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When you manage a team of staff, who have the important job to follow up customer enquiries and convert these into sales, you should think about the best way to generate a decent quantity of leads for them to work on.
So how should you generate them and attract potential customers to your business? We look at the options to consider and what should you think about when it comes to lead generation.
Consider the scale of your lead generation
When first thinking about how you should generate your leads, you should consider the scale of your lead generation strategy. This includes factors such as how many enquires you can deal with, and what targets you want to aim for each day, week or month.
It’s important that you have the right resources in place to cope with these leads, such as effective technology, and a suitable number of staff with a good skill set. But it’s equally important to consider the fact that some might not result in customer conversion. So, it’s wise to aim to create a large pool of enquiries, giving you more chances to convert and hit targets.
Options to generate leads
There are many sources that you can use to generate leads. Key options include online, offline and traditional print media. So you should think about what your team is selling, the audience you’re trying to attract, and when and where promoting your products or services will be most effective.
For instance, if you sell services for personal injury claims, you could advertise on ad breaks for daytime television. This could attract those people who have suffered a personal injury and are off work, so are more likely to be watching television during the day.
Online
Key examples include:
Company website – Such as the enquiries or contact us pages on the website for the company you’re selling for.
Content marketing – Including blogs or features on your website or others, which promote the products or services you sell.
Social media – News and promotions about your products and services on social networking channels, like Twitter and Facebook.
PPC – Pay-per-click advertising on websites and search engine rankings.
Streaming services – Such as advertising on music and television streaming sites like Spotify and Netflix.
Offline
Examples include:
Television – Advertising your products or services on regional or national television channels.
Radio – Advertising your products or services on local or national radio stations.
Print media
Key examples include:
Newspapers – Such as newspaper adverts, or news stories created from press releases that you’ve put together, which mention your company, product and services.
Magazines – Including adverts and content in magazines, like news and features that mention the products and services you sell.
Outdoor advertising – This includes advertising your services on billboards and bus shelters.
What you should do with the leads you generate
It’s all well and good thinking about how you should generate your leads. But if you don’t think about what you will do with enquiries after you receive them, you’re less likely to see them convert into customers. Things to consider after lead generation include:
Managing – Thinking about having a system that manages all your leads, so none get missed.
Filtering – Categorising your leads, so staff know which are cold and less of a priority, and which are hot and should be followed up.
Following up – Making sure staff follow up leads at the right time, with the right information to hand, so customers are contacted and approached in the right way.
Helping you get the most from your lead generation
Ensuring you get the most from the leads you generate, so you manage, filter and follow them up effectively, is crucial to convert those leads into customers. To do this, having an effective lead management system is key.
This is where FLG can help. We provide a tool set that can:
- Efficiently process your leads to increase customer conversion
- Use powerful workflows to automate your sales processes
- Integrate with key software platforms, including MailChimp and Campaign Monitor
If you’d like to learn about our main lead processing engine, just one of our key products that could help your business today, please visit our Powerful CRM page.
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