An effective Online Lead Generation Strategy can deliver more leads who are are your ideal client in the exact target market for your business at a fraction of the cost you are currently spending.
Online Automated Lead Generation
There is an almost endless number and combination of ways leads can be generated online such as:
- Trackable telephone enquiries
- Enquiry forms
- Pre-qualification forms
- Competitions
- Polls
- Forums
- Question & Answer
- Request for information
Automated Lead Follow Up
An automated communication sequence can follow up these leads prior to speaking with them to ensure they are the right fit for your products and services.
A well structured lead follow up will address the most common questions they ask, and pre-qualify them for a sales contact with one of your team members.
Right Time And Right Place
Sometimes an enquirer is not ready to purchase today. Having collected their information online, a system can be put in place to automatically contact them at regular intervals with:
- Additional information
- Special offers
- Educational material
- Case studies
- Successful outcomes
- News
- Media Commentary
…and other suitable media related to the solutions you offer.
By marketing regularly with well targeted highly relevant information, you build familiarity, credibility and build your profile as the market leader in your industry. When the lead is ready to buy they have self-qualified and when they call they are more likely to be in a buying state rather than an information seeking state (as they have already received all the relevant information automatically).
This process allows your business to spend less time fielding general enquiries and more time making sales to deliver products and services.
Systemise Repetitive Tasks
All businesses have a pre-sale process with prospects to provide information, answer questions, justify price, explain value and qualify potential clients.
Part or all of this process can be systemised and provided online to the point that your sales people and resources deal with people who have been through the pre-sale process online, and in their own time (after after business hours when they are more relaxed at home). This frees up the sales people to spend more time on the sale with prospects already pre-qualified and who are ready to buy.
Traffic Generation
Your website needs to have highly relevant information, simple but strong calls to action so that when traffic is generated from some of the following methods:
- Google Adwords
- Facebooks Ads
- Display Network
- Google+
- YouTube
- iTunes
- Slideshare
- …
…they take the desired action to enter your marketing and sale process.
Ultimately, lead generation is about driving traffic to a website to capture visitor’s email address and this is the beginning of your marketing process.
