Sales leads are prospective buyers. The transformation of a lead into a prospect, and eventually a buyer, is denoted using the sales funnel. In order to keep filling your sales funnel with leads, here are five things you need to do.
1. Inbound Marketing
Inbound marketing is one of the most efficient ways to generate leads. SEO-friendly content on website, blogs, social media, and other forums help drive leads to the website. The important aspect of inbound marketing is the quality of content that you post. Apart from writing content for business purposes, adding educational content for the casual reader is also highly recommended.
In the partnership option, two businesses complement each other by leveraging the other party’s solution or product. This means you have a qualified channel through which your leads move into the funnel. Partnering with multiple companies can help bring leads from different segments. It’s a win-win situation for both the companies involved. If you’re tying up with a partner, it should be put up on the home page for leads to find you easily.
The affiliate model allows other companies or individuals to sell your product or solution on your behalf. Although it has a cost overhead, it helps reach out to specific regions or countries where you want to promote your product or service. Affiliates know the market better and have control over the local language, traditions, etc. If you’re a B2B company with a globally relevant solution, affiliates are a huge help in driving leads to your website.
4. Offering New Products
Use this option only if you have the time, people, and resources to build something off the shelf and promote it efficiently. It is used to enhance the value perception of your company, and to let prospects get a taste of your future offerings. This option works very slowly, but steadily in the long run.
Promoting your marketing content is a vital part of lead generation. Promoting it in the channel where most of your prospects are found will ensure you get the much-needed visibility for your product or solution. Content such as infographics, case study, or e-books should be promoted and shared in social media to reach the target audience. Discussion boards and network forums are other popular places to connect with your follower base.
While the above points are for generating new leads, it’s also best to leverage an existing database of leads that you connected with in the past. A follow-up email to those who never responded can be sent, in case they have any requirement for your new product or service.
Filling up the sales funnel should be done based on both short-term and long-term marketing and sales goals of your company. Use a strategy or a combination that provides a steady flow of leads into the funnel. When you have a wide range of products to cater to, or if your internal teams are overburdened with prospecting activities, an external partner can help fill the gap.
RAP is a leading sales and marketing company catering to clients across the globe. Our lead generation services help you seize opportunities at the right moment, skyrocket your sales, and accelerate your revenue generation cycle. We work as an extended arm to your sales and marketing team. If you want to explore working with us, drop us a line and we’ll get back to you.