In B2B marketing, there is the following simple statistic: instead of qualifying leads , selecting the most promising ones and only forwarding them to the sales department, 61% of marketers, without a shadow of embarrassment, delegate all leads without exception to their colleagues. As you understand, the effectiveness of such an approach is very low, and according to research, only 27% of all transferred leads are converted into real buyers. Improve Lead Quality
The reason for this circumstance is more than clear: marketers are concerned with providing the sales department with an inexhaustible flow of leads, and this is indeed one of the key points of business, because the more leads, the more sales special lead . But this formula will work with only one caveat – more quality leads. Providing the sales department with old and non-working contacts causes even more damage to the company and does not contribute to its growth.
Here are three tips to help your sales team generate higher-quality leads and increase your business’s profitability.
More inbound marketing – less outbound
Traditional marketing involves using a whole arsenal of all sorts of advertising tools (from email newsletters to trendy product placement) and creating a huge communication network, Improve Lead Quality the main purpose of which is to collect leads and engage them in a dialogue with the company. A large network is, of course, very good, but in such a situation it is extremely difficult to set up a filtering process, filtering out unpromising applications and providing sales managers with only the most reliable and confident potential buyers. And yet, we often see exactly this kind of marketing.
Why? Because marketers themselves are primarily focused on quantity, not quality. They generate a lot of leads and seriously believe that they are doing their job perfectly. It turns out that outbound marketing, despite its familiarity, is doing nothing and does not produce the desired result. On the other hand, inbound marketing is capable of creating a lead generation system that will be much better (that is, potential customers will be more interested in your product) than “random visitors” indiscriminately supplied by outbound marketing.
Working with an uninterested client rarely produces positive results, and it is a real nightmare for the seller, who spends more effort and time than necessary to achieve the result.
By focusing your efforts on creating a quality inbound marketing system, Improve Lead Quality you will be able to consistently receive not just a set of contacts, but a targeted qualified list of those clients who really want to cooperate with you.
Read also: Inbound and Outbound Sales: 6 Differences
2. Adjust the shapes
In the context of this article, a lead phone number lt form or subscription form is one of the important factors that contribute to both improving the qualifications of leads that end up on the desk of a sales manager. Everything depends on how you have organized the process of leaving a request, what questions you ask.
Take a look at the lead forms you currently have on your landing pages . Answer the question: are you asking only the bare minimum or are you guilty of asking too many questions?
To attract more qualified leads, ask yourself a few questions about each line in your opt-in form: Do you really need this information? Is it worth asking for it and risking losing a potential buyer?
In addition, by subscribing landing page visitors to your blog or company news, you can do the actual work of growing your base ( lead nurturing ). Improve Lead Quality Over time, people who subscribe to your newsletters can become much more promising as buyers, and move from the category of unqualified leads to more profitable ones.
Read also: One-Step and Two-Step Opt-in: Which is Better?
3. Use social media to listen to your customers
There are a number of services on the web that allow you to track brand mentions on social networks and interact with the gambling data authors of publications, created topics, discussions, etc. The resources provide a list of publications that contain words or phrases associated with your business.
Thanks to such solutions, you will be able to filter the huge volume of information generated in social networks and extract only what is relevant to your business. Improve Lead Quality In addition, you can quickly respond to spontaneous discussions regarding your company, conduct explanatory work and, in fact, work with potential buyers. Needless to say, with this approach, you have a better chance of bringing potential clients to the fact of concluding a deal?