Lead Generation

LEAD GENERATION

One of the most powerful strategies of Digital Marketing is the generation of leads, much is said about it, but sometimes little is known.
If you are one of those people who have heard of them and want to learn everything that revolves around this topic, as well as this wonderful way of attracting customers, this is your place.

To understand what lead generation is, the simplest definition would be the process by which companies obtain information about potential customers for the services or products they offer.

In general, this list of clients has different points of information such as email addresses, telephone number, age, population segment, etc. Therefore, what we call Lead in Digital Marketing is really your potential customer.

To get this highly desired list of Leads, a strategy must be carried out to generate them and how we can convert them into your next customers. A practical example, every time a user fills in their data in a form to receive information, such as a link to a course, a PDF with relevant information about their search, etc. All this information is collected in a database, automatically becoming a lead.

SO WHAT IS A LEAD?

From the most basic we can say that a lead is a person, who in one way or another has an interest in a service or product of a company.

This interest is firstly generated by the user who is attracted to a product or service of your company, so an adequate approach to the customer is essential, an intrusive call, for example, is ineffective and even more so if we do not know the intentions of the user. That is why lead generation is so important, to focus and improve the effectiveness of the interaction with potential customers.

If, for example, you decided to carry out an online survey, where people decided to answer your questions and fill in certain information about their name, telephone number, email, etc., from this moment on, with that small form, you have just created a lead.

If, in addition to all that, that user subsequently received an email indicating if they could help you with something, is it true that the process is less intrusive than a call directly offering your products or services?

Based on this premise, it will be possible to obtain better customer data, as well as the intention to help them solve some need, implementing a more open communication relationship and focused on solving the real needs of the customer.

At Be Rebel, we are highly specialized in creating leads through different platforms, but we feel that one of the best platforms to create leads or lists of potential customers is LinkedIn. LinkedIn offers exceptional opportunities to create leads for any company that is targeting to increase its Business-to-Business (B2B) relationships.

LinkedIn also offers the opportunity to target the decision-makers and gather more information and about the targeted organization.

SO, WHY IS IT SO IMPORTANT TO GENERATE LEADS?

Business relationships and the purchasing process have changed radically, companies and entrepreneurs need to find new ways to reach the public, in an increasingly globalized and competitive world. Instead of carrying out ineffective acquisition processes, such as mass advertising, companies are choosing to focus on what is really happening around the world and developing strategies to strengthen relationships with current and future customers.

MULTIPLYING FACTORS: INFORMATION AND MARKETS

With the birth of the internet, the planet has gone from barely having local and scarce information, to living in an abundance of constant information that means that all its added value lost focus.

This situation of endless information makes people to lose attention to what is important, and they do not know where to focus. This means that today consumers, having so much information, ignore everything that they simply do not want to see. What makes the consumer learn on their own to search for what they want, so it is very important to adapt to this new relationship situation with the target audience.

WHY GENERATING LEADS IS A GREAT NEED FOR YOUR COMPANY?

For those who are outside the world of marketing, the recurring question is, how can I generate more clients? Or, to put it another way, how can I generate leads?

The answer is not a simple as creation of content for webpages and blogs, since there will always have to be a whole strategy that embraces the client's objective.

Really the best way to answer that question would be to emphasize the countless original ways that good marketers can do to attract people to their business.

Investing in a strategy that arouses the interest of customers and guides them throughout the purchase process of your company is essential today to convert that lead into a customer.

From this, people will not only be customers, but they will also show a real interest in your business, strengthening the relationship with your company and making decisions with greater confidence and naturalness, closing the sale in a more robust way.

Once that way of working in your company called “Inbound Marketing” has been implemented, then the generation of leads would move on to a second phase. All this happens when the target audience is attracted, and those visitors are converted into sales. For this, it is very important to have a good UX/UI, which we discussed in another of our articles, which you can visit here.

Finally, we must comment that this is only one of the first parts of what involves the generation of Leads, in future articles we will deal with the topic of how to qualify these leads, acquisition strategies, acquisition channels, among many others. Stay tuned for our next articles.