Know about the Business Lead Generation

What is a Lead?

More specifically, a Lead is someone who has left their contact information (name, email,
telephone, etc.) through our website in exchange for content or value offer (tool, free trial,
request about product/service, etc.).

In other words, Lead is a contact that voluntarily becomes part of our database because he is
interested in hearing more from us.

The business lead generation South Africa is someone who has shown interest in the topic of
your business and who would probably like to see more about your company, both in terms of
knowledge and product/service offers. Similarly, it is someone who can be more easily
approached by your sales team when the time is right for such action.

Observation: In other types of business, the concept of Lead can take different forms. Example:
A user registered in the trial version of software, someone who calls the company directly to find
more information, a subscriber to an eCommerce site, etc.

Why is it important to generate leads instead of selling directly?

Only 3% of the public is actively looking for options to buy something, and about 7% is hardly
open to proposals. The remaining 90% is represented in the following pyramid:

How, then, to achieve a higher percentage of the pyramid and, at the same time, generate more
credibility?

Imagine an entire stadium filled with your potential customers, and you had the opportunity to
speak to all of them for a few minutes. What would you say to them?

Most people respond by presenting the track record or benefits of their product/service, that is,
by making direct sales. The problem is, he only starts saying this, and 90% of the pyramid gets
up and goes.

Without sales, your company cannot exist. If your company offers technological or professional
services, it can be excellent in what it does, but it must also be excellent in the challenge of
conquering new clients. We can help you win this challenge!

The process begins with the Generation of Opportunities (Lead Generation).

Lead generation is the process of identifying sales opportunities that can later be converted into
real company sales.

For this reason, your speech - including on your blog, consumer email marketing South
Africa, and social media posts, should focus on offering useful content to the customer,
regardless of purchase time. It is necessary to say something interesting so that the whole
pyramid continues to listen.

Why manage leads?

With a job well done in attracting and converting at the top of the funnel, companies begin to
grow their contact base significantly, and usually, they fall into one question: What to do with so
many leads?

Since we do not want (or we can) place a commercial team to contact each of these, the first idea
is to try to spam the base with offers of products/services. This is not only risky as it can burn the
canal unnecessarily, but it is also inefficient.

For this reason, for the Marketing area, just generating Leads is not enough. It is necessary to
have a process that helps the Leads descend more and more in the Sales Funnel and filter the
base, managing to deliver to the sales area the Leads with the correct profile and are already
more likely to purchase your solution.

When is the right time to address leads with a business proposal?

A commercial proposal must be presented when the Lead accumulates a series of characteristics
based on two main aspects: profile and interest. A quantitative or qualitative rating can be
assigned to show the sales team the maturity of the prospect, compared to at the time of
purchase. This is called Qualification Leads, which can make this intelligent process based on
the tool Lead Scoring.

Analyze, measure, and optimize

As shown in the sales funnel figure, one stage in the process is to Analyze. This is how the
Inbound Marketing methodology proposes it, which states that the analysis must be present in
each of the other stages (Attraction> Conversion> Relationship> Sale) to optimize the process of
generating and managing Leads and then to convert them into clients. You can take the help of
the consumer database.

We must pay attention to some metrics and symptoms that will help identify possible obstacles
and points with room for improvement. Thus, your company will be able to create an
increasingly powerful Leads and Sales generation machine.

These are some metrics that you should take into account in this process: Number of Leads
generated, Number of Qualified Leads (MQLs) that reach maturity for a sales team approach,
Number of these Leads that were received by the sales team (SAL), and Number of opportunities
completed (Sales).

Automation and management

The different marketing automation tools will help you improve the functioning of the marketing
department of your business. You will be able to automate tasks that are routine reducing the
workload of the people in the department. In addition, by having different strategies for
generating demand, it is much easier to manage the database generated from the same platform.

For More info visit our website: https://www.anydata.co.za/