Lead generation has become a big term in sales and marketing these days, and many software or tools, have been developed to aid in generating major leads for businesses, both big and small.
With the growing importance of generating new opportunities, these tools have a bigger role to play in businesses. Many companies are purchasing anything that is touted to be the best b2b lead generation out there. Anything from marketing automation to Customer Relationship Management (CRM) tools are sold to companies as lead generation software.
There are different tools and software that can help you generate leads. Marketing automation is necessary for keeping in touch with customers in a seamless, periodic, and timely manner. CRM platforms are important for managing customer relations in a business. The system ensures that you continue to stay in touch with your customers and their needs, and manage customer loyalty. One may argue that all of this is still some aspect of lead generation, but that does not make automated responders or CRM platforms a lead generation tool.
Lead generation software is specific and made for a specific need. To gain more clients and to understand what customers you need to target.
As it is said, customers are what makes a business. Without customers, you won’t have a business. Finding new leads helps you to target and acquire those customers. The software just makes the process easier and more efficient.
In marketing and sales, refers to the sparking of customer interest in your company, product, or service; or it could refer to the inquiries or searches made about your products, services, or business.
Typically, local lead generation is used side-by-side with lead management. This is so as to move the leads on to the purchase funnel; that is, turning them into sales. This combined process of using lead generation with lead management is termed pipeline marketing.
Generating leads is usually classed as a form of advertisement, as the are created for such purposes as for sales, list-building, acquiring lists for a business e-newsletter, or building reward programs or loyalty programs. However, other methods of lead capture include customer referrals and organic search engine results, which are both non-paid sources.
Finding new leads is increasingly done online these days, a process termed ‘online lead generation’. This self-explanatory Internet marketing term simply means the generation of customer interest in your business, your products and/or services via the Internet.
Social media is used by many businesses and individuals to find new customers or acquiring new business opportunities. Having social accounts for your business is a lucrative scheme, as this will give you more exposure and widen your pool of potential customers and a more targeted audience. Many businesses have active social media accounts on platforms such as Facebook, LinkedIn, and Twitter, all of which enable you to capture more potential customers and effectively market your products and services.
In explaining lead generation, it is necessary to know what leads are. A lead refers to the contact information or demographic information of a customer (or potential customer) that is interested in your company, or a certain product or
service that you carry.
There are two types of them, which are sales leads and marketing leads.
Sales leads are generated using the demographic contacts of customers, such as age, personal income, household income, credit score, etc. Sales leads are usually via phone calls made by the sales force and are typically finance, insurance, or mortgage leads. Sales leads can be resold to several advertisers.
Marketing leads are those that are generated for a specific advertiser: they are brand-specific. These are only sold once, and transparency is paramount in generating this type of lead.
Leads are generated by a host of varied activities, such as through the Internet, through referrals from existing customers, through direct phone calls from business representatives or from telemarketers, through advertisements, through events like trade fairs, through emails, through content marketing, through search engines, etc. A 2018 study even shows that lead generation via web referrals, direct traffic, and search engines accounted for up to 95% of leads, making them the three most popular online means of acquiring new leads.
Now that you are clear on what the concepts of leads and lead generation signify, understanding what lead generation software is becoming much easier.
Lead generation software and tools are seriously misunderstood by businesses and software developers alike, either for the purpose of making a dishonest profit or due to real ignorance. As said earlier, tools like automated responders and CRM platforms are not examples of a lead generation software, but rather they are apps that you can use to properly manage and develop the leads that you have generated and for lead scoring.
These are the tools that you use to isolate and ascertain the areas where your marketing and sales teams should increase their focus so as to get new customers.
It involves getting information about potential customers, either personal contacts or demographic contact. This is mostly done via social media platforms these days.
Once you have found all your prospective customers from social media platforms, you enter the data into the software. It will proceed to extract information from these social networks, giving your sales teams lists of specific b2b leads to follow and convert to customers.
Getting this information now allows your sales teams to create content relevant to your target audience. Thus enabling them to engage with them and bring them in. A lead generation software overcomes the challenge of sourcing for new potential customers because it increases your access to quality leads and increases the volume you can get.
There are many out there to help you identify leads, reach out to them, acquire them, and convert them to loyal customers. These are used to optimize your web pages and landing pages, to gather information about prospective customers,
and to follow up on leads, amongst a host of other activities. Some of these software and tools include:
The use of social media platforms has grown exponentially, and it remains one of the most popular online means of lead generation. As such, it is a good idea to have social media accounts for your business and to optimize your ad campaigns on these sites. AdEspresso is a software created to optimize ad campaigns on Facebook and Instagram.
Certain elements of their tools have been cited as some of the best ones available for page optimization. However, you can only use this software to run campaigns on Facebook and Instagram, you can’t use it on other platforms. Despite this limitation, it is a great tool to have in your arsenal.
Though a CRM and contact management system, it is a great tool for following up on the leads you have generated. Contactually lets you keep track of all conversations you have. It also differentiates among all your contacts, knowing which ones are leads, which ones are customers, which ones are influencers, and so on. With this software, you can nurture them, get referrals, and repeat customers.
To use Unbounce; you have to conversant in the art of optimization. This software has all the tools necessary for you to optimize your landing pages. It even has a tool that allows you to test the effectiveness of your landing pages. To carry out this test, you will have to create different versions of your landing page, and test them against each other using traffic from a specific source. With Unbounce, you can determine which landing pages best attract the leads that you require from your traffic.
➢ Ninja Outreach
This is a software that is specifically made for influencer marketing and outreach. It is a keyword-based tool; searching the internet for bloggers that are writing or have written about a certain keyword you want.
Ninja Outreach finds these blogs, gathers the necessary information about it - such as key authors, shares on social media, and contact information – which you can then sort through to extract information that identifies potential leads for links, guest posting, and other aspects of outreach. This software also has a Google Chrome extension that can get information from sites you visit. It shows you brief stats about the site, how you can contact them, and helps you create the appropriate messages to reach out to niche authorities or influencers.
These are just a few of many applications that you can use to improve your access to b2b leads and to grow your email list, building a larger customer base and keeping in touch with leads and customers alike.
It would be advantageous for you to use lead generation software in your company because:
1. Lead Generation Saves Time
Before the popularity of these tools, companies had to scour the web looking for potential leads, searching for brands and influencers that will improve your business ratings and cold calling them, just to have your offer rejected because you aren’t a well-known brand, or your products and services are obscure.
The time spent searching for these b2b leads, and the time spent on trying to decide whether you should contact them or not is greatly reduced when you use a lead generating software. The software allows you to identify who is interested in your products or services. So that reaching out to them is no longer a time wasting process, because you already know that they are interested in what you have to offer. This lead to a higher sales conversion rate.
Using this kind of tools in your company allows your sales team to focus on their main job, which is to sell. The pressures of finding leads are removed by using lead generation software, converting those to customers and boosts the morale of your salespersons.
2. Lead Generation Reduces The Cost Per Lead
You are in business to make a profit. To make a profit, you need to sell. If your salespersons are spending time on generating leads, then they are not selling. When they are not selling, your business loses money. You have to train your sales team in the art of lead generation, which also costs your company money. You have to monitor the efforts of your sales persons as they try to generate leads, which costs your business even more money.
When using a lead generation software, however, you cut all these costs, because is now an automated process. No extensive training for lead generation, no extensive monitoring of sales persons, and your sales persons are now selling rather than recruiting. Lead generation software makes it possible for you to capture leads at a very cost effective manner while you still turn a profit in your business.
3. It Ensures A Continuous Lead Flow
Without this kind of tools, your sales team has two duties: to source for leads, and to sell to them. Once they have generated the necessary ones, they move on to selling to them. This means that the lead generation aspect of their duties is on hold while they sell. With the software, the leads come in every day while your sales team continues to sell effectively. These tools eliminates the rises and falls in revenue and the inconsistencies in sales and lead generation, creating a seamless cycle of leads, sales, and profit.
4. It Gives You Targeted, Specific Leads
Using lead generation apps lets you narrow down the pool of prospects out there, giving you specific, filtered lists of those who need your product and/or service. Selecting them based on keywords, job description, location, age, and a host of other information, lead generation software provides you with a list of leads that you should pitch to, engage with, and convert into loyal customers.
5. It Provides You With Quality Leads
The leads generated by the app are those considered to be of high relevance to your business. The software selects them based on several criteria that you have specified, such as job titles, locations, ages, keywords searched, and the like. There is no guess work involved: the leads generated are tailored to your specific requirements.
With all these advantages, it is obvious how much help lead generation can be to businesses.
1. Lead Generation Can Help You Build Your Brand
What better way can a tool be of help to your business than to grow it? Lead generation apps helps in saving your sales persons time and effort, allowing them to focus on converting those leads into customers. Their expertise and knowledge and accommodating attitude towards prospects will impress them, making them happy and loyal customers, and encouraging them to refer other prospects to your business.
Your brand continues to grow as word spreads of your good and accurate business dealings, especially as you won’t bother people who are not interested in what you are selling. The only way you can know not to harass them is by using automated software, and all this adds up to giving your brand a good reputation and allowing it to grow.
2. It Allows Your Business To Run Smoothly And Effectively
With salespersons focused on sales, customer relations representatives focused on customer relations, and lead generation software focused on generating leads, your business is a smooth-running engine. There are no distractions, everyone is playing the part they are meant to play, and profits are increasing, seemingly without effort. When all duties are specified and being concentrated on, your business runs efficiently and effectively.
Remove the pressure of sourcing for fresh, quality leads; your business has every opportunity to be the best that it can be.
3. It Does The Ultimate Task: Generating Leads For Your Business
Your business needs customers. Leads can lead to customers. The more the leads, the more the sales and the customers.
With all the information and potential customers out there, it is necessary to utilize software that can whittle everything down to what your business needs. Lead generation software is not the same thing as marketing automation tools,
or CRM platforms. While these software are used to ‘like’ a Tweet on Twitter and to store emails and customer contact details (respectively), lead generation software works in a different capacity.
Lead generators are products that locate the leads that should be targeted by your sales team, so that they can contact them and take steps to convert them to purchasing customers. The lead generation software creates lists of important and relevant people that are highly interested in your company, your products and services, allowing your sales team to concentrate their efforts on selling your brand to these leads.
They are many different types, all of which are automated and can be used on your business’ social media platforms, your website, and your web store. These tools eliminate the need for your sales team to be on the constant look out for fresh leads.
With everyone focused on their roles in the company, the pressure to generate leads is reduced, inconsistencies in revenue and sales and lead flow is removed. Your brand can grow and expand in the direction that you want it to. With leads generated every day, sales made constantly, customer loyalty and customer base growing rapidly, and your business’ reputation gaining more great reviews.
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