LEAD GENERATION SERVICES
A lead is any person or organisation that indicates interest in your business’ product or service in some shape, way or form. Lead generation is, therefore, the process of attracting and converting cold leads and strangers into hot prospects and valuable new customers for your business.
Lead training will help with your marketing and sales efforts. This is where your revenue stream begins. When a stranger initiates a conversation by showing an organic interest in your company, the transition is more natural.
How Our Lead Training Services Will Help Your Business Succeed
Lead generation is one of the hardest strategies to execute. And you’re not alone. According to HubSpot Marketing Statistics, over 60 percent of marketing professionals admit that generating leads is their biggest marketing challenge.
That’s where we come in. At the Business Coach Specialist, our lead generation services will turn your hard-earned web traffic into qualified leads for your pipeline. We’ll teach you how lead generation fits into your inbound marketing practices and how to begin generating leads for your business.
Working with us will eliminate the guesswork of sales cold calls and present you with high quality leads (HQL) based on your businesses ideal customer profile.
We believe that highly paid salespeople are over qualified to handle Lead Generation. We will show you how easy it is to delegate this fundamental responsibility.
But first, how much do you know about sales leads?
Understanding Sales Leads
Sales leads are part of the bigger life cycle that prospects follow when they transition from mere visitors to loyal customers.
Sales leads are not created equal. Based on how they have qualified and the life cycle phase they are in, there are 4 main types of leads.
Product Qualified Lead (PQL) –
These are contacts that have already used your products and gone a step further to show interest that they want to become paying customers. Companies that offer free or limited versions of their products with options to upgrade get PQLs.
Sales Qualified Lead (SQL) –
These are contacts that have done things that explicitly indicate their intention to become a paying customer. For example, a contact that fills out a form to inquire about your product or service.
Service Qualified Lead –
These are contacts who have specified to your service team that they want to become a paying customer. An excellent example of a Service Qualified Lead is a customer who asks for an upgraded product subscription.
Marketing Qualified Lead (MQL) –
These are contacts that have engaged with your marketing team’s effort but are not yet ready to receive a sales call. A good example is a customer that fills out a landing page for an offer.
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The 7-Step P.E.R.F.E.C.T. Lead Generation Method
Now that you understand the different types of leads let’s walk through the non-labour intensive P.E.R.F.E.C.T method of identifying and locating Hot Prospects. This lead training strategy will bring in a steady flow of leads and help you focus on what’s important – selling to your captured prospects.
P – Position Yourself Or Your Business As The Industry Leader
Establishing yourself as an expert in the industry will make prospects have faith in your business. The more your target market is exposed to your business, the more they will recognise you as an industry leader. You can do this by providing helpful advice, creating valuable content, pitching ideas to the media and getting deeply involved in your industry.
E – Educate, Inform And Influence
Try to offer something of benefit that costs you little. Don’t always feed your audience ads and hard sales pitches. You can produce a special report or share a post that touches on current affairs in your industry.
R – Capture All Your Data Within A Reliable Customer Relationship Management (CRM) System
You can be overwhelmed by the number of leads you receive. Use an efficient lead management system to handle and deal with your valuable newly found prospects. This way, you can keep in touch and improve your position with the prospect.
F – Leverage All Available Affordable, Effective Advertising And Marketing To Promote Your Company
Advertising doesn’t have to be expensive. Thanks to social media, you can reach thousands of your customers online. From bitly URLs on Twitter to Facebook bio links, there are different ways to engage your followers. A great sales pitch needs to do 5 things – Attention, Interest, Credibility, Desire and Action (AICDA). Try and keep it simple, avoid jargon or technical words and offer a money back guarantee to attract more people and get them to take action.
E – Eggs! Don’t Put All Your Eggs In One Basket
Use a variety of communication tools to create an effective marketing campaign. Multiple tactics will help you reach out to hot, warm and cold prospects on a regular basis. Don’t get too comfortable just because you have found a rich vein of hot prospects. Your lead generation strategy needs to be as dynamic as your target market.
C – Call When Appropriate Or When The Prospect Is Ready
On average, it takes 10 marketing driven touches to convert a lead from the top of your sales funnel to an actual sale. Treat them good and you will be repaid in abundance. With time, you will know whether your potential new customer is hot, warm or cold. When the time is right, you can call to check their temperature. If you find that it is Hot, proceed with caution. They might also be a ‘Hot Prospect’ for your competitor!
T – Test And Measure
Don’t guess; it’s bad for business. Make sure to test and measure all responses to find out what works and what doesn’t. This will increase your success and decrease your potential losses, which is a win for your business. You can use Hotjars’s heat map tool to understand what users want, care about and do on your site.
See how everything fits together?
The P.E.R.F.E.C.T Lead Generation Method works when properly executed. Here are 4 simple variables to get you started:
- Try the exact copy in different publications
- Change one variable at a time to avoid confusion.
- Evaluate the results.
- Keep testing your ads to increase your sales, income and profits.
Lead generation is a top marketing challenge. It takes a lot of time and effort to attract users to your site organically. We can help you develop a profitable lead generation strategy, so you exceed your marketing and sales goals. Our lead generation services are aligned with your unique needs.
Have traffic, but it’s not converting? Contact Us today to turn website traffic into marketable names in your database.