Lead Generation

What is lead generation in digital marketing?

This is the process of attracting leads and turning them into people who are willing to buy a business’ products and services. In marketing, it involves identifying potential customers who would be willing to do business and providing them with information on the particular product or service to turn them into paying customers. There are various methods and channels to help do this on the internet. The purpose for lead generation also differs.

How do you generate leads?

There are various ways to generate leads. Most marketers employ as many methods as they can – usually starting with the most promising. You can leverage social media to generate leads by posting compelling content on Facebook and Twitter to get prospects interested in a product or service. Direct customer engagement is the most effective method of lead generation, as it usually delivers on quality leads that convert. Marketers also try to get referrals from previous customers and their friends. This method might seem tedious, but it provides solid leads that perform better than, say, cold calling.

What is a lead generation plan?

This is a plan that outlines the ways a lead expert intends to generate a list of prospects and how to turn them into qualified leads. It contains the questions to ask and how much information about the client’s products and services they are going to divulge. The goal of a lead generation plan is to save time. In lead generation, the most limited resource is time. A thoroughly-designed plan will save your team plenty of that.

What is the verification/qualification process?

The lead qualification process varies from industry to industry. We often employ the telephone verification method where we place a call to our client to make sure each lead from our database meets their needs. Not every lead comes out through the funnel as a customer. So, we put a lot of effort into making sure each one is verified, to save both us and our clients time and resources. The traditional method of lead qualification involves manually reaching out to every individual lead and asking them questions to verify them. However, we now use more developed methods like BANT, which is more cost effective and saves time.

Is advertising a form of lead generation?

In a way, one can say advertising is a form of lead generation since it, in its broadest sense, seeks to teach prospects about a product or service and encourages them to do business with a client. However, the main idea behind advertising is to create a general awareness for a product. Lead generation is much more direct and seeks to convert each targeted prospect. Therefore, its method of operation is more personalised.

So, lead generation is more than appointment setting?

Yes, although setting appointments is the goal of any lead generation process. Lead generation is a process, and this means every element from the point of reaching a contact, placing a call or sending an email to them, to the point the appointment is honoured, will determine the success of the process. Therefore, it is more than just setting up an appointment. The prospect should be engaged in such a way, by the process, that an appointment will only be a formality.

How do I know you will deliver quality leads?

We have a lead generation system that prioritises both quality and quantity leads. Our staff members are trained and fluent in multiple sectors. Our years of experience in lead generation have provided us with the expertise to deliver only solid leads to clients.

What do you consider to be a quality lead or appointment?

At the beginning of your campaign, we will ask you to provide us with the criteria you need us to work with. This will be specific, as opposed to our general qualification method. Depending on their responses, any prospect that meets these criteria qualifies as a good lead. We categorise them as either completed leads or qualified appointments. The completed leads are those who indicated interest in doing business with you, while those marked as qualified appointments have also agreed to either a phone conversation or a meeting. The prospects on either of these two are considered good leads by us.

 How long does it take to see results with inbound marketing?

There is no simple answer to this question, as there are a lot of factors that influence the results of lead generation campaigns. Some of these include qualification criteria, your social media reach and quality of the content published. But, on average, the number of leads generated should significantly begin increasing after about 2 to 3 months, while ROI stretches between 6 to 12 months. This is to be expected as lead generation campaigns are a long process.

What is the preferred duration for each campaign?

All our previous clients saw that they attained more success when their campaign was extended in the long term. Therefore, when you sign up with us, our goal will be to provide you with amazing results, so that you see the need for a continued campaign.

What is BANT?

It stands for Budget, Authority, Needs, and Timescale. This is a technique which is used to conduct a lead qualification/verification process. It means that when we meet a prospect, we can determine whether they will need your product or service within a reasonable timescale and that they will have the money to purchase it and the authority to do so.

Which industries can use lead generation?

Most industries stand to benefit from professional lead generation, especially if the business is looking to increase revenue and build itself as an authority in its niche. But some industries are more in need of lead generation than others. They include: software, manufacturing, distribution, hospitality, medical, finances, consulting, and advertising.

How can we monitor campaigns?

Once you have completed your sign-up process, we will create a campaign-monitoring account for you on our platform. This allows you to monitor your ongoing campaign in real time. It is designed to provide you with reports and analytics on your campaign.