When we think of leads images of cold-call sheets and targeted ads are probably one of the first things to come to mind. However, in reality, leads are potential customers that have shown expressed interest in a product or service. Lead generation for the digital world is much more nuanced than previous methods you may have heard old brokers discuss. On the internet, we focus on generating traffic through various means and then focus on converting those visitors into leads. Just because someone decided to click on your link doesn't mean that they are entirely interested in what you have to sell. With our understanding of how customers browse the internet, we can determine which visitors are more likely to purchase your services and continue returning.
Marketing Qualified Leads
When we talk about marketing leads, we refer to individuals that have shown interest in your services, but who are not entirely ready to jump on board. An example of this on the internet that we have all done ourselves is clicking on an advertisement. These individuals have actively shown interest in your products and services and would more than likely come back with the right nudge. We take this information and then strategize methods to generate further clicks and engagement. More engagement means more potential customers, and more potential customers indicates it's only a matter of time before someone interacts with your business directly.
Sales Qualified Leads
One of the methods we use to generate leads is by looking at individuals that have directly tried to contact your team. An example of this would be taking all the customers that might have filled out a contact form on your website, and later send out a coupon or call-to-action to engage with your services. It's better to pursue these individuals first over other potential customers because they have already shown interest in what you have to offer. Think about it, isn't much easier to talk to someone willing to listen than someone who has never shown interest at all.
Product Qualified Leads
We have all been victims of the free trial, but what you may not have realized is that this is a perfect example of product qualified leads. Depending on the structure of your business, free trials are one of the easiest ways to see who is interested in what you have to offer. Most people wouldn't try anything even if they were getting it for free unless they were already interested from the start. After using your product or service and seeing how it works, they are more likely to return and purchase if they already know what they are getting.
Online Lead Generation
The internet is full of opportunities to engage and interact with potential customers with little cost or effort on your end. From company ran blogs, to weekly newsletters, and especially pay-per-click ads are just a few of the ways we use the internet to find customers. Using the first example, a company ran blog with an active user base can generate leads if the information is pertinent to them. A blog discussing fashion for your clothing store, for example, is both perfect for giving your viewership fashion advice and advertising your new fall-line of clothing as well. When you and our team run the material, it's up to you to decide what's essential and what you want to show your customers.