FIND LEADS AND DEVELOP THEM TO VALUABLE CUSTOMERS
Lead generation is the process of filtering new valuable contacts from the masses of online visitors. To know where your potential leads are digitally, what persuades them to contact you, first make sure that you have a good understanding of your lead’s behavior and wishes.
In a digital landscape, a lead often starts as a very impersonal contact. Did you know that on average a potential customer has seen your brand seven times before you find out who he is? And by “who he is”, we mean that you get a name and any contact information from him.
Getting in touch with leads is therefore mainly on their initiative. You can tempt them to do that. For example, by offering a piece of content, reminding them to subscribe to your newsletter or perhaps even making a sample available.
In all cases, we will work on a way to obtain some information about your anonymous guest via lead capturing forms. Can you manage that? Then the next step is to guide the lead in a planned path and involve him in a process of mutual acquaintance.
GROUP7 helps food producers to connect with professional users of the products. We focus on lead capturing and think about the next steps.
Far too often it happens that lead generation is a goal in itself.
“We know you now, you know us, so we’ll see if you’re going to buy something from us. Otherwise, we’ll send a representative to your house in a while and he’ll see if we can sell you something.”
Be aware that whatever advantage the lead had before contacting you is now gone. So take advantage of your stronger position by having a Lead Nurturing (or lead development) plan ready.
What do you know about your lead now?
1) That he/she is interested in your story (not necessarily in your product!)
2) What stage of the lead funnel (see illustration on the left) he is likely to be in.
3) And the most practical: How to reach out to him!
You work out a Lead Nurturing plan in advance and it is tailor-made. You know via which messages you will meet your leads and determine what the “next best step” is based on the three insights above.
GROUP7 helps customers determine and design the “next steps” that follow possible actions from your lead. We think along about the message, about filling profile data and getting to know your lead better. Because ultimately the goal of lead nurturing is that you can assess a lead so accurately that your sales offer comes at the right time. This allows you to convert more contacts into customers.
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Contact us to discuss how you can improve your lead generation and nurturing process.