Although you may very well have the most innovative product or service in the world, it is a simple fact that it will fall upon deaf ears if you cannot attract the most appropriate target audience. This is why lead generation is so very important in this day and age. However, this is often easier said than done. Techniques have changed in recent times and what could have been a great method yesterday may very well be outdated today. Let’s take a look at a handful of worthwhile suggestions to keep in mind, as your next customer might represent the biggest sale yet.
You are not alone if you feel that you cannot properly implement your lead generation strategies. According to a study performed by BrightTALK, no fewer than 80 per cent of all businesses feel that they are not effectively leveraging their current approach. This is often the result of trying too many different techniques at once. It is much better to be methodical in your efforts, as you will be able to quickly identify what is worthwhile and what is better to abandon early on.
Location, Location and Location
The prevalence of the digital domain has caused some businesses to forget about the importance of the physical location of their office. For instance, owning office space within central London is likely to attract a greater amount of clients, as they will be able to visit the property on occasion. Location is also critical if you wish to hold seminars and similar events without having to rely solely upon digital conference calls. There is still something to be said about a firm handshake and a face-to-face meeting.
Proactive as Opposed to Reactive
Generating sales leads is never a one-off effort. A portion of lead generation needs to be devoted to nurturing these potentially new clients. You have to illustrate to your demographic that you care about what they have to say. This can be accomplished in several ways and a handful of the most powerful are mentioned below:
- Responding to any feedback (positive as well as negative).
- Providing timely updates.
- Asking for suggestions in regards to how you can improve your services.
- Determining whether or not your current location is the most conducive to generating business.
By embracing a proactive approach, you will be able to detect any small issues before they conglomerate into larger problems.
92 per cent of all marketers state that social media is a critical component of their lead generation strategies. Of course, this should come as no great surprise. The major difference involves which platforms are the most useful to your organisation. For example, those involved with professional IT services may be better employing LinkedIn as opposed to more youth-oriented portals such as Facebook. If you are able to appreciate which segments can prove to be the most beneficial, you will be able to focus your efforts in the right direction and cater to the needs of a discrete audience. Otherwise, you may be wasting your time appealing to the entirely wrong demographic.
These suggestions should be used in conjunction with other tried-and-true techniques such as SEO, analytics and adopting the right CRM platform. Fostering new leads within a decidedly competitive environment could be the only variable which separates you from your closest competitors. After all, reaping a harvest first requires that the right seeds are sown in the right soil.