is a unique full service sales and marketing organization offering Customized Strategic and Tactical Sales Solutions to Organizations, Globally.