Generating leads both high in quantity and quality at trial stage

INTRODUCTION:

Generating leads both high in quantity and quality at trial stage? Lets’ face it; lead generation is what drives us marketers to get out of bed in the morning; lead generation is the be all and end all of what we do day in and day out. This is why it’s so important to concentrate on every aspect of lead generation; you should be structuring, analysing and improving your sales funnel constantly. In this series of posts we’ll be talking about lead generation from trial stage, conversion, offers, multi channel lead generation, cost reduction, retention and of course nurturing and of course much more. 

In part 1 of this series we’ll be focusing on whether you’re generating the perfect leads, sure you may say, leads are leads. IF this is the case, then you’ve fallen at the first hurdle; you only want the highest quality lead possible, and of course you want them in quantity.  The old adage of quality over quantity does not necessarily apply here, as it is highly possible to kill two birds with one stone using the correct lead generation techniques. 

• Attend and speak at industry related events 
• Showcase a high case mobile friendly website
• Media, both online and offline
  
• Focus on quality 

Step 1: Attend and speak at industry related events 

Thus offer you target audience easily assimilated information and engage them through the event. Follow up with after event sales slides. Speaking at events will position you as an expert within the targeted industry and will generate further leads

Step 2: Showcase a high case mobile friendly website 

In this day and age this may seem like a no-brainer, but there are so many businesses that have not ventured down this avenue. Do yourself a favour; book an appointment with a good design and development agency who understands conversion optimisation and let them handle this for, even if you do have a website it may be worth getting conversion optimisation experts involved.

Step 3: Media, both online and offline 

Can be a fantastic lead generation asset for you, as they say, all press is good press. Think of creative ways on how you can get your brand in the public eye, Richard Branson is a great example of a small struggling business that leveraged the power of media to boost his company’s sales. The question we have are you renting online and offline space or are building your own assets that will continue to deliver for ever? 

Step 4: Focus on quality 

Through the use of qualifying questions, you can start to generate higher quality leads. In a way it may seem like a double edged sword, as you’re essentially creating a longer sign up form; which we all know may lead to a decrease in conversions, but trust me when I say your sales WILL reap the benefits from this further down the sales funnel.  Let’s take for example a simple question based around a decision making time frame, the answer to this simple question can give your sales team a hotter lead by quantifying when the lead will be in a buying mindset, alternatively from this answer you can also assimilate the information and make an informed decision on whether to nurture that lead further.

In the pre sign up form ask the lead what the ‘biggest challenge’ is they face, this can be flipped by the sales team to primarily focus on the leads  biggest concerns based on the services being offered. Of course, should the lead not fall into a category being offered, it can be classed as a non qualifying lead; ultimately saving precious resource time.

Sales funnel splitting is another great way to determine the quality of leads and will ensure the team only focuses on the hottest leads possible; by segmenting your leads based on previous data you will be able determine the close rate of each lead, allowing you to determine the overall quality of the lead.

Here at #synxgroup we focus on only the highest quality lead generation. If you have any questions on how we can help transform your business then please don’t hesitate to get in touch with one of our friendly team today.  You can find out more information from our CEO @charles_mckay or download our ebook on 30 greatest SAAS Lead Generation tips tricks and ideas. 

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