I know, you’re saying to yourself – of course quality Lead Generation (LeadGen) is key to a business and you’re RIGHT! Many businesses I work with may go about it the proper way and they miss great opportunities. LeadGen is perhaps THE most important revenue generating function of any business with sales and marketing owning this process. LeadGen comes from many different sources and it’s important to have a steady feed of new prospects from all areas. After all, in the early stages of LeadGen it’s really a numbers game until you qualify each Lead. Consider these steps/tips as some things to consider when it comes to driving your LeadGen efforts successfully!
1. Determine What Your LeadGen Sources Are – It’s really important to map out 🗺️ and develop a list of where all of your active Leads will be coming from. Common ones include: Trade Shows, Website Forms, Cold Calling, eMail Campaigns, LinkedIn, Paid Ads – both social and classic, Social Media Campaigns and more. Uncommon ones include: Word of Mouth, Networking both 1st and 2nd level, Blog Articles, Comments from your Social Posts, and more. The point is to segment 🔀 each of these LeadGen sources so you can flag them in your CRM. Why? Because you’ll want to not just follow and qualify each lead, but also track 🔍 your results to see if one segment is generating more leads for you/your company than others and put more effort and time in these areas.
2. Focus – Focus – Focus Your Resources – So many businesses want to “do it all” and have more of a shotgun approach to their LeadGen activities. While this may be a sound approach if you have unlimited funds, most businesses are not in that position, so they need to be more targeted 🎯 in their approach. Look back at your prior successful leads which materialized into client contact and perhaps a sale in an attempt to determine where your best leads are coming from. As simple as it sounds place your precious resources in these areas and FOCUS 🔬 on them diligently. I’m not suggesting eliminating all others as trying new things is great, just focus on where you get your best results and further capitalize on them.
3. Relentlessly Execute On Your LeadGen Segments – Once you’ve determined what your LeadGen sources are and determine those best to focus on with limited resources, then it’s all about Execution👍 ! Dig deeper into understanding particular segment/s which are providing you and your company success allowing you to then expand within these segments. For example, through a network contact you learn about a trade association of professionals you never knew about. Research 📚 that trade group fully, perhaps join the group as an associate usually at lower cost, and you’ll find it opens you up to perhaps thousands of new prospects from that simple suggestion through your network contact. Do your research, open your mind, look at all opportunities while drilling down to find out what is best for you/your company… Execute fully 🔥 with complete focus!