Your 2018 Lead Generation Strategy
It is a crucial part of business development. Retaining customers and generating new ones are both important for growing companies...perhaps like yours?
Many business owners say that finding the right lead generation strategy is one of the biggest challenges they face today. Our own company has also been there and we continue to update the lead generation techniques we use.
Usually when the topic of lead generation comes up, the first question that arises is which channels to use. Wrong! Depending on your business, you should first consider whether to do lead generation in-house or to outsource it.
In-House Lead Generation
Sales teams typically have a mix of people doing hunting, closing, and farming. This article will focus on hunting, which is the top-of-the-funnel lead generation part. There are lots of ways to do this! Here are some common approaches salespeople use to get leads.
1. Attend Events
It is so easy to Google events where people in your target audience might be gathering. But don’t just consider events with obvious appeal to your targets. Think outside the box! For example, just because someone is in the beauty industry does not mean that a technology conference is an obvious no-go. Browse Facebook, Eventbrite or other pages that advertise events and go on a namecard hunt.
2. Use Social Media
Social media channels are basically virtual networking events, but many struggle to get the most out of them. Some people believe that creating a Facebook page for your business is enough. But think about it! If you go to an event but do not move, engage and participate, it will be a waste of time. Use social media to publish blog posts and drive traffic to your website. Embed opt-in forms at the different parts of your site to allow leads to put their information.
Outsourced Lead Generation
3. Hire a Freelance Hunter
For some companies, particularly those that need volume deals, hiring a freelance hunter to generate leads allows their teams to focus on closing and hunting.
Websites like Upwork or Freelancer are easy way to find freelancers. Make sure you have a detailed description of your project and a competitive salary on offer. Payments and workflows are secured by the website. Obviously the quality of the leads might be a risk, but if you suggest a few databases they can work with, you can control lead quality.
4. Hire an Appointment Generator
This might sound like a costly option. But if you take a closer look, outsourcing appointment generation might actually be the most cost-effective solution for your business. And your internal sales team will love you for taking this top-of-the-funnel process off their hands!
RevGen is your go-to appointment generator. Save time and money on hunting and sales training, and let your team focus on the more important sales stages: closing and farming.
Business Dictionary defines Lead Generation as the “Process of collecting names and contact information about qualified prospects which will be contacted by the salespeople for generating orders. It usually involves direct response advertising and telemarketing.”
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