What You Need to Think about in a Lead Generation Strategy


Anyone who’s spent any time at all involved in just about any aspect of business knows that paying customers are the ones who really pay the bills. Customer acquisition is a constant, ongoing process, and lead generation is a critical part of that. Generating leads doesn’t just happen on its own though. It requires deliberate thought and strategy.

Your Customer Profile

The best marketing strategies rely on having a solid understanding of who the message is targeting. Lead generation strategies should be doing the same. You should have an understanding of who your ideal lead is, which means you need to have an understanding of who your typical customers are. Create a profile of your typical customers to begin to build that understanding. Consider things like spending habits, locations, income levels, and values. Even things like race and gender may be appropriate, depending on the sort of business you run.

Response Rates

There are two types of response rates that you should consider when it comes to lead generation. The first, and arguably the most important, is how quickly you respond to the leads that have been generated. The faster you respond, the more likely the lead is to pan out. The other response rate you need to consider is the rate at which the lead responds to your response. How you reach out to them can have a strong impact on this. Using text messaging can increase your response rates by 209%.

What You’re Offering

It’s all in the name. Ultimately, the goal is to generate leads, which means you need to offer something that customers will want enough to provide you with their information. You might offer exclusive premium content, a subscription, or a free trial for your goods or services. Whatever it is, it needs to be good. The rest of your website can lay the groundwork by giving consumers a taste of what you have to offer. Present what they would get in exchange for their contact information in such a way that it builds on what they’ve already seen and offers something better.

If you want to successfully generate leads for your business in an efficient manner, you need to approach it with a strategy in mind. As you develop your lead generation strategy, think about the type of customer you’re trying to attract. Have a plan for your response rate that allows you to nurture your leads. Carefully consider what you’re offering in exchange for the lead too. All of that should help guide you in your endeavor to create a successful lead generation strategy.

Read this next: How to Use Social Media to Grow Your Business

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