Four Tips for Generating High-Quality Leads
October 19th, 2022 by Jonathan Blakey
Lead generation has a vital role to play in any well-oiled business growth program. Numerous marketing experts believe generating enough high-quality leads is perhaps the biggest challenge faced by B2B marketers. Here are four steps to establishing a high-quality lead generation strategy.
Define Your Goals and Objectives
The first step when generating leads is defining your goals and objectives. Your goals are the end results you want, while your objectives are how you plan to get there. Defining your target group is critical to generating high-quality leads. List the characteristics of your business's ideal customers. The channels you use to generate leads will vastly differ based on who they're intended for. You'll also want to define the action items and benefits you'd like each potential lead to experience once you reach out to them.
Make sure to define your objectives for lead generation depending on your sales team. Think about how many leads you will need to hit your revenue targets and sales goals. Additionally, establish quality communication between your marketing and sales teams. Some tips for having quality communication are as follows:
- Get feedback from the sales team on the quality of the leads
- Establish what a high-quality lead looks like
- Update lead scoring criteria with sales and marketing based on buyer behaviors
Define Your Ideal Buyer
A lead generation plan should start with a clear understanding of your target business niche. Make sure that your sales and marketing teams are on the same page when it comes to defining your leads. Based on the rates you expect to close a sale, consider what your leads are worth to your business.
It is important to consider this figure because it helps in establishing your overall budget or goals for marketing campaigns. For instance, if your company can make $50,000 for each sale in financial services, your leads are going to be worth a lot more compared to companies that sell $500 worth of finance software. After that, you need to determine an appropriate channel for your message.
Select an Appropriate Channel For Your Lead Generation Message
Will your target market be interested in your products or services? Are you looking for business owners or entrepreneurs who will be interested in your offerings? Lead generation varies from industry to industry. You should remember that most of your prospects would like to hear your company's message more than once before responding. This is why you should define a budget and marketing plan that is meant to cater to multiple views or reads. Additionally, create targeted content using focused language.
In most cases, you should move up from your least expensive marketing tactics for lead generation to use your budget wisely. The most expensive tactic in your business is your sales staff, and they should not be used to generate leads.
Measure the Effectiveness of Your Lead Generation
In this aspect, quality is more important than quantity. Ideally, your business leads should be high-quality, which leads to higher conversion rates. Here are three things to consider:- Measure of the quality of visitors to your landing page, website, or other digital touchpoints.
- Measure of the number of inquiries that become a potentially good fit for your sales team.
- Measure the number of days an inquiry takes to become a sale. This metric will help you determine how much your company is paying for conversion with marketing and sales efforts.
TAG's mission is to offer advanced sales training programs and processes, lead generation and marketing programs, and partnerships with technology producers. Learn more about how TAG can benefit your sales teams. Contact us today!
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