Lead generation is used to warm up potential customers to your business and getting them on the path of eventually buying. Once potential customers show an interest in your business, it will be easier and more natural to purchase from your business. In a marketing context leads are potential sales. Basically a lead is a person who has interest in your company’s product or service. Most of the time leads are obtained from referrals or they are a direct response to advertising.
What is a lead?
A lead is a potential sales contact – an individual or organization that expresses an interest in your goods or service. (techtarget.com)
When is someone a lead?
This differs for each company depending on their products and services. Well lets say that someone filled in a job application form on your website. Most likely that person gives a lot of personal information since he/she wants to be one of the considerations for that position. By filling out the application form, this person shows their interest in the position as well as the company. By definition this makes someone a lead.
Something entirely different is coupons. To able to get a coupon, the person probably has to fill in less personal information than with a job application form. However they will give information such as name and email address in exchange for the coupon. Although they give less information, they show an active interest in your company. Meaning that most likely that person is going to use to coupon for one of your products or services. So this person is a potential customer, thus a lead.
Before you qualify someone as a lead, you will be needing enough information about that person in order to know if some has a true interest in your company.
The mechanics of Lead Generation
There are a few elements that you can put together for generating leads. These are your landing page, forms, offer, and call-to-action. Combining these elements together with promotion and traffic to your page, you are ready for generating leads.
Quick ways to increase your leads
- eBooks: this mostly works for B2B companies who want to share some on their professional and technical knowledge. You can simply ask for a name and email address before your potential customers are able to download your eBook. This is done by many companies such as unbounce and kissmetrics.
- Newsletter: this is probably one of the simplest way to generate leads. Customers signing up for your newsletter are naturally interested in your company. To make sure that you have the perfect newsletter, you can read posts on emarketing blog that will help you creating your perfect newsletter.
- Twitter: twitter allows you to connect with influencers in your industry and indirectly reach out to their followers as well. Among them will be some potential customers who will want to visit your site.
- Blog: Blogging is one of the best tools for lead generation. By having a blog you, as company, have control about what is being said and you have the undivided attention of your readers. To optimize your blog, your potential customers need to be abel to sign up to your newsletters as well and be able to see your twitter feed.