9 Killer Tips For Successful Lead Generation

Every new client that I speak with always expresses their frustration with their previous lead generation initiatives. We understand that lead generation is a process and each step is super important. Only 10% of marketers feel that their lead generation campaigns are effective and 60% of marketers feel that lead generation is a key pain point for them.

I know that the competition is constantly increasing and that there’s an abundance of information that has made it difficult for businesses to track, reach and engage with their potential clients.

However, things aren’t as discouraging as they might seem on a surface level. We’ll be conducting a proper examination of common lead generation challenges and present 9 lead generation tips that will help you survive the natural selection of lead generation, fill the sales pipeline with high-quality leads and acquire potential clients more effectively.

Lead generation is a crucial component of any business and very difficult at the same time. A wide range of factors makes the actual acquisition of quality leads difficult (and we’ll list them below). BUT, the importance of this task should never be underestimated by any business or decision-maker. A business needs to continually generate quality leads because it saves major resources for your sales team:

It typically takes up to 30 minutes for an experienced SDR to conduct additional research on the lead’s company, up to 30 minutes to craft a great follow-up and up to 8 phone dials to actually establish contact with the prospect. If the quality of the lead is low, all these efforts and time will be exhausted with no results to show.

Rejection has always been a difficult thing to handle even for strong-willed resilient SDRs. Don’t make them experience it more than they’d like. An experienced sales rep will eventually understand that a lead is no good. Will they be happy constantly dealing with bad leads? NO!

Time = money. Always! In the lead generation, process employees will spend company money on calls, contribute to the electricity and the Internet bills. A bad lead reaching your top Account Executives is possibly the worst-case scenario. It will cost your company more time, more effort, more negative emotions, and more money. That is why it’s important to tackle this problem at the very beginning of your sales pipeline.

In the last 7 years, I’ve worked side by side with different businesses in various industries refining and optimizing their lead generation systems to deliver high-quality results (Feel free to send me an email or message to learn more about my success stories).

Here are 9 killer tips that I’ve picked up through my different experiences over the last 7 years.

Utilize social media to help share your content and get it in front of more of your target audience. Using blog posts to direct traffic to your website or landing pages is a great way of capturing higher quality prospects. Facebook is still a great social media platform that can help generate highly targeted traffic and leads.

A powerful social media marketing strategy will help you build a loyal and engaged following while getting highly qualified targeted leads. Get to know your audience and share information that will help demonstrate your expertise.

The last tip is to avoid focusing your posts solely on your company. Try interacting with your followers and try to be helpful. When a prospect is potentially ready to buy, they will more likely come to you and trust you as a supplier. Your business should focus on creating a strategy that speaks directly to your ideal clients’ pain points.

The number one way to your customer’s heart is having the correct audience data so you can target the right people at the right time.

This process always has room for improvement. You’re going to be collecting A LOT of data. You need to utilize that data to build out precise audiences. Sometimes, it’s better to analyze your product + company and follow that process up by crafting a brand new buyer persona from scratch rather than updating the old one. Clients evolve on a daily basis, your buyer persona and audience data should reflect them.

When we’re building out Lead Generation systems for our clients we analyze the data available and create a strategy that will help us build develop valuable data that will help us make better decisions. Once we feel comfortable with that data we pivot, adapt and target. The graphic above is a big help when you’re trying to create your buyer persona.

Always ensure that you’re able to track return on investment and allocate budgets by using trackable channels to attract your leads.

One tool that you should be already heavily utilizing is Google Analytics. Google Analytics helps you analyze your website traffic and create valuable reports detailing the behaviour of your target audience.

Your CRM system should be optimized to tackle all the challenges you currently face. This is an inbound marketing and sales platform that focuses on tracking your leads activity online and delivers marketing content tailored to their interests. Having all of your lead sources report back into one central system is critical to keeping your leads organized, tracking the effectiveness of and value of each lead source and ad campaign, and being able to effectively follow up with each lead.

Great systems are built through testing. The perfect system doesn’t exist. Your company should always be working and strategizing new systems that ultimately achieve your goals like booking meetings or selling products on your e-commerce store.

When it comes to leads, you always want your sales department to focus on quality over quantity. Don’t waste time on unqualified leads and do your research to target audiences that have the highest change of buying your product or service. There should be a SQL process in place where your sales team or CRM software can identify the quality of the lead almost immediately. Low-quality leads should be put in an automated sequence that will nurture them automatically, without the involvement of your sales team.

Because lead generation is so time sensitive, it’s a good idea to divide your leads into short-term, mid-term and long-term to create a rolling pipeline. But why stop there, you can also have a set of criteria to define who qualifies as a prospect and what they have to do to move to the next level of the pipeline.

Did your competition just launch a new product or website? Always keep a close eye on your competition and track what they’re doing. You can use that information to create more effective ads and additional lead generation strategies of your own. Your competitors pay for the same eyeballs as you.

You must structure your commission scheme to reflect the skills and efforts that are required to help manage existing accounts and land new businesses. Perhaps even considering dividing your sales team into salespeople who focus on selling into new customer accounts “hunters” and account managers focused on managing the relationships with existing customers and growing their accounts “farmers”.

In order to get leads from your website, you need traffic and you need to make your call-to-action as effective and clear as possible. It should be easy for your audience to understand exactly what you want them to do and how they can benefit in return.

Your website should have a goal (sell/book meetings) and the user experience should reflect those goals.

If used correctly, emails can be a great cost-effective way to generate new business. When you are sending emails, it’s essential to tailor them to your lead so they feel exclusive. Make sure the emails also have clear call-to-actions and a link to your landing page where prospects can provide the necessary details.

In the last 7 years, Florind has learned how to package brands, products, and services in today’s digital landscape to bring brands and customers together naturally in a very intelligible way.

The first thing that comes to mind when clients describe Florind is results — measurable, tangible/real, and trackable results. Transparency is rare in the industry but data never lies.

Florind has been able to deliver exponential results for his clients through a strategic combination of analytics, systems, automation, and metrics. His attention to detail and pursuit of efficiency and effectiveness is why clients love him and the results he delivers.

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