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Top 3 things to remember for lead generation

Posted by Perceptive Insights Team - 13 February, 2017

When your aim is lead generation, and especially quality lead generation, there are a few things that you absolutely need to include.

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1. Your offer needs to solve a problem

An offer is worthless without it being of actual value to your readers: it needs to solve a website visitor’s problem. The offer can be an e-book, a free demo or a coupon. The most important thing is that your visitors and leads get the information they need to help solve a problem. 

The first offer conversion is a critical step for the inbound process in the relationship with the lead. This is a crucial step where the brand can build credibility. If you’ve got the right offer at the right time, you’re more likely to give your visitor exactly what they need and convert quickly.

 

Related content: We crush 5 common inbound marketing myths

 


2. Create high quality marketing qualified leads

Your sales reps will always want high quality leads that are ideally sales ready. If you focus on delivering a high volume of leads but the quality of your leads is reasonably low, you’re sacrificing your company’s performance. 

If you’re not able to deliver higher quality leads, which increase in quality over time, your whole company will eventually suffer. The key to avoiding this and using inbound marketing effectively is to better understand what makes your prospects tick. 

Analysing your customer personas and knowing exactly which leads become customers and which don’t, means you can sharpen your inbound marketing strategy. 

 

Related content: Buyer persona development worksheet

 


3. Work your workflow to the max

Thanks to marketing automation technology, we can nurture customers over time to help them become sales ready.  

A workflow is essentially a series of if/then descriptions that trigger specific events n a strategic series, based on the user interactions.

The events that are triggered are based on the information a contact has entered in a form, or on the person’s interests or actions. When you understand what your leads are interested in, you can easier progress the relationship with your contacts.

Knowing your target and defining your goals is essential so that you can create a strategy that aligns with both.

By aligning these three items and ensuring they work in unison towards your set goals, it enables your team to further develop the relationship with your leads, or close them to a sale.

 


Want to learn more about how to maximise your lead generation with inbound marketing by targeting the right audience? Download our free ebook.

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Sources: Hubspot

Topics: Customer Insights


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