{"id":3531,"date":"2020-10-26T14:00:08","date_gmt":"2020-10-26T14:00:08","guid":{"rendered":"https:\/\/group7.eu\/?post_type=olc&#038;p=3531"},"modified":"2023-09-12T08:17:53","modified_gmt":"2023-09-12T08:17:53","slug":"online-leadgeneratie-is-een-must-voor-acquisitie","status":"publish","type":"olc","link":"https:\/\/group7.eu\/olc\/online-leadgeneratie-is-een-must-voor-acquisitie\/","title":{"rendered":"Online leadgeneratie is een MUST voor acquisitie"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"3531\" class=\"elementor elementor-3531\" data-elementor-post-type=\"olc\">\n\t\t\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-6f1fff0e elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"6f1fff0e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f1acb57 ae-bg-gallery-type-default\" data-id=\"f1acb57\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4395f024 elementor-widget elementor-widget-text-editor\" data-id=\"4395f024\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><b><span data-contrast=\"auto\">Lang geleden \u2013 toen een biertje nog fl. 1,50 kost<\/span><\/b><b><span data-contrast=\"auto\">te<\/span><\/b><b><span data-contrast=\"auto\">\u00a0<\/span><\/b><b><span data-contrast=\"auto\">\u2013<\/span><\/b><b><i><span data-contrast=\"auto\">\u00a0<\/span><\/i><\/b><b><span data-contrast=\"auto\">wa<\/span><\/b><b><span data-contrast=\"auto\">s acquisitie<\/span><\/b><b><span data-contrast=\"auto\">\u00a0een kwestie van\u00a0<\/span><\/b><b><span data-contrast=\"auto\">\u2018koud bellen\u2019<\/span><\/b><b><span data-contrast=\"auto\">\u00a0of<\/span><\/b><b><span data-contrast=\"auto\">\u00a0<\/span><\/b><b><span data-contrast=\"auto\">ongevraagd\u00a0binnen lopen\u00a0bij\u00a0<\/span><\/b><b><span data-contrast=\"auto\">prospects<\/span><\/b><b><span data-contrast=\"auto\">. Acquisitie was het domein van\u00a0<\/span><\/b><b><span data-contrast=\"auto\">de verkoopbuitendienst.<\/span><\/b><b><span data-contrast=\"auto\">\u00a0Voornamelijk mannen<\/span><\/b><b><span data-contrast=\"auto\">\u00a0(in die tijd!)<\/span><\/b><b><span data-contrast=\"auto\">\u00a0in een net<\/span><\/b><b><span data-contrast=\"auto\">\u00a0<\/span><\/b><b><span data-contrast=\"auto\">pak en een<\/span><\/b><b><span data-contrast=\"auto\">\u00a0leaseauto<\/span><\/b><b><span data-contrast=\"auto\">\u00a0<\/span><\/b><b><span data-contrast=\"auto\">probeerden op die manier te acquireren. He<\/span><\/b><b><span data-contrast=\"auto\">laas, he<\/span><\/b><b><span data-contrast=\"auto\">t werkt niet meer<\/span><\/b><b><span data-contrast=\"auto\">.<\/span><\/b><span data-ccp-props=\"{\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">In dit artikel leggen we uit<\/span><span data-contrast=\"auto\">\u00a0waarom leadgeneratie belangrijk is<\/span><span data-contrast=\"auto\">. En waarom dat vrijwel alleen nog online plaats vindt.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p><p><b><span data-contrast=\"none\">Leadgeneratie<\/span><\/b><span data-contrast=\"none\">\u202f<\/span><span data-contrast=\"none\">(of \u2018lead\u00a0<\/span><span data-contrast=\"none\">generation<\/span><span data-contrast=\"none\">\u2019)\u00a0<\/span><span data-contrast=\"none\">is het proces om potenti\u00eble klanten te identificeren en hun interesse te wekken voor de producten of diensten van een organisatie.<\/span><span data-contrast=\"none\">\u202f<\/span><span data-contrast=\"none\">Het is een proces waarbij je de ge\u00efnteresseerde mensen filtert van de massa.\u202f<\/span><span data-contrast=\"none\">\u202f<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/p><h2><b><span data-contrast=\"none\">1. De oude vormen van a<\/span><\/b><b><span data-contrast=\"none\">cquisitie\u00a0<\/span><\/b><b><span data-contrast=\"none\">zi<\/span><\/b><b><span data-contrast=\"none\">jn uitgewerkt<\/span><\/b><\/h2><p><span data-contrast=\"none\">Vroeger\u00a0<\/span><span data-contrast=\"none\">was \u2018koud bellen\u2019 echt d\u00e9 manier om\u00a0<\/span><span data-contrast=\"none\">te acquireren<\/span><span data-contrast=\"none\">.<\/span><span data-contrast=\"none\">\u00a0<\/span><span data-contrast=\"auto\">Dat vonden de meeste\u00a0<\/span><span data-contrast=\"auto\">ver<\/span><span data-contrast=\"auto\">kopers<\/span><span data-contrast=\"auto\">\u00a0niet het leukste aspect van het werk.<\/span><span data-contrast=\"auto\">\u00a0Logisch ook:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><ul><li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"18\" aria-setsize=\"-1\" data-aria-posinset=\"0\" data-aria-level=\"1\"><span data-contrast=\"auto\">Je kent de suspect of prospect nog niet<\/span><span data-contrast=\"auto\">;<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/li><li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"18\" aria-setsize=\"-1\" data-aria-posinset=\"0\" data-aria-level=\"1\"><span data-contrast=\"auto\">Soms weet je niet eens wie je moet hebben<\/span><span data-contrast=\"auto\">;<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/li><li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"18\" aria-setsize=\"-1\" data-aria-posinset=\"0\" data-aria-level=\"1\"><span data-contrast=\"auto\">D<\/span><span data-contrast=\"auto\">e juiste persoon\u00a0<\/span><span data-contrast=\"auto\">wordt vaak afgeschermd door assistenten<\/span><span data-contrast=\"auto\">;<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/li><li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"18\" aria-setsize=\"-1\" data-aria-posinset=\"0\" data-aria-level=\"1\"><span data-contrast=\"auto\">Je ziet iemand niet en bent totaal afhankelijk van verbale communicatie<\/span><span data-contrast=\"auto\">;<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/li><li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"18\" aria-setsize=\"-1\" data-aria-posinset=\"0\" data-aria-level=\"1\"><span data-contrast=\"auto\">Je belt nimmer gelegen<\/span><span data-contrast=\"auto\">;<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/li><li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"18\" aria-setsize=\"-1\" data-aria-posinset=\"0\" data-aria-level=\"1\"><span data-contrast=\"auto\">Er is a<\/span><span data-contrast=\"auto\">ngst voor afwijzing<\/span><span data-contrast=\"auto\">;<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/li><li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"18\" aria-setsize=\"-1\" data-aria-posinset=\"0\" data-aria-level=\"1\"><span data-contrast=\"auto\">Soms word<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">je botweg afgesnauwd<\/span><span data-contrast=\"auto\">.<\/span><span data-ccp-props=\"{\">\u00a0<\/span><\/li><\/ul><p><span data-contrast=\"auto\">Deze telefoontjes leveren maar in enkele gevallen iets op<\/span><span data-contrast=\"auto\">.<\/span><span data-contrast=\"auto\">\u00a0En\u00a0<\/span><span data-contrast=\"auto\">de resultaten<\/span><span data-contrast=\"auto\">\u00a0word<\/span><span data-contrast=\"auto\">en<\/span><span data-contrast=\"auto\">\u00a0bovendien steeds\u00a0<\/span><span data-contrast=\"auto\">minde<\/span><span data-contrast=\"auto\">r<\/span><span data-contrast=\"auto\">:\u00a0<\/span><span data-contrast=\"auto\">in 2020 is de kans op succes bij koud bellen zo laag geworden<\/span><span data-contrast=\"auto\">, dat wij adviseren er mee te stoppen.<\/span><span data-contrast=\"auto\">\u00a0De meeste verkopers hebben dat gelukkig al gedaan.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Erger\u00a0<\/span><span data-contrast=\"auto\">is<\/span><span data-contrast=\"auto\">\u00a0het nog om<\/span><span data-contrast=\"auto\">\u00a0als verkoper<\/span><span data-contrast=\"auto\">\u00a0onaangekondigd\u00a0<\/span><span data-contrast=\"auto\">een zaak<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">binnen te lopen.<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">Dat\u00a0<\/span><span data-contrast=\"auto\">is al heel lang een kostbare en ineffici\u00ebnte methode<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">I<\/span><span data-contrast=\"auto\">n de huidige tij<\/span><span data-contrast=\"auto\">d <\/span><span data-contrast=\"auto\">\u00a0kun je dat\u00a0<\/span><span data-contrast=\"auto\">zeker\u00a0<\/span><span data-contrast=\"auto\">niet meer doen.\u00a0<\/span><span data-contrast=\"auto\">Maar\u00a0<\/span><span data-contrast=\"auto\">40% van de\u00a0<\/span><span data-contrast=\"auto\">horecabedrijven wil\u00a0<\/span><span data-contrast=\"auto\">zelfs\u00a0<\/span><span data-contrast=\"auto\">een\u00a0<\/span><span data-contrast=\"auto\">aangekondigde vertegenwoordiger ontvangen<\/span><span data-contrast=\"auto\">\u00a0(HNK,2020)<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">Zomaar\u00a0binnen lopen\u00a0werkt dan al helemaal niet.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">De enige traditionele methode van acquireren die nog steeds goed werkt zijn<\/span><span data-contrast=\"auto\">\u00a0de betere<\/span><span data-contrast=\"auto\">\u00a0vakbeurzen<\/span><span data-contrast=\"auto\">.<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">Het\u00a0<\/span><span data-contrast=\"auto\">zijn informatieve events waar veel te beleven valt: zien, proeven, ruiken, horen, voelen. Vrijwel iedere deelnemer gaat met 200 leads \u2018naar huis\u2019. En de grote<\/span><span data-contrast=\"auto\">\u00a0organisaties\u00a0<\/span><span data-contrast=\"auto\">nog met veel meer.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d3368bc elementor-widget elementor-widget-image\" data-id=\"d3368bc\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/group7.eu\/aanmeldpagina-leadgeneratie\/\">\n\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"512\" src=\"https:\/\/group7.eu\/wp-content\/uploads\/2019\/06\/1-1024x512.png\" class=\"elementor-animation-pop attachment-large size-large wp-image-3715\" alt=\"Download gids voor leadgeneratie | GROUP7\" srcset=\"https:\/\/group7.eu\/wp-content\/uploads\/2019\/06\/1-1024x512.png 1024w, https:\/\/group7.eu\/wp-content\/uploads\/2019\/06\/1-300x150.png 300w, https:\/\/group7.eu\/wp-content\/uploads\/2019\/06\/1-768x384.png 768w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-fa4f820 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"fa4f820\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6114e1a ae-bg-gallery-type-default\" data-id=\"6114e1a\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8700463 elementor-widget elementor-widget-text-editor\" data-id=\"8700463\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h2><b><span data-contrast=\"auto\">2. Potenti\u00eble klanten ori\u00eb<\/span><\/b><b><span data-contrast=\"auto\">nteren zich online<\/span><\/b><span data-ccp-props=\"{\">\u00a0<\/span><\/h2><p><span data-contrast=\"auto\">De eerste stap van het acquisitieproces \u2013 leadgeneratie \u2013 is de prioriteit van marketeers geworden.\u00a0<\/span><span data-contrast=\"auto\">Bijna alle leadgeneratie vindt nu online plaats<\/span><span data-contrast=\"auto\">\u00a0en marketeers zitten aan de knoppen.<\/span><span data-contrast=\"auto\">\u00a0Dat is ook logisch, omdat je toekomstige klanten zich ori<\/span><span data-contrast=\"auto\">\u00ebnteren<\/span><span data-contrast=\"auto\">\u00a0op een aankoop via digitale kanalen<\/span><span data-contrast=\"auto\">. Een aanzienlijk deel van de overweging heeft al plaats gevonden voordat\u00a0<\/span><span data-contrast=\"auto\">er contact is met de\u00a0<\/span><span data-contrast=\"auto\">verkoper<\/span><span data-contrast=\"auto\">.<\/span><span data-contrast=\"auto\">\u00a0Sterker nog:\u00a0<\/span><span data-contrast=\"auto\">het wordt steeds makkelijker om een aankoop te doen zonder contact met verkoop.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Laten we uitgaan van een\u00a0<\/span><span data-contrast=\"auto\">aankoopbeslissing van wat groter belang en met meer complexiteit<\/span><span data-contrast=\"auto\">. Denk aan een koffiemerk, met de bijbehorende\u00a0<\/span><span data-contrast=\"auto\">serviezen en een leaseconstructie voor de machine<\/span><span data-contrast=\"auto\">. Daar willen de meeste\u00a0<\/span><span data-contrast=\"auto\">prospects<\/span><span data-contrast=\"auto\">\u00a0over praten met een verkoper.<\/span><span data-contrast=\"auto\">\u00a0Maar ook in die situatie\u00a0<\/span><span data-contrast=\"auto\">is<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">een groot deel van de ori\u00ebntatie en overweging al lang gebeurd voordat de verkoper aan tafel zit.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">We willen dus<\/span><span data-contrast=\"auto\">\u00a0interesse wekken,<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">inspireren, informeren en adviseren via\u00a0<\/span><span data-contrast=\"auto\">onze\u00a0<\/span><span data-contrast=\"auto\">online kanalen<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">Om vervolgens d<\/span><span data-contrast=\"auto\">i<\/span><span data-contrast=\"auto\">e persoon met interesse ook te identificeren<\/span><span data-contrast=\"auto\">, door een naam en e-mailadres te vragen. En meestal nog iets meer<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">De tactieken daarvoor hebben we al op een rij gezet<\/span><span data-contrast=\"auto\">\u00a0in het artikel\u00a0<\/span><span data-contrast=\"auto\">\u2018<a href=\"https:\/\/group7.eu\/olc\/10-manieren-om-online-leads-te-genereren\/\">10 manieren om leads te genereren<\/a>\u2019<\/span><span data-contrast=\"auto\">.<\/span><span data-contrast=\"auto\">\u00a0Op die manier kan\u00a0<\/span><span data-contrast=\"auto\">de<\/span><span data-contrast=\"auto\">\u00a0koffie<\/span><span data-contrast=\"auto\">verkoper contact opnemen met de\u00a0<\/span><span data-contrast=\"auto\">klant<\/span><span data-contrast=\"auto\">, nadat die<\/span><span data-contrast=\"auto\">\u00a0zich eerst online\u00a0<\/span><span data-contrast=\"auto\">heeft\u00a0<\/span><span data-contrast=\"auto\">laten informeren<\/span><span data-contrast=\"auto\">.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><img decoding=\"async\" style=\"font-style: inherit; font-weight: inherit; color: var( --e-global-color-text ); font-family: var( --e-global-typography-text-font-family ), Sans-serif; background-color: var(--ast-global-color-5);\" src=\"data:image\/png;base64,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\" alt=\"\" \/><\/p><p><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">3. Het<\/span><\/b><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">\u00a0<\/span><\/b><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">ontwikkelen<\/span><\/b><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">\u00a0van een\u00a0<\/span><\/b><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">lead\u00a0<\/span><\/b><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">gaan we\u00a0<\/span><\/b><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">\u2018aut<\/span><\/b><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">o<\/span><\/b><b style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-style: inherit; background-color: var(--ast-global-color-5);\"><span data-contrast=\"auto\">matiseren\u2019<\/span><\/b><span style=\"color: var(--ast-global-color-2); font-family: Mina, sans-serif; font-size: 1.42857rem; font-weight: 400; background-color: var(--ast-global-color-5);\" data-ccp-props=\"{\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Met leads alleen komen we niet ver<\/span><span data-contrast=\"auto\">. We hebben klanten nodig<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">Hoe groot die stap is, is per product en markt weer anders<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">De ene aankoop<\/span><span data-contrast=\"auto\">\u00a0probeer je gemakkelijk even uit<\/span><span data-contrast=\"auto\">\u00a0(een\u00a0<\/span><span data-contrast=\"auto\">fles<\/span><span data-contrast=\"auto\">\u00a0kookroom), terwijl een ander<\/span><span data-contrast=\"auto\">e wat lastiger is (een andere groothandel).\u00a0<\/span><span data-contrast=\"auto\">Soms\u00a0<\/span><span data-contrast=\"auto\">vragen<\/span><span data-contrast=\"auto\">\u00a0de functionele aspecten\u00a0<\/span><span data-contrast=\"auto\">om een uitgebreide overweging<\/span><span data-contrast=\"auto\">, zoals ons voorbeeld van de koffiemachine<\/span><span data-contrast=\"auto\">\u00a0met\u00a0<\/span><span data-contrast=\"auto\">leaseconstructie<\/span><span data-contrast=\"auto\">. In een ander geval is de\u00a0<\/span><span data-contrast=\"auto\">stap naar een aankoop<\/span><span data-contrast=\"auto\">\u00a0meer sociaalpsychologisch<\/span><span data-contrast=\"auto\">, zoals<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">het\u00a0<\/span><span data-contrast=\"auto\">vervangen van een koffiemerk\u00a0<\/span><span data-contrast=\"auto\">na<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">10 jaar\u00a0<\/span><span data-contrast=\"auto\">partnership<\/span><span data-contrast=\"auto\">. Wat de reden ook is<\/span><span data-contrast=\"auto\">,\u00a0<\/span><b><span data-contrast=\"auto\">in de<\/span><\/b><span data-contrast=\"auto\">\u00a0<\/span><b><span data-contrast=\"auto\">meeste gevallen gaat een lead niet direct tot aankoop over<\/span><\/b><span data-contrast=\"auto\">. Ook niet na een opvolging door een verkoper.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Wat niet direct gebeur<\/span><span data-contrast=\"auto\">t, kan wat later alsnog gebeuren.\u00a0<\/span><span data-contrast=\"auto\">Gemiddeld gaat 17% van alle leads uiteindelijk kopen<\/span><span data-contrast=\"auto\">, heeft\u00a0<\/span><span data-contrast=\"auto\">Hubspot<\/span><span data-contrast=\"auto\">\u00a0(2017) becijferd. Daarvoor\u00a0<\/span><span data-contrast=\"auto\">zullen we de lead wel moeten koesteren<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">Het\u00a0<\/span><span data-contrast=\"auto\">op<\/span><span data-contrast=\"auto\">v<\/span><span data-contrast=\"auto\">olgen\u00a0<\/span><span data-contrast=\"auto\">en<\/span><span data-contrast=\"auto\">\u00a0bewerken van\u202fleads\u202fom\u00a0<\/span><span data-contrast=\"auto\">ze uiteindelijk te laten kopen<\/span><span data-contrast=\"auto\">\u00a0&#8211;\u00a0<\/span><span data-contrast=\"auto\">conversie te realiseren van\u202flead\u202fnaar klant<\/span><span data-contrast=\"auto\">\u00a0\u2013 noemen we\u00a0<\/span><i><span data-contrast=\"auto\">lead\u00a0<\/span><\/i><i><span data-contrast=\"auto\">nurturin<\/span><\/i><i><span data-contrast=\"auto\">g<\/span><\/i><i><span data-contrast=\"auto\">.\u00a0<\/span><\/i><span data-contrast=\"auto\">We gaan de leads dus<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">ontwikkele<\/span><span data-contrast=\"auto\">n, to<\/span><span data-contrast=\"auto\">t\u00a0<\/span><span data-contrast=\"auto\">dat ze overgaan tot een aankoop.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">De meest voorkomende manier\u00a0<\/span><span data-contrast=\"auto\">om leads te ontwikkelen<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">is<\/span><span data-contrast=\"auto\">\u00a0het\u00a0<\/span><span data-contrast=\"auto\">aanbieden van relevante\u00a0<\/span><span data-contrast=\"auto\">info<\/span><span data-contrast=\"auto\">r<\/span><span data-contrast=\"auto\">matie<\/span><span data-contrast=\"auto\">, meestal via e-mail<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">Daar kan\u00a0<\/span><span data-contrast=\"auto\">steeds<\/span><span data-contrast=\"auto\">\u00a0een\u00a0<\/span><span data-contrast=\"auto\">bepaald aanbod aan worden toegevoegd<\/span><span data-contrast=\"auto\">, bijvoorbeeld voor contact<\/span><span data-contrast=\"auto\">, een scherpe deal of een\u00a0<\/span><span data-contrast=\"auto\">proefpakket. Op die manier<\/span><span data-contrast=\"auto\">\u00a0hebben we een behoorlijk grote kans dat<\/span><span data-contrast=\"auto\">\u00a0we alsnog iets gaan verkopen.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Campagnes voor lead\u00a0<\/span><span data-contrast=\"auto\">nurturing<\/span><span data-contrast=\"auto\">\u00a0worden\u00a0<\/span><span data-contrast=\"auto\">doorgaans verzonden vanuit\u00a0<\/span><i><span data-contrast=\"auto\">marketing\u00a0<\/span><\/i><i><span data-contrast=\"auto\">automation<\/span><\/i><span data-contrast=\"auto\">, zoals\u00a0<\/span><span data-contrast=\"auto\">Hubspot<\/span><span data-contrast=\"auto\">\u00a0of\u00a0<\/span><span data-contrast=\"auto\">Salesforce\u00a0<\/span><span data-contrast=\"auto\">Pardot<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-contrast=\"auto\">Online leadgeneratie wordt steeds belangrijker. En dus groeit de vraag naar marketing\u00a0<\/span><span data-contrast=\"auto\">automation<\/span><span data-contrast=\"auto\">\u00a0ook<\/span><span data-contrast=\"auto\">\u00a0enorm snel. Volgens Salesforce groeit d<\/span><span data-contrast=\"auto\">e markt voor marketing\u00a0<\/span><span data-contrast=\"auto\">automation<\/span><span data-contrast=\"auto\">\u00a0platforms met 31% per jaar.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><h2><b><span data-contrast=\"auto\">Samenvattend<\/span><\/b><span data-ccp-props=\"{}\">\u00a0<\/span><\/h2><p><span data-contrast=\"auto\">Traditionele manieren van acquireren, zoals koud bellen of ongevraagd\u00a0<\/span><span data-contrast=\"auto\">bezoek van een vertegenwoordigers zijn niet effectief. Ze komen dan ook steeds minder voor.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Online leadgeneratie past veel beter bij\u00a0<\/span><span data-contrast=\"auto\">het gedrag van p<\/span><span data-contrast=\"auto\">otenti\u00eble klanten, die vooral online gebruiken om zich te informeren<\/span><span data-contrast=\"auto\">\u00a0en inspiratie op te doen.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Wanneer we de contactgegevens van een lead hebben verzameld, kunnen we<\/span><span data-contrast=\"auto\">\u00a0de lead gaan ontwikkelen<\/span><span data-contrast=\"auto\">\u00a0tot ze een aankoop doe<\/span><span data-contrast=\"auto\">t<\/span><span data-contrast=\"auto\">. Daarvoor gebruiken\u00a0<\/span><span data-contrast=\"auto\">we marketing\u00a0<\/span><span data-contrast=\"auto\">a<\/span><span data-contrast=\"auto\">utomation<\/span><span data-contrast=\"auto\">.<\/span><\/p><p><span data-contrast=\"auto\">Vraag nu onze <\/span><a href=\"https:\/\/group7.eu\/aanmeldpagina-leadgeneratie\/\"><b><span data-contrast=\"auto\">Gids voor Leadgeneratie<\/span><\/b><\/a><span data-contrast=\"auto\"> met een handig 7 stappenplan aan. Aan de hand van praktische stappen zet je leadgeneratie makkelijker, sneller en met meer resultaat in voor jouw organisatie.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-20a8381 elementor-widget elementor-widget-image\" data-id=\"20a8381\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/group7.eu\/aanmeldpagina-leadgeneratie\/\">\n\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"512\" src=\"https:\/\/group7.eu\/wp-content\/uploads\/2019\/06\/1-1024x512.png\" class=\"elementor-animation-pop attachment-large size-large wp-image-3715\" alt=\"Download gids voor leadgeneratie | GROUP7\" srcset=\"https:\/\/group7.eu\/wp-content\/uploads\/2019\/06\/1-1024x512.png 1024w, https:\/\/group7.eu\/wp-content\/uploads\/2019\/06\/1-300x150.png 300w, https:\/\/group7.eu\/wp-content\/uploads\/2019\/06\/1-768x384.png 768w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"featured_media":3548,"template":"","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"default","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""}}},"categories":[39],"tags":[],"acf":[],"_links":{"self":[{"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/olc\/3531"}],"collection":[{"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/olc"}],"about":[{"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/types\/olc"}],"version-history":[{"count":13,"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/olc\/3531\/revisions"}],"predecessor-version":[{"id":23023,"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/olc\/3531\/revisions\/23023"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/media\/3548"}],"wp:attachment":[{"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/media?parent=3531"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/categories?post=3531"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/group7.eu\/wp-json\/wp\/v2\/tags?post=3531"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}