What is the secret behind the success of the digital marketing?
It is a branch of business marketing which aims to increase the business performance and the number of customer-base by enhancing the visibility of the business.
It has been significantly hyped in the past decade. With every passing year, new businesses getting added to the list.
By using the power of digital marketing, entrepreneurs to explore the possibilities for higher revenues and bigger customer-base.
Of course, the fundamental focus is to increase business visibility; the digital marketing techniques can be successfully used in lead generation as well.
What is a lead?
A lead is a prospective customer (an individual or business) who is interested in the service or product offered by you. If you pursue it well, then it is very likely to get converted into an actual customer.
Experts say that since the lead shows interest in your business proactively, you can divert it by using the right means at the right time.
Use of advertising, direct mailing, trade shows, and brand promotions are a few examples of digital marketing methods.
How to use conventional digital marketing methods for lead generation?
A sales lead is when some prospective customer approaches you or shows interest in your services or products.
The success of the business depends on how effectively it converts these prospective leads into the genuine business.
Experts say that using digital marketing efforts; one can generate leads online.
Here are some important tips to do it effectively.
In a traditional company, the sales representative might say that he is not free right now to see to entertain the inbound lead. However, it is not the case in a modern company.
It must put a system in place to take care of the qualifying inbound leads. Timing is crucial today, and it is further critical when it is an inbound lead.
Make the lead magnets effective
What is a lead magnet? It is the process of giving the potential customers something in exchange for their contact information.
A few examples of lead magnets are discount coupons, offers, tickets, and guides.
There are a variety of lead magnets, and you can pick the suitable ones according to the nature of your business.
There is no limit to how creatively you imagine the think magnets.
Nurture your leads
It is not enough to gather as many contacts as possible. You must put efforts in nurturing the leads. It is the only way to achieve better conversion.
How can you do it? One way is to increase the interest of the leads in the lead magnets. Suppose you are arranging a conference, then increase their interest in attending the same.
You can use the mail communication to nurture the leads online. Send an email to them explaining the activities. As soon as the lead come forwards for establishing a conversation, continue the mail communication.
‘Follow’ the leads wherever they go in the social media. The ads should pop-up and remind him about the lead magnet.
Give something that adds value
To create a lead magnet, you need to work hard. You spend time, energy and efforts. Hence, it is not a remarkable thing to lose the lead.
According to experts, to retain the leads, it is essential to offer them something that the prospective clients find useful and valuable.
For example, you can share tips of managing a trading account if you are a share broker who is exploring potential clients by digital marketing.
Aggregate the leads to find out who are the most potential ones
Yes, when you have many inbound sales leads, it is a clever idea to aggregate them. When you touch the high scoring leads, the probability of getting business is higher.
The approach should be to help the high scoring leads in the decision-making process. Since the sources of inbound leads are different, their response will also be different.
Some will buy immediately whereas some remain undecided forever. Some buy after giving a second thought.
It all depends on how an inbound sales lead perceives your company, service or product.
Give a scope for conversion
Interestingly, many customers do not get converted just because they don’t know how to contact? It is not a right way to offer only one or two channels.
In the modern era of communication, you should do everything that is possible to touch inbound leads.
Don’t rely on one or two channels only. Even if you are not comfortable with online channels (which is quite unlikely), you have many other channels.
Give them a chance to book orders and fix meetings for consultation. Give them different modes to express their feedback and views.
All these things will ensure better conversion.
A word of caution
However, you need to refer the cyber laws prevailing in your country before using the digital marketing techniques. Experts say that a small negligence may create severe implications.
Also, it is vital that the team is willing to adapt the concepts. It needs efforts to convince the sales and marketing team sometimes, as they aren’t acquainted with the ins and outs of digital marketing. It may require some time to grab the concepts.
Gone are the days of cold calls. The sales tactics must change with respect to the changing times.
What are the benefits of digital marketing techniques for lead generation
- It gives a chance to take benefits of specific digital marketing elements to your workforce. Thus, they get exposure to it.
- Your team can network with other people who are proficient in digital marketing.
- Your company joins the fleet of selected people who make use of digital marketing methods.
- It is a start towards becoming an expert digital marketer.
- Since digital marketing is relatively less costly, your profit margin is high.
- Once a system is established, the throughput increases multiple times.
When the right tactics in place, modern sales professionals can handle an inbound lead effectively. It is possible for them to assess the context of interest and use tools for lead conversion.